Quarterly Business Partner Meeting Tuesday, July 13 th 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 2
Agenda • Sales Update- Sally Craig/Chris Goheen – Partner Advocacy – YTD Revenue, Insights Feedback • Product Management Update- Jennifer Dungan – V 10. 1 update – Product Roadmap • Support- Joe Ward – Quarter End – Partner Communications • Guest Speakers – Dawn Westerberg- Dawn Westerberg Consulting – Kathey Palmer- Compu. Pay • Marketing- Nancy Master – Q 4 initiatives • Product Marketing – Nancy Tillman – V 10. 1 – SHRM, Canadian Payroll Association Update • Install Base- Michelle Hobbs – Winback Program, Tier – Certification, Training • Customer Programs- Mary Kaufman – Customer Survey – PRO Website, New Education Program 3
Partner Focus • • Marketing Pilots Winback Program Responsive Product Strategy Developer Partner Program Improved Processes Key Hires Culture Change 4
Our Journey – Q 3 • • Overall Revenue 100% New License/Upgrades 105% Maintenance & Support 100% Training & PSG are < 100% THANK YOU! 5
Communication & Teamwork • Business Partner Advisory Council • Quarterly Partner Calls • Monthly Newsletters • PRO Website • Team Access • Sally Craig – Cell (239) 841 -2066 6
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 v 10. 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 7
Product Management Jennifer Dungan Jennifer. Dungan@sage. com 727 -579 -7124 8
Product Roadmap Q 2 FY 10 Q 4 FY 10 1 H 11 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 Abra Suite (VFP) v 10. 1 4/10 – v 9. 0 § Desktop § Info Share § Improved quality § PEP 2 H 11 H 2: 10. 2 § Pay gaps – better than Abra Suite § Improved Reporting § Key ESS and View Builder enhancements § Quality improvements H 2: Common Payroll ERP SQL Pay § CRE/STE § Accpac Re-adoption with v 6. 1 9/10 v 9. 0 SR §Customer requested changes §Key ESS and View Builder enhancements §Updates from v 10. 1 §In Product Survey 9 H 2: v 9. 1 § Key ESS and View Builder enhancements § Major improve quality § Improve usability & reporting § SQL migration tools
Abra SQL v 10. 1 • • 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 v 10. 1 begin migrations from Suite to SQL 10
Key Enhancements in Abra SQL 10. 1 • • 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 11
Customer Support Joe Ward Joe. Ward@sage. com 727 -579 -1111 x 53500 12
Customer Support • Quarter End – – – Hire Act V 7. x Client Install issue V 9/V 10 upgrades & calls Increased call volumes impacted Service Level New hires / open positions • Partner Communications – On-site support – Escalations 13
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 • • 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 • dawn@dawnwesterberg. com • DWesterberg – Twitter • www. dawnwesterberg. com
Outsourced Payroll July 13, 2010
Outsourced Payroll • • 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 Direct Tax Services Direct Tax Deposit Compu. Pay Service. Deposit. Payroll Training Centric. Consulting Training Compliance Employ Client Ancillary Implementation ees Development Services 25
Protect Your Market Share Don’t let the competitive “fox” in your hen house. 26
Compu. Pay Outsourced Payroll Advantages • Revenue share for the business partner • Unique Web services integration – more seamless workflow and avoids double entry – – Abra MAS 90/200 Business. Works 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 27
Compu. Payroll Services • Compu. Pay offers three methods of payroll processing: – Online (Compu. 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 Compu. Payroll. Online (CPO) • Interfaces available for PC product (Pay. Load) 28
But wait…. . How can I be sure my Abra business is “safe” with Compu. Pay. • • • Compu. Pay’s primary focus is outsourced payroll processing Compu. Pay sales consultants have NO Abra sales quota Compu. Pay does not sell or implement Abra Payroll Compu. Pay 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 29
