Partner Sales Team Training
FileFacets Partner - Welcome
 FileFacets is an extension of your team
 Sales Support:
Sales team training & planning
 Marketing Support:
Marketing materials & sales tools
 Technical Support:
FileFacets Customer Success Team
 Certification:
FileFacets Software Training & Certification
Meet the Team
Doug Owen
Michael Ogilvie
Jennifer Nelson
RVP Sales, Central & West
Customer Success Manager
VP Marketing
 Your main point of contact
 Technical contact
 Marketing contact
 Bring together the resources
needed for client meetings &
opportunities
 Demos, technical functionality,
deep dives into product
with tech teams
 Sales team training, marketing
resources/materials, PR,
joint marketing programs
Partner Training
SALES TEAM TRAINING
PRODUCT TRAINING
Sales Team, Sales Engineers
Sales Engineers
Sales Team Training
FileFacets Overview
Demo
Buyer Personas
Product Positioning
Sales Presentation
What it is & what it does
Product demo of
FileFacets 4.1
Decision Makers &
Influencers
Where FF fits in
the ECM sales cycle
Selling FileFacets
Sales Tools
Customer Onboarding
Key Messages &
Objection Handling
Marketing Collateral & Sales
Tools & Process
What happens
after the sale
What’s in it for you? Revenue
New Revenue
More Revenue
 Revenue sharing
on FileFacets subscriptions
 ROT Processing & PII Processing
 More ECM implementations
 Asset Sales & Mergers
 More ECM services
 Governance & compliance
 New services revenue
The same people in the same organizations that you are already engaged with
…or new ones
COMMERCIAL
FINANCIAL
HEALTHCARE
EDUCATION
COMMUNICATIONS
TRANSPORTATION
ENERGY & UTILITY
GOVERNMENT
MANUFACTURING
TECHNOLOGY
LEGAL
PUBLIC SAFETY
Flexible & Scalable
Content Analysis • ROT Processing / Deduplication • PII Processing • Intelligent Content Migration
Software
Only
Software &
Services
Services
Only
Resell or bundle with
ECM implementations
Provide a combination of
software & services
You use FileFacets to deliver
customer projects
500M+
files
1
file
For Clients: Saves Time – Saves Money
Saves
Time
Increased
Productivity
Saves
Money
FileFacets can save months of
manual file categorization,
attribution & migration
Uninterrupted workflow, business
units and users continue to work
as usual
Cloud-based tool,
no infrastructure costs, reduces
data storage and back-up costs
For You: Saves Time – Makes Money
Saves
Time
Increased
Productivity
Makes
Money
FileFacets can save months of
manual file categorization,
attribution & migration
Move more clients through and
complete more projects - faster
Bundle with current ECM
implementations &
professional services, easy
migration sells more ECM
Set up for Success
Sales
Support
Regional sales planning and
sales team training
Marketing
Support
Marketing collateral
and sales tools
Technical
Support
Training &
Certification
Customer Success Manager:
pre-sales support, demos.
Software training and
technical certification for
your Tier1 support
FileFacets Customer Presentation
Agenda
 FileFacets Overview
 What it is, What it does & Use cases
 FileFacets Demo
Data Experts
16 years data
management expertise
100’s
of migrations
Billions of
files processed
in data analysis
& migration services
between ECMs,
Networks & Servers
across 150 Industries
& Business Types
40%+ ROT
disposed millions of duplicates
across multiple source
repositories
FileFacets Data Projects
Sectors

Oil and Gas

Utilities

Legal

Government

Mining

Finance

Education
All-in-One Tool
FileFacets makes it easy for businesses to locate, process & move content
with sophisticated content analysis and intelligent content migration
in a highly automated and scalable SaaS-based solution.
FileFacets Analytics
Identifies and processes Redundant,
Obsolete, and Trivial data (ROT) as well
as Personally Identifiable Information
(PII), allowing businesses to find what
they have, keep what they need,
and protect sensitive data
accordingly.
FileFacets Migration
Automates the categorization of data,
the attribution of file metadata, and
enables organizations to quickly move
unstructured content from multiple
sources into Enterprise Content
Management systems (ECMs).
FileFacets Analytics & Migration
Find
Keep
Migrate
Monitor
what you have
what you need
with confidence
continuously
FileFacets is an online data analytics & content migration platform that automates the categorization of data,
the attribution of file metadata & the migration of unstructured content from multiple sources into ECMs.
