VIP Program Overview Slide Show


Published on

  • Be the first to comment

  • Be the first to like this

No Downloads
Total views
On SlideShare
From Embeds
Number of Embeds
Embeds 0
No embeds

No notes for slide

VIP Program Overview Slide Show

  1. 1. Partnering With IMR Creating Profitable Opportunities
  2. 2. Agenda <ul><li>Partnering With IMR </li></ul><ul><ul><li>About IMR </li></ul></ul><ul><ul><li>The Opportunity </li></ul></ul><ul><ul><li>Valued IMR Partner (VIP) Program Financial Returns & Benefits </li></ul></ul><ul><ul><li>Partner Commitments </li></ul></ul>
  3. 3. About IMR <ul><li>Internationally Recognized for Alchemy Technologies Providing Fixed Content Management Solutions </li></ul>IMR has spent more than 12 years researching fixed content and document management needs, and creating innovative technology solutions for our clients worldwide. Steve Grandchamp CEO and President, IMR IMR was the first to unite document management with new fixed content storage technologies like CD in 1993, DVD in 1998 and in 2003, UDO and PDD. Farhad Khalafi Chief Scientist and founder, IMR
  4. 4. About IMR <ul><li>Corporate Clients </li></ul><ul><ul><li>The Hartford </li></ul></ul><ul><ul><li>Boeing </li></ul></ul><ul><ul><li>GE </li></ul></ul><ul><ul><li>First Data </li></ul></ul><ul><ul><li>Jet Blue </li></ul></ul><ul><ul><li>TxDot </li></ul></ul><ul><ul><li>University of Louisville Hospital </li></ul></ul><ul><ul><li>Health One </li></ul></ul><ul><ul><li>Daytona Beach Florida City Government </li></ul></ul><ul><ul><li>Dell </li></ul></ul>
  5. 5. About IMR <ul><li>Industry Recognition </li></ul><ul><ul><li>Doculabs: “Best Value in the Mid-market” </li></ul></ul><ul><ul><li>Gartner Group: “Visionary” Magic Quadrant Vendor for Over Five Years </li></ul></ul><ul><ul><li>Transform Magazine: “The Ford F-150 of Document Management” </li></ul></ul><ul><ul><li>AIIM International: “Best of Show” Award </li></ul></ul>
  6. 6. <ul><li>Partnering With IMR </li></ul><ul><ul><li>About IMR </li></ul></ul><ul><ul><li>The Opportunity </li></ul></ul><ul><ul><li>Valued IMR Partner (VIP) Program Financial Returns & Benefits </li></ul></ul><ul><ul><li>Partner Commitments </li></ul></ul>Agenda
  7. 7. The Opportunity <ul><li>Our Message </li></ul><ul><ul><li>For: </li></ul></ul><ul><ul><ul><li>Mid-Market Companies & Departments Within Enterprises </li></ul></ul></ul><ul><ul><li>Who Need To: </li></ul></ul><ul><ul><ul><li>Reduce Risk & Significantly Improve Operational Efficiency Through Better Management of Content, But are IT Resource Constrained </li></ul></ul></ul><ul><ul><li>Our Product Is: </li></ul></ul><ul><ul><ul><li>A Rapidly-Deployable, Packaged Solution for Managing Fixed Content </li></ul></ul></ul>
  8. 8. The Opportunity <ul><li>Our Message (continued) </li></ul><ul><ul><li>That: </li></ul></ul><ul><ul><ul><li>Handles the Complexity of Managing Multiple Content Types, Making it Easy for Users to Find, Share, & Archive the Documents They Need to Do Their Jobs </li></ul></ul></ul><ul><ul><li>Unlike: </li></ul></ul><ul><ul><ul><li>Enterprise Content Management Products Which Are Too Expensive & Too Complex for Mid-Market Companies & Small Business </li></ul></ul></ul><ul><ul><li>We Offer: </li></ul></ul><ul><ul><ul><li>A Solution That Addresses Complex Problems, In a Package that Results in Quick ROI </li></ul></ul></ul>