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. Compu. Pay’s vision statement – “Being the Best! One Payroll at a Time” 30
Key Compu. Pay Contacts • • Kathey Palmer, Sr. VP Business Development and Mid Market Sales – katheypalmer@compupay. com – 615 -591 -3756 Terri Tennant, Director Business Development – territennant@compupay. com – 954 -874 -4800 x 7612 Thank you! 31
Marketing Update Nancy Master 512 -454 -5004 x 6274 Nancy. master@sage. com 32
Q 4 Initiatives e ns e • Customer Marketing – “Winback” Campaigns c Li w e N • Reminder: Price promo ends 9/30/10 – Promote DPP Solutions • Sage Knowledge. Sync • HR Actions • Abra Org. Plus – Abra Payroll & Compu. Pay Promotion to Abra HR – Drive Training Services – Leverage v 10. 1 release to excite/motivate customer base • Promote SQL Payroll in Canada – Sage Payroll Pay. Card promotion 33
Q 4 Initiatives • New Customer Acquisition (NCA) – Refreshed PPC/SEO Campaign – HR focused Banner Ad campaign • Inc. com, about. com, workforce. com – Abra Lead Gen e. Mail • Human. Concepts (Org. Plus) Customer List • Abra Nurture List • Purchased List in Canada – Monthly e. NL nurture campaign • Currently 7, 500 records – Focused Cross Sell Campaign • MAS/Accpac Virtual Conference 34
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 35
Product Marketing Update Nancy Tillman 727 -579 -1111 ext 53406 Nancy. Tillman@sage. com 36
Product Marketing • v 10. 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 37
Promotions • HR Actions – 20% off HR Actions – 30% off HR Actions with ESS bundle – 30% off HR Actions with optional module • Knowledge. Sync – 20% off Knowledge. Sync – 30% off Knowledge. Sync with optional module • Human. Concepts – 30% off Org. Plus Professional • New License – 20%, 30%, 40% off New license for each additional optional module 38
Installed Base Michelle Hobbs Michelle. Hobbs@sage. com 727 -579 -1111 ext 53383 39
Installed Base • Win Back Program – – Expires Sept 30 th – 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 40
Installed Base • Mimeo – – 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 41
Certification • Most of you have completed the training – Thanks!! • Remember - Exam is final component • V 10. 1 BP Training – Free “What’s New” ATL – Recertification required only for US Payroll – New Certification for Canadian Payroll • V 9. 0 SR 1 BP Training – Free “What’s New” ATL • Check www. sagepartneruniversity. com for the latest BP course offerings 42
Customer Programs Mary Kaufman Mary. Kaufman@sage. com 727 -579 -1111 ext 53425 43
Customer/Partner Programs • Customer Intelligence • Net Promoter (Clarabridge) once a year • Customer Loyalty Survey – Partner Programs – once a year 44
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. 45
Pro-Site “At-A-Glance” 46
Questions 47
Contact Information Sally Craig Jennifer Dungan Joe Ward Nancy Master Nancy Tillman Michelle Hobbs Mary Kaufman Ryan Henderson Katrina Frigeri Mimeo- Sally. craig@sage. com 727 -579 -1111 x 53308 Jennifer. Dungan@sage. com 727 -579 -7124 Joe. ward@sage. com 727 -579 -1111 x 53500 Nancy. master@sage. com 512 -454 -5004 x 6274 Nancy. Tillman@sage. com 727 -579 -1111 x 53406 Michelle. Hobbs@sage. com 727 -579 -1111 x 53383 Mary. Kaufman@sage. com 727 -579 -1111 x 53425 Ryan. Henderson@sage. com 800 -424 -9392 x 3743 Katrina. Frigeri@sage. com 727 -579 -1111 x 53748 https: //marketplace. mimeo. com/sageabra Dawn Westerberg dawn@dawnwesterberg. com 512 -656 -4527 • DWesterberg – Twitter www. dawnwesterberg. com Kathey Palmer, Compu. Pay katheypalmer@compupay. com 615 -591 -3756 Terri Tennant, Compu. Pay territennant@compupay. com 954 -874 -4800 x 7612 48
Скачать презентацию Quarterly Business Partner Meeting Tuesday July 13 th
f170aae1b569f7e769fc42bde1144542.ppt