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2.1 Kofax Partner Connect 2013 - Nutzung des Kofax Storyboards - Aus der Perspektive von Sales
This document provides an overview of Kofax Storyboards, which are sales tools developed by Kofax EMEA Pre Sales to support the sale of various Kofax solutions. Storyboards consist of PowerPoint slides covering challenges, solutions, use cases and demonstrations. They include a live virtual machine environment and step-by-step scripts to demonstrate use cases. Storyboards are designed to increase qualified sales opportunities for Kofax and its partners by training partner sales and pre-sales teams on Kofax solutions. Various Storyboards are available focused on areas like mailroom automation, invoice processing, and case management.
2.1 Kofax Partner Connect 2013 - Nutzung des Kofax Storyboards - Aus der Perspektive von Sales
- 1. Kofax Storyboards -Overview Frankfurt, 31. Januar 2013 Michael Schuler, EMEA Presales
- 2. Agenda Why dowe use Storyboards? What are Storyboards? Which Storyboards are available? Storyboards for Kofax Partners 2
- 3. Learning from otherpeoples mistakes Better no demo than a bad demo Just because you can doesn’t mean you should from a demonstration perspective, Just because you could show something doesn’t mean you should show something
- 4. Learning from otherpeoples mistakes There are old pilots and brave pilots there are no old brave pilots from a demonstration perspective Don’t take risks in a demonstration
- 5. Learning from TheMasters The more I practice the luckier I get Gary Player, Widely regarded as one of the greatest players in the history of golf.
- 6. What are KofaxStoryboards?
- 7. Storyboard Overview Storyboards are Sales Tools developed by Kofax EMEA Pre Sales Each Storyboard is designed to support the solution sale for: Kofax Point of Origination solutions Kofax Mailroom solutions Kofax Invoice Capture Processing solutions Kofax Capture Enabled BPM solutions …and more Localized UI and PPT for seven languages now 7
- 8. Storyboard Structure 1. PowerPointslides 2. An actual physical demonstration environment (VMware) • Hardware and software infrastructure • ‘content’ (Kofax batch class, images, any supporting software ) 3. Step by step guidance on a specific Storyboard scenario • Create this batch class, use these images • Show this feature, highlight these points 8
- 9. Getting to knowthe value of Storyboards Storyboard PowerPoint slides consists of Four Sections: The Challenges faced in your business: 1. Provokes discussion How Kofax can address these challenges: 2. Showcases a solution A use case: 3. Sets the scene for the demonstration The demonstration: 4. Using fully functional software or slides 9
- 10. Getting to knowthe value of Storyboards Storyboards include a Live Use Case VM demonstrations and scripts: Full VM Environment: Demonstrates the Use Case live Fully documented Script: Step by Step guide through the demo Demonstration included in the Presentation: Slides can also be presented by a Sales Person if the Pre Sales Engineer is not available Adaptable: The VM environment can be adapted for the Opportunity 10
- 11. Storyboards for KofaxPartners
- 12. Pre-built Kofax Storyboardsand demonstration environment Increase bandwidth and qualified Sales opportunity pipeline 12
- 13. Storyboards for KofaxPartners Storyboards are self contained and require the Kofax Partner to use their own Kofax licences and third party licences At the Partner Connect event partners will get Storyboard v 2.1 of solutions for: Kofax Point of Origination solutions (incl. Mobile Capture) Kofax Mailroom solutions Kofax Invoice Capture Processing solutions Kofax Capture Enabled BPM solutions Kofax Case Management (FoI, Government Scenario) 13
- 14. Extending Storyboards Impactto drive Partner revenue Analyze & Understand Train your Sales & Pre Sales
- 15.