Welcome Dragon Partners

1. Welcome Dragon Partners Quarterly iPad Drawing

2. Today’s Agenda • 8:30am Welcome and Overview • 8:45am Speech Recognition Today and Tomorrow-The Dragon Vision • 9:15am Break • 9:30am Vertical Selling Tips, Strategies and Successes • 11:30am Lunch • 12:30pm Understanding Customer Challenges and Closing Business • 2:30pm Break • 2:45pm At Your Fingers Tips-Sales Tools, Marketing Programs and Promotions • 3:15pm Open Discussion and Feedback with Marketing and Product Management • 4pm Closing Remarks

3. Dragon Connections Partner Program Three Partner Levels Vertical Solution Partner Gold Partner Silver Partner Some Benefits of Program Certified, preferred partner rebates Marketing support-Case studies, trade shows, webinars In field sales support Access to technical support Why add Dragon to Portfolio World’s #1 Speech Recognition Solution Product differentiation Increase revenues and profits-Professional services

4. Speech Recognition Today and Tomorrow - The Dragon VisionPeter Mahoney-SVP/GM Dragon

5. Vertical Selling Tips, Strategies and Successes Alan Russell, Channel Manager-Partner Programs Mike Challender, Channel Manager-Dragon NaturallySpeaking

6. Agenda The latest Nuance stats What the press is saying about Dragon The Dragon team Our engagement model Enterprise applications The market for speech technology Vertical market view and account review Wrap-up and Q&A

7. The Latest Nuance Stats Leading provider of speech and imaging solutions Over 1,000 filed and pending speech patents and over 40 imaging patents Mobile solutions in more than 5 billion phones, cars and navigation systems More than 10 billion customer care interactions annually Over 22 million registered desktop application users Over 6,000+ employees in 35+ offices worldwide 2010 Revenue $1.12B

8. Dragon NaturallySpeaking 11 • What press are saying about Version 11: • “What’s good about NaturallySpeaking has gotten better … you’ll probably be amazed at how far the technology has come.” • “Version 11 is vastly superior to previous versions … the bottom line is that voice is finally ready for prime time.” • “The software is killer. It is accurate. It is fast.” • “Nuance bolsters the things that matter most: accuracy and speed.” • “Dragon NaturallySpeaking 11 speech recognition is miraculous.”

9. The Nuance Team Behind You How do we support you Our roles and responsibilities (Russell, Challender) Inside team (Novak, Stamm) Outside team (Buckley, DeLone, Citro, Guarini, Broudy) Marketing (Programs/Webinars/Trade show support) Model of engagement Who to engage with How to engage Process and procedure Lead and deal tracking and follow-up

10. Americas Dragon Territory Map Antonio Santos Sales Manager South America Antonio.Santos@ nuance.com (55.11.3444.7933) Inside Sales Rep (801.446.4182) Marcello Surjopolos South USA North USA Canada Central America South America Tom Wendt Director, NA Sales DNS Tom. Wendt@nuance.c0m (508.397.3040) Ryan DeLone North Regional Sales Manager State, Local & Education Ryan.Delone@nuance.com (781.308.6878) Lori Stamm Inside Sales Rep Lori.Stamm@Nuance.com (816.500.1378) BC AK AB SASK ON QE MB NB WA SC ME MT ND Tim Citro Commercial Accounts & Canada (Including Govn’t & Education) Tim.Citro@nuance.com (978.618.8643) Lon Novak Inside Sales Rep Lon.Novak@nuance.com (617.548.3727) VT MN OR NH ID NY SD MA WI CT MI WY RI PA IA NJ NE Tom Guarini South Regional Sales Manager State, Local & Education Tom. Guarini@nuance.com (703.628.7055) Lori Stamm Inside Sales Rep (816.500.1378) OH NV MD DE IN IL UT CO DC WV VA KS CA MO KY Mexico NC TN AZ OK NM AR HI SC John Ingram & Eric Guinazzo Sales Engineers (John - 757.927.9686) John.Ingram@nuance.com (Eric - 978.804.7625) Eric.Guinazzo@nuance.com AL GA MS LA TX FL Andrew Buckley Financial Services & Insurance (FSI) Sales Manager Andrew.Buckley@nuance.com (781-888-2966) Lon Novak Inside Sales Rep (617.548.3727) Scott Broudy Federal Government Sales Manager Scott.Broudy@nuance.com (817.983.3307) Lori Stamm Inside Sales Rep (816.500.1378) Carlos Suarez Sales Manager Central America Carlos.Suarez@nuance.com (52.55.1107.8099) Marcello Surjopolos Inside Sales Rep (801.446.4182) Brazil

