presentatio

1. Digital HR

2. Digital HR Overview
This sales guide provides you with valuable information
to help you find opportunities and sell the value of
Canon and our technology platforms using the Digital
HR Customer Application.
Please click on one of the areas opposite to
navigate the document.
CUSTOMER
CHALLENGES
KEY CUSTOMER
BENEFITS
SALES
OBJECTIONS COMPETITION
KEY
TECHNOLOGIES
CUSTOMER
PROFILE
CUSTOMER
STORIES
QUESTIONS TO ASK
THE CUSTOMER
There are four key stages of an Employee Lifecycle which
are enhanced with a Canon Digital HR solution:
• Recruiting
• Onboarding
• Managing
• Offboarding
The Digital HR application brings automation, control and
efficiency to HR processes.
Streamlining the digital workflow of information, adding
security and control through an end-to-end solution.
OVERVIEW

3. Digital HR Overview
CUSTOMER
CHALLENGES
KEY BENEFITSS AND
SOLUTION USPs
SALES
OBJECTIONS &
COMPETITION
QUESTIONS
TO ASK
CUSTOMER
REFERENCES
KEY
TECHNOLOGIES
• New vacancy request
process
• CV & application
management
• Candidate Selection
• References
• Retire
• Pension1
• Offboarding tasks
• References1
• Disciplinary
• Disputes
• Employee records
• Employee performance
• Workforce analytics1
• Travel expenses1
• Annual leave
• Timesheets1
• Payroll
• Expenses1
• Induction
• Benefit enrolment
• General administration
• Payroll administration
• Employee contract
management
Employee lifecycle
Employee
offboarding
Recruiting
New employee
onboarding
Employee
management
1 Project based options

4. Digital HR Overview
What is 'Human Resources’?
Human resources (HR) is the
company department charged
with finding, screening,
recruiting and training job
applicants, as well as
administering employee-benefit
programs. As companies
reorganise to gain competitive
edge, human resources plays a
key role in helping companies
deal with a fast-changing
environment and the greater
demand for quality employees.
“HR departments are relatively small: most
have 2-5 employees, even in large, multi-site
organisations
HR document workflows are often
complex, with fluctuating volumes and
workloads. Large majority have little or no
sophisticated software solutions in place to
fully handle these processes”
CUSTOMER
CHALLENGES
KEY BENEFITSS AND
SOLUTION USPs
SALES
OBJECTIONS &
COMPETITION
QUESTIONS
TO ASK
CUSTOMER
REFERENCES
KEY
TECHNOLOGIES

5. Capture, process and deliver
critical HR documents and
information to achieve faster
processing and strengthen
compliance during the entire
employee lifecycle
– from ‘hire’ to ‘retire’
Digital HR Overview
CUSTOMER
CHALLENGES
KEY BENEFITSS AND
SOLUTION USPs
SALES
OBJECTIONS &
COMPETITION
QUESTIONS
TO ASK
CUSTOMER
REFERENCES
KEY
TECHNOLOGIES

6. Digital HR Overview
CUSTOMER
CHALLENGES
KEY BENEFITSS AND
SOLUTION USPs
SALES
OBJECTIONS &
COMPETITION
QUESTIONS
TO ASK
CUSTOMER
REFERENCES
KEY
TECHNOLOGIES
HR Analytics & Reporting
HR Digital Workflow & Collaboration
HR E-Filing and Digital
Case Management
Customer
HR System
Three core areas of
capabilities support Canon
Digital HR
1
2
3
Solution
Core
Capabilities

7. Digital HR Overview
CUSTOMER
CHALLENGES
KEY BENEFITSS AND
SOLUTION USPs
SALES
OBJECTIONS &
COMPETITION
QUESTIONS
TO ASK
CUSTOMER
REFERENCES
KEY
TECHNOLOGIES
Employee lifecycle
Canon Digital HR
Recruiting
Canon Digital HR
Onboarding
Canon Digital HR
Management
Canon Digital HR
Offboarding
Attract more
qualified talent,
faster and in
full control.
A better
onboarding
experience
for your new
employees at
reduced costs.
Secure and easy
management
of your staff
personal and
professional files.
Full compliance
and control
during your
employee
offboarding
process.

