- Craft a compelling RFP Executive Summary that includes quantified measures of business impact and KPIs. - Prepare a Business Value Assessment (BVA) of their existing solution’s business value. - Executive-ready presentation that is included as an appendix to the RFP. - Providing existing RFP customers with a “cost to conduct an RFP” calculator. - Estimate the full cost of going out to multiple RFPs.

1. Delivering Value at YXZ
Company ABC Business Value Case Study

2. CSX Transportation Background
YXZ, Inc. is a B2B distributor of products used to maintain and operate facilities. Over xx million
businesses and institutions worldwide rely on YXZ for products such as safety gloves, ladders, motors
and janitorial supplies, along with services like inventory management and technical support.
YXZ’s Strategic Priorities
DRAFT
Company ABC supports YXZ’s top business priorities:
• Create unique value for customers
– Create insight-driven solutions for all types of customers
• Ensure an effortless customer experience
– Find easier ways for customers to do business with us
• Reduce costs
– Standardize and eliminate unnecessary processes and steps
– Realize the benefits of our investments
• Help each other grow and succeed
– Equip and energize team members to excel amid change
• Be a responsible steward
– Make choices with a long-term view of impact
• Conducted assessment of existing fleet
• Deployed modern fleet of Company ABC MFPs
and monochrome printers
• Outsourced fleet management to Company
ABC via Managed Print Services (MPS)
agreement with proactive consumables
management
• Implemented Company ABC Print Release
solution to reduce printing and increase
security
• Deployed Company ABC OCR solutions to
capture efficiencies and accelerate processes
Company ABC Products, Solutions and
Services
YXZ: B2B Distribution Leader
Location: Over 100 locations; Headquartered in USA Employees: Approx. 15,000

3. YXZ’s investment in Company ABC products, solutions and services will generate $XM total
benefits in the first 5 years, with a cumulative net cost reduction of $XM over 5 years.
• $XXXK CAPEX device cost avoidance of over 5 years
• Optimized usage: x.x users per device, from x.x per device
• Over XX% of devices now connected to network
• $XXXK in cost avoidance from Print Release solution over 5 years
- Avoided printing 6.6 million pages (19% reduction)
• $XXK cost savings realized from scanning solutions
• XX% reduction in toner cartridge consumption
• $XXK* cost avoidance relating to reduce cartage use (TBD)
• $XXM per year potential in order processing FTE cost avoidance
- X FTEs optimized due electronic order processing initiatives
- X% faster data processing time and greater data-entry accuracy
DRAFT
-$M
$K
$M
$M
$M
Year 1 Year 2 Year3 Year4 Year 5
Financial and Operational Impacts
CUMULATIVE NET BENEFITS
KEY IMPACTS

4. YXZ’s output fleet was rationalized and networked, with the number of devices reduced to
5,000 (all Company ABC models) even while YXZ continues to expand and grow
Fleet Optimization
All Locations
Users per device
Legacy Environment X
Current/Goal Environment X
Help Each Other Grow & Succeed
Cost Reduction
BENEFIT IMPACT
• Number of users per printer has risen from XX users per
device before to XX users per device today
• ~X% reduction in the # of devices, resulting in CAPEX
device cost avoidance of $XXXK* over 5 years
• Printer fleet has been modernized with the latest equipment,
software, and services
• Monthly reporting provides Grainer with full visibility,
including device and employee usage
NUMBER OF USERS PER DEVICE
DRAFT

5. Print Release Benefits
COST IMPACTS
• $XXK per year cost avoidance with, Company ABC Print Release, and
elimination of cover sheets*
- Approx. 6.6 million pages eliminated, a XX% reduction (2014)
• $XXK cost savings generated by Company ABC scanning solutions
- 2015 Mexico scan-to-network solution
Responsible Stewardship
Cost Reduction
5 Year Cost Saving
EARTH DAY 2013/14:
Company ABC’S ZERO IMPACT INITITATIVE
• Company ABC planted 5,881 trees to offset 1
year of office printing output for YXZ
DRAFT
Company ABC Print Release will reduce costs and improve environmental sustainability
ENVIRONMENTAL IMPACTS
• Avoided sending 1,138 lbs. of paper to landfill
• Cut CO2 emissions by 3,552 lbs.
• Avoided consuming 180 gallons of gas
-$M $K $M $M $M
Year 1 Year 2 Year3 Year4 Year 5

6. Consumables Cost Avoidance
Proactive consumables management simplifies toner management and eliminates costly
stockpiling of toner for different printer brands and models
Responsible Stewardship
Cost Reduction
BENEFIT IMPACT
• Reduced cartridge usage by X% (from X to X); X fewer cartridges are now
required to run existing device fleet
• $XK* cost avoidance relating to reduce cartage use (TBD)
• Introduced automated ordering of toner and other supplies
• Optimized inventory processes to better manage costs
• Eliminated need for employees to reorder consumables, saving
administrative soft costs
• Eliminated toner disposal costs – cartridges shipped by to Company ABC
at no cost
LEGACY CURRENT/GOAL
XXX
XX
NUMBER OF CARTRIDGES IN USE
X% Reduction
DRAFT

7. Electronic Order Processing
By converting email orders into an electronic data stream (EDI) that is easily integrated with YXZ’s
system, the company will significantly reduce manual work and labor costs*
ESTIMATED FUTURE BENEFIT IMPACT
• Potentially avoid $XXM per year in labor costs (approx. X FTEs)*
- X% of headcount associated with manual data entry of sales orders
• Reduce processing time by X% and increase data-entry accuracy**
- Enable auto-sorting of “non-orders” (about X% of incoming traffic) for later processing as needed
• Increase security through redaction of credit card information in email attachments
- Enhance PCI compliance
Company ABC SOLUTION OPPORTUNITY
• Capture for Data Entry Automation, Content for Email Capture, ERP Integration and Image Storage
Create Unique Value for Customers
Cost Reduction
DRAFT

8. TOTAL COST AND BENEFITS BY CATEGORY (5-YEAR VIEW)
$x.xM
$xK
$x.xM $x.xM $x.xM
$x.xM
$x.xM
$0
$2,000
$4,000
$6,000
$8,000
$10,000
$12,000
$14,000
CAPEX Benefit Maintenance
Cost Avoidances
Consumables
Savings
Total Benefits CAPEX Cost Maintenance
Cost
Net Benefits
Millions
Financial Benefits
Cost and Benefit Summary

9. 9
World-Class Companies Trust Mainstay
“Mainstay has been a valuable contributor to our sales and
marketing efforts for nearly a decade.”
Scott Lovett
Vice President of Enterprise Architectures – Americas, Cisco
Attie Vandermerwe
VP Business Services
(949) 331-8270
attie@mainstaycompany.com