  9. 9. The Opportunity <ul><li>ECM Defined </li></ul><ul><ul><li>The Technologies and Tools Used to Capture, Manage, Store, Preserve and Deliver Content Across the Enterprise. ( As Defined by AIIM ) </li></ul></ul>Internal Business Processes Customer Facing Applications The Link ECM
  10. 10. The Opportunity <ul><li>Customer Demands and Key Drivers </li></ul><ul><ul><li>Operational Efficiency / Business Process Improvement – “ Offensive” </li></ul></ul><ul><ul><ul><li>Reduce Operational Costs </li></ul></ul></ul><ul><ul><ul><li>Improve Productivity </li></ul></ul></ul><ul><ul><ul><li>Improve Customer Service </li></ul></ul></ul><ul><ul><ul><li>Increase Revenue </li></ul></ul></ul><ul><ul><li>Risk Reduction – “Defensive” </li></ul></ul><ul><ul><ul><li>Ensure Compliance </li></ul></ul></ul><ul><ul><ul><li>Reduce Litigation Exposure </li></ul></ul></ul><ul><ul><ul><li>Support Security Standards </li></ul></ul></ul><ul><ul><ul><li>Ensure Business Continuity </li></ul></ul></ul><ul><ul><li>IT Efficiency and Consolidation </li></ul></ul><ul><ul><ul><li>Enable Move Towards IT Consolidation and Standardization </li></ul></ul></ul>
  11. 11. The Opportunity <ul><li>ECM Remains a Priority for Many Organizations This Year </li></ul>Projected ECM Spending in 2004 Areas for Planned ECM Spending in 2004
  12. 12. The Opportunity <ul><li>Renewed Focus on “Defensive” Applications </li></ul><ul><ul><li>A recent Goldman Sachs CIO Survey Highlighted the Following Top Priorities for CIOs in 2004: </li></ul></ul><ul><ul><ul><li>Security </li></ul></ul></ul><ul><ul><ul><li>Storage Software </li></ul></ul></ul><ul><ul><ul><li>Storage Networking </li></ul></ul></ul><ul><ul><li>Want Cost-Effective Implementation Without Sending Shockwaves Throughout the Business </li></ul></ul><ul><li>“ Offensive” Applications Always Important </li></ul><ul><ul><li>Organizations Want the Ability to Leverage their IT Investments </li></ul></ul><ul><ul><li>Addresses more Strategic “Offensive” Applications to Benefit the Business </li></ul></ul>
  13. 13. The Opportunity <ul><li>Content Management Lifecycle </li></ul>Create and Capture Manage and Archive Retrieve and Deliver Create Collaborate Review Library Functions Archival Records Management Storage Management Publishing Web Delivery Distribution Capture Web Content Collaboration Objects Offline Documents Electronic Forms XML Content CAD Drawings Digital Assets Enterprise Reports Images COLD E-mail N/A N/A N/A N/A N/A N/A N/A N/A N/A N/A N/A N/A N/A N/A HYBRID HYBRID HYBRID HYBRID HYBRID HYBRID HYBRID DYNAMIC DYNAMIC DYNAMIC DYNAMIC DYNAMIC DYNAMIC DYNAMIC DYNAMIC DYNAMIC DYNAMIC DYNAMIC DYNAMIC DYNAMIC DYNAMIC DYNAMIC HYBRID FIXED FIXED FIXED FIXED HYBRID HYBRID DYNAMIC DYNAMIC DYNAMIC HYBRID DYNAMIC DYNAMIC DYNAMIC FIXED HYBRID HYBRID HYBRID HYBRID HYBRID FIXED FIXED FIXED FIXED FIXED FIXED FIXED FIXED FIXED FIXED FIXED FIXED FIXED FIXED FIXED FIXED FIXED FIXED FIXED FIXED FIXED FIXED FIXED FIXED DYNAMIC N/A Other Content Types C o n t e n t T y p e s FIXED FIXED FIXED FIXED FIXED FIXED FIXED FIXED FIXED FIXED FIXED FIXED HYBRID HYBRID HYBRID HYBRID HYBRID HYBRID HYBRID HYBRID HYBRID HYBRID Integration Most organizations will rely on more than one data store to maintain content. In fact, over the life of a content object it may reside in dozens of places. Having a unified interface to get to your content is imperative. Process In a well designed strategy, business processes drive information flow within a content lifecycle. They ensure compliance, data consistency, and quality, as well as infusion of the content in the processes in a timely fashion. FIXED FIXED FIXED DYNAMIC DYNAMIC DYNAMIC N/A FIXED DYNAMIC DYNAMIC FIXED FIXED HYBRID Content Lifecycle Management FIXED FIXED FIXED FIXED