11. Common Dragon Enterprise Applications Field reporting Insurance claims Field sales / service Social workers Inspectors Document creation CBT Creation Legal (corporate and law firms) Court administrators & Judges Research Life sciences Publishing General office productivity • Public safety • Intelligence reporting • Incident reporting • Ergonomics • RSI prevention/treatment • Accessibility • Physical – Key stroke reduction • Language-based learning disabilities (Dyslexia) • Call center agent wrap-up • Screen Navigation - Macros

12. The Market for Speech Technology Source: US Dept, of Labor, Bureau of Labor Statistics

13. INSURANCE MARKET REVIEW Andrew Buckley

14. Industry Snapshot: INSURANCE

15. Industry Overview: INSURANCE Timely claims processing is critical to customer retention and increased market share Insurance companies need to deliver high-quality customer service while reducing operating costs Claims adjusters spend 40% - 50% of their time preparing written documentation Claims departments are finding it increasingly challenging to keep up with the number of claims they need to process each month Reducing fraudulent claims has a compelling ROI

16. Key Questions: INSURANCE Focus is on Business Unit Director or Manager – Claims, SIU, Loss/Risk Control, Legal Department Claims - Auto/Commercial/Large Loss/Personal Property Uncovering opportunities: What is the total number of claims you are processing in a day/week/month/year? What is the value of Investigators handling one additional claim/month? Would it be beneficial if your team(s) was able to do one more assessment or one more claim per week? Are your teams meeting their weekly or monthly objectives? Does your team have quality and compliancy goals for claims? What are they? Do you outsource any work to third party companies?

17. Key Messages: INSURANCE Dragon can cut documentation time by up to 50% Dragon’s custom voice commands can be used to streamline and accelerate claims-related data input Dragon’s remote dictation capabilities allow adjusters to make productive use of time away from the office Dragon lets claims adjusters dictate more accurate, detailed reports which helps reduce fraudulent claims Dragon eliminates the need to use costly transcription services Dragon can increase employee satisfaction and reduce turnover

18. The Hartford - Legal Challenge • Claims litigation department of 250+ attorneys responsible for providing legal services to the company and its insured clients • Needed to eliminate costly transcription service ($500,000 annually) used by ½ the attorneys to create reports, summarize case information • Improve efficiency of overall operations without adding more staff Solution (what problem was solved) Deal Structure (licenses/training) Negotiation Current Status / Next Steps • Rolled out 25 out of 75 licenses with remaining 50 rolled out by end of 2010. • Will expand in 2011 to at least 100 additional staff • Training needed to be provided and working with their training dept. who will be creating CBT courses for The Hartford (company wide) • Existing enterprise agreement allowed for easy transition to buying DNS licenses • Buying incrementally 25 to 50 at a time rather than one lump sum • Latest deal 50 licenses plus web-based training (users are spread across 35 offices)

19. The Hartford Challenge • Improve efficiency of SIU and Claims adjusters • SIU poor typists, slowing down reporting time and affecting case load • Claims dictate field note to a live person who transcribes in real-time in to claims mgmt system Solution (what problem was solved) Deal Structure (licenses/training) Negotiation Current Status / Next Steps • Complete discovery • Map workflow for Claims to ensure notes into the CMS in a timely manner • Schedule training • Monitor metrics to ensure efficiency gains • Close on large deal!! • Existing enterprise agreement allowed for easy transition to buying DNS licenses • Deal went from start to close in 75 days • 6 days training including discovery time with the claims and investigators in the field • 20 Claims licenses and 12 SIU licenses

