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The Nuance Partner Program

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 development 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 technical 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:“NuancePartnerProgram”•Catalogsheets:TheNuancePartnerProgram, Nuance University, Reseller Loyalty Program. •NuanceSeminars,PromotionalMaterials,and Business plan templates are available for Master, Expert and Authorized partners.

The Nuance Partner Business Plan is a tool that helps partners maintain, develop and grow their Nuance business accord-ing to their level of commitment, resourc-es and goals.

The Nuance Partner Business Plan

Authorized PartnerAuthorized Partner Expert PartnerExpert Partner Master PartnerMaster Partner

What is the Nuance Reseller Loyalty Program?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 Nu-ance Master Partners and Nuance. In return, the reseller must effectively apply an array of specific business initia-tives. 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.

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• NuancePrintManagement,DistributedCaptureand Desktop Imaging seminar package• Nuance incentives stimulating salespeople to promote Nuance products• Access to Nuance Promotional Materials

The Nuance Reseller Loyalty Pro-gram aids Nuance Master Partners in acquiring and retaining a network of Nuance Expert or Authorized chan-nel partners by developing compe-tences, sales activities and laying the groundwork for dynamic growth.

What do program members have to do?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 information 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.

Where can I learn more?• Brochure:“NuancePartnerProgram”• Catalogsheets:Businessplan,Nuance University, Nuance Seminars and Promotional materials.

The Nuance Reseller Loyalty Program


Who is it for?The Technical Expert certification course for Nuance SafeComistargetedtowardtechnicianswhowillbehan-dlingNuanceSafeComsolutionsinmulti-serverenviron-ments.

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,installandconfigureNuanceSafeComsolu- tions in multi-server and multi-location environments• CreateMaster-serverandSlave-serverNuance SafeComconfigurationswhichprovideredundancyand 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 SafeComsolutions.

Trainees will learn how to:• InstallandconfigureNuanceSafeCommulti-server installations using a Microsoft SQL server • Configurefailoverforuserswithchangingofthehome server • InstallandconfigureSafeComG4serveronaMicrosoft Cluster• UsetheNuanceSafeComPortConfigurator

How it works?• 1-day classroom course• Hands-on exercises and on-line exam• Materials: training guide with exercises• Certificationmustberenewedannually

Prerequisites

To qualify for participation, trainees must have com-pletedtheNuanceSafeComTechnicalCertificationcourse.

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 • NetworkmanagementincludingDHCP,DNS, TCPIPandfirewalls.

RecommendedMicrosoftcertifications:MCP,MCDST,MCSA,MCSEortheequivalentMCTSpackages.

Where can I learn more?• Catalogsheets:TechnicalCertification-Nuance SafeCom,NuanceUniversity

Technical Expert Certification - Nuance SafeCom

The Technical Expert certification course forNuanceSafeComisaclassroomcourse that covers the technical aspects of multi-server and cluster installations in, for example, large enterprises.

Expert PartnerExpert Partner Master PartnerMaster Partner

Who is it for?TheTechnicalCertificationcourseistargetedmainlytoward pre-sales staff and technical staff that will handle single-server installations, or for advanced technical sup-port staff as a prerequisite to achieving Expert Technical Certification.

At the end of the course, you will be able to:• DelivertechnicalpresentationsofNuanceSafeCom products.• InstallProofofConceptinstallationstoconfirmthatthe NuanceSafeComsolutionfulfillsthecustomer’stechni- cal and business requirements. • Design, install and configure single-server Nuance SafeComsolutionsforcustomers–(typicallyupto300 MFPs in a single location).

What’s inside the course? The course gives trainees thorough understanding of the NuanceSafeComsystemarchitecture,inadditiontopro-viding the practical know-how they need to successfully install single-server solutions.

Trainees will learn how to:• InstallandconfiguretheNuanceSafeComG4Server• Install and configure MFPs and printers with Nuance SafeComGosolutions• Configureserverprintqueues• Create,importandmodifyusersinformationand settings• Configuretracking• ConfigureRule-BasedPrinting(RBP)• Troubleshoot problems and errors on single server installations

Technical Certification – Nuance SafeCom

How it works?• On-line self-study• Exercises and on-line exams• Materials: data sheets, manuals and videos•Certificationmustberenewedannually

Recommended prerequisites 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 languages, and printer installa¬tion • NetworkmanagementincludingDHCP,DNS, TCPIPandfirewalls

RecommendedMicrosoftcertifications:MCP,MCDST,MCSA,MCSE,ortheequivalentMCTSpackages

Where can I learn more?• Catalogsheets:TechnicalExpertCertification -NuanceSafeCom,NuanceUniversity

TheTechnicalCertificationcourseforNuanceSafeComisaself-studycoursethat covers the basic technical aspects of thestandardNuanceSafeComproducts,including installation in simple system environments (single server). Authorized PartnerAuthorized Partner Expert PartnerExpert Partner Master PartnerMaster Partner

TheSalesCertificationforNuance SafeCommayconsistofonlinetrainingcourse, a webinar or a classroom training course that presents the Nuance SafeComproductportfolio,keyfeaturesand solution benefits.

