Hello and welcome to the Nuance Equitrac Office and Express version 5.2 Sales Training.
So, we’ve reviewed Common Customer Challenges, and how Print Management solves those challenges. But what’s the best way to sell Print Management to your customers?
Presenter NotesPut simply:— We advocate everything that’s second-nature by simplifying the way people interact with machines— We humanize technology so that doing your job and finding what you need feels natural and effortless— We invent amazing technology that makes everyone easier to understand— We convert burdensome tasks and workflows into seamless experiencesFollowing is a selection of sound bytes and proof points the presenter can elect to recite around user-centered design, game-changing innovations and bold strategic moves:— Driving the industry from voice to ambient intelligence and intelligent systems— Using the concept of intelligent systems to advancing and round out our technology portfolio.— Transformative customers and partners (Apple, Samsung, Intel, Cerner)— Strategic Partnerships: Oracle, IBM, UPMC, Citrix— Technical innovations (NLU, CLU, Nina)— New AI group in Sunnyvale— Taking advantage of key market dynamics (mobile, cloud, tablet, ICD-10)— Cloud-based and mobile personal assistants— Adjacent, expanding markets (TV, biometrics, healthcare)— Strategic acquisitions (JA Thomas, Quantim, Vlingo)— Partnerships with global enterprise software leaders (Citrix, Oracle, IBM…)— Building an industry through developers (13,000+ developers — mobile + HC)
These days, there are a lot of workforce pressures around printing. We are probably all familiar with some of these.
Let’s review how this all works….There are four common ways that print management meets core business objectives .It starts with the fleet of MFP devices that your customers have already invested in or are planning to invest in. These devices need to be stretched to their limits by the right software. And software is what transforms MFPs and printers into engines for achieving business goals… because software is what makes printing strategic. Print management software is like the apps on your smartphone. This software literally unlocks the power of printers and MFPs to deliver benefits that affect the bottom lines of your customers. Here are some examples:[click]Users authenticate at the networked MFP with their ID badge and/or a PIN code. Authentication allows companies to track activity at the MFP, which is extremely important for security purposes. It also gives users access to personalized workflows.With secure document release, users can print from any location then release their job at any MFP. This provides secure access, maximum convenience for users, and ensures document confidentiality since the print isn’t released until the user authenticates. [click]Organizations can elect to implement print rules to minimize the use of color, require double-sided printing and more. Rules can also be set to send specified print jobs to the most cost-effective devices.[click]Proactive alerts can be sent to designated individuals to make them aware of MFP issues such as low paper, offline errors and more, minimizing downtime.[click]Standard and customized reporting can be automatically generated to not only show device activity, but also to show what wasn’t printed. Users can delete what they don’t want to print or the administrator can purge the queue after a designated period of time.
So, we’ve reviewed Common Customer Challenges, and how Print Management solves those challenges. But what’s the best way to sell Print Management to your customers?
Equitracis not only keeping up with these changes, we are anticipating and accommodating them.Equitrac is designed to support four key IT requirements -- simplicity, scalability, mobility and cloud-ready. This design addresses current challenges for IT and users, while still contributing to core business print objectives.Equitrac print management solutions are established as the premier and most widely adopted software to manage print environments. Our print management solutions have helped organizations reduce their print expenses by millions of dollars, and gain a clear picture of their print requirements and print infrastructure.This is good for customers, and it is also good for you. As a sales rep from a Nuance business partner, you have a wide array of features and solutions to back you up, and meet every need.
