Partner Development Guide 2013

Master Partner VAD

Prepare for take off

Nuance Master Partner VAD Development Guide The Nuance Partner Program for Value Added Distributors, Nuance Master Partner VADs.

Brand of new business opportunities

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

This Partner Development Guide describes how Master Partner VADs can optimally use the Nuance Partner Program to develop and strengthen their reseller channel, and grow their business.

What is the Nuance Partner Program?

What’s inside thePartner Program?

The Nuance Partner Program is a business enablement platform for selected Nuance partners. The Partner Program:

The Partner Program offers Partners:

• Provides both Nuance and Partners with an efficient and consistent framework for cooperation.

• Technical pre-and aftersales support

• Helps Nuance Master Partners develop their own, and their reseller’s business.

• Provides essential business elements, such as competency development, partner certification, customer support, and demand generation.

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• Sales and technical training

• Assistance with marketing and demand generation • Various incentives and rewards

The mission...

Your goal is to develop and strengthen your team of Expert and Authorized resellers.

Your method is to define a range business objectives for each reseller, and then provide the tools they will need in order to achieve them.

Reseller commitments 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)

1

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. per year

2

Plan Route and earn milage The Nuance Partner Catalogue contains information describing each component in the Nuance Partner Program, including details about how to apply them within your partner’s business plan.

Visit www.nuancepartner.eu

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Master Mission Overview How to develop Expert or Authorized partners step by step.

Step 1

Step 2

Select resellers

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

Choose your resellers based on their ambitions, qualifications, and potential.

• • • • •

4

Customer base and coverage Relevant product experience Technical expertise Track record Sales force strength

Choose between developing Expert or Authorized partners: • eCopy Expert Partner • Equitrac Expert Partner • SafeCom Expert Partner • eCopy Authorized Partner • Equitrac Authorized Partner • SafeCom Authorized Partner

Schedule flight & earn points

Take off

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Step 4

s

Step 3

Authorized Partner Expert Partner

Agree on a realistic yet fruitful business plan by defining both framework and goals for: • • • • •

Product scope Revenue Type of partner Training & certification Marketing

The Nuance University provides training and certification: • Sales Certification • Technical Certification • Technical Expert Certification

Use the Nuance Partner Program tools and materials at your disposal.

Partners order Partner Marketing Kit online: • • • • • •

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

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Step 1 Select resellers Choose which partners you want to develop and enroll in the program based on their qualifications and potential.

Recruit your optimal partners and prepare for take-off.

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Step 2 Define destination Choose between developing Expert or Authorized partners and determine their product scope:

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

Nuance Authorized Partners

Nuance Authorized Partners

Certified to advice customer and install Nuance solutions Certified to advice customer and install Nuance solutions 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

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Step 3 Schedule flight & earn points Build a realistic and productive business plan in co-operation with your reseller. Set goals, responsibilities and deadlines for each key element such as:

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S w olu or tio ks n ho p

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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

Customer focus Product and services offering Revenue Type of partner Training & certification Marketing activities

pl an

• • • • • •

The Imaging Reward Portal enables you to reward resellers with predetermined sales incentives, when reaching the objectives that you have defined together. Examples are cross sell and upsell opportunities, targets accounts, new business etc.

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

Business Plan

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Step 4 Take off Show your partners how they can order all kinds of promotional material 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

The Nuance University provides training and certification for your partners • Partners are required to update their certification status once a year.

• Certification requirements are defined in the business plan according to the partner type Authorized or Expert.

Learn more

Nuance University

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Support Get support for your pre-sales and after-sales activities.

Learn more at www.nuancepartner.eu

Learn more about Nuance technical support and consultancy services

Support services

Contact Information For more information about the Nuance Partner Program for Master Partners VAD please contact Marketing Manager, Jesper LangkjĂŚr

Contact www.nuancepartner.eu