FileFacets makes it easy for businesses to locate, process & move content.
Hybrid-Cloud Content Migration
Content stays in the source repositories,
metadata is in the cloud
ECM Connectors
Content Server
Windows Shared Drive
Meet Dave
DoB
NEW YORK
580,000 files
BOSTON
CHICAGO
348,000 files
TORONTO
280,000 files
170,000 files
ATLANTA
ORLANDO
Shared Drive
325,000 files
Content Server
450,000 files
2,153,000 files
SSN
Credit card
numbers
No metadata
Invoices
Metadata
Purchase
Orders
Department
Folders
Client folders
Project folders
No folders
Bank account numbers
Then Dave has an idea
NEW YORK
CHICAGO
SSN
580,000 files
BOSTON
348,000 files
TORONTO
280,000 files
170,000 files
ATLANTA
ORLANDO
Shared Drive
325,000 files
Content Server
450,000 files
2,153,000 files
No metadata
Credit card
numbers
Invoices
Metadata
Purchase
Orders
Department
Folders
Client folders
Project folders
No folders
Bank account numbers
Lift & Shift = Garbage out  Garbage in
FileFacets Intelligent Migration
Find
Keep
Migrate
what you have
what you need
with Confidence
 Discover source content
from multiple sources
 Exclude all ROT &
duplicates
 Collect properties &
attributes of the files
 Identify specific content
across all sources
 Build a file taxonomy
 Attribute metadata to files
 Move content into ECM
Move what you need
ADD FILE ATTRIBUTES
Department Folders
PROCESS ROT
653,000 files
BUSINESS VALUE
Shared Drive
1,500,000 files
Purchase Orders
Client folders
TARGET
TAXONOMY
Invoices
Administration
Projects
Marketing
Legal
PII PROCESSING
Bank account numbers
Social Security Numbers
Content Server
Credit card numbers
2,153,000
files
Finance
Sales
ROT & PII Processing before & after migration
ROT Processing
PII Processing
Find & keep
Identify & protect
the content you need
sensitive data
 File type
 Social Security Numbers
 File date
 Credit card numbers
 File size
 Health Information
 File content
 Keyword search
ROT & PII Processing before & after migration
Shared Drive
Content Server
Jan
Feb
Mar
Apr
May
Jun
Jul
Aug
Sep
Oct
Nov
Dec
Benefits
Saves
Time
FileFacets can save months
of manual file categorization,
attribution & migration
Increases
Productivity
Compliance
& Security
Saves
Money
Uninterrupted workflow,
business units and users
continue to work as usual
Metadata sits in the cloud;
content stays in the
source repository
Cloud-based platform,
no infrastructure costs,
reduces data storage and
back-up costs
All-in-One Tool
FileFacets Analytics
FileFacets Migration
 Content Analytics & Project Design
 Taxonomy Builder
 Content Classification including
Dynamic Clustering
 Pre-migration staging area
to view target state
 Metadata Extraction & Attribution
 Collaboration and approvals
within application
 Redundant, Obsolete, Trivial (ROT)
Processing & Deduplication
 Personally Identifiable Information
(PII) Processing
 Audit capability to
support Quality Control
 Capture from, and migration to,
multiple repositories
 Metadata in the cloud,
files move directly
from source to target
Methodology
Monitor
 Discover source content
from multiple sources
 Collect properties/
attributes of the files
 Consolidate many
different sources into
one view
 Reduce the project
to Business-Value
Content only
 Restructure Source
Content using Target
Staging Area
 Identify specific content
across all sources
 Apply additional
Metadata using
Inheritance and
Regular Expressions
 Exclude all ROT,
including duplicates
 Consolidate the Portal
into a single Migration
 Identify ROT for clean
up & removal
 Migrate to multiple
Destination
Repositories
 Identify PII for
appropriate handling
 Download live
Migration Reports
 Keep your shared
drives clean and
compliant
Methodology
 Collect properties from
source content across
multiple repositories
 Review your File Groups
based on extensions
 Select which groups to
scan
 Analyze both your file
Cluster Sets and
Duplicates
Methodology
 Search and Identify
specific files based on
extensions
 Reduce the project to
Business-Value Content
 Dispose of duplicate files
based on Oldest or
Newest
 Exclude all files that are
Out of Scope from the
move
Methodology
 Apply Metadata collected
from your source
repository to your Target
Tree
 Easily map groups of similar
files using Dynamic
Clustering
 Restructure Source Content
using the Target Staging
