Transcript Slide 1

Session Number: HPT13
Sage Abra Competitive Briefing
Tom Tillman
Product Marketing Director
CPE Credit
• In order to receive CPE credit for this session you must be
present for the entire session.
– Session code: HPT13
– Recommended CPE credit = 1
– Delivery Method = Group Live
– Field of Study = Specialized Knowledge and Applications
• Visit the Continuing Professional Education kiosks to enter
CPE credit during the conference.
Introduction
• Tom Tillman, Product Marketing Director
• Nancy Tillman, Product Marketing Manager
•
This presentation will be available online after the conference. You will
receive an email for the Insights session Website approximately 4 weeks
after Insights.
Learning Objectives
• After participating in this session, you will understand the
competitive differences between Sage Abra and:
– ADP Major Accounts
– Ultimate Software
– Microsoft Dynamics GP
– And more (Mangrove, Spectrum, PeopleTrak & Ascentis)
Sage Abra HRMS Positioning
Market Leader Designed
for Mid-Size
Organizations
Comprehensive
Capabilities
Flexible & Scalable
Low Total Cost of
Ownership
• Recognized leadership
 Leader Quadrant – Gartner 2006 Mid-market HRMS MQ
 Strong Performer – Forrester 2006 Mid-market HRMS Wave
 “The on-premise HR solution of choice for the…SMB …
company segment” – Forrester 2006 & 2008 Mid-market HRMS Wave
• Capabilities
 Single system automates & reduces the costs of HR,
Benefits & Payroll administration
 Software support and services (Sage and Partner)
• Grows & changes as business needs evolve
 Modular software and services
 Multiple database platform support
 On-premise and hosted deployment options
• Fits the requirements of any budget
 Pay for only the capabilities needed now and add-on later
 Easy to adopt and use technologies (Win, IE, SQL, .Net)
 Hosting options minimize/eliminate IT impact
ADP Major Accounts
(50ee – 1,000ee)
ADP Major Accounts Overview
• Mid-size business: 50 – 1,000 employees
• HR, benefits, payroll, tax, compliance, retirement services
• Large direct sales force
• Regional service (processing centers)
• Business model is to sell services, not software
• ADP is formidable by the sheer mass of its payroll customer base
and size of its sales force, but product innovation and service
quality are suspect.
ADP – How They Position Themselves
• Global provider of employer-related business process
solutions
• Takes the burden and risk of payroll processing and tax
management off the customer
• Services all areas of the employee lifecycle from recruitment to
retirement
• “Inventor of the software subscription model”
– Yields better savings for the customer in terms of total cost of
ownership
– Automatic upgrades & reduced strain on IT resources
ADP Major Accounts -- Main HR/Payroll Offerings
•
ADP AutoPay
– Back office batch payroll processing services
•
ADP Pay eXpert
– Web-based version of PC Payroll for Windows (PCPW)
– Client data “Front end” for AutoPay
•
ADP HR/Benefits (HRB)
– Web-based HR; Formerly Employease
– SaaS offering with PEPM pricing
– Works with Pay eXpert
•
ADP HR eXpert
– Web-based HR
– SaaS offering with PEPM pricing
– Works with Pay eXpert
AutoPay Pricing
• $4.10/pay (1st 50)
• $2.15/pay (51+)
• Includes Pay eXpert, Autopay, Total Tax Plus, Data Access
ADP HR Capabilities & Pricing
Module/Function
HR & compliance
Benefits admin
