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EMEA – Channel & Alliances FY13
- Our investment in Partners
PartnerConnect Deutschland
Frankfurt, 31. Januar 2013
Peder Daxberg – Senior Director, EMEA Channel & Alliances
Eva Schluppkotten – Director, Field Marketing & EMEA Channel Marketing
Rene Wenzel – EMEA Instructor
Today’s agenda
Kofax partner business FY12 & H1 FY13
Your feedback about Kofax
Kofax EMEA Partner Investment Plan FY13
Questions & Answers
2
FY12 Partner Results
FY12 WW partner sales up 10% YoY
Avg. revenue per partner grew by 30%
Avg. partner deal size grew 29%
Number of partner deals >$75k grew 18%
Added 39 new partners that made a significant revenue contribution
FY12 Partner revenue was 61% of Kofax WW license sales
3
FY13-H1- A strong start with Partners
We do more business with partners in most regions- Germany particular
strong shift
Enablement is a key focus for Kofax to continue to drive partner growth
Slide 4
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
FY12 FY13 FY12 FY13 FY12 FY13 FY12 FY13 FY12 FY13 FY12 FY13 FY12 FY13 FY12 FY13 FY13
UK Belux Nordic Ger CEE Latin Italy Emerging MV
Direct
Partner
Partner Loyalty Program
Relationship Survey Summary
Net Promoter Score (NPS) defined
NPS is a simple, powerful metric that is intuitive at all levels of the organization.
Improvements are achieved through an organizational focus on improving the
customer experience, creating Promoters and reducing Detractors.
How likely would you be to recommend to a friend or colleague?
Baseline Performance
NPS of +27 is a significant increase year over year
Fuelled by Kofax relationship improvement initiatives
Response rate of 20% is slightly up year over year
Key NPS Findings
Significant increase for both AMS (up 26 points) and EMEA (up 27 points) in
2012
NPS remains highest for Platinum Partners (+40), with a significant improvement
for Gold Partners (+32)
Drivers of Loyalty (based on quantitative and comment analysis)
Kofax PRODUCTS are universally held in high regard and serve as the basis for
strong partner loyalty
MAINTENANCE & RENEWALS remains an area for improvement
Perception of EASE OF DOING BUSINESS, PARTNERSHIP, and DIRECT
SALES varies widely, but continues to improve
2012 Partner Relationship Survey - Summary
Net Promoter
Performance
NPS
+3
NPS
+27
Significantly higher Significantly lower
Significance Test Key
Base for comparison
OVERALL KOFAX PARTNER NPS
Kofax Partner NPS is significantly higher in 2012, with
fewer Detractors and more Promoters.
NPS Distribution: 2011 vs. 2012 Comparison
9
Successful Net Promoter programs have both operational and
structural elements. Operational improvements are driven at the
front line and generally focus on individual partners. Structural
improvements are broader in scope and deliver long term value.
Improving the Partner Experience, Top Down and Bottom Up
What drove the improvement in FY 2012?
Invested in Partner Relationships
Dedicated Partner Managers for Platinum partners
Gold & Silver Partner Outreach
Marketing Support
Leads program enhancements
Increased Partner Field Engagement
Increased communications/newsbriefs/webinars
Enhanced Training
Promotional Technical, Recertification & Product Sales Training
Pre-Sales Support
Technical pre-sales and scripted demos
90-day Renewals notifications
Pricing Strategy
Lower price bundling and competitive pricing
EMEA Partner Plan FY13
11
EMEA Key objectives - Summary
Expand existing & establish new partnerships to increase Kofax
reach and solution capabilities
Establish in Territories with limited direct coverage
Expand existing fruitful relationships (by product and/or geography)
Leverage the global Microsoft relationship
Enhance & execute EMEA Channel initiatives and offerings for
indirect business
Create visibility together with partners around Kofax and partner
solutions (marketing events with partners & partner events)
Improve partner sales enablement and training certifications
agreed in mutual Partner plans.
Page 12
Changes made in EMEA to meet objectives
Further investment in Partner Relationships
Integration of the POS team into the Channel team - VRS & Express now
available directly from Kofax to Kofax resellers.