A very important capability of Equitrac v5.2 is Hybrid Print Control.Hybrid print control helps customers maximize Total Cost of Ownership – or TCO - savings by enabling them to deploy the right print infrastructure for their environment. Print Server networks are a good choice for larger office environments who have more network traffic across geographic locations.Direct IP is a good choice for smaller offices, allowing them to eliminate print servers and use Direct IP print clients.Equitrac v5 is the ONLY print management solution that can support both Direct IP printing AND print server networks with the full set of print management functions.While many print management solutions can track printing in a Direct IP setup, they fall short in their overall control. To compensate, they force customers to utilize a print server-based deployment model to leverage the full feature set of their products. This limits the total cost savings. Other print management solutions are built to work in a direct IP environment, but don't support print server environments."Equitrac v5 with I-Queue lets organizations choose the deployment method that is best for their environment – allowing them to benefit from a lower TOC while still benefiting from all the features available in Equitrac.
As you can see, Equitrac v5.2 with Hybrid Print Control allows organizations to benefit from Server-based printing, Direct IP printing, or a combination of both.The Hybrid Print Control technology supports both printing methods through a single, centralized set of modules that give organizations the control and management they need while letting users ‘just hit print’.This means: There is less strain on ITUsers are able to securely print whenever and wherever they need toAnd organizations continue to have control over who prints, what is printed and how much it costs
Equitrac’s Control, Convenience and Choice does not mean your customers will have to pay more. The strength of Equitrac comes from our ability to help organizations lower the Total Cost of Ownership of ALL print-related expenses. Most competitive print management software solutions only address certain areas of print expenses…making you choose SOME savings at the potential expense of others.Consumable savings through print volume reduction and control over color printingHardware savings through desktop printer consolidation and MFP replacementSupport savings through automated routing of jobs and user pop-ups, or universal print driversInfrastructure savings by targeting WAN print infrastructuresEquitrac is different. It provides the flexibility to deploy print management in the way that fits each unique organization. Eliminating print servers where appropriate, but leaving them where they are the most cost-effective. Reducing print driver management costs, but not limiting compatibility to only certain devices. Reducing print volumes, but improving user print workflows. Equitrac 5 lowers the most costs…while making printing convenient for users and IT.
So, we’ve reviewed Common Customer Challenges, and how Print Management solves those challenges. But what’s the best way to sell Print Management to your customers?
As you can see, there are quite a few key and enhanced features included for Equitrac version 5.2. Key features include: Follow-You Printing – keeps confidential documents out of the wrong hands, by allowing users to walk to any printer and print their document directly from that printer. Enhanced for 5.2, Follow-You Printing is configurable to work with either print servers, or directly from a user’s laptop or desktop.Equitrac I-Queue – our enhanced, intelligent, universal print queue with Hybrid Print Control can work in both a direct IP environment and also in a print server environment. I-Queue is also now enhanced to accommodate many print finishing options.Secure Printing Options – Equitrac has several secure print release options including enhanced Authentication and Authorization, and ID ControllerRules & Routing – a foundational feature which enables customers to set up cost-saving print rules based on details such as number of pages, color, and double-sided.Mobile Capabilities – With Equitrac v5.2, users can now have more secure release options, regardless of location. They can use embedded clients, ID Controllers, OR Mobile web/web release.Comprehensive Reporting and Accountability Features – there are over one hundred built-in reports available in EquitracSimplified Deployment –Equitrac v5.2 includes enhancements to the web-based management console, as well as improvements to performance, page load speed, and print management administrationLicensing Cost Options – enhancements have been made to both the Small Business/Small Campus licensing, and to Enterprise licensing – providing customers with more scalability to meet their needs.You can rest assured that these new and enhanced features are based on the same existing foundations that have made Equitrac one of the premier print management solutions in the industry. [CLICK]Let’s start with an overview of Follow-You Printing.
