ABBYY Professional Servicesevent:d1-07b... · ABBYY Professional Services Delivering Competitive...
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ABBYY Professional Services Delivering Competitive Advantage
Harry WilsonDirector of Professional ServicesABBYY Europe GmbHNovember 2010
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Why Services?
There are three classic reasons why companies buy Services:
1. Time to market pressures2. Keeping core resources on key tasks3. Manage (=reduce) project risk
4. Win a lion’s share of new markets enabled by technology
“Delivering Competitive Advantage”
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Why ABBYY Professional Services?
Business Need
Feasibility
POC
Project InitiationRamp Up
Execution
Knowledge Transfer
Business Vision
Supported Technology Solution
BusinessNeed
“Leveraging Proven Methodology”
Module 1 28
Management Effort vs Time
ManagementEffort
Time
Expert
Experienced
Novice
Lots of Change Control
Crisis Management
“Coasting Home”
Start Up/Planning Execution
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Why ABBYY Professional Services?
Highly skilled teamSubject Matter ExpertsProject Management ExpertiseContract/Commercial ExpertisePrivileged access to developer team
Proven track record
Supplement your own teams skills
Flexibility to outsource part or all of your projects
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Spectrum of Engagements
Commercial & Project Complexity
Intensity of Partner Relationship
FlexiLayout Development - Across
Verticals
Wrapperand Connector Development
Banking Industry Document
Classification Project
BPO FlexiCapture Platform Development and Project Migration
Insurance Industry iPhone
Remote Capture
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Engagement Options
Simple Consulting Agreement
• one-off engagement• standard ts & cs (time and materials)• lightweight process for speed
Block of Time Agreement
• on-going relationship• pre-purchase consulting hours• rapid assignment (ts & cs pre-handled)• preferential resource assignment & rates
ProjectEngagement
(SOW)
• complex projects• master services agreement• full statement of work• established project management methodology
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How to engage with ABBYY Services“Kick Start & Business Acceleration Package”
Leverage on ABBYY Pre-Sales and Professional Services to get quick access to projects. ABBYY will support you with:
Customer presentations and product evaluations in tenders and RFPs
Sales opportunity reviews (i.e. project sizing)
End-User requirements capturing
FlexiLayout Project development
Customer (telephone) support
Engage with ABBYY Services when first projects have to be delivered in a short-time to market and external knowledge for successful project delivery is required (i.e. first projects after certification training)
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How to engage with ABBYY Services“Kick Start & Business Acceleration Package”
Commercial or Non-Commercial
Involvement of ABBYY Pre-Sales in RFPs or at customer site
Pre-Sales supports in customer requirements evaluation and project sizing
Pre-Sales support during project lifecycle to support successful and in-time delivery to your customer
Variant 1: Pre-Sales Engagement
Commercial Agreements
Solution Service Agreement signed by Partner
2 man-days pre and post sales consulting “investment” by ABBYY (usage reported monthly)
8 man-day Block of Time purchased by Partner
Partner Rate (30% Discount)
Variant 2: Block of Time Agreement
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Capitalize on new markets driven by enabling technology - stay ahead of the game
Build trusted advisor relationships with end prospects and users - win more repeat business
Increased revenue and profitability -allows you to invest to grow your business
Bigger deal sizes - deliver improved operational efficiency
Leveraging product and services offerings that bring value even during recessions - future proof your business
“Services - the key to successful partnerships”
What is in it for me?