RIGHTFAX 9.0 Sales Training

1
RIGHTFAX 9.0 Sales Training

• Whats New With RightFax

2
Introductions

• Mark Malone, Senior Product Manager, RightFax
• Dana Cole, Senior Product Marketing Manager,
  RightFax
• Bob Tennant, Senior Product Manager, Support
  Services
• John Nordin, Project Manager, RightFax
• Tammy Menkerud, Product Marketing Consultant
• Michael Collins, Product Support Engineer

3
RightFax 9.0 Sales Training Agenda

• Where Weve Been and Where We Are
• Whats New with RightFax 9.0 Why it matters
  How to help you sell
• Overarching themes and how to use
• Lifecycle
• Pricing/Policy and Guidelines
• Ordering/Fulfillment/Packaging
• Registration and Feature Activation
• Support Maintenance
• Sales Tools Intranet Site
• Reference Materials Intranet Site
• Questions

4
Where Weve Been

• RightFax 8.5
• RightFax 8.5 SP4
• RightFax 8.7
• Brooktrout Releases (RF 8.7 SP1)
• Lotus R6
• Revised backup policy
• RF 8.5, Service Pack 5
• RightFax Workflow Wizard
• RightFax Connector for Hummingbird

5
From Project Javelina to RightFax 9.0
6
Where We Are Fax Market Drivers

• Fax is not dead
• But Email is Broken (Davidson)
• Information Technology Spending Trends
• Consolidation
• Get more out of investments
• Security, Privacy, Regulatory concerns
• EMAIL is broken
• Many existing customers DO NOT have fax as a high
  priority
• Reliability It just works no need to change
• HOWEVER This could be a bad thing
• Not much attention spent on upgrades, scaling to
  the enterprise, etc.

7
Where We Are Fax Market Drivers

• A VERY LARGE opportunity exists to SELL MORE to
  our existing customers
• More upgrades
• More departments, groups using RightFax
• More applications to integrate
• More devices to connect (Multi-Function Products,
  etc.)
• How?
• Leverage value propositions, return on investment
  (ROI), and total cost of ownership (TCO)
• Leverage security/privacy concerns
• Leverage Business Continuity Disaster Recovery
  (BCDR )
• Leverage TEAMPLATE INTERCHANGE

8
RightFax The Undisputed Market Leader

• In market share for fax servers, Captaris was
  once again pre-eminent, with a 24.6 share,
  beating everyone by a factor of two and half
• Computer-Based Fax Report, 2003-2008
• by Peter J. Davidson

9

• If a 25 person organization manually faxes 30
  two-page documents daily, its squandering 1,000
  man hours a year.
• That equates to one employee spending six months
  each year printing documents and feeding fax
  machines.
• Maury KauffmanFax Industry AnalystThe Kauffman
  Group

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Whats New With RightFax 9.0

• Why it matters How to help you sell

11

• Captaris RightFax 9.0 extends market-leading
  RightFax enterprise fax and e-document delivery
  offerings with flexible enhancements that offer
  the performance, security and scalability needed
  by todays enterprise, while making it more
  intuitive and simple to deploy, use and manage.
• By delivering reliable software that simplifies
  the users experience, RightFax helps
  organizations rapidly improve efficiency and
  reduce costs through integrating and automating
  the flow of a full range of fax, paper and
  electronic documents and data.

12
RightFax 9.0 Launch Themes

• Enterprise scalability, reliability and
  performance
• Simplified administration and deployment
• Simplified use for a better user experience
• Future proofing investments
• Enhanced features to support security and
  regulatory compliance
• Globalization and enhanced support of
  International customers

13
RightFax 9.0 Customer Benefits

• Lower TCO
• Faster ROI
• Quicker and simpler deployment and adoption
• Greater scalability, reliability performance and
  interoperability
• Enhanced efficiency and productivity
• Forward looking, future proof technology

14
RightFax 9.0 Partner Benefits

• Opens up opportunities for more penetration
  within new and existing enterprise accounts
• Positions fax servers as forward-looking
  technology with longevity and innovation
• Re-affirms the strong commitment Captaris and our
  partners have in North America and
  Internationally moving forward

