How To Become A Docuware Sales Advisor

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1 Partner Certification General Info DocuWare Academy The successful marketing of document management solutions is based on an optimally trained team. From winning prospects to presenting solutions and their subsequent implementation, different experts are required. The DocuWare Certification Program offers optimal training for all participants. Certification Overview You need expert know-how and accurate product knowledge to be successful in the document management market. The basis of long-term profitability is a team that can market DocuWare solutions effectively. During the initial contact with a customer it is important to know basic document management and the benefits DocuWare can bring. Certification as a DocuWare Sales Advisor (DSA) offers the optimum training platform for this. In just a few hours, sales representatives can train themselves online to become a DSA. As a document management specialist, the DocuWare Application Consultant (DAC) analyzes the requirements of the prospect and prepares an individual solution based on this analysis. The planning and implementation of the DocuWare system along with customer support are handled by the DocuWare System Consultant (DSC). Your Benefits Trained specialists for every task Modular structure Individual learning at your own place Knowledge can be immediately applied Comprehensive classroom training Successful prospecting Develop optimum DocuWare solutions Up-to-date knowledge through advanced training The DAC and the DSC prepare for classroom training by completing comprehensive online trainings. These exercises are important to ensure a standard level of knowledge of all participants in the classroom training. The online platform allows individuals to work at their own pace. Invest in these certifications. A properly trained team guarantees success. 1

2 Your Team for DocuWare Solution Sales DocuWare Application Consultant (DAC) The DAC is a sales-oriented product specialist. This person manages the sales process: customer needs analysis, solution research, presentation and conclusion of the sale. Our trainings ensure that every DAC is completely familiar with the product suite, the scope of features and the best way of presenting DocuWare and its benefits. DocuWare System Consultant (DSC) The DSC is responsible for the technical consulting, installation and implementation, for customer training as well as the ongoing support and maintenance of DocuWare. In our trainings we provide the detailed technical knowledge the DSC needs to plan, configure, and install a system. DocuWare Sales Advisor (DSA) After certification, the DSA is qualified to conduct discussions with prospects on document management and convince them of the benefits of a document management system. They send qualified leads to the DAC and are involved with presenting, closing and ongoing account management. DocuWare Certification Certification is a requirement of our Partner program. Certifications qualify individuals to develop, present, implement and maintain comprehensive and professional document management solutions for customers. In the first six months following the signing of a Partner agreement, each Authorized DocuWare Partner (ADP) must have at least one individual trained as a DocuWare Application Consultant (DAC) and at least one individual trained as a DocuWare System Consultant (DSC). Optionally, it is possible for other individuals to be trained as DocuWare Sales Advisors (DSA). If a certified DAC or DSC leaves the company, a new employee must be certified. Every DAC and DSC completes a special elearning training, followed by a BASE classroom training for their certification. The DSA obtains their certification in an elearning training; attendance at a classroom training is not necessary. Keep Certifications Current A certification is initially valid until the end of the next calendar year. Every DAC and DSC must keep their certification up to date for the following calendar year by attending two one-day workshops. These two workshops can de done on consecutive days or separately. This recertification training ensures that all DACs and DSCs are always up to speed with the latest DocuWare products and information. All new elearning trainings and tests (where relevant) must be completed; this also applies to keeping the DSA certification up to date. 2

3 Training Concept To ensure that the learning process is as effective as possible, DocuWare uses a combination of online trainings and practical hands-on classroom trainings. Three Experts - Three Trainings The modular structure of DocuWare trainings at a glance elearning Training The platform for self-study on the Internet can be found in the Partner Portal under DocuWare Academy. The advantage: individuals decide the time, pace and location themselves. The varied elearning training consists of different modules, including video sequences and supporting documents; different exams allow you to test your progress. There is a tailored learning program for each type of certification DAC, DSC or the optional DSA. DSA elearning Training The elearning training for the DSA provides basic knowledge of document management, its key benefits and possible applications. It also presents the DocuWare structured sales process. This explores the process of prospecting, holding a round table discussion for closing a sale and the various options of account management. The DSA elearning covers the basics of successful lead generation and how to advise potential customers during initial contact. Time: approx. 6 hours DAC elearning Training The elearning training for the DAC provides extensive knowledge on key aspects of document management. Following introductory sections on document management in general and DocuWare in particular, the course covers how to work with DocuWare in practice, how to set up the system and the associated add-on modules. Another focal point of the 3

4 with DocuWare in practice, how to set up the system and the associated add-on modules. Another focal point of the DAC elearning is the DocuWare structured sales process. All the steps of a solution are covered. Time: approx hours DSC elearning Training The elearning training for the DSC provides extensive knowledge on key aspects of document management. Following introductory sections on document management in general and DocuWare in particular, the subject of Working with DocuWare forms the focal point of the DSC training. Here, particular attention is paid to the different technical features of DocuWare and to planning, installing, and setting up a DocuWare system. Aside from the elearning training, DocuWare White Papers form a central knowledge base for the DSC. In addition to working with DocuWare, the training also explores the development of the DocuWare sales process. Time: approx hours Classroom Training Prospective DACs and DSCs must attend a classroom training as well as complete the elearning training. The classroom trainings build on the information learned in the elearnings. Therefore, one cannot register for a classroom training until all the relevant elearnings and associated exams have been completed. The DocuWare classroom trainings - DAC BASE Training and DSC BASE Training - provide the opportunity to develop the knowledge acquired in practical exercises, application examples and role-playing. DAC BASE Training The DAC BASE Training is the perfect preparation for prospective DACs for their everyday work as a DocuWare sales specialist. Case studies and practical examples extend product knowledge. The different server editions, licensing options and DocuWare add-on modules are all discussed in detail. A second topic block goes into the DocuWare sales process in more detail: using exercises and role-play, the participants are trained to conduct sales pitches, develop solutions and present them successfully. DSC BASE Training The DSC BASE Training teaches prospective DSCs in the technical details of installing and configuring DocuWare and its add-on modules. The program also includes additional in-depth learning content on the administration, installation types, configuration and maintenance of DocuWare. For all classroom trainings, each participant must bring their own Notebook computer on which VMware or VirtualBox Workstation has been installed. 4

5 Organization Registering for elearning Trainings Registering for Classroom Trainings To complete the DocuWare elearning training, log on to the Partner Portal. Under DocuWare Academy you can select the certification you need - DSA, DAC or DSC. You will then see the elearning and tests required for that certification. These training modules must be completed in the sequence shown. Once you have completed all elearning and passed the exams, you can register for a DAC or DSC classroom training. Room and Board You can register online in the Partner Portal. You will find all the training dates and locations under Training & Events. You can register immediately for trainings that have space available. As soon as your registration is confirmed, you are signed up. If you have other questions, you can the DocuWare Training Center at any time: training@docuware.com. Costs in the Event of a Cancellation or No-show The training documents plus snacks and refreshments are provided by DocuWare. Participants are responsible for their own travel and accommodation costs. For travel information go to and click on How to find us, located on the bottom of our homepage. If a confirmed registration is cancelled less than ten days before the start of the training and if no substitute is registered by the company, a cancellation fee of 50% of the cost published for that course on the website or in the price list will be charged. In the case of a no-show without cancellation, 100% of the course cost will be charged. This document can also be found here: For more information please visit our website at 5