Beyond MPS: What You Can Next Offer Your MPS CustomersThomas Schneck, President DocuWare AG

March 22nd, 2011

Company profile

• DocuWare: a pioneer in document management

� Founded in 1988 by the present directors

� Over 7500 installations and more than 100,000 satisfied customers

� In use in over 70 countries

� Subsidiaries in the USA, Great Britain, France and Spain

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Sales Trends of DocuWare Group with Partners in Millions of € The DocuWare Group worldwide

Comprehensive Offering

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Knowledge Management

Workflow/ Process Management

DocumentManagement

EnterpriseContentManagement(ECM)

Electronic Archiving

Web Content Management

Document Retrieval

Input-/Output-Management

Problem: Information Silos

• 1 Process – 4 Searches

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Paper E-Mail PC File ERP data

Solution:Document Management

• 1 Document Pool for All Document Types

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Paper E-Mail PC File ERP data

Your Benefit: Complete Process at a Glance

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Your Advantage: Automatic Workflows

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� Status Overview of All Processes

� Easy to Use – Workflow Control Using Stamps

� Fast and Efficient Processes

DMS saves time and lowers costs

Stamps

Status/Tasks

Winner 1/12/2008

APPROVED

Winner 1/12/2008

APPROVEDWinner 1/12/2008

APPROVED

Designed to be Sold by the Channel

• DocuWare: user-friendly, intuitive document managem ent

� Easy to learn

� Simple to administer

� Project volumes: $15,000 –$30,000 software, hardware, & professional services

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� Excellent to present

� Available in over 15 languages

� Target group: SMB 20 to 500 employees

Document Optimization Strategies

-OUTPUT-Print

Optimization with MPS

-INPUT-Workflow

Optimization with DMS

Client Engagement Model

Manage Environment (MPS)

Optimize Infrastructure (Hardware)

Streamline Workflows (DMS)

When do we discuss the MPS-DMS Lifecycle?

• During initial assessment – Tactically

� To further enhance benefits

� Differentiator to other MPS offerings

� Involve more C-level people

• As part of on-going optimization and enhancement process – Strategically

� To deepen account relationship by providing additional value

The 10 questions to ask to uncover a DMS opportunity!

• As a follow up to MPS questions …

� Are your printed documents moved around the company?

� Are you printing the same document at different stages?

� Are your printed documents filed internally?

� Are your printed documents retrieved at a later point?

� Do you have to provide printed documents to customer at a later point?

� Are printed documents re-assembled at a later point?

� Are printed documents marked up at a later point?

� Are you using office space for filing space?

� Are you paying for inter-office couriers?

� Are you are paying for off-site storage?

"Measure once SELL twice"

• DMS ROI can be based on same clear Metrics as MPS

• Software – based decision tool

� Flexible for different business scenarios

• Different ROI Strategies

� Cost savings

� Process improvement

� Resource re-allocation

Complimentary to MPS Analysis Tools

DMSAnalysis Information

FMAudit Link to DW

ROI Categories – Cost Savings

Starting Point 1,140

3

0.5

45

35%

$ 28

$ 156

$ 3,975,000

68

8.5 %

54

$ 12,960

ROI Categories – Process Improvement

1

25%

4

6 h

$8,300

$16,600

ROI Categories – Resource Re-allocation

ROI Presentation

So many more Synergies ...

CFOs

Consultative Sales People

50-500 employees

• Company: Legal - Rochester

• MPS opportunity:

� Current MFP client looking to automate meter reads explore MPS opportunity to save costs in printing

� Installation of FM Audit Onsite

− Discovery of high volume laser printer by internal IT and sales rep resulted in end user interview of the rationale/work process supported by high monthly print volume

− Legal time sheet reports are printed monthly and distributed to paralegals/attorneys to be validated and marked up for client billing

� DMS opportunity: − Handle current paper-based time sheet process electronically

− Capture time sheet reports right from print stream, route documents electronically, have lawyers mark them up electronically, store them electronically

− Resulted in document management sale of $ 24,400 with healthy margins

Case study

Why we all need Document Management

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Both managers and staff use 50 percent of their time searching for information. As a result, they can only use the other half of their day to actually make use of that information.

Source: Reuters Study

Standard Software – Flexible and Scalable

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� All Types of Industries

� Corporations� Institutions� Government

Agencies

� Small-sized Businesses

� Mid-sized Businesses

DMS – for all Companies and Public Enterprises

DocumentManagement

For All Industries

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Banking / Insurance /

Financial Services

Banking / Insurance /

Financial ServicesServicesServicesRetail / WholesaleRetail / Wholesale

EducationEducation

Transport / Logistics

Transport / Logistics

Production Industry

Production Industry Health CareHealth Care

Public Enterprise / Administration

Public Enterprise / Administration

DocumentManagement

For All Departments

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Banking / Insurance /

Financial Services

Banking / Insurance /

Financial ServicesServicesServicesRetail / WholesaleRetail / Wholesale

EducationEducation

Transport / Logistics

Transport / Logistics

Production industry

Production industry Health careHealth care

Public Enterprise / Administration

Public Enterprise / Administration

ProductionProduction

Research & DevelopmentResearch &

Development

Quality AssuranceQuality Assurance

Human ResourcesHuman Resources

LogisticsLogistics

AccountingAccounting

Purchasing and Controlling

Purchasing and Controlling

SalesSales

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Freeing up precious employee time!

