1. Education Vertical Market
Higher Education:
Digital information for a bright future
This course is an overview of the K-12 education market segment for the education vertical. The bulk of this course is geared toward understanding the software solutions that we have to offer, as opposed to focusing on MFPs and other production print presses.

2. Higher Education Market Education Value Proposition
Agenda
Vertical Strategy
Higher Education Market
Education Customer Breakdown
Education Value Proposition
Higher Education Challenges
Current Solutions:
Optimized Print Solutions
Cost Recovery – Case Study/Video
Document Management
Document Routing
This course will cover the education vertical marketplace as it pertains to the higher education market segment.
In this course, we will cover: an overview of Konica Minolta’s vertical strategy overall, the education value proposition, challenges within the higher ed. market segment and the current software solutions we offer that are education-specific solutions. More specifically, this course will focus on how Konica Minolta can meet the challenges within the higher ed. market segment with software solutions that help alleviate the pain points within the market.

3. Konica Minolta's Vertical Goals
To become a recognized industry leader in each focused vertical market: Legal, Education and Healthcare
Strategically employ National Vertical Manager’s who have worked in our focused vertical markets
Hire education vertical account manager’s whose sole focus is on the education vertical market
Konica Minolta’s vertical goals – within all 3 vertical markets - legal, education and healthcare – is to be a recognized leader that knows and understands the needs and challenges of each vertical market.
As part of this initiative, Konica Minolta has strategically employed three national vertical market managers, all of whom have a specific expertise in their marketplace, to focus on and handle all the initiatives related to their vertical market. The role of the vertical market managers is to handle all application solutions related to their market, understand the needs and challenges of their market and understand the software solutions that Konica Minolta has to offer that best meets those needs.
The goal is to hire education-specific vertical account managers across the country whose sole focus is on the education vertical market.
The goal is to be a 50 million software solution company in the coming 10 years. 3

4. What exactly does that mean for our education customers?
We understand document workflow
We can create customized document workflow to streamline the process from MFP to their destination
We have experience handling education documents and understand the workflow, budget constraints and most important….time is money!
We spend time in customer environments analyzing how your hard copy and electronic files move from place to place
We work to find cost savings
-We share education trends and where document management is heading
So, how does this benefit our education customers? The education industry has always been among our strongest areas of success. This market has very specific requirements that are always evolving, and it is critical for us to continuously monitor this market so that we can always offer workflow solutions that meet the needs of our customers. BY understanding and tracking the requirements for these markets, we not only understand document workflow and can create customized solutions for our customer, we also understand the challenges and can direct solutions to better meet the needs of educators and administrators in this sector.
Our customers say it for us! 4

5. Education Vertical Website http://www. kmbs. konicaminolta
We have created an education vertical market website that can be found publicly at It contains brohcures and spec sheets, white papers and customer case studies, presentations, needs assessment, customer video testimonials and education-related events. All the documents found on the public site can also be found on RADAR and My KonicaMinolta.

6. Higher Education Market Size
Total:
6,896 institutions (2-and-4-year; 19.1 mil. students)
Public:
14 mil. students
Private:
5 mil. students
Educators, administrators and IT professionals are searching for ways to make digital technology achieve higher goals — in teaching, learning, maintaining records and managing budgets
Educators must do more with less
Streamline student information systems with other materials such as assessments
Adhere to a conservation initiative and also
Adhere to FERPA – Family Educational Rights and Privacy Act or FERPA.

7. Current Customer Base
Our current customer base consists of 28,514 machines in the field in all types of education institutions (including higher education customer). This constitutes 13% of our customers. It translates into 3,543 customers or 5% of our customer base.

8. Konica Minolta Education Solutions Value Proposition
Konica Minolta offers a portfolio of education-specific higher education software solutions, professional services and MFPs and printing equipment that are cost-effective, customizable, eco-friendly software solutions and professional services to better manage and integrate content in any form.
Cost-Effective
Customizable
Enhanced
Security
Integrated Solution
Konica Minolta offers a portfolio of education-specific K-12 software solutions, professional services, MFPs and printing equipment that are cost-effective, customizable, eco-friendly software solutions and professional services to better manage and integrate content in any form.
The strategy of the vertical markets is to move away from being a sole provider of equipment to a provider of software, services AND hardware solutions for the education industry.
Eco-Friendly
High Quality
User
Productivity

