Welcome Dragon Partners • Quarterly iPad Drawing 1 Today’s Agenda • 8:30am Welcome and Overview • 8:45am Speech Recognition Today and Tomorrow-The Dragon Vision • 9:15am Break • 9:30am Vertical Selling Tips, Strategies and Successes • 11:30am Lunch • 12:30pm Understanding Customer Challenges and Closing Business • 2:30pm Break • 2:45pm At Your Fingers Tips-Sales Tools, Marketing Programs and Promotions • 3:15pm Open Discussion and Feedback with Marketing and Product Management • 4pm Closing Remarks 2 Dragon Connections Partner Program • • • Three Partner Levels – Vertical Solution Partner – Gold Partner – Silver Partner Some Benefits of Program – Certified, preferred partner rebates – Marketing support-Case studies, trade shows, webinars – In field sales support – Access to technical support Why add Dragon to Portfolio – World’s #1 Speech Recognition Solution – Product differentiation – Increase revenues and profits-Professional services 3 Speech Recognition Today and Tomorrow - The Dragon Vision Peter Mahoney-SVP/GM Dragon 4 Vertical Selling Tips, Strategies and Successes 5 Alan Russell, Channel Manager-Partner Programs Mike Challender, Channel Manager-Dragon NaturallySpeaking Agenda • The latest Nuance stats • What the press is saying about Dragon • The Dragon team • Our engagement model • Enterprise applications • The market for speech technology • Vertical market view and account review • Wrap-up and Q&A 6 The Latest Nuance Stats • Leading provider of speech and imaging solutions – Over 1,000 filed and pending speech patents and over 40 imaging patents – Mobile solutions in more than 5 billion phones, cars and navigation systems – More than 10 billion customer care interactions annually – Over 22 million registered desktop application users • Over 6,000+ employees in 35+ offices worldwide • 2010 Revenue $1.12B 7 Dragon NaturallySpeaking 11 • What press are saying about Version 11: – “What’s good about NaturallySpeaking has gotten better … you’ll probably be amazed at how far the technology has come.” – “Version 11 is vastly superior to previous versions … the bottom line is that voice is finally ready for prime time.” – “The software is killer. It is accurate. It is fast.” – “Nuance bolsters the things that matter most: accuracy and speed.” – “Dragon NaturallySpeaking 11 speech recognition is miraculous.” 8 The Nuance Team Behind You • How do we support you – – – – Our roles and responsibilities (Russell, Challender) Inside team (Novak, Stamm) Outside team (Buckley, DeLone, Citro, Guarini, Broudy) Marketing (Programs/Webinars/Trade show support) • Model of engagement – – – – Who to engage with How to engage Process and procedure Lead and deal tracking and follow-up 9 Americas Dragon Territory Map South USA North USA Canada Central America Tom Wendt Director, NA Sales DNS Tom. Wendt@nuance.c0m (508.397.3040) BC AB AK SASK ON MB QE NB WA Tim Citro Commercial Accounts & Canada (Including Govn’t & Education) Tim.Citro@nuance.com (978.618.8643) Lon Novak Inside Sales Rep Lon.Novak@nuance.com (617.548.3727) John Ingram & Eric Guinazzo Sales Engineers (John - 757.927.9686) John.Ingram@nuance.com (Eric - 978.804.7625) Eric.Guinazzo@nuance.com SC MT ME ND MN OR ID SD WI WY NE NV CO CA HI AZ PA IL UT KS OK NM IN MO NJ DE DC VA OH KY MD WV NC TN AR Mexico SC MS TX MI IA VT NH NY MA CT RI AL GA LA South America Ryan DeLone North Regional Sales Manager State, Local & Education Ryan.Delone@nuance.com (781.308.6878) Lori Stamm Inside Sales Rep Lori.Stamm@Nuance.com (816.500.1378) Tom Guarini South Regional Sales Manager State, Local & Education Tom. Guarini@nuance.com (703.628.7055) Lori Stamm Inside Sales Rep (816.500.1378) FL Andrew Buckley Financial Services & Insurance (FSI) Sales Manager Andrew.Buckley@nuance.com (781-888-2966) Lon Novak Inside Sales Rep (617.548.3727) Scott Broudy Federal Government Sales Manager Scott.Broudy@nuance.com (817.983.3307) Lori Stamm Inside Sales Rep (816.500.1378) Carlos Suarez Sales Manager Central America Carlos.Suarez@nuance.com (52.55.1107.8099) Marcello Surjopolos Inside Sales Rep (801.446.4182) Brazil Sales Manager South America Antonio.Santos@ nuance.com (55.11.3444.7933) Inside Sales Rep (801.446.4182) 10 Common Dragon Enterprise Applications • Field reporting – – – – Insurance claims Field sales / service Social workers Inspectors • Document creation – – – – – – CBT Creation Legal (corporate and law firms) Court administrators & Judges Research Life sciences Publishing • General office productivity • Public safety – Intelligence reporting – Incident reporting • Ergonomics – RSI prevention/treatment • Accessibility – Physical – Key stroke reduction – Language-based learning disabilities (Dyslexia) • Call center agent wrap-up • Screen Navigation - Macros 11 The Market for Speech Technology Insurance • 2.3 million employees in 180,000 establishments • Document Creation: 209,000+ employees in claims Social Services • More than 1 million employees in 56,000 family services establishments Financial Services • 317,200 securities, commodities, and financial services sales agents Legal • 761,000 lawyers / 238,000 paralegals/legal assistants • Industry expected to grow by 73% • Large, nationally known organizations (with an extensive network of branch offices throughout the country) have the greatest share of jobs in the industry; however, smaller organizations represent 75% of the total establishments in the industry – – – 80% employed by law firms: 165,000 law firms Firms with >25 lawyers: 41,000 (25%) 8% in corporate (includes 20,000 lawyers in insurance/finance); 12% in gov’t Education • 93,500 total establishments (66,000 elementary schools, average enrollment of 475 students; 23,500 secondary schools, average enrollment of 700 students; Higher Ed: 2,300 4-year and 1,700 2-year schools) Public Service • State and local police: 732,000 officers in 17,876 agencies • State and local governments: 26,900 judges, magistrate judges and jobs; additional 14,400 administrative law judges, adjudicators, and hearing officers Source: US Dept, of Labor, Bureau of Labor Statistics 12 INSURANCE MARKET REVIEW Andrew Buckley 13 Industry Snapshot: INSURANCE Business Opportunity • Transcription services can cost up to $80,000/year per employee • Field agents spend 3-4 hours per day typing reports • Document Creation: 209,000+ employees in claims • 2.3 million employees in 180,000 establishments • Organizations with > 50 employees: 9,000 (5%) Industry Challenges • Heavy workloads with shrinking budgets • Reduce average claim costs, leakage and expenses • Increase claims-handling speed / faster claims cycle times • Maximize performance of claims / more effective claims handling Why Dragon? • Reduce operational costs and improve customer service through increased efficiency (i.e. SIU) • Reduce fraud • Improve workflow – Streamline and accelerate data and claims input – Automate administrative tasks (more time in the field) – Macros (efficiency) 14 Industry Overview: INSURANCE • Timely claims processing is critical to customer retention and increased market share • Insurance companies need to deliver high-quality customer service while reducing operating costs • Claims adjusters spend 40% - 50% of their time preparing written documentation • Claims departments are finding it increasingly challenging to keep up with the number of claims they need to process each month • Reducing fraudulent claims has a compelling ROI 15 Key Questions: INSURANCE • Focus is on Business Unit Director or Manager – Claims, SIU, Loss/Risk Control, Legal Department • Claims - Auto/Commercial/Large Loss/Personal Property • Uncovering opportunities: 1. What is the total number of claims you are processing in a day/week/month/year? 2. What is the value of Investigators handling one additional claim/month? 3. Would it be beneficial if your team(s) was able to do one more assessment or one more claim per week? 4. Are your teams meeting their weekly or monthly objectives? 5. Does your team have quality and compliancy goals for claims? What are they? 6. Do you outsource any work to third party companies? 16 Key Messages: INSURANCE • Dragon can cut documentation time by up to 50% • Dragon’s custom voice commands can be used to streamline and accelerate claims-related data input • Dragon’s remote dictation capabilities allow adjusters to make productive use of time away from the office • Dragon lets claims adjusters dictate more accurate, detailed reports which helps reduce fraudulent claims • Dragon eliminates the need to use costly transcription services • Dragon can increase employee satisfaction and reduce turnover 17 The Hartford - Legal Challenge • Claims litigation department of 250+ attorneys responsible for providing legal services to the company and its insured clients • Needed to eliminate costly transcription service ($500,000 annually) used by ½ the attorneys to create reports, summarize case information • Improve efficiency of overall operations without adding more staff Solution (what problem was solved) Deal Structure (licenses/training) Negotiation • Existing enterprise agreement allowed for easy transition to buying DNS licenses • • Buying incrementally 25 to 50 at a time rather than one lump sum Latest deal 50 licenses plus web-based training (users are spread across 35 offices) Current Status / Next Steps • Rolled out 25 out of 75 licenses with remaining 50 rolled out by end of 2010. • Will expand in 2011 to at least 100 additional staff • Training needed to be provided and working with their training dept. who will be creating CBT courses for The Hartford (company wide) 18 The Hartford Challenge • Improve efficiency of SIU and Claims adjusters • SIU poor typists, slowing down reporting time and affecting case load • Claims dictate field note to a live person who transcribes in real-time in to claims mgmt system Solution (what problem was solved) Deal Structure (licenses/training) Negotiation • Current Status / Next Steps • Complete discovery • Existing enterprise agreement