Transcript Slide 1

Quarterly Business
Partner Meeting
Tuesday, July 13th 2010
Dial-in Info: 888-288-9321
Passcode: 548317
• Your lines will be muted, however we will open them
at the end for Q&A.
• If you have questions, please select the chat icon in
the lower left corner of the Web Conference page and
type your question.
• All contact information for our presenters will be
available at the end of the presentation
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Agenda
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Sales Update- Sally Craig/Chris Goheen
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Product Management Update- Jennifer Dungan
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V10.1
SHRM, Canadian Payroll Association Update
Install Base- Michelle Hobbs
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Q4 initiatives
Product Marketing – Nancy Tillman
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Dawn Westerberg- Dawn Westerberg Consulting
Kathey Palmer- CompuPay
Marketing- Nancy Master
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Quarter End
Partner Communications
Guest Speakers
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V10.1 update
Product Roadmap
Support- Joe Ward
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Partner Advocacy
YTD Revenue, Insights Feedback
Winback Program, Tier
Certification, Training
Customer Programs- Mary Kaufman
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Customer Survey
PRO Website, New Education Program
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Partner Focus
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Marketing Pilots
Winback Program
Responsive Product Strategy
Developer Partner Program
Improved Processes
Key Hires
Culture Change
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Our Journey – Q3
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Overall Revenue 100%
New License/Upgrades 105%
Maintenance & Support 100%
Training & PSG are < 100%
THANK YOU!
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Communication & Teamwork
• Business Partner Advisory
Council
• Quarterly Partner Calls
• Monthly Newsletters
• PRO Website
• Team Access
• Sally Craig
– Cell (239) 841-2066
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Sage Insights 2010 Recap
• Overall Theme
– If you have employees we have something for you!
– Got employees? Ask us!!
• Center of Excellence
– Solution for managing employees & payroll
– Employer focus services
• Sage Abra SQL v10.1
– Ready for prime time – closing the gaps
– Shown at APA & SHRM
• Closing the space and accelerating past the competition
– Expanding our offerings and services
• Abra Development Partners
• Connected Services
• Sage Retirement Services
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Product Management
Jennifer Dungan
[email protected]
727-579-7124
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Product Roadmap
Q2 FY10
Q4FY10
1H11
 9/10
Abra SQL
Pay gaps for new sales
and migrations
Key ESS and View
Builder enhancements
Quality improvements
2 ERP integrations
 PEP/In-product Survey
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Abra Suite (VFP)
v10.1
 4/10 – v9.0
 Desktop
 Info Share
 Improved quality
 PEP
2H11
 H2: 10.2
 Pay gaps – better than
Abra Suite
 Improved Reporting
 Key ESS and View
Builder enhancements
 Quality improvements
 H2:Common
Payroll
ERP SQL Pay
 CRE/STE
 Accpac Re-adoption
with v6.1
9/10 v9.0SR
Customer requested
changes
Key ESS and View
Builder enhancements
Updates from v10.1
In Product
Survey
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 H2:
v9.1
 Key ESS and View
Builder enhancements
 Major improve quality
 Improve usability &
reporting
 SQL migration tools
Abra SQL v10.1
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On Schedule for delivery in September
Successful showing at Insights, APA and SHRM
Recruiting for beta now
Sage Abra SQL 10.1 closes all key gaps
for new sales and key customer migrations
• Recommendation for the selling season
– Promote Sage Abra SQL for all new sales
– With v10.1 begin migrations from Suite to SQL
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Key Enhancements in Abra SQL 10.1
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Broader Improvements
Payroll Improvements
• View Builder improvements
Enterprise employee access
– Pay & Time Off data
Multi-deductions/single limit
– Custom roles
GL allocate taxes & deductions
– Web Service connection
Rich GL setup & time entry
– Crystal reports in AWC
Real time HR/Pay integration
• HR to MAS 90 payroll
Canadian payroll
• Improve installation
HR security control payroll
• Defect & misc. enhancements
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Customer Support
Joe Ward
[email protected]
727-579-1111 x 53500
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Customer Support
• Quarter End
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Hire Act
V7.x Client Install issue
V9/V10 upgrades & calls
Increased call volumes impacted Service Level
New hires / open positions
• Partner Communications
– On-site support
– Escalations
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Ideal Customers &
Differentiation
Dawn Westerberg
It’s been tough
• Challenging economy
• Prolonged sales cycles
• Peaks and valleys
• Through the years marketing has gotten a
bad rap
Definition of Marketing
• Good marketing is a strategic collection of
actions/communication that allow our
future customers to Know, Like and Trust
us.
