The Nuance Partner Business Plan
The Nuance Reseller Loyalty Program
Nuance SafeCom Technical Expert Certification Technical Certification Sales Certification Nuance University
Nuance Seminars
Nuance Promotional Materials
The Nuance Partner Business Plan
The Nuance Partner Business Plan is a tool that helps partners maintain, develop and grow their Nuance business according to their level of commitment, resources and goals.
Authorized Partner
Expert Partner
Master Partner
What is the Nuance Partner Business Plan? The Nuance Partner Business Plan is a flexible framework within which partners and the Nuance representative together define the partner’s short-term objectives and plan the activities required to reach them. The Business Plan: • Functions as a fixed-term road map that guides partners towards new goals • Provides a list of requirements for maintaining or advancing partnership levels What’s inside the Nuance Partner Business Plan? • Objectives related in terms of competence deve lopment and certification • Planned seminars, sales promotion events, and other demand generation activities • Specific requirements, deliverables, and obligations, such as development of case studies, sales perfor- mance, etc. • Agreed rewards for achieving goals How does it work? • The partner and their Nuance representative construct the optimal business plan together. • For Authorized and Expert Partners, the representative will be their Nuance Master Partner.
• Planning starts with a Partner assessment – i.e., answers to the question: “Where is the partner today?” • The plan is constructed based on the partner’s ambitions, i.e., “Where does the partner wish to go?” • For example, the partner may wish to elevate from Authorized to Expert Partner and widen their product portfolio. • The business plan will include requirements and deadlines for their fulfillment. Examples are tech- nical courses, delivery of case studies, achieve- ment of sales results, etc. • Fulfillment of each requirement unleashes a predetermined amount of points. • The accumulation of points then releases prede- fined rewards, such as elevation to higher partner status, or other incentives.
Where can I learn more? • Brochure: “Nuance Partner Program” • Catalog sheets: The Nuance Partner Program, Nuance University, Reseller Loyalty Program. • Nuance Seminars, Promotional Materials, and Business plan templates are available for Master, Expert and Authorized partners.
The Nuance Reseller Loyalty Program
The Nuance Reseller Loyalty Program aids Nuance Master Partners in acquiring and retaining a network of Nuance Expert or Authorized channel partners by developing competences, sales activities and laying the groundwork for dynamic growth.
Authorized Partner
Expert Partner
Master Partner
What is the Nuance Reseller Loyalty Program?
What do program members have to do?
The Nuance Reseller Loyalty Program is designed to support reseller efforts. Resellers that are in the program receive a wide range of services and incentives from Nuance Master Partners and Nuance. In return, the reseller must effectively apply an array of specific business initiatives. The program’s goal is to strengthen the Nuance Master Partner reseller channel by expanding the reseller’s marketing activities, developing their staff’s competencies, and supporting their local sales endeavors.
By joining the Nuance Loyalty Program, the reseller is obligated to: • Develop a written business plan – Expert or Authorized • Assign technical resources for technical training on site or online certification (via web) • Assign showroom server and equipment for Nuance Software installation as per Nuance recommendation • Update website with Nuance Software informa- tion as per Nuance recommendation • Arrange local sales training for sales reps two times per year • Arrange minimum one local end-user event/ seminar where Nuance or Master Partner is invited to present Nuance Software • To receive the Nuance Loyalty Bonus, the reseller must achieve the goals set for purchases of Nuance software, including minimum quotas for capture or desktop imaging solutions.
What do program members receive? By joining the Nuance Loyalty Program, the reseller will receive access to the following services: • Access to Nuance University, on-line eLearning tool for all Nuance Imaging products • Access to NFR licenses for internal use of Nuance software and for showrooms • Pre-Sales Services at remote and/or on-site if needed • Free sales training /minimum 2 days per year • Nuance Print Management, Distributed Capture and Desktop Imaging seminar package • Nuance incentives stimulating salespeople to promote Nuance products • Access to Nuance Promotional Materials
Where can I learn more? • Brochure: “Nuance Partner Program” • Catalog sheets: Business plan, Nuance University, Nuance Seminars and Promotional materials.
Technical Expert Certification - Nuance SafeCom
The Technical Expert certification course for Nuance SafeCom is a classroom course that covers the technical aspects of multi-server and cluster installations in, for example, large enterprises.
Expert Partner
Master Partner
Who is it for?
Prerequisites
The Technical Expert certification course for Nuance SafeCom is targeted toward technicians who will be handling Nuance SafeCom solutions in multi-server environments.
To qualify for participation, trainees must have completed the Nuance SafeCom Technical Certification course.
At the end of the course, you will be able to: • Understand the differences, benefits and pitfalls of multi-server versus single-server installations • Design, install and configure Nuance SafeCom solu- tions in multi-server and multi-location environments • Create Master-server and Slave-server Nuance SafeCom configurations which provide redundancy and fail-over procedures.