allowed for easy transition to buying DNS licenses Map workflow for Claims to ensure notes into the CMS in a timely manner • Deal went from start to close in 75 days • Schedule training • 6 days training including discovery time with the claims and investigators in the field • Monitor metrics to ensure efficiency gains • Close on large deal!! • 20 Claims licenses and 12 SIU licenses 19 SOCIAL SERVICES Social Services MARKET REVIEW Ryan DeLone 20 Industry Snapshot: SOCIAL SERVICES Business Opportunity • The industry’s 1 million social workers face an intense administrative burden: – – 75% of social workers spend 40-60% or more of their time on administrative paperwork At least half of all social workers put in 5+ overtime hours every week • According to the U.S. Department of Labor’s Bureau of Labor Statistics, social work is one of the fastest growing careers in the United States • The profession is expected to grow by 30% by 2010; currently, nearly 600,000 people hold social work degrees Industry Challenges • Underpaid, overworked and emotionally stretched daily • Overwhelming case loads • Staff retention • Administrative burden leads to poor accuracy and limited detail • Lack of detailed documentation leading to states being sued (i.e. Children’s Rights) Why Dragon? • Operational cost reduction; improved client service; speed data entry; automation of manual tasks • Safe time and hassle of paperwork – Case reports can be 8-10 pages • Reduce burnout -- maintain or increase staff retention and job satisfaction • Disability access; preventing repetitive stress injuries 21 Industry Overview: SOCIAL SERVICES • Most agencies are understaffed, underfunded, and overworked as caseloads and documentation requirements continue to increase • Social workers often have up to 25 cases open at any given time, resulting in high burnout and turn over rates • A social worker is required to create and update up to eight separate lengthy documents for any given case • State agencies face legal action from organizations such as Children’s Rights looking to transform child welfare practices and policies 22 Key Questions: SOCIAL SERVICES • Target contact is COO, Operations Director, or Deputy Director of Field Operations • Uncovering opportunities: 1. Do you use any type of transcription service? Internal word processing departments? 2. What is your annual employee turnover rate? 3. How many hours in a day do you spend documenting case notes? 4. What is the weekly case load at your office/department? 5. What is the frequency of contact per case? 23 Key Messages: SOCIAL SERVICES • Dragon can reduce documentation times by up to 50% • Dragon allows social workers to spend more time in the field and less time on paperwork • Dragon lets social workers dictate notes into a digital voice recorder • Dragon’s custom voice commands can be used to insert boilerplate text or to automate routine/administrative tasks • Dragon helps social workers spend more time in the community helping people in crisis resulting in greater job satisfaction and lower turnover 24 In Their Own Words: Youth Villages 25 Youth Villages Challenge • 1,400 counselors and support staff help more than 11,000 children each year from 50 locations in 39 cities across 10 states • Grueling pace with extensive case documentation (session notes, contact notes, assessments, weekly treatment plans, monthly summaries, etc.) was leading to counselor burnout and high turnover rates Solution (what problem was solved) Deal Structure (licenses/training) Negotiation Current Status / Next Steps • Documentation completion time cut by 55% • Complete administrative work / documentation requirements more quickly; capture notes with a digital voice recorder in the field • Increased counselor retention and maintained consistency in job satisfaction ratings • Dedicated on-site support staff; centralized administration • Percentage of counselors who felt they had moderate to complete control over paperwork increased from 39% to 82% • Top-level executive support 26 LEGAL MARKET OVERVIEW Mike and Alan 27 Industry Snapshot: LEGAL Business Opportunity • $1B spent each year on dictation and transcription services • Productivity & billable hours lost by way of highly inefficient processes including $300+ attorneys typing at 30 to 40 wpm • 761,000 lawyers • 80% employed by law firms: 165,000 law firms • 8% in corporate (includes 20,000 lawyers in insurance/finance); • 238,000 paralegals/legal assistants (70% employed by law firms) Industry Challenges • Overtime fees, outsourced transcription costs, and lengthy turnaround times eat into firm profits and erode client satisfaction • Flat rate arrangements are increasing • Competitive environment driving more efficiency • Staffing costs are high with firms to adjust their staff / attorney ratios Why Dragon? • Operational cost reduction via transcription cost and staffing reductions • Improving client service via faster document turn-around • Speed data entry into time