12.30-13.00_Winning With Kofax_Accace_MK Logistis Company_RP

7/29/2019 12.30-13.00_Winning With Kofax_Accace_MK Logistis Company_RP

1/23

Success Story

Accace InternationalAccounting Service CenterMichael Kalaus


2/23

Accace International

Accace, whose name is a portmanteau of accounting and ace, first

appeared on the Central and Eastern European market in 2006, the

culmination of its founders more than 15 years of professional

experience in delivering accounting and fiscal consultancy services.

The company was founded from an ambitious vision to provide top

accounting and tax advisory services to middle and large internationalcompanies in Central and Eastern Europe and even elsewhere in the

world.

Accace services cover financial accounting, tax and payroll

consulting, as well as outsourcing. Accace can provide specialassistance in establishing a company and putting in place financial

and accounting processes. The in-house team of software

programmers is ready to provide support in the implementation of

ERP solutions (SAP, MS Dynamics Navision, local software).

2


3/23

Status

General

300 people in 10 countries

Invoice Services

Manual validation

(S)SC price competition

Target acoounts: SME (


4/23

Requirements / Needs

Growth

Accace plans to grow to worldwide accounting service company

via their own branches and

a franchise model

Multi-language & multi-country-invoice support

Invoice Automation

Multi-Channel doc/data entry for

Direct Customers

Franchise Partner

Interface to MS Dynamics Navision

Easy to operate

4
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5/23

Competition

Abby Flexi Capture

Highlights

Layout classification is clearly better in KTM than in FC. It is faster and more precise

FC has no trainable document separation and no sophisticated Document Review module

FC has no pre-configured DB lookup dialogs for Validation operators

FC has no learn-by-example technology for extraction. It just auto-generates rules, that need to bemaintained. FC has no Online Learning.

Readsoft

Kofax provides faster extraction performance from day one and continued improvements through

self-learning.

ReadSoft does not support recognition of Chinese or Japanese invoices

Kofax invests more than twice as much as ReadSoft in product development.

ReadSofts ROI is not proven by a third party. Kofaxs ROI is proven by third parties including

Nucleus Research, the Hackett Group and the Gantry Group.

5
http://www.google.at/url?sa=i&rct=j&q=competition&source=images&cd=&cad=rja&docid=rNW0fAEeHZgFLM&tbnid=ouLqB3NIwPr6VM:&ved=0CAUQjRw&url=http://www.getbusymedia.com/love-thy-enemy-learn-from-thy-enemy-learn-from-your-competitors/&ei=HrssUfv7M4GUtAa_z4HgDw&bvm=bv.42965579,d.Yms&psig=AFQjCNHZKw9FhBukJdR2yXdIHXTM33ewEQ&ust=1361972341749034http://www.google.at/url?sa=i&rct=j&q=competition&source=images&cd=&cad=rja&docid=rNW0fAEeHZgFLM&tbnid=ouLqB3NIwPr6VM:&ved=0CAUQjRw&url=http://www.getbusymedia.com/love-thy-enemy-learn-from-thy-enemy-learn-from-your-competitors/&ei=HrssUfv7M4GUtAa_z4HgDw&bvm=bv.42965579,d.Yms&psig=AFQjCNHZKw9FhBukJdR2yXdIHXTM33ewEQ&ust=1361972341749034http://www.google.at/url?sa=i&rct=j&q=competition&source=images&cd=&cad=rja&docid=rNW0fAEeHZgFLM&tbnid=ouLqB3NIwPr6VM:&ved=0CAUQjRw&url=http://www.getbusymedia.com/love-thy-enemy-learn-from-thy-enemy-learn-from-your-competitors/&ei=HrssUfv7M4GUtAa_z4HgDw&bvm=bv.42965579,d.Yms&psig=AFQjCNHZKw9FhBukJdR2yXdIHXTM33ewEQ&ust=1361972341749034http://www.google.at/url?sa=i&rct=j&q=competition&source=images&cd=&cad=rja&docid=rNW0fAEeHZgFLM&tbnid=ouLqB3NIwPr6VM:&ved=0CAUQjRw&url=http://www.getbusymedia.com/love-thy-enemy-learn-from-thy-enemy-learn-from-your-competitors/&ei=HrssUfv7M4GUtAa_z4HgDw&bvm=bv.42965579,d.Yms&psig=AFQjCNHZKw9FhBukJdR2yXdIHXTM33ewEQ&ust=1361972341749034


6/23

Sales Cycle with Kofax

Always together in critical sales phases

Management meeting in June 2012

Competition analyses

Battlecards, analyst reports, etc.

