By Mark Brousseau
Kofax is achieving significant “accelerating” growth with its two year-old direct sales initiative, Alan Kerr, the company’s executive vice president of field operations said during a general session this morning at Transform 2009, the Kofax Annual Conference, scheduled for October 21-22 at the Manchester Grand Hyatt in San Diego.
Shortly after Reynolds C. Bish joined Kofax at CEO nearly two years ago, the company began to move away from a purely channel-centric sales model, where it avoided direct engagement of customers. While the channel-centric sales model served Kofax well for many years, some large organizations around the world said they would rather have a direct relationship with Kofax, Bish said. So the company adopted a hybrid go-to-market model that uses both direct and indirect channels.
Now, “the business is exploding,” Kerr told the mix of Kofax business partners and end-users.
In the first half of Kofax’s fiscal year 2009, direct sales represented 14 percent of its software license revenues, Kerr said. In the second half of the company’s fiscal year 2009, direct sales doubled to 28 percent of its software license revenues. Looking ahead, Kerr said direct sales should represent 48 percent of the company’s software license revenues in the first quarter of its 2010 fiscal year.
“Do not misinterpret this,” Kerr said. “There is growth with our partner channel. We are selling to end-users who weren’t part of it.” Some end-users refused to buy through partners, Kerr said.
Bish told attendees that the company is executing on its hybrid go-to-market strategy "without encountering any major channel conflict. I think I can count on one hand the number of times we've had a conflict, and to the best of my knowledge, they have all been resolved amicably."
Kerr emphasized that Kofax continues to invest in its strategic relationships. “We continue to invest in technology vendors,” he said. “We have a comprehensive, global, world-class set of partner programs.”
Showing posts with label Transform. Show all posts
Showing posts with label Transform. Show all posts
Wednesday, October 21, 2009
Attendance Up At Kofax Transform
By Mark Brousseau
At a time when reduced travel budgets are negatively impacting many conferences and other industry events, attendance at Transform 2009, the Kofax Annual Conference, scheduled for October 21-22 at the Manchester Grand Hyatt, in San Diego, is up about 30 percent compared to 2008, Alan Kerr the company’s executive vice president of field operations said during a session to kick-off the event.
With a theme of “The Need for Speed,” this year’s Transform event opened with a video montage blending the Kofax value proposition, heart-thumping music, and images of race cars, military jet planes and race horses.
Kerr told attendees that this year’s Transform event for the Americas attracted 425 attendees; 278 of the delegates represent Kofax business partners and 147 are from end-user organizations. “Unlike previous Transform events, this year’s conference is both an end user and partner event. In previous years, we were focused primarily on partners,” Andrew Pery, chief marketing officer at Kofax said during a press briefing last night. “We now have a good balance between partners and users.”
To ensure the event appealed to both partners and users, Pery said Kofax worked hard to develop an agenda that includes a broad range of product and industry sessions, as well as certification classes by AIIM and IOMA. “We’re trying to deliver value beyond product information,” Pery explained.
Some 392 attendees at this year’s Transform event are from the United States, 12 are from Canada, two are from Mexico and two are from South America, Kerr said. Approximately 20 of the users come from the user base of 170 Systems, which Kofax recently acquired. The event also has guests from Indonesia, India, New Zealand, Singapore and South Africa. Kofax will host a Transform event in Berlin, Germany, October 26-27 for partners and users from Europe, the Middle East and Asia. Attendance at that event also is expected to be up, Pery said.
Transform sponsors include Fujitsu (the Platinum sponsor for the event), Canon, Bowe Bell+Howell, HP, Epson America, OPEX Corporation, A2iA, Computing System Innovations (CSI), FileBound, Ricoh, ibml, Therefore, AdvancedCaptureTeam, and Panasonic.
At a time when reduced travel budgets are negatively impacting many conferences and other industry events, attendance at Transform 2009, the Kofax Annual Conference, scheduled for October 21-22 at the Manchester Grand Hyatt, in San Diego, is up about 30 percent compared to 2008, Alan Kerr the company’s executive vice president of field operations said during a session to kick-off the event.
With a theme of “The Need for Speed,” this year’s Transform event opened with a video montage blending the Kofax value proposition, heart-thumping music, and images of race cars, military jet planes and race horses.
Kerr told attendees that this year’s Transform event for the Americas attracted 425 attendees; 278 of the delegates represent Kofax business partners and 147 are from end-user organizations. “Unlike previous Transform events, this year’s conference is both an end user and partner event. In previous years, we were focused primarily on partners,” Andrew Pery, chief marketing officer at Kofax said during a press briefing last night. “We now have a good balance between partners and users.”
