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COURSE OFFERINGS
1. High-performance ECM Sales
2. CDIA+ Exam-prep
3. Professional Needs Assessments
4. Document Imaging-101
5. Scanning Service Bureau
6. Business Acumen
- Handouts
- Testimonials
- Phased approach
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High-performance
ECM Sales Training
Written and developed by:
Byron B. Aulick, CDIA+, ECMm, PDI+, Project+
byron.aulick@ecminstitute.com
(508) 637-1508
V1.2 May 2015
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CLASS AGENDA
‣CONCEPTS
‣THE PROBLEM
‣THE SOLUTION
‣MOTIVATION
‣VERTICALS [HealthCare, Legal, Banking]
‣TECHNICAL
‣SALES
‣PRICING
‣CASE STUDIES
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VOCABULARY
ECM, CM, EDM, EDMS, DMS
SaaS,ASP, Cloud,Thin-client, Hosted
On-ramp device, Input device
Workflow/Collaboration, Process-centric Solutions
Kb (communications), KB (file sizes)
GB (groups of files),TB (total storage needed)
Thick-client, In-house (“on-premise”), Client/Server
Phases; Doc-prep, Capture, Index, Output, Archive, Retrieval
Data Extraction; Barcode, OCR/ICR, OMR, Match & Merge
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..all taught in CDIA+ training
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ECM OPPORTUNITY
‣There is a window of opportunity for
helping companies convert paper files
into digital records.
‣Paperless; NO, but.. less paper;YES
‣AIIM projects that by the end of 2015
ECM should be a $4.2 billion dollar
market
‣If the Supreme Court of USA scans, the
stage is set..
(tellYankee Atomic story)
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One benefit: Outsourcing allows clients to stay focused. True or False
Why not use high school kids to scan documents?

By the end of 2015 ECM should be a [?] Billion market

One benefit: Simultaneous, multi-person access. True or False

WHAT DID WE LEARN?
$4.2B
True
They’re not trained professionals
True
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ROI FOR GOING DIGITAL
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VERTICAL MARKETS: LEGAL and BANKING
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WHAT	DRIVES	THE	NEED
MEET	COMPLIANCE	REGULATIONS
!		Most	businesses	have	compliance	regulations	to	meet	(Fed	&	State)	
!		Industry	specific	requirements	
!		Massachusetts	General	Law	93h		(or	similar)	to	protect	PII	
!		Medical	–	HIPAA	(Health	Information	Portability	&	Accountability	Act)	
!		Federal	Government	–	EFOIA	
!		Financial	industry	–	GLBA	
!		eDiscovery	requests
Streamlining	business	processes	makes	it	easier	to	comply
Next the details...
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WHAT IS ‘COMPLIANCE’
Before we get into this..WIKI says;
Compliance means conforming to a rule, such as a specification, policy, standard or law.
<however>
Regulatory compliance describes the goal that corporations or public agencies aspire to in their
efforts to ensure that personnel are aware of and take steps to comply with relevant laws and
regulations.
WHY DOYOU CARE? If your prospect needs to do something, and you can help them do that..you
become attractive.
In this example, the government has told them they MUST comply with a law. Help them and they will
love you!!
Prospect says “You can keep me out of jail?
Really...I want to talk to you!”
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CDIA Presentation v1.2
Written and developed by:
Byron B. Aulick, CDIA+, ECMm, PDI+, Project+
byron.aulick@ecminstitute.com
(508) 314-7097
www.ecminstitute.com
CDIA+ Training,
CD0-001
“Exam Preparation”
(v1.2 Updated January ‘15)
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CDIA Presentation v1.2
Domain 1. Enterprise Content Management
In this domain we will learn about the proper usages of index, search, and retrieval. Will also
discuss workflow and explain how collaboration works. We will compare and contrast document
presentation and output features and explain the purpose of content life cycles.
This domain is weighted at 20%.
Sample:
Why should the Human Resource departments be included in the planning of large
implementations of new imaging systems?



A. To handle complaints

B. To plan for overtime

C. To prepare for resignations

D. To review impact on job descriptions.
" Author: CompTIA
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CDIA Presentation v1.2
Terms (Cont.)
Ontology:
• Rules based, explicit specification.
• Example; Invoice = “Invoice”, not “Bill”
• Index values are from strict drop-down list, not open to
interpretation.
Folksonomy:
• “Wisdom of the crowd”
• Example; you pick “Invoice”, I pick “Bill”
• Think collaboration. Minimal controls. No standards.
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CDIA Presentation v1.2
Domain 2. Capture
In this domain we will learn about how input devices are used to accrue data. We’ll talk about
document conversion from document pickup, to preparation, scanning, quality assurance,
indexing, extracting data, and then we’ll discuss outputs. We will also discuss various file formats
and their impact on the available bandwidth of the network.
This domain is weighted at 23%.
Sample:
Which of the following ICR recognition applications will support a check-processing application?



A. MICR.
B. CAR
C. Barcode
D. Patch code
" Author: CompTIA
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CDIA Presentation v1.2
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CompTIA terms: “Release” = output.
Validation, Verification
The Process Overview
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CDIA Presentation v1.2
Domain 3. Storage and Networking
In this domain we will learn about the various storage media types and their properties. We will
look at storage strategies as well as network connectivity and hardware options.
This domain is weighted at 13%.
Sample:
A city has determined that it will provide access to City Council minutes and upcoming agenda
items. Which is the best solution that will allow for the broadest access for all interested
parties?



A. Use of an FTP site

B. Web-based Internet access.

C. Publication on CD-ROM for distribution

D. Public kiosk availability at various sites, including libraries
" Author: CompTIA
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CDIA Presentation v1.2
Storage Subsystem Options
Jukebox
RAID Array
Magnetic
disk
DASD
Optical
Tape Library
MO DriveTape Drive
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SSD, using NAND ‘flash
memory‘ (elec erase)
WORM
Cloud
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CDIA Presentation v1.2
Domain 4. Security and Compliance
In this domain we will learn about the basics of records management in general, as well as security
in the context of access and delivery. We will discuss document privileges, rights, and output
methodologies.
This domain is weighted at 16%.
Sample:
A consultant analyzing a company's document imaging requirement discovers that there
appears to be a number of concerns from users about the security of the newer system. Which
of the following is the best way to address such concerns?



A. Ask the project leader or company management to deal with the situation.

B. Emphasize that it has been a management decision to change to the newer system.

C. Consider end-users' concerns and determine whether they can be met through education or
changes in the solution..
D. Implement the changes provided that the management/project leader agrees with the
recommendation for the newer system.
" Author: CompTIA
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CDIA Presentation v1.2
Security Lifecycle
#Document Creation
#Format
#Media
#Document Activity
#Retrievals
#Modifications
#Concurrent Usage
#Document Archival
#Format
#Legality
#Access
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“Record” = No changes!
“Document” = Changes OK
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CDIA Presentation v1.2
Domain 5. Analysis, Design, and
Implementation
In this domain we will learn about the basics of project management. To include the different
players, the different phases, some project management terms and document reporting types. We
will discuss a formal needs assessment and how to professionally collect data, validate inputs, and
solidly design a system based on this.
This domain is weighted at 28%.
Sample:
A company is implementing an imaging system. The employees in the microfilm department
express concerns to their manager that the proposed system may threaten their jobs. The manager
is one of the key decision-makers on the selection team. In the employee presentation, which of
the following should NOT be included?