9. Education Challenges: Higher Education
Rising costs and decreased budgets: Accomplish more with less money.
Student enrollment: Rising enrollment and streamlining information in the student information securely.
Revenue generation: Maximize fundraising and contributions.
Conservation: Act on opportunities to become a greener campus.
Information management: Manage, digitize and optimize IT resources; seek out new technologies and solutions with decreased funding and resources.
Decreased productivity: Teachers/Professors streamline course material, testing and grading.
Digitize hard copy material: Convert textbooks and hard copy papers to digital material (librarians).
The challenges in the higher education marketplace include:
Rising costs and decreased budgets: Accomplish more with less money.
Student enrollment: Rising enrollment and streamlining information in the student information securely.
Revenue generation: Maximize fundraising and contributions.
Conservation: Act on opportunities to become a greener campus.
Information management: Managing, digitizing and optimizing IT resources; seek out new technologies and solutions with decreased funding and resources.
Decreased productivity: Teachers/Professors streamline course material, testing and grading.
Digitize hard copy material: Convert textbooks and hard copy to digitial content.

10. 1.) Addressing Budget Cuts
Print management is critical – major pressure to reduce overhead expenses - both hard and soft costs
Spiraling print volumes require more paper, ink/ toner,
Increasing IT time spent on print issues, print downtime affects productivity in all activities
Print Management is CRITICAL in K-12 schools.
There are major pressures to reduce overhead expenses; both hard & soft costs to the organization
The cost of print output is an estimated 1% to 3% of an organization’s revenue.
Spiraling print volumes require more paper, ink/ toner, Increasing IT time spent on print issues, print downtime affects productivity in all activities
Did You Know? That…
One study showed that two out of every five pages printed in the office are for “daily” use, including , web pages and reference materials
(**Source: IDC Study 2008)

11. Addressing Budget Cuts - Solutions
With compatible cost-recovery systems, teachers, administrators and IT professionals can monitor and manage printing.
Benefits:
Control, track and manage print and copy
Cost-effective/Eco-friendly
Secure
Convenient-Intelligent authentication built into most MFPs
There are several solutions for addressing budget cuts in K-12 schools. These include:
1) Cost recovery systems are being used to manage and track printing. The reporting capabilities allows you to quantify how much printing is being done and who is doing it.
Specifically, cost recovery systems are
Cost – effective and eco-friendly: Since print jobs held in a secure queue until a teacher or administrator logs in and picks up their job, this “Printing on demand” saves paper and toner while reducing energy consumption, And the ability to release print jobs at ANY compatible MFP on the network as well as apply limits based on the number of jobs per user, file size per user and automatically delete jobs NOT released leads to real bottom-line savings
It also:
Eliminates unclaimed prints at the device; old revisions; and banner pages which then provides significant waste reduction (typically10-20% of total volume)
Secure- Teachers and Admin: Interfaces with login IDs to release print jobs when a teacher or administrator is present; never worry about confidential private information sitting out in the open again. These systems are FERPA compliant.
Directly integrates chargeback systems — Pharos, Equitrac, and Konica Minolta’s PageScope® Enterprise Suite—are integrated directly into our bizhub MFPs, so there is no need to purchase external devices. However, we do have the option to purchase external devices with each of these systems, as well as with Jamex, if need be.

12. Addressing Budget Cuts - Cost-Recovery
Konica Minolta is compatible with the leading chargeback systems:
Equitrac**
Pharos**
PageScope Enterprise Suite (KM solution)**
Copitrak
Jamex
Technology built into most bizhub MFPs will allow direct integration with cost recovery solutions such as Pharos (Uniprint), Equitrac (Express) & PageScope Enterprise Suite.
Copitrak and Jamex are also compatible but are not integrated into the MFP panel.
As far as market share goes, Equitrac has a large presence within the K-12 market whereas Pharos has almost it’s entire market share within higher education.
Konica Miniota is compatible with Equitrac, Pharos, PageScope Enterprise Suite (our in-house developed solution) and Copitrak. Technology built into most bizhub MFPs will allow direct integration with Pharos, Equitrac and Pagescope Enterprise Suite. This means there is integration right on the panel of the MFPs for these solutions.
As far as market share goes, Equitrac has a large presence within the K-12 market whereas Pharos has almost it’s entire market share in higher education institutions.