  14. 14. The Opportunity <ul><li>IMR & the ECM Market </li></ul><ul><ul><li>Provides Solutions for Managing “Fixed Content” </li></ul></ul><ul><ul><ul><li>Content in its Final Form </li></ul></ul></ul><ul><ul><ul><li>Created as Fixed Content Objects (e.g. Images & Email) </li></ul></ul></ul><ul><ul><ul><li>Dynamic Content that becomes Fixed Over Time (e.g. Office Documents and Web Content) </li></ul></ul></ul><ul><ul><li>IMR Provides a More Focused Solution </li></ul></ul><ul><ul><ul><li>Vendors offer Technology Solutions Managing the Full Life Cycle of All Types of Electronic Content </li></ul></ul></ul><ul><ul><ul><li>Deploying a Broad ECM System Involves More Risk, Cost, and Time than is Justifiable to the Mid-Market </li></ul></ul></ul>
  15. 15. The Opportunity <ul><li>IMR’s Solution Focus </li></ul><ul><ul><li>Defense: Compliance and Risk Reduction </li></ul></ul><ul><ul><ul><li>Ensure Compliance (e.g. SOX, SEC/NASD, HIPPA and DOD 5015.2) </li></ul></ul></ul><ul><ul><li>Offense: Business Process Improvement & Operational Efficiency </li></ul></ul><ul><ul><ul><li>Reduce Operational Costs </li></ul></ul></ul><ul><ul><ul><li>Improve Productivity </li></ul></ul></ul><ul><ul><ul><li>Improve Customer Service </li></ul></ul></ul><ul><ul><ul><li>Customer and Revenue Retention </li></ul></ul></ul>
  16. 16. The Opportunity <ul><li>Five Key Benefits of Selecting Alchemy </li></ul>Value Leader, ROI Champion Cost Effective Up and Running in Days, Not Months or Years Timeliness of Deployment Faster, More Complete Service Customer Satisfaction Minimal Training, Happy End Users Easy to Use Enables Move Towards IT Consolidation and Standardization, Low IT Impact, Leverages Technology Innovation IT “Friendly” Implementation
  17. 17. IMR’s Fixed Content Suite Capture Manage & Archive Retrieve & Deliver Workflow Processes Scanned images Computer-generated output (COLD) Email PDFs MS Office and other business documents CAD files Secure Distribution on CD/DVD Secure Web Delivery Portal Delivery Email Delivery Secure LAN/WAN Access Fixed Content Repository Content Management Server (Repository Mgmt, Library Services, Security) Administrator (build) Records Manager Hard disks Optical
  18. 18. The Opportunity <ul><li>Alchemy General-Purpose Fixed Content Management Software </li></ul><ul><ul><li>Standard & Advanced Content Management Servers </li></ul></ul><ul><ul><ul><li>Small and Mid-Size Enterprises or Departments </li></ul></ul></ul><ul><ul><li>Alchemy Gold </li></ul></ul><ul><ul><ul><li>Small Offices </li></ul></ul></ul><ul><ul><li>Alchemy Pro </li></ul></ul><ul><ul><ul><li>Service Bureaus </li></ul></ul></ul>
