Q&A on Hyland and KnowledgeLake Partnership With Bill Kavanaugh & Ron Cameron

by Patricia Ames | 2/4/16

Hyland and KnowledgeLake formed a partnership in December of 2015 that is slated to create some waves in the ECM space, so I thought I would take a moment to ask the executives involved in forging the alliance some questions. I got more than I bargained for!

Where (verticals, markets, segments) do you expect to see the most growth through this new partnership?

Bill Kavanaugh FINALBill Kavanaugh, vice president, sales at Hyland, creator of OnBase: In our partnership with KnowlegeLake, we see potential for success coming from a variety of different markets. KnowledgeLake has successfully sold into many of the same verticals and horizontals that Hyland has. That industry familiarity and expertise will help ensure that we find quick success with the relationship.

Looking at the partnership from a strategic standpoint, KnowledgeLake offers some unique growth opportunities. One of the key areas will likely come from KnowledgeLake’s ability to integrate the OnBase platform with a variety of Microsoft applications (Dynamics, GP, SharePoint, etc.).  KnowledgeLake has unparalleled technical knowledge and relationships within the Microsoft ecosystem. We hope to continue to work with them to find ways to leverage this expertise in an effort to bring innovative solutions to a relatively untapped market.

Ron CameronRon Cameron, CEO and co-founder of KnowledgeLake: As our partnership with Hyland develops we anticipate continued focus on building solutions for the accounting and mortgage and finance industries, as well as solutions for integration with Microsoft Dynamics AX (with both SharePoint and OnBase). We have identified those as core practice areas.

KnowledgeLake’s history already lies heavily in building accounts payable (AP) solutions for clients on the SharePoint and Office 365 platforms, so we are incredibly excited about being able to offer OnBase as an additional, matured option within our portfolio.  In our view, companies wanting to leverage existing assets such as SharePoint will benefit from our traditional solutions. Whereas potential and existing KnowledgeLake clients seeking something outside of SharePoint will now have a chance to utilize another recognized ECM platform that still aligns well with the Microsoft-centric organization. 

We recently hired a new vice president of Enterprise Solutions, Steven Hovis, to identify how we can deepen our offerings for the financial, mortgage and banking industries. Steven spent more than 30 years at Citi, most recently as CIO of CitiMortgage, and will bring valuable insight for the industries in which we are looking to grow.

What client pain points are specifically served through this new collaboration?

BK: KnowledgeLake has an exceptional team, and they are committed to understanding the unique needs of individual customers. While it’s likely that we will find early success solving traditional ECM pains such as compliance, efficiency and security, KnowledgeLake won’t be confined to these core needs. They will use their consultative approach and the OnBase platform to uncover distinct requirements and create tailored solutions that will make a real impact for their customers.

RC: We bring decades of experience delivering ECM, workflow automation and document imaging and scanning solutions to our partnership with Hyland. Because we are a member of the Fujitsu family of companies, we can ensure quality in document capture from scanner to repository.

For current KnowledgeLake clients looking for ECM solutions outside of SharePoint, we will now be able to offer consulting and services for another platform that is still strongly rooted in Microsoft technology. 

What are some of the trickier aspects of managing a partnership of this caliber? What needs to be carefully monitored?

BK: Any time we onboard a new Hyland partner there are always unique challenges.  Every partner is different. With larger organizations we usually like to pay close attention to two core concepts: focus and communication.

Larger partnerships often come with a number of different avenues to success. While it may be appealing to pursue multiple strategies, early success is usually found by groups who commit to a core plan. Additionally, the larger a partner is the more complex the communication efforts can become. It’s important to understand what roles we will play in the relationship and funnel the communication accordingly. Doing so helps us to avoid redundant efforts and shorten the time to results.

RC: As with any partnership between companies, there will be an acclimation period.  It’s not a secret that OnBase and KnowledgeLake have competed in the past. I think it speaks to the maturation of the market when we are at a point where companies are looking for new, creative ways to compete against the huge merger and acquisition forces within the industry.

As KnowledgeLake continues its pivot to a consulting-focused solutions provider, we know that SharePoint is not the only viable ECM platform, nor should it be. That’s why we are bolstering our consulting arm to ensure clients are getting a solution that fits their needs.

What is on the horizon?

EM: We are very excited about the future of our relationship with KnowledgeLake. Once we work past the introduction phase we see our attention turning towards a collaboration on more unique applications that will create a diverse customer base. KnowledgeLake is making a number of moves to position their team, their expertise and their product portfolio to adapt to new customer demands. We are looking forward to aligning with them on these efforts and creating a partnership that will last for many years to come.

RC: For KnowledgeLake, 2016 brings a lot of exciting changes for the future. Our partnership with Hyland is one step we are taking to becoming more than just “the SharePoint ECM company,” as we have traditionally been known. Many of our team members have been working in the ECM market for more than 15 years and hold incredibly valuable information on best practices and strategies. By continuing our focus on taking a consulting-first approach, we are ensuring that every client is getting a solution that is perfectly tailored to their needs no matter the platform.

We are also in the final stages in preparing the launch of our new scalable and cloud-ready capture platform. It will be able to serve multiple repositories including OnBase Cloud, SharePoint On-Premises, and SharePoint Online. For companies utilizing Office 365 or operating in hybrid situations, this product should be greatly anticipated.

Patricia Ames is senior analyst for BPO Media, which publishes The Imaging Channel and Workflow magazines. As a market analyst and industry consultant, Ames has worked for prominent consulting firms including KPMG and has more than 10 years experience in the imaging industry covering technology and business sectors. Ames has lived and worked in the United States, Southeast Asia and Europe and enjoys being a part of a global industry and community. Follow her on Twitter at @OTGPublisher or contact her by email at patricia@bpomedia.com

is president and senior analyst for BPO Media, which publishes The Imaging Channel and Workflow magazines. As a market analyst and industry consultant, Ames has worked for prominent consulting firms including KPMG and has more than 15 years experience in the imaging industry covering technology and business sectors. Ames has lived and worked in the United States, Southeast Asia and Europe and enjoys being a part of a global industry and community.