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Nuance 2006

Nuance 2006

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Nuance 2006

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  1. Nuance 2006

  2. Agenda • Organization Update • Nuance Professional Services • Nuance Product Strategy • Competition • Conclusion

  3. Organization Update

  4. Who’s Who? • General • CEO and Chairman Paul Ricci • VP Human Resources Dawn Fournier • Director Sales Operations Meg Meaney • VP & General Counsel Jo Ann Sinclair • VP Technical Services Eng Yew Lee • Director Technical Support Ming-Bong Lee • Manager Technical Support Michael Trahan • Speech • President Steve Chambers • SVP Marketing Peter Mahoney • SVP R&D Jeanne McCann • VP Speech R&D Doug Sharp • VP Professional Services Bob Wise • Snr Dir Product Management Brian Eberman • Dir Sales Engineering Scott Taylor

  5. Product Management Brian Eberman Core Technology Rob Kassel Applications John Tallarico ASR, SV, NVP Kevin Chatow DA Mary Luvera Tools, Frameworks Steve Pennypacker AA Stephane Couture TTS Stefan Bohrer Packaged Apps James Riseman Nuance Product Management • Product Strategy • Product Pricing • Product Requirements 9/21/2005 - Confidential

  6. Key programs Offer messaging & packaging Solution Launches Upgrade Programs Competitive Intelligence Sales Tools, SE Training Demos Key metrics Product & service revenue Upgrade Programs Average Deal Size Services Margin Time to revenue from Launch Demand Team “The Opportunity Creation Specialists” Key programs Email marketing, blogs, Web seminars, podcasts Direct Mail Advertising Event marketing Solutions Marketing “The Offer Specialists” Key metrics Qualified leads Awareness BTA Impressions Offers (products & services) Opportunities Sales process Key programs Industry & customer metrics Case studies, S.T.E.P. Prospect conditioning programs Sales & Partner Training Key metrics BTA penetration Sales cycle reduction Win rate Partner effectiveness Field & Partner Marketing “The Sales and Customer Specialists” Nuance Marketing $ $ $

  7. Nuance Professional Services

  8. Largest, Most Experienced TeamIn the Industry Flexible Services to Compliment Partners’ Offerings Complete Services Portfolio to Help You Sell Highlights

  9. Largest, Most Experienced TeamIn the Industry • We have the best of the best from (old) Nuance and SpeechWorks • 275 staff who have built over 3000 applications • I.e., VUI team has 54 staff (grew by 33%!) • Unparalleled speech-specific expertise

  10. Flexible Services to Compliment Partners’ Offerings • Flexible service bundles • Allow partners to take on SI and App Dev, leaving UI and Speech Science to us • Expanded education services for knowledge transfer

  11. Complete Services Portfolio to Help You Sell • Expanded Org Structure • Strategically connects the dots between SEs, PS, and Training • Also added an entire team of business consultants to drive revenue! Solutions Sale: Sell on business value

  12. Lauren Hodgson Deanne Harper A Glimpse of Our Expanded Services Portfolio Nuance Professional Services Bob Wise Scott Taylor Scott Taylor Geography Leaders Business Consulting Practice Project Delivery Services Education Courses Early-Stage Evaluation Tools Service Type Pre-Sales Applications Engineers Business Consultants Project Delivery Team Nuance Speech University Delivered By

  13. Sales Engineering Krystyna Hirshman ---------------- 10 in EMEA JP Shipherd Bob Seward John Richards ------------------------ 23 in the Americas Stuart Sharpe ---------------- 6 in ASPAC TBH

  14. Enterprise and Telco Pre-Sales Better than 2:1 ratio of sales to SE Average tenure 10+ years Backgrounds: consulting, speech/IVR implementation, project management, and pre-sales Services: Pre-sales Application Discovery and ROI Application requirements analysis Pro Services Quotes and Estimates Technology sizing RFP responses Technical account relationships Coordination of custom vision clips and flash Sales Engineering Highlights Pre-Sales Evaluation Tools • ROI Analysis • VUI Analysis • STEP Online • Audio and Flash Demos • Generic, Custom, & Co-branded

  15. Example of Co-Branded Flash Demo

  16. Nuance Business Consulting Practice A suite of proven business consulting services that: • Elevate the relationship to an executive level • Lock-in Nuance as a strategic business partner • Accelerate speech adoption across the enterprise • Leverage Nuance’s exclusive depth of experience in this space…no competitor can match it! Business Consulting Practice

