options · web viewin customer cloud, there’s hosting flexibility with azure, aws, etc. and...

Cloud ReadinessOptions

On-Premise SubscriptionILINX solution sits in the customer’s on-premise environment. They pay a subscription fee (monthly, quarterly, annually). Even though this is technically on-premise, it can be a stepping stone to get them thinking about operational funding and a path forward to the cloud.

Customer’s CloudILINX solution sists in the customer’s internal preferred cloud. Customer’s cloud can be AWS, Azure, Rackspace, etc. ImageSource doesn’t care which provider is used. Customer can leverage cost-saving benefits of utilizing cloud infrastructure and potential certifications (ex. CJIS).

Customer’s Cloud with Managed ServicesILINX solution sists in the customer’s internal preferred cloud. ImageSource manages the solution health and maintenances, updates and upgrades, etc.

Software as a Services (SaaS)ImageSource supports entire ILINX solution in Microsoft Azure (Government or Commercial) and supports the entire platform, including software, servers, databases, along with all services related to system health and maintenance.

Key Differentiators and Benefits

Secure and ScalableILINX platform certified and secure, strategically supporting client deployments in both private and multi-tenant deployment models. ImageSource has SOC2 compliance and leverages Microsoft Azure for SaaS hosting (inherit Microsoft certifications like CJIS, FedRAMP, HIPAA, etc.). Scale solutions up or down depending on need and volumes.

Flexible Deployment ModelsImageSource assists customer partners with selecting the best fit deployment & services models to support current and future business objectives. The ILINX Product Suite is proven across all deployment models (Private Cloud, Public Cloud, Hybrid model) and Service Models (SaaS, PaaS, on premise).In customer cloud, there’s hosting flexibility with Azure, AWS, etc. and government and commercial options are both available.ImageSource assists customer partners with selecting the best fit deployment & services models to support current and future business objectives.

Risk MitigationUnexpected ‘work from home’ plans have increased liability and significantly impacted productivity. ILINX Data Loss Prevention (DLP) (independent of deployment model) provides automated & integrated control, oversight, and governance for client sensitive data.

OpX FundingFlexible costing spread out over a period of time allows for use of operational money and to spread out costs over time. CapX purchases can be larger in nature, and spreading out payments (ex. monthly or quarterly) allows solutions to be paid over time.

MANUFACTURERS OF ILINX | COPYRIGHT © 2018 BY IMAGESOURCE, INC

Use Internal IT Resources TactfullyManaged Services can provide an extension of IT resources. Free up high-value employees for mission-critical priorities and requirements leveraging proactive system/solution monitoring, configuration and/or updates and upgrades.

Knowledge & ExperienceImageSource has expertise to assist in recommendations for the best platform model for organizations now and in the future. ImageSource has experience in migrations, technology platforms, infrastructure options, and approaches to seamlessly get organizations from a current/AS IS state to a future/TO BE desired state.

Move in PhasesCan take existing customer partners from on-premise implementation to an internal customer cloud solution and full migration or full SaaS solution. Existing on-premise implementations can be migrated to the cloud.

Support Work-from-Home and Remote WorkCOVID-19 has forced workers to go remote. Cloud solutions have allowed for rapid changes to existing solutions. For example, VITAS Healthcare’s remote workforce needed 2,300 additional care provider mobile devices configured and deployed to support remote healthcare providers nationwide. Solution was implemented in less than four business days.

Qualifications

Customers Personas Use Cases Qualifying Questions

Target Organizations: Organizations that want to

leverage OpX vs. CapX.

Organizations that have cloud initiatives or want to start evaluating a cloud move.

Organizations that spend a large amount of time on system health, maintenance or pay a large amount for infrastructure.

Organizations that have large project backlogs.

Organizations that are behind on upgrades due to lack of resources, lack of capital funding and/or lack of time.

Target Titles: CIO/CTO Director of IT Business Owners/Directors Application Managers System Administrator

Out of compliance (CJIS, HIPAA, etc.) High-value resources doing system

health and maintenance Organizations that have an internal

cloud available Organizations that want to leverage

certifications available by utilizing a cloud environment (ex. CJIS, FedRAMP, etc.)