A. Savings due to process improvement 

B. Savings due to reduced training requirements 

C. Savings due to reduced staffing requirements.

D. Savings due to reduced storage space requirements
" Author: CompTIA
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Return to Course Offerings
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CDIA Presentation v1.2
Implementation Plan, contains:
Production Procedures Help / Support Docs
Training Plan Roll-out Procedure
Description of System
Changes
Maintenance Schedule
Risk Management Plan Timelines, Time Constraints
Q/A Steps Objectives
Identifies Language or Time
Barriers
Connectivity Details
Time Out or Deadline
Schedule
Milestones
Input from the Project Team
SMEs
Not $$ or Budget Issues
(already agreed upon)
Technical Documentation
(Given to the solution sponsor)
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MEMORIZE
THIS!
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High-performance
Needs Assessment Training
Written and developed by:
Byron B. Aulick, CDIA+, ECMm, PDI+, Project+
byron.aulick@ecminstitute.com
(508) 637-1508
V1.2 May 2015
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PURPOSE OF THIS COURSE
‣Day 1
‣ Provide professionals with a complete understanding of the
electronic document management (EDM) needs assessment
process
‣ Day 2
‣ Needs Assessment fundamentals and simulate an assessment
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WHATYOU WILL LEARN
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‣ Day 1
‣ What is an assessment, and why do you need to do it
‣ How a Needs Assessment is a critical component for your future
success
‣ Day 2
‣ How to conduct a survey—what questions to ask, who to ask, and how
to set it all up
‣ How to analyze the collected data
‣ What constitutes a professional report
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‣Know what you are proposing!
‣Be accurate with the solution!
‣Ensure clients pay for what they NEED!
‣Shorten the sales-cycle by asking for investment
up-front!
‣Feel confident your solution will work 100%
‣Also realize, once satisfied, they will refer…
ADVANTAGES OF ASSESSMENTS
Can you think of more?
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GIVE THEMVISUAL PROOF
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Dawn%opens%
email
Responds
Receives
Search%&%Find%
Threads
Creates%Sub;
Folders%my%email
Creates%Sub;
Folders%Dawn's%
email
Carrie%accesses
Dawn's%email
Prints
A@achments? YESNO
Le@er
Saved%to%
I:Scanned%
Correspondence%
Folder
Pleadings
Saved%to%
I:Scanned%
Pleadings%Folder
Separates
Collate%by%Thread
Compare%by%
Thread
Put%in%reverse%
chronological%
order
Remove%
Duplicates
Hole;Punch File Distribute,%as%
needed
Scans
Drag%&%Drops%
Email
DRAWING A - EMAIL TO FILE WORKFLOW - EXISTING
File%Cabinets
Drawers
Accordian%Files
DRAWING B - EMAIL TO FILE WORKFLOW - PROPOSED
Dawn%opens%
email
Responds
Receives
Search%&%Find%
Threads
Carrie%accesses
Dawn's%email
Hits%Bu=on:
"Save%to%DMS"
Chooses%the%
Category%from%a%
DropDdown%List
Adds%Index:%
[Name,%Case#,%
etc]
Stores%
With%or%Without%
A=achments
Note: Workflow rules may route document
to another user who plays a role
[predefined workflow].
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GIVE THEMVISUAL PROOF
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FINANCIALS
1.0 Return on Investment -Labor alone
Although difficult to extrapolate due to such a wide variety of areas for improvement, I
have focused on the time it takes staff to manually enter data into Crosspoint, as a labor
savings, and costs associated with the print and scan methods for discussion.
!
Five main areas will yield the biggest return on investment;
Email inbox with its inherent possibilities for error in the time required to
manually assign work to teams
Gathering of medical records and the sheer volume of pages printed from
electronic files
the continual manual process of rekeying information that was once electronic,
now on paper, into Crosspoint.
The overall inefficiency of website referrals
A scanning process that has not changed in 6 years
!
Increasing the efficiency in any one of these specific areas can more than pay for the
system. The combined increase in efficiency will yield tremendous ROI to the extent that
follows. *Please see attached Price Sheet for solution pricing.
!
!
This represents a savings on labor alone of more than $ 4,000,000 in five years.
!
(Labor alone. Add consumables… and 28,000 hours/yr time saved!)
!
>Add to this the cost of losing a document, not being able to answer a question
immediately, perhaps losing a client due to poor customer service, making wrong
decisions from inaccurate or older information, lost employee time and office waste via
paper/toner/maintenance, courier expenses, and you have a substantially higher figure.<
!
!
>See chart ISO Volumes and Money in addendum for details.
LABOR
COSTS
MONTH YEAR PER
DOCUMENT
Current: $! 96,281.00 $! 1,155,372.00 $! 0.19
Proposed: $! 19,256.00 $! 231,072.00 $! 0.04
Net Savings: $! 77,025.00 $! 924,300.00 $! 0.15
Page ! of !32 34
7.0 Financials
7.1 Costs
Phase One: $81,538.00 (DM system) or $2,896.23/mth (36 mth lease)
!
Phase Two: $18,000.00 (Workflow) or $639.36/mth (36 mth lease)
!
Phase Three: $10,000.00 (Forms Automation) or $355.20/mth (36 mth lease)
______________________
<or> $3,890.79/mth for all
7.2 Return on Investment
Although difficult to extrapolate due to such a wide variety of documentation, I have
focused on the lease processes for discussion.
!
Based on Wayne’s input of “100 leases per month”, and an estimated average of 3.5
hours each, that is 350 man-hours of time each month. At a burdened labor rate of $35/hr,
that is $12,250/mth for Julie alone.
!
Add 2 hours each for Bryce, Wayne, the property manager and two clerical office staff at
a burdened rate of $100/hr = 2 hrs x 5 staff x 100 leases/mth x $100/hr = $100,000/mth
!
Current Costs: $112,250/mth or $1,347,000 per year using paper
!
>Add to this the cost of losing a document, not being able to answer a question
immediately, perhaps losing a client due to poor customer service, making wrong
decisions from inaccurate or older information, lost employee time and office waste via
paper/toner/maintenance, courier expenses, and you have a substantially higher figure.<
!
Based on the same rates, but saving a conservative 40% through workflow automation:
!
Proposed Costs: $67,350/mth or $808,200 per year using workflow.
!
Net savings: $44,900/mth or $538,800 per year. Labor alone. Add consumables…
!
ROI
Proposed cost of system: $109,538 [system] + $808,200 [labor] = $917,738
!
$1,347,000 [current] - $917,738 [proposed] = $429,262 saved the first year
$1,347,000 [current] - $808,200 [proposed] = $538,800 saved the second year
!
>See chart Monthly Expense -Proposed vs. Existing for a graphic
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START INTERVIEWS
Began by asking them to explain the job responsibilities
Then ask them to explain what they do each day, in detail
As time allows, make a simple drawing that outlines their workflow
(this is invaluable when you’re back at the office trying to remember their workflow)
Be sure to show your notes And your drawing so they can be as accurate as possible
Capture as many quotes from the interviewee as you can. You will gently include these in the report.
Ask them to allow you to visit their work area. Get permission to take pictures.. lots of pictures. This adds
credibility to the report, and spawns conversation.
If they mentioned something doesn’t flow properly, or there is a problem, be sure to ask “what is the impact
on the business?”
Spend time on workflow problems. These are the opportunity areas for your software to address, and are
specific to the account.
Realize there is no way to script this dialogue. It depends largely upon what the interviewee says.
Be flexible, courteous, inquisitive, interested, friendly, and be sure to probe at the areas that you intend to
address with your solution.
Remember never to be confrontational, negative, or say things like “Wow! I must really suck!”
Equally, also remember never to say “Not to worry, that happens to a lot of people.”
STEPS (A GUIDE FORYOU)
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101 training v3.2.ppt
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Instructor:
Mr. Byron B. Aulick, C.D.I.A.
Teaching the fundamentals
Document Imaging-101C
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Day 1, course overview
▪ Imaging-101
□ 1. Concepts, Motivation & Objectives
□ 2. The Capture Process
□ 3. Scanners
□ 4. Indexing Methods
□ 5. Storage
□ 6. Communications
□ 7. Display / Output
□ 8. Document Management & Workflow
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2. The Capture Process
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What is DPI?
1 In.
1 In.
100
200
300
400
Dots
160,000
90,000
40,000
10,000
0
Resolution in DPI
Dots Per Inch >
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4. Storage
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Storage
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5. Networks
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CommunicationsC
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8. Document Management &
Workflow
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Document Management & Workflow:
Overview
▪ User Expectations for EDMS
▪ Document Management Acronyms
▪ Workflow: Definitions, Essential Elements, and
Options
Return to Course Offerings
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SCANNING	BUSINESS	STARTUP	

