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Simplifying Business. Simplifying Life. www.square-9.com Winning in Competitive Sales Environments Michael Frattini VP Channel, Capture Sales
Simplifying Business. Simplifying Life. www.square-9.com
Winning in Competitive Sales Environments
Michael FrattiniVP Channel, Capture Sales
• Review the Competition• Side by Side Pricing Analysis• Subject Matter Expert Input• General Differentiators• Q&A
Agenda
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• All you can eat pricing model• User license is all inclusive• Also includes M&S – renewal is standard 20%
• Premise and cloud options• $70 per user per month cloud• Includes 250GB storage
• Both named and concurrent user options• Known to sell direct and discount heavily• Inexpensive PS at $750 per day – half industry standard• Offer appliance option for hardware/software combo
Ademero Content Central Notes
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Ademero Side by Side Pricing Analysis
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1 – 5 Concurrent Licenses $6,495Total $6,495
GlobalSearch 5 User Professional $3,850.00GlobalSearch 5 User M&S $770.00Single Core Image Processing with Zonal OCR/BCR $1,295.00Single Core Image Processing with Zonal OCR/BCR M&S $259.00Content Search/Single Core Full Page OCR Value Bundle $1,100.00Content Search/Single Core Full Page OCR Value Bundle M&S $220.00
Total $7,494
5 User Professional Edition Comparison
Ademero Side by Side Pricing Analysis
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1 – 5 Named Licenses $3,945Total $3,945
GlobalSearch 5 User Professional $3,850.00GlobalSearch 5 User M&S $770.00Single Core Image Processing with Zonal OCR/BCR $1,295.00Single Core Image Processing with Zonal OCR/BCR M&S $259.00Content Search/Single Core Full Page OCR Value Bundle $1,100.00Content Search/Single Core Full Page OCR Value Bundle M&S $220.00
Total $7,494
5 User Professional Edition Comparison
Ademero Side by Side Pricing Analysis
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2 – 20 Concurrent Licenses $46,7641 – 10 Concurrent Licenses $11,691
Total $58,455
GlobalSearch Corporate Edition Server License $15,950.00GlobalSearch Corporate Edition Server M&S $3,190.00Corporate Edition Seat Licensing 50 seats $32,500.00Corporate Edition Seat Licensing 50 seats M&S $6,500.00Document Classification with Rapid Adapt $995.00 Document Classification with Rapid Adapt M&S $199.00
Total $59,334
50 User Corporate Edition Comparison
Ademero Discounted Direct Quote
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Ademero Discounted Direct Quote
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46% Discount on Licensing50% Discount on M&S
• All you can eat pricing with M&S is unsustainable• Burden on Support
• Known to sell direct and discount heavily• “You get what you pay for”
Our Ademero Competitive Advantage
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• HQ in Long Beach CA• Deeply rooted in government business• Have cornered the state/local/GSA markets
• Tons of references• GSA pricing• DOD 5015.x Compliance• Process specific modules
• Agenda management
Laserfiche Notes
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Laserfiche Competitive Heat Map
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• Named user model• Requires a user license for every username in the system
• Add-on charges for S9 standard functionality• Audit Trail - $80 per user• Additional repositories - $1,100 per database• SDK - $2,500• Web portal - $100 per user• Import Agent - $1,500
• Comparative costs of like for like functionality• Zone OCR - $2,800• Barcode - $1,700• Real time lookup - $750• Document classification - $5,000
Our Laserfiche Competitive Advantage
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• HQ in New Windsor NY• Aligned with BTA market• Acquired Westbrook Technologies in 2014• Merged Fortis and Docuware into a single platform
• Significant undertaking that derailed development plans of a new platform
• Venture funded by Morgan Stanley
DocuWare Notes
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DocuWare Side by Side Pricing Analysis
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DocuWare Professional Server 6,058.00
Maintenance DocuWare Professional Server 972.00
