11.05-12.30_kofax investment in partners
DESCRIPTION
Kofax Investment in PartnersTRANSCRIPT
Kofax Investment in Partners
Wolfgang Theiner – Channel Account Manager CEE
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
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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
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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
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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
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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- [email protected]
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
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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!
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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
KTM Masterclasses
Training in VIENNA (February 11th) – SOLD OUT !
Training in Basingstoke, UK (March 4th) – still seats
available
Content:
An intensive, practical four-day course for technical professionals
covering the following topics:
Methodology for analyzing customer needs
Data collection and the use of benchmarking in KTM
Building a powerful user interface that delivers productivity
Guidelines, techniques and best practices for classification,
training and project management
Delivering demonstrations, POCs, and pilots
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Marketing
Partner Enablement & Communication - Strategy
Annual Global Events
Local On-site Events: Partner Connect Series
Online / Phone: Partner Communication
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UK SE BeNeLux UAE IT FR ES PT DE CH AT
Webinars Product
Updates Newsletter
Outreach
Program Promotions /
Bundles Partner Portal
Join-In
Campaigns
Campaigns in
a Box
Transform – March Catalyst – March
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
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Goal:
• At least 2
PartnerConnects / Q
• Communicated 6
months in advance
PartnerConnect Page
Joint Marketing Activities & Marketing Support
Joint Marketing- und Businessplanung – upon request
Quarterly Product Specials with supporting materials
NEW - Join-in Campaings in executed by an agency
You receive a complete package
Topic & Messaging
E-Mail & Landing Page – with your Logo
Direct Mailing & further activities upon request
You join-in by
Contributing a pre-communicated amount (depends on complexitiy of
campaign)
Submitting to the agency the database you would like to market to
(they will sign your NDA)
Following up on your leads
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Kofax Education Services
An introduction…
Courses overview
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Courses overview – Kofax Capture related
Kofax VRS Elite (1 day)
Kofax Capture 10 (4 days)
Kofax Capture 10 Customizations (3 days)
Kofax Capture Network Server 10 (1 day)
Kofax Transformation Modules 5.5 (4 days)
Kofax Transformation Modules 5.5 Customizations (3 days)
Kofax Transformation Modules 5.5 Advanced (1 day)
Kofax Monitor (3 days)
Kofax Import Connector 2.0 (1 day)
Kofax Front Office Server 4.0 (3 days)
Kofax Mobile Capture (1 day)
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Courses overview – Kofax TotalAgility
Kofax Total Agility 6.0 Level 1 Training (4 days)
Kofax Capture Enabled BMP – Essentials ver. 5.5 (4 days)
Coming soon, KTA 6.0 Level 2 and CEBPM Level 2 training
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Courses overview – Kofax Communication Server
Kofax Communication Server Platform Fax (5 days)
Kofax Communication Server Platform Link (5 days)
Kofax Communication Server Enterprise (5 days)
Kofax Communication Server Advanced Links (5 days)
Kofax Communication Server Update (3 days)
Kofax Communication Server Administrator Training (3 days)
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Courses overview – What‘s New training
What's New in Kofax Capture 10? (8 hrs)
What's New in Kofax Transformation Modules 5.5? (8 hrs)
What's New in MarkView 7.1? (3 hrs)
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Courses – Learning format
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Courses - Learning format
Classroom
Live Online
On-demand Online
Computer Based
On-site Training
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Classroom Training
Attend a class in person with other
students in an interactive learning
environment
Regularly scheduled,
instructor-led classes
Held in training facilities
around the World
Courses - Learning format
Classroom
Live Online
On-demand Online
Computer Based
On-site Training
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Classroom Training - 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
Courses - Learning format
Classroom
Live Online
On-demand Online
Computer Based
On-site Training
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Live Online Training
Interactive training instructor-led
delivered online
Receive training
at any internet-connected location
Convenience of attending
a live class without travel expenses
Courses - Learning format
Classroom
Live Online
On-demand Online
Computer Based
On-site Training
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On-demand Online Training
Training and certification
without leaving your home or office
Pre-recorded training content delivered
via your web browser with downloadable
videos, materials and labs
Labs completed on your computer using
instructions and software downloaded –
nothing is shipped to you
Courses - Learning format
Classroom
Live Online
On-demand Online
Computer Based
On-site Training
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Computer Based Training
Download all class materials including
software, license, class resource files
and certification exam registration
instructions
Course content may be shared by
multiple people without extra costs
Courses - Learning format
Classroom
Live Online
On-demand Online
Computer Based
On-site Training
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Onsite Training
Any Kofax classroom course or Kofax
related topic can be taught to a group of
people at your premises
Examples of On-site Training courses:
Kofax Capture Onsite Training
VRS Elite Onsite Training
KTM Table Extraction: Best practices
Hands-on training for End Users
and for every other customer need…
Currently we offer training in English,
German, French and Dutch
Training - Partner Program
Partner Program, KC3, Benefits
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Training – Partner Program
Silver
15 % discount for each Training
Gold
15 % discount for each Training
1 x free of charge Training every year
(Partner training Voucher)
Platinum
15 % discount for each Training
2 x free of charge Training sessions every year
(Partner training voucher)
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Training – Partner Benefit
Higher product knowledge
Projects with higher quality in less time
15 % discount for every registration
Course Duration List price Discount Partner price
Kofax Capture 10.0 Essentials 4 days 2.020,00 303,00 1717,00
Kofax Transformation Modules 5.5 4 days 2.690,00 403,50 2286,50
FOC Partner training vouchers can be used for:
Classroom Training
Live Online Training
Computer Based Training
On-demand Live Training
Exchange 1 Training Voucher against 5 Certification Vouchers
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Training – Kofax Certified Capture Consultant Program
Kofax Certified Capture Consultant (KC3) Program
recognizes the highest level of technical competence
Three certificates are necessary:
Kofax Capture 10
Kofax Capture Network server 10
Kofax Transformation Modules 5.5
When certified as a KCCC (or KC³), individuals will obtain the right to use the
logos shown below on certificates, business cards, proposals etc.
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Training – End User Benefit
15 % discount for partners with every end-user registration
Higher customer satisfaction
Better understanding of the business environment
Customer gets overview of all possibilities with different products
Offer new ideas to the customer about how to process more /
different documents
Customer can support and monitor his system by himself
Fewer support calls
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Training - Pricing
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Classroom / Live online training:
Partnumber Description Duration Euro Discount
TR-8000-0101 Kofax Capture 10.0 Essentials 4 days 2.020,00 303,00
TR-8000-0110 Kofax Capture Customization 3 days 1.825,00 273,75
TR-8000-0501 Kofax Transformation Modules 5.5 4 days 2.690,00 403,50
TR-8000-3501 Kofax Capture Network Server 10.0 1 day 1.450,00 217,50
TR-8000-1101 Kofax Frontoffice Server 4.0 3 days 2.100,00 315,00
On-site training:
Partnumber Description Duration Euro Discount
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 Network Server 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 on-site training / workshops:
TR-8000-1101 Onsite Training 1 2.450,00 367,50
Training - Pricing
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Training schedule
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Training schedule
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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
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Rotkreuz (CH) Unterschweinstiege 8
60549 Frankfurt
04.06.2013 KC 10
11.06.2013 KTM 5.5
Training schedule
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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) .
For further information, please contact:
Rene Wenzel
Instructor
Phone: +49-174-3432506
Email: [email protected]