20/20 perfect vision var training
DESCRIPTION
ÂTRANSCRIPT
20/20 Perfect Vision 20/20 Perfect Vision VAR TrainingVAR Training
Visioneer HistoryVisioneer History
1994: PaperPort SoftwareFirst Friendly Scanner UI, later becomes ScanSoft PaperPort
1996: Sheetfed ScannersCreated a new class of scanners for business users
1997: Generic FlatbedsOff-the-shelf hardware integrated with PaperPort
Visioneer HistoryVisioneer History1998: OneTouch Scanners
Buttons seamlessly operate scanner
2001: ADF ScannersBusiness class products for desktop and departmental use
2003: Xerox Licensing AgreementDevelop, market, sell and support scanners
2004: DM252 “Best of Show” at AIIM & RetailVision2005: DM262 PC Magazine Editor’s Choice2005: Again “Best of Show” at AIIM, DM272
Mission StatementMission Statement
To be a leading supplier of To be a leading supplier of desktop and departmental desktop and departmental
document management document management solutions through easesolutions through ease--ofof--use, innovation and value.use, innovation and value.
Distributed Capture DefinedDistributed Capture Defined
Decentralized Usage – Centralized AdministrationMultiple sites (or users)
5, 10, 25, 50, 100’s or even 1,000’sLow-volume per siteCollectively a large volumeConnectivity = Internet or Intranet
Non-Imaging Employee
Document Imaging Market SegmentsDocument Imaging Market Segments(North America)(North America)
Category Speed Range
Price Range
2005 Avg List Price
2005 Sales ($ M)
Revenue CAGR 2002-2006
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 ScannersWorkgroup Scanners2005 Market Share Forecast by Vendor2005 Market Share Forecast by Vendor
Fujitsu, Visioneer gaining share in 2005HP and Canon losing share in 2005
Source: InfoTrends/CAP Ventures, November, 2005Market Share data is derived from an estimate.
Departmental ScannersDepartmental Scanners2005 Market Share Forecast by Vendor2005 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, FujitsuVisioneer had 0% in ’04.
Source: InfoTrends/CAP Ventures, November, 2005Market Share data is derived from an estimate.
Common Common ““Scan ToScan To”” DestinationsDestinations
PDF 70%Storage 68%Doc Filing/Mgt 69%General OCR 54%Print 51%eMail 46%Word 41%
Source: Based on Responses to InfoTrends/CAP Ventures End User Study, July, 2004
Visioneer Strobe SeriesVisioneer Strobe Series
Powerful ADF Corporate Scanner 600 dpi, TWAIN, USB 2.0 Hi-Speed20 ppm, Simplex
Strobe XP 450
$699 99
Powerful Corporate Scanner 600 dpi, 6 ppm, USB Interface
Strobe XP 200
$299 99
$399 99 with VRS
DUPLEX Mobile, USB 2.0 HiSpeedUSB- or Wall Powered, sPDF600 dpi, 6 sec/pg
Strobe XP 300
$399 99
GSA Compliant Scanner Searchable PDF33 ppm / 66 ipm DuplexUSB 2.0 Hi-Speed, TWAIN, ISIS
Strobe XP 470
$1195.
Strobe XP300Strobe XP300Duplex Mobile ScannerHi-Speed USB 2.0 or Wall-poweredCreate Searchable PDFPatented AutoLaunch™6 seconds per page & per image48-Bit Color, 600 x1200 dpiSmall 2.5” x 12” FootprintDual Paper Path
Curl & Return or Straight Scans ID Cards
33 PPM Simplex – 66 IPM Duplex9 Preset One Touch Destinations50-page ADF600 DPI, 48-bit ColorSmall 13” x 5” FootprintSearchable PDF Creation PaperPort ProfessionalOmniPage Pro Kofax VRSHi-Speed USB 2.0, TWAIN & ISIS DriversGSA Compliant – Assembled in USA$1195.
Strobe XP 470Strobe XP 470
Visioneer ADF SeriesVisioneer ADF Series
12 PPM, 50 page ADF600 x 1200 DPI, 42-bit ColorUSB 1.1 Interface
Visioneer 9650
Visioneer 975020 PPM, 50 page ADF 600 x 1200 DPI, 48-bit ColorCopy, Scan, Email ButtonsHi-Speed USB 2.0
$599 99
$899 99
Xerox Development & Licensing Xerox Development & Licensing AgreementAgreement
Effective May, 2003, Launched September, 2003Highly recognized brandVisioneer defends the imaging desktop for Xeroxwww.xeroxscanners.com
Xerox ScannersXerox Scanners““OnOn--RampRamp”” to Xerox Printersto Xerox Printers
DocuMate 520DocuMate 52020 PPM, 50-page ADFOne-Touch 3-button 600 x 1200 DPI48-bit color, 16 grayFlatbed – letter sizeADF – legal sizePaperPort Pro 9 OfficeKofax VRSHi-Speed USB 2.0$999.99
Sheetfed with 50 pg ADFUSB 2.0, TWAIN and ISIS48-bit, 600 dpi
25ppm Simplex – 50 ipm Duplex
DocuMate 252
$995.
