DocuWorld 2012: “From Documents to Value”

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Jun 7, 2012

With nearly 400 people attending DocuWorld Orlando, DocuWare’s annual conference, this was their biggest event yet. For the first time, attendees included partners and customers, with roughly 100 end-users participating in educational sessions and gaining first-hand insight on new product developments. DocuWorld 2012 was held in Orlando, FL which includes DocuWare’s extensive Latin American partner community. Many of their channel partners traveled from Brazil and Mexico and other Latin American countries to attend the event. 

DocuWare’s biggest verticals in terms of installations are finance and insurance, manufacturing and services. With over 1,000 partners worldwide, Toshiba Business Solutions, NY/MI is DocuWare’s number one dealer.

DocuWare also showcased their new online offering, DocuWare Online, where users have the same functionality as the on-premise solution except it is installed on an online public location and accessible via the DocuWare Web Client. DocuWare encouraged their partners to educate their customers about the SaaS-ready offering, its features, and its benefits. DocuWare Online offers two unique pricing models that are based on number of documents stored: the Professional Package which includes 100,000 documents at $750/month and Enterprise Package which includes 500,000 documents at $1,500/month. Both pricing models offer unlimited users.

DocuWare made a smart move by inviting their end-user community. Not only did this create brand stickiness with their customers, but DocuWare executives were very accessible and easily approachable. Customers were not only able to see the people behind the software company but they were able to engage with them as well; forming peer-to-peer-like relationships.

With a strong focus on the SMB market, DocuWare is able to leverage the channel to cover a market that can be overlooked by larger vendors, especially in the United States — and it shows. Thirty-nine percent of revenue comes from the Americas region with DACH (Deutschland, Austria, & Switzerland) following close behind at 38%, and Europe at 23%. With DocuWare’s expansion and revenue increase, there is something to be said about the company’s go-to-market capabilities.

The technology pavilion held a number of reputable sponsors, like Canon, ABBYY, Fujitsu, Kodak, LEAF, J&H, BTA, Great America Leasing, and, of course, InfoTrends. Overall, the event had positive feedback from partners and customers alike, and DocuWare’s ability to play well within the channel and among end-users has led to increased growth and a promising outlook for 2012.

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