of 29
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The ECM Market &The ECM Market &
Channel OpportunitiesChannel Opportunities
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Who We AreWho We Are AIIM InternationalAIIM International
The Enterprise Content Management (ECM) industry provides
information management solutions to help users: guarantee business CONTINUITY, 24x7x365
enable employee, partner, and customerCOLLABORATION
ensure legal and regulatory COMPLIANCE reduce COSTS through process streamlining and
standardization
13
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Industry NetworkingIndustry Networking
NORTH AMERICA
Support for 39 chapters
2 Advisory Trade meetings
Service Company Executive Forum
ChannelConnection
Introduce web communities
Through chapters, networking groups,
programs, partnerships and the web, create
opportunities that allow, users, suppliers,
consultants and the channel to engage andconnect with one another
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AIIM Research
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Survey ProcessSurvey Process
The surveys were conducted independently, in local language, and
by participants at the following major industry events: AIIM Content Management Solutions Seminars
AIIM Information Management Expo (sponsored byPricewaterhouseCoopers LLP)
AIIM InfoIreland (sponsored by PricewaterhouseCoopers LLP) InfoImagem (Brazil, sponsored by Cenadem)
DMS (Germany, sponsored by Advanstar Communications)
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Survey DemographicsSurvey Demographics
Government (local and federal), Defense & Public Services 23%
Banking, Finance & Insurance 12%
IT Industry 10%
Manufacturing 7%
Education, Schools, Colleges, R&D 6%Healthcare 5%
Professional Practices - Legal, Accounting, Consultants 4%
Architecture, Engineering & Construction 4%
Utilities, Oil & Gas 3%Service Industries, Charities, Estate Agencies 3%
Telecommunications, Postal Services & Media 3%
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The bottom line is still the bottom line.The bottom line is still the bottom line.
COST-DRIVEN
USERS
RISK-DRIVEN
USERS
CUSTOMER-
DRIVEN USERS
Survey terms Improve efficiency
Reduce costs
Increased profits, betterperformance
Compliance
Risk management &
business continuity
Leadership, competitive
advantage
Better customer serviceFaster turnaround,
improved response
United States 50% 21% 29%
Ireland 61% 12% 24%
Brazil 49% 6% 42%
Germany 76% 5% 15%
United Kingdom 56% 17% 27%
Canada 47% 34% 19%
What is the most significant business driver behind your current interests?
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Memo to suppliers #1: Dont change the message now.Memo to suppliers #1: Dont change the message now.
Which technologies are liked to be used to support projects in the next 12-18 months?
Capture/Text Retrieval
COLD/ERM/COM
CommunicationsContent Management/Web Content Management
Customer Relationship Management
Data Mining/Warehousing
Database
Electronic Bill Presentment/PaymentElectronic Document Management
Email Management
Forms processing
Knowledge Management
Messaging
Mobile/WirelessRecords Management
Scanning/Image Processing
Security
Storage
Web Infrastructure
Web ServicesWorkflow/BPM/Process Management
XML
48% -- Electronic
Document
Management42% -- Scanning & Image
Processing
42% -- Workflow/BPM/
Process
Management
TOP USER PRIORITIES
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Memo to suppliers #2: Its not about you, its about us.Memo to suppliers #2: Its not about you, its about us.
Understanding/specifying requirements 30%
Planning/Managing implementation, change management 20%
Justifying the investment, board commitment 19%
Getting employee commitment 9%Content control, data migration, classification 9%
Selecting products, suppliers 6%
Other 5%
What is the most challenging aspect of information/content management in your
organization?
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Memo to suppliers #3: Were willing to spend.Memo to suppliers #3: Were willing to spend.
US Ire Braz Germ UK Can
$1,000,000 11% 26% 14% 18% 21% 24%
What is your anticipated total expenditure on ECM projects in 2004?
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Key FindingsKey Findings
Its back to basics time.
The bottom line is still the bottom line. Compliance is a growing concernbut not yet in all markets.
Memo to suppliers #1: Dont change the message now.
Memo to suppliers #2: Its not about you, its about us.
Memo to suppliers #3: Were willing to spend.
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AIIM North American ResearchAIIM North American Research
Fall 2003
8 cities in US, 2 in
Canada
Spring 2004
5 cities in US
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Sample DemographicsSample Demographics
Which industry sector does your organization operate in?