  17. Introducing the Business Consultants • Scott Taylor: Sr. Director • 18+ years industry experience in enterprise software, IVR, and speech • Experience: Amtrak, Wachovia, Amex, Cox, Qwest, Metlife, Bell South, and others • Lauren Hodgson, PhD: Manager • 18+ years in R&D and consulting, hired as Nuance’s first PM, founded business consulting at Nuance in 2001 • Deep knowledge of services, ROI, business strategy • Customer Experience: Charles Schwab, Merrill Lynch, TD, Fidelity, American Express, Dreyfus, and others • Tom Hicks: Sr. Consultant • 25+ years industry experience at AT&T and Nuance • Emphasis on strategic consulting and human factors • Rebecca Nowlin Green: Sr. Consultant • 10+ years experience at SBC and Nuance • Emphasis on branding, persona, and VUI design • Martin Dudemain: Sr. Consultant • 14+ years experience at Nortel and Nuance • Emphasis on ROI, speech science, and analytics • Contact Scott to assess program opportunity in your accounts • Contact Lauren to book services OUR COMMITMENT Drive more than $1 million in consulting revenue In fiscal 2006 Help you sustain continuous licenses and services revenue streams in key accounts

  18. From Planning to Post-Launch… Nuance Business Consulting Services Speech Strategy Voice Identity ProgramTM (VIP) Solution Blueprint Business Performance Optimization

  19. Enterprise/Premium Services Speech Strategy Speech Strategy Analysis Ranked Criteria Benefits/ROI Model Scenario Evaluations Recommendations Report and CD Exec Interviews Corporate-wide data Industry Data Corporate IVR Audit Inputs Outputs $50,000 US Base Price Adjusted based on number of business units Testimonial: Funded Cox Speech Strategy Completed in April 2005 >$2 Million Software Site License signed in September 2005!

  20. Sample Deliverables

  21. Voice Identity Program Voice Identity Focus group results Selected talent(s) Persona Style Guide Customer Brand Data Caller demographics Inputs Outputs $40,000 US Base Price Adjusted based on number of languages Testimonial: Verizon booked 2 VIPs: for their English and Spanish voices “VIP helps us gain significant credibility and is a significant differentiator over our competitors.” – ScanSoft Rep, Rob Murphy

  22. Sample Deliverables

  23. Solution Blueprint Solution Blueprint Program Application IVR Audit Call center visit(s) Infrastructure audit Requirements meetings Caller demographics Detailed ROI Feasibility assessment VUI Requirements Technical Requirements Flash animation Inputs Outputs $30,000 US Base Price Adjusted based on number of applications Frequently used to move a project forward while waiting for funding, platform decisions, or feasibility “I learned more from your consultants in one hour than in one and a half years from [our platform provider]” ~Nuance Customer

  24. Sample Deliverables

  25. Business Performance Optimization Business Performance Assessment • Assessment report • Predictive analytics • Recommendations: • Enhancements • New functionality • New technologies Call monitoring/analysis Performance Analytics Inputs Outputs Assessment: $30,000 US Base Price Enhancement: Quoted at end of Assessment Typical Enhancement Phase: $40K-$80K New functionality/technologies quoted separately Sell to existing Nuance PS customer after 12 months Sell to others at any time

  26. Sample Deliverables

  27. New Technologies • Application Expansion • New Applications Bus. Perf. Optimization Application Maintenance Continuous Revenue Stream Mutual Business Incentives Project Delivery Solution Blueprint Speech Strategy

  28. Design & refine the identity of the application Define business, caller and system requirements Enhance ongoing application performance Develop, test & deploy the application Global Engagement Methodology (G.E.M.)

