Global partner

business update 2023

AGENDA
90 Minutes
Our vision Antti Nivala

Business update Bob Pritchard

Product update Mika Turunen / Antti Kujala

Partner Marketing Update Sebastiaan Crebolder

Partner Program update Johanna Juhola

Q&A
OUR VISION
ANTTI NIVALA
M-FILES
POSITIONING
Knowledge Work
Automation
The Leading
Knowledge Work Automation Platform
BUSINESS UPDATE
BOB PRITCHARD
2023 BUSINESS UPDATE

We help knowledge
workers to work smarter!

PARTNER DRIVEN
aRR over €35M
21% YOY GROWTH
NEW CUSTOMERs THROUGH
PARTNERS in 2023 Q1-Q3
EMEA AMERICAS

269 86
APAC

52
NEW PARTNERS in 2023 Q1-Q3
EMEA AMERICAS

11 12
APAC

2
BUSINESS FIGURES 2023 Q1-Q3

EMEA APAC
TOP 15 resellers: TOP 15 resellers:
Churn 4.2%, Net Retention 113 Churn 4.2%, Net Retention 113%
18% Pipeline Growth YOY ARR Growth 29%

AMERICAS ALLIANCES
TOP 15 resellers: Continued progress and investment in
Churn 5.8%, Net Retention 111% Microsoft relationship
• Azure Marketplace
Rolling out 2025 Partner Planning Meetings
• M-Files will be M365 Co-Pilot compatible
Status Update
01 03
Improve ISR Responses Build Pipeline
• 10 Days Average ISR Case Age ( ↆ 280% )
Tactical • Increased MDF Allocation
• Expanded Partner Marketing Team
priorities For • (4%) Y-on-Y Partner Pipeline

Your success
02 04
Pre- and Post-Sales Ment!
Enablement & Support
• Jussi Sinkkonen, Sr. Dir. Global Partner Support • €50k Partner Pipeline for 2023
• 26 certified Ment partner persons
13
3rd party Validation
Results From the 2023 Forrester total economic impact™ study on M-Files
https://media.m-files.com/forrester-tei-study-m-files-2023

Increasing productivity Driving success

70%
294%
Charles River was at a technology crossroads
and needed an upgraded document
Better workflow efficiency management solution to support their growth
trajectory. They were seeking a solution

65% that would drive consistency and efficiency

organization-wide and integrate seamlessly

ROI
with current systems. Most importantly, it had
Faster filing of documents to support faster delivery of client reports
with minimal operational impact. M-Files

50%
Improvement in searching
outperformed the competition in CRL’s
calculations on time savings for priority
tasks and overall cost savings.

for information and

From A Forrester Total Economic Impact™ Study
Commissioned by M-Files document creation
August 2023
PRICING UPDATES

01 2019 Pricing End-of-Life 02 2024 Pricing Update

• Since January 2023 the 2019 Online • M-Files intends to increase Partner list
Edition Price List has only allowed for prices by 5% from April 1st, 2024.
existing customers to purchase • Direct customers effective January 1st,
additional licenses from this Price List. 2024.
• Today we are announcing the • Updated price lists and information
intention to end the use of this price will be made available in the early
list completely on 31st December Q4-2024 timeframe.
2024.
• All customers on this price list will be
migrated, with a program to support
a disruption-free transition, to the
current Platform Price List, at their
renewal date or an agreed date
before the end of 2024.

15
PRICING UPDATES

01 Ment 50% Discount for upsells and bundles in Q4

A. Upsell Ment to existing M-Files customers

B. Bundle Ment with M-Files on a new customer sale

Terms
1. Minimum deal size is 4,800 $/€/£
2. 50% discount off the Ment volume discount price (Ment only)
3. Ment discount based on the number of Ment users
4. Standard discounts apply to M-Files
5. Promotion valid for recognizable ARR Bookings by M-Files through December 31, 2023

16
Place:
MELIA CASTILLA
MADRID
SPAIN
MAY 14th to 17th
Q4 Partner Sales Incentives
3 Ways to win Free Passes to IMPACT 2024 in Madrid*

1 Upgrade to business edition 2 Q4 total sales 2 Large Deals

Close an upgrade
to Business Generate 75,000 Close a 70,000+
Edition 15,000+ in total ARR (net ARR deal (net to
ARR (net to M- to M-Files) in Q4 M-Files) in Q4
Files) in Q4

* Maximum 2 Passes per Partner

PRODUCT UPDATE
MIKA TURUNEN
ANTTI KUJALA
Introducing matti koljonen
vp of cloud

Cloud functions focus is to make sure the partners

and customers get what they need out of the cloud
platform and self-service capabilities.