Organizations that want to start their move to the cloud – maybe doing it in baby steps

Organizations that need the ability to scale up/down

Current or new customer partners

Is it easier to leverage OpX or CapX? Do you have high-value resources

working on system health and maintenance?

Does the organization have a disaster/recovery plan in place today?

Do you have a cloud strategy today? If so, what is the timeline?

Does the organization have an internal cloud available for use?

Do you want to offload the system health and maintenance?

Do you want to offload the update and upgrade process (servers and applications)?

Would a subscription/monthly payment/quarterly payment be easier than an annual software assurance payment and initial capital investment?

Do you have a Data Loss Prevention strategy in place today?

MANUFACTURERS OF ILINX | COPYRIGHT © 2020 BY IMAGESOURCE, INC. | FEBRUARY 14, 2013

Current Customer Use Cases

Company Use Case

VITAS Healthcare VITAS Healthcare is a nationwide healthcare provider, operating 24 x 7 x 365. The /VITAS-ILINX SaaS solution leverages ILINX Capture, ILINX Mobile, ILINX Workflow to securely collect, process, validate, and route for storage 250,000 patient medical records monthly, from 8,000+ doctors and nurses located throughout the United States. The ILINX SaaS solution integrates with VITAS on premise line of business application for validation. ILINX Workflow is deployed for business rule conformance and exception-based processing.

VITAS Healthcare, leveraging ImageSource Managed Services has spent zero (0) hours over maintaining the ILINX solution.

Board of Accountancy Board of Accountancy is a Washington State agency that was operating in paper. They had their executives searching through boxes trying to find information when records requests or requests for information would come in. Their CIO recognized this was a huge issue and that executives should not be searching for content. They realized that a content management solution was necessary but didn’t want to have another application, set of servers and additional databases to manage. This was the impetus for engaging with ImageSource in a Software as a Service model. ImageSource handles everything for the agency – they simply log into their solution.

King County, Washington King County is the largest county in Washington State. The County has been an ImageSource customer partner since the early 2000s. The County had an on-premise implementation of ILINX, and wanted to look at SaaS. At the time, the model was too cost-prohibitive for what they had budgeted, but they wanted to leverage the cloud for their solution. The County decided to move the solution to their internal Azure Government cloud but leverage ImageSource for Managed Services. This way, they could take the burden off their one Development FTE who was managing the system and have him doing other high-value Development projects and tasks. ImageSource handles all the system maintenance, upgrades and updates. The new model was kicked off with a full migration and upgrade that took approximately two months to complete.

City of Redmond, Washington The City of Redmond had been an ImageSource customer partner since the late 2000s. The City’s Police Department had recently gone through an audit with Washington State Patrol and was found to be out of compliance with CJIS. Redmond reached out to ImageSource about solutions and decided to engage in an ECMECOSYSTEM® engagement to map to a desired state. It was determined that ILINX would meet the needs of the City, and they evaluated both an on-premise ILINX implementation and a full SaaS. They determined that they could pay for the solution in a SaaS model out of the operating budget and that not having to manage the system was the best approach for them.

Colorado Dept. of Human Services, Office of Early Childhood

The Office of Early Childhood was using an older version of ILINX, and was out of compliance with the types of documents that were being run through the system. These documents needed to be in a more secure environment. The Office of Information Technology at the state decided


that it was best to move the solution to the state’s AWS environment. In addition to the move, the division was on a very old version of ILINX, so the upgrade and move projects are being combined into one engagement and executed at the same time. OEC can leverage the state’s internal cloud and the benefits of the security and scalability.

Quinault Indian Nation Quinault Indian Nation needed to own and maintain their data. Moving to a new platform as a subscription gave them flexibility to make adjustments with minimal complications. The monthly payment makes this OpX expense tolerable and allows them to access a different type of funding (in this case indirect funds) and be reimbursed by government programs. Additionally, this model allows them to use their existing, on-premise infrastructure.

State of North Dakota State of North Dakota currently has an on-premise solution for their ILINX Capture and ILINX Email Import solution. However, when they determined that they wanted to add eForms to the mix, they thought a subscription on-premise was more palatable. Software and Software Assurance are rolled into an annual payment.

