ReadSoft Partner Program Overview by lindayy

VIEWS: 36 PAGES: 9

More Info
									ReadSoft Partner Network
   Program Overview
        Oceania
          2007




        ReadSoft 2006 - 2007
ReadSoft Solution Partner Program - Overview




1     INTRODUCING THE READSOFT PARTNER PROGRAM ........................................................3
    1.1     PROGRAM OUTLINE ..........................................................................................................................................................3
    1.2     LICENSE AND PRODUCTS .................................................................................................................................................3
    1.3     END USER SUPPORT ..........................................................................................................................................................4
    1.4     CONSULTING SERVICES ....................................................................................................................................................4
    1.5     COMPETENCIES .................................................................................................................................................................4
    1.6     MARKETING DEVELOPMENT FUND (MDF) ....................................................................................................................4
    1.7     MEMBERSHIP FEES ..............................................................................................................................................................4
    1.8     THE PARTNER FORUM......................................................................................................................................................4
2     PROGRAM BENEFITS....................................................................................................................6
    2.1     ADDITIONAL BENEFITS .....................................................................................................................................................7
3     PROGRAM REQUIREMENTS ........................................................................................................8

4     ABOUT READSOFT.......................................................................................................................9
    4.1     OUR VALUES ...................................................................................................................................................................9
    4.2     BUILDING SUCCESSFUL BUSINESSES .....................................................................................................................9




                                                                                  Page 2 of 9
ReadSoft Solution Partner Program - Overview




1 Introducing the ReadSoft partner program
                                                                          R
                                                                                 eadSoft was founded on the idea
                                                                                 of freeing businesses from
                                                                                 manually handling documents –
                                                                          and on a commitment to transforming
                                                                          that idea into reality.
                                                                      By scanning paper documents (forms,
                                                                      invoices, time reports, donor cards etc)
ReadSoft software creates a digital image from which information can be automatically read, interpreted and
transferred in electronic format directly to your business system.
 The ReadSoft Partner Program provides an opportunity for ReadSoft to extend its market reach, and for partners
to derive an additional and significant revenue stream in a growing market from a world class solution set.
According to Harvey Spencer Associates, an independent analyst (specializing in the Document Automation
market – report 2006), the most attractive market segment in this field is ‘AP Invoice Processing’, where
significant improvements can be made in the procure-to-pay cycle.
ReadSoft Oceania is seeking to grow its market aggressively in the coming years, and this can only be achieved
through the development of a strong and successful partner community.


1.1 Program outline
The ReadSoft partner community has an opportunity to enhance its value to existing and new customers by
providing additional products and services.
    •    Sub-license ReadSoft software
    •    Supporting customers using ReadSoft products
    •    Provide implementation consulting and other related services
Operationally, partners will work closely with the ReadSoft direct sales team which is incented to help close
business with the partner.
Initially, focus will be on the ReadSoft Invoices product family, although partners will be able to sell other
ReadSoft products where they have the skills.
Until the partner is fully skilled, ReadSoft will support new implementations by undertaking the specialized
OCR/ICR installation, freeing the partner to focus on high value ERP integration consulting.


1.2 License and products
Partners will be authorized to sub-license the full complement of ReadSoft products. However, in practice we
would expect partners to focus on those areas where they have expertise.
List of Software Solutions:
    Forms
    Invoices
    InvoiceIT
    Invoice Cockpit
    Approve




                                                     Page 3 of 9
ReadSoft Solution Partner Program - Overview




1.3 End user support
In addition to sub-licensing ReadSoft software, partners with the appropriate competencies may elect to
undertake first and second line support and receive a discount on the annual maintenance fees.
This provides benefits to the customer (a solution from a single supplier), benefits to the partner (annuity revenue
plus closer customer relationships) and benefits to ReadSoft (support costs are reduced).
To ensure that customers receives the best service, partners wishing to undertake end user support for ReadSoft
products are required to undergo and pass an assessment by ReadSoft prior to providing support services.


1.4 Consulting services
Partners have an opportunity to provide significant consulting services around the delivery of ReadSoft software
solutions, particularly integrating with the customers’ enterprise financial systems.
Because of the complex and specialist nature of OCR/ICR technologies and to ensure a quality implementation,
ReadSoft will provide partners with consulting services to assist with customer delivery. Partners may also
undertake this service once assessed as having the skills to do so.


1.5 Competencies
Success will ultimately depend upon the partner’s ability to sell, implement and support ReadSoft solutions in a
way that meets or exceeds a customers expectations. Training is a key component in ensuring the partner is
adequately equipped to deliver quality products and services.
As part of the program induction, each new partner will be provided with specialized sales and product training,
delivered free by ReadSoft. ReadSoft will then validate the partner’s capability to sell and implement ReadSoft
software.


1.6 Marketing development fund (MDF)
The marketing development fund is designed to support the partner in marketing ReadSoft solutions in line with
the joint business plan. It is funded by ReadSoft reserving a percentage of the revenue ReadSoft receives from
partners’ sales (currently set at 2%).
For a campaign to qualify for funding from this pool, it must be part of the agreed joint business plan with
clearly defined objectives, and with the contribution from the fund being no more than 50% of the total
campaign spend.