Equitrac’s Follow-You Printing®keeps confidential documents out of the wrong hands, by allowing users to walk to any printer and print their document directly from that printer. With Follow-You Printing®, you don’t have to choose between security and economy. Follow-You Printing®:Enhances security by releasing documents only when users are physically at the printer.Promotes mobility by allowing users to release documents at any convenient printer, anywhere in your organization.Reduces waste by eliminating unclaimed printing and adding the accountability that encourages users to print only the documents they actually need.Supports popular card-based ID systems for simple authentication.These features ensure workflow and documents are secure, because jobs are only released to authenticated users at the output device. This feature also reduces the need for expensive personal printers, and eliminates mad dashes to the printer to pick up confidential jobs.Follow-You Printing®can be configured to be truly universal. This means that it can work using a print server, and it can also be configured to work directly from a desktop or laptop computer, by-passing the traditional print server requirements.Let’s take a closer look at how this works.
Next, let’s look at I-Queue for Equitrac Office and Express -
I-Queue gives businesses a new choice in how they deploy printing and helps organizations overcome some of the common user challenges around printing -- particularly for users that may choose to print documents at several different printers throughout their organization. Some of the ways that I-Queue helps organizations overcome common user challenges around printing include: Flexibility and support for organizations with mobile employees or who have distributed printing requirementsElimination of confusing printer selection. With I-Queue, users print all their jobs to the Nuance I-Queue. This provides users with a single print queue to select for all their jobs – and allows them to release print jobs at any printerThe convenience of allowing users to print from anywhere on the network – to any printer -- without needing IT assistance to set them up if they move locationsEase of deployment. I-Queuereduces strain on IT to manage print drivers across the organization, and eliminates the need to setup multiple print queuesWith version 5.2, two significant changes have been made to I-Queue.First, I-Queue can now be deployed across both Direct IP and Print Server deployments. This provides a single print queue for users, while allowing IT organizations to lower the Total Cost of Ownership of print infrastructureFor print server deployments, there is no requirement to purchase the Workstation Client. Nuance I-Queue is accessed like any other printer from the desktopPrint driver management is simplified because only the I-Queue XPS driver needs to be installed at the user's desktop. After the destination printer is selected by the user, the native print driver is automatically detected and utilized to render the print job -- at the desktop using direct IP printing, or at the print server.The second major enhancement is that I-Queue now supports a wide range of finishing option selections at the time of print. This allows organizations utilizing I-Queue to support a larger set of print jobs. We will review the new finishing options in detail, a little later in this training presentation.As always, all jobs printed with I-Queue are managed by Equitrac, ensuring that they are properly tracked, accounted for and secure.Before we look at the details of some of these features, let’s look at how printing worked BEFORE I-Queue.
Now let’s take a look at the printing process with I-Queue. With I-Queue, the user experience and printing steps are direct and simple. [CLICK]User selects the File>Print command at their PC.Users do not have to figure out which printer to select, or worry about first downloading the printer driver before printing. [CLICK]Users simply select Nuance I-Queue, and walk to ANY printer - at any time - to securely retrieve their print job. [CLICK]If the user is set up to use a print server, [CLICK] then the print job is processed and routed through the print serverIf the user is set up to print using Direct IP printing, [CLICK] the document is processed at the desktop, and sent directly to the MFP[CLICK]The user then walks to the MFP they would like to use[CLICK]And selects the document they want to print from the MFPs user interface.We’ll look at what happens ‘behind the scenes’ next, but it’s important to remember that when meeting with customers, be sure to emphasize that I-Queue makes printing easier for their end users.
As you can see, I-Queue allows organizations to choose the print deployment method that is most cost-effective for their business, while maintaining centralized control over all printing through a single print management solution.Enhancements for Equitrac v 5.2 include:Full Hybrid Print Control supportA full set of finishing optionsAnd the I-Queue print is now included for all server-based deployments.Lets take a look at how some of the key components of I-Queue improve the printing process for your customers…
Here’s how it works. (Click)As you know, Equitrac I-Queue and Equitrac Hybrid Print Control provide a print infrastructure that allows organizations to freely to choose whether they want to use a print server, or Direct IP printingBenefits include:Reducing IT complexities and costs associated with deploying and managing a print server infrastructureTruly universal printing that lets users just hit print…without concern for what print server they are connected to, what print drivers they have loaded, or what printers are available.Components of Equitrac I-Queue include: (Click) (Click)Driver Store for Direct IP (Click)A single print queue for users (Click)And Service LocatorLet’s look at each of these in a little more detail, to help you understand how this important feature benefits your customers.