20. Social Services SOCIAL SERVICES MARKET REVIEW Ryan DeLone

21. Industry Snapshot: SOCIAL SERVICES

22. Industry Overview: SOCIAL SERVICES Most agencies are understaffed, underfunded, and overworked as caseloads and documentation requirements continue to increase Social workers often have up to 25 cases open at any given time, resulting in high burnout and turn over rates A social worker is required to create and update up to eight separate lengthy documents for any given case Stateagencies face legal action from organizations such as Children’s Rights looking to transform child welfare practices and policies

23. Key Questions: SOCIAL SERVICES Target contact is COO, Operations Director, or Deputy Director of Field Operations Uncovering opportunities: Do you use any type of transcription service? Internal word processing departments? What is your annual employee turnover rate? How many hours in a day do you spend documenting case notes? What is the weekly case load at your office/department? What is the frequency of contact per case?

24. Key Messages: SOCIAL SERVICES Dragon can reduce documentation times by up to 50% Dragon allows social workers to spend more time in the field and less time on paperwork Dragon lets social workers dictate notes into a digital voice recorder Dragon’s custom voice commands can be used to insert boilerplate text or to automate routine/administrative tasks Dragon helps social workers spend more time in the community helping people in crisis resulting in greater job satisfaction and lower turnover

25. In Their Own Words: Youth Villages

26. Youth Villages Challenge • 1,400 counselors and support staff help more than 11,000 children each year from 50 locations in 39 cities across 10 states • Grueling pace with extensive case documentation (session notes, contact notes, assessments, weekly treatment plans, monthly summaries, etc.) was leading to counselor burn-out and high turnover rates Solution (what problem was solved) Deal Structure (licenses/training) Negotiation Current Status / Next Steps • Documentation completion time cut by 55% • Increased counselor retention and maintained consistency in job satisfaction ratings • Percentage of counselors who felt they had moderate to complete control over paperwork increased from 39% to 82% • Complete administrative work / documentation requirements more quickly; capture notes with a digital voice recorder in the field • Dedicated on-site support staff; centralized administration • Top-level executive support

27. LEGAL MARKET OVERVIEW Mike and Alan

28. Industry Snapshot: LEGAL

29. Industry Overview: LEGAL The legal industry has evolved from a prestigious profession focused on long-term relationship building to a hyper-competitive field focused on maximum revenue generation (billable hours) The average associate works 62 hours per week, resulting in poor work/life balance Use and adoption of technology is still an individual decision in many firms; younger lawyers adopt technology more readily than older lawyers Almost all lawyers use dictation devices for preparing case documentation, but most are still dependent on administrative staff and transcription services to complete required paperwork

30. Key Questions: LEGAL Target Contact is a Partner or Associate Partner, Director of Technology Uncovering opportunities: Do you currently have a speech strategy or use a speech platform? What is your ratio of support staff to attorneys Do you currently outsource for your transcription needs? Do you bill back your customers for the time your attorneys/paralegals spend on document creation? Do your attorneys currently use digital recorders for their dictation needs?

31. Key Messages: LEGAL Dragon can reduce the time and cost associated with traditional transcription Dragon helps reduce the time to complete documentation tasks from days to hours Dragon helps reduce admin costs and improve the staff-to-lawyer ratio Dragon enables administrative staff and paralegals to be more productive and focus on billable activities which reduces overtime Dragon helps users complete documents faster with less dependency on support staff Dragon allows users to dictate case notes directly into case management systems

32. Liberty Mutual Challenge • Attorneys constantly behind in creating contracts and other legal documents due to limited support staff • 20 minutes/document, 5-6 documents per day, 10 minutes/system data entry per case Current Status / Next Steps Solution (what problem was solved) Deal Structure (licenses/training) Negotiation • 100% of pilot participants agreed creation of traditional dictation is faster with Dragon • 50% reduction in document creation time after 90 days / 70% reduction after 180 days • Data entry time reduced 70% to 3 minutes • Revision/correction time nearly eliminated • Dragon used for about 80% of all documents, 50% of email • Dragon restored 6 to 8 hours of productive time per week per attorney