Additional territory CAMs been recruited in FY13
Dedicated Channel Marketing function established to improve partner Marketing
Support
Enablement & Sales support
Promotional technical, recertification & product sales training
PartnerConnect event series
New Partner portal launched- prm@kofax.com
Unlimited users
Communication centre
Sales tools - Storyboards and demos
Marketing & Communication
Possibility to run campaigns with Kofax
Quarterly Campaigns-in-a-Box
Lower price bundling and competitive pricing
13
New Partner Bundles & promotions
- Opportunity to make more money in 2013
Partner possibility to resell MV & KCS in EMEA
Kofax can now offer a Kofax resellers (Capture) to resell KCS &
MV without formal certifications in place
Resell conditions:
Silver (25%) margin on licenses for all Resellers
Standard 15% discount on PS per existing resell contract
15% discount on support, if they do not take first line support / are not certified
Deal needs to be signed by Reseller- our resell terms apply
Referral conditions:
15% referral margin on licenses only- 0% on PS and support
Referral document needs to be signed & Kofax sign the contract
Please contact your Kofax contact for further assistance!
15
New Capture Bundles – Contents
Feature Description Capture Starter
Bundle
Capture Full
Bundle
Kofax Enterprise Capture Page
Volume
Pages that can be scanned or imported
Kofax Enterprise Capture
Stations
Concurrent computer connections running a
Kofax Capture Application (for example, Scan,
Release and Validation)
Kofax Transformation Modules
for Forms
KTM Layout Classification/Separation,
Document Review, Zonal Extraction, and
Thick/Thin Client Validation
Kofax Import Connector – Email
and Fax
Importer for documents received via email or
fax
VRS Elite Image cleanup and enhancement capabilities
Enhanced Barcode Enhanced barcode reading accuracy and
barcode type support
Full Text PDF Generation of searchable PDF files that contain
both image and OCR text
Kofax Reporting Cross-product reporting suite that collects data
in a central repository and provides various
canned reports
The new Mailroom Solution Bundle
Slide 17
What you should come to us for…
Help to expand your Kofax business:
Take on additional Products and get Trained
Plan to expand into new Territories or Verticals
Help building Campaigns or Customer Success Stories
Escalation, if needed, to solve Partner related issues:
Partnership planning
Contracts
Portal access
Others
Marketing
Partner Enablement & Kommunikation - Strategie
Jährliche weltweite Veranstaltungen
Lokal vor Ort: Partner Connect Veranstaltungen
Online / Telefon: Partner Kommunikation
22
UK SE BeNeLux UAE IT FR ES PT DE CH AT
Webinare Produkt
Updates Newsletter
Outreach
Program Promotions /
Bundles Partner Portal
Join-In
Kampagnen
Kampagnen
in a Box
Transform - März Catalyst - März
Transform 2013 – Register Now
www.kofax.com/transform
March 11 – 13, 2013 Hilton San Diego Bayfront
San Diego, CA
On the Agenda
• Customer Presentations – Banking,
Insurance, Healthcare, Government
• Hands-on Tips and Tricks Workshops
• Technology Sessions
• Great Network of Kofax Customers,
Partners, Executives and Specialists
Register now!
$1195 rate Early Bird Rate available through December 31, 2012
Kofax EMEA Partner Connect Reihe
24
Goal:
• At least 2
PartnerConnects / Q
• Communicated 6
months in advance
PartnerConnect Page
Gemeinsame Marketing Aktionen & Marketing Unterstützung
Gemeinsame Marketing- und Businessplanung – auf Nachfrage
Quartalsweise: Produkt Specials mit unterstützenden Materialien
NEU - Join-in Kampagnen in Zusammenarbeit mit einer Agentur
Sie erhalten ein komplettes Paket
Thema & Positionierung
E-Mail & Landing Page – mit Ihrem Firmenlogo
Direktmailing nach Bedarf & Planung
Sie nehmen teil & tragen bei
Einen vorab definierten Betrag (je nach Komplexität der Kampagne)
Die Datenbank der Kontakte, die Sie anschreiben wollen (die Agentur
unterzeichnet Ihr NDA)
Die Nachverfolgung der Leads
25
Kofax Education Services
Kursüberblick
27
Kurse – Kofax Capture
Kofax VRS Elite (1 Tag)
Kofax Capture 10 (4 Tage)
Kofax Capture 10 Customizations (3 Tage)
Kofax Capture Network Server 10 (1 Tag)
Kofax Transformation Modules 5.5 (4 Tage)
Kofax Transformation Modules 5.5 Customizations (3 Tage)
Kofax Transformation Modules 5.5 Advanced (1 Tag)
Kofax Monitor (3 Tage)
Kofax Import Connector 2.0 (1 Tag)
Kofax Front Office Server 4.0 (3 Tage)
