Lexmark 2010 Annual Report Download - page 17

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workflow steps, validate data accuracy, support application transactions and more. The eForms
component was enhanced, based on requests from large global companies using the product, to
include drag-and-drop forms designed for business users to create simple forms. In addition, the
capability to easily publish a form to any website or portal and attach associated content to the form
was added.
Solutions
Designed from Perceptive Software’s ECM technology, including the ImageNow document management,
document imaging and workflow suite, Perceptive Software offers industry specific solutions of varying
levels of functionality and sophistication across target industries — healthcare, higher education,
government, and financial services — as well as select back office functions — accounting, human
resources, contracts, and records. These solutions are comprised of select products, best practice
templates, and industry specific deployment methodologies that account for the unique differences
deploying across industries. These solutions are documented and present various levels of automation
based on the needs of the specific customer according to the cost, schedule, and scope of their respective
projects.
In 2010, a number of these solutions were enhanced with some specific emphasis on the Healthcare
clinical market segment specifically related to helping manage the Electronic Medical Records (EMR) and
the corresponding patient chart review processes. Integrations with leading EMR providers were also
enhanced in 2010.
• Marketing and Distribution — Perceptive Software
Perceptive Software uses a direct to market sales and broad lead generation approach, employing internal
sales and marketing teams that are segmented by industry sector — specifically healthcare, education,
public sector/government, and cross industry, which includes areas such as retail, financial services and
insurance. With its North American sales force headquartered in Shawnee, Kansas, Perceptive Software
also has international business offices in Switzerland, the United Kingdom, France, Germany and the
Netherlands. Perceptive Software also offers a direct channel partner program that allows authorized third-
party resellers to market and sell Perceptive Software products and solutions to a distributed market.
Perceptive Software offers to license its ECM products and solutions in a variety of ways. The traditional
method is to offer licenses perpetually, with customers paying up front for the software/solution and then
paying for on-going maintenance and support services, generally on an annual basis. This traditional
model can be hosted by the customer or Perceptive Software.
Perceptive Software also offers its software and solutions under a Software as a Service (“SaaS”) model
where customers pay on a subscription basis. Such payments can be made quarterly or annually. Under
the SaaS business model, Perceptive Software generally manages and operates the system and
associated infrastructure in its secure data center. The SaaS option enables customers to maintain
focus on their business and customers, not ECM software support and infrastructure. Finally, customers
may also subscribe to Perceptive Software product and solution licenses on a recurring basis (quarterly or
annually) with customers managing and operating the system and associated infrastructure on the
customer’s premises.
• Competition — Perceptive Software
Perceptive Software has grown into a leading developer of ECM products and solutions. Perceptive
Software takes an organic approach to product development and an end-to-end approach to content
management solutions. With its Content in ContextTM methodology, Perceptive Software offers the
flexibility and scalability to automate the entire lifecycle of any document and elevate the value of an
organization’s transactional content that drives their business forward. Perceptive Software’s principal
method of competition is to provide specific industry/sector and back office process solutions, utilizing its
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