Partnering With IMR

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Partnering With IMR
Creating Profitable Opportunities
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Agenda

• Partnering With IMR
• About IMR
• The Opportunity
• Valued IMR Partner (VIP) Program Financial
  Returns Benefits
• Partner Commitments

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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 Grandchamp CEO 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 Khalafi Chief Scientist and founder,
IMR
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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

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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

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Agenda

• Partnering With IMR
• About IMR
• The Opportunity
• Valued IMR Partner (VIP) Program Financial
  Returns Benefits
• Partner Commitments

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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

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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

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The Opportunity

• ECM Defined
• The Technologies and Tools Used to Capture,
  Manage, Store, Preserve and Deliver Content
  Across the Enterprise. (As Defined by AIIM)

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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

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The Opportunity

• ECM Remains a Priority for Many Organizations
  This Year

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

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The Opportunity

• Content Management Lifecycle

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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

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The Opportunity

• IMRs 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

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The Opportunity

• Five Key Benefits of Selecting Alchemy

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IMRs Fixed Content Suite
Retrieve Deliver
Capture
Manage Archive
Workflow Processes
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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

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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

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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

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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

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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

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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

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Agenda

• Partnering With IMR
• About IMR
• The Opportunity
• Valued IMR Partner (VIP) Program Financial
  Returns Benefits
• Partner Commitments

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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

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VIP Program Financial Returns Benefits

• 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

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VIP Program Financial Returns Benefits
VIP Program Financial Returns Benefits

• 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

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VIP 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

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Agenda

• Partnering With IMR
• About IMR
• The Opportunity
• Valued IMR Partner (VIP) Program Financial
  Returns Benefits
• Partner Commitments

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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

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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

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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

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How to Get Started

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

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Introduction to IMR

• Questions?