management, billing, case / practice management systems • Manage email correspondences more efficiently 28 Industry Overview: LEGAL • The legal industry has evolved from a prestigious profession focused on long-term relationship building to a hyper-competitive field focused on maximum revenue generation (billable hours) • The average associate works 62 hours per week, resulting in poor work/life balance • Use and adoption of technology is still an individual decision in many firms; younger lawyers adopt technology more readily than older lawyers • Almost all lawyers use dictation devices for preparing case documentation, but most are still dependent on administrative staff and transcription services to complete required paperwork 29 Key Questions: LEGAL • Target Contact is a Partner or Associate Partner, Director of Technology • Uncovering opportunities: 1. 2. 3. 4. Do you currently have a speech strategy or use a speech platform? What is your ratio of support staff to attorneys Do you currently outsource for your transcription needs? Do you bill back your customers for the time your attorneys/paralegals spend on document creation? 5. Do your attorneys currently use digital recorders for their dictation needs? 30 Key Messages: LEGAL • Dragon can reduce the time and cost associated with traditional transcription • Dragon helps reduce the time to complete documentation tasks from days to hours • Dragon helps reduce admin costs and improve the staff-to-lawyer ratio • Dragon enables administrative staff and paralegals to be more productive and focus on billable activities which reduces overtime • Dragon helps users complete documents faster with less dependency on support staff • Dragon allows users to dictate case notes directly into case management systems 31 Liberty Mutual Challenge • Attorneys constantly behind in creating contracts and other legal documents due to limited support staff • 20 minutes/document, 5-6 documents per day, 10 minutes/system data entry per case Solution (what problem was solved) Deal Structure (licenses/training) Negotiation • 100% of pilot participants agreed creation of traditional dictation is faster with Dragon • • 50% reduction in document creation time after 90 days / 70% reduction after 180 days • Data entry time reduced 70% to 3 minutes • Revision/correction time nearly eliminated • Dragon used for about 80% of all documents, 50% of email Dragon restored 6 to 8 hours of productive time per week per attorney Current Status / Next Steps 32 FINANCIAL SERVICES Financial Services MARKET OVERVIEW Andrew Buckley 33 Industry Snapshot: FINANCIAL SERVICES Business Opportunity • 317,200 securities, commodities, and financial services sales agents across large, nationally known organizations and smaller organizations • Growing compliance requirements and regulatory demands. Effective compliance is critical to an investment advisor’s practice because it: – – Industry Challenges Facilitates a productive, efficient, and transparent client-advisor relationship Mitigates legal/regulatory issues that could lead to significant fines/costly litigation • Meet growing compliance requirements and regulatory demands while maintaining high productivity and controlling costs • Rising cost of business in a highly competitive market Why Dragon? • Fast, efficient and cost-effective solution for creating the documentation required to meet ever-expanding compliance requirements and minimize risk of litigation – Dramatically reduce the time it takes to document client interactions in CRM systems; improve detail and accuracy of meeting notes • Enables investment advisors to easily capture the detailed information needed to minimize risk of litigation and improve service to investors; • Produce other client communications like email, written correspondence, agreements, plans, and newsletters • Drive higher productivity and control costs for bottom-line results 34 Industry Overview: FINANCIAL SERVICES • Investment management firms and independent investment advisors need to ensure ongoing compliance (i.e. FINRA) • Non-compliance could result in sanctions, fines or prosecutions • Investment advisors are subject to the rules of numerous government agencies and independent regulatory groups; this regulatory scrutiny is expected to continue to increase • To meet compliance requirements and protect against litigation, investment advisors must carefully document all conversations with clients • Capturing detailed information helps to minimize the risk of litigation and improve service to investors 35 Key Questions: FINANCIAL SERVICES • Target Contacts are Financial Advisors, Investment Advisors, Compliancy Supervisors • Uncovering opportunities: 1. Do you currently use third party transcription services such as CopyTalk? 2. How does your firm protect itself with regards to state regulations/guidelines regarding the accuracy and detail of your work/case histories? 3. Would it be helpful if you had a way to control the standardization of case notes in your organization? 