1. PartnerConnect Deutschland
Frankfurt, 31. Januar 2013
EMEA – Channel & Alliances FY13
- Our investment in Partners
Peder Daxberg – Senior Director, EMEA Channel & Alliances
Eva Schluppkotten – Director, Field Marketing & EMEA Channel Marketing
Rene Wenzel – EMEA Instructor

2. Today’s agenda
 Kofax partner business FY12 & H1 FY13
 Your feedback about Kofax
 Kofax EMEA Partner Investment Plan FY13
 Questions & Answers
2

3. FY12 Partner Results
 FY12 WW partner sales up 10% YoY
 Avg. revenue per partner grew by 30%
 Avg. partner deal size grew 29%
 Number of partner deals >$75k grew 18%
 Added 39 new partners that made a significant revenue contribution
 FY12 Partner revenue was 61% of Kofax WW license sales
3

4. FY13-H1- A strong start with Partners
100%
90%
80%
70%
60%
50%
Direct
40% Partner
30%
20%
10%
0%
FY12 FY13 FY12 FY13 FY12 FY13 FY12 FY13 FY12 FY13 FY12 FY13 FY12 FY13 FY12 FY13 FY13
UK Belux Nordic Ger CEE Latin Italy Emerging MV
 We do more business with partners in most regions- Germany particular
strong shift
 Enablement is a key focus for Kofax to continue to drive partner growth
Slide 4

5. Partner Loyalty Program
Relationship Survey Summary

6. Net Promoter Score (NPS) defined
How likely would you be to recommend to a friend or colleague?
NPS is a simple, powerful metric that is intuitive at all levels of the organization.
Improvements are achieved through an organizational focus on improving the
customer experience, creating Promoters and reducing Detractors.

7. 2012 Partner Relationship Survey - Summary
 Baseline Performance
 NPS of +27 is a significant increase year over year
 Fuelled by Kofax relationship improvement initiatives
 Response rate of 20% is slightly up year over year
 Key NPS Findings
 Significant increase for both AMS (up 26 points) and EMEA (up 27 points) in
2012
 NPS remains highest for Platinum Partners (+40), with a significant improvement
for Gold Partners (+32)
 Drivers of Loyalty (based on quantitative and comment analysis)
 Kofax PRODUCTS are universally held in high regard and serve as the basis for
strong partner loyalty
 MAINTENANCE & RENEWALS remains an area for improvement
 Perception of EASE OF DOING BUSINESS, PARTNERSHIP, and DIRECT
SALES varies widely, but continues to improve

8. Net Promoter
Performance
NPS Distribution: 2011 vs. 2012 Comparison
Kofax Partner NPS is significantly higher in 2012, with
fewer Detractors and more Promoters.
OVERALL KOFAX PARTNER NPS
NPS NPS
+3 +27
Significance Test Key
Base for comparison Significantly higher Significantly lower

9. Improving the Partner Experience, Top Down and Bottom Up
Successful Net Promoter programs have both operational and
structural elements. Operational improvements are driven at the
front line and generally focus on individual partners. Structural
improvements are broader in scope and deliver long term value.
9

10. What drove the improvement in FY 2012?
 Invested in Partner Relationships
 Dedicated Partner Managers for Platinum partners
 Gold & Silver Partner Outreach
 Marketing Support
 Leads program enhancements
 Increased Partner Field Engagement
 Increased communications/newsbriefs/webinars
 Enhanced Training
 Promotional Technical, Recertification & Product Sales Training
 Pre-Sales Support
 Technical pre-sales and scripted demos
 90-day Renewals notifications
 Pricing Strategy
 Lower price bundling and competitive pricing

11. EMEA Partner Plan FY13
11

12. EMEA Key objectives - Summary
 Expand existing & establish new partnerships to increase Kofax
reach and solution capabilities
 Establish in Territories with limited direct coverage
 Expand existing fruitful relationships (by product and/or geography)
 Leverage the global Microsoft relationship
 Enhance & execute EMEA Channel initiatives and offerings for
indirect business
 Create visibility together with partners around Kofax and partner
solutions (marketing events with partners & partner events)
 Improve partner sales enablement and training certifications
agreed in mutual Partner plans.
Page 12

13. Changes made in EMEA to meet objectives
 Further investment in Partner Relationships
 Integration of the POS team into the Channel team - VRS & Express now
available directly from Kofax to Kofax resellers.
 Additional territory CAMs been recruited in FY13
 Dedicated Channel Marketing function established to improve partner Marketing
Support
 Enablement & Sales support
 Promotional technical, recertification & product sales training
 PartnerConnect event series
 New Partner portal launched- prm@kofax.com
 Unlimited users
 Communication centre
 Sales tools - Storyboards and demos
 Marketing & Communication
 Possibility to run campaigns with Kofax
 Quarterly Campaigns-in-a-Box
 Lower price bundling and competitive pricing
13