We are looking forward to meeting all of you in

Madrid, Spain.
Status update on cloud

activities Classic cloud to new cloud migrations

• User Research Panel is also used for Cloud activities • Over 65% of partner migrations are completed.
when building technical solutions and enablers. • We are aiming to clear it by June '24 🚀
• We are starting our work on M-Files OpenTelemetry • We are working on this together and appreciate all
initiative and are reaching out through the program. the help we are getting.
• Self-service capabilities are being moved forward to
help you to be able to manage your own
environments in New Cloud, step-by-step.
 I AM
IN CONTROL
My m-files I CAN REACH
KNOWS ME OTHERs

I FEEL I WORK
SAFE SMARTER

1 of 3 applications
users open daily
 PERSONAL

PRODUCT THEMES
COLLABORATIVE

Enterprise ready
Summarizing last 10 months of value deliveries
personal
• M-Files Desktop Redesign
• New React Based Metadata Card For New M-
Files Web
• M-Files Web Companion App
• Docusign Oauth Support
• Smart Search Language Analysis
• Search Result Sorting Across Pages
• M-Files Mobile (iOS) Redesign, with Updated
Functionality
collaborative
• Universal Links
• M-Files For Outlook
• M-Files For Teams 2.0
• M-Files For Adobe Acrobat Sign
• M-Files For Google Workspace 2022 Update
• Co-authoring for M-Files Web
• Multi-server Mode for Connectors
• CK Object Creator Improvements
• Hubshare Improvements
Enterprise ready
• Server And Vault App License Automation
(Internal Alpha)
• Improved M-Files Account Creation
• Self-service Improvements For M-Files
Manage
• Full Control Of Vault Via M-Files Manage
• User provisioning from Azure AD via M-Files
Manage
 PERSONAL

Q3'23 COLLABORATIVE

Enterprise ready
permissions
History &
activity feed
M-Files for
outlook v1.2
M-Files for teams
Mobile qr code login
Manage insights
Hubshare
improvements
User
research
panel
 PERSONAL

Q4'23- COLLABORATIVE

Q1'24
Enterprise ready
Visitor links
View creation
Advanced search
hubshare
continues to get
stronger
Design system 2.0: One m-files
M-Files aino
m-files aino
m-files aino
m-files aino
PARTNER MARKETING
UPDATE
SEBASTIAAN CREBOLDER
APAC vietnam

46
Greece

Energy & cost saving event

• Strategic Alliance partner Konica Minolta

• Multichannel campaign
• Very well attended
• Customer guest speakers

47
Switzerland

graphax "digital no 6" event

• Exclusive location close to the Zürichsee

• More than 100 customers and prospects
• Dedicated M-Files workshop
• Extensive online and social media activities
• Comprehensive PR support

48
switzerland

SWISS IT-Forum(s)

• Most important IT fair in the Romandy

• M-Files partners Tessi and Neurones as co-sponsors
• Fantastic M-Files presentation on stage
• M-Files "EMEA Partner of the Year" Tebicom with own booth
• More than 2,000 visitors joined the congress fair

49
The netherlands

PCI Inspire 2023

• Two venues, Haaksbergen and Lijnden

• Hundreds of attendees
• Multitude of vendors and stands

50
Republic of ireland

Convergent "Grow with the flow."

• Events in Cork and Dublin

• Excellent cross media Marketing and PR support
• More than 100 registered
• Over 70 attendees from more than 50 companies
• Impressive number on follow up meetings

51
namibia

Unlock the Power of Digitalisation

• Partner: Document Warehouse Namibia

• Multichannel campaign, in person event, press
coverage

52
kuwait

Kuwait Digital Transformation Conference

• Partner: UBG
• Central Agency for Information Technology
(CAIT)

53
Dubai

Gitex 2023

• Dubai World Trade Centre

• M-Files Partner Forefront Technologies
• 17,000 visitors from 176 countries

54
Turkey

Digital Experience Summit '23

• Marriott Hotel in Istanbul

• Partner Mechsoft
• Panel discussions, holistic digital
experience and an award ceremony

55
Czech Republic

Webinars & ICT breakfast events

• Partner: Digital Resources

• Extensive webinar & event program
• Vertical sectors, various use cases

56
Croatia

Advanced Technology Days

2023

• ATD18, Zagreb
• Partner: Unitfly
• M-Files event sponsor
• 500+ participants

57
Canada

Connection Digital Transformation

Trade show

• Partner: Groupe CT, a Xerox Business

Solutions Company
• Montreal, Canada
• 1,000 registered visitors

58
Florida, United states

Enertia Software User

Conference 2023

• Partner: EAG, based in Texas

• Upstream & midstream oil and gas
industry
• Joint stand
• M-Files speaker in one of the breakout
sessions
Florida, United states

HR Florida Conference
Expo

• Partner: 5iSolutions
• HR targeted audience
Mexico

Intelligent Document Automation

• Partner: Hixsa in Mexico
• M-Files and M-Files Ment
• Entertainment included… cocktail workshop,
with a renowned Mexican Mixologist!
colombia
Get into the Digital World

• Partner: IPM
• Largest IT Conference in Colombia in Cartegena
de Indias.
• Complejo Las Americas convention centre
Jamaica

Data protection demystified

• Partner: Scanbox in Jamaica

• Webinar followed by in-person event
(Executive breakfast)
• How M-Files simplifies compliance
M-Files campaign center: campaign updates

Document automation
with m-files ment

Social campaign:
• Automated, 5-minute setup
• 5-week campaign
• 10 social posts

Webinar campaign:
• Mostly automated
• 4-week campaign
• Requires webinar setup

64
M-Files campaign center: campaign updates

Multiplying the Power

of Microsoft 365

Multi-touch campaign:
• Automated
• 6-week campaign
• Landing pages, emails, social posts
• Languages: English live now. German,
French, and Spanish to be added in
October.

