20/20 Perfect Vision VAR Training

20/20 Perfect Vision
VAR Training
Visioneer History
„
1994: PaperPort Software
…
„
1996: Sheetfed Scanners
…
„
First Friendly Scanner UI, later becomes ScanSoft PaperPort
Created a new class of scanners for business users
1997: Generic Flatbeds
…
Off-the-shelf hardware integrated with PaperPort
Visioneer History
„
1998: OneTouch Scanners
…
„
2001: ADF Scanners
…
„
„
„
Business class products for desktop and departmental use
2003: Xerox Licensing Agreement
…
„
Buttons seamlessly operate scanner
Develop, market, sell and support scanners
2004: DM252 “Best of Show” at AIIM & RetailVision
2005: DM262 PC Magazine Editor’s Choice
2005: Again “Best of Show” at AIIM, DM272
Mission Statement
To be a leading supplier of
desktop and departmental
document management
solutions through ease-ofuse, innovation and value.
Distributed Capture Defined
„
„
Decentralized Usage – Centralized Administration
Multiple sites (or users)
… 5, 10, 25, 50, 100’s or even 1,000’s
… Low-volume per site
… Collectively a large volume
… Connectivity = Internet or Intranet
„
Non-Imaging Employee
Document Imaging Market Segments
(North America)
Revenue
CAGR
20022006
Category
Speed
Range
Price
Range
2005 Avg
List Price
2005
Sales
($ M)
WorkGroup
10-25 ppm
< $2,000
$970
$258
62%
Departmental
26 - 40 ppm
$2K - $5K
$3,380
$137
18%
Production Scanners
(Low-Med-High Volume)
>40 ppm
>$5K
N/A
$339
7%
Source: InfoTrends/CAP Ventures, November, 2005 (prices, revenue & CAGR are projections)
Workgroup Scanners
2005 Market Share Forecast by Vendor
„
„
Fujitsu, Visioneer
gaining share in
2005
HP and Canon
losing share in 2005
Source: InfoTrends/CAP Ventures, November, 2005
Market Share data is derived from an estimate.
Departmental Scanners
2005 Market Share Forecast by Vendor
„
„
„
Visioneer (#4) and Kodak
(#5) expected to show the
most share growth in
2005.
Steal share from leaders:
HP, Canon, Fujitsu
Visioneer had 0% in ’04.
Source: InfoTrends/CAP Ventures, November, 2005
Market Share data is derived from an estimate.
Common “Scan To” Destinations
PDF
„ Storage
„ Doc Filing/Mgt
„ General OCR
„ Print
„ eMail
„ Word
„
70%
68%
69%
54%
51%
46%
41%
Source: Based on Responses to InfoTrends/CAP Ventures End User Study, July, 2004
Visioneer Strobe Series
Strobe XP 200
Strobe XP 450
Powerful Corporate Scanner
600 dpi, 6 ppm, USB Interface
Powerful ADF Corporate Scanner
600 dpi, TWAIN, USB 2.0 Hi-Speed
20 ppm, Simplex
$299 99
$399 99 with VRS
Strobe XP 300
DUPLEX Mobile, USB 2.0 HiSpeed
USB- or Wall Powered, sPDF
600 dpi, 6 sec/pg
$399 99
$699 99
Strobe XP 470
GSA Compliant Scanner
Searchable PDF
33 ppm / 66 ipm Duplex
USB 2.0 Hi-Speed, TWAIN, ISIS
$1195.
Strobe XP300
„
„
„
„
„
„
„
„
Duplex Mobile Scanner
Hi-Speed USB 2.0 or Wall-powered
Create Searchable PDF
Patented AutoLaunch™
6 seconds per page & per image
48-Bit Color, 600 x1200 dpi
Small 2.5” x 12” Footprint
Dual Paper Path
…
„
Curl & Return or Straight
Scans ID Cards
Strobe XP 470
„
„
„
„
„
„
„
„
„
„
„
„
33 PPM Simplex – 66 IPM Duplex
9 Preset One Touch Destinations
50-page ADF
600 DPI, 48-bit Color
Small 13” x 5” Footprint
Searchable PDF Creation
PaperPort Professional
OmniPage Pro
Kofax VRS
Hi-Speed USB 2.0, TWAIN & ISIS Drivers
GSA Compliant – Assembled in USA
$1195.
