Partnering With IMR Creating Profitable Opportunities

Partnering With IMRPartnering With IMR

Creating Profitable OpportunitiesCreating Profitable Opportunities

Agenda

• Partnering With IMR– About IMR– The Opportunity– Valued IMR Partner (VIP) Program Financial Returns &

Benefits– Partner Commitments

About IMR

• Internationally Recognized for Alchemy Technologies Providing Fixed Content Management Solutions

IMR has spent more than 12 years researching fixed content and document management needs, and creating innovative technology solutions for our clients worldwide.Steve GrandchampCEO and President, IMR

IMR was the first to unite document management with new fixed content storage technologies like CD in 1993, DVD in 1998 and in 2003, UDO and PDD.

Farhad KhalafiChief Scientist and founder, IMR

About IMR

• Corporate Clients– The Hartford– Boeing– GE– First Data– Jet Blue– TxDot– University of Louisville Hospital– Health One– Daytona Beach Florida City Government– Dell

About IMR

• Industry Recognition– Doculabs: “Best Value in the Mid-market”– Gartner Group: “Visionary” Magic Quadrant Vendor for

Over Five Years– Transform Magazine: “The Ford F-150 of Document

Management”– AIIM International: “Best of Show” Award



Agenda

The Opportunity

• Our Message– For:

• Mid-Market Companies & Departments Within Enterprises

– Who Need To:• Reduce Risk & Significantly Improve Operational

Efficiency Through Better Management of Content, But are IT Resource Constrained

– Our Product Is:• A Rapidly-Deployable, Packaged Solution for Managing

Fixed Content

The Opportunity

• Our Message (continued)– That:

• Handles the Complexity of Managing Multiple Content Types, Making it Easy for Users to Find, Share, & Archive the Documents They Need to Do Their Jobs

– Unlike:• Enterprise Content Management Products Which Are Too

Expensive & Too Complex for Mid-Market Companies & Small Business

– We Offer:• A Solution That Addresses Complex Problems, In a

Package that Results in Quick ROI

The Opportunity

• ECM Defined– The Technologies and Tools Used to Capture, Manage,

Store, Preserve and Deliver Content Across the Enterprise. (As Defined by AIIM)

Internal Business Processes

Customer Facing Applications

The Link

ECM

The Opportunity

• Customer Demands and Key Drivers– Operational Efficiency / Business Process Improvement –

“Offensive”• Reduce Operational Costs• Improve Productivity• Improve Customer Service• Increase Revenue

– Risk Reduction – “Defensive”• Ensure Compliance• Reduce Litigation Exposure• Support Security Standards• Ensure Business Continuity

– IT Efficiency and Consolidation• Enable Move Towards IT Consolidation and Standardization

The Opportunity

• ECM Remains a Priority for Many Organizations This Year

36%

18%

9%

12%

12%

14%

0% 10% 20% 30% 40% 50%

<$100K

$100-200K

$201-300K

$301-499K

$500K-$1M

>$1M

Projected ECM Spending in 2004 Areas for Planned ECM Spending in 2004

The Opportunity

• Renewed Focus on “Defensive” Applications– A recent Goldman Sachs CIO Survey Highlighted the

Following Top Priorities for CIOs in 2004:• Security• Storage Software• Storage Networking

– Want Cost-Effective Implementation Without Sending Shockwaves Throughout the Business

• “Offensive” Applications Always Important – Organizations Want the Ability to Leverage their IT

