KOFAX CEE

Partner Connect 2013

Baden, Austria

Stephan Zeise Gtt

RVP Solutions & Software CEE

Wolfgang Theiner
Channel Manager CEE

WELCOME!

Artaker Assecco Autocont BCC BMD CGI Christian Storck IT Beratung Doc-Soft Dotcom d.o.o. Easycompetence GmbH Efematic Globaldigit Gregor Primar s.p. Infomatic s.r.o.
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IT Sistemi IXTENT Microcop d.o.o. NESS Czech Qualysoft GmbH RR Donnelly Document Solutions Sabris s.r.o. Senso IS SiEBEN SmartCAP IT Solutions

XiTrust Secure Technologies GmbH

Thank you to our sponsors!

Your Kofax Team

Jessica Bethune Manager Deal Desk Aulona Dushku Commercial Account Representative Bo Jin Senior Solutions Architect Michael Kalaus Senior Sales Account Representative Fatih Karaoglu Senior Solutions Architect Angela Kasperowski Back-Office Des McCafferty Sales Engineer Stefan Reiff Senior Sales Engineer Daniel Schmidt Product Marketing Manager Holger Schreyer Director Sales Engineering

Wolfgang Theiner Channel Manager CEE

Rene Wenzel Instructor Educational Services Manuela Winkler Marketing Manager EMEA Central Stephan Zeise Gtt Regional Vice President, Software & Solutions CEE

Robert Pecanka Senior Sales Account Executive

Michael Schechter Senior Sales Engineer Eva Schlupkotten Director, Field Marketing & EMEA Channel Marketing
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Partner Connect Your Day

General Session Groer Rittersaal 8:45 AM 9:15 AM 10:00 AM 10:20 AM 10:45 AM 9:15 AM 10:00 AM 10:20 AM 10:45 AM 11:05 PM Welcome, Registration, Coffee Welcome to Partner Connect Austria: Kofax EMEA UPDATE Vision & Strategy Event Sponsor: Canon Europe Tea & Coffee Break Event Sponsor: PFU Imaging Solutions Europe Ltd - a Fujitsu Company Kofax Investment in Partners Enablement, Marketing, Training, PS Winning with Kofax - Learning from Sales Success Stories Lunch & Networking Presenter The Kofax Storyboard Usage - A Sales Person's Perspective Kofax Point of Origination Strategy - Positioning & Pitch Spotlight Workshop: Using the Kofax Insurance Storyboard Tea & Coffee Break Kofax Pricing & Configuration Enterprise Licence Agreements & Contracts Hands On Workshop in sub-groups: Mapping a Kofax solution to a customer need Wrap Up and Close all together
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Presenter Stephan Zeise-Gtt Wolfgang Theiner Brennan Peyton

Valrie Phakeovilay Eva Schluppkotten Wolfgang Theiner Rene Wenzel Robert Pecanka Michael Kalaus

11:05 AM

12:30 PM

12:30 PM 1:00 PM

1:00 PM 2:00 PM

Sales Track - Groer Rittersaal 2:00 PM 2:45 PM 3:45 PM 4:30 PM 4:45 PM 5:15 PM 6:30 AM 2:45 PM 3:45 PM 4:30 PM 4:45 PM 5:15 PM 6:30 PM 6:45 PM

Holger Schreyer Daniel Schmidt Michael Schechter Bo Jin

Jessica Bethune Robert Pecanka Michael Kalaus Stephan Zeise-Gtt Wolfgang Theiner

Partner Connect Your Day

Technical Track - Herrensalon 2:00 PM 2:45 PM 3:30 PM 2:45 PM 3:30 PM 4:30 PM KTA Round Trip Demonstration The Kofax Storyboards - Technical Overview and Demonstration Kofax Point of Origination incl. Kofax Mobile Capture (KFS, KWC, KMC & SDK) - Technical Overview

Presenter Des McCafferty Holger Schreyer Michael Schechter Stefan Reiff Fatih Karaoglu

4:30 PM
4:45 PM

4:45 PM
5:45 PM

Tea & Coffee Break

Kofax Transformation Modules Advanced Track & What's new in KTM? Workshop: Supervised first use of Storyboard VM (Three groups: beginner, advanced, expert) Wrap Up and Close all together Bo Jin Fatih Karaoglu B: Stefan Reiff A: Fatih Karaoglu E: Bo Jin Stephan Zeise-Gtt Wolfgang Theiner

5:45 PM

6:30 PM

6:30 AM

6:45 PM

Floor Plan & Conference Rooms

Housekeeping
2 different Tracks in the afternoon Sales & Technical Technical Track: Herrensalon (Ground Floor) Sales Track: Groer Rittersaal (same as General Session) USB Sticks with Kofax Storyboards Networking Breaks: Morning Break: right outside of Groer Rittersaal Lunch: Ground Floor Restaurant Rosenkavalier Afternoon Break: Ground Floor nearby Restaurant Rosenkavalier Networking Dinner: Meeting Point: 7pm in the Lobby (Ground Floor)

Location: Schlosskeller (directly in the hotel)

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Kofax Corporate Update

Stephan Zeise Gtt
RVP Solutions & Software CEE

Who is Kofax?

