The document provides information for partners on non-standard deal structures, third party financing, professional services agreements, BPO agreements, and referral agreements when working with Kofax. It introduces Jessica Bethune as the manager of the EMEA deal desk who can provide guidance on contracts, forecasts, and non-standard transactions. Flexible deal structures mentioned include enterprise license agreements, term licenses, and consumption-based models.
Tips to Simplify Contracting Process By SN PanigrahiSN Panigrahi, PMP
Tips to Simplify Contracting Process By SN Panigrahi,
Categorise the Contracts,
Standardize Formats Based on Categorization,
Standardize Clauses,
Standardize Specifications / Item Codifications,
Creation of Clause & Template Libraries,
Delegate Authority with Controls,
Committee Based Contract Finalization,
Team Collaboration
This document provides an overview of the Sales and Distribution (SD) module in SAP. It describes the key areas of sales, shipping, and billing. It also explains the organizational structure, master data, processes, tables, and transactions involved in SD. The next part will cover extractors used for LO extraction from the SD module.
Partner Management studies have shown that to become a highly successful channel partner you need to focus on a few traits, which you need to adhere to.
When you are starting up a high growth business or a product line, it is always tempting to try to boost sales by building a large channel partner network, on the premise that the bigger the channel, the more zillions of your products and services they can sell. In our experience, however, many businesses attempting this model struggle to provide a sufficiently strong business proposition for multiple channel partners to carry their products and services. Furthermore, they very often end up creating channel conflict by building direct sales motions in their efforts to improve results.
This document provides guidance on conducting a needs assessment to advise clients and minimize costs. It explains that a needs assessment involves gathering background information on the client's organization, operations, projects, and products/services. This information helps advisors understand the situation and provide efficient support. Templates, guides, meetings, and materials can help speed up the process. Key documents identified include business plans, models, documentation of negotiations and agreements, process maps, and more. Defining products with documents like specifications and glossaries establishes a foundation for efficient legal work.
This document provides guidance on conducting a needs assessment to advise clients and minimize costs. It explains that a needs assessment involves gathering background information on the client's organization, operations, projects, and products/services. This information helps advisors understand the situation and provide efficient support. Templates, guides, meetings, and materials can help speed up the process. Key documents identified include business plans, models, documentation of negotiations and agreements, process maps, and more. Defining products with documents like specifications and glossaries establishes a foundation for efficient legal work.
Developing Contracts That Fit Your Needs: The Commercial FrameworkAli Zeeshan
For other Informa Webinars: http://www.informa-mea.com/webinars
To view recording: https://youtu.be/M3Spo18Jo30 or watch the video at end of the slide
Many businessmen and women see contracts as legal documents, but a healthier approach is to see them as business documents which must be written the right way if they are to be legally enforceable. For many of us, therefore, leaving the contracts to the lawyers means that we miss an opportunity to have a contract which can be used as a working document which prevents problems with suppliers and customers. This webinar explains an approach which can be used to ensure that contracts prevent problems from occurring, or fully prescribe your rights and remedies should things go wrong.
About the Presenter:
Eric Evans has held Director level positions in the automotive, retail, fast moving consumer goods and healthcare sectors. He is the author of three books on procurement and negotiation, and a speaker on MBA programmes across Europe and the Gulf region.
As a management consultant, he has delivered improvement programmes in demand management and inventory management, and has coached organisations as they implement collaborative replenishment and customer-led approaches to demand management.
Tips to Simplify Contracting Process By SN PanigrahiSN Panigrahi, PMP
Tips to Simplify Contracting Process By SN Panigrahi,
Categorise the Contracts,
Standardize Formats Based on Categorization,
Standardize Clauses,
Standardize Specifications / Item Codifications,
Creation of Clause & Template Libraries,
Delegate Authority with Controls,
Committee Based Contract Finalization,
Team Collaboration
This document provides an overview of the Sales and Distribution (SD) module in SAP. It describes the key areas of sales, shipping, and billing. It also explains the organizational structure, master data, processes, tables, and transactions involved in SD. The next part will cover extractors used for LO extraction from the SD module.