13. Improved Productivity - Digitizing Documents?
1: Reduce physical storage space of filing cabinets?
2: Create a digital version of your filing cabinets?
3: Improve document retrieval speed ?
4: Reduce risk of fire/water damage to documents?
We also have a proven knowledge in productivity.
Our decades of experience in document management and workflow efficiencies has earned us high grades for productivity throughout the educational community
By partnering with public, private and vocational schools, we have developed expert knowledge of their changing needs and goals in the 21st century. With broad experience in digital imaging, cost-efficient networking and secure online access, Konica Minolta can offer a winning combination of hardware, software and services — plus right-size cost-efficiency that meets the budgetary needs of schools and institutions large or small.

14. Improved Productivity - 2 Quick Start and Proven Sales Tactics!
Document
Mgmt
Systems
Digital Filing Cabinet
There are two quick start and proven sales tactics – one for document routing and one for document management.

15. Improved Productivity – Document Routing
MFP + AutoStore™
Desktop Capture
Included with MFP
NSI Autostore “NSIEducation”
EDM Routing
Storage & Retrieval
ODBC Routing
Customer Apps
Centrally Managed
Low IT overhead
Send to Network optimized
Send To clutter
Send to Folder: Structured Naming
MFP ONLY
Send To Folder: Random naming
Native Word, OCR PDF , Excel Support
For document routing, we partner with a third party vendor called NSI – Notable Solutions Inc. and their Autostore or NSIEducation solution.
AutoStore is a server-based application which orchestrates the FAST & Secure Retrieval of paper and electronic documents into business applications.
It’s Patented Foldering Technology simplifies scanningany document type into network shares and Speeds up the retrieval time dramatically. Scan Invoices, Orders, Expense Reports, student records, notes, permission slips uniformly with a click of a button and retrieve the scanned files from an organized folder hierarchy AUTOMATICALLY created by AutoStore.
Full Audit Trail
Security & compliance

16. AutoStore = Automatic Foldering & Fast Document Retrieval
What is ?
AutoStore is a server-based application which orchestrates the
FAST & Secure
Retrieval of paper and electronic documents into business applications.
Patented Foldering Technology
Simplifies scanning any document type into network shares and Speeds up the retrieval time dramatically. Scan Invoices, Orders, Expense Reports Uniformly with a click of a button and retrieve the scanned files from an organized folder hierarchy AUTOMATICALLY created by AutoStore.
AUTOSTORE FOR SHARESCAN allows you to:
consolidate the collection of completed admissions forms, financial aid requests and all other student records captured MFPs.
Allow document searching and retrieval, with or without integrating with existing student information software, by any user with appropriate permissions
Scan invoices and purchase orders using MFPs in multiple remote locations.
Auto-route the documents based on amount or other criteria, allowing instant retrieval and review by designated w users.
Scan, apply keywords and securely deliver to specified SharePoint libraries
Personalize workflows and folder delivery based on user rights
Scan once, send documents to multiple destinations
Automate keyword creation with barcode, OCR, database lookups and
Reduce data entry errors by automating the naming, delivery of documents
DM Route Integrators:
FileNet
Captaris Alchemy
EMC Application Extender
Hp TRIM Software
Easy Enterprise
IBM Lotus Notes
Saperion
Documentum
Easy Logistics Center
IBM Content Server D3
fileMagic
Interwoven
windream

17. Digital Filing Cabinet
Improved Productivity
2 Quick Start and Proven Sales Tactics!
Document
Mgmt
Systems
Digital Filing Cabinet
SchoolFlow is software for the reduction and elimination of paperwork by utilizing electronic forms, workflow, and document management. SchoolFlow is a third party solution from Prism software.

18. Improved Productivity – Document Workflow
Prism EducationFlow
Vertical market positioning of 2 of Prism’s apps
DocRecord & DocForm
Combined and positioned into…
EducationFlow for universities & colleges
EducationFlow substantially reduces costs and improves efficiencies by eliminating paper use and dependency in three key areas of the school environment:
eForms
and the storage and archiving of completed forms, documents and other records
manual workflow processes
EducationFlow converts these three paper-based processes into electronic processes. School Flow accomplishes this through its three-product suite:
EducationlFlow eForms
EducationlFlow EDM and
EducationlFlow Enterprise
The EducationFlow suite of solutions are the exact same solutions as Prism’s DocForms, DocRecord and DocEnterprise BUT packaged and marketed for the higher educationmarket segment.