Investments– Addresses more Strategic “Offensive” Applications to

Benefit the Business

The Opportunity

• Content Management Lifecycle

Create and Capture Manage and Archive Retrieve and Deliver

Create Collaborate Review LibraryFunctions

Archival RecordsManagement

StorageManagement

Publishing Web Delivery DistributionCapture

Web Content

Collaboration Objects

Offline Documents

Electronic Forms

XML Content

CAD Drawings

Digital Assets

Enterprise Reports

Images

COLD

E-mail

N/A N/A N/A

N/AN/AN/A

N/A N/A N/A

N/A N/A N/A N/A

N/AHYBRID

HYBRID HYBRID HYBRID HYBRID

HYBRID HYBRID

DYNAMIC DYNAMIC DYNAMIC DYNAMIC



DYNAMIC DYNAMIC DYNAMIC

HYBRID FIXED

FIXED

FIXED

FIXED

HYBRID

HYBRID

DYNAMIC

DYNAMIC

DYNAMIC

HYBRID DYNAMIC DYNAMIC DYNAMIC FIXEDHYBRID

HYBRID

HYBRID

HYBRID

HYBRID

FIXED

FIXED

FIXED

FIXED

FIXED

FIXED

FIXED

FIXED

FIXED

FIXED

FIXED

FIXED

FIXED

FIXED

FIXED

FIXED

FIXED

FIXED

FIXED

FIXED

FIXED

FIXED

FIXED

FIXED

DYNAMICN/A

Other Content Types

Con

tent

Typ

es

FIXED

FIXED

FIXED

FIXED

FIXED

FIXED

FIXED

FIXED

FIXED

FIXED

FIXED

FIXED

HYBRID

HYBRID

HYBRID

HYBRID

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HYBRID

HYBRID

HYBRID

HYBRID

IntegrationMost organizations will rely on more than one data store to maintaincontent. In fact, over the life of a content object it may reside in dozensof places. Having a unified interface to get to your content is imperative.

ProcessIn a well designed strategy, business processes drive information flow withina content lifecycle. They ensure compliance, data consistency, and quality,as well as infusion of the content in the processes in a timely fashion.

FIXED

FIXED

FIXED

DYNAMIC DYNAMIC DYNAMICN/A

FIXEDDYNAMIC DYNAMIC

FIXED FIXED

HYBRID

ContentLifecycle Management

FIXED

FIXED

FIXED FIXED

The Opportunity

• IMR & the ECM Market– Provides Solutions for Managing “Fixed Content”

• Content in its Final Form

• Created as Fixed Content Objects (e.g. Images & Email)

• Dynamic Content that becomes Fixed Over Time (e.g. Office Documents and Web Content)

– IMR Provides a More Focused Solution• Vendors offer Technology Solutions Managing the Full Life

Cycle of All Types of Electronic Content

• Deploying a Broad ECM System Involves More Risk, Cost, and Time than is Justifiable to the Mid-Market

The Opportunity

• IMR’s Solution Focus– Defense: Compliance and Risk Reduction

• Ensure Compliance (e.g. SOX, SEC/NASD, HIPPA and DOD 5015.2)

– Offense: Business Process Improvement & Operational Efficiency

• Reduce Operational Costs

• Improve Productivity

• Improve Customer Service

• Customer and Revenue Retention

The Opportunity

• Five Key Benefits of Selecting Alchemy

IT “Friendly” Implementation Enables Move Towards IT Consolidation and Standardization, Low IT Impact, Leverages Technology Innovation

Timeliness of Deployment Up and Running in Days, Not Months or Years

Cost Effective Value Leader, ROI Champion

Easy to Use Minimal Training, Happy End Users

Customer Satisfaction Faster, More Complete Service

IMR’s Fixed Content Suite

Capture Manage &Archive

Retrieve & Deliver

Scanned images

Computer-generated output (COLD)

Email

PDFs

MS Office and other business documents

CAD files

Secure Distribution on

CD/DVD

Secure Web Delivery

Portal Delivery

Email Delivery

Secure LAN/WAN Access

Fixed Content

Repository

Fixed Content

Repository

Content Management Server

(Repository Mgmt, Library Services, Security)

Administrator (build)

Records Manager

Hard disks Optical

Workflow Processes

The Opportunity

• Alchemy General-Purpose Fixed Content Management Software– Standard & Advanced Content Management Servers

• Small and Mid-Size Enterprises or Departments

– Alchemy Gold• Small Offices

– Alchemy Pro• Service Bureaus

The Opportunity

• Modules for Alchemy– Mercury Print Output Services & Software– MailStore Email Archiving and Compliance– Scan Imaging and OCR– DataGrabber COLD– Alchemy Web Internet Access– Software Development Kit (SDK) for Intergration– Workflow– Audit Trail for Compliance and RM– Role Based Access Control (RBAC) for RM– Database Encryption

• Open Technology Platform– .NET, XML, ODBC, SQL Server

The Opportunity

• R.W. Smith and Associates– Problem:

• SEC Regulation Requiring Brokers to Achieve Emails for at Least Three Years

• Produce Email Records on Request to Government Auditors• Other Products Too Expensive and Required High-Priced Extras

to Work Effectively

– Solution:• Alchemy MailStore for Exchange

– Benefits:• Affordable, Out of the Box Solution• Very Fast Retrieval and Review of Emails• First Rate Customer Service from IMR

– ROI:• No Sanctions or Fines from the SEC• Happy Auditors

The Opportunity

• The City of Daytona Beach, Florida– Problem:

• Florida Sunshine Law – Cities Keep All Documents (Analog and Digital) Tamper-Proof and Unalterable

– Solution:• Alchemy Premium with Scan• DataGrabber• MailStore

– Benefit:• One solution and Interface to Solve Fixed Content Needs

(Scanning, Email Achieve, Office Docs, and Reports)• Insurance Policy Against Costly Public Records Requests.• Information at City Workers Fingertips

– ROI:• MailStore Justified by Saving the Cost of One Email Recovery

from Tape Backup• Increased Retrieval Productivity Tenfold

The Opportunity

• JetBlue Airways, NJ– Problem:

• Streamline A/P Process to Speed Up Approvals from Over 25 Remote Offices.

