Transcript Slide 1

Abra SQL
Competitive Update
Tom Tillman
January 27, 2009
Topics
• Ultipro competitive update (Tom Tillman)
• Bonus – sneak peak of Abra SQL partner
incentive program (Nancy Tillman)
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Ultipro Product Update
CONFIDENTIAL & PRIVILEGED-Not for Distribution
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Ultipro Intersourcing Offerings
• Ultipro “Enterprise”
– Targeted at >1000ee companies
– Purchase and deployment options:
• License/support software purchase; deployed on-premise
(managed hosting service option available)
• SaaS deployed over Internet with PEPM pricing
– Sold by the Ultipro Enterprise direct sales team
• Ultipro “Workplace”
– Targeted at <1000ee companies (200ee-700ee focus)
– Saas model
– Same product as Enterprise, with different
included/optional capabilities
– Sold by a dedicated Ultipro Workplace sales team
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How Ultimate Differentiates itself
• 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
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Ultipro Functionality
Module/Function
Workplace
SaaS
Enterprise
SaaS
Enterprise
License
Included
Included
Included
Included
Included
Included
Included
Included
Included
Included
Included
Included
Included
Included
Included
Included
Included
Included
Included
Included
Included
Included
Included
Included
Included
Exception
Exception
Optional
Optional
Optional
Optional
Optional
Optional
Optional
Optional
Optional
Optional
Optional
Optional
Optional
Optional
Included
Included
Optional
Optional
Optional
Optional
Optional
“Core”
HR & compliance
Payroll & e-Time entry
Benefits admin
Applicant tracking (basic)
Training admin
Employee self service
Reporting (Cognos)
Carrier connections (limited # of carriers
supported; relies on customization )
Tax filing service (limited to simple
requirements: few states; few EIN’s; no
locals)
Manager self service
Benefits enrollment
Recruitment (PEPM only)
Performance review (PEPM only)
Salary plans/budgeting (PEPM only)
Time and Attendance
Time Clocks
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Ultipro Pricing
Module/Function
“Core”
Carrier connections
(limited)
Tax filing service (limited)
Manager self service
Benefits enrollment
Recruitment
Performance review
Salary plans/budgeting
Time and Attendance
Time Clocks
Software support
Managed hosting service
Implementation service
Workplace SaaS
Enterprise SaaS
Enterprise License
$10-$110 PEPM
$7 PEPM
$120,000
<1000ee discounted >1000ee discounted 1000ee discounted
$2000/mo min
2 included
2 included
2 included
Additional $2000/ea Additional $2000/ea Additional $2000/ea
Included
Limited
Limited
$1 PEPM
$1 PEPM
Included
$1 PEPM
$1 PEPM
Included
$1 PEPM
$1 PEPM
$1 PEPM
$1 PEPM
$1 PEPM
$1 PEPM
$1 PEPM
$1 PEPM
$1 PEPM
$4 PEPM
$4 PEPM
$85,000
1000ee
Purchase
Purchase
Purchase
Included
Included
20% of license
NA
NA
$2.50 PEPM
$25/EE set-up
$50/ee
$50/ee
$165/hour
$10,000 min
$165/hr out of scope
$165/hr out of scope
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UltiPro SaaS and Abra
SQL Comparison
UltiPro “Workplace” Core Package
Comparison
UltiPro Workplace Core Solution
Sage Abra SQL
Human Resources and Compliance
Abra HR + Abra Attendance
Payroll
Abra Payroll
eTimesheets
Sage Timesheet Abra Edition (v9.8 March)
Benefits
Abra HR
ESS/Employee Portal
Abra ESS
Applicant Tracking (basic)
Tax Filing & Wage Garnishment
Sage Compliance Services (Future)
Benefits & Third Party Data Exchanges
Abra Benefits Messenger, Abra Link
Configuration & Automation
Abra ToolKit, Abra Alerts
Cognos Reports
Crystal Reports
HR/Payroll Users
Abra Network Seats (5)
Hosted Delivery
nGenX Managed Hosting Service
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Abra vs. UltiPro “Workplace” Pricing
Comparison Assumptions
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Abra Assumptions:
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–
–
–
–
–
–
–
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UltiPro Assumptions
– Pricing Core
Abra SQL BYOB pricing
HR, Attendance, Payroll
ESS, Alerts, ToolKit, Link
5 network seats
TimeSheet Abra Edition
5 nGenX seats
No Implementations
ABM 4 carriers
No tax filing
• $11 PEPM <500ee
• $10 PEPM >500ee
• No Set-up/Implement
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ULTI 2-Year Total Price Comparison
(no implementation shown)
275,000
250,000
225,000
175,000
150,000
125,000
100,000
75,000
50,000
200-700ee Focus
25,000
# EMPLOYEES
ULTI 2-YR TOTAL
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ABRA BYOB 2-YR TOT
97
5
92
5
87
5
82
5
77
5
72
5
67
5
62
5
57
5
52
5
47
5
42
5
37
5
32
5
27
5
22
5
17
5
12
5
0
75
$ REVENUE = 2 Years
200,000
Abra SQL BYOB vs. UltiPro Workplace
(no implementation shown) – 300ee
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
$0
$0
$0
$0
$0
$52,220
$15,255
$67,475
$15,255
$82,730
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
300 employees
Example
Abra SQL
Abra/TimeSheet License
Total Abra Solution with nGenX
Ultipro Workplace
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Positioning
The Abra SQL Solution
CONFIDENTIAL & PRIVILEGED-Not for Distribution
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Abra SQL Proposal Tuning vs. Ultipro
SaaS <500ee Opportunities
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Hosting
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•
Implementation
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Consider financing license/implementation over 3 years (KEF)
Total cost of ownership
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Ultipro is limited. If need is extensive/important you may need to propose Abra Suite)
1st year outlay a key driver for customer?