33. Financial Services FINANCIAL SERVICES MARKET OVERVIEW Andrew Buckley

34. Industry Snapshot: FINANCIAL SERVICES

35. Industry Overview: FINANCIAL SERVICES Investment management firms and independent investment advisors need to ensure ongoing compliance (i.e. FINRA) Non-compliance could result in sanctions, fines or prosecutions Investment advisors are subject to the rules of numerous government agencies and independent regulatory groups; this regulatory scrutiny is expected to continue to increase To meet compliance requirements and protect against litigation, investment advisors must carefully document all conversations with clients Capturing detailed information helps to minimize the risk of litigation and improve service to investors

36. Key Questions: FINANCIAL SERVICES Target Contacts are Financial Advisors, Investment Advisors, Compliancy Supervisors Uncovering opportunities: Do you currently use third party transcription services such as CopyTalk? How does your firm protect itself with regards to state regulations/guidelines regarding the accuracy and detail of your work/case histories? Would it be helpful if you had a way to control the standardization of case notes in your organization? What are your company compliancy guidelines for documentation? How often are audits performed on the case notes that are entered?

37. Key Messages: FINANCIAL SERVICES Dragon can reduce the time it takes to document client interactions in CRM systems Dragon helps improve the detail and accuracy of meeting notes and enabling users to capture them while they still fresh in their minds Dragon enables users to produce other client communications like email, written correspondence, agreements, plans, and newsletters Dragon helps users maintain documentation to meet compliance requirements and minimize risk of litigation

38. Franklin Templeton Challenge • Offer a mobile dictation/transcription solution using Blackberry • BB not supported in v10/v11 • FRK management would not authorize a purchase for additional hardware • Cost was prohibitive • Another device to carry Solution (what problem was solved) Deal Structure (licenses/training) Negotiation Current Status / Next Steps • Provide training for Field Sales reps • Support correctionists • Run tools like acoustic optimizer • Leverage ATFA to automate transcription process • Timely/accurate data from onsite meetings • Leveraging a transcriptionist for correction and input into Siebel CRM • Notes meet/exceed internal compliancy standards • 100 licenses total

39. ATFA Workflow

40. RBC-Tim Citro Challenge • Investment Industry Regulatory Organization of Canada (IIROC) policy requiring all customer notes to be electronically entered into their CRM system • Compliancy – detailed and accurate client notes needed to comply with standards Solution (what problem was solved) Deal Structure (licenses/training) Negotiation Current Status / Next Steps • Rolling out 100 licenses of DNS Pro to users • Phase 2 roll out is 500 licenses in the next several months across multiple wealth centers • Nuance integrated Dragon into their CRM system • RBC implemented a hardware system that integrated the phone and the PC with a single headset • Notes were more descriptive which in turn lessened their exposure to liability

41. Education Industry EDUCATION MARKET OVERVIEW Mike and Alan and friends

42. Industry Snapshot: EDUCATION

43. Supporting Volume Licensing

44. Calgary Canada - Dr. Oakley School Challenge • Mandate to provide site- based, intensive literacy development for complex learners • Find technologies that can be put into the classroom so that students can be re-introduced to the traditional K-12 setting within 2 years Solution (what problem was solved) Deal Structure (licenses/training) Negotiation Current Status / Next Steps • Calgary Board of Education decided that with the success they’ve had with the software to start introducing it as an inclusive tool • Purchased 84 school site licenses for both PC & MAC • Dragon was deemed a software to help facilitate this and has been instrumental in faster re-introduction into their schools • Staff were trained by the Inclusive Learning Technologies Department to help students get acclimated to the technology

45. Before and After Dragon

46. In Their Own Words: Education

47. PUBLIC SERVICE MARKET OVERVIEW Ryan DeLone

48. Industry Snapshot: PUBLIC SERVICE

49. In Their Own Words: Burlington Police Department

50. Iowa Court System Challenge • Offer a workflow solution to improve transcription process of case reports • Support staff responsible for up to 35 hours of typing • Support staff have flexible roles/ multiple locations and are an aging workforce • Maintenance & Support required Current Status / Next Steps Solution (what problem was solved) Deal Structure (licenses/training) Negotiation • Decreased transcription process by 40% • Budget and fiscal stress alleviated • Retired support staff job rolls not backfilled • Organization has access to Tech Support • Upgrade 135 users to Dragon 11 Professional • Include M&S • Provide additional training for Judges and support staff • Set up “roaming user” to improve the workflow of flexible support staff