1. Exploiting your RightFax Client Base
Presenter Andy Connolly
Fax solutions product manager

2. What stage have you reached with Fax? Is it all over?

3. Is the ‘sun is setting’ on the fax market and time to bail out?

4. MAYBE THE ANSWER IS A TRANSPLANT? 
Although the fax ‘pulse’ may have weakened
The ‘heart’ is still beating…^….^….^….^….^
MAYBE THE ANSWER IS A TRANSPLANT? 

5. IMAGE SUPPLIED BY CHRIS THOMPSON’S DOCTOR ;-)
Re-visit your clients
It is time to say ‘Out with the old & in with the new’
IMAGE SUPPLIED BY CHRIS THOMPSON’S DOCTOR ;-)

6. We all know and love our old friend the RightFax on premise solution
What are the options?
We all know and love our old friend the RightFax on premise solution
It has a great sale value and the benefit of support annuity
At ProcessFlows we’ve pitched the v16 upgrade to all our clients and created substantial consultancy revenue
On-Premises RightFax
Hybrid RightFax Connect
Rich integrations
Installed and managed in-house
Utilizes existing telephony
Scalable

7. Hybrid RightFax Connect
We know many clients can no longer justify our on premise costs. The answer? Offer our expanded fax solutions portfolio
RightFax
as a Managed Services
On-Premises RightFax
Hybrid RightFax Connect
Cloud Fax2Mail
Rich integrations
Installed and managed in-house
Utilizes existing telephony
Scalable
Unlimited Users
Manage and keep on-site fax server and keep existing integrations & unlimited user licence.
Removes complexity & cost of telephony, gateways, upgrades
Scaleable in the cloud
100% cloud-based service
No onsite server or telephony
Never busy global network
Unlimited capacity
Fully hosted
End-to-end management of entire infrastructure
Limited internal resources required
Value-added services
Unlimited capacity

8. Outsourcing maturity & value path
Managed Services
Cloud
Requires no expertise, little IT resources
Complexity/ infrastructure offloads to OpenText
Value-added services
Hybrid
Requires some IT resources
Simple to set up and administer
No hardware, software
OUTSOURCING
On-Premises
Hardware, software
Eliminates complexity of telephony connections
Requires the most IT resources
Hardware, software, telephony
SIMPLICITY/EASE OF INFRASTRUCTURE

9. On-Premises RightFax The world is moving to IPT

10. Hybrid RightFax Connect

11. Cloud Fax2Mail

12. New revenue opportunities
RightFax as a managed services - from opentext
Retails appx 4,500 Euros per month
Plus appx. 8,000 Euros set-up for their professional services.
Margin available appx 450 Euros per month plus appx 800 Euros on their PS.
Available with RightFax Connect only – minimum monthly cloud fee appx 165 Euros
Minimum term is 36 months
Manage service fee creates appx 16,200 Euros of margin
Plus cloud fees create a minimum margin of appx 20 Euros monthly

13. New revenue opportunities
RightFax as a managed services - from ProcessFlows
Flexible and varied pricing models available
Example One – Low End
Retailing at appx 1,125 Euros per month
Available as a 12 month agreement - when using client’s existing telephony (VPN)
Available as a 36 month agreement when using RightFax Connect (minimum 165 Euros)
Set-up fees from ProcessFlows appx 2,800 Euros.
Margin 285 Euros p.m. – contract value minimum 3,420 Euros on 12 months
RightFax Connect margin as per opentext
Margin on set up fees 500 Euros

14. New revenue opportunities
RightFax as a managed services - from ProcessFlows
Flexible and variable pricing models available
Example Two – SME
Retailing at appx 4,500 Euros per month
Available as a 12 month agreement when using client’s existing telephony (VPN)
Available as a 36 month agreement if using RightFax Connect (minimum 250 Euros)
Set-up fees from ProcessFlows appx 2,800 Euros.
Margin 1,125 Euros p.m. – contract value minimum 13,500 Euros on 12 months
RightFax Connect margin as per opentext
Margin on set-up fees 500 Euros

