Development Guide for Value Added Resellers

Expert Partner

Authorized Partner

Development Guide for Value Added Resellers

In collaboration with Nuance Master Partner VAD

Brand of new business opportunities

Here’s how you can grow your business...

This Development Guide describes how Value Added Resellers can optimally use the Nuance Partner Program to acquire and retain more customers in collaboration with their Nuance Master Partner VAD.

It’s about strengthening customer relationships

How the Nuance Partner Program helps you

• Add more solutions to MFPs

• Training and certification of your sales and technical staff

• Improve your customers’ investment in MFPs • Become your customers’ trusted advisor

• Customer support through your Nuance Master Partner VAD • Support for sales activities and during solution deployment with your clients • Market development and lead generation

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The mission...

Your goal is to retain and acquire more customers.

Your method is to focus on the customers you serve best.

Your reliable wingman is your Nuance Master Partner VAD.

Your goals and commitments as Value Added Reseller are central components in the business plan:

Expert Partner

Authorized Partner

Minimum yearly revenue target

✔

✔

Nuance certified sales representative

2

2

Nuance program manager (sales or marketing)

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1

Showroom up and running with Nuance product

✔

✔

Nuance profile on website

✔

✔

Nuance Certified Technician

2

1

Nuance Certified Expert

1

Customer case stories per year funded by Nuance

2

Annual end-user seminars, events, etc.

2

Plan your route and earn mileage The Nuance Partner Catalogue contains information describing each component in the Nuance Partner Program, including details about how to apply them within your one-page business plan.

Visit www.nuancepartner.eu

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Mission Overview How to develop your business step by step – in collaboration with your Nuance Master Partner VAD.

Step 1

Step 2

Select common targets

Define destination

Let’s make a difference together

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4

Authorized Partner

Join us as an Imaging and Print Solution Pilot and help your customers enjoy increased productivity and cost reductions.

Expert Partner A brand of new business opportunities

Discover how our businesses correspond for enhanced opportunity.

Through a three hour Solution Workshop, we together discuss and define your target customers, the optimal product range, and our roles when working together.

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Set your goals as a Nuance Value Added Reseller Review your ambitions, competencies, and resources. Will you be an Authorized Partner with key focus on selling solutions? Or will you be an Expert Partner also providing services?

Schedule flight & earn points

Take off

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4

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ar C

as

e

in m Se

S w olu o r ti o ks n ho p As m si an gn ag p e r ro g r

B pl usi an ne s

am S ce ale r ti s & fic T at e c io h n ni ca l C am pa ig n 1 C am pa ig n 2

Step 4

s

Step 3

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4

4

Authorized Partner

Design a realistic and fruitful one-page Business Plan Together we establish a solid business framework, set measurable goals, and plan concrete sales activities.

Expert Partner

Kick-start your business plan Schedule training for you and your staff, set dates for events, and take advantage of the Nuance Partner Marketing Kit, marketing tools, and campaign packages.

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Step 1 Select target Sit together with your Nuance Master Partner VAD in a three-hour Solution Workshop.

The purpose is to look closely at your potential business opportunity in terms of Nuance product offerings, your current market, and your customer base.

During the Solution Workshop we will define: • • • • •

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Target customer profiles Core products and key enablers Nuance’s, Master Partner VAD’s and reseller’s roles in the sales process Messaging and positioning Activity plans

Step 2 Define destination How do you see your main business focus as a Nuance reseller? Will you mainly focus on selling products or will you also provide long-term services for your customers? There are two different partner categories for every product - Authorized and Expert, and each comes with its own set of advantages and obligations.

What type of Nuance reseller will you be? To find out, consider your company’s: • Technical competencies and resources • Revenue targets • Your business and growth ambitions • Relevant product experience

Equitrac Expert Partner

SafeCom Expert Partner

eCopy Expert Partner

Nuance Expert Partners Maintain the highest certification level required to advice customers and support Nuance solutions

Nuance Expert Partners Maintain the highest certification level required to advice customers and support Nuance solutions

Nuance Expert Partners Maintain the highest certification level required to advice customers and support Nuance solutions

Nuance Expert Partner Nuance Expert Partners maintain the highest certification levels required to advise customers, deploy and support Nuance solutions.

Equitrac Authorized Partner

SafeCom Authorized Partner

eCopy Authorized Partner

Nuance Authorized Partners Certified to advice customer and install Nuance solutions

Nuance Authorized Partners Certified to advice customer and install Nuance solutions

Nuance Authorized Partners Certified to advice customer and install Nuance solutions

Nuance Authorized Partner Nuance Authorized Partners are certified to advise customers on Nuance solutions

See more information about Authorized and Expert partners and the differences between them.

Nuance Partner Program 7

Step 3 Schedule flight & earn points At this stage, you are ready to create a onepage business plan in co-operation with your Nuance Master Partner VAD. Set your target goals, and plan the activities that will ensure that they are reached:

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Se m in ar

2 Ca m pa ig n

S w olu or tio ks n ho p

ss Bu sin e

A m ssig an n ag pr er og ra m Sa ce les rti & fic T at ec io h n ni ca l Ca m pa ig n 1

Appointment of program manager Training and certification plan for staff Online presence and campaigns Events and co-op funding

pl an

• • • •

Reaching your plan’s objectives can be rewarded with predetermined sales incentives according to the Nuance Imaging Reward program and the agreements with your Nuance Master Partner VAD.

Find more information about the Nuance Partner Business Plan and download templates here.

Business Plan

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Step 4 Take off Now it’s time to act on the business plan. You can order all kinds of promotional material and information from the Nuance online marketing catalogue: • • • • • •

Logo on the wall Product roll-up banner Product collateral Partner logo for website Banner for website Marketing material

Order Partner Marketing Kit

Partner Marketing Kit

Regular meetings Every second or third month, a meeting can be set up to evaluate and discuss progress and adjust our business plan accordingly.

Your Nuance Master Partner VAD provides training and certification • Resellers are required to update their certification status once a year • Certification requirements are defined in the business plan according to your partner type - Authorized or Expert Learn more

Nuance University

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Support Your Master Partner VAD will provide expert support for your pre-sales and aftersales activities. This includes ongoing backing for your customer support services, and valuable assistance while deploying solutions for the customer. Contact your Nuance Master Partner VAD for more details.

Contact Information For more information about the Nuance Partner Program for Value Added Resellers please contact Marketing Manager Jesper LangkjĂŚr.

Contact www.nuancepartner.eu