Verticals Needs/Solutions Flashcards
Steps for qualifying Customers
- Study workflows
a. Ask customers to describe documents based workflows
b. Look for points where problems are likely to occur - Find Problems
a. Ask direct questions: What frustrates you?, How much does this cost? How much time do you spend on this? How many errors typically result? - Align Solutions
a. Does Cannon have solutions that can alleviate the identified problems?
General Clues to Problems
Clues to Productivity Problems
a. Manual data entry
b. Redundant efforts
c. Large physical spaces or multiple buildings
d. Outdated tech
e. Mobile devices blocked
General Clues to Problems
Clues to Cost Control Problems
a. Overtime
b. Extra staff requires
c. Device down time
d. Unrestricted access
e. Print and toss practices
General Clues to Problems
Clues to Security Problems
a. Uncollected output
b. Interoffice mail
c. Stacks of documents left on desks
d. Unrestricted access
e. Own mobile devices
Problem Categories
Device Management -Problems/Clues
o Problems-IT team overworked, uncontrolled devices, wasteful practices.
o Clues-
Sprawling campuses-IT too busy making device visits
Many branch offices-IT forced to travel
Different use groups-Setting up users can be time consuming if manually done
Problem Categories
Device Management-Questions
o Questions- ask questions that verify the problems exist
How much of IT’s time is spent dealing with low level issues instead of core tasks?
How long does it take to upgrade software across the fleet? What impact does device down time have on users?
How easy is it to set up new users, or create roles for different groups that limit access to certain features?
How do you track usage for bill-back or to identify wasteful practices?
How do you protect documents from unauthorized view? How many different toner types must you stock?
Whats the labor cost to physically visit eery device in the fleet to update firmware?
How are you currently enabling access for the different needs of your employees?
Problem Categories
Device Management- Solutions
East the burden on IT • Spend less time resolving print issues • Limit downtime frustration • Remotely deploy software from central location Control Device access • Lock down device-feature access • By user group or role Track Usage • Decrease wasteful print practices • Enforce print policies • Identify peak usage times
Problem Categories
Mobility -Problems/Clues
o Problems No integration with mobile devices Slow and expensive workflows Increased risk to document security Increased risk to network security Frustrated users Lack of access Wasted time o Clues Mobile devices could mean • Security issues • Workflow integration issues • End user frustration Large physical spaces could mean • Remote workers • Branch offices • People often away from their desks, bottlenecks Outdated Methods • Interoffice mail security risks • Increase time to complete workflow
Problem Categories
Mobility-Questions
o Questions
How are you currently enabling employees to use their own mobile devices? Can you integrate documents from mobile devices directly into business workflows?
How often do out of office reviewers slow down approval processes because they cannot access documents or systems? What impact do such slowdowns have on your business ?
What challenges do you have enabling mobile device access while enforcing security policies?
How are you enabling guest prints?
Problem Categories
Mobility-Solutions
o Solutions Control Usage • Track usage • Control access • Tighten security Improve productivity • Reduce end user frustration • Improve response times Integrate Mobile devices into workflows • Review and approve documents anywhere • Save money
Problem Categories
Document Capture and Distribution- Problems/Clues
o Problems Wasted time • Duplication of docs (efforts) • Increased risks of mistakes Wasted money • Correcting mistakes is expensive • Manual steps slow down workflows • Requires larger staffs Increased security risks • Cannot control access to paper documents o Clues Manual Data Entry points Repetitive steps Combined data
Problem Categories
Document Capture and Distribution-Questions
o Questions
How many documents or forms are processed in a day or a week?
How long does the entire process take?
How often do mistakes occur? Where in the process to mistakes occur? What impact do mistakes have?
How easily can you determine where, in the process, a specific document is?
Ho many employees perform this workflow? How much time do they spend fixing mistakes?
How are you currently protecting documents as they flow from department to department?
Problem Categories
Document Capture and Distribution-Solutions
Integrate document data with digital systems and other workflows
Reduce duplication of efforts
Decrease errors
Improve ability to review, approve, find, and combine supporting documentation
Problem Categories
Information Management and Workflow- Problems/Clues
Problems
• Too long locating the right paper document
• Frequent need to re-create documents that cannot be located
• Lack for version control
• Collaboration requires redundant efforts
• Mistakes likely
• Expensive because its slow
• Inability to control document access increases security risks
Clues
• Manual data entry
• Many filing cabinets
• Stacks of paper on desks
• Points where multiple teams are collaborating or combing documents and information often indicate workflow slow-downs
Problem Categories
Information Management and Workflow-Questions
- How long does it take for your employees to find the right document or information? What happens when they cannot find it?