Visioneer ADF Series
Visioneer 9750
$899 99
Visioneer 9650
$599 99
12 PPM, 50 page ADF
600 x 1200 DPI, 42-bit Color
USB 1.1 Interface
20 PPM, 50 page ADF
600 x 1200 DPI, 48-bit Color
Copy, Scan, Email Buttons
Hi-Speed USB 2.0
Xerox Development & Licensing
Agreement
Effective May, 2003, Launched September, 2003
„ Highly recognized brand
„ Visioneer defends the imaging desktop for Xerox
„ www.xeroxscanners.com
„
Xerox Scanners
“On-Ramp” to Xerox Printers
DocuMate 520
„
„
„
„
„
„
„
„
„
„
20 PPM, 50-page ADF
One-Touch 3-button
600 x 1200 DPI
48-bit color, 16 gray
Flatbed – letter size
ADF – legal size
PaperPort Pro 9 Office
Kofax VRS
Hi-Speed USB 2.0
$999.99
Duplex Business Scanners
DocuMate 252
DocuMate 272
25ppm Simplex – 50 ipm Duplex
33ppm Simplex – 66 ipm Duplex
Sheetfed with 50 pg ADF
USB 2.0, TWAIN and ISIS
48-bit, 600 dpi
<3 Secs/ID, Embossed or Smooth
Sheetfed with 50 pg ADF
USB 2.0, TWAIN and ISIS
$995.
$1,295.
DocuMate 262
33ppm Simplex – 66 ipm Duplex
Sheetfed with 50 pg ADF
USB 2.0, TWAIN and ISIS
48-bit, 600 dpi
$1,195.
DocuMate 252 – Best of AIIM 2004
„
„
„
„
„
„
„
„
„
„
„
25 PPM Simplex – 50 IPM Duplex
9 Preset One Touch Destinations
50-page ADF
600 DPI, 48-bit Color
Small 13” x 5” Footprint
Searchable PDF Creation
PaperPort Pro 9 Office
OmniPage Pro 12
Kofax VRS
Hi-Speed USB 2.0
$995.
DocuMate 272
„
„
30% faster than DM252 with all the
award-winning functionality
DM262 Performance plus Separate ID
Card Reader
1.3 mm Embossed & Smooth
… Duplex & Color
… Handles Mixed Media 30% faster
…
„
„
Ideal for Healthcare, Medical and
Financial Services Markets
$1,295.
Searchable PDF
„
„
„
„
„
„
„
„
Search Scanned Documents by Content – FAST
Ideal for Search/Retrieval and Archiving
Create from One Touch or from within PaperPort
Convert any document with right-click
Maintain scanned page visual integrity
Searchable with ubiquitous Acrobat Reader
Search Single Document, Folder or Volume
Re-use text by select/copy/paste
„
„
„
„
„
„
Intelligently Enhances Image Quality
Improves OCR Accuracy
Corrects Skew & Alignment Inaccuracies
Rescanning Eliminated
One Touch Ease of Use
Visioneer & Xerox Scanners Fully Certified
Xerox DocuMate 252/262/272
Awards and Reviews
„
„
„
„
„
„
„
„
„
„
InfoTrends “Establishes a new standard…”, March 2004
AIIM “Best of Show,” March, 2004
RetailVision, “Best Hardware”, April 2004
RetailVision, “Best Peripheral, April 2004
NY Times, “Fastest, most powerful scanner…”, July, 2004
Editor’s Choice, Better Buys for Business, August, 2004
PC Magazine, 4.5 out of 5 stars, November, 2004
PC Magazine, 4.5 out of 5 stars, March, 2005
PC Magazine Editor’s Choice, March 2005
AIIM “Best of Show”, May, 2005
Why Choose Xerox & Visioneer
Scanners?