Applicant tracking
Recruitment
Training admin
Employee self service (HR & benefits (info)
Employee self service (payroll info)
Manager self service (approvals/workflow)
Benefits enrollment
Carrier connectivity
Labor management integration
Reporting
Base Pricing (PEPM):
100-249ee
250-499ee
500-1,000ee
Base Pricing Implementation:
100-249ee
250-499ee
500-1,000ee
Carrier Set-up (per carrier)
Recruitment
HRB Advanced HRB Basic
Yes
Yes
Yes
Yes
Yes
Yes
Yes
Yes
No
No
Yes
Yes
Yes
Yes
Yes
No
Yes
Yes
Yes
Yes
No
No
Yes
Yes
HR eXpert
Yes
Yes
No
No
No
Yes
Opt (Portal)
No
Opt (Portal)
Optional
Opt (Link)
Yes
$7.30
$7.05
$6.60
$5.95
$5.45
$4.85
$1.70
$1.55
$1.40
$6,000
$8,000
$10,000
$2,000
$2,000
$5,000
$7,000
$9,000
$2,000
$2,000
$4,000
$6,000
$8,000
N/A
N/A
HR/B ESS and MSS Capabilities
ADP HRB vs. Abra SQL Comparison
Module/Function
HR & compliance
Benefits admin
Applicant tracking
Recruitment
Training admin
Employee self service (HR & benefits (info)
Employee self service (request/view time off)
HRB Advanced
Yes
Yes
Yes
LImited
No
Yes
Yes
Abra SQL
Abra HR
Abra HR
Abra eRecruiter
Abra eRecruiter
Abra Train
Abra ESS
Abra ESS
Employee self service (payroll info)
Manager self service (approvals/workflow)
Benefits enrollment
Carrier connectivity
Payroll
Yes
Yes
Yes
Yes
Opt (AutoPay)
Abra ESS
No
Abra BE
ABM
Abra Payroll
Tax Filing
Incl w/Autopay
Abra Tax Filing Service
HRB functionality missing/weak
• No integration to labor management (T&A) systems
• No requisition management
• No training admin
• File export/import integration between HRB and Pay eXpert
• No single sign-on between HRB and Pay eXpert
Abra SQL vs. ADP HRB 300ee Example
YR 1
YR 2
2-YR Total
YR 3
3-YR TOTAL
License (no Payroll)
$20,360
$0
$20,360
$0
$20,360
ABM Annual Service
$3,000
$3,000
$6,000
$3,000
$9,000
Abra Annual Support
$4,069
$5,205
$9,274
$5,205
$14,479
$27,429
$8,205
$35,634
$8,205
$43,839
$4,320
$4,020
$8,340
$4,020
$12,360
$31,749
$12,225
$43,974
$12,225
$52,199
SaaS Annual Fees
$25,300
$25,300
$50,600
$25,300
$75,900
Total HRB
$25,300
$25,300
$50,600
$25,300
$75,900
Abra SQL
Total Abra
nGenX Annual
Service
Total Abra + nGenX
ADP HRB
Abra SQL vs. ADP HRB/Payroll 300ee Example
YR 1
YR 2
2-YR TOTAL
YR 3
3-YR TOTAL
License (with Payroll)
$30,150
$0
$30,150
$0
$30,150
ABM Annual Service
$3,000
$3,000
$6,000
$3,000
$9,000
Abra Annual Support
$5,935
$7,220
$13,155
$7,220
$20,375
TFS Annual Service
$1,650
$1,650
$3,300
$1,650
$4,950
$41,635
$11,870
$53,505
$11,870
$65,375
$4,320
$4,020
$8,340
$4,020
$12,360
$45,955
$15,890
$61,845
$15,890
$77,735
SaaS Annual Fees
$25,300
$25,300
$50,600
$25,300
$75,900
Payroll Annual Fees (24 pays)
$17,820
$17,820
$25,640
$17,820
$53,360
Total ADP
$43,120
$43,120
$86,240
$43,120
$129,360
Abra SQL
Total Abra
nGenX Annual Service
Total Abra + nGenX
ADP HRB
Abra SQL Proposal Tuning vs. ADP
• What is driving customer’s desire to out-source payroll processing?
– In-house staffing? – MYTH (customer still must manage all employee
information, time collection, pay-rates, benefit premiums, etc.)
– Payroll tax management? (Abra Tax Filing Service)
• 1st year cash outlay a key driver for customer?
– Consider financing license/implementation over 3 years (KEF)
• Total cost of ownership
– Emphasize total costs over 2+ years (igh ADP costs NEVER END)
• Hosting
– Understand importance of hosted/SaaS to prospect. ADP is always SaaS.