As you know, with Hybrid Print Control, customers can utilize both Direct IP and Print Servers for their printing needs.With Direct IP, I-Queue’s Driver Store provides a central location for storing and managing print drivers for every output device on your customer’s network. Drivers are automatically pushed out to the desktop client as needed…based on the printer that is selected. Drivers only have to be downloaded to a desktop client the first time a printer is used.In a print server environment, the drivers are loaded directly onto the Print Server.Benefits to usersinclude increased flexibility and ease of use. Users can print to any device without worrying about whether it is configured on their system.There is also a significant benefit for IT Departments. Instead of managing each print driver for every desktop client, IT departments simply ensure that the drivers in the Driver Store are up to date. This eliminates the task of pushing out updates to drivers and handling support calls from users who are unable to print to a specific device.And of course this benefits you as well. Because you are saving your customers money from their printing budget, they can use that money towards additional Nuance solutions!
Another benefit of I-Queue is that it creates a single print queue for all devices.Here’s how it works. When users clickFile > Print, they simply select I-Queue. By selecting this option, their print job can be sent to any printer or MFP on the network and the print job will be processed using that printer’s driver. Since all the features of Equitrac work together, the benefits of Follow-You printing still apply. This means that users can walk up tor any device in the group, log in, and use Secure Document Release to release the job. I-Queue is also compatible with the Equitrac Print Rules feature, so that print rules can be applied to all jobs submitted through the Universal Print Driver.Benefits for Users include increased flexibility and ease of use. Users do not have to worry about which printers are configured for them. With one click, they can print across a mixed fleet of MFPs and printers, and release jobs at any location.Benefits for ITdepartments include not havingto manage print drivers for each printer on individual workstations. No more configuring user print settings and scrambling to fix offline printers! And no worrying about managing a mixed fleet of devices.As always, Security is ensured because I-Queuesupports Secure Document Release for all printers in the organization.
New for Equitrac v5.2 are I-Queue print finishing options.New options include:Page sizeMulti-pageN-up – (how many pages printed on a single page)StaplingBindingWatermarksandYou can also select your Input tray.
The next few slides provide an overview of Equitrac’s Secure Printing options.
For many customers, a mixed fleet of MFPs and networked printers requires a variety of methods for releasing print jobs. And often, the hardware for deploying secure print release costs more than the printer itself. But not anymore!With Equitrac’s enhanced Authentication and Authorization, users have the choice of authenticating at the device, or authenticating from a web page. In addition, Mobile Web Release extends the Web Release license to allow mobile devices to be used as the access point to the web release browser.For authentication at the device, there are three release options that are part of the printing device – either as an add-on piece of hardware, or as an embedded client. Users can have Follow You Printing on every device in your network – including single-function printers – using the Nuance ID controller. In addition, Equitrac multi-card readers now allow organizations with multiple types of ID cards to support user authentication regardless of location. With Equitrac, companiescan choose to deploy the print release method that makes the most sense for the printer – from basic Swipe and Release through the sophistication of our PageCounter,Embedded Client or Mobile Web Release offerings. And every print release method lets organizations benefit from the security, convenience and waste reduction benefits of Follow-You Printing.In addition, all of the print release options tie into the Equitrac system, meaning that any job printed by any user will be available at any printer on the network equipped with an Equitrac print release option. This provides maximum security with maximum convenience, as well as full reporting functionality.You’ll also be interested to know that resellers benefit from a lower purchase cost for Equitrac card readers, therefore increasing their own margin, or lowering the overall cost of the solution.