-Business	Owners	Class
Written and developed by:
April M. Aulick, CDIA+
april.aulick@ecminstitute.com
(508) 637-1508
V1.2 May 2015
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Table	of	Contents
● CHAPTER	1.	THE	BASICS:	THINGS	YOU	NEED	TO	KNOW	
● CHAPTER	2.	THE	SCANNING	OPPORTUNITY	
● CHAPTER	3.	HARDWARE,	SOFTWARE	&	SUPPLIES	
● CHAPTER	4.	FACILITY	AND	SPACE	CONSIDERATIONS	
● CHAPTER	5.	THE	STEPS	IN	THE	PROCESS	
● CHAPTER	6.	OTHER	DETAILS	IN	THE	PROCESS	
● CHAPTER	7.	PRICING	&	REVENUE	
● CHAPTER	8.	BUSINESS		MATTERS	
● CHAPTER	9.	SUCCESS	FACTORS	
● CHAPTER	10.	WHAT	ARE	THE	RISKS?
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Paper	and	Scanning
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● The	Physical	Properties	must	be	Understood	Before	
Scanning	
● Paper	Related	Issues	Could	Impact	a	Project	
● First,	Understand	the	Following:	
○ The	original	document’s	physical	size	
○ Any	surface	coatings	
○ Paper	quality	and	thickness	
○ Page	colors	and	how	they	are	used	
○ Existing	fastening	devices
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THE	OPPORTUNITY	OVERVIEW
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● “Hasn’t	everything	been	scanned	by	now?”	
● How	many	manufacturers	of	printers	&	MFP’s	exist	today?	
● Nearly	50	trillion	pages	are	printed	in	the	world	annually*	
● The	EDM	/	ECM	is	a	fast	growing	industry	raking	in	a	
whopping	$40	billion	annually	
● Have	you	seen	the	rate	at	which	the	medical	industry	is	
going	paperless?
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GROWING	POTENTIAL
● Instant	messages,	SMS/text	messages,	blogs,	RSS	feeds,	
wikis	and	email	are	yet	to	be	managed	better.		
○ These	collaborative	tools	create	content,	lots	of	it!	
● There	are	industries	that	still	are	paper	intensive:	
○ Banking,	mortgage	lenders,	etc.	–	Loans	need	signatures	
○ Every	industry	has	financial,	H.R.	&	client	records	not	just	specific	
documents	applicable	to	the	industry
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CAPTURE	SOFTWARE
● Every	high-production	scanning	bureau	should	use	high-
production	capture	software	
● Every	scanner	comes	with	free	basic	software	
● Free	software	has	limited	features	
● Free	software	provides	images,	one	index	field,	and	output	
to	pdf	
● High-production	software	has	many	features	needed	for	
many	types	of	jobs
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OTHER	SPACE	CONSIDERATIONS
● A	break	room	away	from	work	areas	
● Any	office	activity	that	is	distracting,	
such	as	phone	use,	meetings,	etc.	
should	be	away	from	work	areas	
● Wall	space	for	memo’s	and	signage
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Return to Course Offerings
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Business Acumen
for selling
Targeted Solutions
Written and developed by:
Byron B. Aulick, CDIA+, PDI+, Project+, ECMs
byron.aulick@ecminstitute.com
(508) 637-1508
V1.1 July 2015
“BATS”
With the right bat, you can hit the ball out of the park!
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CLASS AGENDA
‣GENERAL BUSINESS TERMS
‣AUTOMATION IN THE WORKPLACE
‣BUSINESS WORKFLOW-101
‣WHAT’S IN IT FOR ME?
‣INTRODUCTION TO TECHNOLOGY
‣CASE STUDIES
‣BRIDGING THE GAP
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WE RESPECT WHOYOU ARE!
This class does not teach you 

