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

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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- 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

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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

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

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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

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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

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Kofax Education Services

Kursüberblick

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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)

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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)

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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)

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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)

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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)

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Kurse – Learning format

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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

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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

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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

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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)

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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.

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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

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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

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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

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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