Here is a comparison of all the release options available for Equitrac version 5.2.To summarize, users want the ability to print documents from anywhere, anytime and pick up their jobs at the time and location of their choosing. Nuance Equitrac print management software makes this a reality .But while many print management software platforms can make this happen for some printing devices, print environments inside organizations are not identical. A mix of MFPs and networked printers – often from a variety of manufacturers – requires a variety of methods for releasing print jobs. And many times the hardware for deploying secure print release on single-function printers can cost more than the printer itself.With the Nuance ID Controller, Equitrac users can deploy the print release method that makes the most sense for the printer – from basic Swipe and Release through the sophistication of our PageCounter , Embedded Client or Web Release offerings. And every print release method lets organizations benefit from the security, convenience and waste reduction benefits of Follow-You Printing.Since security is paramount, each of these options includes authentication methods that tie into an organization’s existing security infrastructure.
Next let’s take a look at another of Equitrac’s key features - Rules & Routing®.
With Rules and Routing ®, your customer can easily set up cost-saving print rules based on criteria such as number of pages, color vs. grayscale, and single or double-sided. This enables your customer to better control and measure print output. Benefits include:Automatically route or re-route print jobs to the least-cost printerEnable users to see the costs associated with printing at different printersEasily view a wide range of data using reportsAllow, hold, and redirect printing jobs based on who is printing, where the document is bring printed and the attributes of the document.Manage color quotasEnforce or encourage good print habitsAll of these things can be configured to happen automatically, or your customer can give users a choice by showing them the costs comparisons and letting them choose. And best of all for IT, this flexibility is easy to configure.
Equitrac’s Mobile capabilities allow for increased organizational mobility, while still retaining Equitrac’s fundamental print management, flexibility and security features. Let’s look at those features next. We’ll start with Mobile Web Release.
Equitrac’s Mobile Web Release is an option that doesn’t require additional hardware or software on the device. For printers with a Web Release license, users can release their print job from a webpage using their pc or mobile device as the access point to the web release browser. When users are ready to print, they authenticate, log into the Web page and are presented with a list of available printers. If there is a QR code on the printer, users can walk up to the printer and use any 3rd party QR app on their smart phone to scan the QR code and identify the printer.After users locate the printer of choice, they can release one or more of their print jobs to print. Users can also view job attributes and change the number of copies to print. Access is enabled for both Android and iOS mobile devices.Benefits include: Web release can be executed from mobile devices, removing the need to install and maintain a separate PC at each printer to enable Web release. Web release is also a lower-cost alternative to page counters.Presenters: Web release license is needed for each printer. The cost is around $400 per printer, with no additional hardware needed. For QR functionality, a 3rd party QR app is needed.
For Equitrac v5.2, there are two new enhancements that enable even more flexibility for secure document release .The first enhancement is Dual Release Support. This enables mobile users to print using either embedded clients and an ID Controller, or to print using Mobile Web Release.This is ideal for organizations with a large population of mobile users, and also for organizations who have many users that do not have ID cards for authentication – such as Educational organizations.Also new for 5.2 is a configurable timeout option. This allows IT to differentiate between public and private devices, and to provide longer time out for private devices, reducing need to continually login.
As always, Equitrac has a comprehensive set of reporting features to help manage an organizations printing costs, and lower their total cost of ownership.
Transparent to the user, Equitrac can monitor all the information about print jobs, including who, what, where and how much.For example: built-in reports can show how many pages were printed from a workstation but NOT released to a printer. Or how many multiple-page jobs were printed from a workstation and automatically converted to duplex through a print rule. Total print activity is tracked, along with the resulting cost savings and environmental benefits such as the reduced consumption of trees, gallons of water and CO2 put into the atmosphere. Reports can be filtered by user, department, account and device, and can be run for any defined time period.Benefits include that Resellers, business owners and users can quickly see the savings gained as a result of page volume reduction. This information can be used to support user behavior changes, as well as identify print management solution ROI. An enhanced feature for Mobile Printing customers includes built-in reports that show print volume from mobile devices, including a breakdown of how the jobs were submitted. Reports can be filtered by user, department, account and device, and can be run for any defined time period.These Benefits: Allow Business owners and resellers to quickly see how many users are printing from their mobile devices. This information can help determine how to expand or restrict printing from mobile devices. In addition, understanding the mobile pathway that was used will aid in understanding how to best deploy mobile printing to the organization going forward.