Include nGenX hosting service in proposal (perhaps as option)
• Customization & Flexibility
– Abra can be customized (Abra is dedicated - HRB is shared)
– Can host additional applications at small incremental hosting costs
(Dedicated Abra hosting resources)
Ultimate Software
Ultimate Software Overview
• Provides strategic HR, payroll & talent management
• Packaged as a full HRMS solution (HR/Payroll always together)
• Offered as hosted deployment with subscription pricing
• Markets and sells its products and services primarily through its
direct sales force
• Focus has been >1,000ee companies, and just recently begun
coming down-market
• Ultimate is a strong SaaS competitor in HRMS in the US, able to
serve customers of various sizes. The company is less focused on
its SMB solution from a marketing standpoint.
Ultimate Software – How They Position Themselves
•
HR/Payroll is all they do - the HR/payroll vendor that dedicates all of its
resources to HR/Payroll research and development --
•
A “total business solution” – 1-stop workplace portal
•
Single integrated database and single sign-on
– Integration among all functions (HR, payroll, benefits, etc)
– Enter data once, available immediately
•
Reporting and analysis
– Standard and custom
– Point in time; historical
•
Customer service – 99% retention rate
•
Ultimate will generally not pursue deals where payroll is not part of it
Ultipro Offerings
• Ultipro “Enterprise”
– Targeted at >1000ee companies
– Purchase and deployment options:
– As of April 1, 2009 USG will no longer be offering traditional license
pricing for on-premise UltiPro
• On-Premise is typically >1000ee size customers
• Pricing will be PEPM (but less than established SaaS pricing)
– Sold by the Ultipro Enterprise direct sales team
• Ultipro “Workplace”
– Targeted to <1000ee companies (200ee-700ee focus)
– Saas model
– Same product as Enterprise, with different included/optional
capabilities
– Sold by a dedicated Ultipro Workplace sales team
Ultipro Pricing
Module/Function
“Core”
Tax filing service (limited)
Manager self service
Benefits enrollment
Recruitment
Performance review
Salary plans/budgeting
Time and Attendance
Workplace SaaS
$10-$11 PEPM
<1000ee discounted
$2,000/mo min
2 included
Additional $2,000/ea
Included
$1 PEPM
$1 PEPM
$1 PEPM
$1 PEPM
$1 PEPM
$4 PEPM
2 included
Additional $2,000/ea
Limited
$1 PEPM
$1 PEPM
$1 PEPM
$1 PEPM
$1 PEPM
$4 PEPM
Time Clocks
Software support
Managed hosting service
Purchase
Included
NA
Purchase
Included
NA
$50/ee
$10,000 min
$165/hr out of scope
$50/ee
$165/hr out of scope
Carrier connections (limited)
Implementation service
Enterprise SaaS
$7 PEPM
>1000ee discounted
UltiPro “Workplace”vs. Abra SQL Comparison
UltiPro Workplace Core Solution
Sage Abra SQL
Human Resources and Compliance
Abra HR + Abra Attendance
Payroll
Abra Payroll
eTimesheets
Abra Timesheet
Benefits
Abra HR
ESS/Employee Portal
Abra ESS
Applicant Tracking (basic)
Tax Filing & Wage Garnishment
Abra Tax Filing Service
Benefits & Third Party Data Exchanges
Abra Benefits Messenger, Abra Link
Configuration & Automation
Abra ToolKit, Abra Alerts
Cognos Reports
Crystal Reports
Hosted Delivery
nGenX Managed Hosting Service
Abra SQL BYOB vs. UltiPro Workplace
(no implementation shown) – 300ee Example
300 employees
Example
YR 1
YR 2
2 YR TOT
YR 3
3 YR TOT
$35,425
$0
$35,425
$0
$35,425
Abra/TimeSheet Annual
Support
$7,220
$8,205
$15,425
$7,885
$23,310
nGenX Annual Service
$4,050
$4,050
$8,100
$4,050
$12,150
ABM Annual Service
$3,000
$3,000
$6,000
$3,000
$9,000
TFS Annual Service
$1,650
$1,650
$3,300
$1,650
$4,950
Total Abra Solution
with nGenX
$53,870
$16,905
$70,7755
$16,605
$87,380
SaaS Annual Fees
$39,600
$39,600
$79,200
$39,600
$118,800
Total Ultipro Solution
$39,600
$39,600
$79,200
$39,600
$118,800
Abra SQL
Abra/TimeSheet
License
Ultipro Workplace
Abra SQL Proposal Tuning vs. Ultipro SaaS <500ee Opp’s.
