1. Beyond MPS: What You Can Next
Offer Your MPS Customers
Thomas Schneck, President DocuWare AG
March 22nd, 2011
2. 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
Sales Trends of DocuWare Group with Partners in Millions of € The DocuWare Group worldwide
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7. Your Advantage: Automatic Workflows
DMS saves time and lowers
costs
Status/
Tasks
Winner 1/12/2008
Winner 1/12/2008
Stamps
Winner 1/12/2008
APPROVED
APPROVED
APPROVED
Status Overview of All
Processes
Easy to Use – Workflow
Control Using Stamps
Fast and Efficient Processes
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8. Designed to be Sold by the Channel
• DocuWare: user-friendly, intuitive document management
Easy to learn Excellent to present
Simple to administer Available in over 15 languages
Project volumes: $15,000 – Target group: SMB 20 to 500
$30,000 software, hardware, & employees
professional services
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11. 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
12. 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?
13. "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
20. So many more Synergies ...
Consultative
Sales People
CFOs
50-500
employees
21. Case study
• 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
22. Why we all need Document Management
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
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23. Standard Software – Flexible and Scalable
All Types of Corporations Small-sized
Industries Businesses
Institutions
Government Mid-sized
Agencies Businesses
DMS – for all Companies and Public Enterprises
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24. For All Industries
Banking //
Banking
Retail // Wholesale
Retail Wholesale Services
Services Insurance //
Insurance
Financial Services
Financial Services
Education
Education
Document
Management
Public Enterprise //
Public Enterprise
Administration
Administration
Transport //
Transport Production
Production Health Care
Health Care
Logistics
Logistics Industry
Industry
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25. For All Departments
Accounting
Accounting
Sales
Sales
Banking //
Banking
Retail // Wholesale
Retail Wholesale Services
Services Insurance //
Insurance
Financial Services
Financial Services Production
Production
Education
Education Research &
Research &
Document Development
Development
Management
Public Enterprise //
Public Enterprise Logistics
Logistics
Administration
Administration
Quality Assurance
Quality Assurance
Transport //
Transport Production
Production Health care
Health care
Logistics
Logistics industry
industry
Human Resources
Human Resources
Purchasing and
Purchasing and
Controlling
Controlling
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26. Customer goal: Doing more with less
Freeing up precious employee time!
Between my six Service Advisors, I’ve saved
120 hours a month in time formerly spent on
document retrieval. Document Management
Pachis de la Garza
is a key component in helping my department
BMW Service Manager
keep pace with our business.
Moritz BMW, Dallas, TX
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27. Customer goal: Workflow automation
Automate Processes – With a Mouse Click
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 Marsha Hadd
can easily e-mail a higher level manager for Accounting Supervisor
approval. ECM has improved each American Engineering
employee’s document accountability. I no Testing, Inc.
longer receive collection calls for invoices that
I was unaware had been lost in our paper-
based approval system.
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29. Customer goal: Mobility
Access Information Worldwide
ECM’s ability to capture and store our
project information in a way that will never
be lost is the biggest advantage the
Nancy Gerber
system has brought our company.
Engineering Technical Aid
The fact that documents can be retrieved Structural Integrity
at a moment’s notice has improved our Associates
productivity and given us a competitive
advantage.
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33. First-Class Instruction and Training
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
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34. 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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35. Structured Sales Process
• Always benefit-oriented
All steps clearly defined: from lead generation to closing and subsequent
account management
Specially tailored to sales of solutions
Lead Account
Generation Solution Offer Closing Management
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36. Structured Sales Process
• Sales and technology specialists working together
Lead Solution Offer Closing Account
Generation Management
Sales
professional
Solution
specialist
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37. Structured Sales Process
• 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
Lead Account
Generation Solution Offer Closing Management
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38. Support in the field
Kick off Briefing / Marketing plan / 1
Kick off
Setting the deadline for first info seminar (in about 6 weeks)
2
First info seminar /
3
Obtain prospects
Obtain prospects
Present DMS in its entirety "from start to finish" 4
5
Design solutions Develop individual solutions and ROIs /
Design solutions 6
Draw up individual presentation
7
Obtain leads Closing presentations to decision makers / 8
Obtain leads
Continue to fill sales pipeline
9
Complete projects Create full solution or requirements specification / Repeat 10
Complete projects
and perform sales activities / Update marketing plan
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Complete DMS training courses /
12
Technical know-how
Technical know-how
Configuration and installation of in-house system 13
On Site support for every stage of the structured sales process
On Site support for every stage of the structured sales process
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39. Profiles of Success
• Example: Royal Imaging Services, 2010 Sales with DocuWare: $ 1,288,000
2010 Sales with DocuWare: $ 1,288,000
LLC, Houston, TX
Authorized DocuWare Partner Existing customers
(ADP) since 2004 Recurring
Software Maintenance
Dealer Type: VAR/Service Bureau $ 490,000 $215,000
Professional
Hardware Services
$ 256,000 $ 327,000
• Preferred Marketing Strategy New customers
Optimization of Internet Search
Engines
Development of sales with DocuWare
Participation in Lead Groups 500 %
Involvement of Direct Sales Team
300 %
100 %
2005 2006 2007 2008 2009 2010
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40. Profiles of Success
• Example: J & H, Inc., Bozeman, MT 2010 Sales with DocuWare: $ 990,000
2010 Sales with DocuWare: $ 990,000
Authorized DocuWare Partner
(ADP) since 1996 Existing customers
Dealer Type: Copier Reseller Recurring
Maintenance
Total revenues in 2010: $ 6m Software $ 440,000 $ 430,000
Hardware
$ 40,000 Professional
Service s
$ 80,000
• Preferred Marketing Strategy New customers
Direct phone calls to potential
customers Development of sales with DocuWare
Utilizing business partners to 200 %
recommend DocuWare to clients
in a vertical market 100 %
Informational Seminars
0%
2005 2006 2007 2008 2009 2010
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41. Profiles of Success
• Example: Impact Networking,
Chicago, IL
Authorized DocuWare Partner 2010 Sales with DocuWare: $ 1,800,000
2010 Sales with DocuWare: $ 1,800,000
(ADP) since 2006
Existing customers
Dealer Type: Copier reseller
Recurring Mntce.
Total revenues in 2010: $ 30m $ 200,000
Software Prof. Services
$ 300,000
• Preferred Marketing Strategy $ 750,000
Hardware
Qualifying clients and setting $ 550,000
appointments through our general New Customers
sales force of 35+ reps
Quarterly “Tech Shows” with a Development of sales with DocuWare
minimum of 25-30 attendees at 300 %
various events (5 Chicago
Blackhawks Events per year with 200 %
50+ companies, 100+ Attendees)
100 %
18 Impact local tech shows per year 2005 2006 2007 2008 2009 2010
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