Support DocuWare Professional Server 240.00
5 DocuWare Client Licenses 5,080.00
Maintenance 5 DocuWare Client Licences 810.00
Support 5 DocuWare Client Licences 225.00
DocuWare Barcode & Forms 4,535.00
Maintenance DocuWare Barcode & Forms 720.00
Support DocuWare Barcode & Forms 180.00
DocuWare Import 2,274.00
Maintenance DocuWare Import 360.00
Support DocuWare Import 96.00
Total $21,550
GlobalSearch 5 User Professional $3,850.00GlobalSearch 5 User M&S $770.00Single Core Image Processing with Zonal OCR/BCR $1,295.00Single Core Image Processing with Zonal OCR/BCR M&S $259.00Content Search/Single Core Full Page OCR Value Bundle $1,100.00Content Search/Single Core Full Page OCR Value Bundle M&S $220.00Document Classification with Rapid Adapt $995.00Document Classification with Rapid Adapt M&S $199.00
Total $8,688
5 User Professional Edition Comparison
DocuWare Side by Side Pricing Analysis
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DocuWare Professional Server 6,058.00
Maintenance DocuWare Professional Server 972.00
Support DocuWare Professional Server 240.00
5 DocuWare Client Licenses 5,080.00
Maintenance 5 DocuWare Client Licences 810.00
Support 5 DocuWare Client Licences 225.00
DocuWare Barcode & Forms 4,535.00
Maintenance DocuWare Barcode & Forms 720.00
Support DocuWare Barcode & Forms 180.00
DocuWare Import 2,274.00
Maintenance DocuWare Import 360.00
Support DocuWare Import 96.00
Total $21,550
5 User Professional Edition ComparisonGlobalSearch 5 User Professional $3,850.00
GlobalSearch 5 User M&S $770.00
Single Core Image Processing with Zonal OCR/BCR $1,295.00Single Core Image Processing M&S $259.00Content Search/Single Core Full Page OCR Bundle $1,100.00Content Search/Single Core Full Page M&S $220.00
Document Classification with Rapid Adapt $995.00
Document Classification with Rapid Adapt M&S $199.00
Unstructured Data Extraction - Single Core $1,995.00
Unstructured Data Extraction - Single Core M&S $399.00
GlobalAction Single Workflow Instances $5,950.00
GlobalAction Single Workflow Instances M&S $1,190.00
Image XChange Enterprise $2,500.00
Image XChange Enterprise M&S $500.00
Total $21,222
DocuWare Side by Side Pricing Analysis
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50 User Corporate Edition ComparisonDocuware Enterprise Server $17,337.00Maintenance DocuWare Enterprise Server $2,772.00Support DocuWare Enterprise Server $696.0050 DocuWare Client Licenses $40,850.00Maintenance 50 DocuWare Client Licenses $6,600.00Support 50 DocuWare Client Licenses $1,650.00DocuWare Barcode & Forms $4,535.00Maintenance DocuWare Barcode & Forms $720.00Support DocuWare Barcode & Forms $180.00DocuWare Import $2,274.00Maintenance DocuWare Import $360.00Support DocuWare Import $96.00DocuWare CONNECT to Mail $2,274.00Maintenance DocuWare CONNECT to Mail $360.00Support DocuWare CONNECT to Mail $96.00
Total $80,800
GlobalSearch Corporate Edition Server License $15,950.00GlobalSearch Corporate Edition Server M&S $3,190.00Corporate Edition Seat Licensing 50 seats $32,500.00Corporate Edition Seat Licensing 50 seats M&S $6,500.00Document Classification with Rapid Adapt $995.00 Document Classification with Rapid Adapt M&S $199.00
Total $59,334
DocuWare Side by Side Pricing Analysis
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50 User Corporate Edition ComparisonDocuware Enterprise Server $17,337.00Maintenance DocuWare Enterprise Server $2,772.00Support DocuWare Enterprise Server $696.0050 DocuWare Client Licenses $40,850.00Maintenance 50 DocuWare Client Licenses $6,600.00Support 50 DocuWare Client Licenses $1,650.00DocuWare Barcode & Forms $4,535.00Maintenance DocuWare Barcode & Forms $720.00Support DocuWare Barcode & Forms $180.00DocuWare Import $2,274.00Maintenance DocuWare Import $360.00Support DocuWare Import $96.00DocuWare CONNECT to Mail $2,274.00Maintenance DocuWare CONNECT to Mail $360.00Support DocuWare CONNECT to Mail $96.00
Total $80,800
GlobalSearch Corporate Edition Server License $15,950.00GlobalSearch Corporate Edition M&S $3,190.00Corporate Edition Seat Licensing 50 seats $32,500.00Corporate Edition Seat Licensing 50 seats M&S $6,500.00Document Classification with Rapid Adapt $995.00 Document Classification with Rapid Adapt M&S $199.00 Unstructured Data Extraction - Single Core $1,995.00 Unstructured Data Extraction - Single Core M&S $399.00 Line Item Data Extraction - Single Core Engine $4,995.00 Line Item Data Extraction M&S $999.00 Image XChange Enterprise $2,500.00 Image XChange Enterprise M&S $500.00 GlobalForms with Live Design Studio $8,500.00GlobalForms with Live Design Studio M&S $1,700.00