• Hosting
– Understand importance of hosting to prospect. Ultipro is ALWAYS hosted.
Include optional nGenX hosting service in proposal
• Implementation
– Target standard implementation at 40% - 50% of license
– Call out advanced/custom & on-site work separately – show the value
• Match Abra capabilities to customer needs
– Are all the modules needed? (Ultipro does not unbundle core)
• 1st year outlay a key driver for customer?
– Consider financing license/implementation over 3 years (KEF)
• Total cost of ownership
– Emphasize total costs over 2+ years (high SaaS costs NEVER END)
• Customization & Flexibility
– Abra can be customized (UltiPro cannot be)
– Can host additional applications at small incremental costs
Microsoft Dynamics GP
Microsoft Dynamics GP Overview
• HR & Payroll (standard & advanced)
– Available with Business Essentials & Advanced Management
editions – same price points
– HR and Payroll can be sold, installed separately
– Standard HR required for Advanced HR option
– Standard Payroll required for Advanced Payroll option
• HRM Self Service and Benefit Self Service Suites
– Only available with Advanced Management edition
– Also requires named employee Business Portal seats at about
$20 - $25 each (volume priced)
• Microsoft can only win HR/payroll business with existing ERP
customers, not competitive elsewhere.
Microsoft Dynamics GP vs. Abra SQL Comparison
HR (records, compliance, benefits,
applicants, absence, accruals, reports
New
Business
Advanced
Essentials Management
Yes
Yes
Abra SQL
Abra HR
Advanced HR (benefits lifecycle,
certifications & training, wellness)
Payroll
Yes
Yes
Abra Attendance
Abra Train
Yes
Yes
Abra Payroll
Advanced Payroll (labor accruals,
labor reporting, Payroll hours to GL)
HRM Self Service Suite (ESS, pay,
recruit, skills/training, time/att)
Yes
Yes
Abra Payroll
No
Yes
Abra ESS
Benefit Self Service Suite (open
enrollment)
No
Yes
Abra eRecruiter
Abra BE
Microsoft Dynamics GP Pricing
1-100ee
101-250ee 251-500ee 501-1000ee
10012000ee
Unlimited
HR
3,000
5,000
7,000
10,000
14,000
20,000
Advanced HR
3,000
5,000
7,000
10,000
14,000
20,000
Payroll
2,000
3,000
4,000
6,000
8,000
10,000
Advanced Payroll
3,000
5,000
7,000
10,000
14,000
20,000
Direct Deposit
2,000
2,000
2,000
2,000
2,000
2,000
750
750
750
750
750
750
HRM Self Service
5,000
5,000
5,000
5,000
5,000
5,000
Benefit Self Service
3,750
6,250
8,750
12,500
17,500
25,000
Magmedia
Abra SQL Bundle Special MAS 500 Pricing*