What’s inside the course? The course gives trainees the practical know-how they need in order to successfully install multi-server Nuance SafeCom solutions. Trainees will learn how to: • Install and configure Nuance SafeCom multi-server installations using a Microsoft SQL server • Configure failover for users with changing of the home server • Install and configure SafeCom G4 server on a Microsoft Cluster • Use the Nuance SafeCom Port Configurator
How it works? • • • •
1-day classroom course Hands-on exercises and on-line exam Materials: training guide with exercises Certification must be renewed annually
We recommend that trainees additionally have experience with: • Microsoft client and server operating systems • User administration (Active directory, LDAP and optional Novell Directory Services) • Printer configuration, printer drivers, printer languages, and printer installa¬tion • Network management including DHCP, DNS, TCPIP and firewalls. Recommended Microsoft certifications: MCP, MCDST, MCSA, MCSE or the equivalent MCTS packages.
Where can I learn more? • Catalog sheets: Technical Certification - Nuance SafeCom, Nuance University
Technical Certification – Nuance SafeCom
The Technical Certification course for Nuance SafeCom is a self-study course that covers the basic technical aspects of the standard Nuance SafeCom products, including installation in simple system environments (single server).
Authorized Partner
Expert Partner
Master Partner
Who is it for? The Technical Certification course is targeted mainly toward pre-sales staff and technical staff that will handle single-server installations, or for advanced technical support staff as a prerequisite to achieving Expert Technical Certification. At the end of the course, you will be able to: • Deliver technical presentations of Nuance SafeCom products. • Install Proof of Concept installations to confirm that the Nuance SafeCom solution fulfills the customer’s techni- cal and business requirements. • Design, install and configure single-server Nuance SafeCom solutions for customers – (typically up to 300 MFPs in a single location).
How it works? • On-line self-study • Exercises and on-line exams • Materials: data sheets, manuals and videos • Certification must be renewed annually
Recommended prerequisites
What’s inside the course?
To get the most out of this course, trainees should have hands-on experience with: • Microsoft client and server operating systems • User administration (Active directory, LDAP and optional Novell Directory Services) • Printer configuration, printer drivers, printer lan- guages, and printer installa¬tion • Network management including DHCP, DNS, TCPIP and firewalls
The course gives trainees thorough understanding of the Nuance SafeCom system architecture, in addition to providing the practical know-how they need to successfully install single-server solutions.
Recommended Microsoft certifications: MCP, MCDST, MCSA, MCSE, or the equivalent MCTS packages
Trainees will learn how to: • Install and configure the Nuance SafeCom G4 Server • Install and configure MFPs and printers with Nuance SafeCom Go solutions • Configure server print queues • Create, import and modify users information and settings • Configure tracking • Configure Rule-Based Printing (RBP) • Troubleshoot problems and errors on single server installations
Where can I learn more? • Catalog sheets: Technical Expert Certification - Nuance SafeCom, Nuance University
Sales Certification – Nuance SafeCom
The Sales Certification for Nuance SafeCom may consist of online training course, a webinar or a classroom training course that presents the Nuance SafeCom product portfolio, key features and solution benefits.
Authorized Partner
Expert Partner
Master Partner
Who is it for?
How it works?
The Sales Certification course for Nuance SafeCom is targeted toward Partner’s sales personnel.
To complete the Sales Certification course, trainees must: • Attend online training course, webinar or class room course – duration approximately 1-hour • Complete a Training-in-Action worksheet online or in cooperation with a Nuance representa- tive. The worksheet helps to identify potential sales targets – either as typical customer types, or as specific customers within the Partner’s territory • Sales Certification must be renewed annually
At the end of course, you will be able to: • Explain to potential customers how the Nuance SafeCom solution will benefit their business • Understand and explain how selling the Nuance SafeCom solution helps sell more MFPs • Understand the process of how to order SafeCom products from Nuance • Understand how to access additional sales resources from Nuance such as: Marketing Collateral Nuance Regional Sales Manager Dealer Sales Manager
Where can I learn more? • •
Nuance Partner Program brochure Catalog sheets: Nuance Partner Program, Nuance University, Technical Certification - Nuance SafeCom
Nuance University
Nuance University provides training and certification for all Nuance Document Imaging products.
Authorized Partner
Expert Partner
Master Partner
What is Nuance University? Nuance University is an education training program designed to ensure that Nuance Partners maintain within their staffs the competencies necessary to adequately sell Nuance products and to service Nuance customers. The program additionally provides the framework leading to Partner Certification, according to the partner’s type and product portfolio.
Partners are required to update their Certification status at least once a year.