To ensure the event appealed to both partners and users, Pery said Kofax worked hard to develop an agenda that includes a broad range of product and industry sessions, as well as certification classes by AIIM and IOMA. “We’re trying to deliver value beyond product information,” Pery explained.
Some 392 attendees at this year’s Transform event are from the United States, 12 are from Canada, two are from Mexico and two are from South America, Kerr said. Approximately 20 of the users come from the user base of 170 Systems, which Kofax recently acquired. The event also has guests from Indonesia, India, New Zealand, Singapore and South Africa. Kofax will host a Transform event in Berlin, Germany, October 26-27 for partners and users from Europe, the Middle East and Asia. Attendance at that event also is expected to be up, Pery said.
Transform sponsors include Fujitsu (the Platinum sponsor for the event), Canon, Bowe Bell+Howell, HP, Epson America, OPEX Corporation, A2iA, Computing System Innovations (CSI), FileBound, Ricoh, ibml, Therefore, AdvancedCaptureTeam, and Panasonic.
Monday, October 19, 2009
Webb Edwards to Deliver Keynote Address at Kofax's Transform Event
Posted by Mark Brousseau
Webb Edwards, one of the nation’s preeminent banking technology leaders and experts, will provide a keynote presentation at Kofax’s Transform 2009 Americas event on October 22 in San Diego, CA. I will be blogging throughout the Kofax event.
Formerly Executive Vice President of Wells Fargo Services, the technology and operations subsidiary of Wells Fargo, Webb is recognized nationally as a leading authority on technology strategies in both back and front office enterprise environments that span infrastructure, mainstream business applications development, payment systems, ATM services, risk management and data architecture. He currently advises and consults with organizations concerning their strategies in these and other areas.
“Webb brings a practical perspective on how organizations can realize increased operational efficiency, improved competitive agility and foster better customer satisfaction by automating labor intensive and error prone document driven business processes. As such, he’ll provide invaluable insights to Transform attendees,” said Reynolds C. Bish, Chief Executive Officer at Kofax.
Bish and Alan Kerr, Executive Vice President of Field Operations, will also provide keynote presentations that highlight and explain Kofax’s strategic initiatives designed to help customers and partners realize more value from the company’s product portfolio, including those arising from the recent acquisition of 170 Systems. Transform 2009 will also showcase industry specific case studies and presentations from over 20 major customers that span financial services, insurance, healthcare, government, manufacturing and high technology.
Transform 2009 Americas will be held October 21-22 in San Diego at the Manchester Grand Hyatt Hotel. Major sponsors include Fujitsu, Ricoh, HP, Canon, Computing System Innovations (CSI), Panasonic, Bowe Bell Howell, Opex, FileBound, ibml, Advanced Capture Team, Therefore and A2iA.
Webb Edwards, one of the nation’s preeminent banking technology leaders and experts, will provide a keynote presentation at Kofax’s Transform 2009 Americas event on October 22 in San Diego, CA. I will be blogging throughout the Kofax event.
Formerly Executive Vice President of Wells Fargo Services, the technology and operations subsidiary of Wells Fargo, Webb is recognized nationally as a leading authority on technology strategies in both back and front office enterprise environments that span infrastructure, mainstream business applications development, payment systems, ATM services, risk management and data architecture. He currently advises and consults with organizations concerning their strategies in these and other areas.
“Webb brings a practical perspective on how organizations can realize increased operational efficiency, improved competitive agility and foster better customer satisfaction by automating labor intensive and error prone document driven business processes. As such, he’ll provide invaluable insights to Transform attendees,” said Reynolds C. Bish, Chief Executive Officer at Kofax.
Bish and Alan Kerr, Executive Vice President of Field Operations, will also provide keynote presentations that highlight and explain Kofax’s strategic initiatives designed to help customers and partners realize more value from the company’s product portfolio, including those arising from the recent acquisition of 170 Systems. Transform 2009 will also showcase industry specific case studies and presentations from over 20 major customers that span financial services, insurance, healthcare, government, manufacturing and high technology.
Transform 2009 Americas will be held October 21-22 in San Diego at the Manchester Grand Hyatt Hotel. Major sponsors include Fujitsu, Ricoh, HP, Canon, Computing System Innovations (CSI), Panasonic, Bowe Bell Howell, Opex, FileBound, ibml, Advanced Capture Team, Therefore and A2iA.
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