Area
Methodology
 Review a Pre-Migration
Report on the number of
files you plan to move
 Select the Repository you
wish to move the files into
 View the progress of your
move in real-time
 Download the Migration
Reports and Logs
Methodology
Monitor
 Group files together and
apply Personally
Identifiable Information
 Add your own Searched
for PII using Regular
Expression
 Flag files for Disposal
 Map groups of PII to
your Target Tree
Use Case – Asset Sale
Challenge:
Solution:
 Mining & Resource company
needed to identify and segregate
over 15 million files in preparation
for divestiture of one of their
worksites
 FileFacets scanned documents for
identify keywords, for the purpose
of attributing metadata
 Over 50% of files marked for
migration were deemed irrelevant
to the project and were stored
separately
 This type of project, done
manually, was deemed too labour
intensive, and left room for
human error
50% ROT ID &
Processed in hours
instead of weeks
Use Case – Data Migration
Challenge:
Solution:
 International Real Estate
organization employed an ECM,
but no one was using it
 FileFacets allowed the client to
capture and attribute metadata
through inheritance
 Day 1 forward usage of the ECM
relied heavily on legacy data,
triggering a ‘chicken and egg’
scenario
 FileFacets recognized compelling
content and attributes accordingly
 Needed to start using ECM
to prove ROI
 Multiple business units followed
suit upon hearing of the software's
capabilities
Uninterrupted productivity
during capture & migration
Use Case – Data Classification
Challenge:
Solution:
 Major Oil & Gas organization
required guidance over 7 projects
to improve the overall quality of
their organization’s data:
 Classification
 Metadata Attribution
 Scanning
 File Renaming
 ROT & Deduplication
Processing
 FileFacets employed semiautomated processes that handle
records efficiently for each project
 Provided an audit feature, which
was paramount to the client
 Employed techniques to autoattribute based on associated
metadata
Team collaboration &
time saved
Use Case – Continuous Ingest
Challenge:
Solution:
 A local government overrun by
incoming document requests,
permit submissions via email,
website, paper & document scans
 FileFacets enhanced the data ingest
process by identifying records that
include PII so they could be isolated
appropriately
 They have a requirement to
maintain & organize data – must
be retrievable to satisfy FOIP & IG
compliance
 Conducted ongoing weekly content
migrations from email and shared
drives staging area to ECM
PII processing &
continuous migration
Demo
Target Customers
Target Customers
Industries & Project Types
Influencers & Decision Makers
Who does FileFacets help?
 Organizations that, by nature, have a large
amount of data to manage
COMMERCIAL
FINANCIAL
HEALTHCARE
EDUCATION
 Need to meet regulatory compliance
 Companies moving ECM systems
 Multiple systems amalgamating into one
COMMUNICATIONS
TRANSPORTATION
ENERGY & UTILITY
GOVERNMENT
 Asset Sales, Merger or Acquisition
The same people in the same organizations
that you are already engaged with
MANUFACTURING
TECHNOLOGY
LEGAL
PUBLIC SAFETY
Who’s Buying?
The same people, with the same profiles, in the same organizations that you are already engaged with
Influencers
Decision Makers
 IT Managers
 Chief Executive Officer
 Records Managers
 Chief Financial Officer
 Project Managers
 Chief Information Officer
 IG Professionals
 Chief Technology Officer
Product Positioning & Pricing
Product Positioning & Pricing
Where FileFacets fits
Value-Add Positioning
Pricing
Objection Handling
Where and when
to introduce FileFacets
Using FileFacets as a
value-add for customers
SRP Pricing &
Service Bureau Model
Comebacks to client
concerns and objections
Where FileFacets fits
Legal
Industry
Information
Governance
 Pre-Ediscovery:
Early Data Assessment
 Helps organize data for good
compliance
 Searches multiple disparate
data sources
 Meets internal records
management policies or
external regulations
 Identify, collect, and analyze
content while documenting
work product decisions
 Regulated industries:
healthcare, oil & gas
Due Diligence
& PMI
 Asset sales & purchases
 Identify, prepare and extract
only the files that pertain to
particular assets for mergers,
acquisitions or asset sales.
