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Features, Functionality
Agenda Talk Track Business Case Features, Functionality & Technology Opportunities Questions Closing The Deal Objections Customer Benefits Customer Profile Pain Points Solutions Talk Track Business Case Features and Functionality, Technology

All business have 3 things in common.
Talk Track Identifying Opportunities All business have 3 things in common. They have employees, they have employees that print and they have management that has no way to manage employee behavior. All business have 3 things in common. They have employees, they have employees that print and they have management that has no way to manage employee behavior.

Break down the wall Identifying Opportunities Talk Track
All business have 3 things in common. They have employees, they have employees that print and they have management that has no way to manage employee behavior. Listen twice as much as you speak. 1st person to speak, loses.

Six Questions. 3 Minutes. Make them answer every one!
Talk Track Qualifying Questions Six Questions. 3 Minutes. Make them answer every one! Six Questions. 3 Minutes. Make them answer every one!

Listen twice as much as you speak. | 1st person to speak, loses.
Talk Track Identifying Opportunities Listen twice as much as you speak. | 1st person to speak, loses. All business have 3 things in common. They have employees, they have employees that print and they have management that has no way to manage employee behavior. Listen twice as much as you speak. 1st person to speak, loses.

Do You Know… Who is Printing?
Talk Track Qualifying Questions Do You Know… Who is Printing? Make them answer the question… Do they know who is printing right now? Do You Know… Who is Printing? Make them answer the question… Do they know who is printing right now?

Do You Know… What they’re Printing?
Talk Track Qualifying Questions Do You Know… What they’re Printing? Ask the question. Do you know what your employees are printing? Do You Know… What they’re Printing? Ask the question. Do you know what your employees are printing?

Do You Know… When they’re Printing?
Talk Track Qualifying Questions Do You Know… When they’re Printing? Since you don’t know who is printing or what is being printed, you probably don’t know when things are being printed either. Do You Know… When they’re Printing? Since you don’t know who is printing or what is being printed, you probably don’t know when things are being printed either.

Do You Know… Where they’re Printing?
Talk Track Qualifying Questions Do You Know… Where they’re Printing? Or how about where they’re printing too. Do You Know… Where they’re Printing? Or how about where their printing too.

Talk Track Qualifying Questions Stay with me here… Stay with me here…

Do You Know… Why they’re Printing?
Talk Track Qualifying Questions Do You Know… Why they’re Printing? Tell me you at least know why their printing? Do You Know… Why they’re Printing? Tell me you at least know why their printing?

Do You Know… How they’re Printing?
Talk Track Qualifying Questions Do You Know… How they’re Printing? Are they printing in black and white or color?, single-side or duplex? Do You Know… How they’re Printing? Are they printing in black and white or color?, single-side or duplex?

Two things we’ll know at this point…
Talk Track Qualifying Questions Two things we’ll know at this point… You’ll know who the decision maker is, and that they’ll want to know how to get the answers to those questions. Do You Know… How they’re Printing? Are they printing in black and white or color?, single-side or duplex?

One more question… a personal question
Talk Track Closing The Deal One more question… a personal question One more question… a personal question

Would you bank with your current bank
Talk Track Closing The Deal Would you bank with your current bank If they didn’t offer online banking? Would you bank with your current bank If they didn’t offer online banking?

What they’re spending it on When they’re spending
Talk Track Closing The Deal Who’s spending money What they’re spending it on When they’re spending Where they’re spending Why they’re spending How much they’re spending Online Banking Who’s spending money What they’re spending it on When they’re spending Where they’re spending Why they’re spending How much they’re spending

You can only manage what you measure.
Talk Track Closing The Deal You can only manage what you measure. You can only manage what you measure.

Talk Track Closing The Deal PaperCut MF’s dashboard is like online banking for your customer’s business PaperCut MF’s dashboard is like online banking for your customer’s business

Where they’re printing Why they’re printing How much they’re printing
Talk Track Closing The Deal Who’s Printing What they’re printing When they’re printing Where they’re printing Why they’re printing How much they’re printing PaperCut Dashboard Who’s Printing What they’re printing When they’re printing Where they’re printing Why they’re printing How much they’re printing

Talk Track Closing The Deal Knowledge is Power. Knowledge is Power.

Talk Track Closing The Deal Right? Right?

Talk Track Closing The Deal Believe It! Right?

One more… can your employees print from
Talk Track Closing The Deal One more… can your employees print from their phone or tablet to that printer over there? Do you think they would like to be able too? One more… can your employees print from their phone or tablet to that printer over there? Do you think they would like to be able too?

How about scanning a document directly from the same MFP?
Talk Track Closing The Deal How about scanning a document directly from the same MFP? How about scanning a document directly from the same MFP?

