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Unified Workflow Discovery Tool Version 3.1 User Guide
April 2010 – Intended for Internal Use Only
Note: this User Guide includes all information from V1 to V3.1
Overview
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What is it? Interactive platform to aid Kodak sales teams guide Print Service
Providers (PSP’s) through the value of Kodak Unified Workflow Solutions as it applies to their specific business operations
What is the Strategy? Facilitate the ROI discovery process at the first stages of a sales cycle Communicate Unified Workflow (UWF) message and key value propositions of UWF
Solutions Identify areas for Growth and Production Efficiency Discover customers current operations, needs and gaps in order to sell
How does it help? Kodak sales person understands the clients business, strengths and
weaknesses and is in a better position to drive the selling process and win
Customer gains a better understanding of Kodak’s UWF Solutions and the products that could improve specific business operations
Aiding the Customer Discovery Process
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Navigation Example (outlined further on slides 7-10):
Choose Department: Prepress and Production
Value Proposition: ‘Increase efficiency with intelligent automation and reduce errors, waste and turnaround time’
Choose Task: Imposition/Layout
Value Proposition: ‘Reduce press make-ready time with information rich layouts’
Lead customer to the appropriate Kodak Solution Rollover product to reveal brief descriptionChoose product to reveal Product Information Window
Explore a Print Service Providers business by typical departments and tasks to identify areas for Growth and Production Efficiency
Non-Linear Presentation enables free navigation to facilitate any conversation flow
Key Features
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Configurator tool (feature available at Startup Window)Allows you to create a Client List upon startupRecords and stores client information captured in the product information windows during the discovery process for future reference:• Current solutions owned (Kodak or Non-Kodak solution details)• Kodak solutions selected as of interest to the client
Features available during discovery process with the client:
Notes tool allow you to record client specific production notes or requirements during the discovery session (client notes are also accessible within the configurator tool)
Product Finder provides immediate access to specific product information windows if required or specifically requested. These windows are normally revealed as part of the discovery process after navigating to a specific task
Solution Center captures Kodak products of interest to the client as a customized PDF downloadable for their perusal
User Guideline: Setup
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Configurator Tool: Create Client List
1. Click on wrench icon (Note: First time installation will automatically direct you to the New Client window upon language selection. Once a client has been added the configurator tool can be accessed through the wrench icon on the startup window)
2. Add New Client
3. Enter Client Name
4. If the client is an existing Kodak customer, select current solutions owned. These will automatically be populated within the tool and will be highlighted in the indicator bars
5. Continue and Exit Configurator
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User Guideline: Customer Facing Presentation
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Introduction: Kodak Unified Workflow
Upon client and language selection, the tool automatically navigates to the Introduction
1. Introduce Kodak UWF and the need to analyze current business operations to identify areas for growth and production efficiency
2. The animation will automatically proceed to the key Kodak UWF value propositions or you can choose to move the presentation forward
Optional:
3. Skip Introduction
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Sales Discovery Process – Discover Departments1. Introduction
2. Highlight areas to discover
Rollover each department to start discussing the value propositions
Click department to reveal specific operation tasks
3. Red indicator identifies a Kodak solution already selected and indicates room for growth
4. As solutions are selected during the discovery discussion with the customer, the overview meter rises indicating growth opportunity progress
5. PSP Savings Calculator - A comprehensive savings calculator that outlines the potential savings a customer can expect from the Kodak UWF Solutions
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User Guideline: Customer Facing Presentation
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Sales Discovery Process – Discover Tasks
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2 options to Navigates
between levels 4
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1. Highlight key value propositions
2. Highlight typical operational tasks to discover
Rollover each task to highlight value
Click task to reveal Kodak UWF solutions which cater specifically for that task
3. Enter Customer Notes
4. Fast track directly to a Kodak UWF Product Window
User Guideline: Customer Facing Presentation
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Sales Discovery Process – Lead to Kodak UWF Solution
2 options to Navigates
between levels
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1. Highlight key value propositions
2. Highlight Kodak UWF solutions for task
Rollover each solution to reveal brief product description
Click solution to reveal product information
3. Purple indicates solutions customer already owns
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User Guideline: Customer Facing Presentation
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Sales Discovery Process – Product Information Window
Image overview diagram (1or 2 images depending on product)
Close/Navigate back
Scroll
1. Review Product
2. Choose option:
a) Customer already uses the product
b) Customer interested in product – adds to the Solution Centre List
c) Customer has another solution in place – enter details if known
Information is captured in the configurator
Navigate freely identifying solution needs throughout the sales discussion
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User Guideline: Customer Facing Presentation
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Sales Discovery Process – Final Stage1. Download PDF of all products of interest identified for customer perusal
2. Return to Introduction to review customer information in the configurator tool
Or
3. Exit Tool and review later
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User Guideline: Customer Facing Presentation
User Guideline: Customer Information
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Customer Information Review
1. Configurator captures information entered in the Product Finder window throughout the discovery process with the customer
2. You can enter additional information in custom fields
3. View/Edit Client Notes
Add or review Client Notes
4. Export Client Notes - exports PDF that can be shared to prepare for follow up discussions with the customer
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PSP Sales Calculator – General Saving Tab
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1. Choose the currency from the drop down menu
2. Enter the exchange rate for the chosen currency.
3. Enter the Customers Annual Revenue.
4. Choose the products of interest identified in the Discovery Tool where applicable
5. The calculator will indicate the savings gained from each product/feature listed and automatically provide a value for potential yearly and monthly savings as a result of all solutions chosen.
User Guideline: PSP Sales Calculator
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A general overview of the savings and ROI feedback a customer could potentially earn if they were to implement certain Kodak Solutions.
PSP Sales Calculator – General Saving Reference Data
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1. Average company costs based on industry averages outlined
Impact due to Kodak solution (savings projected based on Kodak's customer experience)
This tab is intended as a reference point only to answer any questions the customer may have around how the figures were calculated – no entry fields are needed here
User Guideline: PSP Sales Calculator
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This tab provides the details behind how the calculations demonstrated in the General Savings Tab were generated.
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PSP Sales Calculator – Company Customized Tab
1. The white cells indicate entry fields and allow the user to enter data that is more accurate to the customers current state.
The data starting point remains the industry average, however, once the user changes a value in the allowed fields the numbers will be automatically recalculated.
- choose a different set of products to see the value provided in each case
- enter a different % value per product depending on the size of customer and perceived value to that customer
- Compare customer’s labor Yearly Costs versus the industry average.
User Guideline: PSP Sales Calculator
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At this point the customer has understood that the numbers demonstrated thus far were based on Industry averages and they now wish to enter costs that pertain specifically to their own business.
Note: % numbers provided are based on an average of existing customer experiences and are conservative in most cases.
Availability
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Download the Discovery Tool from the following URL: http://www.kodak.com/go/discoveruwf
Download Adobe Air executable desktop application Install Wizard installs Adobe Air Application on your laptop for first
time installations and then installs the Kodak Discovery Tool automatically
PC/Mac/Linux compatible Latest User Guide available View system requirements View troubleshooting and HelpIT guidelines if temporary
administrator access is required Version Updates will be posted to same URL address