 Post-Merger Integration:
merging the companies
content together
When & How FileFacets fits
1
Last 20% of sales cycle
 Client has shortlisted their
ECM, now defining
implementation process
 a tool to clean your data and
migrate into the
system you just chose
3
2
Sell as a Package
 Bundle FileFacets
with the ECM
 Bundle FileFacets with
your professional services
 Offer it as a service
Wrap it in services
 Use it as a sales tool
 Throw it in for “free”
 Value-add to get the
ECM deal closed
SRP Product Pricing
PRODUCT
FileFacets Analytics
 annual subscription
SUGGESTED
RETAIL PRICE
$15,000 annually/software agent
FileFacets Migration, with subscription
 pay per file
5¢ per file
FileFacets Migration, with subscription
 unlimited files
$5,000 / month
FileFacets Migration, without subscription
 Month to month, no Analytics
$5,000 / month
Taxonomy Wizard
$2,000
QuickStart Services (price to VAR)
 (10 hours client-side support)
$2,500
Service Bureau Pricing
 You are using the tool to provide content analysis and migration services for your client
 Performing the services in-house, client is not ‘buying’ a subscription
 Client project sits within your software tenant (your instance of FileFacets): one account, multiple projects
 Service bureau support, no end-customer support
 No SRP, billed to VAR, billed in arrears (turn it on as needed, no PO req’d, billed at the end of the month)
 No minimums, unlimited file count
$3750/month per agent (per project)
Project & Pricing Examples
Manufacturing
 USE CASE: Customer has 12 TB of data with a mix of
ROT, PII and records of business value in multiple
repositories. They would like to clean up the content,
secure the PII and migrate the RBVs into their ECM.
 FILE COUNT: ~12,000,000
 SOLUTION: FF Analytics with periodic migrations to
ECM as required
 COST: FF Analytics $15,000
FF Migrate ~$15,000 (3 months)
Small Financial Services
 USE CASE: Customer has just purchased their first ECM
and needs to migrate 1,000,000 files. Customer does
not need PII processing but could use ROT.
 FILE COUNT: 1,000,000
 SOLUTION OPTION 1:
FF Analytics to run ROT processing and reduce the file
count to 5000,000 and FF Migrate
FF Analytics $15,000 | FF Migrate ~$15,000 (3 mth)
 SOLUTION OPTION 2:
FF Migrate only and migrate all 1,000,000 files
FF Migrate $25,000 ($5,000 for 5 months)
Project & Pricing Examples
Small Finance Department
Large Enterprise
 USE CASE: Customer is moving from one ECM to
another without need for ROT, PII or reclassification.
 USE CASE: Customer needs to comply with PII policy
and regulations
 FILE COUNT: 150,000
 FILE COUNT: 250,000,000
 SOLUTION: FF Migrate
 SOLUTION :
Customer will need 4 software agents to meet
performance requirements
 COST: FF Migrate $5,000 (1 month)
 COST: FF Analytics $60,000 ($15,000 x 4 agents)
Positioning & Objection Handling
Messaging / Positioning
FileFacets provides sophisticated content analysis and intelligent content migration
in a highly automated and scalable SaaS-based solution.
FileFacets Analytics
Identifies and processes Redundant,
Obsolete, and Trivial data (ROT) as well
as Personally Identifiable Information
(PII), allowing businesses to find what
they have, keep what they need,
and protect sensitive data
accordingly.
FileFacets Migration
Automates the categorization of data,
the attribution of file metadata, and
enables organizations to quickly move
unstructured content from multiple
sources into Enterprise Content
Management systems (ECMs).
Why FileFacets?
What’s Out There
 Migration Module in ECM
 Third-party
data analysis tools
What We Do
 Democratization of Data,
everyone is a data scientist
 All-in-one platform for
Analytics & Migration
 Third-party
migration tools
 Disparate data sources,
multiple connectors
 Enterprise-grade,
High cost
 Enterprise-grade,
lightweight online tool,
affordable
Objection Handling
“I don’t want my files stored in the cloud”
FileFacets does not store any source files in the cloud.
 FileFacets is a hybrid-cloud SaaS application
 There is client utility downloaded to your system (think Google Drive)
 Source content stays in the repositories
 It’s the file metadata that sits in the cloud
 All source content remains secure in the source repository
 Only users who have permission to access the shared drives can access – FF cannot
Objection Handling
“I don’t need my data cleaned, I just need it moved”
Not a good idea. Garbage out is garbage in.