It all sounds good, right?
Talk Track Closing The Deal It all sounds good, right? It all sounds good, right?

Customer Benefit Talk Track I don’t think we can afford it.
I don’t want to hire extra people to manage it. It won’t work for my type of business We have a lot of employees Do we have to get new copiers? Will we have to change from Mac to Windows? Will I have have to buy a print server? Do I have to hire a support team? I’m not sure we want to make the investment Price vs. Feature Set Web based dashboard for easy administration PaperCut MF works in all verticals PaperCut MF is infinitely scalable Works on all brands, even mixed fleets Works on any platform Server-based or serverless direct print option Supported by ACDI ROI in months, not years, or never Objections I don’t think we can afford it. I don’t want to hire extra people to manage it. It won’t work for my type of business We have a lot of employees Do we have to get new copiers? Will we have to change from Mac to Windows? Will I have have to buy a print server? Do I have to hire a support team? I’m not sure we want to make the investment Answers Price vs. Feature Set Web based dashboard for easy administration PaperCut MF works in all verticals PaperCut MF is infinitely scalable Works on all brands, even mixed fleets Works on any platform Server-based or serverless direct print option Supported by ACDI ROI in months, not years, or never

Talk Track Objections We’ve heard that PaperCut is for higher education institutions only. Actually, PaperCut MF works incredibly well in all verticals. It’s scalable to accommodate the largest organization, and with features like system health monitoring, third-party print system tracking, site server for failover, and all new mobility printing. PaperCut is a perfect fit for every customer. Oh, and did I mention that it’s cloud ready? We already have a program that tells us how many copies we make a month. That’s great, but PaperCut MF is a robust print management solution. It’ll tell how many copies you made this month, along with prints, scans, and fax. As a matter of fact, it’ll tell you who’s doing all the printing and copying, when they’re doing it, why their doing it and how their doing it, all in an easy to understand web-based dashboard. And the best part is, now that you know everything that is happening with your MFP fleet, PaperCut gives you power to change it with print rules. After all, knowledge is power, and you can only manage what you measure.

Objections Talk Track I just had my budget cut, so we can’t afford it.
PaperCut MF is feature rich and competitively priced. Most customers see a return on their investment in months, not years... or never. Plus, letting your users know their printing and copying is being tracked, you’ll see a cost reduction of 20 to 30 percent right out of the box. And, a real reduction in your environmental footprint too. Plus, there isn’t any equipment to buy, so, really you can’t not afford it. I’ll have to hire more IT staff to setup, monitor and administer the software. I can’t hire any new staff. PaperCut MF’s setup wizard automatically detects your users and MFP’s during installation, making sure your resources are available when you are. PaperCut MF is centrally managed and administered through an online dashboard. Everything that you need to monitor your business or organization’s print and copy resources is right there, and so simple, anyone can use. It includes 80+ pre-configured reports, print rules that can be implemented with one click of a mouse and security settings can be initiated by user or group. PaperCut was developed with the customer in mind. I just had my budget cut, so we can’t afford it. PaperCut MF is feature rich and competitively priced. Most customers see a return on their investment in months, not years... or never. Plus, letting your users know their printing and copying is being tracked, you’ll see a cost reduction of 20 to 30 percent right out of the box. And, a real reduction in your environmental footprint too. Plus, there isn’t any equipment to buy, so, really you can’t not afford it. I’ll have to hire more IT staff to setup, monitor and administer the software. I can’t hire any new staff. PaperCut MF’s setup wizard automatically detects your users and MFP’s during installation, making sure your resources are available when you are. PaperCut MF is centrally managed and administered through an online dashboard. Everything that you need to monitor your business or organization’s print and copy resources is right there, and so simple, anyone can use. It includes 80+ pre-configured reports, print rules that can be implemented with one click of a mouse and security settings can be initiated by user or group. PaperCut was developed with the customer in mind.

Talk Track Objections We have a mixed fleet of copiers and printers as well as multiple platforms spread across multiple locations, so one single solutions wont work. That’s great, PaperCut MF works on virtually every type of copier, even if it’s a mixed fleet. And, PaperCut MF is platform neutral, so if it’s Mac, Windows, Linux or Novel or a combination, it doesn’t matter, PaperCut MF just works. We charge our clients for the work we do for them and already have billing software that we like. PaperCut MF allows you to select your clients account directly at the MFP and charge all copying, printing, scanning and faxing directly to their account. PaperCut MF also integrates with many of the major accounting software solutions. Allowing you to export reports directly to your own billing program. We have a mixed fleet of copiers and printers as well as multiple platforms spread across multiple locations, so one single solutions wont work. That’s great, PaperCut MF works on virtually every type of copier, even if it’s a mixed fleet. And, PaperCut MF is platform neutral, so if it’s Mac, Windows, Linux or Novel or a combination, it doesn’t matter, PaperCut MF just works. We charge our clients for the work we do for them and already have billing software that we like. PaperCut MF allows you to select your clients account directly at the MFP and charge all copying, printing, scanning and faxing directly to their account. PaperCut MF also integrates with nearly all major accounting software solutions. Allowing you to export reports directly to your own billing program.