19. ScanPath from Prism
Automatically convert scanned document to 8 different editable, searchable, document and image file formats.
ScanPath converts your documents scanned from the bizhub MFP to common usable and editable file formats.
ScanPath accomplishes this conversion through a powerful OCR (optical character recognition) engine that recognizes the text images on a page and converts into editable text.
ScanPath resides on a non-dedicated, local server within the user’s organization.
ScanPath can OCR documents in 20 different languages.
ScanPath from Prism is an add-on solution that allow you to:
Automatically convert scanned document to 8 different editable, searchable, document and image file formats.
ScanPath converts your documents scanned from the bizhub MFP to common usable and editable file formats. No more retyping documents or re-entering data into a spreadsheet.
ScanPath accomplishes this conversion through a powerful OCR (optical character recognition) engine that recognizes the text images on a page and converts into editable text.
ScanPath resides on a non-dedicated, local server within the user’s organization. A singleScanPath can handle up to 50 separate bizhub MFPs. There are no restrictions on thenumber of users for each bizhub MFP using ScanPath; however, each bizhub MFP does require a ScanPath license.
ScanPath can OCR documents in 20 different languages.

20. Printing Course Materials and Managing Student Records
Learning materials are moving online — from costly textbooks, to on-screen reference and customized course printouts.
Finish more educational materials in-house.
Seamless scan/print workflow and secure PDF capability also enable your bizhub MFP to integrate seamlessly with best-in-class Student Information Systems (SIS).
Another important solution for SCHOOL COPY and DOCUMENT CENTERS ARE scanning, workflow and job submission solutions.
In today’s educational environment, learning materials are moving online — from costly textbooks, to on-screen reference and customized course printouts.
With fast output and a wide range of auto finishing options, you can count on bizhub MFPs and bizhub PRO production printers to scan, print and finish more educational materials in-house including marketing materials.
Several bizhub devices allow tab printing direct from standard print drivers, making it easy to produce class and educational binders.
You can also create variable-data mailings and marketing materials in full color, saving the time and cost of outsource printing.
With fast output and a wide range of auto finishing options, you can count on bizhub MFPs and bizhub PRO production printers to scan, print and finish more educational materials in-house. Several bizhub devices allow tab printing direct from standard print drivers, making it easy to produce class and educational binders.
Seamless scan/print workflow and secure PDF capability with the eCOPY scanning solution EITHER INTEGRATED WITH OUR MFPs or stand alone ShareScan stations connected to the MFPs which enable bizhub MFP to integrate seamlessly with best-in-class student record systems, such as Notable Solutions Autostore, and management systems from Oracle, EMC, Open Text and IBM.
And Konica Minolta’s exclusive PageScope® software also provides simple, cost-effective scanning and networking solutions. PageScope Enterprise Suite combines customized My Panel user authentication for teachers with account management for administrators. PageScope also makes it easier for IT professionals to set up and manage networked printer/copiers.
Teachers, educators and administrators can submit jobs via the web or scanning directly from an MFP via RSA’s job submission software soluiton.
All company logos are registered trademarks or trademarks of their respective owners.

21. Security - Better Ways to Safeguard Student Information
The full line of bizhub devices has achieved the ISO certification at EAL 3 — the highest level for commercially available products
Security of the whole device
Better ways to safeguard student information. Student records contain sensitive information, such as grade reports, teacher evaluations, psychological profiles, even social security numbers. Yet there are increasing demands from educators, administrators, parents and students to make this data available online and to keep it secure, especially regarding FERPA regulations. FERPA is a United States federal law that protects the privacy of student information. It allows students with access to their education records, an opportunity to seek to have the records amended, and some control over the disclosure of information from the records. With several exceptions, schools must have a student's consent prior to the disclosure of education records. It only applies to educational agencies and institutions that receive funding under a program administered by the U. S. Department of Education.
Private schools, on the other hand, must carry out their educational mission as dictated by parents (or others who can withhold funds) in every way or else they will lose students and funding. In addition, private schools can be sued under the privacy torts if they invade student or family privacy.
MOST Private and parochial schools FERPA covers private and public schools, colleges, and universities.
Regulations were set before the information age and as a result must be carefully interpreted.
Directory information, which can be shared without the consent of a student, must be used carefully.
Records of a student's use of a school network require stringent protection.
"Do not share" requests must be honored.
Do not use "last four" recording of a student's social security number.
Appropriate access rights must be maintained.
Privacy rights of students and parents' need to fulfill financial responsibilities could conflict.
The information age has changed the way you need to comply with FERPA regulations.
Consult a lawyer for advice on compliance issues.
It’s important to know that you can count on Konica Minolta for the powerful, comprehensive security capabilities that schools count on in the digital era. The full line of bizhub and bizhub PRO devices has achieved ISO certification at EAL 3 — the highest level for commercially available products. Common Criteria Security Certification for up to 18 security functions is standard throughout our product line, not an option at extra cost.