References

Final presentation August 2012

Infomatic & Kofax presales live demo

Team approach to give confidence & trust for a successful project

Direct contact to CEO / decision maker

Order in Dec 2012

Backup contract details (e.g. payment terms)

6
http://www.google.at/url?sa=i&rct=j&q=team&source=images&cd=&cad=rja&docid=ml255H2llT_KIM&tbnid=AABeo-5ULiuf3M:&ved=0CAUQjRw&url=http://www.best.at/internationale-projekte/laufende-projekte/team&ei=hrksUdTYJsGRtAbt3ID4Bw&bvm=bv.42965579,d.Yms&psig=AFQjCNFoY-4guz832pMGRoP7zMbmjfdn8Q&ust=1361971968077374


7/23

Solution

Requirements / Needs

Growth

Accace plans to grow to worldwide accounting

service company

via their own branches and

a franchise model

Multi-language & multi-country-invoice

support

Invoice Automation

Multi-Channel doc/data entry for

Direct Customers

Franchise Partner

Interface to MS Dynamics Navision

Easy to operate

7

Infomatic & Kofax

Test System &

Production System

KC/KTM

concurrent stations for center & big

entry locations

KWC

for small locations

Franchise Partner Portal

Outlook

Volume/station extension with growth

KMC for better customer service (e.g.

expenses as a service)

Replace Ultimus ;-)
http://www.google.at/url?sa=i&rct=j&q=success&source=images&cd=&cad=rja&docid=robux_xRRsz73M&tbnid=MisNNnjyfFA6vM:&ved=0CAUQjRw&url=http://ngururaj.blogspot.com/2012/10/success.html&ei=VbwsUaK0NoLYtAaIu4C4Bg&bvm=bv.42965579,d.bGE&psig=AFQjCNEnszecdlfS4TUwC6JOC498nQY_4Q&ust=1361972682273387http://www.google.at/url?sa=i&rct=j&q=success&source=images&cd=&cad=rja&docid=robux_xRRsz73M&tbnid=MisNNnjyfFA6vM:&ved=0CAUQjRw&url=http://ngururaj.blogspot.com/2012/10/success.html&ei=VbwsUaK0NoLYtAaIu4C4Bg&bvm=bv.42965579,d.bGE&psig=AFQjCNEnszecdlfS4TUwC6JOC498nQY_4Q&ust=1361972682273387http://www.google.at/url?sa=i&rct=j&q=success&source=images&cd=&cad=rja&docid=robux_xRRsz73M&tbnid=MisNNnjyfFA6vM:&ved=0CAUQjRw&url=http://ngururaj.blogspot.com/2012/10/success.html&ei=VbwsUaK0NoLYtAaIu4C4Bg&bvm=bv.42965579,d.bGE&psig=AFQjCNEnszecdlfS4TUwC6JOC498nQY_4Q&ust=1361972682273387http://www.google.at/url?sa=i&rct=j&q=success&source=images&cd=&cad=rja&docid=robux_xRRsz73M&tbnid=MisNNnjyfFA6vM:&ved=0CAUQjRw&url=http://ngururaj.blogspot.com/2012/10/success.html&ei=VbwsUaK0NoLYtAaIu4C4Bg&bvm=bv.42965579,d.bGE&psig=AFQjCNEnszecdlfS4TUwC6JOC498nQY_4Q&ust=1361972682273387http://www.google.at/url?sa=i&rct=j&q=success&source=images&cd=&cad=rja&docid=robux_xRRsz73M&tbnid=MisNNnjyfFA6vM:&ved=0CAUQjRw&url=http://ngururaj.blogspot.com/2012/10/success.html&ei=VbwsUaK0NoLYtAaIu4C4Bg&bvm=bv.42965579,d.bGE&psig=AFQjCNEnszecdlfS4TUwC6JOC498nQY_4Q&ust=1361972682273387http://www.google.at/url?sa=i&rct=j&q=success&source=images&cd=&cad=rja&docid=robux_xRRsz73M&tbnid=MisNNnjyfFA6vM:&ved=0CAUQjRw&url=http://ngururaj.blogspot.com/2012/10/success.html&ei=VbwsUaK0NoLYtAaIu4C4Bg&bvm=bv.42965579,d.bGE&psig=AFQjCNEnszecdlfS4TUwC6JOC498nQY_4Q&ust=1361972682273387http://www.google.at/url?sa=i&rct=j&q=success&source=images&cd=&cad=rja&docid=robux_xRRsz73M&tbnid=MisNNnjyfFA6vM:&ved=0CAUQjRw&url=http://ngururaj.blogspot.com/2012/10/success.html&ei=VbwsUaK0NoLYtAaIu4C4Bg&bvm=bv.42965579,d.bGE&psig=AFQjCNEnszecdlfS4TUwC6JOC498nQY_4Q&ust=1361972682273387


8/23

Solution Picture

8

Accace

Web Portal

Accace SK & CZ

MFP

Accace

customers

Accace

Key customer


9/23

Value Add

Invoice Automation with almost Touchless Processing

More volume with same people

Location independent Validation

Supporting international approach

Professional system & service extension ():

Web Capture (customer/franchise portal)

KCNS

Interfaces to existing and future core systems

Easy to operate and maintain

Ready & Scaleable to future requirements

9
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10/23

Why did we win?

(Why did competition lose?)

