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through a process, calculate performance measures, visualize bottlenecks, and view the process both
from an activity perspective as well as a social network to see how people interact during a process.
The capabilities of ReflectOne are a significant competitive differentiator for Perceptive Software.
• 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, Australia, Brazil, 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, BPM, and DOM 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 centers, allowing the customer to maintain
focus on their business and customers. The SaaS option offers the benefit of lower initial cost to the
customer and enables them to take advantage of newly available features quickly and easily. 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 is a leading developer of ECM, BPM, and DOM products and solutions.
Perceptive Software takes an end-to-end approach to content and business process management
solutions. With its Content in Context™ methodology, Perceptive Software offers the flexibility and
scalability to automate virtually any business process and manage the entire lifecycle of any content
elevating the value of an organization’s transactional content that propels their business forward.
Perceptive Software’s principal method of competition is to provide specific industry/sector and back
office process solutions, combining its ECM, BPM, and DOM software platform and products that have
the ability to be quickly and easily configured and integrated with a large number of business
applications. The market for Perceptive Software’s products is highly competitive, and the Company’s
management expects competition will continue to intensify as the ECM and BPM markets mature.
Perceptive Software competes with a large number of ECM providers, including document
management and web content management businesses, as well as companies that focus on document
imaging and workflow. Competitors in the ECM market space include larger competitors such as
EMC’s Documentum, OpenText, and IBM’s FileNet, as well as various smaller competitors, such as
Hyland. Perceptive Software competes with a number of BPM competitors including Appian, Cordys,
IBM, Kofax, OpenText and Pegasystems.
• Backlog — Perceptive Software
At December 31, 2011, Perceptive Software had a backlog of software license, maintenance, and
professional services agreements with customers in the normal course of its business, all of which is
expected to be recognized as revenue in 2012. The dollar amount of Perceptive Software backlog is
not material to the Company’s overall business.
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