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ABBYY Professional Services Delivering Competitive Advantage Harry Wilson Director of Professional Services ABBYY Europe GmbH November 2010
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Page 1: ABBYY Professional Servicesevent:d1-07b... · ABBYY Professional Services Delivering Competitive Advantage Harry Wilson Director of Professional Services ABBYY Europe GmbH. November

ABBYY Professional Services Delivering Competitive Advantage

Harry WilsonDirector of Professional ServicesABBYY Europe GmbHNovember 2010

Page 2: ABBYY Professional Servicesevent:d1-07b... · ABBYY Professional Services Delivering Competitive Advantage Harry Wilson Director of Professional Services ABBYY Europe GmbH. November

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”

Page 3: ABBYY Professional Servicesevent:d1-07b... · ABBYY Professional Services Delivering Competitive Advantage Harry Wilson Director of Professional Services ABBYY Europe GmbH. November

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

Page 4: ABBYY Professional Servicesevent:d1-07b... · ABBYY Professional Services Delivering Competitive Advantage Harry Wilson Director of Professional Services ABBYY Europe GmbH. November

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

Page 5: ABBYY Professional Servicesevent:d1-07b... · ABBYY Professional Services Delivering Competitive Advantage Harry Wilson Director of Professional Services ABBYY Europe GmbH. November

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

Page 6: ABBYY Professional Servicesevent:d1-07b... · ABBYY Professional Services Delivering Competitive Advantage Harry Wilson Director of Professional Services ABBYY Europe GmbH. November

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

Page 7: ABBYY Professional Servicesevent:d1-07b... · ABBYY Professional Services Delivering Competitive Advantage Harry Wilson Director of Professional Services ABBYY Europe GmbH. November

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)

Page 8: ABBYY Professional Servicesevent:d1-07b... · ABBYY Professional Services Delivering Competitive Advantage Harry Wilson Director of Professional Services ABBYY Europe GmbH. November

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

Page 9: ABBYY Professional Servicesevent:d1-07b... · ABBYY Professional Services Delivering Competitive Advantage Harry Wilson Director of Professional Services ABBYY Europe GmbH. November

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?


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