1. PartnerConnect Deutschland
Frankfurt, 31. Januar 2013
EMEA Sales Operations
Non-Standard Licensing & Configuration
Jessica Bethune - Mgr, Deal Desk EMEA

2. Introduction – EMEA Deal Desl
 Support EMEA Sales Field and Management with a 360°
Forecast Review and Risk Assessment
 Coordinate Contract Reviews for all Reseller, Professional
Services, (BPO- ) End-User License and Support Agreements
 Subject Matter Expert Guidance to the EMEA Sales Teams for
any Revenue Recognition questions or Legal/Finance related
contractual implications
 Non-Standard Deal Structure Guidance

3. The Central Link between Sales Field and Backoffice
Thomas Senger
SVP
Stephan Zeise-
Joe Rayfield Hans Jacobs Ansgar Eickeler Alexis Vernieres Max Botta Dragutin Ivaci
Peder Daxberg Goett
(UK) (Benelux) Germany SD (Latin) (Italy) (Emerging)
ATEM/CH SD
Sales Sales Channel & Sales Sales Sales Sales Sales
Field Field Alliances Field Field Field Field Field
CARs CARs) CARs) CARs CARs CARs CARs
- Reseller Coverage, Outreach program, Gold & Silver Partner Support
- Support on transactions (License Reductions,
Sales Administration Migrations, System Updates, Evals, … )
Contracting Team Forecast Approval & Post-Sales Team
emeadeals
Legal
@kofax.com Bid Mgmt Team DSF, AX, SFDC
- 360° Forecast Review & Sales Support, Contract Negotiations, Backoffice Coordination
- Reports and Analysis, RFP Creation, Non-Standard Transactions such as ELAs, Financing, Novations and any other
escalation coverage
Order Fulfillment/ Invoicing/Cash Collection
Slide 3

4. Non-Standard Deal Structures
 Kofax has the possiblity to provide some flexible deal structures,
however within the tightly limited rules of Revenue Recogniton
policies.
 These deal structures are normally limited to large initial
investments
 Examples of Deal Structures can include
 Enterprise License Agreements
 Term Licenses
 Rental Licenses
 Consumption-based Licensing Models
 Mobile Capture – based on a 2 year Term License with optional
2nd year Support renewal

5. 3rd Party Deal Financing
 Financing Agreement to be signed between End-User and
Financer
 Can offer operating or finance leases
 Can spread budget payment over multiple years in annual or
quarterly invoicing
 Still requires good credit of End-User
 Contact your Kofax Sales Represantitive and/or the EMEA Deal
Desk should your End-User require 3rd party Financing
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6. Technical Support
 Kofax offers a standard support service for all customers and
partners world-wide – www.kofax.com/support
 Technical Support Team have statistics on request demonstrating
excellent customer satisfaction and benefits of support coverage
 Standard Support Fees are calculated at 20% of the current
Global Price List item.
 All Resellers are asked to provide First Level Support to the End-
Users to receive the full Reseller Discount on Support Fees.
 Where Reseller does not provide FLS there will be a maximum
discount of 15% on Support Fees.
 Timely renewals of support contracts are important to ensure
there is no break in support provision and to avoid any re-
instatement fees
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7. Master PS Agreements
 The Reseller Agreement does not include appropriate terms for
PS Deliveries – therefore we will ask you to sign a Master PS
Agreement in addition for any order received for Professional
Services.
 It also does not include any form of Subcontracting – please
contact the local PS Manager to mutually agree to such a
contract.
 The MPSA is the basis – the Statement of Work will outline the
actual milestones and agreements for the current
project/deliverable.
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8. BPO – Agreements
 A Business Processing Outsourcing (BPO) agreement is a contract between a
client company and a third-party service provider to take over a (non-)core part
of the client's business operations. The agreement is structured as a
performance contract. It governs a long-term arrangement where the third-party
firm often acts as an agent of the client company or provides an important link in
the operational chain.
 An outsourcing relationship has many complex components. The client company
is concerned with quality substitution and efficient transfer of business functions
that were once handled in-house and are now going to be handled by an outside
company on its behalf. Service providers are concerned with scope of service,
performance measures, and benchmarks to ensure there is an objective
standard in place to assess work quality. As a result, the BPO agreement is a
unique document that resembles a performance contract much more than it
does an ordinary Sales or Service Contract.
 To Kofax, BPO-Customers are direct customers with the additional right to
use the purchased SW Licenses to provide services to third parties.
 A BPO – License and Support Agreement does not grant the right to resell
Kofax Products – and the Reseller Agreement does not grant the right to use
as BPO!

9. Allowing Reseller to sell to BPO-End-User
 Special Note to be included in final SW Quote:
 Kofax agrees in this exceptional transaction that the End User
License Agreement in place between Kofax and the End
Customer as provided with the resold software is amended by
the following additional sentence added to the end of Clause 1
Software License:
 “In addition to the license, which generally prohibits the
use of Software in connection with providing document
handling services on behalf of clients as a business
process outsourcer or service bureau (Services), Licensee
is hereby authorized to use the Software for such
purposes, as evidenced by one or more valid order
documents.”
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10. Referral Agreements
 KFX to sign Referral Agreement with a 3rd party that has not
signed a standard Reseller Agreement / does not want to act as a
Reseller for this individual transaction
 2-Page Base Agreement signed once, with individual schedules
to be attached per transaction.
 Once contract has been mutually agreed, Kofax will require an
Invoice with the agreed value to be able to pay the Referral Fee.
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11. Your Feedback, please!
 How can we support fast-tracking your business?
 … common issues?
 … Licensing rules?
 … Pricing Configurator?
 … eCommerce possibility?
 … credit card payments?
 … additonal tools in Partner Portal?
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12. For further information, please contact:
Jessica Bethune
Mgr, Deal Desk EMEA
Unterschweinstiege 8, 60549 Frankfurt am Main
+49 151 544 54 889
Jessica.Bethune@kofax.com