ELO business partnership

Transcription

1 ELO business partnership Added value and synergy for success

2 Enterprise Content Management: Your driver for increased revenue "The added value from an ECM solution is directly measurable for the customer and helps to increase efficiency and safeguard the business, particularly in tough economic times. Many companies have recognized that optimal business processes - which include the use of an ECM solution - are of crucial importance to securing their future." Karl Heinz Mosbach, CEO of ELO Digital Office GmbH

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4 A secure investment in a market of the future Why companies need Enterprise Content Management (ECM) The economy is driven by the needs of companies to constantly improve their business processes, automate procedures and reduce costs. Many factors, including more profitable operation and compliance with legal requirements, mean that the demand for sophisticated ECM solutions is growing. In customer projects, the ECM portfolio usually includes: hardware, software and services. Analysts like Gartner also see good prospects for the ECM market and predict a global yearly revenue potential of 5.7 billion dollars by Generating services and increasing customer loyalty As an ELO business partner, you will use ELO technology to exploit new revenue streams, generate new markets and supply your existing customers with innovative products. As one of the leading ECM/DMS software manufacturers, we can provide you with the solutions, training, tools and support that you need to successfully position your company in the ECM marketplace and to satisfy your customers. "The total conversion enabled us to reduce process costs by about 20%. Those are significant figures for us. Processing times have also been considerably reduced. ELO customer from the rail transport industry "By using ELO, it was possible to reduce our contract processing times by 65%. We can no longer imagine handling our numerous day-to-day tasks without help from ELO. ELO customer from the media and culture sector

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6 ELO Digital Office is one of the best Who we are ELO Digital Office GmbH split off from the Louis Leitz group in 1998 and is now an owner-managed software manufacturer. ELO has enjoyed strong growth rates and is now one of the leading providers of enterprise content management software. Worldwide presence ELO is an internationally active company with offices in Europe, South America, Asia and Australia. In Germany, ELO has its headquarters in Stuttgart with regional offices in the north, east and west. Offices in Germany: Kayhude, Gera, Dortmund Offices in Europe: Austria, Switzerland, France, Czech Republic, Hungary, Poland, Romania and Denmark Offices in APAC: Indonesia and Australia Offices in South America: Brazil, Peru Sales strategy The ELO sales strategy revolves around the ELO business partner as the local operating unit. There is no competition with a direct sales channel. Our network of system partners supports more than 600,000 workstations worldwide. First-level support is handled exclusively by the ELO business partners, generating a high level of customer loyalty. Strong technology and cooperation partners ELO relies on cooperative agreements and alliances with the major "best-of-class" technology partners, including SAP, Microsoft, Hewlett-Packard, Oracle, Abas, Fujitsu and many more.

7 The map shows: ELO business partnerships throughout the world Süd Amerika America Peru Brasil Brasilien Canada Peru United States EMEA Europa Schweden AustriaNorwegen Belgium Großbritanien Czech Republic Niederlande Denmark Belgien Egypt Frankreich France Germany Great Britain Afrika Deutschland Hungary Österreich Iran Ungarn Italy Polen Kenya Tschechien Luxembourg Serbien Mauritius Moldavia Netherlands Schweiz Italien Nigeria Norway Rumänien Poland Moldavien Ukraine Qatar Asien Ägypten Iran Slovakia Türkei Sudan Kenia Sudan Saudi Arabien MauritiusSweden Insonesien Nigeria SwitzerlandKatar Romania Russia Saudi Arabia Serbia Turkey United Arab Emirates Australien APAC Australien Australia Neuseeland Brunei China Hong Kong Indonesia Malaysia New Zealand Singapore In addition to our subsidiaries, ELO now offers business partnerships all over the world. Due to the global demand for ECM solutions, ELO will continue to expand internationally. Finger on the pulse The ELO solutions regularly win well-known German and international awards, including prizes for innovation from the DMS Expo and the "Initiative Mittelstand", the "Most Innovative Partner Award" from the Fujitsu Channel Conference and the CeBIT Australian Award, as well as top marks from our customers, benchpark, and Pentadoc and above-average ratings in BARC studies.

