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
Agenda
Why do we use Storyboards?
What are Storyboards?
Which Storyboards are available?
Storyboards for Kofax Partners
2
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
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
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
What are Kofax Storyboards?
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
7
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
8
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
9
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
10
Storyboards for Kofax Partners
Increase bandwidth and qualified
Sales opportunity pipeline
Pre-built Kofax Storyboards and demonstration environment
12
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
13
Analyze & Understand
Extending Storyboards Impact to drive Partner revenue
Train your Sales & Pre Sales
Thank you !
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