traditional sales or ‘solution selling’.
Rather.. we teach how to strategically sell products and services
that generate ridiculously high GP
Our focus is on high performance ECM sales:
‣ Hardware [at full-list]
‣ Software [ECM,Workflow,Advanced Capture]
‣ Workflow Implementation Services
‣ Document Conversion [scanning]
‣ Consulting
‣ Needs Assessments
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Welcome to Class
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WHAT TO EXPECT
‣Ground, mid and high-level understanding of how ECM benefits
clients
‣ Specific answers to specific questions
‣A shortened sales-cycle due to better understanding of business
processes [workflow]
‣Happier customers
‣ Your name on LinkedIn from clients raving with glee!
‣References
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Welcome to Class
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‣Struggles offices have today;
‣ Cant find, recreating
‣ Crowded space, keeping files too long
‣ Manual routing, rekeying into legacy systems
‣ No tracking
‣ Poor security due to physical paper
‣ Wasting time & money
‣Not addressed =YOUR opportunity!
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PRESENT STATE
Automation in the Workplace
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50
Automation can eliminate these steps!
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YOUR -PROFESSIONAL
SERVICES AT WORK
‣Areas that generate income:
‣ “Match to PO” and “Copy and Distribute” and “Queued for Processing”
‣ Rules within the Workflow system will route the PO and the Invoice to appointed party for
processing.
‣ “Data Entry & Allocation”, “FILE” and “Archive”
‣ Use ‘advanced capture’ to extract data from pages as they are scanned.Then, output images and
index values into an ECM system to automated the filing [and archival] process.
‣ “Prep Client Re-bill”,“Attach Backup Invoices” and “Send Invoice”
‣ A second process. Used when part of a larger invoice is “re-billed” to several parties. Simply
configure another workflow [$$] to automate the process. No additional scanning/indexing
needed.
51
Finance Dept AP
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HANDOUTS
HOMEWORK, CLASS ASSIGNMENTS, ROLE-PLAYS,
SAMPLE EXAMS, CASE STUDIES
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Worksheet
Directions: Please fill out with book closed. Once finished, if you need to, use the book to fill in the ones you were unsure of.
Recap from “Online Imaging-101”:
1. Explain:
a. De-skew
b. De-speckle
c. Cropping
From “1. Concepts, Motivations and Objectives” section:
2. Name some purposes for DM/DI:

a. Enables ____________ containment

b. Enhances the overall ______________ from attacks

c. ________ i________ means a 5 page doc really is 5 pages!

d. Meet ______________ requirements
3. From the VAR’s perspective, explain your business position:
4. Briefly explain what savings minus cost means:
5. What are some of the advantages of using document imaging?
6. Name potential disadvantages:
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CDIA Presentation v1.2
Math 4
A client receives 5,000 docs / day with 500 characters on each page.
During QA, they notice that after 10 days, 250,000 characters are wrong!
What is the accuracy of the OCR?
5,000 docs x 500 chars = 2,500,000 chars / day
..x 10 days = 25,000,000 total chars
..of which 250,000 are wrong. (=1% wrong)
If 1% is incorrect, then 99% is correct!
•Accuracy = 99%
hyperlink 55
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DataVault’s research department would like to capture all
internal research documents. Due to patent considerations,
no researcher is allowed to view anothers' documents.
Which of the following is an effective method to block
document access?
A. Document level security
B. Check in / check out control
C.Virtual Private Network (VPN)
D. Redaction
56
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Scan
Routes'to'Bryce
Mails'to'Tenant'
for'Signature
Receive'Returned'
SignedRoutes'to'JulieSave'to'the'DMS
Property'
Manager'
Fills'out'the'
"Lease'
Prepara?on'
Form"
Routes'to'Julie
Opens'
"Lease'
Prepara?n'
Form"
Stamps'with'
Approval'or'
Annotates
Routes'to'Bryce'for
Electronic'Signature
Saves'to'the'DMS
Sends to Tenant
System'
no?fies'
Property'Mgr'
&'Accoun?ng
Accounting
completes task
of adding
information
Entered into
Skyline
If New
Tenant
Julie'Makes'Edits,
If'Needed
Receive'Returned'
Documents
System'
no?fies'Lease'
Administrator
Scan
Commercial'
Tenants'
Change'
Form'
Created
Lease'
Summary'
Form'Added
Include'Copy'
of'Voided'
Check'&'ACH'
Debit'Form
System'no?fies'
Sarah,'Chris?na,'
Mary'&'The'
Property'Mgr
LEASE PACKAGE - NEW WORKFLOW
Creates'
Cover'Page
Creates'
Cover'LeOer
Saves'to'the'DMS
LeOer'with'Requests'
Mailed'to'Tenant' Routes'Back'to'Julie
Return to Course Offerings
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TESTIMONIALSC
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Testimonials: [from student evaluation sheets given at end of class]
Michael Weaver, Ricoh Business Solutions: "This training would be excellent for
many sales-reps, particularly those who deal with healthcare accounts. It gave me
something else to bring to the table and an edge over the competition."
Rob Wolf, Lanier: "I attended the CDIA+ Training course that you conducted at
companies University 8/1-8/3, and wanted you to know that I passed the CDIA+
Certification Exam on 8/8 with a score of 828. I just wanted to tell you how great I
thought the class was, and how great you were as an instructor. It is not easy
presenting technical material to a "mixed" group of attendees and being able to keep
everyone on track. I will recommend the Datavault prep course to anyone interested
in taking a CDIA+ training course.”
Chip O’Dell, Region Manager: “Byron: The class you instructed was tremendous,
and I know I can speak for all when I say we left your class with a great feeling of
confidence we were prepared and would pass the test. I took the test last Friday, and
while the whole testing experience really kicked my (bleep), I passed with a 760!!!!
Again, I PASSED ON THE FIRST TRY!!! I have been in region management and out
of the field for the past 5 years, so I did not feel I possessed the base knowledge
most of the DSR’s and DSM’s have, but thanks to your instruction, I PASSED!!!!!
Thanks for your effort, and I hope all of my company’s counterparts have the
opportunity to experience the excellence of your instruction.”
[end]
Return to Course Offerings
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PHASE 2:
Production Hands-on Workshop
‣ Live workshop
‣ All necessary forms and labs
‣ Tracking and reporting tools
‣ Operations and procedures manual
‣ 3 Days classroom, $2,295 ea.
PHASE 1:
Business Owner’s Insight Overview
‣ What can you expect
‣ What does it require
✓ Human resources
✓ Equipment
✓ Investment
‣ Profit and Return
‣ 4 Hours, online, $997 ea.
‣ eBook, $349
PHASE 3:
High-performance ECM Sales Training
‣ Compliance overview
‣ Compelling reasons
‣ Overcoming objections
‣ Estimating and proposal generation
‣ Storage calculator
‣ Sample Terms & Conditions
‣ 2 days Classroom, $1,395 ea.
PHASE 4:
Marketing
‣ Website assistance
‣ Develop collateral materials
‣ Social presence help, $500/mth
Ongoing support
‣ Software setup
‣ Continuing education
‣ RFP assistance
‣ Trade-show helps
byron.aulick@ecminstitute.com
(508) 637-1508can help you!
return
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Training offerings sample