  19. 19. The Opportunity <ul><li>Modules for Alchemy </li></ul><ul><ul><li>Mercury Print Output Services & Software </li></ul></ul><ul><ul><li>MailStore Email Archiving and Compliance </li></ul></ul><ul><ul><li>Scan Imaging and OCR </li></ul></ul><ul><ul><li>DataGrabber COLD </li></ul></ul><ul><ul><li>Alchemy Web Internet Access </li></ul></ul><ul><ul><li>Software Development Kit (SDK) for Intergration </li></ul></ul><ul><ul><li>Workflow </li></ul></ul><ul><ul><li>Audit Trail for Compliance and RM </li></ul></ul><ul><ul><li>Role Based Access Control (RBAC) for RM </li></ul></ul><ul><ul><li>Database Encryption </li></ul></ul><ul><li>Open Technology Platform </li></ul><ul><ul><li>.NET, XML, ODBC, SQL Server </li></ul></ul>
  20. 20. The Opportunity <ul><li>R.W. Smith and Associates </li></ul><ul><ul><li>Problem: </li></ul></ul><ul><ul><ul><li>SEC Regulation Requiring Brokers to Achieve Emails for at Least Three Years </li></ul></ul></ul><ul><ul><ul><li>Produce Email Records on Request to Government Auditors </li></ul></ul></ul><ul><ul><ul><li>Other Products Too Expensive and Required High-Priced Extras to Work Effectively </li></ul></ul></ul><ul><ul><li>Solution: </li></ul></ul><ul><ul><ul><li>Alchemy MailStore for Exchange </li></ul></ul></ul><ul><ul><li>Benefits: </li></ul></ul><ul><ul><ul><li>Affordable, Out of the Box Solution </li></ul></ul></ul><ul><ul><ul><li>Very Fast Retrieval and Review of Emails </li></ul></ul></ul><ul><ul><ul><li>First Rate Customer Service from IMR </li></ul></ul></ul><ul><ul><li>ROI: </li></ul></ul><ul><ul><ul><li>No Sanctions or Fines from the SEC </li></ul></ul></ul><ul><ul><ul><li>Happy Auditors </li></ul></ul></ul>
  21. 21. The Opportunity <ul><li>The City of Daytona Beach, Florida </li></ul><ul><ul><li>Problem: </li></ul></ul><ul><ul><ul><li>Florida Sunshine Law – Cities Keep All Documents (Analog and Digital) Tamper-Proof and Unalterable </li></ul></ul></ul><ul><ul><li>Solution: </li></ul></ul><ul><ul><ul><li>Alchemy Premium with Scan </li></ul></ul></ul><ul><ul><ul><li>DataGrabber </li></ul></ul></ul><ul><ul><ul><li>MailStore </li></ul></ul></ul><ul><ul><li>Benefit: </li></ul></ul><ul><ul><ul><li>One solution and Interface to Solve Fixed Content Needs (Scanning, Email Achieve, Office Docs, and Reports) </li></ul></ul></ul><ul><ul><ul><li>Insurance Policy Against Costly Public Records Requests. </li></ul></ul></ul><ul><ul><ul><li>Information at City Workers Fingertips </li></ul></ul></ul><ul><ul><li>ROI: </li></ul></ul><ul><ul><ul><li>MailStore Justified by Saving the Cost of One Email Recovery from Tape Backup </li></ul></ul></ul><ul><ul><ul><li>Increased Retrieval Productivity Tenfold </li></ul></ul></ul>
  22. 22. The Opportunity <ul><li>JetBlue Airways, NJ </li></ul><ul><ul><li>Problem: </li></ul></ul><ul><ul><ul><li>Streamline A/P Process to Speed Up Approvals from Over 25 Remote Offices. </li></ul></ul></ul><ul><ul><ul><li>Old Process Paper and Fax-Based </li></ul></ul></ul><ul><ul><li>Solution: </li></ul></ul><ul><ul><ul><li>Alchemy Premium Server with Scan Stations </li></ul></ul></ul><ul><ul><ul><li>Document Routing </li></ul></ul></ul><ul><ul><ul><li>RBAC </li></ul></ul></ul><ul><ul><ul><li>40 Remote Approval Stations </li></ul></ul></ul><ul><ul><li>Benefits: </li></ul></ul><ul><ul><ul><li>Faster Approval of Invoices Resulting in Early Payment Discounts and Improved Cash Flow </li></ul></ul></ul><ul><ul><ul><li>Automation Reduces Error </li></ul></ul></ul><ul><ul><li>ROI: </li></ul></ul><ul><ul><ul><li>System will Pay for Itself in 12 Months </li></ul></ul></ul>