Kofax Mobile Capture (1 Tag)
28
Kurse – Kofax TotalAgility
Kofax TotalAgility Boot Camp Training (12 Tage)
Kofax TotalAgility Level 1 Training (4 Tage)
Kofax TotalAgility Level 2 Training (2 Tage)
Kofax TotalAgility Dynamics Integration Training (1 Tag)
Kofax TotalAgility Reporting Training (1 Tag)
Kofax TotalAgility SharePoint Integration Training (1 Tag)
29
Kurse – Kofax MarkView
MarkView 7 AP Solution Design Level II (2,5 Tage)
MarkView 7.1 Server Administration - SAP Level I (3 Std)
MarkView 7.1 Server Administration-Oracle Level I (3 Std)
MarkView 7.1 Solution Administration - Oracle I (3 Std)
MarkView 7.1 Solution Administration SAP Level I (3 Std)
MarkView AP Advanced Troubleshooting Level II (1 Tag)
MarkView AP Advisor Operation and Administration (2,5 Std)
MarkView with Transformation Administration (2 Std)
30
Kurse – Kofax Communication Server
Kofax Communication Server Platform Fax (5 Tage)
Kofax Communication Server Platform Link (5 Tage)
Kofax Communication Server Enterprise (5 Tage)
Kofax Communication Server Advanced Links (5 Tage)
Kofax Communication Server Update (3 Tage)
Kofax Communication Server Administrator Training (3 Tage)
31
Kurse – Whats new Trainings
What's New in Kofax Capture 10? (8 Std)
What's New in Kofax Transformation Modules 5.5? (8 Tag)
What's New in MarkView 7.1? (3 Std)
32
Kurse – Learning format
33
Kurse - Learning format
Classroom
Live Online
On-demand Online
Computer Based
Onsite Trainings
34
Classroom Trainings
Kursteilnahme
an einem Standort der Kofax
Kurse regelmäßig geplant
(EMEA-Weit 1 x pro Monat)
Der Kurs wird durch einen Trainer
geführt (interaktives Training)
Weltweit in den KOFAX Räumen
verfügbar
Kurse - Learning format
Classroom
Live Online
On-demand Online
Computer Based
Onsite Trainings
35
Classroom Trainings - Locations
Interactive training delivered
online by a live instructor
Receive training
at any internet-connected location
Convenience of attending
a live class without travel expenses
Dubai, UAE
Kurse - Learning format
Classroom
Live Online
On-demand Online
Computer Based
Onsite Trainings
36
Live Online Trainings
Interaktives online Training
Webex® Videokonferenz
Der Kurs wird durch einen Trainer
gehalten
Teilnahme von jedem Standort mit
Internetverbindung möglich
Teilnahme am “Classroom Training”
ohne Reisekosten
Kurse - Learning format
Classroom
Live Online
On-demand Online
Computer Based
Onsite Trainings
37
On-demand Online Trainings
Training und Zertifizierung
ohne das Büro / Homeoffice zu verlassen
Aufgezeichnetes Training
Inhalte Browser-basierend
Übungen werden auf einem
remote Server durchgeführt
Keine Installation
am eigenen PC notwendig
Kurse - Learning format
Classroom
Live Online
On-demand Online
Computer Based
Onsite Trainings
38
Computer Based Trainings
Komplettes Kursmaterial wird von der
KOFAX Webseite geladen
(Software, Lizenz, Kursmaterial)
Kursmaterial kann mit anderen Personen
geteilt und wiederverwendet werden
Keine zeitliche Begrenzung
Kurse - Learning format
Classroom
Live Online
On-demand Online
Computer Based
Onsite Trainings
39
Onsite Trainings
Kofax standard Kurse und jedes
beliebiges Kofax Thema kann mit einer
Gruppe von Personen diskutiert werden
Beispiele für Onsite Trainings:
Kofax Capture Onsite Training
VRS Elite Onsite Training
Best practices: Tabllen erkennung
Hands on trainings
Spezielle Kundenwünsche
Onsite Trainings werden in Englisch,
Deutsch und Französisch angeboten
Training - Partner Program
Partner Program, KC3, Benefits
40
Training – Partner Program
Silver
15 % Rabatt auf jedes Training
Gold
15 % Rabatt auf jedes Training
1 x kostenloses Training pro Jahr
(Partner training Voucher)
Platinum
15 % Rabatt auf jedes Training
2 x kostenlose Training pro Jahr
(Partner training voucher)
41
Training – Partner Benefit
Bessere Produktkenntnisse
Höhere Projektqualität
Weniger Zeitaufwand pro Projekt
15 % Rabatt für jede Registrierung
Kurs Dauer Listenpeis Rabatt Partnerpreis
Kofax Capture 10.0 Essentials 4 Tage 2.020,00 303,00 1717,00
Kofax Transformation Modules 5.5 4 Tage 2.690,00 403,50 2286,50
FOC Partner Training Vouchers können verwendet werden für:
Classroom Trainings
Live Online Trainings
Computer Based Trainings
On-demand Live Trainings
1 x Training-Voucher kann in 5 x Exam-Vouchers getauscht werden
42
Training – Kofax Certified Capture Consultant Program
Kofax Certified Capture Consultant (KC3) Program
ist die höchste technische Auszeichnung der Kofax.