15
Key Features and Enhancements

• Open Database - Microsoft SQL server
• .NET-based Web Client
• Bi-directional SMS text messaging
• Active Directory enhancements
• Do not fax/Do not dial
• IBM Lotus Notes Enhancements
• Security and privacy enhancements
• Fax over IP support
• EICON board support - (Non-U.S. markets only)

16
RightFax 9.0 - New SQL DB
RAIMA
MSDE SQL, but tested and supported on MS SQL 2000
Standard Edition
GWs
EFM
RAIMA
Web Client
RF API
API Translation
SQL
FaxUtil
Other
Conservative approach maintain reputation of
reliability
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Whats in the Database (and whats not)

• In SQL
• All data previously in stored in Raima is now in
  SQL
• Documents and Contacts to Configurations and
  Signatures
• Prefix tables are now stored in SQL
• Not in SQL
• Alerts Monitors
• Least Cost Routing tables
• Activity log

18
Obsolesced Tools

• Keybuild.exe
• DBCheck.exe
• Rescue.exe

19
More about SQL in RF 9.0

• MSDE ships in the box
• No additional cost to customer
• Option to install MSDE, or point to their own SQL
  2000
• Fields in RAIMA Fields in MSDE
• Preservation of ALL APIs
• Backwards compatible ! VERY IMPORTANT
• Preservation of all client applications
• (2 versions backwards will be supported)

20
More about SQL in RF 9.0 (cont.)

• RightFax now adheres to OPEN DB Standards
• Can use any SQL tools for analysis, maintenance,
  reporting very easy
• Can do reporting w/o using the API, for example
• 3RD- party integrations can be simplified
• Can add data to the DB and well pass it through
• Unlimited fax records in SQL 2000
• Some limits to MSDE

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Recommending SQL

• MSDE
• Small, Mid-Size solutions
• lt 800,000 fax images
• Business, workgroup, departments
• NO Clustering
• No out of the box tools

• SQL Server 2000
• We allow them to install RightFax on THEIR SQL
  server
• Medium-to-large installations
• UNLIMITED Fax records
• Clustering Support
• We support RightFax, but we do not support
  customers SQL Server 2000

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RF 9.0 Database Schema
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New Web Client RightFax Web Access

• New .NET-based Web Client
• Zero footprint deployment
• Feature parity with FaxUtil (mostly, and in some
  cases, MORE)
• Localization in PFIGS-FC (Portuguese, French,
  Italian, German, Spanish, French Canadian)

24
RightFax Web Access
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RWA (continued)

• Near Feature Parity with FaxUtil
• Look and feel of Outlook Web Access
• Improve upon UI to be more web friendly
• Use a new .Net API for communicating directly
  with SQL
• ASP.Net

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RightFax Web Access Advantages

• No excessive navigation
• No excessive spawning of more windows
• Great UI space savings
• Enhanced paging
• Local times used -- not server times
• Now supports delegate logins
• Etc

27
RightFax 9.0 - Short Messaging Services

• Send SMS from FaxUtil, Outlook, Web Client, Notes
  and SMTP Gateway
• Enhanced Push Proxy Gateway (PPG) and RF
  interaction
• Notifications, status, etc. BETTER!
• Single install PPG now part of RightFax
• Process inbound SMS message RF Mailbox
• Production SMS doctype with tracking!

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PPG Install
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PPG Services Installed
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RightFax 9.0 - Active Directory Enhancements

• Support of synchronization by Organizational Unit
  (OU)
• Sync by Active Directory Groups
• Support multiple domains new!
• Browsing for domains will include single and
  multiple selections.

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Notes SMS SendTo
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SMS from Outlook
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FaxUtil Send SMS
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FaxUtil Outbound View
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FaxUtil -Inbound View
36
RightFax 9.0 - Do not Fax

• Create Dialing Rules to support do-not-fax
  initiatives
• Enhance rules to link to fax numbers
• Create silent alarms

37
RightFax 9.0 - Lotus Notes Enhancements

• Notes/Domino clustering
• iNotes Template (Domino Web Access)
• Extend template to include links to web based
  faxing forms
• Support all THREE integration methods
• Notes log file
• SecureDocs
• Enhanced reporting, doclinks, etc.
• PFIGS-FC localization
• Renamed to RightFax Lotus Notes Module