8. Trends
Technologies
Shift to the cloud
• Collaborative technologies
• Big data
• Mobile technology
• IOT
New behaviours & trends
Shaped by social media and the web.
Collaboration, blogs, Tweets &
newsfeeds – new communication
media
Mobility
Work anytime, anywhere and
on any device
Security & Compliance
Process owners want to know how
documents are progressing through
the stages of a HR workflow.
Paper based HR processes and non
digital workflow could represent a
breach in security.
Think GDPR..!
Globalisation
No boundaries – The world is better
‘connected’
The Millennial workforce
New attitudes, expectations
and ways of working
Six trends
shaping
the future of
HR
CUSTOMER
CHALLENGES
KEY BENEFITSS AND
SOLUTION USPs
SALES
OBJECTIONS &
COMPETITION
QUESTIONS
TO ASK
CUSTOMER
REFERENCES
KEY
TECHNOLOGIES

9. Customer Challenges
CUSTOMER
CHALLENGES
KEY BENEFITSS AND
SOLUTION USPs
SALES
OBJECTIONS &
COMPETITION
QUESTIONS
TO ASK
CUSTOMER
REFERENCES
KEY
TECHNOLOGIES
Employee lifecycle
Employee
offboarding
Recruiting
New employee
onboarding
Employee
management
• Complex document workflows, with fluctuating volumes and workloads
• Large majority have little or no sophisticated software solutions in place
• Multiple storage systems/locations used to manage documents
• Several processes typically require both paper and electronic docs copies
• Document storage typically unsophisticated, with most relying on locked filing cabinets
• Inefficient or manual workflows between HR and other departments
• Highly impacted by regulations for employee data management

10. Customer Challenges
CUSTOMER
CHALLENGES
KEY BENEFITSS AND
SOLUTION USPs
SALES
OBJECTIONS &
COMPETITION
QUESTIONS
TO ASK
CUSTOMER
REFERENCES
KEY
TECHNOLOGIES
1. Adoption of new technologies
2. Collaboration with other parts of the
business
3. HR process automation
Top HR initiatives
1. Talent management
2. Succession planning
3. Employee engagement
Top HR priorities
Top HR initiatives and priorities

11. Key customer benefits
CUSTOMER
CHALLENGES
KEY BENEFITSS AND
SOLUTION USPs
SALES
OBJECTIONS &
COMPETITION
QUESTIONS
TO ASK
CUSTOMER
REFERENCES
KEY
TECHNOLOGIES
Think
GDPR..!
Visibility
& Insights
Isolate bottlenecks
and find valuable
HR KPI information with
analysis and audit tools.
Security/
Compliance
Centralise employee files,
meet HR
records security
and compliance
requirements.
HR
Efficiency
Increase productivity and
reduce operational costs
with process automation
through digital workflows.
Employee
Collaboration
Faster communication
and response times with
improved accessibility to HR
information securely and
from anywhere.

12. Key customer benefits
CUSTOMER
CHALLENGES
KEY BENEFITSS AND
SOLUTION USPs
SALES
OBJECTIONS &
COMPETITION
QUESTIONS
TO ASK
CUSTOMER
REFERENCES
KEY
TECHNOLOGIES
HR Director End-User IT Director
1. Talent management
2. Compliance
3. Employee
engagement
1. Productivity
2. Process control
3. Service delivery
quality
1. Process efficiency
2. Compliance
3. Integration
1. Employee
satisfaction
2. Strengthened
compliance
3. Employee
collaboration
1. HR Efficiency
2. Process
visibility/insight
3. Improved service
delivery
1. Process digitisation
2. Improved
information
governance
3. Data integrated
into HR systems
Key
Benefits
Pains
Addressed

13. Canon Digital HR USPs
CUSTOMER
CHALLENGES
KEY BENEFITSS AND
SOLUTION USPs
SALES
OBJECTIONS &
COMPETITION
QUESTIONS
TO ASK
CUSTOMER
REFERENCES
KEY
TECHNOLOGIES
10
reasons
to invest
Do you struggle to recruit and retain
quality talent?
Attract more qualified talent and provide
a better onboarding experience for your
new employees. Automated tasks
including flagging when onboarding
information is missing, digitising
employee documents and alerts to
manage new user set up of IT and other
new-employee related tasks are all part
of the workflow.
Can you measures and report on HR
department and employee
performance?
HR reporting and analytics are a vital
part of the DHR application with
customisable reports/dashboards
providing total view
on employees and related HR processes
Reporting and KPI analysis with
performance related dashboards.
Ongoing management of employees can
be resource intensive.
With automated workflows DHR provides
secure and easy management of your staff
with better visibility and improved HR
service delivery
Do you take advantage of available
technology to keep employees
motivated, communicated and
compliant?
DHR enables a single, secure access point
for all employee records with easy search
capability. An employee Portal for remote
access to documents and digital workflow
to manage processes such as performance
evaluations and employee position changes.
Are your HR processes, from hire to
retire, as efficient as possible? Increase
productivity and reduce operational costs
with process automation through digital
workflows that integrate with your existing
systems.
5
reasons
to invest