  29. Nuance Professional Services Business Consulting Practice Project Delivery Services Education Courses Early-Stage Evaluation Tools Service Type Pre-Sales Applications Engineers Business Consultants Project Delivery Team Nuance Speech University Delivered By Project Delivery Team Managers Montreal: Anthony Mancini NYC: Roy Feldhusen Burlington: Ralph Mor Menlo Park: Kathy Brown Aachen: Frank Benecken Woking, UK: Mary Morris Guildford, UK: John Glowacki Knowledge Mgmt: Mike Fox

  30. Project-Focus & Discipline-Focus Americas EMEA Asia/Pac Geography Discipline Brett Phaneuf Jason Humphries Mike Maben VUI Steve Springer PM David Ho SpeechScience TBH App Dev TBH

  31. Project Delivery Services SEs will scope & quote • Full Solution Services Suite • Covers full project lifecycle, includes staff from all 4 disciplines: PM, VUI, Speech Science and App Dev • Caller Experience Services Suite • Bundles our core speech services: VUI, Speech Science • Excludes Application Development • Partner-friendly services package • Speech Architecture Service • Supports Caller Experience Suite with a development/architecture consultant • Custom Voice Program • Develop a custom TTS voice for the client

  32. Expanded Education Services Nuance Speech University • The Best of Two Training Facilities! • Managed by Deanne Harper • Improved facilities & coverage • Menlo Park, CA • Burlington, MA • Aachen, Germany • Larger, experienced staff • 30 combined years teaching speech • More spoken language coverage: Spanish, German, French

  33. Knowledge Transfer = Strategic Partnership Contact Deanne to set up meetings with customers to discuss their training needs • Expanded curriculum • Sell our partnership • New Classes for Nuance: • Basic OpenSpeech Development • OSD Development with xHMI • New Classes for ScanSoft: • Managing Successful Speech Projects • Usability in Practice • VUI Design I and II

  34. Nuance Product Strategy

  35. Nuance Product Strategy • Quantum - the next generation Nuance offer • NVP strategy • Directory Assistance • Before Quantum: what to sell today

  36. Quantum – the next generation offer

  37. 1st Platform Availability GA Beta New Nuance Network Portfolio Quantum Release: Core, Tools, Apps, Platform The Quantum Program: a Leap Ahead Target Release in H2 2006 Nuance Portfolio Updates and Support ScanSoft Network Portfolio Updates and Support

  38. Quantum is the name of the program for delivering the next generation of solution offers It’s not the name of the new product line Quantum delivers: A major upgrade for ASR, TTS and Speaker Verification Powerful packaged applications on partner platforms in a common development and deployment environment A clean, bundled offer to simplify the sale and maximize deal size Coming to Global Partners in 2006 Quantum Defined

  39. QUANTUM NCS, NCA, NDAA SpeechPAKs ADA, AA Packaged Applications Offer NAE, FASt Framework & Tools Offer OSD, OSI, OSDM PromptSculptor OA&M RM, Logging MRCP SWMS, SpeechSecure Server Deployment, Reporting & Management Offer OSR, SpeakFreely RealSpeak SpeechSecure Nuance 8.5 Vocalizer Verifier Speech Server Offer Quantum – the next generation offer

  40. Adaptive Call Features Faster Time to ROI Simpler Maintenance Packaged Best Practices Faster Time to ROI Lowest TCO Packaged Applications Offer Framework & Tools Offer Nuance Professional Services Superior Application Reporting Greater Risk Control Simpler Deployment Highest Accuracy Best Performance Greatest Language Coverage Deployment, Reporting & Management Offer Speech Server Offer Quantum solutions from Nuance Nuance Business Consulting Ensure Deployment Success and Long-Term Success

  41. Packaged Applications Offer Framework & Tools Offer Deployment, Reporting & Management Offer Speech Server Offer Quantum solutions from Nuance The Best Caller Experience, the Highest Automation, the Best Value Nuance Business Consulting Nuance Professional Services

  42. Quantum Value-Propositions • Adaptive Solutions with the HumanTouch™ • More natural, flexible automated conversations • Total Caller Experience Optimization • Complete customer service in the contact center • Incremental revenue gain • Faster time to ROI • Simpler deployment, tuning & maintenance • Improved Reporting and Analytics • Lower total cost of ownership • Coordinated releases • Clean, simple upgrades

  43. Nuance Call Steering NVP ASR Nuance Open Call Steering Partner Platform Quantum Speech Server Empowering Partners with Quantum

  44. Quantum Customer Commitments

  45. Quantum Partner Commitments

  46. Quantum Caller Commitments

  47. Quantum Developer Commitments

  48. NVP strategy

  49. No New Competition with IVR Partners in Core Markets Committed to Enhancing for Existing NVP Customers Capabilities tied to NVP will be made available in New Open Products Summary

  50. NVP NVP Value Opened Up NCS, NCA Tools Speech Self-Service Application Framework Management and Reporting Station Key Application Server Non-Competitive Conversation Server Competitive Engines 3rd Party