Building A Bigger Business With Kofax: Partner Program Update

Phillip Jones, Vice President, Field Enablement

Thank You !

Building A Bigger Business With Kofax

We Hear You (Q2 2013 Partner Survey)

More than 240 Partners provided feedback to Kofax through a brief survey that measured performance in areas such as pre-sales support, ordering and processing, products, technical support, maintenance and renewals, development and training, and communication. The scores were aggregated by Satmetrix and then reviewed by senior leaders across Kofax.
Partner Average Satisfaction
Pre-Sales Support Ordering & Processing Product Portfolio & Quality Technical Support Maintenance & Renewals Development & Training Communication
0 1 2 3 4 5 6 7 8 9 10

What you said you liked: Products (quality, reliability, and

breadth of portfolio)

Where you told us to improve: Better Communication More Growth Opportunities (leads
and joint business development)

People / Support (in general) Company Reputation (Established in

marketplace, track record)

Pricing / Licensing model Trust / partnership Ease of doing business

(Maintenance Renewal process)

Weve Made A Massive Investment in Enablement

KOFAX GLOBAL SALES PROCESS PARTNER ENABLEMENT MODEL

SALES TECHNICAL SALES CONSULTANTS TECHNICAL SUPPORT

Kofax Basic Training BASIC TRAINING

Self-Study Online Courses and Tests ~ Available 24 x 7 ~ Free For Approved Kofax Partners Foundation-level Topics Including: Kofax Strategy and Positioning, Products, Services, Target Industries, Solutions

Kofax Field Enablement

Kofax Launch Training LAUNCH TRAINING

Self-Study Online Courses and Tests ~ Available 24 x 7 ~ Free For Approved Kofax Partners Foundation-level Overview of New Products and New Versions of Existing Products

Kofax Field Enablement

Kofax Product Training PRODUCT TRAINING

Instructor-led and Self-paced Options ~ Available Worldwide in Kofax Training Centers and Partner Facilities Professional Hands-on Training To Develop Technical Skills Around Kofax Products ~ Proctored Certification

Kofax Education Services

Kofax Expert Training EXPERT TRAINING

Instructor-led and Self-paced Options ~ Available Worldwide in Kofax Offices and Partner Facilities Workshops That Share Real-World Best Practices to Build Deep Proficiency Around Kofax Solutions and Products

Kofax Field Enablement

Connections EVENTS
Sales Kick-off ~ Invitation-Only Annually In Las Vegas

Partner Connect
Regional Conferences Bi-Annually (Locations Vary)

Transform
Partner/Customer Conference Annually In San Diego

Kofax Field & Corporate Marketing

Partner News Brief COMMUNICATIONS

Bulletin Broadcasting Important Announcements Twice a Month (Need to Opt-In to Receive Emails)

Partner Webinars
Live Teleconferences Addressing Hot-Topics Twice a Month

Kofax Channel Team

Kofax Partner Portal ONLINE RESOURCES

Comprehensive Web-Based Self-Service Center Secure Access For Authorized Partners

Kofax Knowledge Base and Forums

Web-Based Information-Sharing Communities Secure Access For Authorized Partners

Channel Team & Technical Support

Sales Training SALES RESOURCES

Solution Selling Methodologies
Upon Request ~ Partner Facility

Storyboards
Sales Accelerator Kits
Distributed at Partner Connects Events

Demos
Solution Demonstrations
Distributed at Partner Connect Events

Kofax Field Enablement

Kofax Basic Training - Kofax Launch Training

Foundation training for all

New and existing products

Over 45 online classes

Always Free

24 x 7

Over 700 partners registered

7

Kofax Product Training

Live on-line

Classroom

Self-paced on-line

Computer-based

15% discount

Certification
8

Kofax Product Training

Exceptional pricing on top courses Kofax Capture 10 Kofax Capture Network Server 10 Kofax Transformation Modules 5.5 Kofax Import Connector 2.0 Kofax Front Office Server 4.0 Kofax TotalAgility 6.0 Kofax Mobile Capture

Promotion Ends June 30 2013

Kofax Expert Training

Real-world experience Best practices Tips and tricks

Live or self-paced

Free to eligible partners Active in the partner program Completed formal product training

Submit your requests to: field.enablement@kofax.com

10

KOFAX GLOBAL SALES PROCESS PARTNER TRAINING OPTIONS

Learning Mode Subject Area Classroom Training 15% off standard list price

INSTRUCTOR-LED TRAINING OPTIONS Product Training

On-Site Training 15% off list plus instructor travel and expenses Live On-Line Training Kofax Sales Training

SELF-STUDY OPTIONS Enablement

Kofax Expert Training Kofax Basic Training Kofax Launch Training

Product Training
On-Demand Online Training 15% off standard list price Computer Based Training 15% off standard list price

Category

Price

To be determined Interactive training delivered via the web by a live Kofax instructor

