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Disruptive new capture category opens up new revenue opportunities

Anna Muskett, EMEA Channel Director at Alaris, a Kodak Alaris business, explains how the global information capture firm is thinking beyond the box to help partners deliver added customer value, increase stickiness, and improve the bottom line

Alaris has evolved from its traditional hardware-centric business model to one which is solutions-focused. This is bringing multiple opportunities for our partners to move beyond the traditional transactional-based sales approach to a consultative-led model that is delivering new, recurring revenue streams and higher customer retention levels.

Digital transformation is front and centre for organisations of all sizes and in all sectors, however making the shift from analogue to digital processes in traditionally paper-intensive sectors such as legal, insurance, HR and healthcare, can be a complicated proposition. Companies with a lack of experience in document capture, and faced with the mammoth ongoing task of digitising paper-based records, are looking to partner with a value-add service provider who can impart their knowledge and expertise to enable them to automate complex business processes and workflows.

Smart Connected Scanning
Alaris has an award-winning range of scanners and software, combined with the best global customer service and support. We’ve now built on our heritage and expertise in enabling customers to transform data into a powerful competitive advantage, developing a new disruptive Smart Connected Scanning category which gives us ‘permission to play’ in the managed services space.

The Alaris INfuse Solution integrates directly with enterprise applications and enables customers to carry out tasks in hours which, in the past, may have taken days to complete. INfuse also offers an unprecedented opportunity for channel partners to engage with customers to streamline expensive business processes and quickly grow new revenue streams.

Capture at the edge Onboarding content is most efficiently done ‘at the edge’ of an organisation, in distributed locations and at the first possible touch point. Until now, the added cost of host PCs, provisioning and ongoing support, has made edge capture cost prohibitive for many organisations and partners. As a solution provider, it’s difficult, complex and costly to install and remotely manage hundreds or thousands of scanners at customer sites. The latest wave of network-connected solutions from Alaris offer simplified remote installation, device management and updating.

The Alaris INfuse Solution includes three key components:

*Partner Software Application: An Alaris partner provides a cloud-based enterprise solution such as invoice processing, medical records management, or customer account management. The partner’s software or line-of-business application integrates with Alaris APIs.

*INfuse Management Software: INfuse Management Software provides easy end-user set-up, remote configuration and fleet management through a bi-directional API provided by Alaris. End-users simply scan a smart set-up sheet provided by the partner and they are up and running with no training required, which slashes upfront and ongoing management costs.

*INfuse AX Scanner: A smart network scanning device requiring no PC or software/drivers that accurately and securely transfers data, metadata and finished image files directly into a business process. INfuse offers enterprise-level security, including a separate data path and control path to isolate confidential content for secure transmission. The INfuse AX Scanner can also be configured to carry the partner’s branding on its display.

Alaris Developer Program
Through the Alaris Developer Program, we have made it easy for partners to access our APIs, they can customdevelop integrations that work with their customers’ businesses processes to deliver automated, easy to manage workflows.

Through this collaborative developer ecosystem, partners can help their customers realise the full potential of the Alaris INfuse Smart Connected Scanning Solution to automate workflows by seamlessly connecting document capture to existing business systems and the cloud.

Extending value and reach With a requirement to reduce costs, organisations are buying into managed and as-a-service options for their print and IT infrastructures. This programme extends the value and reach of our solutions, empowering partners to provide the ability for customers to move away from an upfront capital cost, software licence and maintenance model, to a simple to deploy, subscription-based offering for document capture.

This shift provides a significant revenue-generating opportunity and we’re adding real value for our partners through our ability to re-engineer customers’ business processes. Alaris provides full support throughout the entire sales cycle, solution development can be done in partnership, we will provide training and share our expert knowledge. All of this combined means we can help partners to differentiate within this sector, get stickier with customers, capture a greater chunk of spend, and build a more sustainable business based on recurring revenue streams.

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