„
Ease of Use
…
…
…
„
Price-Performance-Productivity
…
…
…
„
„
DM252 Fastest Duplex under $1,000.00
DM262 Outperforms Every Scanner in its class
Robust Software Bundle: Kofax VRS, PaperPort, OmniPage
Highly Acclaimed Scanning Solutions
…
…
„
One Touch Scan-to-Email, -to-Print, -to-PDF, -to-Desktop, -to-Word
Scan to Searchable PDF
TWAIN and Certified-ISIS Drivers
Analyst Recommended
Award Winning
Best Channel Program in the Imaging Business
Support and Service
eCapture™ for eRoom®
From Paper … to People with just OneTouch
„
Scan Documents Directly
to a Documentum eRoom
with OneTouch Scanning.
„
CoDeveloped by
Visioneer & Daybreak ICS
Features
„
„
„
Designed for Documentum accredited
Quick, easy installation and simple operation
Scan to searchable PDF, or any file format supported by
Visioneer OneTouch, directly to any accessible eRoom
… Search sPDF files from within an eRoom
„
„
„
„
Set different eRooms or folders as different OneTouch
destinations
Set filename format and automatically name file
Scan offline and batch upload later
Secure communications to protect your assets
Visioneer Support:
The Service Advantage
Visioneer & Xerox
Service and Support Programs
„
„
„
„
„
„
All In-House US-based Support and Service
Multi-year Service & Support Warranty
Overnight Warranty Exchange (replace, then return)
Priority Call Status and Response
24x7 Web Support
Certified Training Support Program
Max and Sara
Our online virtual agents are able to assist you 24 hours a day 7 days a
week. Visit www.xeroxscanners.com and click “Ask Max” or
www.visioneer.com and click “Support” then “Knowledgebase”
Service & Support Warranties
Why buy a Premium warranty?
ƒ
ƒ
ƒ
ƒ
ƒ
ƒ
Toll-free service with Contract ID
Priority queuing within the call center
Overnight shipping with advance-ship RMA
WebEx Remote control assistance from Technical Support
2- and 3-year agreements extend service beyond original warranty, yet within
useful life of product
More online support features than ‘standard’ warranty users – coming soon!
Premium Plus – Add 4-hour On-site* Service
*4 hours from notice replacement product is ‘in hand’
Xerox “Classic” Warranty
800# is Provided for all products
„ Competitive product warranty
„
… 1-year parts & labor depot service on scanners
„
Return & Replace, maintenance kits to be available
… Customer pays to ship unit to us
Replacement is sent via “Ground” service
„ “Classic” 2-year and 3-year contracts available
„
Xerox “Executive” Warranty
All of “Classic” warranty features
„ Offered “Advance-Ship” of units
… Shipment is secured by credit card
… Replacement is shipped overnight
… Customer uses packaging to send original unit back
Priority service by support staff
„ WebEx, if identified as useful to resolve
„ 1, 2 or 3 years Options
„
Xerox “Executive Plus” Warranty
„
„
„
„
Giving Non-Service VAR’s the onsite edge
All of “Classic” warranty features
All of “Executive” warranty features
Dispatch of onsite service vendor for replacement
-Customer calls Technical Support, needs RMA
-Unit is sent to customer site, WaCA is notified
-WaCA dispatch contacts customer, confirms information
-Product arrives onsite, customer calls WaCA to schedule
-WaCA service partner arrives within 4 hours: swaps hardware
onsite, confirms new unit works with TS, sends original back
„
Offered at 1, 2 or 3 years
Visioneer Warranty Programs
“Standard” Warranty – 1 year on scanners
„ Customers contact: 925-251-6397
„ Return & Replace, “Ground” shipping
„ “Premier” Warranty – 1, 2 or 3 years
„
… 888-251-6396 – Contract number required
… Mirrors the Xerox Executive Services
„
“Premier Plus” Warranty – 1, 2 or 3 years
… Mirrors the Xerox Executive Plus Services
Corporate Helpdesk Certification
„
Targeted to Major Accounts > 100 units
… Product specific certification: Customers with internal IT
helpdesks want to reduce support time & cost of roll-out to users
… Examples: Geico, First Horizon, DCAA, USPS
… Onsite training by technical staff for technical staff