Employee Tier
75ee
150ee
300ee
500ee
1000ee
2000ee
Unlimited
List
Bundled
Q3 Promo
Price
$5,020
$10,875
$18,040
$24,315
$41,560
$61,800
Not avail
Price
$5,020
$9,475
$12,220
$16,605
$21,650
$28,570
$37,640
Price (25% disc)
$3,765
$7,105
$9,165
$12,455
$16,235
$21,425
$28,230
• --Special Abra pricing when competing with GP & MAS 500
• --Bundle includes: Abra SQL HR, Attendance, Payroll & payroll-GL integration
utility; Annual support is 25% of license
* -- Network seats are no charge, but must be ordered separately
* -- All other Abra modules are at regular list prices
Abra SQL Special Pricing vs. Dynamics GP HR/Payroll
4 0 ,0 0 0
3 5,0 0 0
3 0 ,0 0 0
2 5,0 0 0
2 0 ,0 0 0
15,0 0 0
10 ,0 0 0
5,0 0 0
0
75ee
GP HR+PA Y
A b ra SQL HR/ Pay/ B A S
2 0 0 ee
2 50 ee
3 0 0 ee
50 0 ee
10 0 0 ee
2 0 0 0 ee
3 0 0 0 ee
/ UNL
10 0 ee
150 ee
7,750
7,750
10 ,750
10 ,750
10 ,750
13 ,750
13 ,750
18 ,750
2 4 ,750
3 2 ,750
5,0 2 0
9 ,4 75
9 ,4 75
12 ,2 2 0
12 ,2 2 0
12 ,2 2 0
16 ,6 0 5
2 1,6 50
2 8 ,570
3 7,6 4 0
Abra SQL Special Pricng vs. Dynamics GP HR
2 0 ,0 0 0
15,0 0 0
10 ,0 0 0
5,0 0 0
0
75ee
10 0 ee
150 ee
2 0 0 ee
2 50 ee
3 0 0 ee
50 0 ee
10 0 0 e
e
2000e
e
3000e
e/ UNL
GP HR**
3 ,0 0 0
3 ,0 0 0
5,0 0 0
5,0 0 0
5,0 0 0
7,0 0 0
7,0 0 0
10 ,0 0 0
14 ,0 0 0
2 0 ,0 0 0
A b r a SQL HR + A t t
2 ,2 4 5
4 ,9 75
6 ,4 2 0
6 ,4 2 0
6 ,4 2 0
11,13 0
15,6 70
4 ,9 75
8 ,50 5
2 1,4 2 0
Mangrove
Mangrove Overview and Positioning
• Privately held company founded in 1994
• Provides fully integrated 100% web-based HR, PR, Benefits
Mgmt., Applicant tracking and Self Service
• Payroll can be sold stand-alone; HR requires payroll
• Offered as licensed or SasS/outsourced solution
• Targeted to <5,000ee companies
Mangrove License Pricing
Mangrove
HR / Payroll
150ee
500ee
1,000ee
License
$30,800
$43,400
$59,400
Annual Support
$5,544
$7,812
$10,692
License
$10,550
$15,100
$21,600
Annual Support
$1,899
$2,718
$3,888
Online Self Service
HR/Payroll License Includes
•
Payroll
•
Safety Management
•
Web-based timesheets
•
COBRA Administration
•
Attendance accruals/absences •
Training Administration
•
Personnel Management
•
Position Control
•
HR Compliance
•
Customizable workflow & approvals
•
Appraisal Management
•
Ad Hoc report writer
•
Benefits Administration
•
Applicant Management
•
Carrier Connectivity
•
On-line employment applications
•
Open & new hire enrollments
•
Requisitions
•
Compensation Management
•
Customizable bus rules, DB access, etc.