4%
16%
5%
6%
7%
9%
5%
33%
Arch/Eng/Constr
Bank/Fin/Ins
Educ
Govt
Healthcare
Manufacturing
Prof/Legal
Util/Oil&Gas
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Driven by Compliance and Risk ReductionDriven by Compliance and Risk Reduction
What is your personal level of experience with content and
information management?
Looking at firstproject, s till a lot to
learn
46%
Enhancing initial
sys tem, with limited
experience
15%
Looking at second or
subsequent projects -
experienced
33%
Other, please specify6%
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Driven by CostDriven by Cost
What is your personal level of experience with content and
information management?
Looking at first
project, still a lot to
learn
38%
Enhancing initial
sys tem, with limited
experience
17%
Looking at second or
subsequent projects -
experienced
37%
Other, please s pecify8%
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Driven by Customer ServiceDriven by Customer Service
What is your personal level of experience with content and
information management?
Looking at first
project, s till a lot to
learn
35%
Enhancing initial
sys tem, with limited
experience
30%
Looking at second or
subsequent projects -
experienced30%
Other, please specify5%
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Driven by Customer ServiceDriven by Customer ServiceWhat is the current state of content and information management
within your organization?
We ar e curr ent ly inte grat ing
our content and document
projec ts acr oss depart ment s.
12%
We have undert aken one or
more content or document
project s at the depart mental
level.
36 %
We ha ve not ye t be gun a
significant c onte nt or
document project .
26 %
We a re deploying and
implement ing a n e nte rprise
scale capa bility.
3%
We a re well on the way t o
deve loping and impleme nt ing
an ove rall organizat ion
strate gy for conte nt and
informat ion manageme nt.
13%
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Driven by Customer ServiceDriven by Customer ServiceLikely project interests over the next 12-18 months
0.0% 10.0% 20.0% 30.0% 40.0% 50.0% 60.0%
Accting
AP
Business Cont/ Risk
Case Mgmt
Claims P r oc
Collabora tive Comm
Cust Ser v
Document Contr ol
E-Govt
Email Mgmt
Eng Resour ce Pla nning (ERP)
For ms Handling
Human Resour ce Mgmt
Infor mation Captur e
Libr ar y and KM
Pr ocess Automation
Recor ds Management/ Ar chiving
Statutor y &Reg Comp
Supply Chai n Management
Technica l Document Management
Transaction Processing
Web P ublishing
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Driven by Customer ServiceDriven by Customer ServiceLikely technology interests in the next 12-18 months
32 %
5%
11%
49 %
22% 22%24 %
5%
43 %
35 %
3%
41%
30 %
14%
5%
35 %
41%
32% 32%
11%14%
38 %
30 %
Y l
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Driven by Customer ServiceDriven by Customer Service
What is the most challenging aspect of information/content
management for your organization?
Selecting
products/Suppliers
3%
Getting employee
commitment
3%
Content control,
data migration,
and classification
15%
Justifying the
investment, board
commitment
21%
Other, Please
Specify
6%
Planning and
managing
implementation,
change
management
22%
Understanding and
specifying
requirements
14%
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Driven by Customer ServiceDriven by Customer Service
What do you anticipate your organizations total spend on
content/document projects will be in 2004?
$1 Million
5%
Don't know
35%
Y l
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AIIM ResourcesAIIM Resources
AIIM Update AIIM Annual Report
http://www.aiim.org/documents/2003-AnnualReport.pdf
AIIM User Research in 6 Countries
http://www.aiim.org/documents/backtobasics.pdf AIIM User Research on Current State of Electronic Records Management
http://www.aiim.org/documents/Call_To_Action_ES.pdf
Managing E-Mail in the New Business Reality
http://www.aiim.org/documents/EmailSurvey1-9.pdf
Y l
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ChannelConnection
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ChannelConnectionChannelConnection
Visibility
Networking Education
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ChannelConnectionChannelConnection
Education and Training
AIIM Show and Conference
AIIM ChannelConnection Seminars Online resources and webinars
Exclusive seminars For VARs only
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ChannelConnectionChannelConnection
Visibility for your company, products and services
Solution Provider showcase
AIIM annual buyers guide Press releases and case studies
Discounts on AIIM events
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ChannelConnectionChannelConnection
Recognition as an Industry Leader
AIIM Trade Member logo
AIIM Channel Connection plaque Access to AIIM speakers and potential press coverage
Opportunities to speak at AIIM events