MetroHealth Customer Profile Business Case
MetroHealth is an integrated healthcare system located in Cleveland, Ohio. Consisting of an acute care hospital housing a Level 1 Adult Trauma and Burn Center, a skilled nursing facility and more than 30 locations throughout Cuyahoga County and the surrounding areas. MetroHealth handles more than one million patients on an annual basis. PaperCut Products utilized: PaperCut MF Date of Installation: 2012 Number of Locations: Initial Rollout-16, Currently 30 Number of users: 7,500 Number of workstations: 8,500 Number of Copiers/MFP’s: 294 MetroHealth MetroHealth is an integrated healthcare system located in Cleveland, Ohio. Consisting of an acute care hospital housing a Level 1 Adult Trauma and Burn Center, a skilled nursing facility and more than 30 locations throughout Cuyahoga County and the surrounding areas. MetroHealth handles more than one million patients on an annual basis. PaperCut Products utilized: PaperCut MF Date of Installation: 2012 Number of Locations: Initial Rollout-16, Currently 30 Number of users: 7,500 Number of workstations: 8,500 Number of Copiers/MFP’s: 294 ACDI Value Added Service: EHR/EMR Print Tracking

Pain Points/PaperCut Solutions
Business Case Pain Points/PaperCut Solutions PAIN POINT - Uncontrolled Print Costs Before implementing PaperCut MF, Metro Health wasted millions of dollars a year in print-related costs. SOLUTION – PaperCut Reports Since installing PaperCut MF, Metro Health has seen about a 50% reduction in paper costs. PaperCut has allowed them to see what they spend on output at the imaging level for both color and black and white printing. It’s helped them to better understand their printing environment. _____________________________________________________________________________________________ PAIN POINT – Printing across locations Prior to installing PaperCut MF, one of the largest problems across the organization was that their 7,500 users would travel from location to location or department to department, send a job, and then forget to grab it. If doctors left the department or traveled to one of the 30 satellite offices, they would not have their information . SOLUTION - Find-Me Printing Allows employees to have a choice. They can print to a queue from one location and release their job at any physical printer within Metro Health’s fleet. Users have the capability of choosing the MFD in their area or they can choose to use Find-Me Printing so then when they go to any MFD in the organization, their print job follows them and they can choose where to release. PAIN POINT - Uncontrolled Print Costs Before implementing PaperCut MF, Metro Health wasted millions of dollars a year in print-related costs. SOLUTION – PaperCut Reports Since installing PaperCut MF, Metro Health has seen about a 50% reduction in paper costs. PaperCut has allowed them to see what they spend on output at the imaging level for both color and black and white printing. It’s helped them to better understand their printing environment. _____________________________________________________________________________________________ PAIN POINT – Printing across locations Prior to installing PaperCut MF, one of the largest problems across the organization was that their 7,500 users would travel from location to location or department to department, send a job, and then forget to grab it. If doctors left the department or traveled to one of the 30 satellite offices, they would not have their information . SOLUTION - Find-Me Printing Allows employees to have a choice. They can print to a queue from one location and release their job at any physical printer within Metro Health’s geographical area. Users have the capability of choosing the MFD in their area or they can choose to use the Find-Me Printing so then when they go to any MFD in the organization, their print job follows them and they can choose where to release.

