This month, we spoke with Susana Castillo, a sales manager at NXTech, about how they won a deal at a large financial services company. Getting DocuWare Cloud up and fully functional in three weeks was a key factor.
What pain points were uncovered/What business problem was solved?
In addition to their role as a financial services provider, the customer was in the process of becoming a fully accredited bank. Mexico has strict regulations that emphasize thorough documentation for corporate administration, transaction monitoring and recordkeeping.
Mexico is also a member of the Financial Action Task Force (FATF), an international governing body that upholds the integrity of the global financial system. Their company is subject to these rules as well. So, it had an urgent need to centralize and control its critical documentation.
To comply, it had to provide authorized employees with immediate access to its operational guidelines and validate that these guidelines were enforced. They also had to maintain accurate, up-to-date customer data. Before DocuWare, their staff tracked customer information on Excel spreadsheets. This had the potential to cause errors and was difficult to manage.
Who were the decision makers?
The IT manager and the quality control team drove the initiative. We presented three short demos to different stakeholders using the company’s documents. We didn’t cover everything DocuWare can do. We focused on the features that addressed the prospect’s most pressing concerns.
What closed the deal?
The customer had a tight deadline. NXTech had the system up and running in three weeks with DocuWare Cloud – that was a major plus. Digitization and workflow automation enabled the customer to submit a complete application on time.
How will the DocuWare implementation expand to other departments?
Initially, the company bought DocuWare Cloud 40. Then it added 100 users and later increased the total by 20 more.
Currently, they’ve reduced the time spent on processes that NXTech automated by 25-30%. We hold monthly meetings that give us a chance to identify new opportunities for expansion sales. We’re confident that they will increase their DocuWare usage since they’ve had such a positive experience.