14. New Partner Bundles & promotions
- Opportunity to make more money in 2013

15. Partner possibility to resell MV & KCS in EMEA
 Kofax can now offer a Kofax resellers (Capture) to resell KCS &
MV without formal certifications in place
 Resell conditions:
 Silver (25%) margin on licenses for all Resellers
 Standard 15% discount on PS per existing resell contract
 15% discount on support, if they do not take first line support / are not certified
 Deal needs to be signed by Reseller- our resell terms apply
 Referral conditions:
 15% referral margin on licenses only- 0% on PS and support
 Referral document needs to be signed & Kofax sign the contract
Please contact your Kofax contact for further assistance!
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16. New Capture Bundles – Contents
Feature Description Capture Starter Capture Full
Bundle Bundle
Kofax Enterprise Capture Page Pages that can be scanned or imported
Volume
Kofax Enterprise Capture Concurrent computer connections running a
Stations Kofax Capture Application (for example, Scan,
Release and Validation)
Kofax Transformation Modules KTM Layout Classification/Separation,
for Forms Document Review, Zonal Extraction, and
Thick/Thin Client Validation
Kofax Import Connector – Email Importer for documents received via email or
and Fax fax
VRS Elite Image cleanup and enhancement capabilities
Enhanced Barcode Enhanced barcode reading accuracy and
barcode type support
Full Text PDF Generation of searchable PDF files that contain
both image and OCR text
Kofax Reporting Cross-product reporting suite that collects data
in a central repository and provides various
canned reports

17. The new Mailroom Solution Bundle
Slide 17

20. What you should come to us for…
 Help to expand your Kofax business:
 Take on additional Products and get Trained
 Plan to expand into new Territories or Verticals
 Help building Campaigns or Customer Success Stories
 Escalation, if needed, to solve Partner related issues:
 Partnership planning
 Contracts
 Portal access
 Others

21. Marketing

22. Partner Enablement & Kommunikation - Strategie
Jährliche weltweite Veranstaltungen
Transform - März Catalyst - März
Lokal vor Ort: Partner Connect Veranstaltungen
UK SE UAE DE CH AT IT FR BeNeLux ES PT
Online / Telefon: Partner Kommunikation
Outreach Produkt Promotions / Kampagnen Join-In
Webinare Newsletter Partner Portal
Program Updates Bundles in a Box Kampagnen
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23. Transform 2013 – Register Now
www.kofax.com/transform
On the Agenda March 11 – 13, 2013
• Customer Presentations – Banking, Hilton San Diego Bayfront
Insurance, Healthcare, Government
San Diego, CA
• Hands-on Tips and Tricks Workshops
• Technology Sessions Register now!
• Great Network of Kofax Customers,
Partners, Executives and Specialists $1195 rate
Early Bird Rate available through December 31, 2012

24. Kofax EMEA Partner Connect Reihe
Goal:
• At least 2
PartnerConnects / Q
• Communicated 6
months in advance
PartnerConnect Page
24

25. Gemeinsame Marketing Aktionen & Marketing Unterstützung
 Gemeinsame Marketing- und Businessplanung – auf Nachfrage
 Quartalsweise: Produkt Specials mit unterstützenden Materialien
 NEU - Join-in Kampagnen in Zusammenarbeit mit einer Agentur
 Sie erhalten ein komplettes Paket
 Thema & Positionierung
 E-Mail & Landing Page – mit Ihrem Firmenlogo
 Direktmailing nach Bedarf & Planung
 Sie nehmen teil & tragen bei
 Einen vorab definierten Betrag (je nach Komplexität der Kampagne)
 Die Datenbank der Kontakte, die Sie anschreiben wollen (die Agentur
unterzeichnet Ihr NDA)
 Die Nachverfolgung der Leads
25