4. What are your company compliancy guidelines for documentation? 5. How often are audits performed on the case notes that are entered? 36 Key Messages: FINANCIAL SERVICES • Dragon can reduce the time it takes to document client interactions in CRM systems • Dragon helps improve the detail and accuracy of meeting notes and enabling users to capture them while they still fresh in their minds • Dragon enables users to produce other client communications like email, written correspondence, agreements, plans, and newsletters • Dragon helps users maintain documentation to meet compliance requirements and minimize risk of litigation 37 Franklin Templeton Challenge • Offer a mobile dictation/transcription solution using Blackberry • • BB not supported in v10/v11 FRK management would not authorize a purchase for additional hardware • Cost was prohibitive • Another device to carry Solution (what problem was solved) Deal Structure (licenses/training) Negotiation • Provide training for Field Sales reps • • Support correctionists Timely/accurate data from onsite meetings • Leveraging a transcriptionist for correction and input into Siebel CRM • Notes meet/exceed internal compliancy standards • 100 licenses total Current Status / Next Steps • • Run tools like acoustic optimizer Leverage ATFA to automate transcription process 38 ATFA Workflow 39 RBC-Tim Citro Challenge • Investment Industry Regulatory Organization of Canada (IIROC) policy requiring all customer notes to be electronically entered into their CRM system • Compliancy – detailed and accurate client notes needed to comply with standards Solution (what problem was solved) Deal Structure (licenses/training) Negotiation • Nuance integrated Dragon into their CRM system • RBC implemented a hardware system that integrated the phone and the PC with a single headset • Notes were more descriptive which in turn lessened their exposure to liability Current Status / Next Steps • Rolling out 100 licenses of DNS Pro to users • Phase 2 roll out is 500 licenses in the next several months across multiple wealth centers 40 EDUCATION Education Industry MARKET OVERVIEW Mike and Alan and friends 41 Industry Snapshot: EDUCATION Business Opportunity • K-12: $1.5 billion spent on technology and other instructional support in Special Education – 66,000 elementary schools, average enrollment of 475 students – 3 million-plus school-age children are currently receiving special education services – 23,500 secondary schools, average enrollment of 700 students • Higher Ed: $84 Million spent on Student Support Services including technology and other instructional support – 2,300 4-year and 1,700 2-year schools Industry Challenges • School systems are trying to adequately serve more and more students with physical/learning disabilities involving written language • Schools need to teach students a wide range of PC skills, including alternative input methods • Many teachers receive hundreds of essays, reports, exams or homework assignments from students every week, all of which require timely review and detailed feedback Why Dragon? • For students with physical/learning disabilities: accessibility; helps special education students keep up with their non-disabled peers • For students of all abilities: Improves core reading and writing skills • For teachers and administrators: Streamlines the assessment of student assignments by enabling teachers to quickly add comments and notes 42 Supporting Volume Licensing 45 Calgary Canada - Dr. Oakley School Challenge • Mandate to provide site- based, intensive literacy development for complex learners • Find technologies that can be put into the classroom so that students can be re-introduced to the traditional K-12 setting within 2 years Solution (what problem was solved) Deal Structure (licenses/training) Negotiation • Dragon was deemed a software to help facilitate this and has been instrumental in faster reintroduction into their schools Current Status / Next Steps • Calgary Board of Education decided that with the success they’ve had with the software to start introducing it as an inclusive tool • Purchased 84 school site licenses for both PC & MAC • Staff were trained by the Inclusive Learning Technologies Department to help students get acclimated to the technology 47 Before and After Dragon 48 In Their Own Words: Education 49 PUBLIC SERVICE MARKET OVERVIEW Ryan DeLone 50 Industry Snapshot: PUBLIC SERVICE Business Opportunity • Officers spend an average of 45% of their time on paperwork (an average of 2 hours of paperwork per incident) – – – – – State and local police: 732,000 officers in 17,876 agencies Organizations with > 50 officers: 2,224 (13%) Sheriff departments: 175,000 officers in 3,067 agencies Probation officers / correctional treatment specialists: 92,000 Correctional officers and jailers: 409,000 • Judicial support staff can spend 30+ hours per week typing multiple drafts – – State and local governments: 26,900 judges, magistrate judges, and