Another enhanced Equitrac feature is simplified deployment.
Equitrac’s enhanced web-based System Manager enables administrators to work from any location and fully manage users, departments, billing codes, and quotas from a Web browser.This is an extension of the existing client-based Equitrac System Manager, which is still used for configuration and overall administration of Equitrac.Benefits include:FlexibleAccount Management: Web-based management of users, departments and billing codes - as well as web-based management for assigning rights, restrictions and quotas – allows administrators to keep account lists up to date with all the right settingsBrowser compatibility: The System Manager is accessible from Internet Explorer, Chrome, Firefox and Safari.Secure Login andLogout: Administrators can use network credentials or a combination of network credentials and a PIN codefor login and logout. Single sign-on with Windows is also supported.With Equitrac 5.2, the Web Management Console has been improved to add the ability to Add, Delete and Modify delegates and department managers. In addition, the speed and responsiveness of the interface has been improved.
For Educational organizations using Equitrac Express – there is a need to support printing for a variety of user types – students, staff, faculty and often guests.Equitrac helps make each of these users accountable for every page they print. And Equitrac Express makes this more convenient than ever.A Campus Card API makes it possible to tie print, copy, fax and scan activity to user accounts already established in your campus card system. Blackboard and CBORD integrations are built-in offerings for the product, and other third-party campus card systems can now be supported through the API.Using Campus Card integration makes it easy to enable pay for print programs and manage student print quotas – and makes printing convenient by letting users authenticate at printing devices using their campus card.Adding funds to print accounts or handling guest pay-for-print activities is also more convenient with the addition of a Payment Gateway to PayPal. This lets users with a PayPal account easily add funds to their print accounts and immediately be credited.
So, we’ve reviewed Common Customer Challenges, and how Print Management solves those challenges. But what’s the best way to sell Print Management to your customers?
Here’s how one Sales Rep saved Key Bank millions of dollars. By implementing Equitrac Office, this Sales Rep helped Key Bank save over $2 million USD in printing costs, and reduced color printing by more than 50%. They reduced general printing from 211 million impressions annually, to 123 million annually. That’s an elimination of 88 million print impressions in 1 year!AND – the customer achieved a return on their print management investment within 60 days.Shouldn’t this be YOUR story too?
Here are some success stories for Sales Reps selling Equitrac Express in the Education Market.The College of New Jersey is a four-year state college in Ewing, New Jersey. They needed to simplify their print and copy services, increase their accountability, reduce waste, and improve fleet management. Sound familiar?Well, this Sales Rep took control of the sale. After implementing an Equitrac Express print management solution, this customer reduced their total print volume by 50%! The solution included assigning print limits for computer labs, converting coin copiers to campus card billing, and improving student awareness about responsible printing.The University of St. Thomas, in St. Paul Minnesota, has about 11,000 students.The University needed to respond to student concerns about the environmental impact of print waste. They worked with their Sales Rep and implemented Equitrac Express with PageCounter terminals. As a result, they reduced printing from 2.5 million pages to 1.3 million pages – in just ONE semester! In addition to exceeding this customer’s goal for reducing waste, the Nuance Equitrac solution is saving them an estimated $100,000 annually. Now that’s a Sales Rep relationship that this customer is going to keep!
As you can see, Equitrac solutions are used by a highly recognized international group of organizations of various sizes, spanning a wide range of industries.
Does anyone have any questions?
This is the end of today’s training session. Thank you for your time!