Good customer relations of partner

Perfect fit to business requirements

Solution scalability (growth vision)

Team approach stomach feeling

Flexible interfaces to standard solutions

10
http://www.google.at/url?sa=i&rct=j&q=success&source=images&cd=&cad=rja&docid=wL4x2xHzqihLvM&tbnid=lS1uN99UGsA_jM:&ved=0CAUQjRw&url=http://www.rungag.com/2012/12/success-kid-is-back/&ei=lr8sUe_JEMbaswbbi4GYBQ&bvm=bv.42965579,d.bGE&psig=AFQjCNEnszecdlfS4TUwC6JOC498nQY_4Q&ust=1361972682273387


11/23

Looking forward to present YOUR projects soon!

Thank you!

Michael Kalaus
http://www.google.at/url?sa=i&rct=j&q=we+want+you&source=images&cd=&cad=rja&docid=qrIkll5Gs65izM&tbnid=Ia4hRya59grRWM:&ved=0CAUQjRw&url=http://www.h2k-clan.com/news/?action=show&id=36&ei=SsUsUY3ZEMnctAbf0ICYBQ&bvm=bv.42965579,d.bGE&psig=AFQjCNFgON-uGlG3FV4zeh4gdje8IU83jA&ust=1361974958644797


12/23

Success Story Logistic CompanyIntegration of MFP fleet to facilitate shipment documentation

completion

Robert W. Pecanka


13/23

Customer from the Logistic Industry

Project is in implementation phase at this time and can hence

not be mentioned as an official reference yet

The lead was generated by Kofax directly , transitioned into an

opportunity and closed by Kofax.

A kofax Platinum Partner was assigned the implementation and

licenses transaction .

13


14/23

Project Scope

Project

Decentralized Scanning of shipment documents across country

Automated indexing , validation and presentation to next line of

Business Logisitc Application .

Accelerate mulit channel capturing from paper, E-mail, EDI (XML)and Fax

Processing information at the Point of Origination, i.e. get the

information into the processing cycle as early as possible

Standardizing processes and documentation across a growingorganization

14


15/23

Project Scope : Main Tasks

Current Status Evaluation

Fully manual , highly paper intense. Forms are ingested to validation

and manual entry into warehousing / Logisitcs NLB applications .

Paper proof ( evidence) is collected after the fact ( once shipment is

completed) and manually indexed , linked to the process and

manually archived.

=> Goal : Compliance and Process acceleration

Initial remote PoC by Kofax

Demonstrate key functionalities with customer sample data

remotely

=> Goal : Secure Selection

15


16/23

Project Scope : Main Tasks Continued

Leverage on exisiting MFP infrastructure no MFP / HW

purchase intended at all.

De - centralized capturing , centralized validation & in band real

time feedback to agents ( truck drivers) => Mobile Capture !

Simple to use for truck drivers and front desk clerks

Future proof & scalability -> increased useage of Mobile Capture ,

implementation and of Web Capture into companys portal to offer

as a service to their clients

16


17/23

Project Scope : The Customers Wish

Desired Process

Satellite Offices : Authentiction of front office clerk at MFP

Scanning of Batches to Warehousing and Logisitcs NLB app

Centralized vaildation

Linkage of PoD and shipment documentation

Seprator Barcode for different processes

Mobile Workers ( Mobile Capture Pilot ) capture Shipment Documents at Point of

Origination

In band validation , processing and archiving of complete process

Reduction of tunraround time , error elimintation , increase of workforce efficiency

Future expansion as Service Model to all clients via Web Portal integration ( Web

Capture)

17


18/23

Solution Outline

18


19/23

The Deal

Software Licenses and Implementation Services (Partner + Kofax)

KTM Licenses

Kofax Mobile Capture & Mobile Services Licenses

Kofax Import Connector

Standard Support

Implementation Services (Partner)

Project management

Installation Server and Infrastructure

Process Design

Process Implementation

SQL and NLB app integration

Deal Size >50K

19


20/23

Whats in it for you ?

Benefits :

Positioning of new solution offering / lead generation by Kofax

Site Preparation ( determination of project scope , customer needs and

desired outcome) by Kofax

Remote PoC by Kofax

Technical and commercial closure by Kofax

You just have to join in when it comes to getting the ball across the line

You can leverage on Kofaxs Partner Commitment and gain new fields ofactivity ( even geographically)

Gain competititive advantage by adopting new solution offerings early

Generate and drive incremental revenue to our mututal benefit !

20


21/23

How did we win ?

Partnership approach :

Positioning of the USP Platform Approach and hence lock out

competition

Prove standardization on Kofax is THE solution when it comes to

automation of manual , paper intense and complex workflows .

Demonstrate future proof solution offering by positioning ( and , firstand foremost : SELLING) pilots to dynamically and pro actively get the

solution to the Point of Origination

Value add and commercial flexibility of Kofax Partner

21


22/23

Whats next with this customer ?

2013

Expand Mobile Capture adoption ( currently 10 pillot devices full

potential > 300 !!!)

Additional license revenue will be genereated by launching a Web

Capture Pilot after implementation & go live . Additional

Business will be generated for the customer by offering this as a

service to their clients

Win Win - Win Situation !

22


23/23

Success Story Logistics

we are looking forward to creating moresuccess stories with you !Robert W. Pecanka