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Mail Template
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SMS in Notes
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SecureDocs from Lotus Notes
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iNotes and RightFax
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RightFax 9.0 Security and Privacy Enhancements

• Provides two-tiered administration privacy
  administrator can view fax content but ordinary
  administrators are blocked from viewing content
• Limit RF ADMIN from viewing faxes
• Log an entry each time a fax is viewed

43
RightFax 9.0 - Fax over IP

• Fax Over IP (T.37/T.38)
• Brooktrout 3.3 SDK Support
• FoIP via 1034 board (T.38)
• Excellent value proposition for customers
• Brooktrout Technology Expansion details coming
  soon
• Software-only FoIP Coming after 9.0
• T.37 Support in RF 9.0
• Activate as a channel

44
TR1034 with IP Fax Support
Firmware download / expansionto switch from
IP Ready to IP Enabled
Standard RJ45 for T1/E1 PRI
Additional Ethernet connection for IP Fax support
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FoIP Transport (T.37)

• Supports T.37 Store and Forward Fax over IP.
• Store and Forward fax is an email with a G4 TIFF
  attached.
• Send only

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FoIP T.37 Status in FaxUtil
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Eicon Fax Boards

• Introduction of Eicon Fax Boards
• DIVA Server v 7.5
• BRI and E1 boards for now
• Not in North America

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Other Features and Enhancements

• System Universal ID (SUID)
• A unique system ID that follows a RightFax System
• Changing the Servers GUID disconnects it from
  its configuration data
• Server GUID identifies server dependent data
• North American Edition and International
  Editions
• Eliminate cross-regional competition (namely
  North America)
• MMRs selling to Non-North American customers
• Protect regional price points and programs
• Online Registration - Web feature activation
• No paper forms to complete or manage

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Other Features and Enhancements Cont.

• Greenwich Mean Time (Universal Coordinated Time)
  TTI Line
• Displays the local time relative to Greenwich
  Mean Time (GMT). If this new option is not
  selected, the TTI line will display the local
  time at the faxs place of origin.
• T.434 BFT always Off
• Enhances security to support security and
  compliancy issues
• Alerting/Monitoring Enhancements
• Allow process termination for multi-instance
  processes
• Fax Reporter Enhancements
• Takes advantage of SQL
• Includes the ability to report on fax work
  requests

50
Other Features and Enhancements Cont.

• Win 2000/2003 Certification
• Active Directory Synchronization Enhancements
• Remote Board Servers on a WAN
• Remote board services can now truly be remote and
  can be geographically away from the main server

51
Alerting Monitoring
Were adding more stats to alert!
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Components of DocTransport

• DocTransport allows many types of Document
  Delivery.
• Built for future expansion.

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DocTransport Service
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RF 9.0 A single source for enterprise fax and
e-document delivery
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RightFax 9.0 Operational Information

• Packaging, Pricing, Ordering, Fulfillment,
  Support, Maintenance and Other Resources

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RightFax 9.0 Post Launch Deliverables

• Sharp
• Special download (TBD) up to 10-20 days after
  11
• MFDs- Xerox enhancements that were in 8.7
• Special download (TBD) up to 10-20 days out
• Project Scorpion Q1 2005
• Document Management Connector
• 30-45 days
• FileNet Connector
• 30-45 days
• Industry and application bundles
• 30-45 days

Some things will be available in the weeks
following 11/1/04
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Pricing and Ordering

• There are price changes and ordering changes
• More details to come
• A channel is a channel is a channel
• Document delivery channels NOT JUST FAX !
• PSTN Fax, FoIP (T.37) Brooktrout, Eicon, SMS,
  etc. etc.
• NO MORE SERIAL CARDS !!

58
Price Increase Coming Sell Now

• We will be announcing a price increase effective
  January 1, 2005.
• More details to come
• Create urgency for Q4!!