Cloud Model Options

Provider Solution

ImageSource On Premise Subscription – solution sits in the customer’s on-premise environment (but can act as a stepping stone to get to the cloud)

ImageSource Customer’s Cloud – solution sits in the customer’s internal cloud (hosting provider agnostic)

ImageSource Customer’s Cloud with Managed Services – solution sits in the customer’s internal cloud (hosting provider agnostic) with ImageSource supporting the health and maintenance of the solution through managed services

ImageSource Software as a Services (SaaS) – ImageSource hosts the entire solution including software, servers, and databases, along with all services related to the system health and maintenance. Solution is in the Microsoft Azure Government Cloud.


Sales Targets

Who? What? How much?

C-Level Executive – CIO/CFO/CCO Forecastable operational budget (OpX)

Focus IT staff on strategic business initiatives

Risk adverse - Compliance, Governance, Data Loss Protection

Scalable environments, flexibility to grow/contract with business

Cost center/charge backs Managed Services lower operational

labor costs Tools/technology to securely and

swiftly migrate data currently stored on premise to the cloud

Flexible to fit needs (multi-year terms available)

Migration to their hosting provider/infrastructure, ImageSource site, subscription, multi-tenant (charge back options)

Director (Business) Cost and speed to market In certain models can rely on

ImageSource to get solution going quickly – without need for internal IT

Flexible to fit needs (multi-year terms available)

Director (IT) Non-invasive solution upgrades Security, DLP, and sever compliance Re-purpose budget/resources to

support strategic business initiatives (eliminate project backlogs)

Elevator Pitches

Elevator Pitch (Current Customer) Elevator Pitch (Non-Customer)

Hi XXX. We are having a lot of conversations with our customer partners about their “cloud first” initiatives. I know this is something we've also discussed, and I wanted to share some flexible options. We've implemented solutions like Software as a Service where we take care of everything and free up your staff to deal with other top priorities. Another option if you're not ready to make the full shift to SaaS would be a hybrid model where certain processes are migrated and others remain on-premise. In any model, we can look at how to spread out costs over time to allow for OpX spending vs. CapX. Could we set up a time to discuss this in far more detail?

I work for ImageSource and we focus on business process automation. We provide solutions through traditional on-premise models, but we're finding that many people are looking at leveraging the cloud. In your day-to-day work life, are there processes that could be improved where you have high-value and highly compensated individuals doing tasks that could be offloaded to allow them to move to other critical projects? If so, perhaps we should talk further?


Phone Scripts

Sales Scripts

CIO Script Hi XXXX

This is Kristina Linehan with ImageSource and we spoke earlier about your strategic initiative to move as many applications, processes and solutions to the cloud as possible. I know that you were struggling with where to begin and what options were available, so I wanted to see if you had some time to discuss this further with me today?

(Pause and wait for confirmation)

(If they say, no then ask “Can I give you a call back? I’m fairly open the rest of this week or next”)

(If they say yes…)

Thank you.

I know I shared that we have many flexible options, including on-premise subscriptions, customer cloud (with or without managed services), full SaaS in ImageSource’s cloud, or even the possibility of a hybrid model. We work with a variety of different organizations in each of these types of models. Locally, we have on-premise subscription solutions with the Quinault Indian Nation, we manage King County’s solution in their government cloud through managed services, and we have full SaaS solutions with customer partners such as City of Redmond, Board of Accountancy, and VITAS Healthcare.

I was hoping to hear more about your cloud initiatives, and if there isn’t one in place, I’d be happy to share more about the different options we can provide in cost-effective, risk-adverse steps. Additionally, I can share more about some of these customer stories with you and discuss benefits garnered. Could we set up a 30-minute meeting via video Webex and continue this conversation?

(Set something up with my assistant)

Thank you very much for your time today, and I’m looking forward to a further conversation.

Gatekeeper Script

Hi this is Kristina Linehan with ImageSource here in Olympia will you please connect me with XXXXX?

(What’s this in regard to?)

I’m reaching out to XXXX regarding his/her “cloud first” initiative. We have numerous other customer partners who have already moved their solutions into a cloud environment, and I wanted to ensure I shared our flexible options with XXX. I got XXXXX name from XXXXX as the person to speak with about this. If XXX is not available, may I have his/her voicemail?

