1. FUJITSU Confidential Recipe For Successful Scanning Fujitsu Recipe For Successful Scanning Doug Rudolph Vice President of Product Management and Business Development

2. FUJITSU Confidential It is time for you to create a great meal – will you use….. or The Microwave? The Stove? The Oven? Realistically one device will not solve all of your cooking needs How about the BBQ? 2 Decision Making

3. FUJITSU Confidential Which device works best to solve your scanning needs ? Probably all of them! ScannerMFPNetwork Scanner 3 Decision Making

4. FUJITSU Confidential Let’s look at some trends driving scanning – Electronic representation of paper is now acceptable which is driving growing demand for scanning – MFP’s have made it easier to introduce scanning to more people – Increased comfort level with moving documents by email – Transition from scanner deployment to scanning deployment If a C level executive ask you why the company is deploying a MFP or a Network Scanner or a Scanner – would you be able to give him justification for your decision? First lets talk about where these decisions are being made First lets talk about where these decisions are being made Device Overview 4

5. FUJITSU Confidential Network Scanner MFP Scanner Network Scanner MFP Network Scanner Network Scanner MFP Scanner Network Scanner Network Scanner Purchasing Office Manager IT LOB Scanner Network Scanner MFP 5 Technology Decision Makers Scanner Which combination of devices work best for you?

6. FUJITSU Confidential 6 MFP’S

7. FUJITSU Confidential 7 MFP’SIssues Scanner not designed for all business documents – 8.5 x 11, 20 pound bond paper MFP controlled user experience – Different looks and feels for different devices – UI optimized for print and copy – Control panel complexity Picking roller design Shared device – Scanner Availability Remote device – Increased cost of scanning – Limited preview options – EnergyStar sleep mode Training Management tools are more print and copy centric MFP’s utilize white backgrounds

8. FUJITSU Confidential 8 Network Scanner Benefits Benefits Dedicated device, full keyboard Designed for scanning of business documents – Mixed batch and hard card scanning ROI of imaging is provable and repeatable – Maintenance, support and billing can be billed back to the LOB Simple business rules can easily be forced on users Encrypted device Built in Image Processing designed for business document scanning – MFP’s have image processing for copying (make it look the same, we make it look better) – Deskew, auto rotation – Blank page deletion – Multi-feed detection True duplex scanning First tee anxiety Easy, cost effective menu development with Job Button option

9. FUJITSU Confidential 9 Job Button

10. FUJITSU Confidential 10 Network Scanner

11. FUJITSU Confidential 11 Scanner

12. FUJITSU Confidential 12 Scanner

13. FUJITSU Confidential 13 Purchasing Considerations Questions To Ask or Consider What is type of documents do you need to scan? – NCR, multipart forms, different sizes and length User questions – What is the frequency of scanning? – Security - what are you scanning? Application driven scanning – Push scanning versus pull scanning Do you need to provide scanning to email? How widely dispersed are your scanner needs? – People – Location Do you have an published SLA agreement with your customers? Who is involved in the decision making process of the overall purchase?

14. FUJITSU Confidential Network Scanner Desktop Scanner 152 KB 66 KB 24 KB 41 KB 89 KB 68 KB 60 KB 1,015 KB 137 KB 30 KB 12 KB 16 KB 14 Overview of Scanned Documents 75 KB 24 KB / 200 dpi MFP Network ScannerDesktop Scanner 37 KB 152 KB / 200 dpi 66 KB / 200 dpi

15. FUJITSU Confidential Number of users Scanning volume MFP Network Scanner r Scanner 15 IT and Solution Management

16. FUJITSU Confidential Mission critical Tied To An Application MFP Network Scanner Scanner 16 Solution requirements

17. FUJITSU Confidential Annual Salary Salary per minute Time to scan each document Documents per day Documents a day 2151020 $25.000.00$0.20$0.40 $2.00$4.01$8.01 $50,000.00$0.40$0.80 $4.01$8.01$16.03 $100,000.00$0.80$1.60 $8.01$16.03 $200,000.00$1.60$3.21 $16.03$32.05$64.10 17 Office Productivity

18. FUJITSU Confidential Monthly Cost of Capture Yearly Cost of capture Yearly Cost of capture 151020 151020 $8.81$44.07$88.14$176.28$105.77 $528.85 $1,057.69$2,115.38 $17.63$88.14$176.28$352.56 $211.54$1,057.69$2,115.38$4,230.77 $423.08$2,115.38$4,230.77 $35.26$176.28$352.56 $70.51$352.56$705.13$1,410.26$846.15$4,230.77$8,461.54$16,923.08 18 Office Productivity

19. FUJITSU Confidential 19 InfoTrends Findings Scanning is rising 60% of surveyed existing imaging customers state that scanner volume will increase over the next 3 years 50% of all departments are still paper based Paper is still king 56% of a departments’ documents are still paper based

20. FUJITSU Confidential MFP’s Printing volume is declining – 2% - 3% in 2009 and 2010 MFP’s have raised awareness of Scanning and electronic images SOHO businesses rely on MFP’s due to the all-in-one nature of these devices 20 InfoTrends Findings – Main use is for Scan to PDF and Email – Typically not tied to a corporate sponsored content management solutions In responding to the survey, customers stated the devices – Tend to be difficult to use – Many did not even know that the MFP device could scan The lower the volume, more likely the customer is content with an MFP “MFP products have a long way to go before they are thought of as a device that can scan regularly as part of a business process, document management or ERP solution”

21. FUJITSU Confidential 21 Additional items to consider Additional items to consider Customers are looking to deploy the appropriate amount of MFP’s for their printing and copying needs – May not want to deploy another MFP but you may need more scanning When your scanning needs outpace your printing and copying needs. What is the CM users level of frustration? – MFP frustration – If technology is to difficult it tends not used – What is the potential cost of failure of the solution? Best Business Practices

22. FUJITSU Confidential 22 Ideal Use Cases Ideal use case for MFP’s When scanning is needed for general office use – Scan to email – Scan to disk Backup to dedicated capture solution – Flat bed backup The need for a shared device is paramount Paper is suited for MFP scanning

23. FUJITSU Confidential 23 Ideal Use Cases Ideal use case for Network Scanners When your solution requires an easy to use device – When your requirements dictate general office functionality and integration into a LOB application High number of infrequent users Non-Copier type paper When your scanning requirements are bigger than printing and copying needs.

24. FUJITSU Confidential 24 Ideal Use Cases Ideal use case for Scanners Number of documents scanned per day or month justifies a scanner – Estimate is roughly 5 documents today Document complexity requires a scanner – Paper type – Paper size – Paper quality The defined business process dictates the scanner Security Mission critical business applications

25. FUJITSU Confidential Conclusion 25 When possible, get all stakeholders involvedWhen possible, get all stakeholders involved –Everyone has their own needs and agenda Understand the cost of each optionUnderstand the cost of each option Review the value of the content management and capture system to the organizationReview the value of the content management and capture system to the organization –Does your company have a SOX initiative? –How does the cost of the hardware fit into the decision making? –What is the cost of failure? SupportSupport