• Old Process Paper and Fax-Based

– Solution:• Alchemy Premium Server with Scan Stations• Document Routing• RBAC• 40 Remote Approval Stations

– Benefits:• Faster Approval of Invoices Resulting in Early Payment Discounts and

Improved Cash Flow• Automation Reduces Error

– ROI:• System will Pay for Itself in 12 Months

The Opportunity

• Digital ROM Services, First Data Corp, Omaha– Problem:

• Mainframe Customer Service Statements Stored in Large PDF Files• Hard for End Users to View these Files• Other Reports Stored as ASCII Text with Overlays• Needed One Simple to Use and Highly Secure Viewer for All Documents

– Solution:• Mercury PDF Output Management System for Alchemy

– Benefits:• Customers Satisfied with the New Unified Viewer• Security Management is Very Easy• Compatible with Their Existing Alchemy System

– ROI:• Reduction in Production Time & Costs• Reduced the Labor needed



Agenda

VIP Program Financial Returns & Benefits

• Objective– Offer a Compelling, World-class Partner Program That

Maximizes Revenue for Both IMR Partners and IMR

• Vision– Create Profitable Possibilities for Partners

• Goal– IMR Is Easy to Do Business With Every Day– IMR Looks for the “Yes” Every Day– IMR Brings Value to Its Partners Every Day– IMR Earns the Trust of Its Partners Every Day

• Financial Incentives– Authorized Valuepartner

• 10K - 20K NLR Annually, 20% Discount Off of SRP

– Single Star Valuepartner• 20K – 40K NLR Annually, 30% Discount off of SRP

– Three Star Valuepartner• 40K – 100K NLR Annually, 36% Discount off of SRP

– Five Star Valuepartner• Over 100K NLR Annually, 41% Discount off of SRP


• How to Make Money With Alchemy– E.g. Deal Size 100K

• 20K Hardware (Servers & Scanners)– 3% – 5% Margin

• 20K Capture– 30% - 35% Margin

• 30K Alchemy– 20% - 41% Margin

• 10K AMP / Support– 18% Margin Year 1

– 21% - 27% Margin Year 2 / Annual (Visits, Meetings, Reviews, & Additional Training)

• ~ Install / Training– ~50% Margin Year 1

VIP Program Financial Returns & BenefitsVIP Program Financial Returns & Benefits

• Our Commitment & Support– Jump Start Sales Training (On-Site & Regional) – Sales Support (Regional Sales Manager & Inside Sales) – Executive Management Support & Communication – Pre-Sales Engineers– Demonstration Software – Product Brochures and Sales Tools – National Marketing – Access to IMR Partner Web Site – Professional Services Support – Technical Support Assistance – Quarterly ValuePartner Newsletter – Annual VAR Advisory Council – Awards & Recognition




Agenda

Partner Commitments

• ValuePartner Commitment– Achieve Sales Goals– Focus On Selling Alchemy– In-House Use of Alchemy– Web Site Promotion– Quarterly Marketing Activities– Dedicated Sales Representation– Quarterly Business Planning with IMR– Completed Required Sales & Technical Training– Remain Certified Each Year

Partner Commitments

• VIP Investment– Authorization Fee of $4000

• ValuePartner Starter Kit

• Required Initial Training (Tuition Only)

• First Regional Marketing Activity

– ValuePartner Early Incentive Program• Opportunity to Earn Up To 10% Additional on Margins

• Requires Completion of a Business Plan of Activities

• Completion of Quarterly Milestones:– Revenue

– Training Goals

– Orientation Goals

– Marketing Activities

Company History

• Founded in 1992• Over 10,000 Customers in 42 Countries• Over 1 Million Seats Deployed• Top Markets Historically are Government,

Financial Services, Healthcare and Service Bureau Customers

How to Get Started

• Quick Start– Complete the ValuePartner Application– Install the Trial Software– Meet With Your Local IMR Regional Sales Manager

• Questions?

Introduction to IMR