1.7 Membership fees
The start up fee of AUD $2,500 is designed to provide a level of focus and commitment by the partner, without
becoming a costly burden. If this cost becomes and issue, then it is clear that the partner is not committed to
benefiting from the significant revenue opportunity. The annual renewal fee is AUD $1,000 p.a.
In return, ReadSoft provides up to 6 days of free training, as well as internal use of ReadSoft INVOICES
software, and a marketing starter of $2,000, together valued at over $32,000.


1.8 The Partner Forum
The defining culture of a successful partner program is that of inclusion both within the vendor and the partner,
while having aligned goals is a precondition to maintaining a close relationship.
ReadSoft’s objective is to build a strong community where ReadSoft and its partners can learn from each other.




                                                    Page 4 of 9
ReadSoft Solution Partner Program - Overview

ReadSoft will stage an annual Partner Forum to:
    •   Update partners on ReadSoft’s direction
    •   Introduce new products
    •   Provide sales tips
    •   Share successes
    •   Discuss partner survey results
    •   Provide a forum for networking




                                                  Page 5 of 9
ReadSoft Solution Partner Program - Overview




2 Program benefits


        Discounts on license sales -
                                                                   From 30% list price
        through the partner

        Spotters fee (fully qualified lead)                               10%

        Maintenance – Partner provides first and
        second level end user support                                 30% list price

        Maintenance – ReadSoft provide full end
                                                              10% first years maintenance
        user support

        ReadSoft software for internal use                                 Yes

        Opportunity for consulting revenue                                 Yes

        Free Training


        - Sales training                                            ½ day + ongoing

        - Pre-sales training                                             2 days


                                                                       3 -4 days
        - technical training                            (vouchers for public training course OR
                                                               specific partner training)


                                                             Attend product update sessions
        - Subsequent Years Training
                                                             Vouchers of 4 days training p.a.


        Marketing


        - Newsletter                                                    Quarterly


                                                              Up to 2% of partner revenue
        - Marketing fund
                                                       re-invested in approved marketing activity


        - Use of ReadSoft logo                                             Yes

        - Links to ReadSoft web sites                                      Yes




                                               Page 6 of 9
ReadSoft Solution Partner Program - Overview


Program benefits (continued)


           - Marketing material                                     Brochures / Presentations

           - Joint success stories & press releases                        Min 2 p.a.

           - Partner events                                                   Yes

           - Demonstration software                                           Yes

           - Joint sales calls / strategy                                 Encouraged




2.1 Additional benefits
The benefits derived from our partnership go beyond that of providing an additional revenue stream, and are
unique to each partner.
Examples may include:
    •   Enhances solution offering to customers
    •   Allows Partner to obtain greater ‘share of wallet’
    •   Allows Partner to get closer to customer
    •   Enhances market image and ability to obtain new customers
    •   Builds annuity revenue stream through support revenues




                                                      Page 7 of 9
ReadSoft Solution Partner Program - Overview




3 Program requirements


                                                                           Joint
        Business planning                                 (a requirement for receiving marketing
                                                                    development funds)


        Senior management sponsorship                                    Required


                                                                           1 sales
        Staff allocation (minimum)                                 1 pre-sales / technical
                                                                  1 ReadSoft contact point


        Self sufficiency (sales and pre-sales) within
        6 months of appointment                                          Required


                                                               Attend product update sessions
        Maintain proficiency in ReadSoft products
                                                                  Attend ongoing training


        Opportunity forecasting                                       Monthly review


        Create reference sites                                           Min 2 p.a.


                                                          Represent ReadSoft and its products in a
        Professional conduct
                                                                   professional manner




                                                 Page 8 of 9
ReadSoft Solution Partner Program - Overview




4 About ReadSoft




ReadSoft is the world's leading supplier of software for Document Automation. The company develops and
markets a complete product platform for Document Automation named ReadSoft DOCUMENTS. The vision is
to free businesses everywhere from manual document handling. Since its founding in 1991, ReadSoft has
developed into a global group with 11 subsidiaries in Europe, North and South America and Australia, and a
large number of local and global partners. ReadSoft is headquartered in Helsingborg, Sweden, and its primary
R&D facility is in Stockholm. ReadSoft has been listed on the Stockholm stock exchange since 1999. For more
information please visit www.readsoft.com.


4.1 Our values
When you're dealing with ReadSoft, you're dealing with people dedicated to giving you a truly efficient
document processing solution. We have summarized our corporate values in what we call the four Cs:
    •    Commitment
    •    Creativity
    •    Competence
    •    Cheerfulness

These are values you can expect when you are dealing with ReadSoft people anywhere in the world.


4.2 Building successful businesses
Nothing can undermine a relationship more completely than lack of trust - trust is the essential precondition upon
which all real success depends.
Our philosophy is to treat our partner community as part of the ReadSoft family: share our successes, openly
discuss issues, and keep our promises and commitments. When partners reciprocate with equal openness we
have an opportunity to jointly build a truly significant, successful and sustainable `business together.




                                                   Page 9 of 9

								
To top