Duplex Business ScannersDuplex Business Scanners
<3 Secs/ID, Embossed or SmoothSheetfed with 50 pg ADFUSB 2.0, TWAIN and ISIS
33ppm Simplex – 66 ipm Duplex
DocuMate 272
$1,295.
Sheetfed with 50 pg ADFUSB 2.0, TWAIN and ISIS48-bit, 600 dpi
33ppm Simplex – 66 ipm Duplex
DocuMate 262
$1,195.
DocuMate 252 DocuMate 252 –– Best of AIIM 2004Best of AIIM 200425 PPM Simplex – 50 IPM Duplex9 Preset One Touch Destinations50-page ADF600 DPI, 48-bit ColorSmall 13” x 5” FootprintSearchable PDF Creation PaperPort Pro 9 OfficeOmniPage Pro 12Kofax VRSHi-Speed USB 2.0$995.
DocuMate 272DocuMate 27230% faster than DM252 with all the award-winning functionality DM262 Performance plus Separate ID Card Reader
1.3 mm Embossed & SmoothDuplex & ColorHandles Mixed Media 30% faster
Ideal for Healthcare, Medical and Financial Services Markets$1,295.
Searchable PDFSearchable PDF
Search Scanned Documents by Content – FASTIdeal for Search/Retrieval and ArchivingCreate from One Touch or from within PaperPortConvert any document with right-clickMaintain scanned page visual integritySearchable with ubiquitous Acrobat ReaderSearch Single Document, Folder or VolumeRe-use text by select/copy/paste
Intelligently Enhances Image QualityImproves OCR AccuracyCorrects Skew & Alignment InaccuraciesRescanning EliminatedOne Touch Ease of UseVisioneer & Xerox Scanners Fully Certified
Xerox DocuMate 252/262/272 Xerox DocuMate 252/262/272 Awards and ReviewsAwards and Reviews
InfoTrends “Establishes a new standard…”, March 2004AIIM “Best of Show,” March, 2004RetailVision, “Best Hardware”, April 2004RetailVision, “Best Peripheral, April 2004NY Times, “Fastest, most powerful scanner…”, July, 2004Editor’s Choice, Better Buys for Business, August, 2004PC Magazine, 4.5 out of 5 stars, November, 2004PC Magazine, 4.5 out of 5 stars, March, 2005PC Magazine Editor’s Choice, March 2005AIIM “Best of Show”, May, 2005
Why Choose Xerox & Visioneer Why Choose Xerox & Visioneer Scanners?Scanners?
Ease of UseOne Touch Scan-to-Email, -to-Print, -to-PDF, -to-Desktop, -to-WordScan to Searchable PDFTWAIN and Certified-ISIS Drivers
Price-Performance-Productivity DM252 Fastest Duplex under $1,000.00
DM262 Outperforms Every Scanner in its classRobust Software Bundle: Kofax VRS, PaperPort, OmniPage
Highly Acclaimed Scanning SolutionsAnalyst RecommendedAward Winning
Best Channel Program in the Imaging BusinessSupport and Service
eCaptureeCapture™™ for eRoomfor eRoom®®
From Paper From Paper …… to People with just OneTouchto People with just OneTouch
Scan Documents Directly to a Documentum eRoom with OneTouch Scanning.
