Integrated Business Group Case Study

Microsoft Dynamics Vendor Describes How Pairsoft Adds Value to Customers’ Software Purchase

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The Project

Value-added resellers (VARs) like Integrated Business Group (IBG) benefit from having Pairsoft on its list of available software solutions for multiple reasons. First, they are able to provide a reliable product that gives its customers an immediate return on their investment, so it isn’t a hard sell. Secondly, it seamlessly integrates with the other products IBG retails, namely Microsoft Dynamics GP and SharePoint. And last, but certainly not least, it provides a great revenue stream.

Altamonte Springs, Florida-based IBG has been a Pairsoft distributor in the Orlando area since 2006. Before then, their sales and marketing director, Ron Ullyot, admitted they considered becoming a provider for other document imaging solutions. “We tried for years to sell it, but it was always too expensive,” he explained. “My biggest concern with most document imaging solutions is the cost.”

“Pairsoft not only has a lower cost than the others… we tried to sell, but had more features. It’s easy to use for the customers.”

Especially amidst the current economic conditions, Ullyot said people are trying to get their software to do more for them, especially since many companies have been forced to cut staff. Though they inherently know document imaging saves time and can reduce costs, Pairsoft’s ROI tool lets them actually see how much they recovered.

A Microsoft Gold Certified Partner, IBG is also a certified learning center for Microsoft Dynamics products. Twice each year, IBG hosts a customer appreciation event and invites Pairsoft representatives to come and explain the software. “Those breakout sessions fill up,” he says. And the result is phenomenal, since many customers who sit in on the seminars buy the product. “Just last year we sold eight of ‘em. And the average deal is about $20,000, so we’re getting a good margin. It’s a good revenue stream for us.”

He explains that Pairsoft works with just about every module GP has, especially with regards to purchasing and payables, while built-in work queues for processing make the process even easier. And Pairsoft allows SharePoint customers to attach documents to records created. Users have commented that they are no longer losing documents and they are processing payables at a substantially higher speed.

Ullyot recalls one customer saw the seminar and commented that the software was too expensive. He discovered her company had 20 sites, and every week the payables person in each site was overnighting invoices. He asked how much she was paying in postage costs, and she told him about $10 per shipment. “Once she did the math: 20 times $10, which is $200, times 52 weeks—that’s about what it’s going to cost her,” he recalled. “She ended up buying it. Those are the easy ones to sell. When you find out somebody is spending money on UPS, FedEx to ship from some remote site… at any kind of volume… it’s an easy thing to show them the returns in a year, a year and a half.”

He says working with the Pairsoft team has been easy, too. “They do everything—install, setup and training—for us. They have a really good group of people there. If they are working on a project, they keep you updated. This gives us a high level of confidence.”

Pairsoft offers webinar tutorials regularly so potential customers can return to their offices and show co-workers the software’s many benefits. Their channel account managers first evaluate how the customer would use the software, then they suggest additional features to employ, and possibly add-ons, and provide a professional services estimate.

He says he is pleased to provide customers with an easy, reliable product. “We’ve never had anybody call and say they’ve had a problem,” he attests. “That solution has so many features. They’re not going to be calling us saying, hey, why can’t it do this or that?”

Ullyot believes anyone in need of GP or any business management software will seek out document imaging solutions, so it behooves VARs to offer Pairsoft. “If a company doesn’t have DIS (document imaging solutions) now, they’re looking for it. Clients are going to go elsewhere.”

Integrated Business Group’s Top Reasons to Include Pairsoft with their Dynamics GP / SharePoint Purchase

  • Reliable, affordable product
  • Offers immediate return on investment
  • Seamlessly integrates with Dynamics and SharePoint
  • No more lost documents
  • Processes payables quickly
  • Webinar tutorials are available

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