Partner Management studies have shown that to become a highly successful channel partner you need to focus on a few traits, which you need to adhere to.
When you are starting up a high growth business or a product line, it is always tempting to try to boost sales by building a large channel partner network, on the premise that the bigger the channel, the more zillions of your products and services they can sell. In our experience, however, many businesses attempting this model struggle to provide a sufficiently strong business proposition for multiple channel partners to carry their products and services. Furthermore, they very often end up creating channel conflict by building direct sales motions in their efforts to improve results.
This document provides guidance on conducting a needs assessment to advise clients and minimize costs. It explains that a needs assessment involves gathering background information on the client's organization, operations, projects, and products/services. This information helps advisors understand the situation and provide efficient support. Templates, guides, meetings, and materials can help speed up the process. Key documents identified include business plans, models, documentation of negotiations and agreements, process maps, and more. Defining products with documents like specifications and glossaries establishes a foundation for efficient legal work.
This document provides guidance on conducting a needs assessment to advise clients and minimize costs. It explains that a needs assessment involves gathering background information on the client's organization, operations, projects, and products/services. This information helps advisors understand the situation and provide efficient support. Templates, guides, meetings, and materials can help speed up the process. Key documents identified include business plans, models, documentation of negotiations and agreements, process maps, and more. Defining products with documents like specifications and glossaries establishes a foundation for efficient legal work.
Developing Contracts That Fit Your Needs: The Commercial FrameworkAli Zeeshan
For other Informa Webinars: http://www.informa-mea.com/webinars
To view recording: https://youtu.be/M3Spo18Jo30 or watch the video at end of the slide
Many businessmen and women see contracts as legal documents, but a healthier approach is to see them as business documents which must be written the right way if they are to be legally enforceable. For many of us, therefore, leaving the contracts to the lawyers means that we miss an opportunity to have a contract which can be used as a working document which prevents problems with suppliers and customers. This webinar explains an approach which can be used to ensure that contracts prevent problems from occurring, or fully prescribe your rights and remedies should things go wrong.
About the Presenter:
Eric Evans has held Director level positions in the automotive, retail, fast moving consumer goods and healthcare sectors. He is the author of three books on procurement and negotiation, and a speaker on MBA programmes across Europe and the Gulf region.
As a management consultant, he has delivered improvement programmes in demand management and inventory management, and has coached organisations as they implement collaborative replenishment and customer-led approaches to demand management.
Charting Your Path to Effective Contract Management SAP Ariba
The document discusses contract management best practices. It summarizes a presentation given at an Ariba conference, with multiple panelists from large companies discussing how they improved contract management processes at their organizations. Specific tactics discussed include streamlining approval processes, establishing service level agreements with legal teams, improving contract templates, and gradually gaining more autonomy over contract review and approval.
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The document summarizes a panel discussion on challenges vendors face in partner relationships and what vendors can do to improve. The panelists, who represent a technology integrator, solutions provider, and systems integrator, cite top challenges as maintaining margins, competing with large partners, and managing growth. They tell vendors to bring partners in earlier, clearly define deal registration, understand the partner perspective, and ensure partnerships are profitable for both parties.
The document discusses Kofax's partner business and investment plans for FY13. It provides an overview of strong partner results in FY12, with partner revenue accounting for 61% of Kofax's worldwide license sales. It also outlines Kofax's key objectives for FY13 in EMEA, which include expanding partnerships, enhancing channel initiatives, and improving partner enablement. The document reviews changes made in EMEA to meet these objectives, such as additional investment in partner relationships, new enablement resources, and new partner bundles and promotions.