Pain Points/PaperCut Solutions
Business Case Pain Points/PaperCut Solutions PAIN POINT - Tracking Prints They needed a way to track the enormous amount of printing that was taking place through their EHR/EMR system. SOLUTION – EHR/EMR Print Tracking* Since installing PaperCut, they can print prescriptions to a pre-determined MFD, a doctor can provide two measures of authentication and a pin, complying with local laws and HIPAA regulations. The prints through their EHR/EMR System can be tracked at the user level as well as the cost of the print operations. Everything is bound to the user’s name. *Certain conditions must exist for PaperCut to integrate with EHR/EMR systems. Please contact ACDI for information. _____________________________________________________________________________________________ PAIN POINT – Security & Regulation Compliance Prior to installing PaperCut MF, there wasn’t a simple way for Metro Health to comply with HIPAA’s security regulations. SOLUTION - Authentication Since implementing PaperCut MF’s user authentication and integrating it with their employee badge system, complying with HIPAA laws is much easier. No one in the organization can use an MFDs without a badge. Employees are never in a position where they have to log into PaperCut by providing a username and password, they just simply swipe their badge. PAIN POINT - Tracking Prints Metro Health needed a way to track the enormous amount of printing that was taking place through the system. SOLUTION – EHR/EMR Print Tracking Since installing PaperCut, they can print prescriptions to a pre-determined MFD, a doctor can provide two measures of authentication and a pin, complying with local laws and HIPAA regulations. Everything is bound to the user’s name. _____________________________________________________________________________________________ PAIN POINT – Security & Regulation Compliance Prior to installing PaperCut MF, there wasn’t a simple way for Metro Health to comply with HIPAA’s security regulations. SOLUTION - Authentication Since implementing PaperCut MF’s user authentication and integrating it with their employee badge system, complying with HIPAA laws is much easier. No one in the organization can use an MFDs without a badge. Employees are never in a position where they have to log into PaperCut by providing a username and password, they just simply swipe their badge.

Since installing PaperCut, MetroHealth has seen
Business Case Pain Points/PaperCut Solutions PAIN POINT – Wasted Resources Before implementing PaperCut MF, thousands of reams of paper were being thrown out as a result of of uncollected print jobs left on Metro Health’s print trays every year. SOLUTION – Secure Print Release and Print Rules Since installing PaperCut MF, Metro Health has seen a drastic reduction in the number of jobs left sitting on copiers. They’ve implemented system-wide rules like forced duplex printing to eliminate paper waste. They now average about 20 pallets of paper a month and their actual print output is about 54 million pages a year. Since installing PaperCut, MetroHealth has seen about a 50% reduction in paper cost. At 54 Million pages per year, that’s quite a savings. Steve Wireman - Metro Health PAIN POINT – Wasted resources Before implementing PaperCut MF, thousands of reams of paper were being thrown out as a result of thousands of uncollected print jobs left on Metro Health’s print trays every year. SOLUTION – Secure Print Release and Print Rules Since installing PaperCut MF, Metro Health has seen a drastic reduction in the number of jobs left sitting on copiers. They’ve implemented system-wide rules like forced duplex printing to eliminate paper waste. They now average about 20 pallets of paper a month and their actual print output is about 54 million pages a year. Quote Since installing PaperCut, MetroHealth has seen about a 50% reduction in paper cost. At 54 Million pages per year, that’s quite a savings. Steve Wireman - Metro Health

Accountability | Savings | Security
Business Case Summary Who What When Where Why How Who What When Where Why How Accountability | Savings | Security Wrap it up.

Features, Functionality & Technology
Features and Functionality Features | Differentiators | Roadmap

Detailed Reporting Site Servers Guest Printing Full Page Watermarking
Secure Print Release Find Me Printing Client Bill Back Print Routing Rules Detailed Reporting Site Servers Guest Printing Full Page Watermarking Print Quotas Print Archiving Advanced Scripting Global Print Driver Web Print Mobile Print Release to Print Shared Accounts Browser Based Administration iOS Printing Guest Printing Direct Printing Web Cashier Private Cloud Clustering and Load Balancing Cross Platform LPD Service System Auditing Environmental Impact Monitor Mobility Printing Google Cloud Print Client Tool Print Release Stations Recharging Balances User Web Interface Integrated Scanning Platform Neutral Over 20 Translated Languages Print System Health Monitor Manage User Payments BYOD Printing Fair Licensing Modern Customizable Standard Features

Features, Functionality & Technology Web-Based Administration
PaperCut MF Web-Based Administration Users | Accounts | MFP’s | Printers Rules Based Routing Predefined Rules | Custom Notifications 80+ Reports Users | Departments | Printers | Etc. Web-Based Administration Rules Based Routing 80+Reports Mobility Site Servers Integrated Scanning Mobility iOS | Android | Chrome OS | Windows | Mac OSX Site Servers Redundancy | Failover Integrated Scanning Scan to | Scan to Home KIPP Public Charter Schools print usage was out of control. PaperCut MF’s Web-Based Dashboard provided managers with an easy to access, real-time snapshot of their fleet activity. Allowing them to check on print counts and usage right from their web browser.

Features, Functionality & Technology Vendor Neutral/Mixed Fleets
PaperCut MF Vendor Neutral/Mixed Fleets Platform Neutral Server or Direct Print Vendor Neutral/Mixed Fleets Platform Neutral Server or Direct Print Private Cloud Ready Security

Where do we go from here? Where do we go from here?

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