14. Companies to Target
CUSTOMER
CHALLENGES
KEY BENEFITSS AND
SOLUTION USPs
SALES
OBJECTIONS &
COMPETITION
QUESTIONS
TO ASK
CUSTOMER
REFERENCES
KEY
TECHNOLOGIES
HR e-Filing
& Case Management
HR Digital
Workflows
& Collaboration
HR FUNCITON
COMPLEXITY
LOW
MID
HIGH
Very large enterprise
companies have often highly
customized HR/ERP systems
to support their business.
However, in many cases there
is still an opportunity to sell
Digital Workflow and Case
Management – particularly if
the HR complexity is not at the
highest levels
Sweet spot is in mid
size organisations who
tend to have HR
systems which are not
too
sophisticated/develope
d. As soon as the level
of HR complexity
grows we can find
opportunities for more
complex sale with
Workflow and Analytics
LARGE
MEDIUM
SMALL
COMPANY
SIZE
HR/ERP System – too
much developed to
address
HR Analytics
& Reporting
Manual Processing – too small to address

15. Companies to Target
CUSTOMER
CHALLENGES
KEY BENEFITSS AND
SOLUTION USPs
SALES
OBJECTIONS &
COMPETITION
QUESTIONS
TO ASK
CUSTOMER
REFERENCES
KEY
TECHNOLOGIES
HR FUNCITON
COMPLEXITY
LOW
MID
HIGH
LARGE
MEDIUM
SMALL
COMPANY
SIZE
SWEET SPOT
 Mid-size organisations
 At least 4 FTE in HR
 HR system targeting parts of internal
HR process
 All industries

16. How it works
CUSTOMER
CHALLENGES
KEY BENEFITSS AND
SOLUTION USPs
SALES
OBJECTIONS &
COMPETITION
QUESTIONS
TO ASK
CUSTOMER
REFERENCES
KEY
TECHNOLOGIES
Recruiting
• New vacancy
request
• CV management
• Selection
Onboarding
• Simplified enrolment
process
• Reduced administrative
workload
• Reduced process cost
• Employee contract
management
Managing
• Employee records
• Employee performance
• Workforce analytics1
• Travel expenses1
• Annual leave
• Timesheets1
• Payroll
• Expenses1
Offboarding
• Retire
• Pension1
• Offboarding tasks
• References1
• Disciplinary
• Disputes
Employee lifecycle
1 Project based options

17. Delivery Options
CUSTOMER
CHALLENGES
KEY BENEFITSS AND
SOLUTION USPs
SALES
OBJECTIONS &
COMPETITION
QUESTIONS
TO ASK
CUSTOMER
REFERENCES
KEY
TECHNOLOGIES
Process
Managed By
Technology
Hosted By
Customer Customer
Customer
System
Integration
Cloud
Managed
Services
Services
On Premise
Public Cloud
Private Cloud
Managed Service
Hybrid Managed Service
Shared Service Centre
Outsourced Services
Delivery Options Delivery Method

18. Sales objections
I need to capture more than just paper
documents
• A DHR solution can be configured to capture
electronic documents, such as forms, from
inbound email attachments or FTP servers.
Why should I look to Canon for this
type of solution?
• We have proven tools, experience
and credentials in the area of digital
document processing
• We can offer tailored solutions including
professional services for solution design,
hardware, software, project management and
implementation.
• We even use the DHR Application ourselves in
many countries.
Canon is not known in the market for
DHR solutions. Why I should trust you?
• With the acquisitions of workflow and Document
Management software Therefore, and business
process outsourcer IDM, Canon has now gained
significant experience in Digital HR processes.
• Why can’t I buy an off the shelf
solution?
• The mix of IT systems, the way that organisations
manage documents and the challenges they face
are different for every business
• Introducing an effective digital mailroom to
automate document process workflows requires a
tailored solution that may need to integrate with
your current HR systems.
Why can’t I just scan and email to
share documents?
• Your Head of IT will not want large
attachments clogging up your organisations
email system
• Scanning to email does not enable any
tracking and multiple copies of each
document will be stored.
How much does it cost?
• Each project is different and so is pricing
which is very much dependent on the solution
components and delivery type.
• Prices will vary according to the volumes of
documents captured and is scalable enabling
organisations to start small.
CUSTOMER
CHALLENGES
KEY BENEFITSS AND
SOLUTION USPs
SALES
OBJECTIONS &
COMPETITION
QUESTIONS
TO ASK
CUSTOMER
REFERENCES
KEY
TECHNOLOGIES

