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Boss News - May 2003


Issue 31 from Document Boss. News & information for executives in the eDM, eCM & BPM technology sectors

CONTENTS:
News in this Issue
Recommend a Colleague
Market Focus
eDM Candidates

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NEWS IN THIS ISSUE:
Hot off the press…
"The company has a great sales process: if only our sales people knew it?"
Atomz Reports Record Growth
AIIM 2003 - A new Model? by Paul Carman
The fundamentals of Partnering
Captiva Reports Growth in First Quarter
Document Boss interview with Carl Mostert, CEO of Spescom
XMPie® Announces Acquisition of Nuvisio
Same Strokes, Diff'rent Folks ...
QUMAS Extends Development and Support Agreement with Documentum
Hyland Software forms partnership with SQN Banking Systems
Google Acquires Applied Semantics
iManage and Interwoven Announce joint Solution
Day teams with Sun to offer Content Management Solutions on the Sun One Platform
FileNet Acquires Shana Corporation
FileNet Partners with Steelpoint to Address Sarbanes-Oxley Regulatory Compliance Requirements

Thought provoking quote

                           "I do not believe you can do today’s job with yesterday’s
                                           methods and be in business tomorrow.."

                                                                  Nelson Jackson

Hot off the press…

After a marathon bidding session for poor divine's assets, auction attendees are reporting that FatWire will come away with Content Server. Both products run on Java, but Content Server has stronger (and deeper) technology, while FatWire is generally easier on the eyes -- and wallet.
http://www.cmswatch.com/News/Article/?202

"The company has a great sales process: if only our sales people knew it?"

It's a sales process if it works and just a needless information collecting exercise if it doesn't. Often a whole sales team is penalized (and the company as a whole) for one bad sales process. Could it be that the process is merely an extension of your management's ego, as they attempt to …………….. to read on

Atomz Reports Record Growth

Atomz, a San Francisco-based Net-native ASP offering content management, search and marketing services, has reported what it describes as "record revenues" for the first quarter of 2003, which ended on March 31.
http://www.aspnews.com/news/bus_fin/article/0,2350,4311_2199631,00.html

AIIM 2003 - A new Model? by Paul Carman

The AIIM 2003 Enterprise Content Management event in New York introduced visitors to a new concept. Instead of being a standalone eCM event, there were two shows in the hall at the Jacob Javits center - AIIM 2003 and OnDemand, an annual event for the printing and publishing industry. It was quite a sight seeing state-of-the-art software solutions in the same event as the “big-iron” printing solutions from Heidelberg and others! As most attendees knew, the global trade association AIIM, the Association for Information and Image Management, sold this event to Advanstar, a corporate trade show producer, several years ago. Advanstar has also produced the OnDemand event for some time……to read more

The fundamentals of Partnering
All too often, IT companies fail to capitalize on one of their most valuable routes to market - their Channel Partners. These Channel Partners are third party organisations that offer a range of complimentary products and/or services that can dramatically enhance the overall value proposition. It is anticipated that Alliances will become as critical as Direct Sales Forces over the next 5 years. Partners generate as much as 50% of software revenues for a software vendor, yet they are consistently mismanaged, have limited resources to support them, and are treated, not as partners, but as a……to read more

Captiva Reports Growth in First Quarter
Pro Forma EPS Doubles as Revenue Increases and Expenses Decline San Diego, CA, - Captiva Software Corporation, a provider of input management solutions, has announced increased revenue for the quarter ended March 31, 2003. http://www.captivasoftware.com/press/press_releases_view.asp?wpr_id=146

Document Boss interview with Carl Mostert, CEO of Spescom
Carl, how has the economy over the last year tested your management skills?
The past year has been one of the most challenging periods ever in the IT industry. Fortunately, I have been through a number of turnarounds in my career, so I have had experience of operating a business under difficult market conditions. The need to reduce costs and focus on core business activities and key customers under these circumstances is critical to the survival of a company. Many of the companies that started up during the boom years of the late 1990's have failed, as they did not have realistic business plans that took into account the reality of market conditions……..To Read more

XMPie® Announces Acquisition of Nuvisio
WCombined Technology Brings Tracking and Campaign Measurement to Cross-Media Marketing Software Suite. New York, NY, - XMPie®, a provider of software solutions for creating one-to-one cross-media marketing campaigns, has announced the completion of its acquisition of Nuviso, a developer of track-able print-at-home coupon technology. http://www.xmpie.com/includes/April29_2003_Press_Release.html

Same Strokes, Diff'rent Folks ...