8 What is so special about the ELO products? "All ELO product development is oriented towards market needs; our focus is on the customer. We invest particularly heavily in user-friendliness, not only to keep our products at a high level technically, but also to enhance them further in terms of intuitive operation." Daniel Mikeleit, Product Management at ELO Digital Office GmbH ELO is the only manufacturer to offer solutions for both basic DMS requirements and very demanding ECM needs. ELOoffice is the entry-level solution for document management and electronic archiving. In this segment, it has almost no rivals. ELOprofessional and ELOenterprise address the requirements of medium to large-sized companies. The products offer a smooth migration path. Data exchange and software upgrade are possible at any time. This provides customers with a future-proof investment. What sets our technology apart from the competition ELOprofessional and ELOenterprise are interoperable and contain numerous interfaces and modules. They are intuitive to operate, guaranteeing user acceptance, which is crucial. The workflow engine and designer are just as unique as the scan client with its personal mailbox. Open interfaces based on industry standards also enable the maximum depth of integration. In addition, ELO sets itself apart on the market with its multi-client strategy. Users can take advantage of ECM technology from their preferred business application as needed. We provide a large variety of clients to achieve this functionality. This secures the investment and builds trust with the end customer. Our customers endorse the ELO solutions With their flexibility and high performance, ELO products are used in companies of all sizes in all industrial sectors. You will find a large selection of customer references on The system is a tool that we would not want to be without. That's why we have recommended ELO to many other district authorities and to the national association. The overwhelmingly positive feedback from our members has also shown us that the changeover was absolutely the right decision." ELO customer from the public sector (trade union) "I would make the same decision to go for a DMS, and particularly for ELO, any time." ELO customer from the healthcare sector

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10 Service-oriented architecture for maximum flexibility "One feature that sets us apart is that our solution was developed directly as a modular, service-oriented application. The benefit of this is that there is an http SOAP interface with high throughput speed and a clear architecture to connect standard clients or in-house developments to ELO." Matthias Thiele, Chief Technical Officer at ELO Digital Office GmbH The ELO software architecture Developed using Java technology, the server components are available not only for Windows but for almost any system environment (Apple Mac OSX, Linux, Oracle SOLARIS, IBM AiX, HP, UX etc.). True archive server replication, which not only replicates documents but also structures, database contents and rights, is another feature that sets ELO apart from the competition. Seamless integration: ELO shapes the future Modules like the ELO Business Logic Provider (BLP) have won a number of innovation prizes (DMS EXPO, "Initiative Mittelstand") as the only solution offering end-to-end integration of business software (ERP, CRM, etc.). BLP breaks new ground in solution implementation. You can find more about the BLP at Knowledge Management OCR+Fulltext Portal COLD/XML Import Replication In-box Processing Business Intelligence Backup Classification Multi- Client ELO ECM Archiving WCM DMS Workflow Integration Contract Management +MS Office The ELO ECM environment Office Organization Signature CRM Collaboration CAD ERP Compliance

11 Matthias Thiele, Chief Technical Officer at ELO Digital Office GmbH

12 Profitable partnership: Why choose ELO? Product-specific reasons for choosing ELO Only ECM manufacturer with 3-product strategy for optimum scalability Platform independence in the front-end and the back-end (Windows, Linux, Unix, Mac OSX etc.) Same intuitive navigation with high user acceptance ECM client including workflows, archiving, MS Office integration, digital signature and scanning Non-proprietary, with open standard interfaces (XML, ODBC, COM, OLE, SOAP) Direct access to the ECM server including provision of business logic for any kind of ERP system Access methods: Windows/Java client, browser/web, Citrix/Microsoft terminal server, Microsoft Office and Outlook, file system, mobile, portal, third-party applications Programming of custom interfaces and modules, e.g. for vertical markets (industry tools) Multilingual and Unicode-compatible Rights concept incl. 128-bit encryption LDAP and single sign-on Multi-client capability (use as an ASP solution or in a data center) Commercial considerations for ELO Outstanding price-performance ratio Exceptionally high margins for the software and services sector System designed for follow-up commission Flexible licensing models and demand-driven project prices Constantly growing "returns" with built-in software maintenance (from ELOprofessional upwards) Customization and automation by ELO partners on the client and server side (scripting) Opening up vertical markets (industry tools) Gross profits backed up by regional partner performance and partner portfolio management Attractive entry conditions in the area of partner certification Subsidized initial project = immediate ROI with projects of 10 or more licenses No competition with a direct sales channel

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14 Added value at a glance: The ELO business partnership Our partnership is simple and transparent. ELO has two basic partner models: ELOoffice channel partnership and ELO business partnership. ELOoffice ELOprofessional Customer ELOenterprise

