EPAK - Infor

Battle Card: EPAK Application Lifecycle
Handling Objections
Potential Objection
We have too much going on,
not enough resources – in the
middle of an upgrade
Budget, pricing – spending
money on upgrade
Price is too high
Other tools out in the market
are much less expensive, such
as Camtasia and Captivate
We only want to license for 10
users and not all end users
Possible Response
•Infor has the product experts to assist you in creating business
processes. EPAK will also help ensure end-user adoption for Infor
applications and the upgrade.
•For products with base content, we have Infor content available which
will reduce the time to create processes by up to 95%.
•Realistically, without documenting business processes and end-user
training, the upgrade will be in jeopardy due to poor user adoption,
increased support calls, and errors.
•EPAK will dramatically reduce the time to capture and publish business
processes and end-user training documentation. The time savings
realized is 50% to 75%, and time is money.
•Tools such as those usually have only one output, a recorded audio
session with no automatic action/text capture. This must be added, and
takes several steps.
•EPAK has four eLearning outputs (―See It‖, ―Try It‖, ―Know It‖, ―Do It‖)
plus quick reference guides, training guides, and other materials.
•Other tools are more difficult to use. In some cases zero edits
available; you must record the entire session instead of replacing a
single screen shot.
•No automatic translations available with other tools.
•We price for all end users because the business processes and enduser
training documentation will benefit all users of the Infor application.
•To maximize productivity, all licensed users really should be trained on
your Infor application.
Market Trends
• New regulatory pressures require proper documentation and ensure users
follow business process.
• Economic downturns putting pressure on staff.
• Loss of experience in company; need to document/capture critical business
processes due to employee departures, retirements, or potential downsizing.
• Implemented system over 10 years—need to upgrade—need to update
documentation.
• Business processes span multiple applications and require end-to-end
business process training systems.
Competitive Landscape
Adobe
Captivate or
TechSmith
Camtasia
Datango
Why SHOULD We Buy
•Lower Cost
•Utilize with PowerPoint
•Free learning or webinars on how to
utilize the tool
•Lower cost
•Competitive functionality
Why SHOULDN’T We Buy
• Products are one-off and not core
business products
•No knowledge of Infor applications
•Most content developed from scratch
even for updates
•Extensive content development time
(i.e. Days for small course)
•Upgrades are additional cost
•Small company with small footprint in
North America
•Upgrade requires purchases
•Complex interfaces results in bad
user experiences
•No knowledge if Infor applications
We have concurrent licenses –
why is it named
•EPAK is licensed by individual user for business use as well as
training.
Snagit,
Grabit
•Lower Cost
•Limited functionality
Why should we license from
Infor instead of Oracle
Content: Infor offers pre-loaded content and specific application
expertise.
Base content will significantly reduce the development efforts on a
project by 75% in time and cost savings.
Through Oracle, you are just buying a license. Through Infor, you are
buying a license plus the services/product expertise for all Infor
applications.
Infor
•Upgrades included with Maintenance
•Support entire software lifecycle
•Pre-built best practices for Infor
applications
•Infor expertise on all applications
•Accelerate time to development from 5
days down to 1 day
•3 rd party product
•Utilize only with Infor applications and
applications interfaced with Infor
•Contract prohibits utilizing with Oracle
applications, i.e. PeopleSoft, Hyperion
•Requires Named User Licence
We want to utilize EPAK for all
applications not just Infor
Unfortunately, the contract provides for only Infor applications. In
working with most customers as the EPAK projects were scoped, it was
determined that the need for documenting processes was centered
around the Infor applications.
Product & Geographic Landscape
Content Available: Syteline 8.0; XA, LN 6.1 FP3S; X.e 5.5; EAM 8.0
20
Copyright © 2009 Infor. All rights reserved. www.infor.com.
Infor CONFIDENTIAL─for internal use only.