  • 1. COURSE OFFERINGS 1. High-performance ECM Sales 2. CDIA+ Exam-prep 3. Professional Needs Assessments 4. Document Imaging-101 5. Scanning Service Bureau 6. Business Acumen - Handouts - Testimonials - Phased approach C opyright© 2015,EC M IN STITU TE.C O M
  • 2. 2 High-performance ECM Sales Training Written and developed by: Byron B. Aulick, CDIA+, ECMm, PDI+, Project+ byron.aulick@ecminstitute.com (508) 637-1508 V1.2 May 2015 C opyright© 2015,EC M IN STITU TE.C O M
  • 3. CLASS AGENDA ‣CONCEPTS ‣THE PROBLEM ‣THE SOLUTION ‣MOTIVATION ‣VERTICALS [HealthCare, Legal, Banking] ‣TECHNICAL ‣SALES ‣PRICING ‣CASE STUDIES 3 C opyright© 2015,EC M IN STITU TE.C O M
  • 4. VOCABULARY ECM, CM, EDM, EDMS, DMS SaaS,ASP, Cloud,Thin-client, Hosted On-ramp device, Input device Workflow/Collaboration, Process-centric Solutions Kb (communications), KB (file sizes) GB (groups of files),TB (total storage needed) Thick-client, In-house (“on-premise”), Client/Server Phases; Doc-prep, Capture, Index, Output, Archive, Retrieval Data Extraction; Barcode, OCR/ICR, OMR, Match & Merge 4 ..all taught in CDIA+ training C opyright© 2015,EC M IN STITU TE.C O M
  • 5. ECM OPPORTUNITY ‣There is a window of opportunity for helping companies convert paper files into digital records. ‣Paperless; NO, but.. less paper;YES ‣AIIM projects that by the end of 2015 ECM should be a $4.2 billion dollar market ‣If the Supreme Court of USA scans, the stage is set.. (tellYankee Atomic story) 5 C opyright© 2015,EC M IN STITU TE.C O M
  • 6. One benefit: Outsourcing allows clients to stay focused. True or False Why not use high school kids to scan documents?
 By the end of 2015 ECM should be a [?] Billion market
 One benefit: Simultaneous, multi-person access. True or False
 WHAT DID WE LEARN? $4.2B True They’re not trained professionals True 6 C opyright© 2015,EC M IN STITU TE.C O M
  • 7. ROI FOR GOING DIGITAL 7 C opyright© 2015,EC M IN STITU TE.C O M
  • 8. VERTICAL MARKETS: LEGAL and BANKING 8 C opyright© 2015,EC M IN STITU TE.C O M
  • 10. WHAT IS ‘COMPLIANCE’ Before we get into this..WIKI says; Compliance means conforming to a rule, such as a specification, policy, standard or law. <however> Regulatory compliance describes the goal that corporations or public agencies aspire to in their efforts to ensure that personnel are aware of and take steps to comply with relevant laws and regulations. WHY DOYOU CARE? If your prospect needs to do something, and you can help them do that..you become attractive. In this example, the government has told them they MUST comply with a law. Help them and they will love you!! Prospect says “You can keep me out of jail? Really...I want to talk to you!” 10 C opyright© 2015,EC M IN STITU TE.C O M
  • 11. CDIA Presentation v1.2 Written and developed by: Byron B. Aulick, CDIA+, ECMm, PDI+, Project+ byron.aulick@ecminstitute.com (508) 314-7097 www.ecminstitute.com CDIA+ Training, CD0-001 “Exam Preparation” (v1.2 Updated January ‘15) C opyright© 2015,EC M IN STITU TE.C O M
  • 12. CDIA Presentation v1.2 Domain 1. Enterprise Content Management In this domain we will learn about the proper usages of index, search, and retrieval. Will also discuss workflow and explain how collaboration works. We will compare and contrast document presentation and output features and explain the purpose of content life cycles. This domain is weighted at 20%. Sample: Why should the Human Resource departments be included in the planning of large implementations of new imaging systems?
 
 A. To handle complaints
 B. To plan for overtime
 C. To prepare for resignations
 D. To review impact on job descriptions. " Author: CompTIA 12 C opyright© 2015,EC M IN STITU TE.C O M
  • 13. CDIA Presentation v1.2 Terms (Cont.) Ontology: • Rules based, explicit specification. • Example; Invoice = “Invoice”, not “Bill” • Index values are from strict drop-down list, not open to interpretation. Folksonomy: • “Wisdom of the crowd” • Example; you pick “Invoice”, I pick “Bill” • Think collaboration. Minimal controls. No standards. 13 C opyright© 2015,EC M IN STITU TE.C O M
  • 14. CDIA Presentation v1.2 Domain 2. Capture In this domain we will learn about how input devices are used to accrue data. We’ll talk about document conversion from document pickup, to preparation, scanning, quality assurance, indexing, extracting data, and then we’ll discuss outputs. We will also discuss various file formats and their impact on the available bandwidth of the network. This domain is weighted at 23%. Sample: Which of the following ICR recognition applications will support a check-processing application?
 
 A. MICR. B. CAR C. Barcode D. Patch code " Author: CompTIA 14 C opyright© 2015,EC M IN STITU TE.C O M
  • 15. CDIA Presentation v1.2 15 CompTIA terms: “Release” = output. Validation, Verification The Process Overview C opyright© 2015,EC M IN STITU TE.C O M
  • 16. CDIA Presentation v1.2 Domain 3. Storage and Networking In this domain we will learn about the various storage media types and their properties. We will look at storage strategies as well as network connectivity and hardware options. This domain is weighted at 13%. Sample: A city has determined that it will provide access to City Council minutes and upcoming agenda items. Which is the best solution that will allow for the broadest access for all interested parties?
 
 A. Use of an FTP site
 B. Web-based Internet access.
 C. Publication on CD-ROM for distribution
 D. Public kiosk availability at various sites, including libraries " Author: CompTIA 16 C opyright© 2015,EC M IN STITU TE.C O M
  • 17. CDIA Presentation v1.2 Storage Subsystem Options Jukebox RAID Array Magnetic disk DASD Optical Tape Library MO DriveTape Drive 17 SSD, using NAND ‘flash memory‘ (elec erase) WORM Cloud C opyright© 2015,EC M IN STITU TE.C O M
  • 18. CDIA Presentation v1.2 Domain 4. Security and Compliance In this domain we will learn about the basics of records management in general, as well as security in the context of access and delivery. We will discuss document privileges, rights, and output methodologies. This domain is weighted at 16%. Sample: A consultant analyzing a company's document imaging requirement discovers that there appears to be a number of concerns from users about the security of the newer system. Which of the following is the best way to address such concerns?
 
 A. Ask the project leader or company management to deal with the situation.
 B. Emphasize that it has been a management decision to change to the newer system.
 C. Consider end-users' concerns and determine whether they can be met through education or changes in the solution.. D. Implement the changes provided that the management/project leader agrees with the recommendation for the newer system. " Author: CompTIA 18 C opyright© 2015,EC M IN STITU TE.C O M
  • 19. CDIA Presentation v1.2 Security Lifecycle #Document Creation #Format #Media #Document Activity #Retrievals #Modifications #Concurrent Usage #Document Archival #Format #Legality #Access 19 “Record” = No changes! “Document” = Changes OK C opyright© 2015,EC M IN STITU TE.C O M
  • 20. CDIA Presentation v1.2 Domain 5. Analysis, Design, and Implementation In this domain we will learn about the basics of project management. To include the different players, the different phases, some project management terms and document reporting types. We will discuss a formal needs assessment and how to professionally collect data, validate inputs, and solidly design a system based on this. This domain is weighted at 28%. Sample: A company is implementing an imaging system. The employees in the microfilm department express concerns to their manager that the proposed system may threaten their jobs. The manager is one of the key decision-makers on the selection team. In the employee presentation, which of the following should NOT be included?
 