CoDeveloped by Visioneer & Daybreak ICS
FeaturesFeatures
Designed for Documentum accreditedQuick, easy installation and simple operationScan to searchable PDF, or any file format supported by Visioneer OneTouch, directly to any accessible eRoom
Search sPDF files from within an eRoomSet different eRooms or folders as different OneTouch destinationsSet filename format and automatically name fileScan offline and batch upload laterSecure communications to protect your assets
Visioneer Support:Visioneer Support:
The Service AdvantageThe Service Advantage
Visioneer & Xerox Visioneer & Xerox Service and Support ProgramsService and Support Programs
All In-House US-based Support and ServiceMulti-year Service & Support Warranty Overnight Warranty Exchange (replace, then return)Priority Call Status and Response 24x7 Web SupportCertified Training Support Program
Max and SaraMax and SaraOur online virtual agents are able to assist you 24 hours a day 7 days a
www.xeroxscanners.comweek. Visit and click “Ask Max” or www.visioneer.com and click “Support” then “Knowledgebase”
Service & Support WarrantiesService & Support Warranties
Why buy a Premium warranty?Toll-free service with Contract IDPriority queuing within the call centerOvernight shipping with advance-ship RMAWebEx Remote control assistance from Technical Support2- and 3-year agreements extend service beyond original warranty, yet within useful life of productMore 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 Xerox ““ClassicClassic”” WarrantyWarranty
800# is Provided for all productsCompetitive product warranty
1-year parts & labor depot service on scannersReturn & Replace, maintenance kits to be available
Customer pays to ship unit to usReplacement is sent via “Ground” service“Classic” 2-year and 3-year contracts available
Xerox Xerox ““ExecutiveExecutive”” WarrantyWarranty
All of “Classic” warranty featuresOffered “Advance-Ship” of units
Shipment is secured by credit cardReplacement is shipped overnightCustomer uses packaging to send original unit back
Priority service by support staff WebEx, if identified as useful to resolve1, 2 or 3 years Options
Xerox Xerox ““Executive PlusExecutive Plus”” WarrantyWarrantyGiving Non-Service VAR’s the onsite edgeAll of “Classic” warranty featuresAll of “Executive” warranty featuresDispatch 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 backOffered at 1, 2 or 3 years
Visioneer Warranty ProgramsVisioneer Warranty Programs
“Standard” Warranty – 1 year on scannersCustomers contact: 925-251-6397Return & Replace, “Ground” shipping“Premier” Warranty – 1, 2 or 3 years
888-251-6396 – Contract number requiredMirrors the Xerox Executive Services
“Premier Plus” Warranty – 1, 2 or 3 yearsMirrors the Xerox Executive Plus Services
Corporate Helpdesk CertificationCorporate Helpdesk Certification
Targeted to Major Accounts > 100 unitsProduct specific certification: Customers with internal IT helpdesks want to reduce support time & cost of roll-out to usersExamples: Geico, First Horizon, DCAA, USPSOnsite training by technical staff for technical staffEscalate Direct: Technical Support from “Senior” staffRMA Direct: No TS Validation required for RMA requestProduct updates & tech tipsProduct warranty still applies (Standard vs. Contract)NTF rates are monitored as returns/replacements are not a troubleshooting tool
20/20 Perfect Vision 20/20 Perfect Vision Program OverviewProgram Overview
20/20 Perfect Vision 20/20 Perfect Vision VAR ProgramVAR Program
Volume Incentive RebatesMarket Development FundsDesign Registration & Meet Comp ProgramsSales Support Marketing ToolsSales Lead ReferralsDemo & Evaluation Unit Programwww.visioneer.com/2020VAR Blog: visioneer.blogs.com
VAR BlogVAR Blog
First use of business blog in imaging industryhttp://visioneer.blogs.com/2020
Secure Log-inUsername: 2020Password: success
Timely and relevant program updates and infoVARs opt-in for RSS Feed or visit URL
Free OnFolio RSS Reader to VARs ($99 Value)
Volume Incentive RebatesVolume Incentive Rebates
Volume Incentive Rebates are earned based on net purchase level of Eligible Products*
$12,500 - $14,999/quarter 3%$15,000 - $24,999/quarter 5%$25,000 or more/quarter 7%
Net purchase levels are monitored by POS reports provided by Visioneer Distributors20/20 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 PrivilegesElite Status has its PrivilegesMarketing information, competitive data, marketing collateral, programs and promotions will be posted on the 20/20 Perfect Vision extranetElite VAR logos are posted on the Visioneer Partner page with links to the VAR’s websiteElite 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 extranetElite 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 Certification20/20 VAR Helpdesk Certification
Appropriate for Service and Elite 20/20 VARsCOMPETITIVE ADVANTAGE!
The VAR is able to maintain the support relationship with the end-userVisioneer provides a streamlined process to make the job easier!