Free

Free

Free

Free

Location

Kofax training Center

Onsite Training at a Partner facility

Kofax facility or onsite at a Partner facility

Kofax facility or onsite at a Partner facility

Online (Via Kofax Enablement Portal)

Online (Via Kofax Enablement Portal)

Online via Kofax Server 20 X 7

Self-paced via downloaded materials

Number of Attendees

Varies by Kofax facility (10-20)

Varies by partner facility (6-20)

12-16

Up to 25

Up to 25

No maximum

No maximum

Approximately 100 Concurrent Trainees Rolling availability up to maximum Trainees Yes

No maximum

Availability

Per published regional schedule

Dependent on Kofax instructor availability

Dependent on Kofax instructor availability

Upon Request

Upon Request

24 x 7

24 x 7

24 x 7

Contributes to Certification

Yes

Yes

Yes

No Contact your Kofax Channel Account Manager or email field.enablement @kofax.com

No Contact your Kofax Channel Account Manager or email field.enableme nt@kofax.com Provides best practices surrounding KTA, KTM and Kofax Mobile Capture

No

No

Yes

How to Register

Via links embedded in schedule

Email training@kofax.co m

Via links embedded in schedule

Real time registration and class launch

Real time registration and class launch

Registration via links on the OnDemand web pages

No registration required Purchase only

Comments

Content can be customized to fit the time available

Events

12

Partner Connect
Focus on training for Sales and Pre-Sales Free conferences - delivered regionally One day event two times a year Consistent format Exclusive access to unique content Sales Training Storyboards Demos Tools

13

Communications
Emails Partner News Brief Bulletin broadcasting important announcements Twice a month Need to opt-in to receive emails

Webinars Live teleconferences addressing hot-topics Two/Three times a month Ask The Expert Series

14

Online Resources

Kofax Partner Portal

Kofax Knowledge Base and Forums

15

Maintenance Renewal Process

16

Maintenance Renewals Process

You told us Improve the maintenance renewals process

We listened Invested in our systems Improved the quality of renewals data Send the renewal quotes 90 days in advance Revised the policy for late renewals

Let us know how were doing We are committed to optimizing this process

Kofax Solutions Program

18

What Are We Doing?

Increasing our focus on solutions that

solve specific business challenges

Targeting line of business buyers in our

messaging and positioning

Creating solution assets and frameworks

to help us execute around hot market opportunities

Grow the market for Kofax technology

Kofax Solution Strategy

Smart Process Solution Concept
Marketing assets targeting common line of business challenges Designed to stimulate customer demand

Smart Process Solution Template

Kofax Prototype and ROI targeting common line of business challenges Designed to promote the possibilities of a customized solution Solution prototype is to be used as a sales aid Customer Onboarding For

Smart Process Solution Framework

A bundled entry level offering targeting common line of business challenges Reflects best practices an ideal base for developing and deploying a solution Solution framework created by Kofax Product Development Team customize and implement

Mortgage Aligned withOrigination Product Strategy, emphasis on Mobile Claims Processing

Citizens Benefits Life Cycle No development, however Clinical Documentation potential future candidate for Process Solution Template Smart

NoRetail pricingBanking used as a catalyst to drive .. sales

Mailroom Automation Provides .. a starting point for clients to

Cloud/SaaS Platform Opportunity

Mobile Smart Apps Mobile Mortgage Mobile Claims .. Drivers License Expense Management Bill Pay
20

AP Automation

How Do Partners Fit In?

Sign up to resell and implement these

solutions

Bring forward existing solutions

Partner with us to develop new solutions

21

Kofax Customer Reference Program

22

Objectives
Establish a large pool of customers in various industries and

geographies who are prepared to share their experience

Create added momentum for Kofax and its partners Close new sales

Benefits (For Customers)

Position their organization as an industry leader and innovator Increase visibility for their organization to new audiences Develop new relationships Gain valuable insights from their peers Input and feedback around Kofax products Participate in private events and webcasts Increased access to key Kofax personnel

Benefits (For Partners)

Greater recognition for your good work Industry Kofax sales teams Prospective clients

Leverage Kofax Marketing P.R. Funding Resources

Contributions
Tune participation to available time and corporate policies. Private Activities Marketing activities Prospect phone calls Onsite reference visits Public Activities Written profiles and case studies Press and analyst activities Speaking engagements Video testimonials

Rewards
Sign up and receive

a $50 American Express Gift Card

Earn additional benefits throughout the year Free Training Participation in roadmap previews Professional Services Free admission to user meetings and conferences Recognition and awards

Next Steps

Sign up on-line

Our Program For The Rest of The Day

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Agenda General Session

Agenda - Breakouts

Questions?

32

Thank you.
Phillip Jones Vice President, Field Enablement Phone: +1-949-375-3523 Email: phillip.jones@kofax.com