 A. Savings due to process improvement 
 B. Savings due to reduced training requirements 
 C. Savings due to reduced staffing requirements.
 D. Savings due to reduced storage space requirements " Author: CompTIA 20 Return to Course Offerings C opyright© 2015,EC M IN STITU TE.C O M
  • 21. CDIA Presentation v1.2 Implementation Plan, contains: Production Procedures Help / Support Docs Training Plan Roll-out Procedure Description of System Changes Maintenance Schedule Risk Management Plan Timelines, Time Constraints Q/A Steps Objectives Identifies Language or Time Barriers Connectivity Details Time Out or Deadline Schedule Milestones Input from the Project Team SMEs Not $$ or Budget Issues (already agreed upon) Technical Documentation (Given to the solution sponsor) 21 MEMORIZE THIS! C opyright© 2015,EC M IN STITU TE.C O M
  • 22. 22 High-performance Needs Assessment Training Written and developed by: Byron B. Aulick, CDIA+, ECMm, PDI+, Project+ byron.aulick@ecminstitute.com (508) 637-1508 V1.2 May 2015 C opyright© 2015,EC M IN STITU TE.C O M
  • 23. PURPOSE OF THIS COURSE ‣Day 1 ‣ Provide professionals with a complete understanding of the electronic document management (EDM) needs assessment process ‣ Day 2 ‣ Needs Assessment fundamentals and simulate an assessment 23 C opyright© 2015,EC M IN STITU TE.C O M
  • 24. WHATYOU WILL LEARN 24 ‣ Day 1 ‣ What is an assessment, and why do you need to do it ‣ How a Needs Assessment is a critical component for your future success ‣ Day 2 ‣ How to conduct a survey—what questions to ask, who to ask, and how to set it all up ‣ How to analyze the collected data ‣ What constitutes a professional report C opyright© 2015,EC M IN STITU TE.C O M
  • 25. ‣Know what you are proposing! ‣Be accurate with the solution! ‣Ensure clients pay for what they NEED! ‣Shorten the sales-cycle by asking for investment up-front! ‣Feel confident your solution will work 100% ‣Also realize, once satisfied, they will refer… ADVANTAGES OF ASSESSMENTS Can you think of more? 25 C opyright© 2015,EC M IN STITU TE.C O M
  • 26. GIVE THEMVISUAL PROOF 26 Dawn%opens% email Responds Receives Search%&%Find% Threads Creates%Sub; Folders%my%email Creates%Sub; Folders%Dawn's% email Carrie%accesses Dawn's%email Prints A@achments? YESNO Le@er Saved%to% I:Scanned% Correspondence% Folder Pleadings Saved%to% I:Scanned% Pleadings%Folder Separates Collate%by%Thread Compare%by% Thread Put%in%reverse% chronological% order Remove% Duplicates Hole;Punch File Distribute,%as% needed Scans Drag%&%Drops% Email DRAWING A - EMAIL TO FILE WORKFLOW - EXISTING File%Cabinets Drawers Accordian%Files DRAWING B - EMAIL TO FILE WORKFLOW - PROPOSED Dawn%opens% email Responds Receives Search%&%Find% Threads Carrie%accesses Dawn's%email Hits%Bu=on: "Save%to%DMS" Chooses%the% Category%from%a% DropDdown%List Adds%Index:% [Name,%Case#,% etc] Stores% With%or%Without% A=achments Note: Workflow rules may route document to another user who plays a role [predefined workflow]. C opyright© 2015,EC M IN STITU TE.C O M
  • 27. GIVE THEMVISUAL PROOF 27 FINANCIALS 1.0 Return on Investment -Labor alone Although difficult to extrapolate due to such a wide variety of areas for improvement, I have focused on the time it takes staff to manually enter data into Crosspoint, as a labor savings, and costs associated with the print and scan methods for discussion. ! Five main areas will yield the biggest return on investment; Email inbox with its inherent possibilities for error in the time required to manually assign work to teams Gathering of medical records and the sheer volume of pages printed from electronic files the continual manual process of rekeying information that was once electronic, now on paper, into Crosspoint. The overall inefficiency of website referrals A scanning process that has not changed in 6 years ! Increasing the efficiency in any one of these specific areas can more than pay for the system. The combined increase in efficiency will yield tremendous ROI to the extent that follows. *Please see attached Price Sheet for solution pricing. ! ! This represents a savings on labor alone of more than $ 4,000,000 in five years. ! (Labor alone. Add consumables… and 28,000 hours/yr time saved!) ! >Add to this the cost of losing a document, not being able to answer a question immediately, perhaps losing a client due to poor customer service, making wrong decisions from inaccurate or older information, lost employee time and office waste via paper/toner/maintenance, courier expenses, and you have a substantially higher figure.< ! ! >See chart ISO Volumes and Money in addendum for details. LABOR COSTS MONTH YEAR PER DOCUMENT Current: $! 96,281.00 $! 1,155,372.00 $! 0.19 Proposed: $! 19,256.00 $! 231,072.00 $! 0.04 Net Savings: $! 77,025.00 $! 924,300.00 $! 0.15 Page ! of !32 34 7.0 Financials 7.1 Costs Phase One: $81,538.00 (DM system) or $2,896.23/mth (36 mth lease) ! Phase Two: $18,000.00 (Workflow) or $639.36/mth (36 mth lease) ! Phase Three: $10,000.00 (Forms Automation) or $355.20/mth (36 mth lease) ______________________ <or> $3,890.79/mth for all 7.2 Return on Investment Although difficult to extrapolate due to such a wide variety of documentation, I have focused on the lease processes for discussion. ! Based on Wayne’s input of “100 leases per month”, and an estimated average of 3.5 hours each, that is 350 man-hours of time each month. At a burdened labor rate of $35/hr, that is $12,250/mth for Julie alone. ! Add 2 hours each for Bryce, Wayne, the property manager and two clerical office staff at a burdened rate of $100/hr = 2 hrs x 5 staff x 100 leases/mth x $100/hr = $100,000/mth ! Current Costs: $112,250/mth or $1,347,000 per year using paper ! >Add to this the cost of losing a document, not being able to answer a question immediately, perhaps losing a client due to poor customer service, making wrong decisions from inaccurate or older information, lost employee time and office waste via paper/toner/maintenance, courier expenses, and you have a substantially higher figure.< ! Based on the same rates, but saving a conservative 40% through workflow automation: ! Proposed Costs: $67,350/mth or $808,200 per year using workflow. ! Net savings: $44,900/mth or $538,800 per year. Labor alone. Add consumables… ! ROI Proposed cost of system: $109,538 [system] + $808,200 [labor] = $917,738 ! $1,347,000 [current] - $917,738 [proposed] = $429,262 saved the first year $1,347,000 [current] - $808,200 [proposed] = $538,800 saved the second year ! >See chart Monthly Expense -Proposed vs. Existing for a graphic Page ! of !15 16 Page 12 of 62 C opyright© 2015,EC M IN STITU TE.C O M