• Marketing is a system
Marketing is a System
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Your marketing map
Ideal customer/difference
Content that educates
Marketing hourglass
Lead generation
Lead conversion
Harness the internet
Live by the calendar
2) Ideal customer/difference
• What is ideal?
– Values you
– Profitable
– Refers
– Traditional
Demographics
• Industry
• Size
– Other Key
Characteristics
What won’t differentiate
• 10, 15, 20 years in
business
• Claim of Customer
Service
• Claim of proven
methodology
Differentiation
• Action Steps
– Interview 8 – 10 ideal customers
– Why did you choose us?
– What do we do that others don’t?
– Why do you refer us?
• Drill Down
• What themes emerge?
Differentiate
• If you can’t clearly
articulate your
competitive
differentiator, your
prospect will - and
the differentiator
will be price.
Benefits
• Smaller, highly targeted
list = affordable, greater
ROI
• Only spend marketing
dollars on prospects who
will be profitable
customers
• More reference-able
customer base
Questions?
• Dawn Westerberg
• 512-656-4527
• [email protected]
• DWesterberg – Twitter
• www.dawnwesterberg.com
Outsourced Payroll
July 13, 2010
Outsourced Payroll
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Compete for every payroll
opportunity -in-house software and
outsourced service
Compete with a new
generation of products powered by the Internet
Increase value to your
clients
Protect your market share
Payroll
Payroll
Direct
TaxTax
Services
Direct
Deposit
CompuPay
ServiceDeposit
Payroll
Training
Consulting
Training
Centric Compliance
Client
Implementation
Employ
Services
Development
ees
Services
Ancillary
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Protect Your Market Share
Don’t let the competitive “fox” in your hen house.
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CompuPay Outsourced Payroll
Advantages
• Revenue share for the business partner
• Unique Web services integration – more seamless
workflow and avoids double entry
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Abra
MAS 90/200
BusinessWorks
Peachtree
• Competitive pricing
• Sales expertise ~ we do the heavy lifting so you don’t have
to
• New consulting and training revenue opportunities
• Our expertise with mid market and larger clients
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CompuPay Payroll Services
• CompuPay offers three methods of payroll
processing:
– Online (CompuPay Payroll Online - the lead product for
Sage)
– PC (for larger clients with complex needs)
– Phone/Fax (for smaller clients uncomfortable with online)
• Unique web services integration is available with
CompuPay PayrollOnline (CPO)
• Interfaces available for PC product (PayLoad)
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But wait…..How can I be sure my
Abra business is “safe” with
CompuPay.
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CompuPay’s primary focus is outsourced payroll processing
CompuPay sales consultants have NO Abra sales quota
CompuPay does not sell or implement Abra Payroll
CompuPay refers Business Partner clients back to their BP
for any additional Abra products and training
Our commitment is to provide the very best outsourced
payroll to Sage and Sage Business Partners ~ to help you
grow your business
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Summary - The Value of This Alliance to
You
• Full-service outsourced payroll option by a market leading
provider to add to your portfolio of offerings
• Easy-to-use, flexible online technology
• Ability to provide payroll for larger, more complex payroll
accounts
• Seamless integration with Sage products – a distinct and unique
feature
• Competitive pricing structure
• Commitment to service. CompuPay’s vision statement – “Being
the Best! One Payroll at a Time”
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Key CompuPay Contacts
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Kathey Palmer, Sr. VP Business Development and Mid Market Sales
– [email protected]
– 615-591-3756
Terri Tennant, Director Business Development
– [email protected]
– 954-874-4800 x 7612
Thank you!
