Software Success Story: Abbyy
Dean Tang founded Abbyy USA after
his previous company, Newsoft now a subsidiary
of UMAX, went public in Taiwan. Abbyy USA was
founded 5 years ago and is a fully owned subsidiary
of Abbyy Software, a large software development
firm in Russia specializing in artificial intelligence
in the language field. Abbyy has been active in
the industry for 15 years.
Abby Software has been marketing
online since 1999, effectively using permission
based e-mail marketing, banner advertising, and
popup ads to sell their software. Abbyy's unique
fundamental strength is their core technology.
Abbyy has made every attempt to understand the
needs of the customer and develop a product or
technology that meets their needs.
The company itself is fairly technology-centric,
specializing in the area of artificial intelligence
in the field of language, field processing (form
reading), machine print, hand print, and flexible
capture. In 2004 Abbyy's Flexicapture tool won
the 2004 Best of Show award at AIIM a popular
document management trade show.
Abbyy often licenses their technology
to other developers to address vertical market
needs. Companies like Kurzweil use Abbyy's software
to assist blind people in scanning news and articles.
In addition Abbyy has a number of
OEM relationships with hardware manufacturers
like Epson, Dell and Acer. The hardware companies
often sell scanners. The hardware manufacturers
realize the need for software to process the documents
and convert the documents to different formats.
Abbyy is able to provide an OEM solution that
satisfies those needs. At the heart of negotiations
is Abbyy's belief that an educated consumer that
understands the power of technology will look
for additional capturing and document conversion
solutions in a business environment.
Abbyy has assembled a great group
of employees, and they hire people that fit the
company they want to build. They are self-disciplined
and self motivated creating a culture to support
the goals behind Abbyy. Abbyy USA currently has
27 employees, due to technological tools and improved
infrastructure they have increased their productivity.
Abbyy uses an enterprise contact management system
to track customer contact. It is their core belief
that every phone call to Abbyy, every e-mail,
every customer visit, every face to face visit
gives them an opportunity to understand market
situation and needs. The enterprise contact management
system gives Abbyy the ability to store and retrieve
the information gleaned from customer interaction.
Abbyy's advice to developers is
to, identify potential needs and determine why
clients need a specific technology, when negotiating
contracts consider how important a solution is,
analyze customer needs, and be fair, OEM licensing
is a long term business, look at negotiations
with a long term perspective. And finally pick
the right partners solid, good product, good technology,
give a little up to build trust , this will make
renewal continuance much easier.
More on Abbyy
About the Author:
Sharon Housley manages marketing for the NotePage
and FeedForAll http://www.feedforall.com