 Migration will take less time if you’re not carrying over files you don’t need
 Take the time to dedupe, organize, attribute metadata now rather than waiting until
your data is in your new ECM
 FileFacets can still do it, but it’s much easier for the organization before the migration
 Increases user adoption of new ECM
 Demonstrated ROI of ECM investment
Objection Handling
“I’m going to start using my new ECM on Day 1, I’ll just move things over later”
Not a good idea.
 Your short term solution turns into a long term solution that’s hard to get out of
 People are people – they will continue to use what they know and therefore work in two
different systems. Best thing: clean and move data into ECM with all clean migrated data
from Day 1.
 FileFacets allows users to work as usual in the source repositories as the metadata
tagging and migration processes are taking place across multiple projects –
uninterrupted workflow
 Increases user adoption of new ECM / Demonstrated ROI of ECM investment
Objection Handling
“My ECM already has a migration tool”
Yes, it most likely does.
 Most ECMs have a bulk uploader tool to get data into their system
 Most ECMs do not have a migration staging area – it’s “lift and shift”
 Cleaning and organizing your data before migration into a new system will ensure:
 You only keep the data you need
 Your metadata is tagged correctly for your new system
 Your organization gets started using their ECM on the right foot
Objection Handling
“My organization doesn’t have any duplicate files”
Yes. Yes, you do.
 FileFacets scans all shared drives of multiple users
 FileFacets deduplication average can be as high as 50-60%
 We will find the dupes
Objection Handling
“I just need to migrate content. I don’t need Analytics for a whole year.”
You may not, but you got it.
 Annual subscription allows users to work at their own pace, capturing repositories
and processing content without pressure to “hurry up and migrate”
 Process ROT and PII before you migrate
 Migrate content when and how you need to
 Process ROT and PII after you migrate into your new ECM to ensure your newly
migrated data stays clean and compliant
Sales Process & Sales Tools
Sales Process
 You have a team behind you to ensure your success
Regional VP Sales
Customer Success Manager
 Your main point of contact
 Bring together the resources needed for
client meetings and opportunities
 Technical contact
 Demos, technical functionality, deep dives
into product with tech teams
Sales Process
Sign
Agreement
Get
Sales Support
Register
a Deal
Get
Demo Support
Customer
Onboarding
Register a Deal
 Starts the Process
 Shares information about the Deal
 Books sales and technical resources
needed to support you and your client
1) Go to www.FileFacets.com
2) Partner Program  Register a Deal
3) Complete the Form
Register a Deal
 Who is the Client?
 What is the project?
 Estimated project start date?
 What ECMs are they using?
 How many files are they migrating?
 Do you need Sales Support?
 Do you need Demo support?
Your Regional VP Sales will contact you
Sales Tools & Collateral
 Brochures
 Product Datasheets
 Case Studies
 Whitepapers
 Webinars
 Demos
Brochures
Case Studies
Whitepapers
Partner Resources
 Sales training presentations
 End-customer sales presentation
 Quoting tools
 Revenue Forecasting tool
 EULA
 Product training resources
 Product User Guide
www.filefacets.com/partner-resources
End-Customer Quoting Tool
End-Customer Quoting Tool
Revenue Forecasting Tool
Revenue Forecasting Tool
End-User License Agreement
 Agreement is between you and your client
 The customer relationship is yours
 FileFacets Terms of Service Agreement
 VAR issues FileFacets a PO
 FileFacets provision the
end customer database
 FileFacets will invoice VAR
Customer Onboarding
Customer Onboarding
 When Sales passes the account off a Customer Success program is initiated.
 The program ensures that the project is successful.
 Access to Customer Success Team is open for the duration of the project.
Handoff to Operations
• Customer Success
Manager assigned
• Intro to CusSuc &
TechSupport email
sent to stakeholders
db provisioned
• Credentials generated
• Credentials
distributed
• End user training
validated
Project initiated
• Email dist lists setup
• Email to Stakeholders
detailing full process +
access to Knowledge
Base & tools &
Change Mgment
Taxonomy review
• Review clustering
taxonomy & structure
• Access to Knowledge
Base & other tools
reinforced
If ECM – 1st migration
• Audit
• Access to Knowledge
Base & other tools
reinforced
360⁰ review
• Customer Success
Manager to Your
Account Manager
and/or Client
• Customer Survey
Partner Training
SALES TEAM TRAINING
PRODUCT TRAINING
Sales Team, Sales Engineers
Sales Engineers
Q&A