19. Competition
RPOs
1. Credible, trusted, demonstrable DPO offerings
2. Canon Brand
3. Clearly defined business model through BIS
4. Diversity of delivery models
Workflow Software Vendors
1. Our integration capabilities ensure customers are not tied to one
application creating vendor independency.
2. No limitations in terms of scalability
3. Diversity of delivery models
Consultants
1. Completeness of offering
2. Ability to serve end to end
3. Our focus on HR business process optimisation rather than just
consultancy
Specialist Software Vendors
1. Scalability – we can start small and grow with an organisation
2. No significant investment in large scale ERP systems required
3. Cost effectiveness
The Competitive battle card
Our traditional competitors include:
1 Recruitment Process Outsourcing
organisations with offsite shared service
centres (Adecco, Capita, Randstad)
Generalist workflow software providers
(Opentext, Lexmark, Ricoh)
Consultancy organisations (Deloitte, IBM,
Accenture)
Specialist software companies (SAP, Oracle,
ADP)
2
3
4
What are the key areas where we can outperform our competition?
At a high level we can position our solutions against competitors through:
 Tailored solutions, we own the software and expertise to fully customise a DHR solution
 Integration with any other Canon Customer Application
 Diversity of delivery models (on premis, Cloud, Outsourced)
 Local footprint – EMEA supported technology, BPO delivery centres and professional services
CUSTOMER
CHALLENGES
KEY BENEFITSS AND
SOLUTION USPs
SALES
OBJECTIONS &
COMPETITION
QUESTIONS
TO ASK
CUSTOMER
REFERENCES
KEY
TECHNOLOGIES

20. Compelling Events
• Time to hire
• Digital Transformation & Strategic
initiatives
• GDPR
• Relocation / Space
• (storage of paper HR files)
• Employee Growth (expansion)
• Downsizing in HR department
• Downsizing – mass redundancy or
retirement
• Mergers / Acquisition (Employee Increases)
• Regulation / Legislation changes –
needing employee responses
• New HR policies – need to change
T&Cs
• Decreasing levels of employee
satisfaction / complaints / leavers
• Bad reputation
• Disasters
• Acts of Terrorism
• Bad publicity
• Seasonal workforce – high volumes /
short onboarding window
• Project based contractors / consultants
• Employee driven (millennia workforce
demand)
• High costs for HR management
• Process automation / multiple systems
• Fines for non-compliance (GDPR)
• Confidentiality / Information leaks /
security
• Control / Visibility / Audit trails
• Management Information / Analytics
• Consistency across multiple locations
/branches / departments / subsidiaries
/ countries
CUSTOMER
CHALLENGES
KEY BENEFITSS AND
SOLUTION USPs
SALES
OBJECTIONS &
COMPETITION
QUESTIONS
TO ASK
CUSTOMER
REFERENCES
KEY
TECHNOLOGIES
What can
trigger the need
for a customer to
look for this kind
of solution?

21. Typical general qualifying
questions CUSTOMER
CHALLENGES
KEY BENEFITSS AND
SOLUTION USPs
SALES
OBJECTIONS &
COMPETITION
QUESTIONS
TO ASK
CUSTOMER
REFERENCES
KEY
TECHNOLOGIES
 Tell me about some of the difficulties you deal with on a regular basis when trying to maintain
employee documents, contracts and other vital records.
 How would you compare your current document workflow processes and systems today with where
you need to be?
 What are the three most important challenges you face in achieving your objectives?
 Imagine you had no financial or resource restrictions, how would you describe the ideal document
management solution for your HR department?
 Describe your ideal process and what you would change. What kind of solutions would you have in
place?

