16.45-17.15_Non-Standard Licensing and Configuration_Jessica Bethune_Sales Track

7/29/2019 16.45-17.15_Non-Standard Licensing and Configuration_Jessica Bethune_Sales Track

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Jessica Bethune

Manager, Deal Desk EMEA

Non-Standard

Licensing & Configuration


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Introduction EMEA Deal Desl

Support EMEA Sales Field and Management with a 360Forecast Review and Risk Assessment

Coordinate Contract Reviews for all Reseller, Professional

Services, (BPO- ) End-User License and Support Agreements

Subject Matter Expert Guidance to the EMEA Sales Teams for

any Revenue Recognition questions or Legal/Finance relatedcontractual implications

Non-Standard Deal Structure Guidance


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The Central Link between Sales Field and Backoffice

Slide 3

Order Fulfillment/ Invoicing/Cash Collection

Approval & Post-Sales Team

DSF, AX, SFDC

emeadeals

@kofax.com

Contracting Team

Legal

Forecast

Bid Mgmt Team

- Reseller Coverage, Outreach program, Gold & Silver Partner Support

- 360 Forecast Review & Sales Support, Contract Negotiations, Backoffice Coordination

- Reports and Analysis, RFP Creation, Non-Standard Transactions such as ELAs, Financing, Novations and any other

escalation coverage

Sales Administration- Support on transactions (License Reductions,

Migrations, System Updates, Evals, )

Thomas SengerSVP

Joe Rayfield

(UK)

Sales

Field

CARs

Hans Jacobs

(Benelux)

Sales

Field

CARs

Peder Daxberg

Channel &Alliances

Ansgar Eickeler

Germany SD

Sales

Field

CARs

Stephan Zeise-

GoettATEM/CH SD

Sales

Field

CARs

Alexis Vernieres

(Latin)

Sales

Field

CARs

Max Botta

(Italy)

Sales

Field

CARs

Dragutin Ivaci

(Emerging)

Sales

Field

CARs


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Non-Standard Deal Structures

Kofax has the possiblity to provide some flexible deal structures,

however within the tightly limited rules of Revenue Recognitonpolicies.

These deal structures are normally limited to large initial

investments

Examples of Deal Structures can include

Enterprise License Agreements

Term Licenses

Rental Licenses

Consumption-based Licensing Models

Mobile Capture based on a 2 year Term License with optional

2nd year Support renewal


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3rd Party Deal Financing

Financing Agreement to be signed between End-User and

Financer

Can offer operating or finance leases

Can spread budget payment over multiple years in annual or

quarterly invoicing

Still requires good credit of End-User

Contact your Kofax Sales Represantitive and/or the EMEA Deal

Desk should your End-User require 3rd party Financing

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Technical Support

Kofax offers a standard support service for all customers and

partners world-widewww.kofax.com/support

Technical Support Team have statistics on request demonstrating

excellent customer satisfaction and benefits of support coverage

Standard Support Fees are calculated at 20% of the current

Global Price List item.

All Resellers are asked to provide First Level Support to the End-

Users to receive the full Reseller Discount on Support Fees.

Where Reseller does not provide FLS there will be a maximum

discount of 15% on Support Fees.

Timely renewals of support contracts are important to ensure

there is no break in support provision and to avoid any re-

instatement fees

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http://www.kofax.com/supporthttp://www.kofax.com/support


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Master PS Agreements

The Reseller Agreement does not include appropriate terms for

PS Deliveries therefore we will ask you to sign a Master PS

Agreement in addition for any order received for Professional

Services.

It also does not include any form of Subcontracting please

contact the local PS Manager to mutually agree to such acontract.

The MPSA is the basis the Statement of Work will outline the

actual milestones and agreements for the current

project/deliverable.

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BPO Agreements

A Business Processing Outsourcing (BPO) agreement is a contract between a

client company and a third-party service provider to take over a (non-)core part

of the client's business operations. The agreement is structured as a

performance contract. It governs a long-term arrangement where the third-party

firm often acts as an agent of the client company or provides an important link in

the operational chain.

An outsourcing relationship has many complex components. The client company

is concerned with quality substitution and efficient transfer of business functionsthat were once handled in-house and are now going to be handled by an outside

company on its behalf. Service providers are concerned with scope of service,

performance measures, and benchmarks to ensure there is an objective

standard in place to assess work quality. As a result, the BPO agreement is a

unique document that resembles a performance contract much more than it

does an ordinary Sales or Service Contract.

To Kofax, BPO-Customers are direct customers with the additional right to

use the purchased SW Licenses to provide services to third parties.

A BPO License and Support Agreement does not grant the right to resell

Kofax Products and the Reseller Agreement does not grant the right to use

as BPO!


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Allowing Reseller to sell to BPO-End-User

Special Note to be included in final SW Quote:

Kofax agrees in this exceptional transaction that the End User

License Agreement in place between Kofax and the End

Customer as provided with the resold software is amended by

the following additional sentence added to the end of Clause 1

Software License:

In addition to the license, which generally prohibits the

use of Software in connection with providing document

handling services on behalf of clients as a business

process outsourcer or service bureau (Services), Licenseeis hereby authorized to use the Software for such

purposes, as evidenced by one or more valid order

documents.

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Referral Agreements

KFX to sign Referral Agreement with a 3rd party that has not

signed a standard Reseller Agreement / does not want to act as a

Reseller for this individual transaction

2-Page Base Agreement signed once, with individual schedules

to be attached per transaction.

Once contract has been mutually agreed, Kofax will require an

Invoice with the agreed value to be able to pay the Referral Fee.

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Your Feedback, please!

How can we support fast-tracking your business?

common issues?

Licensing rules?

Pricing Configurator?

eCommerce possibility?

credit card payments?

additonal tools in Partner Portal?

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For further information, please contact:

Jessica Bethune

Manager, Deal Desk EMEA

Phone: +49 69 271 3998 7189

Email: [email protected]

16.45-17.15_Non-Standard Licensing and Configuration_Jessica Bethune_Sales Track

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