Learn how to bridge the gap between business workflow processes and what you sell (an ECM solution). Written by Byron Aulick

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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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2. COPYRIGHT © 2015
No part of this document may be reproduced, electronic or printed, stored or transmitted electronically or
mechanically without the expressed written permission of an executive or director of EWide Technology
Solutions, Inc.
For permission or if you suspect that this document or any portion thereof has been unlawfully copied,
please contact EWide Technology Solutions, Inc. at 1-508-637-1508.
This publication is sold subject to the condition that it shall not be resold, traded, given away, lent or
otherwise circulated without the publisher’s prior consent.
EWide Technology Solutions, Inc. accepts no liability for any claims, demands, losses, damages, costs or
expenses suffered or incurred howsoever arising from or in connection with this courseware.
The information in this document is subject to change without notice. All trademarks are the property of
their respective owners.
Copyright © 2015 by the ECM Institute
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3. 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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4. THE PRESENTER.. BYRON AULICK
‣Author of these materials..
‣Based on 30 years ECM, 19 years Scanning Bureau, 15 years Teaching
‣OWN..
‣Ewide Tech, DataVault and ECM Institute
‣3,000+ students trained..
‣CDIA, ECM Master, Needs Assessment, Sales, Bureau, PDI+, Project+
‣Students worldwide:
‣International -S.Africa, Philippines, Nigeria,Turks and Caicos, Ecuador, Haiti, Puerto Rico
‣US -Denver, Phoenix,Topeka, NYC, Brooklyn, Leesburg, E. Orange, Lancaster, Mystic, Eau
Claire, more ..
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Welcome to Class
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5. THE PURPOSE OF THIS COURSE
‣There is a window of opportunity for
helping companies become more
efficient.
‣Owners are looking to do more with
less [right-size], shave office expenses,
increase outgoing invoices, become
efficient.
‣AIIM projects that by the end of 2015
ECM should be a $4.2 billion dollar
market. -Want some?
‣YOU need to know how to speak their
lingo!
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Welcome to Class
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6. WHO SHOULD TAKE THIS
COURSE?
‣Sales Reps
‣Solution Specialists
‣MPS jockeys
‣Service Techs passing leads
‣Staff in support of ECM solutions
‣Managers coaching same..
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Welcome to Class
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7. 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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8. 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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9. WHY AREYOU HERE?
Unfamiliar with business workflow processes
Need to know what to say.. and what NOT to say
Want to be more knowledgable in conversation
Realize that without sales, you are an unemployed
expert!
Now… your turn.. intro. 10 mins
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Welcome to Class
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10. OPENING COMMENT
‣Prospects know their business workflow
‣ You know your hardware/software
‣How well you match the two, means how wellYOU DO!
‣ Lets talk…
‣ “Clients would rather have a conversation with a rep in regards to
general business operations, rather than a high pressure product/data
dump!” -Keith Fierek
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Welcome to Class
Let’s get started!
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11. General Business Terms
Section 1
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12. 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
General Business Terms
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13. Automation in the Workplace
Section 2
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14. ‣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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15. AUTOMATION OPPORTUNITIES
‣One for one matching solutions for targeted problems:
‣ manual filing out vs. forms automation software
‣ keying vs. capture that can extract during scan
‣ rekeying from USPS paperwork into CP vs. integrating line-of-business app
with ECM system
‣ passing paperwork vs. workflow software reducing times/saving money
‣ spending xx$ in floor space/off-site storage vs. scanning
‣ FedEx vs. email link
‣ printing multiple times vs. routing
‣ no tracking vs. audit trail
‣ multiple versions vs. version control and check-in/out
‣ human error vs. OCR, ICR, BCR [given volumes]
‣ time to process vs. streamlined operation
‣ Frivolous manual searching vs. key-field/full-text/Federated/Bolean/system
fields
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Automation in the Workplace
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16. ROI FOR GOING DIGITAL
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Automation in the Workplace
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17. Business Workflow-101
Section 3
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18. Finance Dept: AP
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Automation can eliminate these steps!
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22. 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.
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Finance Dept AP
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23. 23
IT LOOKS LIKE THIS..
__
Finance Dept AP
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24. HR Dept: Payroll
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PAYROLL PROCESS..
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26. Education: Student Records
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28. YOUR -PROFESSIONAL
SERVICES AT WORK
‣Areas that generate income:
‣ For the students:“Submit Registration”
‣ Create an electronic form to be the Registration form. Post online.
‣ For the Administration Dept. and Registrar:“Contact Employee”,“Min Standard”, and Rejection
Letter”
‣ Create workflow; Send pre-configured letters, match against predefined criterion, archive actions.
‣ For Faculty Advisor: “Suitable for Program” and “Write Letters”
‣ Create workflow; Send pre-configured letters, match against predefined criterion, archive actions.
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Part 2 of 2
Education Dept: Student Records
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29. What’s in it for ME?
Section 4
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30. I MAKE GOOD MONEY
‣Lets talk..There is more than ‘Box-selling’. Lets talk..
‣New areas for profit:
‣ GP in software
‣ GP in professional services
‣ GP in managed services
‣ GP in cloud offerings
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MORETHAN 100% GP!
What’s in it for ME?
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31. WHO MAKES MORE?
WHO OWNS THE ACCOUNT?
WHO IS HARD TO UPROOT?
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VENDOR
GP
CONSULTANT
GP
HARDWARE
LEASE
MAINTENANCE
REPAIRS
ADDITIONAL EQUIPMENT
25%
x
x
x
25%
HARDWARE
LEASE
MAINTENANCE
REPAIRS
ADDITIONAL EQUIPMENT
ECM SOFTWARE
MAINTENANCE
ADDITIONAL LICENSES
PROFESSIONAL SERVICES
-installation, configuration, users,
groups, cabinets, rights, security
-workflow assessment, project plan,
implementation plan,
-setup additional users, additional
workflow processes
Full-list
x
x
x
25%
100%
100%
100%
200%
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32. v2.532
Section 6
Case Studies
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33. CORRESPONDENCE -LAW-FIRM
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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
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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].
CORRESPONDENCE -LAW-FIRM
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35. Bridging the Gap
Section 7
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36. GET SOME JAVA,THEN LET’S
TALK..
‣You have now seen what a workflow looks like. Now lets discuss
how you can use your new-found business acumen knowledge to:
‣ Bring in more business
‣ Speak with confidence
‣ Spark intelligent questions
‣ Map what you are selling to what they can use!
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37. IN CLOSING..
Where do you want to go from here?
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..next slide..
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38. NEXT STEPS..
‣ Optionally partner with us to;
‣ create and deliver webinars to showcase your offerings
‣ typically twice a month..Why?
‣ use us to represent you on phone calls or joint presentations
‣ help you with proposals
‣ create and deliver Breakfast Seminars (one to many)
‣ conduct product roll-outs for existing clients
‣ further your education
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be your subject-matter expert, on call…
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39. CONTACT US
Byron Aulick, CDIA+, Project+, PDI+, ECMs
byron.aulick@ecminstitute.com
(508)637 - 1508 office
(508) 314 - 7097 cell
SKYPE: byronaulick
LINKEDIN: https://www.linkedin.com/in/byronaulick
We can help you be
SUCCESSFUL!
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