22. Questions to ask
the HR customer CUSTOMER
CHALLENGES
KEY BENEFITSS AND
SOLUTION USPs
SALES
OBJECTIONS &
COMPETITION
QUESTIONS
TO ASK
CUSTOMER
REFERENCES
KEY
TECHNOLOGIES
Features of the document management system in
the Digital HR application manage version control
and enable a full audit trail of document changes.
Collaboration tools available through the secure
portal are key components of the Canon Digital HR
application.
Automation tools such as automatic capture and
classification, digital routing of CVs and digital
workflows make the application scalable.
HR reporting and analytics tools help identify
opportunities to deliver efficiencies on business
processes?
• How do you ensure that your employee
records are up to date and fully compliant?
•
• How do you communicate your
HR processes to stakeholders in other
departments?
•
• How do you manage sudden increases
in document volume – for example,
when your organisation takes on new
employees?
• How do you identify bottlenecks in
your current process?

23. Questions to ask the
specialists
Information Security Driver
Do you experience challenges in managing
multiple systems, platforms and users needed
to support HR processes?
The Digital HR application is a single platform
that can be deployed to manage documents
and processes for the entire employee lifecycle.
ICT
Collaboration & Productivity Driver
How do you ensure everyone has access to all
of the information they need?
The Digital HR application Increases
productivity and reduces operational costs with
process automation through digital workflows.
Employee
Relations
Confidentiality & Compliance Driver
How do you ensure vital documents are
delivered to the recipient in a secure and
confidential way?
The Digital HR application centralises employee
files and meets HR
records security
and compliance requirements.
Recruitment &
Payroll
CUSTOMER
CHALLENGES
KEY BENEFITSS AND
SOLUTION USPs
SALES
OBJECTIONS &
COMPETITION
QUESTIONS
TO ASK
CUSTOMER
REFERENCES
KEY
TECHNOLOGIES

24. Customer References
Industry - Customer Main challenges Solution Benefits
Aperium
A service company assisting
assisting its SME/SMI
customers to optimise their
social charges by ensuring
they comply with latest
regulations
Automated capture of the
data from employees’
payslips for analysis
purposes
100,000 pages for processing
processing
Digitisation of employees’ payslips
and extraction of the key data.
Data exported to an Excel file
Compare the actual paid amounts of
social security contributions with the
amount due
Time savings and improving the quality
of the analysed data
Ensuring employee satisfaction
Canon Spain & Portugal
When merging Canon Spain
& Portugal with OCE Spain
& Portugal the need to
eliminate the complexity
and reduce the time spent
on filing and retrieving tasks
was identified.
All documents
had to be printed
and scanned
Merging two organisations
both with rigid filing
structures
Electronic Document Management
with
MS Office
Transparent integration with batch
scanning and indexing options
Easy access and collaboration
Streamlined and flexible filing and
retrieving process
Seamless process
for merging HR files
Reduced printing needs
CUSTOMER
CHALLENGES
KEY BENEFITSS AND
SOLUTION USPs
SALES
OBJECTIONS &
COMPETITION
QUESTIONS
TO ASK
CUSTOMER
REFERENCES
KEY
TECHNOLOGIES

25. 5 reasons to choose Canon
Work with a
partner who is
globally trusted,
innovative and
financially stable.
Committed to lead
you along the
digital
transformation
journey.
Benefit from our
proven local
experience and
expertise across
EMEA.
Solutions
delivered the way
you prefer (with
the quality and
security expected).
A single partner for
all your document &
information
management needs.
• 80 years experience
• Global trusted brand
• Fortune 500 (236)
• $30.5 Billion global
turnover with continued
profitability (+10 years)
• Innovation
commitment (8% of
revenue invested in
R&D)
• Leading technology
• Network of partner
offering best-of-breed
solutions
• +1300 integrations for
complex business
processes automation in
Europe
• European acquisitions
(IRIS, Therefore, IDM,
DocsPRO, etc.)
• 17,000 people across 20
countries
• EMEA consistency
• Ability to deliver on-
premise systems
integration, cloud-based
managed and fully
outsourced services
• Datacentres and
processing sites meeting
ISO standards
• Global 24/7 support
• End to end document
lifecycle proposition
(capture, processing,
output and distribution)
• Single provider equals
single point of contact,
single billing and
consolidated reporting

26. HR DIGITIZATION - SYSTEM ARCHITECTURE
Customer
HR digitization
Therefore
Online
Interconnectivity layer
HR digitization
Therefore
Interconnectivity layer
Customer ICT environment
Customer HR
application