  23. 23. The Opportunity <ul><li>Digital ROM Services, First Data Corp, Omaha </li></ul><ul><ul><li>Problem: </li></ul></ul><ul><ul><ul><li>Mainframe Customer Service Statements Stored in Large PDF Files </li></ul></ul></ul><ul><ul><ul><li>Hard for End Users to View these Files </li></ul></ul></ul><ul><ul><ul><li>Other Reports Stored as ASCII Text with Overlays </li></ul></ul></ul><ul><ul><ul><li>Needed One Simple to Use and Highly Secure Viewer for All Documents </li></ul></ul></ul><ul><ul><li>Solution: </li></ul></ul><ul><ul><ul><li>Mercury PDF Output Management System for Alchemy </li></ul></ul></ul><ul><ul><li>Benefits: </li></ul></ul><ul><ul><ul><li>Customers Satisfied with the New Unified Viewer </li></ul></ul></ul><ul><ul><ul><li>Security Management is Very Easy </li></ul></ul></ul><ul><ul><ul><li>Compatible with Their Existing Alchemy System </li></ul></ul></ul><ul><ul><li>ROI: </li></ul></ul><ul><ul><ul><li>Reduction in Production Time & Costs </li></ul></ul></ul><ul><ul><ul><li>Reduced the Labor needed </li></ul></ul></ul>
  24. 24. <ul><li>Partnering With IMR </li></ul><ul><ul><li>About IMR </li></ul></ul><ul><ul><li>The Opportunity </li></ul></ul><ul><ul><li>Valued IMR Partner (VIP) Program Financial Returns & Benefits </li></ul></ul><ul><ul><li>Partner Commitments </li></ul></ul>Agenda
  25. 25. VIP Program Financial Returns & Benefits <ul><li>Objective </li></ul><ul><ul><li>Offer a Compelling, World-class Partner Program That Maximizes Revenue for Both IMR Partners and IMR </li></ul></ul><ul><li>Vision </li></ul><ul><ul><li>Create Profitable Possibilities for Partners </li></ul></ul><ul><li>Goal </li></ul><ul><ul><li>IMR Is Easy to Do Business With Every Day </li></ul></ul><ul><ul><li>IMR Looks for the “ Yes ” Every Day </li></ul></ul><ul><ul><li>IMR Brings Value to Its Partners Every Day </li></ul></ul><ul><ul><li>IMR Earns the Trust of Its Partners Every Day </li></ul></ul>
  26. 26. <ul><li>Financial Incentives </li></ul><ul><ul><li>Authorized Valuepartner </li></ul></ul><ul><ul><ul><li>10K - 20K NLR Annually, 20% Discount Off of SRP </li></ul></ul></ul><ul><ul><li>Single Star Valuepartner </li></ul></ul><ul><ul><ul><li>20K – 40K NLR Annually, 30% Discount off of SRP </li></ul></ul></ul><ul><ul><li>Three Star Valuepartner </li></ul></ul><ul><ul><ul><li>40K – 100K NLR Annually, 36% Discount off of SRP </li></ul></ul></ul><ul><ul><li>Five Star Valuepartner </li></ul></ul><ul><ul><ul><li>Over 100K NLR Annually, 41% Discount off of SRP </li></ul></ul></ul>VIP Program Financial Returns & Benefits
  27. 27. <ul><li>How to Make Money With Alchemy </li></ul><ul><ul><li>E.g. Deal Size 100K </li></ul></ul><ul><ul><ul><li>20K Hardware (Servers & Scanners) </li></ul></ul></ul><ul><ul><ul><ul><li>3% – 5% Margin </li></ul></ul></ul></ul><ul><ul><ul><li>20K Capture </li></ul></ul></ul><ul><ul><ul><ul><li>30% - 35% Margin </li></ul></ul></ul></ul><ul><ul><ul><li>30K Alchemy </li></ul></ul></ul><ul><ul><ul><ul><li>20% - 41% Margin </li></ul></ul></ul></ul><ul><ul><ul><li>10K AMP / Support </li></ul></ul></ul><ul><ul><ul><ul><li>18% Margin Year 1 </li></ul></ul></ul></ul><ul><ul><ul><ul><li>21% - 27% Margin Year 2 / Annual (Visits, Meetings, Reviews, & Additional Training) </li></ul></ul></ul></ul><ul><ul><ul><li>~ Install / Training </li></ul></ul></ul><ul><ul><ul><ul><li>~50% Margin Year 1 </li></ul></ul></ul></ul>VIP Program Financial Returns & Benefits VIP Program Financial Returns & Benefits
