Key Trends in the Content/Document Management Channel Survey

1. What is the size of your company?

What is the size of your company? >$100M in annual revenues

$10-100M

$5-10M

<$5M

2. In which country or region are you located?

In which country or region are you located? US

Canada

UK

Ireland

Western Europe

Eastern Europe/Russia

Australasia/ South Africa

Middle East/Africa

Asia/Far East

Central/S.America/Caribbean

3. On a scale of 1 = bankruptcy and 10 = record profits, how would you describe the past 6 months?

On a scale of 1 = bankruptcy and 10 = record profits, how would you describe the past 6 months? 1 = bankruptcy

2

3

4

5

6

7

8

9

10 = record profits

4. On a scale of 1 = bankruptcy and 10 = record profits, what do you think THE NEXT 6 MONTHS will be like?

On a scale of 1 = bankruptcy and 10 = record profits, what do you think THE NEXT 6 MONTHS will be like? 1 = bankruptcy

2

3

4

5

6

7

8

9

10 = record profits

5. Taking all factors into consideration (i.e., sales, market/economic conditions, customer orders, etc.), do you feel your company is presently in better or worse financial health than it was six months ago?

Taking all factors into consideration (i.e., sales, market/economic conditions, customer orders, etc.), do you feel your company is presently in better or worse financial health than it was six months ago? Much better

Somewhat better

About the same

Somewhat worse

Much worse

6. Which of the following best describes your sentiments regarding overall (i.e., not just your company, but the big picture) economic conditions?

Which of the following best describes your sentiments regarding overall (i.e., not just your company, but the big picture) economic conditions? Great

Good

OK

Not-so-good

Terrible

7. Which of the following have you done over the past 6 months? Check as many as apply.

Which of the following have you done over the past 6 months? Check as many as apply. We have increased staff salaries or benefits

We have delayed or decreased planned pay increases

We have increased staff training budgets

We have cut staff training budgets

We have outsourced tasks rather than hire staff

We have cut staff salaries or benefits

We are doing more work with internal resources than using outside services/providers

None of the above

We have laid off or let staff go

We have boosted planned pay increases or provided bonuses

We are hiring, and have hired more people than we originally anticipated

We have not filled vacant positions

We are hiring, but have hired fewer people than we originally anticipated

8. What new strategy made the biggest impact for you this year?

What new strategy made the biggest impact for you this year? Partnered with another company for a new product offering

Restructured company financing

Focused on larger annuity services from existing customers

Outsourced non-core activities

Launched new training program

Cut out less profitable divisions/product lines

Developed a new product line/service

Other, please specify

9. Think about your MOST effective business development activity this year.

Think about your MOST effective business development activity this year. Being active in social networks to engage conversation

Investing in pay-per-click advertising on Google/Facebook/LinkedIn

Participating in large technology trade shows

Participating in large vertical industry trade shows

Participating in smaller-scale local conferences and events

Traditional advertising

Other, please specify

10. On a scale of 1 = "we totally focus on existing customers" to 10 = "we totally focus on attracting new customers," how do you prioritize you business development efforts?

On a scale of 1 = "we totally focus on existing customers" to 10 = "we totally focus on attracting new customers," how do you prioritize you business development efforts? 1 = "We totally focus on existing customers"

2

3

4

5 = "Our business development efforts are balanced between existing customers and attracting new ones."

6

7

8

9

10 = "We totally focus on attracting new customers."

11. Which of the following MOST hinders your sales effectiveness?

Which of the following MOST hinders your sales effectiveness? Quantifying the ROI (Return on Investment)

Qualifying new opportunities

Identifying new opportunities

Effectively responding to proposals and RFPs

Effectively demonstrating the value of your solution

Other, please specify

12. Think about the cost of the hardware and software that make up a typical solution. Now think about the professional services to actually customize and implement a typical solution. Professional services are what % of the hardware and software (HW/SW) cost?

