Abstract
This IDC study examines how vendors and their channels are successfully selling
document solutions. "Vendors will need to understand the unique requirements of
their various channels to improve penetration in the market for document
solutions. Channels can provide key insight into the "view from the street,"
which in turn can help vendors modify their market programs leading to improved
revenue results," according to Michael Orasin, research manager for Hardcopy
Document Solutions, IDC.
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