[UK] SMB - Sanitised - NewField IT: - SMB.pdf · o budget control N e r document costs. ov Inefficient management of ... SafeCom SmartPack for SMB Licenses per device. Up to 25 Devices

© 2015 Nuance Communications, Inc. All r ights reserved.

SMBMatt Mahoney, Regional Sales Manager

© 2015 Nuance Communications, Inc. All rights reserved. 2© 2015 Nuance Communications, Inc. All rights reserved. 2

Agenda


Defining SMB


DefinitionMost relevant way to view a business

According to the UK’s company act 2006

Small BusinessLess than 50 employees

Medium Business50 - 250 employees

For the printindustry wemay view it as(15 users perdevice)

1 - 3devices

3 - 16devices


Machines in UK

Circa 60% of devices soldin UK go through dealers

Devices sold in the UK

Dealer40%

Direct

60%

The vast majority are soldinto small business’s

Machines by deal sizeUK

1-485%

5-20

12%

Only a small number aresold with solutions

Devices sold by dealersattachment Rate UK

Solution9%

Nosolution

91%

20+ 3%


Business Challenges& Nuance Solutions


Traditional BusinessInefficient business

DocumentStorage


Uncontrolled documents & workflowsare a root cause of inefficiency, which…

Cost’s MoneyReduces

Productivity &Quality

Waste’s Time &Resource

Increases risk

Unable to accuratelymeasure costs.

No way to manageunwanted costs.No budget control

over document costs.

Inefficientmanagement of

documents is timeconsuming.

Inefficiencies createphysical waste.

Time delays inservicing customer

needs.Increased workloadon Administration

staff.

Loss of personal &private data.

Inability to locatedata withinsystems.

Impact on reputation.


Nuance Key PrinciplesSecurely, efficiently, cost effectively getting data in and out of businesssystems without waste

Invoice

Report

HR Form

Complaint

Letter

Finance

£

!


Why Sell Solutions


What the Experts Say

The channelmust continue to

evolve

Market trends are movingtowards solutions led offeringsas the key differentiator

The growth of solutions will comefrom Cloud based solutions andthe business models shifting tomore “as a Service”

MFP resellers needs to includesolutions to build differentiation &fight price erosion


Successful Solutions SalesSolutions Makes Sales Successful

When a sales person sells machines, onaverage, they win 40% of their deals

Device ledsales approach UK

Win

40%Loss

60%

When a sales person sells solutions, onaverage, they win 85% of their deals

Solutions ledsales approach UK

Win

85%Loss

15%


Print in SMB


of companiesadmit one ormore printrelated securitybreaches.itinsider.com

of print ends upin recycling binby the end of aday.*the paperless project

of helpdesk callsare print related.*Gartner

of anorganisationstotal revenue isspent on print.*Gartner

Print Problems in Business


Benefits of print management

Lower Printing TCO

Protect your output

Supports the wayyou work

Solutions for abetter worldSecure document

and devices

Track and manageprint, copy and scan

Reduce cost by 30%

Consolidate andoptimize printerinfrastructure

Reduce waste and powerconsumption

Meet certification goals

Centralize and simplifyoperations andmaintenance

Improve printer availabilityand employee mobility


Multi-vendorhardware fleet

3 barriers to print management adoption

ONEInstallation &configuration burden

TWOComplex licensing –servers, devices,desktops

THREE


SafeCom SmartPack for SMBLicenses perdevice. Up to 25Devices

SmartPrinterDriver Tracking

Authentication

Rule BasedPrinting

Pull Print

Reports

Installer for allcomponents

Secure print queuefor each job


6036

All of this for just…

Lease Rate £93.77 per £ thousand £60.22 per £ thousand


Fastest Path to Managed Print

Easy to buy Easy to install Easy to justify


Capture


Hours a weekspent looking fordocuments peremployee.*McKinsey

Average timespent handlingpaper and dataentry peremployee.*Gartner

Average numberof copies of eachdocument.*Human Resource Magazine

Of documents arelost or misfiledand cost, onaverage, $120 toreproduce.*Human Resource Magazine


MFP Scanning Without Nuance…is like a smart phone without apps

Integrating the data trapped in paper into business systemsdirectly from the MFP is more valuable

SC

AN


Device at a Low Price Approach


Problem Solving with Nuance




GrammaticalErrors

Notrecognisingtables

Spelling Errors


Problem Solving with Nuance





© 2015 Nuance Communications, Inc. All rights reserved. 30

Leverage existing SharePoint investments

Validate users at the device

Create an electronic audit trail

Conform to corporate security policies

Dynamic integration enables unique user

Permissions / preferences

Consistent user interface and workflow

Reduces training time

Lower total cost of ownership

Nuance integration withSharePoint allows business’s to…

Microsoft’s moveto cloud basedOffice 365 hasseen a hugeuptake in the

small businesssector.

Microsoft’s Fastest Growing Business EverThanks to SMB


Pricing

OfficeElements

£11.19 per Month

£0.37 per day

£29.08 per Month

£0.96p per day

OfficeElements

£8.70 per Month

£0.29 per day

£23.22 per Month

£0.76p per day


PDF


*Nuance

Have PDFediting tools.*Nuance

*AIIM

average cost toreproduce aPDF documentin MicrosoftWord format*Nuance

PDF Problems in Business

Outof

Outof


6036

ePPO Breakdown/Cost


ConclusionAnchor Slide


Next Steps

1 2 43

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[UK] SMB - Sanitised - NewField IT: - SMB.pdf · o budget control N e r document costs. ov Inefficient management of ... SafeCom SmartPack for SMB Licenses per device. Up to 25 Devices