  • 28. 28 START INTERVIEWS Began by asking them to explain the job responsibilities Then ask them to explain what they do each day, in detail As time allows, make a simple drawing that outlines their workflow (this is invaluable when you’re back at the office trying to remember their workflow) Be sure to show your notes And your drawing so they can be as accurate as possible Capture as many quotes from the interviewee as you can. You will gently include these in the report. Ask them to allow you to visit their work area. Get permission to take pictures.. lots of pictures. This adds credibility to the report, and spawns conversation. If they mentioned something doesn’t flow properly, or there is a problem, be sure to ask “what is the impact on the business?” Spend time on workflow problems. These are the opportunity areas for your software to address, and are specific to the account. Realize there is no way to script this dialogue. It depends largely upon what the interviewee says. Be flexible, courteous, inquisitive, interested, friendly, and be sure to probe at the areas that you intend to address with your solution. Remember never to be confrontational, negative, or say things like “Wow! I must really suck!” Equally, also remember never to say “Not to worry, that happens to a lot of people.” STEPS (A GUIDE FORYOU) C opyright© 2015,EC M IN STITU TE.C O M
  • 29. 101 training v3.2.ppt 29 Instructor: Mr. Byron B. Aulick, C.D.I.A. Teaching the fundamentals Document Imaging-101C opyright© 2015,EC M IN STITU TE.C O M
  • 30. . 30 Day 1, course overview ▪ Imaging-101 □ 1. Concepts, Motivation & Objectives □ 2. The Capture Process □ 3. Scanners □ 4. Indexing Methods □ 5. Storage □ 6. Communications □ 7. Display / Output □ 8. Document Management & Workflow C opyright© 2015,EC M IN STITU TE.C O M
  • 31. 2. The Capture Process 31 What is DPI? 1 In. 1 In. 100 200 300 400 Dots 160,000 90,000 40,000 10,000 0 Resolution in DPI Dots Per Inch > 200,000C opyright© 2015,EC M IN STITU TE.C O M
  • 34. 8. Document Management & Workflow 34 Document Management & Workflow: Overview ▪ User Expectations for EDMS ▪ Document Management Acronyms ▪ Workflow: Definitions, Essential Elements, and Options Return to Course Offerings C opyright© 2015,EC M IN STITU TE.C O M
  • 35. SCANNING BUSINESS STARTUP 
 -Business Owners Class Written and developed by: April M. Aulick, CDIA+ april.aulick@ecminstitute.com (508) 637-1508 V1.2 May 2015 C opyright© 2015,EC M IN STITU TE.C O M
  • 36. Table of Contents ● CHAPTER 1. THE BASICS: THINGS YOU NEED TO KNOW ● CHAPTER 2. THE SCANNING OPPORTUNITY ● CHAPTER 3. HARDWARE, SOFTWARE & SUPPLIES ● CHAPTER 4. FACILITY AND SPACE CONSIDERATIONS ● CHAPTER 5. THE STEPS IN THE PROCESS ● CHAPTER 6. OTHER DETAILS IN THE PROCESS ● CHAPTER 7. PRICING & REVENUE ● CHAPTER 8. BUSINESS MATTERS ● CHAPTER 9. SUCCESS FACTORS ● CHAPTER 10. WHAT ARE THE RISKS? C opyright© 2015,EC M IN STITU TE.C O M
  • 37. Paper and Scanning 37 ● The Physical Properties must be Understood Before Scanning ● Paper Related Issues Could Impact a Project ● First, Understand the Following: ○ The original document’s physical size ○ Any surface coatings ○ Paper quality and thickness ○ Page colors and how they are used ○ Existing fastening devices C opyright© 2015,EC M IN STITU TE.C O M
  • 38. THE OPPORTUNITY OVERVIEW 38 ● “Hasn’t everything been scanned by now?” ● How many manufacturers of printers & MFP’s exist today? ● Nearly 50 trillion pages are printed in the world annually* ● The EDM / ECM is a fast growing industry raking in a whopping $40 billion annually ● Have you seen the rate at which the medical industry is going paperless? C opyright© 2015,EC M IN STITU TE.C O M
  • 39. GROWING POTENTIAL ● Instant messages, SMS/text messages, blogs, RSS feeds, wikis and email are yet to be managed better. ○ These collaborative tools create content, lots of it! ● There are industries that still are paper intensive: ○ Banking, mortgage lenders, etc. – Loans need signatures ○ Every industry has financial, H.R. & client records not just specific documents applicable to the industry 39 C opyright© 2015,EC M IN STITU TE.C O M
  • 40. CAPTURE SOFTWARE ● Every high-production scanning bureau should use high- production capture software ● Every scanner comes with free basic software ● Free software has limited features ● Free software provides images, one index field, and output to pdf ● High-production software has many features needed for many types of jobs 40 C opyright© 2015,EC M IN STITU TE.C O M
  • 42. 42 Business Acumen for selling Targeted Solutions Written and developed by: Byron B. Aulick, CDIA+, PDI+, Project+, ECMs byron.aulick@ecminstitute.com (508) 637-1508 V1.1 July 2015 “BATS” With the right bat, you can hit the ball out of the park! C opyright© 2015,EC M IN STITU TE.C O M
  • 43. CLASS AGENDA ‣GENERAL BUSINESS TERMS ‣AUTOMATION IN THE WORKPLACE ‣BUSINESS WORKFLOW-101 ‣WHAT’S IN IT FOR ME? ‣INTRODUCTION TO TECHNOLOGY ‣CASE STUDIES ‣BRIDGING THE GAP 43 C opyright© 2015,EC M IN STITU TE.C O M
  • 44. WE RESPECT WHOYOU ARE! This class does not teach you 
 traditional sales or ‘solution selling’. Rather.. we teach how to strategically sell products and services that generate ridiculously high GP Our focus is on high performance ECM sales: ‣ Hardware [at full-list] ‣ Software [ECM,Workflow,Advanced Capture] ‣ Workflow Implementation Services ‣ Document Conversion [scanning] ‣ Consulting ‣ Needs Assessments 44 Welcome to Class C opyright© 2015,EC M IN STITU TE.C O M
  • 45. WHAT TO EXPECT ‣Ground, mid and high-level understanding of how ECM benefits clients ‣ Specific answers to specific questions ‣A shortened sales-cycle due to better understanding of business processes [workflow] ‣Happier customers ‣ Your name on LinkedIn from clients raving with glee! ‣References 45 Welcome to Class C opyright© 2015,EC M IN STITU TE.C O M