Pachis de la Garza

BMW Service Manager

Moritz BMW, Dallas, TX

Between my six Service Advisors, I’ve saved 120 hours a month in time formerly spent on document retrieval. Document Management is a key component in helping my department keep pace with our business.

Customer goal: Doing more with less

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Automate Processes – With a Mouse Click

Marsha Hadd

Accounting Supervisor

American Engineering Testing, Inc.

My Staff and I can now track an invoice throughout the entire approval process. With one glance I know which invoices have been pending approval for too long and my staff can easily e-mail a higher level manager for approval. ECM has improved each employee’s document accountability. I no longer receive collection calls for invoices that I was unaware had been lost in our paper-based approval system.

Customer goal: Workflow automation

out in the field

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at home at a customer’s office

in the office

Customer goal: Mobility

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Access Information Worldwide

Nancy Gerber

Engineering Technical Aid

Structural Integrity Associates

ECM’s ability to capture and store our project information in a way that will never be lost is the biggest advantage the system has brought our company.

The fact that documents can be retrieved at a moment’s notice has improved our productivity and given us a competitive advantage.

Customer goal: Mobility

Follow the Money

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51%

37%

36%

49%

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Success with DMS

Roles in Sales Process

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First-Class Instruction and Training

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� Self-study online training courses: study when and where you want and at your own pace

� Intensive classroom training: acquire solid sales and product knowledge

� Regular training courses, workshops and Webinars on the latest topics, product enhancements and new content

In-House Use of DMS software

• Immediately apply new knowledge

� Accumulate project & configuration experience

� First reference for customers

� Profit directly from DMS yourself

� Sales people experience firsthand the benefits-become comfortable with DMS

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Structured Sales Process

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• Always benefit-oriented

� All steps clearly defined: from lead generation to closing and subsequent account management

� Specially tailored to sales of solutions

LeadGeneration Solution Offer Closing Account

Management

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• Sales and technology specialists working together

Structured Sales Process

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Sales professional

Solution specialist

LeadGeneration

Solution Offer Closing AccountManagement

Structured Sales Process

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• Intensive sales support for all phases of solution sales

� Comprehensive marketing and demo material: Print, Web, Video …

� Numerous templates and services

� Partner branding possible for many media

LeadGeneration Solution Offer Closing Account

Management

Support in the field

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On Site support for every stage of the structured sales processOn Site support for every stage of the structured sales process

Briefing / Marketing plan / Setting the deadline for first info seminar (in about 6 weeks)

Kick offKick off

Complete DMS training courses / Configuration and installation of in-house system

Technical know-howTechnical know-how

First info seminar / Present DMS in its entirety "from start to finish"

Obtain prospectsObtain prospects

Develop individual solutions and ROIs / Draw up individual presentation

Design solutionsDesign solutions

Closing presentations to decision makers /

Continue to fill sales pipelineObtain leadsObtain leads

Create full solution or requirements specification / Repeat and perform sales activities / Update marketing plan

Complete projectsComplete projects

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Profiles of Success

• Example: Royal Imaging Services, LLC, Houston, TX

� Authorized DocuWare Partner (ADP) since 2004

� Dealer Type: VAR/Service Bureau

• Preferred Marketing Strategy

� Optimization of Internet Search Engines

� Participation in Lead Groups

� Involvement of Direct Sales Team

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2010 Sales with DocuWare: $ 1,288,0002010 Sales with DocuWare: $ 1,288,000

Existing customers

Recurring Maintenance

$215,000

Hardware $ 256,000

New customers

Development of sales with DocuWare

500 %

100 %

300 %

2005 2006 2007 2008 2009 2010

Professional Services

$ 327,000

Software $ 490,000

Profiles of Success

• Example: J & H, Inc., Bozeman, MT

� Authorized DocuWare Partner (ADP) since 1996

� Dealer Type: Copier Reseller

� Total revenues in 2010: $ 6m

• Preferred Marketing Strategy

� Direct phone calls to potential customers

� Utilizing business partners to recommend DocuWare to clients in a vertical market

� Informational Seminars

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2010 Sales with DocuWare: $ 990,0002010 Sales with DocuWare: $ 990,000

Existing customers

Recurring Maintenance

$ 430,000Hardware $ 40,000

Development of sales with DocuWare

200 %

0 %

100 %

2005 2006 2007 2008 2009 2010

Professional Service s$ 80,000

Software $ 440,000

New customers

Profiles of Success• Example: Impact Networking, Chicago, IL

� Authorized DocuWare Partner (ADP) since 2006

� Dealer Type: Copier reseller

� Total revenues in 2010: $ 30m

• Preferred Marketing Strategy

� Qualifying clients and setting appointments through our general sales force of 35+ reps

� Quarterly “Tech Shows” with a minimum of 25-30 attendees at various events (5 Chicago Blackhawks Events per year with 50+ companies, 100+ Attendees)

� 18 Impact local tech shows per year

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2010 Sales with DocuWare: $ 1,800,0002010 Sales with DocuWare: $ 1,800,000

Development of sales with DocuWare

300 %

100 %

200 %

2005 2006 2007 2008 2009 2010

Existing customers

Recurring Mntce. $ 200,000

Prof. Services $ 750,000

Software $ 300,000

New Customers

Hardware $ 550,000

Thank You for Listening