… Escalate Direct: Technical Support from “Senior” staff
… RMA Direct: No TS Validation required for RMA request
… Product updates & tech tips
… Product warranty still applies (Standard vs. Contract)
… NTF rates are monitored as returns/replacements are not a
troubleshooting tool
20/20 Perfect Vision
Program Overview
20/20 Perfect Vision
VAR Program
„
„
„
„
„
„
„
„
„
Volume Incentive Rebates
Market Development Funds
Design Registration & Meet Comp Programs
Sales Support
Marketing Tools
Sales Lead Referrals
Demo & Evaluation Unit Program
www.visioneer.com/2020
VAR Blog: visioneer.blogs.com
VAR Blog
„
„
First use of business blog in imaging industry
http://visioneer.blogs.com/2020
… Secure Log-in
„
„
Username: 2020
Password: success
… Timely and relevant program updates and info
„
VARs opt-in for RSS Feed or visit URL
… Free OnFolio RSS Reader to VARs ($99 Value)
Volume Incentive Rebates
„
Volume Incentive Rebates are earned based on net
purchase level of Eligible Products*
…
…
…
„
„
$12,500 - $14,999/quarter
$15,000 - $24,999/quarter
$25,000 or more/quarter
3%
5%
7%
Net purchase levels are monitored by POS reports
provided by Visioneer Distributors
20/20 VARs wishing to claim VIR need to provide their POS
reports at the end of each quarter to the Inside Sales rep.
(This will help to confirm net purchase levels are accurate)
*Subject to change without notice
Elite Status has its Privileges
„
„
„
„
„
Marketing information, competitive data, marketing collateral,
programs and promotions will be posted on the 20/20 Perfect Vision
extranet
Elite VAR logos are posted on the Visioneer Partner page with links
to the VAR’s website
Elite VARs earn $2,000 in Marketing Development Funds (MDF) in
the first year after $20,000 in net purchases of eligible products.
MDF requests forms will be posted on the extranet
Elite VAR status is obtained after meeting the minimum VIR target for
2 consecutive quarters and will remain active until that target is
missed.
20/20 VAR Helpdesk Certification
„
Appropriate for Service and Elite 20/20 VARs
… COMPETITIVE ADVANTAGE!
„
„
The VAR is able to maintain the support relationship with the end-user
Visioneer provides a streamlined process to make the job easier!
… Toll Free support number as part of 20/20 program
… Escalate Direct: Technical Support from “Senior” staff
… RMA Direct: No TS Validation required for RMA request
… Initial Orientation & ongoing technical webinars
… Product warranty still applies (Standard vs. Contract)
… NTF rates are monitored as returns/replacements are not a
troubleshooting tool
Design Registration
„
Design Registration
… Designed for 20/20 VARs who recommended Visioneer
products as a new or alternative solution to a customer
… The VAR receives protected discounted pricing should
the project be put out to bid on opportunities >$5K
… The Opportunity must be registered with Channel
Account Manager before the project is put out to bid
Design Registration
„
Design Registration
… Designed for 20/20 VARs who recommended Visioneer
products as a new or alternative solution to a customer
… The VAR receives protected discounted pricing should
the project be put out to bid on opportunities >$5K
… The Opportunity must be registered with Channel
Account Manager before the project is put out to bid
Meet-Comp
„
Meet-Comp
… Meet or Beat another Manufacturer’s Pricing in a
Competitive Bid against other retail channels and
resellers
… Bid must be >$5K to qualify
… All 20/20 Perfect Vision VAR’s in the bid will receive the
same Meet-Comp pricing levels from their distributor
… Etailers are not Eligible for Meet-Comp
Special Pricing Procedures
„
„
„
„
Potential deals should be discussed with your CAM
early and often.
Meet Comp & Design Reg forms will be available on
the 20/20 Perfect Vision extranet.
Email ([email protected]) or Fax (925-416-8600)
all forms need to Inside Sales. Your Channel
Account Manager will receive a copy from us.
Visioneer Executive Approval is required for all
special pricing.