CSC Leasing is a financing company that helps sales organizations grow through competitive financing options for their customers. They understand the needs of both sellers and buyers, offering flexible lease terms and structures tailored to each deal. Their streamlined approval and funding process gets purchase orders to resellers quickly so deals can close. CSC's in-house underwriting and long relationships in the industry allow them to facilitate deals of any size.
CSC Leasing is a financing company that helps sales organizations grow through competitive financing options for their customers. They understand the needs of both sellers and buyers, offering flexible lease terms and structures tailored to each deal. Their streamlined approval and funding process gets purchase orders to resellers quickly so deals can close. CSC's in-house underwriting and long relationships in the industry allow them to facilitate leases of any size.
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This document discusses top issues causing insomnia for channel chiefs and provides recommendations from industry experts. The top 10 issues include questions around margin, number of partners, deal registration, demand generation ROI, and cloud changes. Experts suggest focusing on partner profitability over margin alone and that the right number varies by market and can be increased by driving greater engagement from current partners rather than always adding more. Calculating channel capacity correctly requires understanding partner capabilities and services needed to support the business. Addressing these key issues can help channel chiefs improve their channel operations and sleep more soundly.
The document discusses how to effectively leverage the AppExchange for sales operations applications. It provides case studies of two companies that successfully used AppExchange apps to address challenges: 1) A media company used EchoSign to accelerate contract management. It integrated contracts into Salesforce and reduced signature time. 2) A software company used LucidEra analytics to gain insights across Salesforce, Intacct and address a lack of customer visibility. Both implementations went smoothly and provided business benefits.
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To be successful in multichannel selling, businesses such as yourself need to ensure maximum SLA compliance so that you are not penalised by your marketplaces. Complying with the marketplace SLAs can develop a reliable relationship between brands and marketplaces.
Your Challenge
Internal stakeholders usually have different – and often conflicting – needs and expectations that require careful facilitation and management.
Vendors have well-honed negotiating strategies. Without understanding your own position and leverage points, it’s difficult to withstand their persuasive – and sometimes pushy – tactics.
Software – and software licensing – is constantly changing, making it difficult to acquire and retain subject matter expertise.
Our Advice
Critical Insight
Conservatively, it’s possible to save 5% of the overall IT budget through comprehensive software contract review.
Focus on the terms and conditions, not just the price.
Learning to negotiate is crucial.
Impact and Result
Look at your contract holistically to find cost savings.
Guide communication between vendors and your organization for the duration of contract negotiations.
Redline the terms and conditions of your software contract.
Prioritize crucial terms and conditions to negotiate.
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Multi Arise BPM implements several solutions to efficiently manage contracts for a high-tech company's supply chain process. They set up dedicated teams in Costa Rica, Dublin, and Manila/Sydney to review, draft, and negotiate different types of commercial and legal contracts. The teams work to standardize templates, define quality processes, and reduce risks in contracts. This helps improve throughput and control for the client's high-end procurement contracts globally.
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Interested in managing contracts with SharePoint? Managing NDA, Non-Competes, Self Service Contract Creation, Contract Lifecycle Management, Master Service Agreements and Statements of Work (SOWs), Prime Contracts, Contract Alerts and Milestones - all of this is possible with eContracts. In addition, we integrate with CRM and ERP systems making it easy for you to onboard Vendor contracts, IT contracts, Customer Contracts in addition to managing other related processes like Quotes, Proposals, and RFPs. eContracts is not a tool, or a solution - it is a complete Contract LifeCycle Management Product built for SharePoint.
The investor presentation provides an overview of PFSweb, Inc. and discusses its forward-looking business strategies. It highlights PFSweb's omni-channel commerce solutions, client portfolio, and technology ecosystem. The presentation also outlines PFSweb's build vs buy strategy for clients and its scalable global platform.
