2.1 Kofax Partner Connect 2013 - Nutzung des Kofax Storyboards - Aus der Perspektive von Sales

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Kofax Storyboards - Overview Frankfurt, 31. Januar 2013 Michael Schuler, EMEA Presales

Transcript of 2.1 Kofax Partner Connect 2013 - Nutzung des Kofax Storyboards - Aus der Perspektive von Sales

Page 1: 2.1 Kofax Partner Connect 2013 - Nutzung des Kofax Storyboards - Aus der Perspektive von Sales

Kofax Storyboards - Overview

Frankfurt, 31. Januar 2013

Michael Schuler, EMEA Presales

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Agenda

Why do we use Storyboards?

What are Storyboards?

Which Storyboards are available?

Storyboards for Kofax Partners

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Just because you can doesn’t mean you should

from a demonstration perspective, Just because you could show something doesn’t mean you should show something

Better no demo than a bad demo

Learning from other peoples mistakes

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There are old pilots and brave pilots there are no old brave pilots

from a demonstration perspective Don’t take risks in a demonstration

Learning from other peoples mistakes

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The more I practice the luckier I get

Gary Player, Widely regarded as one of the greatest players in the history of golf.

Learning from The Masters

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What are Kofax Storyboards?

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Storyboards are Sales Tools developed by Kofax EMEA Pre Sales

Each Storyboard is designed to support the solution sale for:

Kofax Point of Origination solutions

Kofax Mailroom solutions

Kofax Invoice Capture Processing solutions

Kofax Capture Enabled BPM solutions

…and more

Localized UI and PPT for seven languages now

Storyboard Overview

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1. PowerPoint slides 2. An actual physical demonstration environment (VMware)

• Hardware and software infrastructure • ‘content’ (Kofax batch class, images, any supporting software )

3. Step by step guidance on a specific Storyboard scenario • Create this batch class, use these images • Show this feature, highlight these points

Storyboard Structure

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Storyboard PowerPoint slides consists of Four Sections:

The Challenges faced in your business: 1. Provokes discussion

How Kofax can address these challenges: 2. Showcases a solution

A use case: 3. Sets the scene for the demonstration

The demonstration: 4. Using fully functional software or slides

Getting to know the value of Storyboards

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Storyboards include a Live Use Case VM demonstrations and scripts:

Full VM Environment: Demonstrates the Use Case live

Fully documented Script: Step by Step guide through the demo

Demonstration included in the Presentation: Slides can also be presented by a Sales Person if the Pre Sales Engineer is not available

Adaptable: The VM environment can be adapted for the Opportunity

Getting to know the value of Storyboards

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Storyboards for Kofax Partners

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Increase bandwidth and qualified

Sales opportunity pipeline

Pre-built Kofax Storyboards and demonstration environment

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Storyboards are self contained and require the Kofax Partner to use their own Kofax licences and third party licences

At the Partner Connect event partners will get Storyboard v 2.1 of solutions for:

Kofax Point of Origination solutions (incl. Mobile Capture)

Kofax Mailroom solutions

Kofax Invoice Capture Processing solutions

Kofax Capture Enabled BPM solutions

Kofax Case Management (FoI, Government Scenario)

Storyboards for Kofax Partners

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Analyze & Understand

Extending Storyboards Impact to drive Partner revenue

Train your Sales & Pre Sales

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Thank you !