1. CMIS PARTNER SERVICES CMIS TC Meeting, Jan 23, 2012 Karsten Eberding www.cmis-solutions.com karsten@eberding.eu

2. Karsten Eberding Education in Electronics and Software Engineering Started with Software Development on Unix, VMS, etc. With Documentum/EMC since 1997, 10 years in partner management Large global SI‘s Small and mid-sized solution providers In Germany and internationally Focus on Solution Selling EMC provides the ECM plattform Solution partners and SI‘s bring in the domain expertise and build the solution that solves customer specific problems Independent since mid 2011 Focus in CMIS, member of the CMIS TC since Dec 2011 CMIS Solutions Catalog at www.cmis-solutions.comwww.cmis-solutions.com Additional services for ECM sales and marketing and CMIS

3. CMIS Solutions Space Complexity, Business Logic Unstructured Content Structured Data Case Management Web PublishingTech Doc CRM ERP Email Database Apps BPM PortalOffice Apps Shared Spaces Browser / Viewer PLM Records Management Core ECM Systems CMIS Best Fit CMIS with proprietary extensions CMIS Expands the Solutions Space for ECM Systems

4. Solution Vendor / Customer Perspective CMIS interoperability is great, but a few questions remain: Solution Vendor Perspective: How to develop for different repositories? How to test and validate against different CMIS providers? How to work with each provider (specific sales situations, customer support questions) Customer Perspective: Has my combination been tested and validated ? Will the different vendors work together in case of problems ? Who provides support for the whole solution ? Some relationship is required between vendors Wider CMIS adoption depends on active participation from many vendors to support many different combinations

5. CMIS changes nature of partnerships Traditional ECM Partnerships: low number, highly focused Solution partner needs intensive training and strong experience in platform technology Solution partner often acts as reseller for the platform, customers want to buy from one vendor responsible for whole solution Solution partner is focused on one or few platform technologies Partnerships based on CMIS: many more, less focused Almost no platform specific training or experience required Reselling less likely, customer is free to select platform and solution independent of each other, assuming interoperability by CMIS Vendors are expected to suport many different CMIS compliant platforms and solutions

6. Challenge of Scale Exponential growth in number of possible relationships cmis-solutions.com 2-step model allows for scale and ease of business Similar to a distribution model Direct relationships continue where they make sense

7. CMIS Partner Management Services Manage CMIS relationships Make the CMIS provider software available in the cloud for testing, development, sales (NFR, non-production) Sharing of best practices, issues and solutions for CMIS Feedback into CMIS TC and to vendors Presentation in the Online CMIS Solution Catalog Optional, individually agreed sales and marketing campaigns Future: additional CMIS test and validation services, certification program, customer support programs

8. CMIS Software in the Cloud 2 Alternatives Run in the cloud of the vendor Run in own cloud environment (Amazon EC2) POC at www.cmis-solutions.com/cmis-provider, password „cmis“www.cmis-solutions.com/cmis-provider Common management and access points, one view to access all repositories Solution specific settings for optimal CMIS usage User management Type definitions Security settings Centralized issue tracking for all platforms / solutions Shared cost model for access through clients (target: € 1,000 / repository / year, higher for larger instances) Sponsorships by ECM vendors are welcome !

9. CMIS Solution Catalog End user friendly presentation of testing results Which solutions and repositories exist Which solutions have been tested / validated with which repositoroies Already online at http://www.cmis-solutions.comhttp://www.cmis-solutions.com Content should come from each vendor

10. Benefits for CMIS Vendors More solution / platform combinations Scaleable for many more vendors Permanent „Plug-Fest“ Easy access to a significant number of ECM platforms for development, testing and customer support Immediate support for new platforms and releases Reduced cost / effort for in-house partner management Expanded partner eco system and market reach Incremental revenue opportunities Increased pipeline through targeted sales and marketing campaigns

11. What I ask the CMIS TC for FEEDBACK: Is it useful ? Anything missing, additional ideas ? SUPPORT Identify decision makers in your organization Help me to get your organization signed up PROMOTE Lead interested vendors to me Participate in the CMIS Solutions Catalog TIMESCALE: Q1: sign-up repository vendors Q1/Q2: sign-up first solution vendors

12. THANK YOU Karsten Eberding www.cmis-solutions.com karsten@eberding.eu