2.1_kofax partner connect 2013_nutzung des kofax storyboards - aus der perspektive von sales
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Kofax Storyboards - Overview
Frankfurt, 31. J anuar 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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J ust because you can
doesnt mean you shouldfrom a demonstration perspective,
J ust because you could show something doesntmean 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 pilotsthere are no old brave pilotsfrom a demonst ration perspectiveDont take risks in a demonstration
Learning from other peoples mistakes
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The more I practicethe luckier I getGary Player,Widely regarded as one of thegreatest 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 infrastructurecontent (Kofax batch class, images, any supporting software )
3. Step by step guidance on a specific Storyboard scenario
Create this batch class, use these imagesShow 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 !
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