• Are you in the BPM or Content Management Technology Sector?
• Do your sales teams need shaking up?
• Have the last two quarter's revenue figures fallen short of stockholder's expectations?

Same Strokes

• Both work in the BPM / eCM technology sector
• Both achieved $10m in sales in a tough climate
• Both turned ailing sales teams into winning sales teams

Diff'rent Folks

• One is reserved in nature, the other fills the room
• One has a structured approach, the other an entrepreneur
• Both know that good sales managers solve problems great ones prevent them!

If you are interested in seeing further details on either of these two excellent senior sales management executives contact david@documentboss.com or telephone +44 (0) 1753 646620

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Boss Mergers & Acquisition Services: services for companies wishing to acquire, be acquired or seeking investment.

QUMAS Extends Development and Support Agreement with Documentum
Florham Park, NJ, USA - and - Cork, Ireland Qumas, a provider of Enterprise Compliance Management solutions for the life sciences industry, has announced the extension of its development and support agreement with Documentum. The agreement will ensure ongoing enhanced premium support for Enterprise Compliance Management systems utilizing QUMAS and Documentum components. www.qumas.com

Hyland Software forms partnership with SQN Banking Systems to focus on financial fraud detection
CLEVELAND - Hyland Software, Inc., developers of OnBase® integrated document management (IDM) software and a global provider of electronic document management solutions, has formed a partnership with SQN Banking Systems™, a provider of check fraud detection technology to banks of all sizes across the United States. The initial focus of the technology partnership will be the archiving of fraud protection documents using Hyland's OnBase solution. http://www.onbase.com/newsevents/pressreleases.html

Google Acquires Applied Semantics
New Technologies and Engineering Team Complement Google's Content Targeted Advertising Programs MOUNTAIN VIEW, Calif. - Google, developer of performance-based search advertising program, has announced its acquisition of Applied Semantics, a Santa Monica, Calif.-based producer of software applications for the online advertising, domain name and enterprise information management markets.
http://www.google.com/press/pressrel/applied.html

iManage and Interwoven Announce Availability of Comprehensive Solution For Collaborative Document Management
NEW YORK, AIIM International Conference & Expo, FirstCall/ iManage, Inc., a provider of collaborative content management software for global enterprises, and Interwoven, Inc., a provider of content management for the enterprise, have announced the general availability of their joint Collaborative Document Management (CDM) solution.
http://phx.corporate-ir.net/phoenix.zhtml?c=71136&p=IROL-PRText&t=Regular&id=398324&

Day teams with Sun to offer Content Management Solutions on the Sun One Platform
NEW YORK - Day Software. a provider of integrated content, portal and digital asset management software, has announced that it has joined Sun's new iForce Content Network, a partner-based initiative that brings together resources from Sun and its community of partners to help customers reduce content complexity in the enterprise. http://www.day.com/en.html

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• Improve the offer and negotiating process

To find out more and to receive a brochure email StarCatcher@documentboss.com In house training by professional trainers for department heads and senior management.

FileNet Acquires Shana Corporation
COSTA MESA, Calif - FileNet Corporation, a provider of Enterprise Content Management (ECM) solutions, has announced that they have acquired Shana Corporation, a provider of electronic forms software. This acquisition is expected to provide FileNet with the technology and expertise to address the growing Forms Management market.
http://www.filenet.com/English/News/Global-English/Current_Press_Releases/

FileNet Partners with Steelpoint to Address Sarbanes-Oxley Regulatory Compliance Requirements
NEW YORK - FileNet Corporation, a provider of Enterprise Content Management (ECM) solutions, announced it is partnering with Steelpoint Technologies, a provider of compliance, risk management, and litigation support solutions, to provide an ECM solution addressing the rising market demands for regulatory compliance and litigation risk management (CLRM) solutions. http://biz.yahoo.com/bw/030408/85278_1.html

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