WORKFLOW MANAGEMENT
financial analysis and capital management,” he says. “Generative AI presents a lot of opportunities to streamline operations, improve decision-making and react faster to changes and SMBs want to take full advantage of it. “The effectiveness of workflow management solutions has only increased with the advent of AI, encouraging faster process turnaround times and instant access to the statuses of critical processes. Employees across organisations now expect more out of their productivity tools, including capabilities that leverage AI and other innovative technologies.
scale to demand,” he says. “Sell the benefits, not the features and make these tangible. It’s also sensible to adopt a phased approach, perhaps selecting a relatively simple workflow initially and, as confidence builds, then expanding the solution into other business areas.” Ian adds that to ensure the customer gets the right solution, it is important to document and agree on key functionality to be delivered. “Doing this allows for a commitment on both sides and makes the possibility of a committed proof of concept trial a reality. i.e., you sign the order, and we will invoice you when functionalities X, Y and Z are delivered,” he says. Mark adds that for resellers to ensure their customer gets the right solution, they need to look at an SMB’s current business processes. “Identify opportunities for automation and evaluate the marketplace for systems,” he adds. “Resellers will want to gather as much information as possible on how the SMB plans to use the proposed workflow management platform. “Conversations should highlight what processes the SMB is hoping to improve with automation, as well as if the system will be used by one department, a few departments, or the entire organisation. “Resellers should also ensure the plan for digital transformation is achievable by asking what the SMB needs to deploy a new system, including any hardware upgrades or integrations with current systems. Finally, resellers should ask the SMB about the number of users that need access to the system, as well as what privileges they need.” David agrees that it’s crucial for resellers to highlight how these solutions align with a customer’s unique workflows and growth plans. “By focusing on specific SMB pain points, such as invoice processing, secure document archiving or HR document management, resellers can demonstrate immediate value,” he says. “Understanding the customer’s current processes and goals helps resellers recommend tailored solutions, ensuring SMBs have tools that not only address current needs but can scale as they grow.” There remain plenty of opportunities for resellers in workflow management solutions for SMBs, as many are still in the process of digitalising their operations and with AI having more of an influence too. This is likely to continue into 2025 and beyond.
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By focusing on specific SMB pain points, such as invoice processing, secure document archiving or HR document management, resellers can demonstrate immediate value.
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“Ideally, the right workflow management platform will be able to integrate with other elements of an SMB’s digital ecosystem, creating more end-to-end automation solutions. Such a holistic approach can even provide opportunities for employees to innovate in their own right, building custom solutions through APIs and low-code applications, or leveraging turnkey templates and automation solutions offered by community- and vendor-driven marketplaces.” Reseller conversations AI is just one of the many benefits of workflow management solutions that resellers should be highlighting in conversations with customers. But it is also important that resellers work closely with customers to ensure that they get the right solution for their requirements. Ian says that it is important for resellers to share success stories from similar industries or processes. “Emphasise the increased processing capacity the end solution will provide, making it easier for their business to
David Malan sales director, UK & Ireland
start.docuware.com
printinthechannel.co.uk
25
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