magistrates jobs; additional 14,400 administrative law judges, adjudicators, and hearing officers. Arbitrators, mediators, and conciliators: 9,900 spread across state and local governments, labor organizations, law offices, insurance carriers, and other private companies Industry Challenges • Administrative burden keeps officers/judges from focusing on public service Why Dragon? • Field reporting / complete forms faster • Reports must be accurate and detailed, filed in a timely manner • Speed document creation; improve document details and accuracy 51 In Their Own Words: Burlington Police Department 55 Iowa Court System Challenge • Offer a workflow solution to improve transcription process of case reports • Support staff responsible for up to 35 hours of typing • Support staff have flexible roles/ multiple locations and are an aging workforce • Maintenance & Support required Solution (what problem was solved) Deal Structure (licenses/training) Negotiation • Upgrade 135 users to Dragon 11 Professional • • • Current Status / Next Steps • Decreased transcription process by 40% • Budget and fiscal stress alleviated • Include M&S Provide additional training for Judges and support staff • Retired support staff job rolls not backfilled Organization has access to Tech Support Set up “roaming user” to improve the workflow of flexible support staff 56 Southern California Edison-VR Solutions Challenge • Reduce the amount of workers’ compensation claims • Reduce repetitive motion processes in call center • Improve Productivity • Safety Solution (what problem was solved) Deal Structure (licenses/training) /Negotiation • SCE was able to bring back injured workers • Reduced risk of future injuries Current Status / Next Steps • 1200 Licenses DNS Pro • Reduced AHT in Call Center • 700 Call Center • Contained new hires that may not have met minimum standards • 300 Ergonomic/Safety Team • 200 Billing Department (new) • Safety • • 360 CCA – 8.7 million keystrokes saved/44k Macros launched (July 2010) Continue to leverage existing success into other departments – SCE Tours 57 Questions? 58 Understanding Customer Challenges and Closing Business featuring John Costigan 59 At Your Finger Tips – Marketing Program, Sales Tools and Promotions 60 Aimee Kreth, Marketing Programs Manager Kristen Wylie, Product Marketing Manager Erica Hill, Senior Manager, Corporate Communications Agenda • VAR Resource Portal • Marketing Program Activity • Leveraging Public Relations • FY11 Promotion 61 Have You Seen Me? 62 What Can I Find on the Portal? • Resources we have today: • Resources we are working on: • Product collateral • Marketing programs – – – – • Demo library – – • • • Playbooks Case studies/testimonials White papers ROI calculators • – – – Flash demos Feature videos Customer videos • White paper Webinar Case studies Dragon Dictate – Multimedia Top press clips Press announcements Financial services – – – • Webinar invite Presentations Sample direct mail Ongoing promotions Press features – – Scripts Tips for preparation Vertical tools – – – – – – – – DNS datasheets Dragon Dictate datasheet Feature matrix Comparison charts Feature demos/videos What would you like to see? 63 And Don’t Forget our Website • User workbooks • Additional instructional videos • Ondemand webinars • Knowledgebase 64 Marketing Program Activity • Version 11 intro webinars • Trade show support and funding • Monthly webinars – More than 50 conducted in FY10 • Monthly newsletter • Voice rewards program • OLP call campaign • Training services email campaign • Vertical programs – – – – Social services VITO letter RSI direct mail Court admin campaign Education programs 65 What Have You Done for Me Lately • Ongoing portal updates • Recertification testing • Partner locator revamp • Quarterly training webinars • Continue trade show support • Expand marketing materials 66 Leveraging Public Relations • How to get press for your customers • Approaching your customer for a case study 67 2011 Sales Contest 68 2011 Sales Contest • Quarterly iPad Drawing 69 2011 Sales Contest • 2 Year BMW 328i Lease 70 2011 Sales Contest Rules • • • • $10-$20,000 deal receives 1 ticket $20-$30,000 deal receives 2 tickets $30-$40,000 deal receives 3 tickets $50,000+ deal receives 4 tickets • Rules: – – – – – – Must register opportunity with Dragon rewards on portal Must be purchased at same time not $5K then another $5K Must be license sales not box Will receive ticket credit in the quarter licensing is received Quarterly iPad giveaway will be based on deals that quarter All tickets stay in for year-end BMW Lease award • TBD October 15th 2011 71 Partnering for Success • Expand your markets to the verticals presented today • Engage us in your success • Use some of the skills John Costigan outlined today • Use the tools available such as the Partner Portal • Let us assist you with publicity/Co-Marketing • Take advantage of the promotion by registering opportunities TODAY • Keep an open line of communication-Feedback 72 Questions? 73