Toll Free support number as part of 20/20 programEscalate Direct: Technical Support from “Senior” staffRMA Direct: No TS Validation required for RMA requestInitial Orientation & ongoing technical webinarsProduct warranty still applies (Standard vs. Contract)NTF rates are monitored as returns/replacements are not a troubleshooting tool
Design RegistrationDesign Registration
Design RegistrationDesigned for 20/20 VARs who recommended Visioneer products as a new or alternative solution to a customerThe VAR receives protected discounted pricing should the project be put out to bid on opportunities >$5KThe Opportunity must be registered with Channel Account Manager before the project is put out to bid
Design RegistrationDesign Registration
Design RegistrationDesigned for 20/20 VARs who recommended Visioneer products as a new or alternative solution to a customerThe VAR receives protected discounted pricing should the project be put out to bid on opportunities >$5KThe Opportunity must be registered with Channel Account Manager before the project is put out to bid
MeetMeet--CompComp
Meet-Comp Meet or Beat another Manufacturer’s Pricing in a Competitive Bid against other retail channels and resellersBid must be >$5K to qualifyAll 20/20 Perfect Vision VAR’s in the bid will receive the same Meet-Comp pricing levels from their distributorEtailers are not Eligible for Meet-Comp
Special Pricing ProceduresSpecial 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 UnitsDemonstration Units
Demonstration units from the eligible product list are purchased through distribution channelsPricing is up to 50% off MSRPOne demo unit per model may be purchased at the discount pricing every 6 months - great savings!
Evaluation UnitsEvaluation UnitsEvaluation units are available for single model opportunities ofmore than $5,000 Evaluation period is for 60 daysRequest an evaluation by sending a Pre-Evaluation Questionnaire by email or fax to the Inside Sales repThe Channel Account Manager (CAM) provides approvalOnce approved, a completed evaluation agreement is required, detailing the evaluation period, and finance terms & conditionsVARs have the option to return the unit at the end of the evaluation period or purchase the unit at retail price
20/20 Eligible Products20/20 Eligible Products
Visioneer 9650 and Visioneer 9750 ScannersVisioneer Strobe XP300, Strobe XP200 with VRSVisioneer Strobe XP450 & XP470 ScannersXerox DocuMate 252, 262, 272 and DocuMate 520 ScannersVisioneer and Xerox Warranty Service Plans
Contact PointsContact Points
Sales and Customer EngagementsRusty James, VP Channel Sales, (214) 764-0933Channel Account Managers (see Territory Map)Bob Scaglia, SVP Retail Sales, (972) 772-8374
Inside Sales and ServiceMaribel Jasso, Sr. Manager of Inside Sales, (925) 251-6399Don Mozzochi, Director of Customer Service & Support, (925) 251-6376
MarketingJohn Capurso, VP Marketing, (978) 692-7769Tony Graham, ISV Business Development, (949) 249-2000Karen Corbett, Channel Marketing Mgr., (925) 251-6352Danielle Cook, PR Manager, (925) 251-6350
MARIBEL JASSOSenior Manager of Sales
Operations925-251-6403 W408-505-9907 M
CORINE LAURENCELLStrategic Account Manager
CDW815-774-9553 W815-592-6421 M
COLBY WEAVERB National Account Manager
Ingram Micro949-497-8050 W949-735-4530 C
DAWN STRATTONB National Account Manager
TechData, NewWave, D&H727-517-3228 W727-798-2332 M
Sales Sales TerritoryTerritory MapMap
TONY GRAHAMISV Business Dev. Mgr.
949-249-2000 W949-705-8900 M
DARCY PRYORChannel Inside Sales Support
Western/Mid-West925-251-6399 W
925-251-6373 [email protected]
DONNIE VARNERChannel Inside Sales SupportSoutheast/Mid-Atlantic/Northeast
925-251-6399 W925-251-6396 Direct
GEORGE MORRISB Channel Account Manager
914-779-7353 W914-309-0909 M
[email protected],NJ,PA,CT,RI,VT,NH,MA,ME
RUSTY JAMESVice President of Channel Sales
The Americas214-764-0933 W972-567-1313 M
BARRY ROGERSChannel Account Manager
502-894-4459 W502-386-1656 M
[email protected],MD,DE,KY,WV,VA
ANDY DOMNAUERB Channel Account Manager
770-772-6636 W770-335-3228 M
[email protected],LA,MS,TN,AL,GA,NC,SC,FL
MICHAEL SWEETB Channel Account Manager
614-478-8111 W614-506-2319 M
[email protected],OK,KS,NE,SD,ND,OH,IN,MI,IL,WI,MN,IA,MO
BILL KOUZIB Channel Account Manager
949-443-0744 W949-887-8365 M
[email protected],OR,WA,ID,MT,NV,UT,AZ,NM,CO,WY,AL,HI
Rev. 11-28-05
DistributorsDistributors
Keys to SuccessKeys to Success
Success through the VAR ChannelLead with Product SolutionsStrength in Certified Drivers, PDF Creation Tools and OneTouch Xerox and Visioneer PartnershipWorld-Class Customer Service and Support
Thank youThank you