26. Kofax Education Services

27. Kursüberblick
27

28. Kurse – Kofax Capture
 Kofax VRS Elite (1 Tag)
 Kofax Capture 10 (4 Tage)
 Kofax Capture 10 Customizations (3 Tage)
 Kofax Capture Network Server 10 (1 Tag)
 Kofax Transformation Modules 5.5 (4 Tage)
 Kofax Transformation Modules 5.5 Customizations (3 Tage)
 Kofax Transformation Modules 5.5 Advanced (1 Tag)
 Kofax Monitor (3 Tage)
 Kofax Import Connector 2.0 (1 Tag)
 Kofax Front Office Server 4.0 (3 Tage)
 Kofax Mobile Capture (1 Tag)
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29. Kurse – Kofax TotalAgility
 Kofax TotalAgility Boot Camp Training (12 Tage)
 Kofax TotalAgility Level 1 Training (4 Tage)
 Kofax TotalAgility Level 2 Training (2 Tage)
 Kofax TotalAgility Dynamics Integration Training (1 Tag)
 Kofax TotalAgility Reporting Training (1 Tag)
 Kofax TotalAgility SharePoint Integration Training (1 Tag)
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30. Kurse – Kofax MarkView
 MarkView 7 AP Solution Design Level II (2,5 Tage)
 MarkView 7.1 Server Administration - SAP Level I (3 Std)
 MarkView 7.1 Server Administration-Oracle Level I (3 Std)
 MarkView 7.1 Solution Administration - Oracle I (3 Std)
 MarkView 7.1 Solution Administration SAP Level I (3 Std)
 MarkView AP Advanced Troubleshooting Level II (1 Tag)
 MarkView AP Advisor Operation and Administration (2,5 Std)
 MarkView with Transformation Administration (2 Std)
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31. Kurse – Kofax Communication Server
 Kofax Communication Server Platform Fax (5 Tage)
 Kofax Communication Server Platform Link (5 Tage)
 Kofax Communication Server Enterprise (5 Tage)
 Kofax Communication Server Advanced Links (5 Tage)
 Kofax Communication Server Update (3 Tage)
 Kofax Communication Server Administrator Training (3 Tage)
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32. Kurse – Whats new Trainings
 What's New in Kofax Capture 10? (8 Std)
 What's New in Kofax Transformation Modules 5.5? (8 Tag)
 What's New in MarkView 7.1? (3 Std)
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33. Kurse – Learning format
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34. Kurse - Learning format
 Classroom
Classroom Trainings
 Live Online
 Kursteilnahme
 On-demand Online
an einem Standort der Kofax
 Computer Based
 Kurse regelmäßig geplant
 Onsite Trainings (EMEA-Weit 1 x pro Monat)
 Der Kurs wird durch einen Trainer
geführt (interaktives Training)
 Weltweit in den KOFAX Räumen
verfügbar
34

35. Kurse - Learning format
 Classroom
Classroom Trainings - Locations
 Live Online
 Interactive training delivered
 On-demand Online
online by a live instructor
 Computer Based
 Receive training
 Onsite Trainings at any internet-connected location
 Convenience of attending
a live class without travel expenses
Dubai, UAE
35

36. Kurse - Learning format
 Classroom
Live Online Trainings
 Live Online
 Interaktives online Training
 On-demand Online
 Computer Based  Webex® Videokonferenz
 Onsite Trainings  Der Kurs wird durch einen Trainer
gehalten
 Teilnahme von jedem Standort mit
Internetverbindung möglich
 Teilnahme am “Classroom Training”
ohne Reisekosten
36

37. Kurse - Learning format
 Classroom
On-demand Online Trainings
 Live Online
 Training und Zertifizierung
 On-demand Online
ohne das Büro / Homeoffice zu verlassen
 Computer Based
 Aufgezeichnetes Training
 Onsite Trainings
 Inhalte Browser-basierend
 Übungen werden auf einem
remote Server durchgeführt
 Keine Installation
am eigenen PC notwendig
37

38. Kurse - Learning format
 Classroom
Computer Based Trainings
 Live Online
 Komplettes Kursmaterial wird von der
 On-demand Online
KOFAX Webseite geladen
 Computer Based (Software, Lizenz, Kursmaterial)
 Onsite Trainings  Kursmaterial kann mit anderen Personen
geteilt und wiederverwendet werden
 Keine zeitliche Begrenzung
38

39. Kurse - Learning format
 Classroom
Onsite Trainings
 Live Online
 Kofax standard Kurse und jedes
 On-demand Online
beliebiges Kofax Thema kann mit einer
 Computer Based Gruppe von Personen diskutiert werden
 Onsite Trainings  Beispiele für Onsite Trainings:
 Kofax Capture Onsite Training
 VRS Elite Onsite Training
 Best practices: Tabllen erkennung
 Hands on trainings
 Spezielle Kundenwünsche
 Onsite Trainings werden in Englisch,
Deutsch und Französisch angeboten
39