Demonstration Units
Demonstration units from the eligible product list are
purchased through distribution channels
„ Pricing is up to 50% off MSRP
„ One demo unit per model may be purchased at the
discount pricing every 6 months - great savings!
„
Evaluation Units
„
„
„
„
„
„
Evaluation units are available for single model opportunities of
more than $5,000
Evaluation period is for 60 days
Request an evaluation by sending a Pre-Evaluation
Questionnaire by email or fax to the Inside Sales rep
The Channel Account Manager (CAM) provides approval
Once approved, a completed evaluation agreement is required,
detailing the evaluation period, and finance terms & conditions
VARs have the option to return the unit at the end of the
evaluation period or purchase the unit at retail price
20/20 Eligible Products
Visioneer 9650 and Visioneer 9750 Scanners
„ Visioneer Strobe XP300, Strobe XP200 with VRS
„ Visioneer Strobe XP450 & XP470 Scanners
„ Xerox DocuMate 252, 262, 272 and DocuMate 520
Scanners
„ Visioneer and Xerox Warranty Service Plans
„
Contact Points
„
Sales and Customer Engagements
…
…
…
„
Inside Sales and Service
…
…
„
Rusty James, VP Channel Sales, (214) 764-0933
Channel Account Managers (see Territory Map)
Bob Scaglia, SVP Retail Sales, (972) 772-8374
Maribel Jasso, Sr. Manager of Inside Sales, (925) 251-6399
Don Mozzochi, Director of Customer Service & Support, (925) 251-6376
Marketing
…
…
…
…
John Capurso, VP Marketing, (978) 692-7769
Tony Graham, ISV Business Development, (949) 249-2000
Karen Corbett, Channel Marketing Mgr., (925) 251-6352
Danielle Cook, PR Manager, (925) 251-6350
Sales Territory Map
GEORGE MORRIS
B Channel Account Manager
914-779-7353 W
914-309-0909 M
[email protected]
NY,NJ,PA,CT,RI,VT,NH,MA,ME
RUSTY JAMES
BARRY ROGERS
Vice President of Channel Sales
The Americas
214-764-0933 W
972-567-1313 M
[email protected]
Channel Account Manager
502-894-4459 W
502-386-1656 M
[email protected]
MARIBEL JASSO
ANDY DOMNAUER
Senior Manager of Sales
Operations
925-251-6403 W
408-505-9907 M
[email protected]
B Channel Account Manager
770-772-6636 W
770-335-3228 M
[email protected]
DC,MD,DE,KY,WV,VA
AR,LA,MS,TN,AL,GA,NC,SC,FL
DAWN STRATTON
CORINE LAURENCELL
DARCY PRYOR
MICHAEL SWEET
B National Account Manager
TechData, NewWave, D&H
727-517-3228 W
727-798-2332 M
[email protected]
Strategic Account Manager
CDW
815-774-9553 W
815-592-6421 M
[email protected]
Channel Inside Sales Support
Western/Mid-West
925-251-6399 W
925-251-6373 Direct
[email protected]
B Channel Account Manager
614-478-8111 W
614-506-2319 M
[email protected]
COLBY WEAVER
TONY GRAHAM
DONNIE VARNER
BILL KOUZI
B National Account Manager
Ingram Micro
949-497-8050 W
949-735-4530 C
[email protected]
ISV Business Dev. Mgr.
949-249-2000 W
949-705-8900 M
[email protected]
Channel Inside Sales Support
Southeast/Mid-Atlantic/Northeast
925-251-6399 W
925-251-6396 Direct
[email protected]
B Channel Account Manager
949-443-0744 W
949-887-8365 M
[email protected]
TX,OK,KS,NE,SD,ND,OH,IN,MI,IL,WI,MN,IA,MO
CA,OR,WA,ID,MT,NV,UT,AZ,NM,CO,WY,AL,HI
Rev. 11-28-05
Distributors
Keys to Success
„ Success through the VAR Channel
„ Lead with Product Solutions
„ Strength in Certified Drivers, PDF Creation
Tools and OneTouch
„ Xerox and Visioneer Partnership
„ World-Class Customer Service and Support
Thank you