ACDI’s enhanced and expanded solutions and services are driving change in the channel.
ACDI is no stranger to digital transformation (DX). The flagship print management product, PaperCut, which it distributes, can easily be described as a DX solution for businesses looking to get a better handle on their printed output. But ACDI is more than a PaperCut distributor as evidenced by its expanded offerings for the dealer channel. Yes, it distributes software, but as Mark Hart, vice president of marketing and business development, explains, ACDI is a services company. “We’re here to provide dealers with service and best-of-breed software.”
Hart sees a bright future for ACDI and the dealer channel, particularly those primed to digitally transform their dealerships and their customers’ organizations. And he believes there’s no time like the present to rethink current perceptions of digital transformation. In his view, it doesn’t necessarily have to start at a copy or on a document feeder or platen. Mobile devices such as smartphones and tablets are equally viable entry points. The pandemic and remote work increased the need to print and share documents remotely, accelerating digital transformation. That trend, according to Hart, is key for everything right now as he encourages customers to take a broader approach to DX.
ACDI can assist partners in many ways on their DX journey, including training their teams and educating them about how individuals across different geographies are transforming their businesses. “And if they don’t have the teams to support the product and handle the services, then we’re here for you,” said Hart. No wonder ACDI’s internal motto is, “We meet you where you are.”
That’s how ACDI has rolled since its beginning. If a partner just wants to sell the software and is willing to handle everything on their own, that’s fine. But if a customer needs assistance with pre-sales and post-sales support or prefers customers contact ACDI for product support, it can accommodate those dealers too.
The pandemic and the rise of remote work, coupled with a downturn in equipment sales, chip shortages, and supply chain problems, make this a prime time for dealers to leverage ACDI’s support. That support has been especially appealing to dealers who downsized their staff during the past two years. According to Hart, solutions staff who support the dealer’s software initiatives have been particularly hard hit during this time. That’s an area where ACDI can support dealers by supplementing that segment of a dealer’s operations until they can build it back up again. “We have the staff to back you up and can help with software, print management, fleet management, and workflow capture,” said Hart.
In the Cloud
One element of DX receiving much attention of late is the cloud, which Hart describes as a software platform. “We have a huge investment in cloud and cloud infrastructure, which is a big part of the digital transformation,” he explained. PaperCut Hive represents ACDI’s cloud-native print management SaaS solution, while PaperCut Multiverse is a cloud platform for remotely managing and supporting printing.
As Hart told The Cannata Report in our May Virtual Software Panel, “We feel there is so much potential in helping end-users navigate their software journey to the cloud. Today, we are offering software-as-a-service (SaaS), platform-as-a-service (PaaS), and infrastructure-as-a-service (IaaS) opportunities with the common goal of delivering cloud-based resources to clients when and where they need them.”
ACDI’s latest cloud offering is Scanshare Enterprise, a capture and workflow automation solution originally developed in Europe. Hart often touts ACDI’s agnostic approach, and like PaperCut, ScanShare is an agnostic solution. “Whether it be Google, Microsoft, DocuWare or Square 9, SharePoint, or whatever, more than likely the customer has some backend system that they want to get documents into,” he explained. “Often, there are multiple systems, CRMs, healthcare systems, student information, or all the above. How do you help that customer with an agnostic approach get this document into these systems at one time, or without multiple steps? There’s a lot of money to be made helping customers figure out these paper transformations.”
Because most end-users are doing some scanning workflow or document capture, Hart encourages dealers to consider ScanShare, especially if they are looking for something beyond a basic scanning solution. “We can upgrade them to something more advanced and give them the ability to capture from all types of locations, not just a scan,” he said. Hart also views this as a replacement product for existing solutions from legacy ECM software providers that might not be able to provide personalized service to dealers as they once did. “This is a channel-only solution,” he emphasized. “It provides a new way to replace what’s out there today.”
All Charged Up
Hart is equally excited about Terra Energy Services by ACDI, which will distribute electric vehicle (EV) charging stations. “This provides partners with the opportunity to bring new technology, make a positive impact on the environment, and participate as an innovative early adopter in the acceleration of electric vehicles within their markets,” he said. According to Hart, one advantage of selling this product through the dealer channel is that none of the companies currently selling EV chargers offers local service. That’s why he feels this is ideal for the dealer channel. “If you have a rep that can sell digital transformation with a consultative approach, then you can look at this as a new model to talk to customers about,” said Hart. The chargers will be available across the U.S. and Canada, and ACDI is working with a small group of dealers that Hart describes as early adopters. “They’re like our advisory board,” he said.
The Future Looks Bright
With new software solutions, a focus on the cloud, and Terra Energy Services, Hart couldn’t be more excited about what lies ahead. That includes expanding into new regions. “We brought on Brazil last year, and it’s been a huge success,” said Hart. “You’re going to see ACDI continuing to grow. We work in all the Americas today but are open to further expansion in other geographies as opportunities arise. The next horizon is helping our dealers with these international accounts and looking at everything that might come into play, whether it be print management, fleet management, software, or EV chargers. We’re going to be ready to help.”
Seeing dealers and companies in the channel coming together as a community also has Hart optimistic. “People are willing to help each other out because they care about this industry,” he affirmed. “That’s what we have here at ACDI. Everybody on our team wants to see this industry succeed. Bring us your challenges, and we’ll find a solution.”
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