•
Internal email system
ESS License Includes
•
Employee and Manager access
•
Employee requests/manager approvals
•
Manager self service
Spectrum iVantage
Spectrum Overview
•
Privately held company founded in 1984 with 125 employees, $15million
in revenue
•
Offers one web-based HR solution – iVantage
•
“Full service implementation company”
•
400 – 500 customers on current product
•
Competitive on the upper end of Abra’s range, but lacks payroll
capabilities
•
Product promoted as good for training and development, certification and
applicant tracking
•
Three purchasing models:
– Purchase software and self-host
– Purchase the software and pays Spectrum to host
– Subscription to service monthly
Spectrum Pricing
Spectrum iVantage
200ee
500ee
1,000ee
License
$15,275
$25,025
$40,275
Annual Support
$2,750
$4,505
$7,250
• License includes: Named manager/HR users, Power users, HR,
compliance, COBRA, Benefits management, Report writer (4
tools), Applicant manager, postings, requisitions, Absence
management, Performance Management, Manager self service,
Alerts, Form routings, Customization toolkit
Spectrum iVantage Optional Modules
Optional Software
200ee
500ee
1,000ee
Payroll link
3,000
3,000
3,000
ESS
3,600
9,000
18,000
Pos control & budgeting
2,800
4,000
6,000
Succession planning
2,800
4,000
6,000
Training & Development
2,300
3,200
4,700
Timesheet
2,300
3,200
4,700
Org Publisher
2,060
3,300
5,360
People - Trak
People - Trak Overview and Positioning
• Southern California based company founded in 1992
• Offers a “high-performance, fairly priced “ Human
Resources Information System (HRIS)
• Targeted to >50ee, price per employee, no hosting
• Three applications and functionalities “modules”
– Essentials – “core” offering, manage and report everyday HR
tasks
– Strategic – HR Essentials plus customization tools
– Web Add-On
People - Trak Pricing
HR Essentials ($19.95/ee)
150ee
500ee
1,000ee
License
$2,993
$9,975
$19,950
Support
$449
$1,496
$2,993
License
$5,993
$19,975
$39,950
Support
$899
$2,996
$5,993
License
$2,993
$9,975
$19,950
Support
$449
$1,496
$2,993
HR Strategic ($59.90/ee)
HR Web Add-on ($19.95/ee)
• Priced “per employee” and sold in increments of 50ee
People – Trak Pricing License Components
HR Essentials Includes:
•
•
•
•
•
•
•
•
•
•
•
•
•
HR Strategic includes:
Personnel Management •
Time and Attendance
•
Appraisal Management
•
Benefits Administration
•
Compensation
•
Safety Management
•
COBRA Administration
•
Competency
Job Profiles
Rules Based Security
Query Based Report Writer
Form/Letter/Label Editor
And more
All of HR Essentials
Approvals
Workflows
Process Triggers
Screen Customization
Derived Fields
Electronic Forms
HR Web Add-on:
• Manager Self-Service
• Employee Self-Service
• Candidate Self-Service /
Career Center
• Online Open Enrollment
• Online Appraisals
• Online Policy Manual
• Online Suggestion Box
Ascentis
Ascentis Overview and Positioning
• California based company founded in 1980
• HR is hosted or licensed, Payroll is hosted (out-source) only
• HR & Payroll can be purchased separately
• Payroll pricing is PEPM (not per pay)
• Touts it’s products “ease of use”
• Ascentis competes with Sage on the lower end, serving
companies with basic core HR/payroll needs.
• Targeted to 100 – 2,500ee companies
Ascentis Pricing
Ascentis HR - Standard
150ee
500ee
1,000ee
License
$6,690
$16,130
$23,680
Support
$1,330
$3,240
$4,740
License
$11,810
$28,480
$41,850
Support
$2,350
$5,720
$8,370
Ascentis HR - Premier
• Annual support is bundled with license 1st year
• Payroll is only available as service bureau
Ascentis Pricing License Components
HR Standard:
HR – Premier includes:
•
HR
•
All of HR Standard
•
Compliance
•
ESS
•
COBRA
•
Benefits enrollment
•
Benefits Management
•
Report Writer (not crystal)
•
Org Charting
•
Payroll Link
•
Applicant Manager
•
PTO
Competitor Profile: Ceridian
• Following a change in ownership (public to private equity),
company is attempting a makeover.
– Revenues in the $1.5 billion range, profitable
• Poor track record with technology development and
acquisition, recently hired Lawson’s CTO.
• Core HR capability (Latitude, SaaS-based) is competent
and well integrated with payroll.
– Resells best-of-breed solutions for time and attendance,
performance management, learning.
– Owns a recruiting solution via acquisition
Competitor Profile: NuView Systems
• Closely held company based in Boston area, recently took
VC funding to grow. Acquired Cort Software for payroll in
Oct. 2007.
• Approx. 300 customers, 80 to 100 employees.
• Good web-native architecture, primarily on-premise but
offers subscription and license/hosted options.
• Solution is fairly comprehensive and multinational, generally
appeals to companies in 500 to 5,000 employee range.