- How long does it take to approve documents in this workflow?
- How easily can you determine the status of a document in this workflow?
- Are you currently digitizing your documents or simply scanning them?
- How much are you spending on document storage?
- How are you currently granting access to documents and assuring that only authorized personnel can access them?
Problem Categories
Information Management and Workflow-Solutions
- Slash time needed to retrieve information
- Automate manual steps
- Integrate document data with workflows
- Control access to document
Problem Categories
Output-Problems/Clues
o Problems
Wasteful printing leads to expensive practices
No ability to charge back costs
Personal printers are uncontrolled and expensive to operate
No way to restrict access to devices or features
Inability to control document access increases security risks
o Clues
Uncollected output is wasteful and could increase security risk
Unrestricted device or feature access is expensive
Personal printers are rarely controlled they are expensive to operate (remember 1 bill)
Problem Categories
Output-Questions
How are you currently tracking the types of jobs sent to print, or who is printing them? How do you charge back print costs to specific departments or user?
How are you curtailing wasteful practices like color printing every document or printing single sided? What environmental policies would you like to enforce?
How are you preventing unauthorized access to devices or to specific features on devices?
How are you protecting documents from being view by the wrong personnel?
Problem Categories
Output-Solutions
Controls costs through tracking usage and enforcing print policies
Restricts both device and feature access and virtually eliminates the need for expensive personal single function devices
Tightens security by eliminating uncollected prints sitting in output trays
Identifying Customer Workflows
Common Business processes include:
Onboarding new hires (human Resources)
Billing Customers (Accounting)
Processing invoices (Procurement)
Filing Expense Reports (Saas like SAP Concur)
Creating Sales Collateral (Marketing)
Scanning Standardized Forms (patient intake)
Tracking product delivery/implantation (fulfillment)
What three approaches can you take to learn about workflows?
- Explore processes by encouraging customers to describe their business processes in depth
- Uncover facts such as types of documents processed and equipment used
- Investigate motives by trying to figure out what the business goal is for performing a workflow a certain way
Which 5 aspects of workflow should you try to identify?
- Bottlenecks- Problems with and impediments to workflow.
- Environment- When and where tasks are performed
- Structures- The overall process structure and important milestones
- Tasks- Activities that make up the workflow
- Job roles -Who’s involved and what roles
Which workflow improvements can save your customers time, recover costs, and increase productivity?
- Authentication and use specific print queues to reduce wasteful printing
- Usage tracking to identify excessive or inappropriate printing
- Workflow automation to reduce the steps in a workflow
Output Management solutions
Output Management solutions provide various levels of control and tracking to help reducer wasteful printing and keep confidential information secure. (For example, requiring users to authenticate at the device means no wasted prints, no accidentally retrieving someone else’s job.
o User Authentication o Secure Print o Universal login Manger o uniflow Online Express o uniflow Online o uniFLOW o AA Print
• Information Management and Workflow Solutions
Information Management and Workflow Solutions- Help improve business processes by simplifying document storage and retrieval, enabling your customers to search and index documents so that they can find the ri9ght information at the right time. o Avanced Box (standard) o Therefore o Therefore Online o Therefore Online SMB o Box o mxHero
Device Management Solutions
Device Management Solutions-Help IT teams reduce the time and cost associated with managing a large print fleet by tracking usage, enforcing policies, and scheduling firmware rollouts
o Remote User Interface
o ImageWARE Enterprise Management Console
o ImageWARE remote
o imageWARE secure audity manager express
o Netaphor
Mobile Solutions
• Mobile Solutions-Provide various levels of connectivity for incorporating users own mobile devices into office workflows while keeping confidential information secure. o Canon PRINT Business o Direct Print and scan for mobile o EFI PrintMe o UniFLOW o Therefore Online o Therefore Mobile o Therefore GO!
Document Capture and Distribution solutions
Document Capture and Distribution solutions- Help customers more efficiently digitize documents integrate document data with existing systems and workflows, and share information with colleagues suppliers or customers o Scan and Send (standar) o Authorized send o eCopy ShareScan o uniFLOW o eCopy PDF Pro Office o uniFLOW online o IRIS Pwerscan