Think about the cost of the hardware and software that make up a typical solution. Now think about the professional services to actually customize and implement a typical solution. Professional services are what % of the hardware and software (HW/SW) cost? We don't provide professional services

1/2 the HW/SW cost

equal to the HW/SW cost

2X the HS/SW cost

3X the HS/SW cost

4X the HS/SW cost

5X the HS/SW cost

6X the HS/SW cost

7X the HS/SW cost

8X the HS/SW cost

9X the HS/SW cost

10x or more the HS/SW cost

13. How important are each of the following kinds of services to your company? Estimate total percentage of revenues from each category:

	zero, we don't do this	1-25%	25-50%	50-75%	75-100%
Back-file conversions	*How important are each of the following kinds of services to your company? Estimate total percentage of revenues from each category: Back-file conversions zero, we don't do this	Back-file conversions 1-25%	Back-file conversions 25-50%	Back-file conversions 50-75%	Back-file conversions 75-100%
Point-forward scan-to-archive	Point-forward scan-to-archive zero, we don't do this	Point-forward scan-to-archive 1-25%	Point-forward scan-to-archive 25-50%	Point-forward scan-to-archive 50-75%	Point-forward scan-to-archive 75-100%
Point forward scan-to-process	Point forward scan-to-process zero, we don't do this	Point forward scan-to-process 1-25%	Point forward scan-to-process 25-50%	Point forward scan-to-process 50-75%	Point forward scan-to-process 75-100%
Microfilm services	Microfilm services zero, we don't do this	Microfilm services 1-25%	Microfilm services 25-50%	Microfilm services 50-75%	Microfilm services 75-100%
Data conversion services	Data conversion services zero, we don't do this	Data conversion services 1-25%	Data conversion services 25-50%	Data conversion services 50-75%	Data conversion services 75-100%
Box storage and retrieval services	Box storage and retrieval services zero, we don't do this	Box storage and retrieval services 1-25%	Box storage and retrieval services 25-50%	Box storage and retrieval services 50-75%	Box storage and retrieval services 75-100%
Security and compliance	Security and compliance zero, we don't do this	Security and compliance 1-25%	Security and compliance 25-50%	Security and compliance 50-75%	Security and compliance 75-100%
Digital mailroom	Digital mailroom zero, we don't do this	Digital mailroom 1-25%	Digital mailroom 25-50%	Digital mailroom 50-75%	Digital mailroom 75-100%
Document/content/records management SW, other than SharePoint	Document/content/records management SW, other than SharePoint zero, we don't do this	Document/content/records management SW, other than SharePoint 1-25%	Document/content/records management SW, other than SharePoint 25-50%	Document/content/records management SW, other than SharePoint 50-75%	Document/content/records management SW, other than SharePoint 75-100%
SharePoint	SharePoint zero, we don't do this	SharePoint 1-25%	SharePoint 25-50%	SharePoint 50-75%	SharePoint 75-100%
Business process outsourcing	Business process outsourcing zero, we don't do this	Business process outsourcing 1-25%	Business process outsourcing 25-50%	Business process outsourcing 50-75%	Business process outsourcing 75-100%
E-forms software	E-forms software zero, we don't do this	E-forms software 1-25%	E-forms software 25-50%	E-forms software 50-75%	E-forms software 75-100%
Web hosted services	Web hosted services zero, we don't do this	Web hosted services 1-25%	Web hosted services 25-50%	Web hosted services 50-75%	Web hosted services 75-100%
Design & implementation services	Design & implementation services zero, we don't do this	Design & implementation services 1-25%	Design & implementation services 25-50%	Design & implementation services 50-75%	Design & implementation services 75-100%
Email management and archiving software	Email management and archiving software zero, we don't do this	Email management and archiving software 1-25%	Email management and archiving software 25-50%	Email management and archiving software 50-75%	Email management and archiving software 75-100%

14. On a scale of 1 (we don't do this) to 5 (bet the ranch), how much opportunity do you see in each of the following over the next 12 months?