Competitive Overview – HRMS
Attribute
Ascentis
People - Trak
Optimum
Deployment Method
On-premise, hosted
On-premise
On-premise
Offering Capabilities
Solid HR; strong benefits;
Strong HR; weak talent
mgmt; no payroll,
Solid HR, payroll and
T&A; tax-filing service;
some recruiting; no talent
mgmt
Features & pricing similar
to Abra; no on-premise
payroll
The price leader with HR
features similar to Abra;
no payroll
HR, payroll features
similar to Abra; payroll
supports Canada
Indirect – MS, HR &
Benefit Consultants
Direct –telephone &
Internet only
Direct – East coast only; 3
sales offices
$3.6M
~$3.0M
Unknown
Total Company
Total Company
Customer Support
Mid/Low - Small company
(~28 employees)
Mid/Low - Small company
(~30 employees)
Mid/Low - Small company
Overall
Competes well when inhouse benefits mgmt is a
main concern
Competes well strictly on
HR & when price is main
concern
We rarely lose to them
Merged with EBS for
online payroll
Offering Competitiveness
Distribution
Total U.S. Market
Share/Revenue
Competitive Overview – HRMS
Attribute
Kronos
Spectrum
Mangrove
Deployment Method
On-premise, hosted
On-premise, hosted
On-premise, hosted
Offering Capabilities
Strong HR, payroll,
recruitment, WFM/T&A; taxfiling
Solid HR, benefits, some
talent mgmt; workflow; no
payroll, multiple payroll
integrations
Strong HR, payroll,
benefits; services; some
recruitment; no talent mgmt
Offering Competitiveness
Core business is T&A, which
they leverage to sell the
web-based HRMS
Web-based, full-featured
HR system
Developed originally for
payroll service bureaus;
offers full-svc benefits
admin
Distribution
Direct – Field based HRMS
sale force & ProServ
organization
Direct with some indirect
(resellers)
Indirect – used by small
service bureaus, and sold
by resellers
Total U.S. Market
Share/Revenue
~$500M total company;
HRMS unknown
~$13M
Unknown
Customer Support
Mid/high
Total Company
Mid/Hi
Mid
125 employees; 50% in
customer services
Overall
Especially strong in >500ee
deals where T&A is
important
Especially strong in >500ee
deals and where
technology is important
Recently began offering onpremise version; recruiting
Abra resellers
Competitive Overview – HRMS
Attribute
ADP
Ultimate
MS Dynamics GP
Major Accounts
Deployment Method
Off-Premise
Off-Premise
On-premise
Offering Capabilities
HRMS SaaS offering; strong
benefits capabilities; payroll
outsourcing, services
Full HRMS with Talent Mgmt;
Full SaaS; Full on-premise
Okay HR/Payroll;
Full range of products and
services to fit most every
need
Pricey
As part of an integrated
ERP Suite
Direct – broad coverage;
>1,000 reps
Direct – 90%
Indirect – Extensive
VAR channel
Offering Competitiveness
Distribution
Total U.S. Market
Share/Revenue
Customer Support
Overall
11%/$1.9B
(incl payroll for Major
Accounts)
5 U.S. sales territories
~1%/$164M for total company.
Signs that share is growing
Weak Benefits & Talent
Mgmt;
4%/$1.8B
All Dynamics
Low - Svc level is #1 reason
they lose customers
Mid/Hi - Touts award winning
service
Mid/Low - 1st line
support thru VAR’s
#1 Competitor overall,;
outsource Payroll market
leader; well-known; broad
solution set
Making in-roads into <1000ee
segments with mature SaaS
offering; reputation for good
HRMS technology
#1 Competitor in
ERP/HRMS market;
Sage Abra Competitive Resources
• Sage Abra SQL Community Site: www.abrasqlhrms.com
• Partner Resource Online (PRO):
www.pro.sagesoftware.com
• Tom Tillman, Product Marketing Director:
– 727-579-1111, ext. 3304 or [email protected]
• Nancy Tillman, Product Marketing Manager:
– 727-579-1111, ext. 3406 or [email protected]
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