Total $80,922
• Add-on charges for S9 standard functionality• Mobile client - $1,400• SDK - $1,500• Content Folders/Queues - $4,500
• Comparative costs of like for like functionality• OCR/BCR - $4,500• Workflow/BPM - $4,500/$12,000• MFP Connect - $1,400 (per device)• Client licenses - $1,000• Forms - $11,000
• Built a salesforce that competes directly with their channel• This is common with venture funded organizations• “Why give up the margin?”
Our DocuWare Competitive Advantage
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• Administrative setup• Building searches in DW requires you to go to three
different places• No line item extraction capability or GL coding• Workflow engine not as robust as GlobalAction
• Mainly just routing with notifications• Quickbooks integration very cumbersome and
doesn’t support multi-DB
Our DocuWare Competitive Advantage
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Subject Matter ExpertDick Crabb
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• HQ in Irvine CA• Very broad solutions portfolio
• Variable data• Document management• Print management• Print auditing• MFP connectors
• Moved to an all you can eat pricing model in ECM• User license is all inclusive• Only module is Public eForms
• No current cloud strategy
Prism Notes
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• Only support full SQL, SQL Express requires signed disclaimer
• Web client supports only basic search, retrieve and edit
• OCR uses IRIS engine which only supports single threading; users report accuracy issues
• Capture and workflow automation are very linear and require knowledge of scripting
Prism Notes
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Prism DocRecord Side by Side Pricing Analysis
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5 - DocRecord – 3-9 Licenses $3,6255 – DocRecord – 3-9 M&S $725Total $4,350
GlobalSearch 5 User Professional $3,850.00GlobalSearch 5 User M&S $770.00Single Core Image Processing with Zonal OCR/BCR $1,295.00Single Core Image Processing with Zonal OCR/BCR M&S $259.00Content Search/Single Core Full Page OCR Value Bundle $1,100.00Content Search/Single Core Full Page OCR Value Bundle M&S $220.00
Total $7,494
5 User Professional Edition Comparison
Prism DocRecord Side by Side Pricing Analysis
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50 - DocRecord – 50-149 Licenses $30,00050 – DocRecord – 50-149 M&S $6,000
Total $36,000
GlobalSearch Corporate Edition Server License $15,950.00
GlobalSearch Corporate Edition M&S $3,190.00
Corporate Edition Seat Licensing 50 seats $32,500.00
Corporate Edition Seat Licensing 50 seats M&S $6,500.00
Total $58,140
5 User Corporate Edition Comparison
• Pricing is very competitive – need to differentiate elsewhere
• Same team for PS, Support and QA• Lengthens support response and PS delivery
• Sell Banded PS engagements• Installation and configuration for AP - $11,800• Installation and configuration for HR - $3,375• Little discovery, difficult to set delivery expectations
• All you can eat pricing is unsustainable• Support burden will continue to build
Our Prism DocRecord Competitive Advantage
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Subject Matter ExpertErich Mehlig
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Autostore Side by Side Pricing Analysis
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5 - AutoStore Device License 1 to 9 tier $6,375Device License M&S $1,275
Total $7,650
GlobalCapture Convey Basic $1,495Convey M&S $2994 - GlobalCapture Convey Scan Licenses $2,780Scan Licenses M&S $556
Total $5,130
5 Devices – GlobalCapture Convey Basic
Autostore Side by Side Pricing Analysis
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GlobalCapture Convey Plus $2,795Convey M&S $5594 - GlobalCapture Convey Scan Licenses $2,780Scan Licenses M&S $556
Total $6,690
5 Devices – GlobalCapture Convey Plus
Remember that GlobalCapture licensing is concurrent. We don’t necessarily need a license per device!