	we don't do this	a little	some	significant	bet the ranch
Back-file conversions	*On a scale of 1 (we don't do this) to 5 (bet the ranch), how much opportunity do you see in each of the following over the next 12 months? Back-file conversions we don't do this	Back-file conversions a little	Back-file conversions some	Back-file conversions significant	Back-file conversions bet the ranch
Point-forward scan-to-archive	Point-forward scan-to-archive we don't do this	Point-forward scan-to-archive a little	Point-forward scan-to-archive some	Point-forward scan-to-archive significant	Point-forward scan-to-archive bet the ranch
Point forward scan-to-process	Point forward scan-to-process we don't do this	Point forward scan-to-process a little	Point forward scan-to-process some	Point forward scan-to-process significant	Point forward scan-to-process bet the ranch
Microfilm services	Microfilm services we don't do this	Microfilm services a little	Microfilm services some	Microfilm services significant	Microfilm services bet the ranch
Data conversion services	Data conversion services we don't do this	Data conversion services a little	Data conversion services some	Data conversion services significant	Data conversion services bet the ranch
Box storage and retrieval services	Box storage and retrieval services we don't do this	Box storage and retrieval services a little	Box storage and retrieval services some	Box storage and retrieval services significant	Box storage and retrieval services bet the ranch
Security and compliance	Security and compliance we don't do this	Security and compliance a little	Security and compliance some	Security and compliance significant	Security and compliance bet the ranch
Digital mailroom	Digital mailroom we don't do this	Digital mailroom a little	Digital mailroom some	Digital mailroom significant	Digital mailroom bet the ranch
Document/content/records management SW, other than SharePoint	Document/content/records management SW, other than SharePoint we don't do this	Document/content/records management SW, other than SharePoint a little	Document/content/records management SW, other than SharePoint some	Document/content/records management SW, other than SharePoint significant	Document/content/records management SW, other than SharePoint bet the ranch
SharePoint	SharePoint we don't do this	SharePoint a little	SharePoint some	SharePoint significant	SharePoint bet the ranch
Business process outsourcing	Business process outsourcing we don't do this	Business process outsourcing a little	Business process outsourcing some	Business process outsourcing significant	Business process outsourcing bet the ranch
E-forms software	E-forms software we don't do this	E-forms software a little	E-forms software some	E-forms software significant	E-forms software bet the ranch
Web hosted services	Web hosted services we don't do this	Web hosted services a little	Web hosted services some	Web hosted services significant	Web hosted services bet the ranch
Design & implementation services	Design & implementation services we don't do this	Design & implementation services a little	Design & implementation services some	Design & implementation services significant	Design & implementation services bet the ranch
Email management and archiving software	Email management and archiving software we don't do this	Email management and archiving software a little	Email management and archiving software some	Email management and archiving software significant	Email management and archiving software bet the ranch

15. On a scale of 1 (forget it) to 5 (interested right now), how interested are your customers and prospects in…

	Forget it	When I have time	In the next month	In the next few weeks	interested right now	N/A
Mobile solutions	*On a scale of 1 (forget it) to 5 (interested right now), how interested are your customers and prospects in… Mobile solutions Forget it	Mobile solutions When I have time	Mobile solutions In the next month	Mobile solutions In the next few weeks	Mobile solutions interested right now	Mobile solutions N/A
Big data/analytics	Big data/analytics Forget it	Big data/analytics When I have time	Big data/analytics In the next month	Big data/analytics In the next few weeks	Big data/analytics interested right now	Big data/analytics N/A
Cloud solutions	Cloud solutions Forget it	Cloud solutions When I have time	Cloud solutions In the next month	Cloud solutions In the next few weeks	Cloud solutions interested right now	Cloud solutions N/A
Collaboration	Collaboration Forget it	Collaboration When I have time	Collaboration In the next month	Collaboration In the next few weeks	Collaboration interested right now	Collaboration N/A

16. On a scale of 1 (we don't serve this industry) to 5 (critically important), how important are each of the following vertical industries to your company's revenues?