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New RightFax Package
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Product Policy and Guidelines

• End user license agreement (EULA)
• Appendix A to be removed
• Policy about product co-dependencies, usage, etc
  will be moved to a price book or via a bulletin
• Examples
• SBS now 4 channels
• Business Integration allowances
• Document Delivery Channels
• Fax, FoIP, SMS, etc,

61
Packaging changes cont.

• RightFax for Oracle no support for Infinite
  wireless extension
• RightFax for SAP - no support for Infinite
  wireless extension
• RightFax Healthcare Edition no support for
  Infinite wireless extension
• RightFax Financial Edition no support for
  Infinite wireless extension

62
Name Changes

• Gateway for Microsoft Exchange
• Gateway for Lotus Notes
• RightFax Web Client

• RightFax Microsoft Exchange Module
• RightFax Lotus Notes Module
• RightFax Web Access

NOW ?
NOW ?
NOW ?
Why the changes? These names better reflect the
complete capabilities of the modules and answer
competitive pressures surrounding use of
gateway terminology.
63
Order Fulfillment

• Were making order fulfillment easier

X
X
NO more serial cards and registrations cards !!
64
FoIP Order Fulfillment

• Order as Document Delivery Channels
• Order Upgrade of IP Ready Boards to IP Enabled?
  (1,000)
• If customers get a port upgrade FoIP is FREE
• 1N Boards now shipping with 9.0 !

65
Registration and Feature Activation

• Registration is now required
• WebBump
• Call ins
• Single install CD still installs MOST of RightFax
  product

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Support

• No substantial changes for 9.0
• Minor adjustments coming in Q1/05
• Upgrade request information for support plan
  holders sent during launch week.
• Certified Partners will need to recertify on 9.0
• Complete recertification of two technicians by
  2/28/05
• Details on test availability coming soon

67
Marketing and Sales Programs

• Competitive Take-Out Programs
• Upgrade Now
• Brooktrout Rebate Program
• And more to come!

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Sales Tools

• RF 9.0 Guide to New Features
• RF 9.0 Features, Benefits and Advantages
• RF 9.0 Messaging
• RF 9.0 Sales FAQ
• Captaris Consultative Selling Reference Guide
• Tech Support Briefings about New Architecture

69
Collateral

• Brochures
• Enterprise Fax and e-Document Delivery Solutions
• Automating Business Communications

70
Collateral

• Datasheets and Overviews
• RightFax Family of Products
• RightFax Overview
• RightFax Server Requirements
• Enterprise Server Datasheet
• Business Server Datasheet
• Enterprise Suite Datasheet
• Microsoft Exchange Module Datasheet
• Lotus Notes Module Datasheet
• UIX Datasheet
• Workflow Wizard Datasheet
• Web Access Datasheet
• SecureDocs Datasheet
• FaxUtil Datasheet
• Enterprise Fax Manager Datasheet
• Connector for Hummingbird DM 5 Datasheet

• Document Management Connector Datasheet
• Connector for FileNet P8 Datasheet
• RightFax for SAP Product Offerings Overview
• RightFax for SAP Solutions Datasheet
• RightFax for Oracle Product Offerings Overview
• RightFax for Oracle Datasheet
• Financial Edition Datasheet
• Healthcare Edition Datasheet
• Xerox Datasheet
• Canon Datasheet
• MFD Datasheet
• Top Five Ways RightFax Supports HIPAA Compliance
• Top Five Ways RightFax Supports Sarbanes-Oxley
• AND MORE..

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Collateral and Presentations

• Whitepapers and Guides
• RightFax IBM Lotus Notes White Paper
• RightFax Microsoft Exchange White Paper
• RightFax UIX White Paper
• RightFax SAP White Paper
• RightFax Oracle White Paper
• Xerox White Paper
• Canon White Paper
• MFD White Paper
• RightFax 9.0 Guide to New Features
• RightFax Streamline Guide
• RightFax SAP Streamline Guide
• RightFax Oracle Streamline Guide
• RightFax Financial Services Streamline Guide
• RightFax Healthcare Streamline Guide
• HIPAA White Paper

• Presentations
• RightFax Server Overview
• RightFax Add-On Modules
• Using and Administering RightFax
• RightFax Email Integrations
• RightFax UIX
• RightFax Financial Edition
• RightFax Healthcare Edition
• RightFax and SAP
• RightFax and Oracle
• RightFax and Xerox
• RightFax and Canon
• RightFax and HP
• Customer FAQs
• RightFax SAP FAQ
• RightFax Oracle FAQ
• RightFax FileNet FAQ

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Questions?

• Q A

73
THANK YOU

• Please visit our website at www.captaris.com
  for more information.