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Marketing Update
Nancy Master
512-454-5004 x6274
[email protected]
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Q4 Initiatives
• Customer Marketing
– “Winback” Campaigns
• Reminder: Price promo ends 9/30/10
– Promote DPP Solutions
• Sage KnowledgeSync
• HR Actions
• Abra OrgPlus
– Abra Payroll & CompuPay Promotion
to Abra HR
– Drive Training Services
– Leverage v10.1 release to
excite/motivate customer base
• Promote SQL Payroll in Canada
– Sage Payroll PayCard promotion
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Q4 Initiatives
• New Customer Acquisition (NCA)
– Refreshed PPC/SEO Campaign
– HR focused Banner Ad campaign
• Inc.com, about.com, workforce.com
– Abra Lead Gen eMail
• HumanConcepts (OrgPlus) Customer
List
• Abra Nurture List
• Purchased List in Canada
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Monthly eNL nurture campaign
• Currently 7,500 records
– Focused Cross Sell Campaign
• MAS/Accpac Virtual Conference
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On the Horizon
– Targeted Geo-Mapping Initiative
• Collaboration between Corporate Marketing,
Channel Marketing and Sales
– Buyer Lifecycle Marketing Initiative
• Thought leadership and nurture marketing via
marketing automation
– Customer Lifecycle Marketing
• Sage marketing analytics to drive segmentation and
map to customer lifecycle
– Social Media
• Listen, engage, influence
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Product Marketing Update
Nancy Tillman
727-579-1111 ext 53406
[email protected]
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Product Marketing
• v10.1 Marketing Launch Activities
– Marketing Collateral
– Sales Activities
– Training Activities
• Society for Human Resource Management
(SHRM) Update
– Customer engagement
– Excitement
• Canadian Payroll Association (CPA) Update
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Promotions
• HR Actions
– 20% off HR Actions
– 30% off HR Actions with ESS bundle
– 30% off HR Actions with optional module
• KnowledgeSync
– 20% off KnowledgeSync
– 30% off KnowledgeSync with optional module
• HumanConcepts
– 30% off OrgPlus Professional
• New License
– 20%, 30%, 40% off New license for each additional optional
module
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Installed Base
Michelle Hobbs
[email protected]
727-579-1111 ext 53383
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Installed Base
• Win Back Program
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Expires Sept 30th – don’t wait until deadline
Segment 2 (shipped 7.6/8.3 or older version)
Segment 1 (shipped 7.7/8.4 or newer version)
Discounts for multi-year commitments
• 5% per year for 2 years
• 10% per year for 3 years
– Ryan Henderson – Win Back Specialist
• Sage University Employer Solutions Customer
Training
– HR, PY, Crystal, View Builder, User Interface, new release
“What’s New”, Install and new Managing Your Employees
offerings
– Tier: Total Product Revenue includes customer training
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Installed Base
• Mimeo
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Online ordering of training manuals
Certified Trainer Site with reduced rates
Katrina Frigeri can assist you with first time access
https://marketplace.mimeo.com/sageabra
• New Training Materials
– Managing Your Employees with Abra
– HR Consultant Implementation Guide
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Certification
• Most of you have completed the training – Thanks!!
• Remember - Exam is final component
• V10.1 BP Training
– Free “What’s New” ATL
– Recertification required only for US Payroll
– New Certification for Canadian Payroll
• V9.0 SR1 BP Training
– Free “What’s New” ATL
• Check www.sagepartneruniversity.com for the latest
BP course offerings
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Customer Programs
Mary Kaufman
[email protected]
727-579-1111 ext 53425
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Customer/Partner Programs
• Customer Intelligence
• Net Promoter (Clarabridge) once a year
• Customer Loyalty Survey – Partner Programs – once
a year
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Education Program
Registered educators will receive free Abra software for
their classrooms, and free installation support.
We will market this program throughout the U.S. to all
secondary institutions that have a Human Resources
curriculum.
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Pro-Site “At-A-Glance”
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Questions
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Contact Information
Sally Craig
Jennifer Dungan
Joe Ward
Nancy Master
Nancy Tillman
Michelle Hobbs
Mary Kaufman
Ryan Henderson
Katrina Frigeri
Mimeo-
[email protected]
727-579-1111 x53308
[email protected] 727-579-7124
[email protected]
727-579-1111 x 53500
[email protected]
512-454-5004 x 6274
[email protected]
727-579-1111 x 53406
[email protected] 727-579-1111 x 53383
[email protected]
727-579-1111 x 53425
[email protected] 800-424-9392 x 3743
[email protected]
727-579-1111 x 53748
https://marketplace.mimeo.com/sageabra
Dawn Westerberg [email protected] 512-656-4527
•DWesterberg – Twitter www.dawnwesterberg.com
Kathey Palmer, CompuPay [email protected] 615-591-3756
Terri Tennant, CompuPay [email protected] 954-874-4800 x 7612
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