	Don't serve this industry	Somewhat important	Important	Very Important	Critical
Charity & Not-for-Profit	*On a scale of 1 (we don't serve this industry) to 5 (critically important), how important are each of the following vertical industries to your company's revenues? Charity & Not-for-Profit Don't serve this industry	Charity & Not-for-Profit Somewhat important	Charity & Not-for-Profit Important	Charity & Not-for-Profit Very Important	Charity & Not-for-Profit Critical
Education	Education Don't serve this industry	Education Somewhat important	Education Important	Education Very Important	Education Critical
Engineering & Construction	Engineering & Construction Don't serve this industry	Engineering & Construction Somewhat important	Engineering & Construction Important	Engineering & Construction Very Important	Engineering & Construction Critical
Finance & Banking	Finance & Banking Don't serve this industry	Finance & Banking Somewhat important	Finance & Banking Important	Finance & Banking Very Important	Finance & Banking Critical
Insurance	Insurance Don't serve this industry	Insurance Somewhat important	Insurance Important	Insurance Very Important	Insurance Critical
Government & Public Services - National	Government & Public Services - National Don't serve this industry	Government & Public Services - National Somewhat important	Government & Public Services - National Important	Government & Public Services - National Very Important	Government & Public Services - National Critical
Government & Public Services - Local/State	Government & Public Services - Local/State Don't serve this industry	Government & Public Services - Local/State Somewhat important	Government & Public Services - Local/State Important	Government & Public Services - Local/State Very Important	Government & Public Services - Local/State Critical
Healthcare	Healthcare Don't serve this industry	Healthcare Somewhat important	Healthcare Important	Healthcare Very Important	Healthcare Critical
IT & High Tech	IT & High Tech Don't serve this industry	IT & High Tech Somewhat important	IT & High Tech Important	IT & High Tech Very Important	IT & High Tech Critical
Life Sciences & Agriculture	Life Sciences & Agriculture Don't serve this industry	Life Sciences & Agriculture Somewhat important	Life Sciences & Agriculture Important	Life Sciences & Agriculture Very Important	Life Sciences & Agriculture Critical
Manufacturing & Aerospace	Manufacturing & Aerospace Don't serve this industry	Manufacturing & Aerospace Somewhat important	Manufacturing & Aerospace Important	Manufacturing & Aerospace Very Important	Manufacturing & Aerospace Critical
Media, Publishing, Web	Media, Publishing, Web Don't serve this industry	Media, Publishing, Web Somewhat important	Media, Publishing, Web Important	Media, Publishing, Web Very Important	Media, Publishing, Web Critical
Mining, Oil & Gas	Mining, Oil & Gas Don't serve this industry	Mining, Oil & Gas Somewhat important	Mining, Oil & Gas Important	Mining, Oil & Gas Very Important	Mining, Oil & Gas Critical
Pharmaceutical & Chemicals	Pharmaceutical & Chemicals Don't serve this industry	Pharmaceutical & Chemicals Somewhat important	Pharmaceutical & Chemicals Important	Pharmaceutical & Chemicals Very Important	Pharmaceutical & Chemicals Critical
Professional Services & Legal	Professional Services & Legal Don't serve this industry	Professional Services & Legal Somewhat important	Professional Services & Legal Important	Professional Services & Legal Very Important	Professional Services & Legal Critical
Retail, Transport, Real Estate	Retail, Transport, Real Estate Don't serve this industry	Retail, Transport, Real Estate Somewhat important	Retail, Transport, Real Estate Important	Retail, Transport, Real Estate Very Important	Retail, Transport, Real Estate Critical
Utilities, Power, Water, Telecoms	Utilities, Power, Water, Telecoms Don't serve this industry	Utilities, Power, Water, Telecoms Somewhat important	Utilities, Power, Water, Telecoms Important	Utilities, Power, Water, Telecoms Very Important	Utilities, Power, Water, Telecoms Critical

17. Who are the 2 most important decision makers relative to moving forward with your solution(s):

Who are the 2 most important decision makers relative to moving forward with your solution(s): CEO

Business systems advisory board

Internal project manager/consultant

External consultant

CIO/Head of IT

Other senior VP/C-level/Board level

Head of records/compliance

IT Manager

Departmental head/LOB owner

18. On a scale of 1 (Don't ask) to 5 (top notch), how knowledgeable are your sales and marketing staff...

	Don't ask	Marginal	Competent	Good	top notch
...about your company's products and services	*On a scale of 1 (Don't ask) to 5 (top notch), how knowledgeable are your sales and marketing staff... ...about your company's products and services Don't ask	...about your company's products and services Marginal	...about your company's products and services Competent	...about your company's products and services Good	...about your company's products and services top notch
...about trends in the industry	...about trends in the industry Don't ask	...about trends in the industry Marginal	...about trends in the industry Competent	...about trends in the industry Good	...about trends in the industry top notch
...at identifying opportunities	...at identifying opportunities Don't ask	...at identifying opportunities Marginal	...at identifying opportunities Competent	...at identifying opportunities Good	...at identifying opportunities top notch
...at qualifying opportunities	...at qualifying opportunities Don't ask	...at qualifying opportunities Marginal	...at qualifying opportunities Competent	...at qualifying opportunities Good	...at qualifying opportunities top notch
...at demonstrating the value of your solution relative to opportunities identified	...at demonstrating the value of your solution relative to opportunities identified Don't ask	...at demonstrating the value of your solution relative to opportunities identified Marginal	...at demonstrating the value of your solution relative to opportunities identified Competent	...at demonstrating the value of your solution relative to opportunities identified Good	...at demonstrating the value of your solution relative to opportunities identified top notch
...at demonstrating the ROI of your solution	...at demonstrating the ROI of your solution Don't ask	...at demonstrating the ROI of your solution Marginal	...at demonstrating the ROI of your solution Competent	...at demonstrating the ROI of your solution Good	...at demonstrating the ROI of your solution top notch
...at responding to proposals and RFPs	...at responding to proposals and RFPs Don't ask	...at responding to proposals and RFPs Marginal	...at responding to proposals and RFPs Competent	...at responding to proposals and RFPs Good	...at responding to proposals and RFPs top notch