22. Security - Bizhub Standard Security Features
Input Solutions:
Authentication
Personal Address Book
Password-protected PDF
Encrypted PDF Scanning
encryption and digital signature
Process Solutions:
Fax Routing
Fax Archival
Fax Forwarding
Output Solutions:
Print on Demand
Secure Print
Secure Fax Reception
Encrypted CAC Printing
Automatic Hard Drive Overwrite
Hard Drive Sanitize
Hard Drive Lock Password Protection
IP Filtering
Input Solutions:
Authentication – Restricts access to the device by requiring a user
to enter his/her domain user name and password.
Personal Address Book – Users can be assigned their own password protected contact list containing private fax numbers, addresses and/or folder structures.
Password-protected PDF – If interception and viewing of sensitive documents is a concern, the document can be scanned as a password-protected PDF. Only those that know the password can open/view the file
Process Solutions:
Fax Routing – To prevent incoming fax messages from printing out for all to see, messages can be routed to the intended recipient’s inbox or network folder. Besides assisting with
privacy regulations, this feature provides today’s mobile workforce with anytime, anywhere access.
Fax Archival – All inbound and outbound fax and transmissions can be archived to a network location, creating an audit trail that meets regulatory compliance needs.
Fax Forwarding – To protect the confidentiality of fax-based communications, inbound fax messages can be forwarded to another remote fax.
Output Solutions:
Print on Demand – From the machine’s touch screen, users can retrieve frequently produced documents from a secure network folder, eliminating the need or concern over displaying and printing documents from a desktop computer.
Secure Print – Requires that the user enter his/her user ID and
password (at the control panel) in order to release the print job. Output
can’t be viewed or picked up by the wrong person; no need to sift
through multiple pages, enhancing productivity.
Secure Fax Reception – In non-networked environments, for instance, incoming fax messages can be stored in the machine’s internal memory, and printed upon entry of a valid passcode; ensures that only authorized parties access the information

23. The Konica Minolta Clean Planet Recycling Program
Only program of its kind
• For all models - desktop to print shop
For all consumables: cartridges, waste toner bottles, imaging units, developer/developer units and drums
Toner bottles made of HDPE 2 are recycled locally if possible
• Makes consumable recycling simple and free
Box is sealable and returned via UPS to closest Konica Minolta facility for recycling
The Clean Planet Recycling Program is the first of its kind in our industry.
Available to all of our customers from desktop to print shop — it will keep ALL Konica Minolta consumables, including cartridges, toner bottles and more, out of our landfills. Best of all, it makes recycling extremely easy and free for our customers.
Exclusive recycling boxes and postage-paid labels
Single items can still be returned
Includes toner cartridges, imaging units, waste toner bottles, developer and drums
Box is sealable and returned via UPS to closest Konica Minolta facility for recycling
Optimized Print Services program – use included 23

24. Education Vertical Market - Where to Find Us
Stephanie Keer, Ph.D. Government & Education Solutions Manager Office:(201)  Cell: (347)
Education Vertical Site:
Follow us on LinkedIn:
Follow us on Twitter:
That concludes the overview of the K-12 market. All of the information mentioned in this presentation can be found on our vertical market website and any specific education industry-related questions can be addressed to me, Stephanie Keer via the office or cell numbers above.

25. Education Vertical Website: www. kmbs. konicaminolta
Education Vertical Website: Marketing Brochures and Spec sheets Customer Success Profiles Customer Video Testimonials Needs Assessment
On the education vertical website you will find tabs that contain brochures and spec sheets, white papers which contain the customer success profiles, presentations, needs assessment and customer videos.