Session Number: HPT 13 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: HPT 13 – 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, People. Trak & Ascentis)
Sage Abra HRMS Positioning Market Leader Designed for Mid-Size Organizations Comprehensive Capabilities Flexible & Scalable Low Total Cost of Ownership • Recognized leadership ü Leader Quadrant – Gartner 2006 Mid-market HRMS MQ ü Strong Performer – Forrester 2006 Mid-market HRMS Wave ü “The on-premise HR solution of choice for the…SMB … company segment” – Forrester 2006 & 2008 Mid-market HRMS Wave • Capabilities ü Single system automates & reduces the costs of HR, Benefits & Payroll administration ü Software support and services (Sage and Partner) • Grows & changes as business needs evolve ü Modular software and services ü Multiple database platform support ü On-premise and hosted deployment options • Fits the requirements of any budget ü Pay for only the capabilities needed now and add-on later ü Easy to adopt and use technologies (Win, IE, SQL, . Net) ü Hosting options minimize/eliminate IT impact
ADP Major Accounts (50 ee – 1, 000 ee)
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 Auto. Pay – Back office batch payroll processing services • ADP Pay e. Xpert – Web-based version of PC Payroll for Windows (PCPW) – Client data “Front end” for Auto. Pay • ADP HR/Benefits (HRB) – Web-based HR; Formerly Employease – Saa. S offering with PEPM pricing – Works with Pay e. Xpert • ADP HR e. Xpert – Web-based HR – Saa. S offering with PEPM pricing – Works with Pay e. Xpert
Auto. Pay Pricing • $4. 10/pay (1 st 50) • $2. 15/pay (51+) • Includes Pay e. Xpert, 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 -249 ee 250 -499 ee 500 -1, 000 ee Base Pricing Implementation: 100 -249 ee 250 -499 ee 500 -1, 000 ee Carrier Set-up (per carrier) Recruitment HRB Advanced HRB Basic Yes Yes No No Yes Yes Yes No No Yes HR e. Xpert 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 $5, 000 $7, 000 $9, 000 $2, 000 $4, 000 $6, 000 $8, 000 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 LImited No Yes Abra SQL Abra HR Abra e. Recruiter Abra Train Abra ESS Employee self service (payroll info) Manager self service (approvals/workflow) Benefits enrollment Carrier connectivity Payroll Yes Yes Opt (Auto. Pay) 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 e. Xpert • No single sign-on between HRB and Pay e. Xpert
Abra SQL vs. ADP HRB 300 ee Example YR 1 YR 2 2 -YR Total YR 3 3 -YR TOTAL License (no Payroll) $20, 360 $0 $20, 360 ABM Annual Service $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 Saa. S Annual Fees $25, 300 $50, 600 $25, 300 $75, 900 Total HRB $25, 300 $50, 600 $25, 300 $75, 900 Abra SQL Total Abra n. Gen. X Annual Service Total Abra + n. Gen. X ADP HRB
Abra SQL vs. ADP HRB/Payroll 300 ee Example YR 1 YR 2 2 -YR TOTAL YR 3 3 -YR TOTAL License (with Payroll) $30, 150 $0 $30, 150 ABM Annual Service $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 $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 Saa. S Annual Fees $25, 300 $50, 600 $25, 300 $75, 900 Payroll Annual Fees (24 pays) $17, 820 $25, 640 $17, 820 $53, 360 Total ADP $43, 120 $86, 240 $43, 120 $129, 360 Abra SQL Total Abra n. Gen. X Annual Service Total Abra + n. Gen. X 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) • 1 st 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/Saa. S to prospect. ADP is always Saa. S. Include n. Gen. X 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, 000 ee companies, and just recently begun coming down-market • Ultimate is a strong Saa. S 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 >1000 ee companies – Purchase and deployment options: – As of April 1, 2009 USG will no longer be offering traditional license pricing for on-premise Ulti. Pro • On-Premise is typically >1000 ee size customers • Pricing will be PEPM (but less than established Saa. S pricing) – Sold by the Ultipro Enterprise direct sales team • Ultipro “Workplace” – Targeted to <1000 ee companies (200 ee-700 ee 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 Saa. S $10 -$11 PEPM <1000 ee discounted $2, 000/mo min 2 included Additional $2, 000/ea Included $1 PEPM $1 PEPM $4 PEPM 2 included Additional $2, 000/ea Limited $1 PEPM $1 PEPM $4 PEPM Time Clocks Software support Managed hosting service 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 Saa. S $7 PEPM >1000 ee discounted
Ulti. Pro “Workplace”vs. Abra SQL Comparison Ulti. Pro Workplace Core Solution Sage Abra SQL Human Resources and Compliance Abra HR + Abra Attendance Payroll Abra Payroll e. Timesheets 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 Tool. Kit, Abra Alerts Cognos Reports Crystal Reports Hosted Delivery n. Gen. X Managed Hosting Service