19. What is your average order size?

What is your average order size? <$5K

5-10K

10-20K

20-30K

30-40K

40-50K

50-100K

more than 100K

20. On a scale of 1 (we don't do this) to 5 (critically important), how important are each of the following general business solutions to your company's revenues?

	don't do this	marginally important	somewhat important	important	critically important
Finance/Order Processing	*On a scale of 1 (we don't do this) to 5 (critically important), how important are each of the following general business solutions to your company's revenues? Finance/Order Processing don't do this	Finance/Order Processing marginally important	Finance/Order Processing somewhat important	Finance/Order Processing important	Finance/Order Processing critically important
ERP/Operations/Manufacturing	ERP/Operations/Manufacturing don't do this	ERP/Operations/Manufacturing marginally important	ERP/Operations/Manufacturing somewhat important	ERP/Operations/Manufacturing important	ERP/Operations/Manufacturing critically important
Supply Chain/Logistics	Supply Chain/Logistics don't do this	Supply Chain/Logistics marginally important	Supply Chain/Logistics somewhat important	Supply Chain/Logistics important	Supply Chain/Logistics critically important
Business Intelligence Reporting	Business Intelligence Reporting don't do this	Business Intelligence Reporting marginally important	Business Intelligence Reporting somewhat important	Business Intelligence Reporting important	Business Intelligence Reporting critically important
CRM/Sales Management	CRM/Sales Management don't do this	CRM/Sales Management marginally important	CRM/Sales Management somewhat important	CRM/Sales Management important	CRM/Sales Management critically important
Customer Service/Help-Desk	Customer Service/Help-Desk don't do this	Customer Service/Help-Desk marginally important	Customer Service/Help-Desk somewhat important	Customer Service/Help-Desk important	Customer Service/Help-Desk critically important
Human Resources	Human Resources don't do this	Human Resources marginally important	Human Resources somewhat important	Human Resources important	Human Resources critically important
Field Service/Support	Field Service/Support don't do this	Field Service/Support marginally important	Field Service/Support somewhat important	Field Service/Support important	Field Service/Support critically important
Claims Management	Claims Management don't do this	Claims Management marginally important	Claims Management somewhat important	Claims Management important	Claims Management critically important
Case Processing	Case Processing don't do this	Case Processing marginally important	Case Processing somewhat important	Case Processing important	Case Processing critically important
Quality/Compliance Monitoring	Quality/Compliance Monitoring don't do this	Quality/Compliance Monitoring marginally important	Quality/Compliance Monitoring somewhat important	Quality/Compliance Monitoring important	Quality/Compliance Monitoring critically important
Project Management	Project Management don't do this	Project Management marginally important	Project Management somewhat important	Project Management important	Project Management critically important

21. When you consider the document and records management projects and priorities of your customers and prospects, which TWO do you think are their most significant business drivers? (Max TWO)

When you consider the document and records management projects and priorities of your customers and prospects, which TWO do you think are their most significant business drivers? (Max TWO) Improve efficiency

Competitive advantage

Enable collaboration

Faster turnaround/Improved response

Reduce costs

Improve customer service

Mitigate risk

Compliance

Optimize business processes

22. Are you planning to attend the annual Document Management Service Providers Executive Forum (November 8-10 in Albuquerque, NM)?

Are you planning to attend the annual Document Management Service Providers Executive Forum (November 8-10 in Albuquerque, NM)? Yes

No

I don't know what this; please email me information at this address:

23. If you would be interested in a briefing on: 1) how to use AIIM training for sales enablement; and/or 2) how to use AIIM content to populate your content marketing strategy, enter your email below:

If you would be interested in a briefing on: 1) how to use AIIM training for sales enablement; and/or 2) how to use AIIM content to populate your content marketing strategy, enter your email below:

24. Are you familiar with the CIP (Certified Information Professional) certification?

Are you familiar with the CIP (Certified Information Professional) certification? YES

NO

NO, please email me information at the following email address:

25. WIN a FREE trip to the AIIM Document Management Service Provider Executive Forum, November 8-10 in Albuquerque, New Mexico.
Submit your email below to be entered into a special prize drawing for a free event ticket – worth $799 (does not include Pre-Conference Training Course), 2 hotel nights - worth $189 per night, and $600 towards your airfare.

WIN a FREE trip to the AIIM Document Management Service Provider Executive Forum, November 8-10 in Albuquerque, New Mexico.
Submit your email below to be entered into a special prize drawing for a free event ticket – worth $799 (does not include Pre-Conference Training Course), 2 hotel nights - worth $189 per night, and $600 towards your airfare.