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Kofax: Global Presence

Headquarters: Founded: Employees: Channel partners: Successful
Customers: Software seats: ERP, CRM, LOB integrations: 20,000+ 150,000+ Tens of thousands

Irvine, CA 1985 1,200+ in 37 countries 800+

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Kofax: Profitable and Growing

FY12 Results Total revenues: $262.5m Cash at June 30, 2011: $81.1m

Focused on Innovation 13% of software revenue goes into R&D

* 2011-12 Report on the Worldwide Market for Document Capture Software, Harvey Spencer Associates

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Leader in Forresters Multichannel Capture Wave

8 vendors 3 major categories:
Current Offering Strategy Market Presence Kofax ranked highest in all 3 categories with Strategy so strong that half the circle extends beyond the Wave And Kofax showed the strongest market presense.
Highest position! Strongest market presence!

Leader in

Capture Enabled BPM

Batch image capture* Batch content capture* Enterprise capture* BPM software visionary**

* 2011-12 Report on the Worldwide Market for Document Capture Software, Harvey Spencer Associates ** Gartners Magic Quadrant for Business Process Management Suites, Oct. 2010, Jim Sinur and Janelle Hill

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THANK YOU!
> 60% License Revenue in CEE influenced by Partners

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and whats next?

How Are Organizations Capturing Information?

In summary, which of the following is the most applicable? (Pick one only, N=457)
We do not have a formal mechanism for systematic scanning or capture

We mostly outsource our scanning and capture

We systematically scan paper documents, primarily for archive

We only capture electronic documents, web forms, etc, and pass them to one or more business processes

We scan and capture paper documents, forms, faxes, etc., and pass them to one or more business processes
We scan and capture paper and electronic documents and pass them to one or more business processes

0%
50-500 employees

10%

20%

30%

40%

50%

60%

500-5,000 employees

5,000+ employees

Source: Capturing Data to Multiple Business Processes whats holding you back?, AIIM 2011

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Capture Enabled Processes: Many Processes

How would you describe the processes that you have capture-enabled? (N=238 capturing to process)
Specific line-of-business, forms-based, external Finance, accounts payable (invoices), accounts receivable Customer correspondence of multiple types Internal HR processes, expenses, timesheets, etc. Internal processes, quality, approval, signature-based Case-based, claims, investigations, consultations, healthcare New business applications, mortgages, memberships, accounts, etc. Logistics, delivery, manifests, etc.

Citizen returns, tax, census, elections, etc.

Other

0%

10%

20%

30%

40%

50%

60%

70%

Source: Capturing Data to Multiple Business Processes whats holding you back?, AIIM 2011

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Looking Toward Capture Enabled Processes

Why do you not make more use of capture to your business processes? (N=95 scanning-to-archive only)
The business process owners have never shown much interest We would need integration with our other systems to validate the data Our processes dont really lend themselves to this The overhead of setting up each process makes it uneconomic We dont have the handling capacity The technology of our scan and capture isnt up-to-date Making big changes to our key processes is too risky right now Our requirements change too frequently We could not meet the response times needed Dont know/never gotten around to it We are working on it right now

0%

10%

20%

30%

40%

50%

60%

Source: Capturing Data to Multiple Business Processes whats holding you back?, AIIM 2011

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Future Plans for Capture Enabled Businesses Processes

How would you quantify your aspirations for your capture system? (N=222, capturing to process)

None were capturing the exact amount/type of documents we want Some wed like to capture a couple (1 or 2) more document types to our business processes More wed like to capture many more (3 or more) document types to our business processes Much more wed like to expand our capture system to initiate additional business processes Significant wed like to expand our use of our capture system to other business lines or divisions Massive wed like to standardize on our capture system to capture every document coming into our enterprise

0%

5%
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10%

15%

20%

25%

30%

Source: Capturing Data to Multiple Business Processes whats holding you back?, AIIM 2011

Pillars of Success

active to proactive

Focus!

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product to solution

tactics to strategy

Go-to-Market

From tactical opportunity handling to strategic account planning & execution

high potential and/or strategic significant revenue expected

Kofax Account Excutives

Focus Accounts

within FY proactive direct touch dedicated account planning strategic partner involvment

Kofax Commercial Account Representative `CAR`

YOU

Commercial Accounts

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Call to action for building a bigger business

Get in synch regarding our focus accounts Growg and expand existing Business

Joint campaigns, e.g.:

Developing Solutions & Storyboards Up- & Cross-Selling within Installed Base Competitive swap-out

Get trained! Products & Solutions

KC KTM KC/KTM KTA Mobile Capture

Invoice Solution
Digital Mailroom

Point of Origination as driver for new business!

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Questions?

37

Thank you!

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