What are the objectives?
e-learning is accessible 24x7, and lets students start and resume training according to their personal schedules. e-learning lets Partners rapidly ramp up their teams or access a channel for lastminute learning just before an installation. e-learning also includes on-line exams at the end of the course.
Nuance University training courses have been developed for both sales and technical personnel. The courses are planned to ensure that partners: • Can provide adequate customer support concurrent with the latest product releases • Can efficiently configure and install the offered products within their customer’s system environment • Are optimally equipped to present all product features and benefits during sales situations.
Certification requirements Partners are required to maintain or achieve the necessary certification as defined by their current or aspired Partner level (Authorized, Expert or Master). To do so, a predetermined number of the Partner’s employees must complete the required certification courses for the products they sell and support. There are three achievable certifications for each Nuance product: 1. Sales Certification 2. Technical Certification 3. Technical Expert Certification.
How does it work? Nuance certification courses can be provided in two learning formats: as e-learning (self-study) or as classroom training. The learning form depends on the specific course and certification level.
Classroom learning typically takes place at a Nuance center or, occasionally, at the partner’s own location. Trainees participate in interactive sessions with a Nuance expert, and perform hands-on troubleshooting through realistic simulations.
Where can I learn more? • •
Brochure: “Nuance Partner Program” Catalog sheets: Training & Certification sheets for the individual Nuance products and certifica- tion types.
Nuance Seminars
Nuance helps Partners prepare and carry out Seminar events in their region. Nuance Seminars are one of the ways that Nuance actively participates with Partners to promote Nuance products in their own territory.
Authorized Partner
Expert Partner
Master Partner
What are Nuance Seminars?
How does Nuance help?
Experience shows that seminars are one of the most efficient ways to generate interest in Nuance solutions.
The Partner’s Nuance representative can offer support for the Partner’s seminar activities in the following areas: • Support and advice during planning, concept development, etc. • Providing speakers for presentations of products or technical information • Content and graphics for seminar email invita- tions • Web banners advertising the seminar • Seminar landing pages and microsites for inte- gration into the Partner’s website • Pull-up banners, brochures, hand-outs, and other printed promotional materials
Nuance Seminars provide a great platform for: • Sales – achieving personal contact with potential cus- tomers and decision makers • Knowledge – meeting managers and IT professionals from the market and learning about their challenges • Marketing – generating interest in Nuance products • Loyalty – meeting with existing customers to nourish and cement relationships • Upselling and cross selling – presenting add-ons and additional products for existing customers
How does it work? • • •
The Partner and their Nuance representative together construct a seminar plan – either ad hoc or as a step within the on-going business plan. A seminar can be built on any type of concept, theme, or incentive that makes it more attractive. The seminar’s list of speakers should include actual customers who can testify regarding their positive results and experiences in using the Nuance product.
Where can I learn more? • Brochure: “Nuance Partner Program” • Catalog sheets: The Nuance Partner Program, Promotional materials, Reseller Loyalty Program.
Nuance Promotional Materials Nuance continually develops and refines an extensive suite of promotional materials for its Partners to use. These are designed to help Partners explain the advantages of Nuance products in simple terms, and provide common ground for discussing with customers a company’s challenges in relation to document management and printing. What are Nuance Promotional Materials? Nuance Promotional Materials are printed or on-line content developed to help make it easier for Partners to sell Nuance solutions. The materials contain text and graphics designed to convey information and messages about Nuance solutions in a simple manner and with high focus on real customer C-level concerns.
How are they used? Nuance Promotional Materials can be used freely by Nuance Partners in sales meetings, trade shows, seminar events, direct mail, etc. They can be used “off the shelf”, or as customizable elements for integration into the Partner’s online and offline communications. What types of Promotional Materials does Nuance offer? • Web banners – in web-based image formats: PNG, JPG, GIF • Direct mail campaign letters– PDF • Pull up banners – ready-to-print PDF files for large for- mat printing • Solution overviews, data sheets, brochures – in various languages – PDF • Leaflets and leave-behinds – in various languages – PDF • Decision support documents – in-depth white paper articles – PDF • Presentation Videos – subtitled in various languages
Authorized Partner
Expert Partner
Master Partner
How can you acquire Nuance Promotional Materials? • • •
Most materials can be downloaded from the Nuance Partner Portal - ENGAGE. Many are available as image files or PDF – ready for output on large or small format printers. Partners can always ask their Nuance represent- atives for information about available materials.
Customizing Promotional Materials for special use Nuance provides assistance in creating promotional materials with the partner’s logo, contact information, QR codes, etc. Interested Partners can send their requests to Nuance Marketing Support. Contact email: jesper.langkjaer@nuance.com
Where can I learn more? • Brochure: “Nuance Partner Program”