Bats training sample

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Business Acumen for selling Targeted Solutions

Written and developed by:

Byron B. Aulick, CDIA+, PDI+, Project+, ECMs [email protected] (508) 637-1508

V1.1 July 2015

“BATS” With the right bat, you can hit the ball out of the park!

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COPYRIGHT © 2015

No part of this document may be reproduced, electronic or printed, stored or transmitted electronically or mechanically without the expressed written permission of an executive or director of EWide Technology Solutions, Inc.For permission or if you suspect that this document or any portion thereof has been unlawfully copied, please contact EWide Technology Solutions, Inc. at 1-508-637-1508.

This publication is sold subject to the condition that it shall not be resold, traded, given away, lent or otherwise circulated without the publisher’s prior consent.

EWide Technology Solutions, Inc. accepts no liability for any claims, demands, losses, damages, costs or expenses suffered or incurred howsoever arising from or in connection with this courseware.

The information in this document is subject to change without notice. All trademarks are the property of their respective owners.

Copyright © 2015 by the ECM Institute

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CLASS AGENDA‣GENERAL BUSINESS TERMS

‣AUTOMATION IN THE WORKPLACE

‣BUSINESS WORKFLOW-101

‣WHAT’S IN IT FOR ME?

‣ INTRODUCTION TO TECHNOLOGY

‣CASE STUDIES

‣BRIDGING THE GAP

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THE PRESENTER.. BYRON AULICK

‣Author of these materials..

‣Based on 30 years ECM, 19 years Scanning Bureau, 15 years Teaching

‣OWN..

‣Ewide Tech, DataVault and ECM Institute

‣3,000+ students trained..

‣CDIA, ECM Master, Needs Assessment, Sales, Bureau, PDI+, Project+

‣Students worldwide:

‣International -S. Africa, Philippines, Nigeria, Turks and Caicos, Ecuador, Haiti, Puerto Rico

‣US -Denver, Phoenix, Topeka, NYC, Brooklyn, Leesburg, E. Orange, Lancaster, Mystic, Eau Claire, more ..

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Welcome to Class

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THE PURPOSE OF THIS COURSE‣There is a window of opportunity for helping companies become more efficient.

‣Owners are looking to do more with less [right-size], shave office expenses, increase outgoing invoices, become efficient.

‣AIIM projects that by the end of 2015 ECM should be a $4.2 billion dollar market. -Want some?

‣YOU need to know how to speak their lingo!

5Welcome to Class

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WHO SHOULD TAKE THIS COURSE?

‣Sales Reps

‣Solution Specialists

‣MPS jockeys

‣Service Techs passing leads

‣Staff in support of ECM solutions

‣Managers coaching same..

6Welcome to Class

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WE RESPECT WHO YOU ARE!This class does not teach you

traditional sales or ‘solution selling’.

Rather.. we teach how to strategically sell products and services that generate ridiculously high GP

Our focus is on high performance ECM sales:‣ Hardware [at full-list]‣ Software [ECM, Workflow, Advanced Capture]‣ Workflow Implementation Services‣ Document Conversion [scanning]‣ Consulting‣ Needs Assessments

7Welcome to Class

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WHAT TO EXPECT‣Ground, mid and high-level understanding of how ECM benefits clients

‣ Specific answers to specific questions

‣A shortened sales-cycle due to better understanding of business processes [workflow]

‣Happier customers

‣Your name on LinkedIn from clients raving with glee!

‣References

8Welcome to Class

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WHY ARE YOU HERE?Unfamiliar with business workflow processes

Need to know what to say.. and what NOT to say

Want to be more knowledgable in conversation

Realize that without sales, you are an unemployed expert!

Now… your turn.. intro. 10 mins

9Welcome to Class

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OPENING COMMENT‣Prospects know their business workflow

‣You know your hardware/software

‣How well you match the two, means how well YOU DO!

‣ Lets talk…

‣ “Clients would rather have a conversation with a rep in regards to general business operations, rather than a high pressure product/data dump!” -Keith Fierek

10Welcome to Class

Let’s get started!Cop

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General Business Terms

Section 1

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VOCABULARY ECM, CM, EDM, EDMS, DMS

SaaS, ASP, Cloud, Thin-client, Hosted

On-ramp device, Input device

Workflow/Collaboration, Process-centric Solutions

Kb (communications), KB (file sizes)

GB (groups of files), TB (total storage needed)

Thick-client, In-house (“on-premise”), Client/Server

Phases; Doc-prep, Capture, Index, Output, Archive, Retrieval

Data Extraction; Barcode, OCR/ICR, OMR, Match & Merge

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..all taught in CDIA+ trainingGeneral Business Terms

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Automation in the Workplace

Section 2

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‣Struggles offices have today;

‣Cant find, recreating

‣Crowded space, keeping files too long

‣Manual routing, rekeying into legacy systems

‣No tracking

‣Poor security due to physical paper

‣Wasting time & money

‣Not addressed = YOUR opportunity!