5 - AutoStore Device License 1 to 9 tier $6,375Device License M&S $1,275
Total $7,650
Autostore Side by Side Pricing Analysis
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25 - AutoStore Device License 25 to 49 tier $25,500Device License M&S $5,100
Total $30,600
GlobalCapture Convey Basic $2,795Convey M&S $55910 - GlobalCapture Convey Scan Licenses $5,500Scan Licenses M&S $1,100
Total $9,954
25 Devices – GlobalCapture Convey Plus
Autostore Side by Side Pricing Analysis
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25 - AutoStore Device License 25 to 49 tier $25,500Device License M&S $5,100
Total $30,600
GlobalCapture Convey Basic $2,795Convey M&S $55910 - GlobalCapture Convey Scan Licenses $5,500Scan Licenses M&S $1,100Extra Margin $10,000
Total $19,954
25 Devices – GlobalCapture Convey Plus
Autostore Side by Side Pricing Analysis
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25 - AutoStore Device License 25 to 49 tier $25,500Device License M&S $5,100
Total $30,600
GlobalCapture Convey Basic $2,795Convey M&S $55925 - GlobalCapture Convey Scan Licenses $13,975Scan Licenses M&S $2,795
Total $20,124
25 Devices – GlobalCapture Convey Plus
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Subject Matter ExpertJoseph Hartnett
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• HQ in Irvine CA• Recently acquired by Lexmark• Significant industry experience• 80 out of Fortune Global 100 are customers• Extensive list of modules and add-ons
• Data integration connectors for
Kofax Notes
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Kofax Side by Side Pricing Analysis
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Kofax Invoice Processing –5k Invoices $9,500
Kofax Invoice Processing M&S $1,900
Total $11,400
GlobalCapture Invoice Processing Bundle – 100k Pages $9,995
GlobalCapture Invoice ProcessingM&S $1,999
Total $11,994
Entry Level Invoice Processing Bundle
Kofax Side by Side Pricing Analysis
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Kofax Invoice Processing –30k Invoices $27,000
Kofax Invoice Processing M&S $5,400
Total $32,400
GlobalCapture Invoice Processing Bundle – 100k Pages $9,995
GlobalCapture Invoice ProcessingM&S $1,999
Total $11,994
Entry Level Invoice Processing Bundle
Kofax Side by Side Pricing Analysis
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GlobalCapture Invoice Processing Bundle – 100k Pages $9,995
GlobalCapture Invoice ProcessingM&S $1,999
Margin $10,000
Total $21,994
Entry Level Invoice Processing Bundle
Kofax Invoice Processing –30k Invoices $27,000
Kofax Invoice Processing M&S $5,400
Total $32,400
Kofax Side by Side Pricing Analysis
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GlobalCapture Server w/ M&S $5,994Image Processing Engine – 2 Core w/ M&S $2,994Unstructured Extraction – 2 Core w/M&S $3,594Line Item Extraction – 2 Core w/ M&S $11,994
Document Classification w/ M&S $1,194
Invoice Intelligence Pack w/M&S $2,394
Full Page OCR 2 Core w/ M&S $1,674
Total $29,838
Entry Level Invoice Processing Bundle
Kofax Invoice Processing –30k Invoices $27,000
Kofax Invoice Processing M&S $5,400
Total $32,400
Kofax Side by Side Pricing Analysis
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2 - KTM 5 Field Extraction 2 Million Page $157,400
2 – KM 5 Field M&S $31,480
Total $188,880
GlobalCapture Server w/ M&S $5,994Image Processing Engine – 12 Core w/ M&S $17,994Unstructured Extraction – 12 Core w/M&S $17,994Line Item Extraction – 12 Core w/ M&S $71,994
Document Classification w/ M&S $1,194
Invoice Intelligence Pack w/M&S $2,394
Full Page OCR 12 Core w/ M&S $8,394
Total $125,958
High Volume Configuration – 4 Million Pages