Abra SQL BYOB vs. Ulti. Pro Workplace (no implementation shown) – 300 ee Example 300 employees Example YR 1 YR 2 2 YR TOT YR 3 3 YR TOT $35, 425 $0 $35, 425 Abra/Time. Sheet Annual Support $7, 220 $8, 205 $15, 425 $7, 885 $23, 310 n. Gen. X Annual Service $4, 050 $8, 100 $4, 050 $12, 150 ABM Annual Service $3, 000 $6, 000 $3, 000 $9, 000 TFS Annual Service $1, 650 $3, 300 $1, 650 $4, 950 Total Abra Solution with n. Gen. X $53, 870 $16, 905 $70, 7755 $16, 605 $87, 380 Saa. S Annual Fees $39, 600 $79, 200 $39, 600 $118, 800 Total Ultipro Solution $39, 600 $79, 200 $39, 600 $118, 800 Abra SQL Abra/Time. Sheet License Ultipro Workplace
Abra SQL Proposal Tuning vs. Ultipro Saa. S <500 ee Opp’s. • Hosting – Understand importance of hosting to prospect. Ultipro is ALWAYS hosted. Include optional n. Gen. X 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) • 1 st 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 Saa. S costs NEVER END) • Customization & Flexibility – Abra can be customized (Ulti. Pro 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 Business Advanced Essentials Management Yes Abra SQL Abra HR Advanced HR (benefits lifecycle, certifications & training, wellness) Payroll 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) New Yes Abra Attendance Abra Train Yes Abra Payroll No Yes Abra ESS Benefit Self Service Suite (open enrollment) No Yes Abra e. Recruiter Abra BE
Microsoft Dynamics GP Pricing 1 -100 ee 101 -250 ee 251 -500 ee 501 -1000 ee 10012000 ee 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, 000 750 750 750 HRM Self Service 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 75 ee 150 ee 300 ee 500 ee 1000 ee 2000 ee Unlimited List Bundled Q 3 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
Abra SQL Special Pricng vs. Dynamics GP HR
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 Sas. S/outsourced solution • Targeted to <5, 000 ee companies
Mangrove License Pricing Mangrove HR / Payroll 150 ee 500 ee 1, 000 ee 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 i. Vantage
Spectrum Overview • Privately held company founded in 1984 with 125 employees, $15 million in revenue • Offers one web-based HR solution – i. Vantage • “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 i. Vantage 200 ee 500 ee 1, 000 ee 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 i. Vantage Optional Modules Optional Software 200 ee 500 ee 1, 000 ee Payroll link 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 >50 ee, 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) 150 ee 500 ee 1, 000 ee 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 50 ee
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, 500 ee companies
Ascentis Pricing Ascentis HR - Standard 150 ee 500 ee 1, 000 ee 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 1 st 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, Saa. S-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: Nu. View 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 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. 6 M ~$3. 0 M Unknown 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 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 Direct – Field based HRMS sale force & Pro. Serv organization Direct with some indirect (resellers) Indirect – used by small service bureaus, and sold by resellers Total U. S. Market Share/Revenue ~$500 M total company; HRMS unknown ~$13 M Unknown Customer Support Mid/high Distribution Total Company Mid/Hi Mid 125 employees; 50% in customer services Overall Especially strong in >500 ee deals where T&A is important Especially strong in >500 ee 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 On-premise Offering Capabilities HRMS Saa. S offering; strong benefits capabilities; payroll outsourcing, services Full HRMS with Talent Mgmt; Full Saa. S; 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. 9 B (incl payroll for Major Accounts) 5 U. S. sales territories ~1%/$164 M for total company. Signs that share is growing Weak Benefits & Talent Mgmt; 4%/$1. 8 B All Dynamics Low - Svc level is #1 reason they lose customers Mid/Hi - Touts award winning service Mid/Low - 1 st line support thru VAR’s #1 Competitor overall, ; outsource Payroll market leader; well-known; broad solution set Making in-roads into <1000 ee segments with mature Saa. S 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 tom. tillman@sage. com • Nancy Tillman, Product Marketing Manager: – 727 -579 -1111, ext. 3406 or nancy. tillman@sage. com
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