PartnerConnect Deutschland Frankfurt, 31.

Januar 2013

EMEA Sales Operations Non-Standard Licensing & Configuration

Jessica Bethune - Mgr, Deal Desk EMEA

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

The Central Link between Sales Field and Backoffice

Thomas Senger SVP Stephan ZeiseGoett ATEM/CH SD

Joe Rayfield (UK)

Hans Jacobs (Benelux)

Peder Daxberg

Ansgar Eickeler Germany SD

Alexis Vernieres (Latin)

Max Botta (Italy)

Dragutin Ivaci (Emerging)

Sales Field

Sales Field

Channel & Alliances

Sales Field

Sales Field

Sales Field

Sales Field

Sales Field

CARs

CARs)

CARs)

CARs

CARs

CARs

CARs

- Reseller Coverage, Outreach program, Gold & Silver Partner Support

Support on transactions (License Reductions, Migrations, System Updates, Evals, )

Sales Administration

Contracting Team Legal

emeadeals @kofax.com

Forecast Bid Mgmt Team

Approval & Post-Sales 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

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

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

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 reinstatement fees

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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.

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!

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.

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.

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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?

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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