  28. 28. <ul><li>Our Commitment & Support </li></ul><ul><ul><li>Jump Start Sales Training (On-Site & Regional) </li></ul></ul><ul><ul><li>Sales Support (Regional Sales Manager & Inside Sales) </li></ul></ul><ul><ul><li>Executive Management Support & Communication </li></ul></ul><ul><ul><li>Pre-Sales Engineer s </li></ul></ul><ul><ul><li>Demonstration Software </li></ul></ul><ul><ul><li>Product Brochures and Sales Tools </li></ul></ul><ul><ul><li>National Marketing </li></ul></ul><ul><ul><li>Access to IMR Partner Web Site </li></ul></ul><ul><ul><li>Professional Services Support </li></ul></ul><ul><ul><li>Technical Support Assistance </li></ul></ul><ul><ul><li>Quarterly ValuePartner Newsletter </li></ul></ul><ul><ul><li>Annual VAR Advisory Council </li></ul></ul><ul><ul><li>Awards & Recognition </li></ul></ul>VIP Program Financial Returns & Benefits
  29. 29. <ul><li>Partnering With IMR </li></ul><ul><ul><li>About IMR </li></ul></ul><ul><ul><li>The Opportunity </li></ul></ul><ul><ul><li>Valued IMR Partner (VIP) Program Financial Returns & Benefits </li></ul></ul><ul><ul><li>Partner Commitments </li></ul></ul>Agenda
  30. 30. Partner Commitments <ul><li>ValuePartner Commitment </li></ul><ul><ul><li>Achieve Sales Goals </li></ul></ul><ul><ul><li>Focus On Selling Alchemy </li></ul></ul><ul><ul><li>In-House Use of Alchemy </li></ul></ul><ul><ul><li>Web Site Promotion </li></ul></ul><ul><ul><li>Quarterly Marketing Activities </li></ul></ul><ul><ul><li>Dedicated Sales Representation </li></ul></ul><ul><ul><li>Quarterly Business Planning with IMR </li></ul></ul><ul><ul><li>Completed Required Sales & Technical Training </li></ul></ul><ul><ul><li>Remain Certified Each Year </li></ul></ul>
  31. 31. Partner Commitments <ul><li>VIP Investment </li></ul><ul><ul><li>Authorization Fee of $4000 </li></ul></ul><ul><ul><ul><li>ValuePartner Starter Kit </li></ul></ul></ul><ul><ul><ul><li>Required Initial Training (Tuition Only) </li></ul></ul></ul><ul><ul><ul><li>First Regional Marketing Activity </li></ul></ul></ul><ul><ul><li>ValuePartner Early Incentive Program </li></ul></ul><ul><ul><ul><li>Opportunity to Earn Up To 10% Additional on Margins </li></ul></ul></ul><ul><ul><ul><li>Requires Completion of a Business Plan of Activities </li></ul></ul></ul><ul><ul><ul><li>Completion of Quarterly Milestones: </li></ul></ul></ul><ul><ul><ul><ul><li>Revenue </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Training Goals </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Orientation Goals </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Marketing Activities </li></ul></ul></ul></ul>
  32. 32. Company History <ul><li>Founded in 1992 </li></ul><ul><li>Over 10,000 Customers in 42 Countries </li></ul><ul><li>Over 1 Million Seats Deployed </li></ul><ul><li>Top Markets Historically are Government, Financial Services, Healthcare and Service Bureau Customers </li></ul>
  33. 33. How to Get Started <ul><li>Quick Start </li></ul><ul><ul><li>Complete the ValuePartner Application </li></ul></ul><ul><ul><li>Install the Trial Software </li></ul></ul><ul><ul><li>Meet With Your Local IMR Regional Sales Manager </li></ul></ul>
  34. 34. <ul><li>Questions? </li></ul>Introduction to IMR