EMJ gives Jaws some PDF bite

Adobe Systems Canada may not be shaking in its boots at the thought that Global Graphics Software Inc. has entered the Canadian market-place with a suite of PDF products, but for the first time in this market they will have some legitimate competition in the PDF space.

EMJ Data Systems of Guelph,

Ont., has added Global Graphics’ Jaws PDF suite, consisting of a Jaws PDF Creator, Jaws PDF Server and Jaws PDF Editor, to its line card.

Jim Estill, president and founder of EMJ and one of CDN’s top 25 Newsmakers last year, wants to further competition in the Canadian market place. Which is one reason why his firm inked a primary distribution deal with Cambridge, U.K.-based Global Graphics, one of the few competitors Adobe has in this market worldwide.

The other reason is that he believes the document creation and manipulation market will take off in the next few years and that there will be more than enough market share for growth.

“”Adobe has a stronghold in this market, but any product that is easy to use and significantly cheaper will have an opportunity for success in this market,”” Estill said. “”Jaws (at US$130) is 50 per cent less than Adobe Acrobat.””

According to David Morgan, regional sales director, Jaws PDF Group, for Global Graphics, the company’s mission is to sell a value product to corporate, government and education.

Morgan admits to having an unusual relationship with Adobe. The Jaws product line, for example, is fully compliant to the Adobe PDF standard.

“”On one hand we compete with Adobe and on the other we support them as they further the PDF standard,”” he said. “”Everytime they spend money on advertising promoting the PDF standard I say thank you,”” he added.

Morgan said that it would be foolish for a company the size of Global Graphics to compete head-to-head with Adobe.

“”We have not consistently waged a battle with Adobe. We rely on them. We are going after a class of user who wants an alternative,”” he said.

Global Graphics also needs to engage the channel in helping them get a foothold in key vertical markets such as legal, financial and corporate.

For instance, all court documents, under law, must now be in PDF format.

Another key, Morgan said is the partnership with EMJ, 2002 CDN Resellers’ Choice Award winner in distribution. In just two months, he said, EMJ has increased the company’s sales in Canada 50 per cent and has added 17 new resellers.

“”This (kind of success in Canada) was unheard of in the past,”” Morgan said.

Estill pegs Global Graphics growth to be at 140 per cent year over year for the next three years. He added that the 140 per cent growth is “”just the tip of the iceberg and will be easily achievable.””

“”PDF is growing rapidly and it is the standard. I am excited about it being half the price and that it is fully compatible. VARs will be open to that because it will mean the margins will be higher,”” Estill said.

Morgan said that the Jaws technology is well suited for the middle market in Canada now that high-end printing has become more affordable and is being taken in house.

One of the keys to success for Jaws in this market, Morgan said is to make the installation process “”incredibly easy””. Global Graphics offers a free custom-made installation program for every 100 or more installations.

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Jim Love, Chief Content Officer, IT World Canada

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