This document discusses the outsourcing business and whether it is right for a company. It defines outsourcing as a contractual relationship between two parties for ongoing management of infrastructure or business processes. There are different types of outsourcing like applications outsourcing and business process outsourcing. The document outlines pros and cons from the customer and vendor perspectives. Key considerations for evaluating whether outsourcing is right include whether the business can be profitable, deliver on service levels, manage risks, and fit with company strategy. Product management may also need to shift from a software to service model.
The document discusses optimizing channel coverage and partner loyalty through deal registration programs. It provides benefits of deal registration like sales forecasting, rewarding partner influence, and protecting margins. It also discusses common issues like deals being registered informally and lack of systems. Best practices for an effective deal registration program include defining goals, adoption plans, success metrics, and deal validation criteria. The document also provides a specific example of Siemens PLM Software's implementation of a deal registration program using Salesforce PRM to integrate partners and improve productivity.
Leveraging Deal Registration to Drive Channel Loyalty Programsdreamforce2006
The document discusses how two companies, Lantronix and Network Physics, leveraged Salesforce solutions to improve their channel partner programs and sales processes. Both companies automated deal registration and lead distribution to provide increased visibility for partners. This resulted in improved partner communications and enablement. For Lantronix, it simplified tracking of deal registrations and opportunities. For Network Physics, it contributed to a 214% increase in year-over-year revenue and improved order-to-cash cycle times.
The document discusses new features and enhancements in Kofax Transformation Modules (KTM) version 5.5. It covers topics like the On Ramp module for importing various document formats, productivity enhancements for design time like benchmarking and conflict management tools, and new features for increasing user productivity such as project merge tools. The presentation aims to educate attendees on best practices for successful KTM projects and maximizing automation and user processing speeds.
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Internal stakeholders usually have different – and often conflicting – needs and expectations that require careful facilitation and management.
Vendors have well-honed negotiating strategies. Without understanding your own position and leverage points, it’s difficult to withstand their persuasive – and sometimes pushy – tactics.
Software – and software licensing – is constantly changing, making it difficult to acquire and retain subject matter expertise.
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Look at your contract holistically to find cost savings.
Guide communication between vendors and your organization for the duration of contract negotiations.
Redline the terms and conditions of your software contract.
Prioritize crucial terms and conditions to negotiate.
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2. Introduction – EMEA Deal Desl
Support EMEA Sales Field and Management with a 360°
Forecast Review and Risk Assessment
Coordinate Contract Reviews for all Reseller, Professional
Services, (BPO- ) End-User License and Support Agreements
Subject Matter Expert Guidance to the EMEA Sales Teams for
any Revenue Recognition questions or Legal/Finance related
contractual implications
Non-Standard Deal Structure Guidance
3. The Central Link between Sales Field and Backoffice
Thomas Senger
SVP
Stephan Zeise-
Joe Rayfield Hans Jacobs Ansgar Eickeler Alexis Vernieres Max Botta Dragutin Ivaci
Peder Daxberg Goett
(UK) (Benelux) Germany SD (Latin) (Italy) (Emerging)
ATEM/CH SD
Sales Sales Channel & Sales Sales Sales Sales Sales
Field Field Alliances Field Field Field Field Field
CARs CARs) CARs) CARs CARs CARs CARs
- Reseller Coverage, Outreach program, Gold & Silver Partner Support
- Support on transactions (License Reductions,
Sales Administration Migrations, System Updates, Evals, … )
Contracting Team Forecast Approval & Post-Sales Team
emeadeals
Legal
@kofax.com Bid Mgmt Team DSF, AX, SFDC
- 360° Forecast Review & Sales Support, Contract Negotiations, Backoffice Coordination
- Reports and Analysis, RFP Creation, Non-Standard Transactions such as ELAs, Financing, Novations and any other
escalation coverage
Order Fulfillment/ Invoicing/Cash Collection
Slide 3
4. Non-Standard Deal Structures
Kofax has the possiblity to provide some flexible deal structures,
however within the tightly limited rules of Revenue Recogniton
policies.
