Cool Uniforms
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The Current State and
Future of the ECM Industry
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AIIM 2008 State of Industry Survey
Overall sample = 9247 dynamic tensions shaping our

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Extremely important
4%
Very important
8%
Important
Somewhat important
16% 44%
Not important at all
28%
sample = end users >100 employees = 672
Unconnected with AIIMOn a scale of 1 (terrible) to 10 (excellent) rate your
effectiveness at managing electronic informationTo whom do the staff responsible for managing
electronic records report in your organization?·îY

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sample = end users >100 employees = 672
Unconnected with AIIMReturn on Investment (ROI) of ECM compared with
other significant IT investmentsT
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following is not an endorsement of
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Neither does it mean that I am
against SharePoint either.Have you implemented Microsoft Office SharePoint
Server (2007)?If you plan on deploying MOSS, which of the following
areas would it address?Do you have a formal plan for MOSS and other ECM
investments?#4 The Renaissance of CaptureWe believe that paper-based information will
continue to grow, not in spite of, but because

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(from Iron Mountain 10-K report)Are you currently using ANY recognition technologies in
your scanning?
sample of 876 end users using scanners in their
organization#5 The Drive to Control1GB of storage costs around 20 cents to buy ...
1GB of storage costs around $3,500 to review


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conference#6 The Drive to AutomateWhich core processes have you already automated
using ECM technologies?
� Legal compliance � Travel requests
� SarbOx compliance � New hires
� Invoice processing � Time sheets
� Purchase requisitions � Internal policy compliance
� Budgeting � New account setup
� Capital appropriation � Lead management
� Help desk � Proposal generation
� Expense reports � Order processing
� Billing and shipping � Customer care
� e-discovery � New product introduction
� Performance reviews � Defect reporting
� Leave requestsWhich core processes have you already automated
using ECM technologies? (top 6)#7 The Drive to CollaborateWe are the community that
provides education, research,
and best practices to help
organizations control
information and maximize its
value."In the 1970s when CIOs wanted to know what to
buy, they asked IBM.
In the 1980s when CIOs wanted to know what to
buy, they asked Andersen Consulting.
In the 1990s when CIOs wanted to know what to
buy, they asked Gartner.
In the 2000s when CIOs want to know what to buy,
they ask each other."
Charles Zedlewski (of SAP)Selling Toughness
Selling Your Soft Side
Selling Experience
Selling Change
Selling the Fact that You are Better than Most Folks
Selling the Fact that You are Not Better than AnybodyHow About Selling Scanners?Cool Uniforms
and Flying Cars
The Current State and
Future of the ECM Industry
John Mancini, AIIM