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ABBYY Professional Services Delivering Competitive Advantage
Harry WilsonDirector of Professional ServicesABBYY Europe GmbHNovember 2010
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”
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
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
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
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
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)
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
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?