66
M-Files campaign center: campaign updates

Total Economic Impact™

Of M-Files

Multi-touch campaign:
• Automated
• Lead gen campaign
• Landing page, email, social posts,
website banners
• Timeline:
• English: October 10
• German, French, Spanish: TBC

67
M-Files campaign center: stand-alone social posts

Social posts

• Menu  Activities and

Assets  Social Posts
• Stand-alone posts to be
launched one-by-one or by
scheduling a flow of posts

68
partner webinars – on demand

69
Partner Webinars - coming up

70
partner spotlight

71
FOR MORE INFORMATION, ASK Your m-files Partner marketing contact
Sebastiaan Crebolder
Team Lead & Strategic Alliances
Contact:
sebastiaan.crebolder@m-files.com

Dirk Treue Maricel Abraham

Western Europe APAC
Contact: Contact:
dirk.treue@m-files.com maricel.abraham@m-files.com

Lotta Dunder Patricia Besser

EMEA & Nordics Americas
Contact: Contact:
lotta.dunder@m-files.com patricia.besser@m-files.com

Annika Paajanen Maria Tiippana

Partner Marketing Content & Global Partner Programs &
Automation (MFCC) Communications
Contact: Contact:
annika.paajanen@m-files.com maria.tiippana@m-files.com
PARTNER PROGRAM UPDATE
JOHANNA JUHOLA
Partner PROGRAM INITIATIVES 2023

Global Partner Enablement in all Versatile Partners find it

Conference areas marketing easier to do
support business with us

Documentation and Impact with market Partner facing Partner

sharing development funding systems communication and
(MDF) engagement
M-FILES PARTNER JOURNEY - SIMPLIFY PARTNER FACING SYSTEMS
EASY PREDICTABLE PROFITABLE GROWTH

75
PARTNER EXPERIENCE 2023
Project scope

NEW PARTNER HUB

• Replacing "like for like" Impartner by "SalesForce PRM"

Single Sign-On
• SSO enabled access to major Partners systems

MARKETING CENTER (Through Partner Marketing)

• New revamped Campaign Center and more

ROADMAP FOR 2024

• What new to expect to improve partner experience next year

76
PARTNER EXPERIENCE 2023
Timeline

Training & Post

LAUNCH Materials GO-LIVE Launch
Oct 25th Support
(webinar & Oct 30th (community
Today community (email) posts and
posting) emails)

Sept Oct Nov Dec

MVP MVP UAT

(internal) MVP PILOT Partners Rollout
Implementation

77
PARTNER Experience 2023
M-FILES PARTNER COMMUNITY PAGE
NEW PARTNER HUB GO-LIVE AND TRAINING WEBINAR

79
SSO – single Sign-on

Most partner facing systems SSO Accessible BY end of 2023

ACCOUNT TRANSITION MIGRATION GOAL

Every user needs During the We are migrating All systems accessed
either Microsoft transition period users to SSO ready with same set of
Azure AD or access is possible systems in the credentials
Microsoft ID with both old background. Emails
account for SSO credentials and new might be sent if
access SSO enabled further actions
credentials needed.
SSO ACCESSABLE SYSTEMS

NEW PARTNER PARTNER M-FILEs

HUB PORTAL ACADEMY

CPQ SUPPORT NEW MFCC

PORTAL
PARTNER SALES ENABLEMENT

SAAS SALES METHOD COURSE FOR PARTNERS

• 20 trainings have been held
• 120 participants so far
• Email reminders on course learnings coming soon
• Need for refresher course being investigated

FEEDBACK
• "Even though we were from different countries and we had different skill
levels I learned a lot!"
• "It was awesome! Thanks so much. I started applying the lessons
immediately with success."
• "It´s so good that I wished it was F2F"
82
PARTNER SALES ENABLEMENT

PARTNER SALES ONBOARDING PROGRAM

• Launched on 24th of September
• 28 sign-ups so far
• Sign ups through your Partner Manager

83
New M-Files Super User Course Available in Academy

User + Super User = better together

• Introduces basic M-Files concepts to all Users
kickstarting their M-Files journey.
• Equips learners with the knowledge to get them started
with the basic features like saving, modifying, and
sharing documents.
• For those who want or need to go beyond the basics:
• Advanced Users who are motivated to learn more.
• Super Users who can act as collegial support for
others and as strategists for molding M-Files for their
team.
• Heavy Users for whom advanced features of M-Files
are critical for automating their daily work.
• Offers guidance and inspiration on how to further
automate knowledge work with advanced M-Files
features such as views, notifications, and templates.

Remember that customer access to M-Files Academy (100 seats) & Help Center is included in all M-Files
platform edition tiers.
How do we grow together
and win more deals?
Bob Pritchard
Q&A
Thank you!