Stephan Zeise – Gött RVP Solutions & Software CEE

Wolfgang Theiner Channel Manager CEE

KOFAX – CEE Partner Connect 2013

Baden, Austria

WELCOME!

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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.

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

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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 Gött – 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

Partner Connect – Your Day

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General Session – Großer Rittersaal Presenter

8:45 AM 9:15 AM Welcome, Registration, Coffee

9:15 AM 10:00 AM Welcome to Partner Connect Austria:

Kofax EMEA UPDATE – Vision & Strategy

Stephan Zeise-Gött

Wolfgang Theiner

10:00 AM 10:20 AM Event Sponsor: Canon Europe Brennan Peyton

10:20 AM 10:45 AM Tea & Coffee Break

10:45 AM 11:05 PM Event Sponsor: PFU Imaging Solutions Europe Ltd - a Fujitsu

Company Valérie Phakeovilay

11:05 AM 12:30 PM Kofax Investment in Partners -

Enablement, Marketing, Training, PS

Eva Schluppkotten

Wolfgang Theiner

Rene Wenzel

12:30 PM 1:00 PM Winning with Kofax - Learning from Sales Success Stories Robert Pecanka

Michael Kalaus

1:00 PM 2:00 PM Lunch & Networking

Sales Track - Großer Rittersaal Presenter

2:00 PM 2:45 PM The Kofax Storyboard Usage - A Sales Person's Perspective Holger Schreyer

2:45 PM 3:45 PM Kofax Point of Origination Strategy - Positioning & Pitch Daniel Schmidt

3:45 PM 4:30 PM Spotlight Workshop: Using the Kofax Insurance Storyboard Michael Schechter

Bo Jin

4:30 PM 4:45 PM Tea & Coffee Break

4:45 PM 5:15 PM Kofax Pricing & Configuration

Enterprise Licence Agreements & Contracts Jessica Bethune

5:15 PM 6:30 PM Hands On Workshop in sub-groups:

Mapping a Kofax solution to a customer need

Robert Pecanka

Michael Kalaus

6:30 AM 6:45 PM Wrap Up and Close – all together Stephan Zeise-Gött

Wolfgang Theiner

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Partner Connect – Your Day

Technical Track - Herrensalon Presenter

2:00 PM 2:45 PM KTA Round Trip Demonstration Des McCafferty

2:45 PM 3:30 PM The Kofax Storyboards - Technical Overview and Demonstration Holger Schreyer

Michael Schechter

3:30 PM 4:30 PM Kofax Point of Origination incl. Kofax Mobile Capture

(KFS, KWC, KMC & SDK) - Technical Overview

Stefan Reiff

Fatih Karaoglu

4:30 PM 4:45 PM Tea & Coffee Break

4:45 PM 5:45 PM Kofax Transformation Modules

Advanced Track & What's new in KTM?

Bo Jin

Fatih Karaoglu

5:45 PM 6:30 PM Workshop: Supervised first use of Storyboard VM

(Three groups: beginner, advanced, expert)

B: Stefan Reiff

A: Fatih Karaoglu

E: Bo Jin

6:30 AM 6:45 PM Wrap Up and Close – all together Stephan Zeise-Gött

Wolfgang Theiner

Floor Plan & Conference Rooms

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Housekeeping

2 different Tracks in the afternoon – Sales & Technical

Technical Track: „Herrensalon― (Ground Floor)

Sales Track: „Großer Rittersaal― (same as General Session)

USB Sticks with Kofax Storyboards

Networking Breaks:

Morning Break: right outside of „Großer 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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Stephan Zeise – Gött RVP Solutions & Software CEE

Kofax Corporate Update

Who is Kofax?

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Kofax: Global Presence

Successful

Customers: 20,000+

Software seats: 150,000+

ERP, CRM, LOB integrations: Tens of

thousands

Headquarters: Irvine, CA

Founded: 1985

Employees: 1,200+ in 37 countries

Channel partners: 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

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

Harvey Spencer Associates

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Leader in Forrester‘s Multichannel Capture Wave™

Highest

position!

Strongest

market

presence!

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.

Enterprise capture*

Batch content capture*

Batch image capture*

BPM software visionary**

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

** Gartner‘s Magic Quadrant for Business Process Management Suites, Oct. 2010, Jim Sinur and Janelle Hill

Leader in

Capture Enabled BPM™

THANK YOU!

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> 60% License Revenue in CEE influenced by Partners

…and what‗s next?

0% 10% 20% 30% 40% 50% 60%

50-500 employees 500-5,000 employees 5,000+ employees

How Are Organizations Capturing Information?

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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

Source: ―Capturing Data to Multiple Business Processes – what‘s holding you back?‖, AIIM 2011

0% 10% 20% 30% 40% 50% 60% 70%

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

Capture Enabled Processes: Many Processes

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Source: ―Capturing Data to Multiple Business Processes – what‘s holding you back?‖, AIIM 2011

0% 10% 20% 30% 40% 50% 60%

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 don‘t really

lend themselves to this

The overhead of setting up each process

makes it uneconomic

We don‘t have the handling capacity

The technology of our scan and capture

isn‘t 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

Don‘t know/never gotten around to it

We are working on it right now

Looking Toward Capture Enabled Processes

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Source: ―Capturing Data to Multiple Business Processes – what‘s holding you back?‖, AIIM 2011

0% 5% 10% 15% 20% 25% 30%

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

None — we‘re capturing the exact

amount/type of documents we want

Some — we‘d like to capture a couple

(1 or 2) more document types to our

business processes

More — we‘d like to capture many more

(3 or more) document types to our

business processes

Much more — we‘d like to expand our

capture system to initiate additional

business processes

Significant — we‘d like to expand our

use of our capture system to other

business lines or divisions

Massive — we‘d like to standardize on our

capture system to capture every document

coming into our enterprise

Future Plans for Capture Enabled Businesses Processes

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Source: ―Capturing Data to Multiple Business Processes – what‘s holding you back?‖, AIIM 2011

Pillars of Success

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Focus!

ac

tive

to

p

roa

cti

ve

pro

du

ct

to

s

olu

tio

n

tac

tic

s to

s

tra

teg

y

Go-to-Market

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From tactical opportunity handling to strategic account planning & execution

Focus Accounts

high potential and/or strategic significant revenue expected

within FY proactive direct touch dedicated account planning strategic partner involvment

Kofax Account Excutives

Kofax Commercial

Account Representative

`CAR`

Commercial Accounts

YO

U

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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