Kofax Side by Side Pricing Analysis
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2 - KTM Unlimited Fields 2 Million Page $360,800
2 – KM 5 Field M&S $72,160
Total $432,960
GlobalCapture Server w/ M&S $5,994Image Processing Engine – 12 Core w/ M&S $17,994Unstructured Extraction – 12 Core w/M&S $17,994Line Item Extraction – 12 Core w/ M&S $71,994
Document Classification w/ M&S $1,194
Invoice Intelligence Pack w/M&S $2,394
Full Page OCR 12 Core w/ M&S $8,394
Total $125,958
High Volume Configuration – 4 Million Pages
• Priced for the “Fortune” market• Very unattainable for the mid-market
• Like for like pricing can be many multiples of GlobalCapture
• Very powerful extraction capabilities but at the cost of complexity
• Priced based on page volume• Shuts down when volume is consumed
• Superior email capture• Before GlobalCapture we often front ended Kofax
solutions with our email capture
Our Kofax Competitive Advantage
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• No brick and mortar – everyone works from home• Volume based per page licensing• Very competitive line item extraction pricing• Aligned with many of our competitors
• Cabinet• FileBound• Microsoft (Sharepoint)• Opentext
PSIGEN Notes
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PsiGen Side by Side Pricing Analysis
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PsiGen – 120k Volume $6,800
PsiGen – 120k M&S $1,133
Total $7,933
GlobalCapture Invoice Processing Bundle – 100k Pages $9,995
GlobalCapture Invoice ProcessingM&S $1,999
Total $11,994
Entry Level Invoice Processing Bundle
PsiGen Side by Side Pricing Analysis
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PsiGen – 1.2M $18,000
PsiGen – 1.2M M&S $3,000
Total $21,000
GlobalCapture Server w/ M&S $5,994Image Processing Engine – 4 Core w/ M&S $5,994Unstructured Extraction – 4 Core w/M&S $5,994
Document Classification w/ M&S $1,194
Total $19,176
Mid Volume Configuration
PsiGen Side by Side Pricing Analysis
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PsiGen – 3.6M Pages $54,000
PsiGen – 3.6M M&S $9,000
Total $63,000
High Volume Configuration
GlobalCapture Server w/ M&S $5,994Image Processing Engine – 12 Core w/ M&S $17,994Unstructured Extraction – 12 Core w/M&S $17,994Line Item Extraction – 12 Core w/ M&S $71,994
Document Classification w/ M&S $1,194
Total $115,170
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Subject Matter ExpertJeff Balacek
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Definition of VAR?
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Value Added Reseller
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If you’re not adding value, you’re not a VAR!
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How do we add value?
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Uniqueness of Offering
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How do you bundle products or services
together to be unique?
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Expertise
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What internal expertise do your knowledge
workers possess?
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Discovery and Scoping
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Support Pedigree
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What are your guarantees for support?
Quality of Support
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Slashing Price
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“If you value yourself as a zero you’re treated as a zero”
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How are you building value?