Who is it for?TheSalesCertificationcourseforNuanceSafeComistargeted toward Partner’s sales personnel.

At the end of course, you will be able to:• Explain to potential customers how the Nuance SafeComsolutionwillbenefittheirbusiness• Understand and explain how selling the Nuance SafeComsolutionhelpssellmoreMFPs• UnderstandtheprocessofhowtoorderSafeCom products from Nuance• Understand how to access additional sales resources from Nuance such as: MarketingCollateral Nuance Regional Sales Manager Dealer Sales Manager

Sales Certification – Nuance SafeCom

How it works?To complete the Sales Certification course, trainees must: • Attend online training course, webinar or class room course – duration approximately 1-hour • CompleteaTraining-in-Actionworksheetonline or in cooperation with a Nuance representative. The worksheet helps to identify potential sales targets – either as typical customer types, or as specific customers within the Partner’s territory• SalesCertificationmustberenewedannually

Where can I learn more?• NuancePartnerProgrambrochure• Catalogsheets:NuancePartnerProgram, NuanceUniversity,TechnicalCertification -NuanceSafeCom


Nuance University provides training and certification for all Nuance Document Imaging products.

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 PartnerCertification,accordingtothepartner’stypeandproduct portfolio.

What are the objectives?Nuance University training courses have been developed for both sales and technical personnel.

The courses are planned to ensure that partners:• Canprovideadequatecustomersupportconcurrent with the latest product releases• Canefficientlyconfigureandinstalltheofferedproducts within their customer’s system environment• Are optimally equipped to present all product features and benefits during sales situations.

Certification requirementsPartners 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 predeter-mined 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.SalesCertification2.TechnicalCertification3.TechnicalExpertCertification.

Partners are required to update their Certifica-tion status at least once a year.

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.

e-learningisaccessible24x7,andletsstudentsstart and resume training according to their per-sonal schedules. e-learning lets Partners rapidly ramp up their teams or access a channel for last-minute learning just before an installation. e-learning also includes on-line exams at the end of the course.

Classroomlearningtypicallytakesplaceata Nuance center or, occasionally, at the partner’s own location. Trainees participate in interactive sessions with a Nuance expert, and perform hands-on trou-bleshooting through realistic simulations.

Where can I learn more?• Brochure:“NuancePartnerProgram”• Catalogsheets:Training&Certificationsheets for the individual Nuance products and certification types.

Nuance University


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.

What are Nuance Seminars?Experience shows that seminars are one of the most ef-ficient ways to generate interest in Nuance solutions.

Nuance Seminars provide a great platform for: • Sales – achieving personal contact with potential customers 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.

Nuance Seminars

How does Nuance help?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• Contentandgraphicsforseminaremailinvita- tions• Web banners advertising the seminar• Seminar landing pages and microsites for integration into the Partner’s website• Pull-up banners, brochures, hand-outs, and other printed promotional materials

Where can I learn more?• Brochure:“NuancePartnerProgram”• Catalogsheets:TheNuancePartnerProgram, Promotional materials, Reseller Loyalty Program.


What are Nuance Promotional Materials?Nuance Promotional Materials are printed or on-line con-tent 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 onrealcustomerC-levelconcerns.

How are they used?Nuance Promotional Materials can be used freely by Nu-ance 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 Part-ner’s online and offline communications.

What types of Promotional Materials does Nuance offer?• Webbanners–inweb-basedimageformats:PNG, JPG,GIF• Direct mail campaign letters– PDF• Pull up banners – ready-to-print PDF files for large format 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

How can you acquire Nuance Promo-tional Materials?• Most materials can be downloaded from the NuancePartnerPortal-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. CustomizingPromotionalMaterialsforspecialuseNuance provides assistance in creating promotional materials with the partner’s logo, contact informa-tion, QR codes, etc. Interested Partners can send their requests to Nuance Marketing Support. Contactemail:[email protected]

Where can I learn more?• Brochure:“NuancePartnerProgram”

Nuance Promotional Materials


Nuance continually develops and refines an extensive suite of promotional ma-terials 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.

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