15 Success through teamwork ELO supports you with a strong brand name and a tried and tested sales and support concept. ELO offers products precisely tailored to the needs of its customers. Sales support ELO focuses heavily on personal support for partners. There is a direct contact person available to you in your region who can give you expert support and advice on all sales matters relating to ELO. You will receive free start-up assistance with design, presentations and proposals. Continuous professional training ELO offers you a wide range of training seminars on technology, sales and methods. Three training units a year are already included in the partnership fee. Compelling customer presentations with "Contelo" In the course of the training, you will also be provided with a virtual PC-based presentation environment called "Contelo". All the ELO modules can be presented within this Microsoft environment. Contelo can be used to generate user- or customer-specific solutions and to present them effectively to the customer. Take part in our joint success! Ongoing product enhancements influenced by business partners ELO tests and certifies partner modules for possible inclusion in the official ELO price list Provision of project-specific consulting services at modest rates Listing as a certified business partner on the ELO website

16 Why the best possible support produces the best results "The ECM business is one of the most exciting and interesting business areas within IT, with enormous earnings potential. That is why it is worth going all out for ECM." Udo Stein, Sales Manager at ELO Digital Office GmbH Subsidized initial project ELO subsidizes your first project. For you, this means an immediate ROI for projects with ten licenses or more. Flexible licensing models For successful, customer-oriented projects, ELO offers flexible licensing models and demanddriven project prices. These guarantee customer-specific project proposals and implementation. Support: tried and tested know-how As a business partner, you will receive free second-level support by telephone and/or . You also have access to our web-based support forum with the latest updates, patches and general information. ELO consulting: all-around expertise The ELO consulting team is made up of technical specialists who add value with their proven knowledge and years of practical experience. As a business partner, you can book projectspecific consulting services at moderate rates. Using partner solutions The partner network enables you to use existing industry tools to create vertical markets. ELO business partners support each other and exchange ideas on a regular basis. We as the manufacturer support you in coordinating know-how and resources within the partner community. For your customers, this means rapid solutions to their needs.

17 Udo Stein, Sales Manager at ELO Digital Office GmbH

18 Marketing support: the advantages of a strong brand "In recent years, ELO has built a trusted brand image in Germany, with a high level of brand recognition. We rely on holistic marketing measures for an increased reach. ELO is also focusing more and more on its online strategy. Our business partners use the ELO website to present themselves to the world and advertise their own solutions." Karl Heinz Mosbach, CEO of ELO Digital Office GmbH Trade fairs and ELO events Trade fairs and events have a very high priority at ELO. At the leading trade fairs like CeBIT, DMS Expo and IT & Business, ELO always has a large booth. Business partners can share in the overall success with partner exhibits at attractive prices. We also take this approach at an international level. We maintain a presence at the important IT trade fairs, such as the GITEX in Dubai, BITS - Business IT South America in Brazil, SVIAZ-EXPOCOMM in Russia, CeBIT Australia, OMAT in Italy, Documation and Salons Solutions in France and CeBIT Bilişim Eurasia in Turkey. The well-known ELO ECM conferences all over Europe complete the portfolio. Events "out of the box" The ELO "events out of the box" concept actively supports business partners in the marketing and sales process, by providing all the necessary materials for event planning and organization. ELO online strategy: your profile at ELO is also focusing more and more on its online strategy. As a business partner, you have a multitude of options to present your company, with your own references, events and even the opportunity to present your know-how on the ELO website, allowing you to advertise your solutions. There is a potential customer in every visitor to our company page at Promotional materials ELO provides a comprehensive range of promotional materials and brochures to provide you with outstanding support in your sales efforts. The starter pack contains brochures, display stands, posters and promotional gifts.

19 Source image: ECMjetzt

20 Central services of the ELO business partnership As an ELO business partner you will receive a comprehensive certification pack right at the start, which includes: A comprehensive training course Your starter pack with all the necessary information A waiver for the partnership fee in the first year You will also receive an extensive digital welcome pack. It provides you with all the necessary information and content relating to ELO and our partnership: A 5-user NFR version of ELOprofessional or ELOenterprise for internal use ELO company and contact details Order forms for pilot licenses, marketing documents, project notifications etc. Information on legal requirements such as the "Principles of data access and verification of digital documents" (GDPdU), FDA, etc. Sample documents for estimates, project preparation and implementation, etc. Login information for access to a web-based support forum with updates, patches and general information Training catalog and dates Comprehensive product information Provision of a virtual PC-based presentation environment "Contelo" Customer references as a sales tool Hardware overview of the ECM field