Drei Zertifizierungen sind notwendig:
Kofax Capture 10
Kofax Capture Network server 10
Kofax Transformation Modules 5.5
KC3 zertifizierte Consultants dürfen auf Ihren Visitenkarten
und in Ihren e-Mails Kofax Logos verwenden.
43
Training – End User Benefit
15 % Partnerrabatt für jede Endkunden Anmeldung
Höhere Kundenzufriedenheit
Besseres Verständnis für die eigene Umgebung
Kunde erhält einen Überblick über die Kofax Produktfamilie
und deren Möglichkeiten
Neue Ideen um mehr bzw. weitere Dokumente
mit dem bestehenden System zu verarbeiten
Kunde kann sein System selbst überwachen
Weniger Supportcalls
44
Training - Pricing
45
Classroom / Live online trainings:
Artikelnummer Beschreibung Dauer Euro Rabatt
TR-8000-0101 Kofax Capture 10.0 Essentials 4 Tage 2.020,00 303,00
TR-8000-1111 Kofax Capture Customization 3 Tage 1.450,00 217,50
TR-8000-0501 Kofax Transformation Modules 5.5 4 Tage 2.690,00 403,50
TR-8000-3501 Kofax Capture Networkserver 10.0 1 Tag 1.450,00 217,50
TR-8000-1101 Kofax Frontoffice Server 4.0 3 Tage 2.100,00 315,00
Onsite trainings:
Artikelnummer Beschreibung Dauer Euro Rabatt
TR-8500-0101 Kofax Capture 10.0 Essentials 4 8.400,00 1.260,00
TR-8500-0501 Kofax Transformation Modules 5.5 4 9.800,00 1.470,00
TR-8500-3501 Kofax Capture Networkserver 10.0 1 5.800,00 870,00
TR-8000-1101 Kofax Fontoffice Server 4.0 3 6.300,00 945,00
Daily rate for onsite trainings / workshops:
TR-8000-1101 Onsite Training 1 2.450,00 367,50
Training - Pricing
46
Training schedule
47
Training schedule
48
Frankfurt (DE) Unterschweinstiege 8
60549 Frankfurt
19.03.2013 KC 10
09.04.2013 KTM 5.5
18.06.2013 KC 10
25.06.2013 KTM 5.5
Training schedule
49
Rotkreuz (CH) Grundstrasse 14
6343 Rotkreuz
04.06.2013 KC 10
11.06.2013 KTM 5.5
Training schedule
50
Mechelen (BE) Zandvoortstraat 49
2800 Mechelen
25.03.2013 KTM 5.5
08.04.2013 KC 10
21.05.2013 KTM 5.5
10.06.2013 KC 10
25.06.2013 KC CU
(CU=Customization) .
Special Offer
Only valid for registered Partner Connect resellers
51
Special Offer
Nur gültig für Partner der PartnerConnect
Nur für folgende zwei Kurse gültig:
Kofax Capture Training
19.03.2013 – 22.03.2013
Frankfurt
Kofax Transformation Modules Training
09.04.2013 – 12.04.2013
Frankfurt
52
2 für 1
Sende 2 / Zahle 1
Richten Sie weiterführende Fragen gerne jederzeit an:
Rene Wenzel
Instructor
Phone: +49-174-3432506
Email: rene.wenzel@Kofax.com
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