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PRESENT STATE

Automation in the Workplace

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AUTOMATION OPPORTUNITIES‣One for one matching solutions for targeted problems:‣manual filing out vs. forms automation software‣keying vs. capture that can extract during scan‣ rekeying from USPS paperwork into CP vs. integrating line-of-business app with ECM system‣passing paperwork vs. workflow software reducing times/saving money‣ spending xx$ in floor space/off-site storage vs. scanning‣FedEx vs. email link‣printing multiple times vs. routing‣no tracking vs. audit trail‣multiple versions vs. version control and check-in/out‣human error vs. OCR, ICR, BCR [given volumes]‣ time to process vs. streamlined operation‣Frivolous manual searching vs. key-field/full-text/Federated/Bolean/system fields

15Automation in the Workplace

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ROI FOR GOING DIGITAL

16Automation in the Workplace

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Business Workflow-101

Section 3

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Finance Dept: AP

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Automation can eliminate these steps!

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YOUR -PROFESSIONAL SERVICES AT WORK

‣Areas that generate income:

‣ “Match to PO” and “Copy and Distribute” and “Queued for Processing”

‣Rules within the Workflow system will route the PO and the Invoice to appointed party for processing.

‣ “Data Entry & Allocation”, “FILE” and “Archive”

‣Use ‘advanced capture’ to extract data from pages as they are scanned. Then, output images and index values into an ECM system to automated the filing [and archival] process.

‣ “Prep Client Re-bill”, “Attach Backup Invoices” and “Send Invoice”

‣A second process. Used when part of a larger invoice is “re-billed” to several parties. Simply configure another workflow [$$] to automate the process. No additional scanning/indexing needed.

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IT LOOKS LIKE THIS..

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Finance Dept AP

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HR Dept: Payroll

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PAYROLL PROCESS..

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Education: Student Records

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YOUR -PROFESSIONAL SERVICES AT WORK

‣Areas that generate income:

‣ For the students: “Submit Registration”

‣Create an electronic form to be the Registration form. Post online.

‣ For the Administration Dept. and Registrar: “Contact Employee”, “Min Standard”, and Rejection Letter”

‣Create workflow; Send pre-configured letters, match against predefined criterion, archive actions.

‣ For Faculty Advisor: “Suitable for Program” and “Write Letters”

‣Create workflow; Send pre-configured letters, match against predefined criterion, archive actions.

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Part 2 of 2Education Dept: Student Records

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I MAKE GOOD MONEY

‣Lets talk.. There is more than ‘Box-selling’. Lets talk..

‣New areas for profit:

‣GP in software

‣GP in professional services

‣GP in managed services

‣GP in cloud offerings

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MORE THAN 100% GP!

What’s in it for ME?

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WHO MAKES MORE?WHO OWNS THE ACCOUNT?WHO IS HARD TO UPROOT?

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VENDOR GP CONSULTANT GP

HARDWARE LEASE MAINTENANCE REPAIRS ADDITIONAL EQUIPMENT

25% x x x 25%

HARDWARE LEASE MAINTENANCE REPAIRS ADDITIONAL EQUIPMENT

ECM SOFTWARE MAINTENANCE ADDITIONAL LICENSES

PROFESSIONAL SERVICES -installation, configuration, users, groups, cabinets, rights, security

-workflow assessment, project plan, implementation plan,

-setup additional users, additional workflow processes

Full-list x x x 25%

100% 100% 100%

200%

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CORRESPONDENCE -LAW-FIRM

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Dawn%opens%email

Responds

Receives

Search%&%Find%Threads

Creates%Sub;Folders%my%email

Creates%Sub;Folders%Dawn's%

email

Carrie%accessesDawn's%email

Prints

A@achments? YESNO

Le@er

Saved%to%I:\Scanned%

Correspondence%Folder

Pleadings

Saved%to%I:\Scanned%

Pleadings%Folder

Separates

Collate%by%Thread

Compare%by%Thread

Put%in%reverse%chronological%

order

Remove%Duplicates

Hole;Punch File Distribute,%as%needed

Scans

Drag%&%Drops%Email

DRAWING A - EMAIL TO FILE WORKFLOW - EXISTING

File%Cabinets

Drawers

Accordian%Files

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DRAWING B - EMAIL TO FILE WORKFLOW - PROPOSED

Dawn%opens%email

Responds

ReceivesSearch%&%Find%

Threads

Carrie%accessesDawn's%email

Hits%Bu=on:"Save%to%DMS"

Chooses%the%Category%from%a%DropDdown%List

Adds%Index:%[Name,%Case#,%

etc]

Stores%With%or%Without%A=achments

Note: Workflow rules may route document to another user who plays a role

[predefined workflow].

CORRESPONDENCE -LAW-FIRM

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GET SOME JAVA, THEN LET’S TALK..

‣You have now seen what a workflow looks like. Now lets discuss how you can use your new-found business acumen knowledge to:

‣Bring in more business

‣ Speak with confidence

‣ Spark intelligent questions

‣Map what you are selling to what they can use!

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NEXT STEPS..‣ Optionally partner with us to;

‣ create and deliver webinars to showcase your offerings

‣ typically twice a month.. Why?

‣use us to represent you on phone calls or joint presentations

‣help you with proposals

‣ create and deliver Breakfast Seminars (one to many)

‣ conduct product roll-outs for existing clients

‣ further your education

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be your subject-matter expert, on call…

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CONTACT US

Byron Aulick, CDIA+, Project+, PDI+, [email protected]

(508)637 - 1508 office (508) 314 - 7097 cellSKYPE: byronaulick

LINKEDIN: https://www.linkedin.com/in/byronaulick

We can help you be SUCCESSFUL!

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https://www.linkedin.com/in/byronaulick

Bats training sample

Education

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