21 What does it take to become an ELO business partner? ELO's powerful partner network offers its customers accumulated ECM expertise. Our customers trust ELO and we trust our partners. That is why we put the focus on quality when choosing our partners, because we rely on long-term partnerships as a strong pillar for our shared success. Your skills profile as a potential ELO business partner Ideally at least 5 employees Expertise in VB and JavaScript Database expertise (MS SQL and Oracle) Experience in integrating complex software products and managing projects Understanding of end-to-end solutions Production of functional specifications, acceptance scenarios and backup concepts Understanding of commercial processes in financial accounting Basic knowledge of legal issues (compliance: GDPdU, GoB, GoBS, FDA, etc) ECM as a strategic objective At least one dedicated ECM salesperson and one ECM consultant Microsoft partnership Annual update training on technology and sales Regular client contact (including maintenance)

22 Technically qualified sales channels As an ELOoffice channel partner, you will receive practical training in technology, support, and advertising. You will enjoy a number of advantages and distribute a product that is unique in the marketplace, with practically no competitors. Beyond this, the sky is the limit: You can expand your customer base further and turn yourself into an ELO business partner. Personal consultation and support included As a channel partner, you will be supported by our qualified channel management team. Our free second-level support will help you with technical questions. Starter pack: Training, advertising and NFR licenses The ELOoffice channel partner starter pack includes the two-day certification training and also three ELOoffice NFR licenses with the partnership fees waived for the first year. As partner, you exclusively have the option to use additional NFR licenses for your own use free of charge. From the certification training, you will pick up enough knowledge to answer your customers' questions. Scripting classes allow you to integrate the software even deeper into your customers' IT environments. The promotional starter pack will also help to draw your customers' attention to ELO and your company. In addition, you have the option of presenting yourself as an ELOoffice channel partner on the ELO website. Support at events We will provide effective support in planning and designing joint events. Of course, you also have the option of participating in our successful roadshows.

23 Beta testing program Be one of the first to test the latest beta version. Within the partner program, you will have the exclusive opportunity to test new versions of our software earlier than other people, giving you direct influence on the new product. Your feedback is important to us to help us make our products even better. Building on success As an ELOoffice channel partner, if you meet the requirements, you will have the chance to expand your business further and gain certification as an ELO business partner. Your certification costs as a channel partner will of course be deducted. What you need to offer as a new ELOoffice channel partner As a manufacturer, ELO is responsible for selling its products via a high-quality dealer network. This high quality standard demands that prospective ELOoffice channel partners have to meet certain requirements (see below). Do you want to be part of the strong ELO team? Then get in touch with us: For further information or a personal consultation, our ELOoffice channel team will be glad to help you: channel@elo.com What you need to offer: You should have good to very good knowledge of Microsoft Windows systems, are able to perform network installations and administer them. You should also provide your customers with services on-site and assist them with installation, setup and operation. With the knowledge you will acquire from this training, you should offer your customers at least first-level support. You should have a representative homepage, on which you will also present ELO on a suitable platform. You cannot sell any products that directly compete with ELO. You should be ready to significantly expand your knowledge in the area of document management systems and want to actively participate in this growth market. Ideally: You already have had some initial experiences with document management systems, and complementary products like scanners should not be unfamiliar to you Ideally: You should have some knowledge of VB script to develop proprietary components or interfaces with and for ELOoffice.

24 Become an ELO business partner Contact ELO directly at: ELO Digital Office GmbH Stuttgart/Germany Item no. A070-PP-EN ELO Digital Office, the ELO Logo, elo.com, ELOoffice, ELOprofessional and ELOenterprise are trademarks of ELO Digital Office GmbH in Germany and/or other countries. Microsoft, MS, Windows, Word and Excel, PowerPoint, SharePoint, Navision are registered trademarks of Microsoft Corporation in the USA and/or other countries. Other company, product, or service names may be the trademarks of their respective owners. This publication serves only as non-binding general information and is not a substitute for detailed individual consultation. The information contained in this publication can be changed at any time without prior notification. Technical characteristics and functions may vary, particularly from country to country. You can obtain the latest information on ELO products, contract conditions, and prices from the ELO companies and the ELO business partners, and/or from the ELO channel partners. The product information reflects the product's present status. The subject and extent of the services are exclusively defined in the corresponding contracts. ELO does not guarantee that its products or other services ensure compliance with specific legislation or regulations. The customer is responsible for the adherence to security regulations and other standards of national and international law. Changes, errors, and misprints are reserved. Reproduction and/or distribution, in part or in whole, is only allowed with written consent from ELO Digital Office GmbH ELO Digital Office GmbH. All rights reserved.