These deal structures are normally limited to large initial
investments
Examples of Deal Structures can include
Enterprise License Agreements
Term Licenses
Rental Licenses
Consumption-based Licensing Models
Mobile Capture – based on a 2 year Term License with optional
2nd year Support renewal
5. 3rd Party Deal Financing
Financing Agreement to be signed between End-User and
Financer
Can offer operating or finance leases
Can spread budget payment over multiple years in annual or
quarterly invoicing
Still requires good credit of End-User
Contact your Kofax Sales Represantitive and/or the EMEA Deal
Desk should your End-User require 3rd party Financing
5
6. Technical Support
Kofax offers a standard support service for all customers and
partners world-wide – www.kofax.com/support
Technical Support Team have statistics on request demonstrating
excellent customer satisfaction and benefits of support coverage
Standard Support Fees are calculated at 20% of the current
Global Price List item.
All Resellers are asked to provide First Level Support to the End-
Users to receive the full Reseller Discount on Support Fees.
Where Reseller does not provide FLS there will be a maximum
discount of 15% on Support Fees.
Timely renewals of support contracts are important to ensure
there is no break in support provision and to avoid any re-
instatement fees
6
7. Master PS Agreements
The Reseller Agreement does not include appropriate terms for
PS Deliveries – therefore we will ask you to sign a Master PS
Agreement in addition for any order received for Professional
Services.
It also does not include any form of Subcontracting – please
contact the local PS Manager to mutually agree to such a
contract.
The MPSA is the basis – the Statement of Work will outline the
actual milestones and agreements for the current
project/deliverable.
7
8. BPO – Agreements
A Business Processing Outsourcing (BPO) agreement is a contract between a
client company and a third-party service provider to take over a (non-)core part
of the client's business operations. The agreement is structured as a
performance contract. It governs a long-term arrangement where the third-party
firm often acts as an agent of the client company or provides an important link in
the operational chain.
An outsourcing relationship has many complex components. The client company
is concerned with quality substitution and efficient transfer of business functions
that were once handled in-house and are now going to be handled by an outside
company on its behalf. Service providers are concerned with scope of service,
performance measures, and benchmarks to ensure there is an objective
standard in place to assess work quality. As a result, the BPO agreement is a
unique document that resembles a performance contract much more than it
does an ordinary Sales or Service Contract.
To Kofax, BPO-Customers are direct customers with the additional right to
use the purchased SW Licenses to provide services to third parties.
A BPO – License and Support Agreement does not grant the right to resell
Kofax Products – and the Reseller Agreement does not grant the right to use
as BPO!
9. Allowing Reseller to sell to BPO-End-User
Special Note to be included in final SW Quote:
Kofax agrees in this exceptional transaction that the End User
License Agreement in place between Kofax and the End
Customer as provided with the resold software is amended by
the following additional sentence added to the end of Clause 1
Software License:
“In addition to the license, which generally prohibits the
use of Software in connection with providing document
handling services on behalf of clients as a business
process outsourcer or service bureau (Services), Licensee
is hereby authorized to use the Software for such
purposes, as evidenced by one or more valid order
documents.”
9
10. Referral Agreements
KFX to sign Referral Agreement with a 3rd party that has not
signed a standard Reseller Agreement / does not want to act as a
Reseller for this individual transaction
2-Page Base Agreement signed once, with individual schedules
to be attached per transaction.
Once contract has been mutually agreed, Kofax will require an
Invoice with the agreed value to be able to pay the Referral Fee.
10
11. Your Feedback, please!
How can we support fast-tracking your business?
… common issues?
… Licensing rules?
… Pricing Configurator?
… eCommerce possibility?
… credit card payments?
… additonal tools in Partner Portal?
11
12. For further information, please contact:
Jessica Bethune
Mgr, Deal Desk EMEA
Unterschweinstiege 8, 60549 Frankfurt am Main
+49 151 544 54 889
Jessica.Bethune@kofax.com