  • 46. ‣Struggles offices have today; ‣ Cant find, recreating ‣ Crowded space, keeping files too long ‣ Manual routing, rekeying into legacy systems ‣ No tracking ‣ Poor security due to physical paper ‣ Wasting time & money ‣Not addressed =YOUR opportunity! 46 PRESENT STATE Automation in the Workplace C opyright© 2015,EC M IN STITU TE.C O M
  • 50. 50 Automation can eliminate these steps! C opyright© 2015,EC M IN STITU TE.C O M
  • 51. YOUR -PROFESSIONAL SERVICES AT WORK ‣Areas that generate income: ‣ “Match to PO” and “Copy and Distribute” and “Queued for Processing” ‣ Rules within the Workflow system will route the PO and the Invoice to appointed party for processing. ‣ “Data Entry & Allocation”, “FILE” and “Archive” ‣ Use ‘advanced capture’ to extract data from pages as they are scanned.Then, output images and index values into an ECM system to automated the filing [and archival] process. ‣ “Prep Client Re-bill”,“Attach Backup Invoices” and “Send Invoice” ‣ A second process. Used when part of a larger invoice is “re-billed” to several parties. Simply configure another workflow [$$] to automate the process. No additional scanning/indexing needed. 51 Finance Dept AP C opyright© 2015,EC M IN STITU TE.C O M
  • 52. HANDOUTS HOMEWORK, CLASS ASSIGNMENTS, ROLE-PLAYS, SAMPLE EXAMS, CASE STUDIES C opyright© 2015,EC M IN STITU TE.C O M
  • 53. Worksheet Directions: Please fill out with book closed. Once finished, if you need to, use the book to fill in the ones you were unsure of. Recap from “Online Imaging-101”: 1. Explain: a. De-skew b. De-speckle c. Cropping From “1. Concepts, Motivations and Objectives” section: 2. Name some purposes for DM/DI:
 a. Enables ____________ containment
 b. Enhances the overall ______________ from attacks
 c. ________ i________ means a 5 page doc really is 5 pages!
 d. Meet ______________ requirements 3. From the VAR’s perspective, explain your business position: 4. Briefly explain what savings minus cost means: 5. What are some of the advantages of using document imaging? 6. Name potential disadvantages: C opyright© 2015,EC M IN STITU TE.C O M
  • 55. CDIA Presentation v1.2 Math 4 A client receives 5,000 docs / day with 500 characters on each page. During QA, they notice that after 10 days, 250,000 characters are wrong! What is the accuracy of the OCR? 5,000 docs x 500 chars = 2,500,000 chars / day ..x 10 days = 25,000,000 total chars ..of which 250,000 are wrong. (=1% wrong) If 1% is incorrect, then 99% is correct! •Accuracy = 99% hyperlink 55 C opyright© 2015,EC M IN STITU TE.C O M
  • 56. DataVault’s research department would like to capture all internal research documents. Due to patent considerations, no researcher is allowed to view anothers' documents. Which of the following is an effective method to block document access? A. Document level security B. Check in / check out control C.Virtual Private Network (VPN) D. Redaction 56 C opyright© 2015,EC M IN STITU TE.C O M
  • 57. Scan Routes'to'Bryce Mails'to'Tenant' for'Signature Receive'Returned' SignedRoutes'to'JulieSave'to'the'DMS Property' Manager' Fills'out'the' "Lease' Prepara?on' Form" Routes'to'Julie Opens' "Lease' Prepara?n' Form" Stamps'with' Approval'or' Annotates Routes'to'Bryce'for Electronic'Signature Saves'to'the'DMS Sends to Tenant System' no?fies' Property'Mgr' &'Accoun?ng Accounting completes task of adding information Entered into Skyline If New Tenant Julie'Makes'Edits, If'Needed Receive'Returned' Documents System' no?fies'Lease' Administrator Scan Commercial' Tenants' Change' Form' Created Lease' Summary' Form'Added Include'Copy' of'Voided' Check'&'ACH' Debit'Form System'no?fies' Sarah,'Chris?na,' Mary'&'The' Property'Mgr LEASE PACKAGE - NEW WORKFLOW Creates' Cover'Page Creates' Cover'LeOer Saves'to'the'DMS LeOer'with'Requests' Mailed'to'Tenant' Routes'Back'to'Julie Return to Course Offerings C opyright© 2015,EC M IN STITU TE.C O M
  • 59. Testimonials: [from student evaluation sheets given at end of class] Michael Weaver, Ricoh Business Solutions: "This training would be excellent for many sales-reps, particularly those who deal with healthcare accounts. It gave me something else to bring to the table and an edge over the competition." Rob Wolf, Lanier: "I attended the CDIA+ Training course that you conducted at companies University 8/1-8/3, and wanted you to know that I passed the CDIA+ Certification Exam on 8/8 with a score of 828. I just wanted to tell you how great I thought the class was, and how great you were as an instructor. It is not easy presenting technical material to a "mixed" group of attendees and being able to keep everyone on track. I will recommend the Datavault prep course to anyone interested in taking a CDIA+ training course.” Chip O’Dell, Region Manager: “Byron: The class you instructed was tremendous, and I know I can speak for all when I say we left your class with a great feeling of confidence we were prepared and would pass the test. I took the test last Friday, and while the whole testing experience really kicked my (bleep), I passed with a 760!!!! Again, I PASSED ON THE FIRST TRY!!! I have been in region management and out of the field for the past 5 years, so I did not feel I possessed the base knowledge most of the DSR’s and DSM’s have, but thanks to your instruction, I PASSED!!!!! Thanks for your effort, and I hope all of my company’s counterparts have the opportunity to experience the excellence of your instruction.” [end] Return to Course Offerings C opyright© 2015,EC M IN STITU TE.C O M
  • 60. PHASE 2: Production Hands-on Workshop ‣ Live workshop ‣ All necessary forms and labs ‣ Tracking and reporting tools ‣ Operations and procedures manual ‣ 3 Days classroom, $2,295 ea. PHASE 1: Business Owner’s Insight Overview ‣ What can you expect ‣ What does it require ✓ Human resources ✓ Equipment ✓ Investment ‣ Profit and Return ‣ 4 Hours, online, $997 ea. ‣ eBook, $349 PHASE 3: High-performance ECM Sales Training ‣ Compliance overview ‣ Compelling reasons ‣ Overcoming objections ‣ Estimating and proposal generation ‣ Storage calculator ‣ Sample Terms & Conditions ‣ 2 days Classroom, $1,395 ea. PHASE 4: Marketing ‣ Website assistance ‣ Develop collateral materials ‣ Social presence help, $500/mth Ongoing support ‣ Software setup ‣ Continuing education ‣ RFP assistance ‣ Trade-show helps byron.aulick@ecminstitute.com (508) 637-1508can help you! return C opyright© 2015,EC M IN STITU TE.C O M