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•
Are all the modules needed? (Ultipro does not unbundle core)
Are 5 network seats needed? (Most <500ee customers only require 1-2). This will reduce license,
support & hosting costs
How important is tax filing service?
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Target standard implementation at 40% of license + 1st year support
Call out advanced/custom & on-site work separately on implementation – show the additional value
Match Abra capabilities to customer needs
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Understand importance of hosted/SaaS to prospect. Ultipro is always SaaS. Include nGenX hosting
service in proposal (perhaps as option)
Emphasize total costs over 3+ years (high SaaS costs NEVER END)
Customization & Flexibility
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Abra can be customized (customers have their own Abra – SaaS is shared)
Customer can host additional applications at small incremental hosting costs (customers have their
own dedicated Abra hosting resources)
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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 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
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Sage Abra + nGenX Positioning
Leading & World Class
Solution for Mid-Size
organizations
Comprehensive Solution
• Sage Abra HRMS + nGenX
 Sage Abra HRMS leadership; backed by Sage Software PLC
 nGenX world class data center operations; backed by Q-Comm
• Complete package
 Abra software license, implementation, training & support
 Hardware, system software, facilities, network
 IT server maintenance, monitoring, data back-up, software
upgrades, disaster recovery and business continuity
Flexibility &
Convenience
Low Total Cost of
Ownership
• Flexibility of software ownership with convenience of IT
outsourcing
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Sage Abra can be fully customized in the hosted environment
Quickly & easily add Abra Modules; add/remove user access
Bring Abra on-premise should business needs change
Ability to host additional applications along with Abra
• Can meet the requirements of any business budget
 Own the Abra license – not perpetual “rental” payments
 Spread license & other up-front costs over time with
financing option
 Enjoy economies of scale with virtual hosting technology
 Low, fixed monthly hosting costs do not increase as Abra
grows (adding employee records, adding modules)
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Additional Competitive Resources
• Ultipro competitive report – to be posted
– abrasqlhrms.com and PRO
• Nancy Tillman, product marketing manager
– [email protected]
– 727-579-1111 x3406
• Tom Tillman, product marketing director
– [email protected]
– 727-579-1111 x3304
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Questions?
Abra SQL Partner
Incentive Program
Nancy Tillman,
Product Marketing Manager
Why an Incentive Program
& Partner Qualifications
– To reinforce the importance of Abra SQL to our mutual
business success
– To offer a fun and rewarding incentive in recognition of
your valuable time and effort
– Qualifications:
• Any partner in the gold tier or higher
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How it Works & What’s in it for you?
• Earn points for completing certain Abra SQL
related activities in two main categories:
– Education and training activities
– Sales cycle activities
• Accumulate your points and redeem them online!
– Over 1,000 merchandise items
– Approx. 80 gift cards
• Partner employees can pool points for a ‘team
reward’
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What’s in it For You?
• Points can be redeemed for:
– Approx. 1,200 merchandise items that change monthly
– Approx. 80 gift cards
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Incentive Program Timeline
• Program starts – 3/01/09!
– Get a head start: Any Abra SQL educational webcasts or
certifications from Jan. 1, ‘09 will be eligible for points
• Program ends – 8/31/09 (6 months)
• Point redemption period ends – 9/30/09
Watch for an invitation to join a webcast in late
February for all the details
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Questions?
Thank You!
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