15. New revenue opportunities
RightFax as a managed services - from ProcessFlows
Flexible and variable pricing models available
Example Three – Enterprise
Retailing at appx 7,200 Euros per month
Available as a 12 month agreement when using client’s existing telephony (VPN)
Available as a 36 month agreement if using RightFax Connect (minimum 400 Euros)
Set-up fees from ProcessFlows appx 3,500 Euros.
Margin 1,800 Euros p.m. – contract value minimum 21,600 Euros on 12 months
RightFax Connect margin as per opentext
Margin on set up fees 525 Euros

16. New revenue opportunities
RightFax Connect Hybrid Cloud Solution operated by opentext
Margin available 10% from the opentext MSLP cloud tariff’s
Example One – Low End
Minimum monthly billing appx Euros per month
Available as a 36 month agreement only
Set-up fees around 2,000 Euros.
Margin on 250 Euros p.m. appx 25 Euros
Margin on contract value minimum 900 Euros
Margin on set-up fees 300 Euros
Above is based on an estimated minimum monthly fax page volume
Excess pages billed monthly in arrears
Contract between you and ProcessFlows – you decide how to bill your client

17. New revenue opportunities
RightFax Connect Hybrid Cloud Solution operated by opentext
Margin available 10% from opentext MSLP cloud tariff’s
Example Two – Medium to High End
Minimum monthly billing 1,500 Euros per month
Available as a 36 month agreement only
Set-up fees appx 3,000 Euros.
Margin on 1,500 Euros p.m. 150 Euros
Margin on contract value minimum 5,400 Euros
Margin on set-up fees 450 Euros
Above is based on an estimated minimum monthly fax page volume
Excess pages billed monthly in arrears
Contract between you and ProcessFlows – you decide how to bill your client

18. New revenue opportunities
Fax-to-Mail ‘pure’ Cloud Solution operated by opentext
Margin available 10% from opentext MSLP cloud tariff’s
Example One – Low End
Minimum monthly billing around 300 Euros per month
Available as a 36 month agreement only
Set-up fees appx 2,000 Euros.
Margin on 300 Euros p.m. 30 Euros
Margin on contract value minimum 1,080 Euros
Margin on set-up fees 300 Euros
Above is based on an estimated minimum monthly fax page volume
In addition, client pays a monthly per-user rental
Excess pages billed monthly in arrears
Contract between you and ProcessFlows – you decide how to bill your client

19. New revenue opportunities
Fax-to-Mail ‘pure’ Cloud Solution operated by opentext
Margin available 10% from opentext MSLP cloud tariff’s
Example One – Medium to High End
Minimum monthly billing appx 2,000 Euros per month
Available as a 36 month agreement only
Set-up fees around 3,000 Euros.
Margin on 2,000 Euros p.m. 200 Euros
Margin on contract value minimum 7,200 Euros
Margin on set-up fees 450 Euros
Above is based on an estimated minimum monthly fax page volume
In addition, client pays a monthly per-user rental
Excess pages billed monthly in arrears
Contract between you and ProcessFlows – you decide how to bill your client

20. A few handy tips. Update your client profiling methods to allow for cloud
What’s your client’s plan for fax?
Offer to host the whole service
Introduce cloud fax
Suggest a remote log-in to check their volumes.
Check common outbound destinations.
How many DDI fax numbers are in use & are any terminating in other countries?
How many active user accounts?
If managed service is rejected - lead with the RightFax Hybrid Connect
Be prepared to offer a ‘pure’ cloud solution - it is en-vogue and is attractive to IT teams.
NEW BUSINESS – ‘pure’ fax-to-mail is ideal for winning new clients

21. Opportunities with existing customers
What next?
Opportunities with existing customers
Revisit them all – offer the v16 upgrade & talk about options
Engage with ProcessFlows & opentext team to maximise opportunity
Let us & opentext help you build your proposal & support the deal
Opportunities with new customers
Lead with ‘pure’ Fax-to-Mail in the cloud – it is cheap and easy

22. New opportunity – what to do
Contact ProcessFlows
Use our client profile document if you wish
Set up a conference call with ProcessFlows & opentext
Generate proposal

23. Thank you
Please feel free to have a chat with me during the break or at the end of today
Andy