40. Training - Partner Program
Partner Program, KC3, Benefits
40

41. Training – Partner Program
 Silver
 15 % Rabatt auf jedes Training
 Gold
 15 % Rabatt auf jedes Training
 1 x kostenloses Training pro Jahr
(Partner training Voucher)
 Platinum
 15 % Rabatt auf jedes Training
 2 x kostenlose Training pro Jahr
(Partner training voucher)
41

42. Training – Partner Benefit
 Bessere Produktkenntnisse
 Höhere Projektqualität
 Weniger Zeitaufwand pro Projekt
 15 % Rabatt für jede Registrierung
Kurs Dauer Listenpeis Rabatt Partnerpreis
Kofax Capture 10.0 Essentials 4 Tage 2.020,00 303,00 1717,00
Kofax Transformation Modules 5.5 4 Tage 2.690,00 403,50 2286,50
 FOC Partner Training Vouchers können verwendet werden für:
 Classroom Trainings
 Live Online Trainings
 Computer Based Trainings
 On-demand Live Trainings
 1 x Training-Voucher kann in 5 x Exam-Vouchers getauscht werden
42

43. Training – Kofax Certified Capture Consultant Program
 Kofax Certified Capture Consultant (KC3) Program
ist die höchste technische Auszeichnung der Kofax.
 Drei Zertifizierungen sind notwendig:
 Kofax Capture 10
 Kofax Capture Network server 10
 Kofax Transformation Modules 5.5
 KC3 zertifizierte Consultants dürfen auf Ihren Visitenkarten
und in Ihren e-Mails Kofax Logos verwenden.
43

44. Training – End User Benefit
 15 % Partnerrabatt für jede Endkunden Anmeldung
 Höhere Kundenzufriedenheit
 Besseres Verständnis für die eigene Umgebung
 Kunde erhält einen Überblick über die Kofax Produktfamilie
und deren Möglichkeiten
 Neue Ideen um mehr bzw. weitere Dokumente
mit dem bestehenden System zu verarbeiten
 Kunde kann sein System selbst überwachen
 Weniger Supportcalls
44

45. Training - Pricing
45

46. Training - Pricing
Classroom / Live online trainings:
Artikelnummer Beschreibung Dauer Euro Rabatt
TR-8000-0101 Kofax Capture 10.0 Essentials 4 Tage 2.020,00 303,00
TR-8000-1111 Kofax Capture Customization 3 Tage 1.450,00 217,50
TR-8000-0501 Kofax Transformation Modules 5.5 4 Tage 2.690,00 403,50
TR-8000-3501 Kofax Capture Networkserver 10.0 1 Tag 1.450,00 217,50
TR-8000-1101 Kofax Frontoffice Server 4.0 3 Tage 2.100,00 315,00
Onsite trainings:
Artikelnummer Beschreibung Dauer Euro Rabatt
TR-8500-0101 Kofax Capture 10.0 Essentials 4 8.400,00 1.260,00
TR-8500-0501 Kofax Transformation Modules 5.5 4 9.800,00 1.470,00
TR-8500-3501 Kofax Capture Networkserver 10.0 1 5.800,00 870,00
TR-8000-1101 Kofax Fontoffice Server 4.0 3 6.300,00 945,00
Daily rate for onsite trainings / workshops:
TR-8000-1101 Onsite Training 1 2.450,00 367,50
46

47. Training schedule
47

48. Training schedule
Frankfurt (DE)
Unterschweinstiege 8
60549 Frankfurt
19.03.2013 KC 10
09.04.2013 KTM 5.5
18.06.2013 KC 10
25.06.2013 KTM 5.5
48

49. Training schedule
Rotkreuz (CH)
Grundstrasse 14
6343 Rotkreuz
04.06.2013 KC 10
11.06.2013 KTM 5.5
49

50. Training schedule
Mechelen (BE)
Zandvoortstraat 49
2800 Mechelen
25.03.2013 KTM 5.5
08.04.2013 KC 10
21.05.2013 KTM 5.5
10.06.2013 KC 10
25.06.2013 KC CU
(CU=Customization) .
50

51. Special Offer
Only valid for registered Partner Connect resellers
51

52. Special Offer
 Nur gültig für Partner der PartnerConnect
 Nur für folgende zwei Kurse gültig:
 Kofax Capture Training
19.03.2013 – 22.03.2013
Frankfurt
 Kofax Transformation Modules Training
09.04.2013 – 12.04.2013
Frankfurt
2 für 1
Sende 2 / Zahle 1
52

53. Richten Sie weiterführende Fragen gerne jederzeit an:
Rene Wenzel
Instructor
Phone: +49-174-3432506
Email: rene.wenzel@Kofax.com