Voicemail Script

Hi XXXXXThis is Kristina Linehan and we spoke recently about your “cloud first” initiative for XXXX organization. As many organizations are looking to move to the cloud, we are discussing the various flexible options we have and working with organizations to begin the planning and transition forward. Our goal is to help you


reallocate critical, high-value employees to other priority tasks and projects, while we offload the day-to-day maintenance and operations of your solution to the ImageSource team. As we briefly discussed, there are numerous models we can explore.

I’d like to schedule a meeting with you to discuss this further and see if ImageSource can help you meet the goals and objectives that you’ve outlined in your “cloud first” initiative. Again, this is Kristina Linehan and my phone number is 360.943.9273. Have a great day.

Additional Introduction

Hello XXX, this is Kristina Linehan with ImageSource, and the reason for my call today is to follow-up regarding the conversation we had around your “Cloud First” initiative for XXX agency.

ImageSource has worked with numerous organizations and have helped our customer partners reallocate high-value resources to other priority initiatives while offloading the system’s health and maintenance on to ImageSource. This ultimately allows these key employees to work on more critical priorities.

On the surface, your organization is very similar to the Board of Accountancy. They didn’t want to manage another solution and more infrastructure, and their executives were spending time searching for content in paper files. We were able to leverage the NASPO Cloud Solutions contract, and I would like to explore the possibilities of accomplishing something similar with you.

VITO Letter

Hi XXXXXX,

If XXXX is like many of our customer partners, “Cloud First” is a mantra that has been adopted across the enterprise. Many organizations are looking to move away from on-premise implementations and start planning for how these processes and applications can and will be moved into a cloud infrastructure.

Working with other entities like King County, VITAS Healthcare, City of Redmond, the Quinault Indian Nation, and the Washington State Board of Accountancy, ImageSource has identified several options when determining how to start navigating a move to the cloud and identify a best path forward. Cloud solutions have proven to allow for reduced risk, reallocation of high-value resources to other areas, and lower overall operating costs in predictable models.

Some options include: On-Premise Subscription – solution sits in the customer’s on-premise environment (but can act as a stepping

stone to get to the cloud) Customer’s Cloud – solution sits in the customer’s internal cloud (hosting provider agnostic) Customer’s Cloud with Managed Services – solution sits in the customer’s internal cloud (hosting provider

agnostic) with ImageSource supporting the health and maintenance of the solution through managed services Software as a Service – ImageSource supports the entire platform including software, servers and databases,

along with all services related to the system health and maintenance

I’d like to set up a brief meeting to learn more about how the organization is addressing a cloud strategy and see if there may be an opportunity to work together on a strategic vision. I’ll reach out to you next week to set up a time to discuss further.

Thank you,

XXXXXAccount ExecutiveImageSource Inc.


P: (360) 943-9273E: XXXXXXX

Blog Post

What the Cloud!?! - What’s your Strategy?

If you are like the rest of the world, then you are experiencing a buzz around going to the Cloud. Several organiztions have a “cloud first” initiative that they are working on, but why? Although some may think the cloud is a passing phase or a buzz word, we assure you, it is here to stay.

Cloud simply put, identifies where your data will be stored. Depending on how you go about this and how your solution is mananged, your information combined with the correct software platform and deployment model could ensure you become the office hero!

So what are your options?

On-Premise Subscription – solution resides at your location and on your hardware (but can act as a stepping stone to get to the cloud)

Customer’s Cloud – solution sits in the customer’s internal cloud (hosting provider agnostic)

Customer’s Cloud with Managed Services – solution sits in the customer’s internal cloud (hosting provider agnostic) with ImageSource supporting the solution through managed services

Software as a Service – ImageSource supports the entire platform including software, servers and databases

The most import advice I can share with you, is to select a partner that will collaborate with you and help you create your vision and bring it to life and not just deliver a one size fits all solution. You don’t know any providers like this? Well the universe has brought you to this brief blog for a reason. Reach out to us to discuss your business needs and cloud options!

Let the journey begin!


mailto:[email protected]

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