Imagistics Chooses Pathlore to Strengthen Sales Team, Enhance Direct Sales Model
18 Août 2004 - 9:00PM
PR Newswire (US)
Imagistics Chooses Pathlore to Strengthen Sales Team, Enhance
Direct Sales Model COLUMBUS, Ohio, Aug. 18 /PRNewswire/ -- Pathlore
Software Corporation, a global leader in providing learning
management software and services to industry and government,
announced today that Trumbull, Conn., Imagistics International Inc.
(NYSE:IGI) has purchased Pathlore's Learning Management Suite to
centralize training for a national team of more than 1,000 sales
consultants. Pathlore's solution provides the platform to deliver,
analyze and record the skills that employees need to do their jobs.
By tapping Pathlore's solution, Imagistics has automated the sales
development process for its sales force. Imagistics will also use
the Pathlore solution to assess and strengthen the expertise of its
sales team across the country. "Our belief in a direct sales and
service model makes it imperative for us to have a learning
solution like Pathlore to assess our sales team's proficiency,"
says Nat Gifford, Imagistics' vice president of Product Development
and Marketing. "We believe investing in systems to further develop
our sales organization plays an important role in maintaining our
customers' high level of satisfaction." Pathlore offers online
assessments for a range of Imagistics multifunction products for
copying, printing, faxing and scanning. Salespeople can log onto
their PCs and laptops to take these tests by going to the company's
online Sales Training Center. The assessments serve not only as a
way to chart salespeople's know-how but also as the foundation for
certifying employees on many product lines. But assessments are
only one part of what Pathlore's learning management suite offers
Imagistics. To sell Imagistics' multifunction products, salespeople
must understand the broader implications of systems integration. So
the Trumbull, Conn.-based company will rely on Pathlore to provide
the environment that launches their on-line networking courses,
too. "Selling our product isn't a simple transaction; we work with
our customers to determine the best solution for their unique
business situation," says Joan Malay, director of Sales Training
& Development for Imagistics. "In order to provide this type of
consultative service to our clients our salespeople must be highly
educated and technically adept. Our sales team is pleased that
we've made an investment in an in-depth training system because
they see that it will help them become better consultants to their
customers." According to Donna Kintop, Imagistics' sales training
manager, the sales team has been extremely receptive to the
Pathlore solution. "The system is easy for our reps to use; it's
intuitive, and they can find everything they might want in the way
of training in one place," adds Kintop. Mike Brennan, program
manager for market-research firm IDC's Learning Services Research,
confirms Kintop's view. Giving workers just-in-time access to
quality content, says Brennan, is an effective way to get people to
use a learning management solution. "Imagistics has found success
with its training because a learning management solution makes
relevant instruction and performance tools easy to access," Brennan
says. Sales reps that go to the Sales Training Center can register
for and take technical courses as well as sales skills classes.
Imagistics previously relied on a combination of paper-based course
catalogs, Internet based training, videos, DVDs and CDs. And
salespeople couldn't always find all the classes that the company
offered. But Pathlore's solution has changed that. In fact, Malay
says Pathlore's Learning Management Suite has been used as a
recruiting tool. "One of our sales managers interviewed a promising
candidate for a sales position multiple times, but the candidate
still appeared hesitant. The sales manager called up the Pathlore
solution and showed him the Imagistics training plan. The candidate
was so impressed with the simple but full-featured approach to
career development displayed by Pathlore that he accepted the job
offer the same day," Malay remarked. "People considering a
high-commission sales role want to be clear about what you're going
to do to prepare them for success on the job, and our learning
management solution impresses applicants." Malay, Kintop and their
colleagues are also impressed with the behind-the- scenes savings
created by Pathlore. Imagistics says the system has cut by 50 to 60
percent the time it used to take to register and confirm sales
people for classes. "Imagistics proves that Pathlore's learning
management suite is a powerful and cost-effective solution for
communicating with a geographically distributed audience," says
Steve Thomas, Pathlore's chief executive. About Pathlore Pathlore
Software Corporation provides the most widely adopted learning
management solution in the world. Over 1,000 organizations and
millions of users rely on Pathlore to optimize their business
performance. Whether business performance depends on getting sales
channels up to speed quickly on new products, increasing quality
and customer satisfaction, or reducing costs associated with
regulatory compliance, Pathlore learning management solutions
ensure that clients achieve the maximum return on their investment
in people. Pathlore clients include DaimlerChrysler, Delta Air
Lines, Novartis, PNC Bank, U.S. Bancorp, government agencies on
three continents and more than 100 health care organizations. For
more information, go to http://www.pathlore.com/ . About Imagistics
International Inc. Imagistics International Inc. (NYSE:IGI) is a
large direct sales, service and marketing organization offering
document imaging solutions, including high performance, leading
edge copier/MFPs and facsimile machines to Fortune 1000 companies
and other organizations. Its direct sales and service network is
located throughout the United States, Canada and the United
Kingdom. Imagistics International is a member of the S&P
SmallCap 600 Index and the Russell 2000 Index(R) and is
headquartered in Trumbull, Connecticut. For additional information
about Imagistics International, please visit
http://www.imagistics.com/ and http://www.igiinvestor.com/ .
Pathlore is a registered trademark of Pathlore Software
Corporation. All other registered and unregistered trademarks and
trade names are the property of their respective owners. Contact:
Bill Perry, Pathlore Software 614-781-7271 DATASOURCE: Pathlore
Software Corporation CONTACT: Bill Perry of Pathlore Software,
+1-614-781-7271, or Web site: http://www.pathlore.com/
http://www.imagistics.com/ http://www.igiinvestor.com/
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