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Quarterly Business Partner Meeting

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.

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Quarterly Business Partner Meeting

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  1. Quarterly Business Partner Meeting Tuesday, July 13th 2010 Dial-in Info: 888-288-9321 Passcode: 548317

  2. 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

  3. Agenda • Sales Update- Sally Craig/Chris Goheen • Partner Advocacy • YTD Revenue, Insights Feedback • Product Management Update- Jennifer Dungan • V10.1 update • Product Roadmap • Support- Joe Ward • Quarter End • Partner Communications • Guest Speakers • Dawn Westerberg- Dawn Westerberg Consulting • Kathey Palmer- CompuPay • Marketing- Nancy Master • Q4 initiatives • Product Marketing – Nancy Tillman • V10.1 • 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

  4. Partner Focus Marketing Pilots Winback Program Responsive Product Strategy Developer Partner Program Improved Processes Key Hires Culture Change

  5. Our Journey – Q3 Overall Revenue 100% New License/Upgrades 105% Maintenance & Support 100% Training & PSG are < 100% THANK YOU!

  6. Communication & Teamwork Business Partner Advisory Council Quarterly Partner Calls Monthly Newsletters PRO Website Team Access Sally Craig Cell (239) 841-2066

  7. 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

  8. Product Management Jennifer Dungan Jennifer.Dungan@sage.com 727-579-7124

  9. Q2 FY10 2H11 1H11 Q4FY10 Product Roadmap • 9/10 v10.1 • Pay gaps for new sales and migrations • Key ESS and View Builder enhancements • Quality improvements • 2 ERP integrations • PEP/In-product Survey • H2: 10.2 • Pay gaps – better than Abra Suite • Improved Reporting • Key ESS and View Builder enhancements • Quality improvements Abra SQL • 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 • H2: v9.1 • Key ESS and View Builder enhancements • Major improve quality • Improve usability & reporting • SQL migration tools • 4/10 – v9.0 • Desktop • Info Share • Improved quality • PEP Abra Suite (VFP)

  10. Abra SQL v10.1 • 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 gapsfor 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

  11. Key Enhancements in Abra SQL 10.1 Payroll Improvements • Enterprise employee access • Multi-deductions/single limit • GL allocate taxes & deductions • Rich GL setup & time entry • Real time HR/Pay integration • Canadian payroll • HR security control payroll Broader Improvements • View Builder improvements • Pay & Time Off data • Custom roles • Web Service connection • Crystal reports in AWC • HR to MAS 90 payroll • Improve installation • Defect & misc. enhancements

  12. Customer Support Joe Ward Joe.Ward@sage.com 727-579-1111 x 53500

  13. Customer Support Quarter End 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

  14. Ideal Customers & Differentiation Dawn Westerberg

  15. It’s been tough • Challenging economy • Prolonged sales cycles • Peaks and valleys • Through the years marketing has gotten a bad rap

  16. 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

  17. 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

  18. 2) Ideal customer/difference • What is ideal? • Values you • Profitable • Refers • Traditional Demographics • Industry • Size • Other Key Characteristics

  19. What won’t differentiate • 10, 15, 20 years in business • Claim of Customer Service • Claim of proven methodology

  20. 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?

  21. Differentiate • If you can’t clearly articulate your competitive differentiator, your prospect will - and the differentiator will be price.

  22. Benefits • Smaller, highly targeted list = affordable, greater ROI • Only spend marketing dollars on prospects who will be profitable customers • More reference-able customer base

  23. Questions? • Dawn Westerberg • 512-656-4527 • dawn@dawnwesterberg.com • DWesterberg – Twitter • www.dawnwesterberg.com

  24. Outsourced PayrollJuly 13, 2010

  25. 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 Deposit Tax Services Direct Deposit Tax CompuPay Payroll Service-Centric Training Compliance Training Consulting Ancillary Services Implementation Employees Services Client Development Outsourced Payroll

  26. Protect Your Market Share Don’t let the competitive “fox” in your hen house.

  27. CompuPay Outsourced Payroll Advantages • Revenue share for the business partner • Unique Web services integration – more seamless workflow and avoids double entry • 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

  28. 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)

  29. But wait…..How can I be sure my Abra business is “safe” with CompuPay. • 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

  30. 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”

  31. Key CompuPay 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!

  32. Marketing Update Nancy Master 512-454-5004 x6274 Nancy.master@sage.com

  33. 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 New License

  34. 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   Monthly eNL nurture campaign Currently 7,500 records  Focused Cross Sell Campaign MAS/Accpac Virtual Conference

  35. 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

  36. Product Marketing Update Nancy Tillman 727-579-1111 ext 53406 Nancy.Tillman@sage.com

  37. 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

  38. 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

  39. Installed Base Michelle Hobbs Michelle.Hobbs@sage.com 727-579-1111 ext 53383

  40. Installed Base • Win Back Program • 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

  41. 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

  42. 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

  43. Customer Programs Mary Kaufman Mary.Kaufman@sage.com 727-579-1111 ext 53425

  44. Customer/Partner Programs • Customer Intelligence • Net Promoter (Clarabridge) once a year • Customer Loyalty Survey – Partner Programs – once a year

  45. 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.

  46. Pro-Site “At-A-Glance”

  47. Questions

  48. Contact Information Sally CraigSally.craig@sage.com 727-579-1111 x53308 Jennifer DunganJennifer.Dungan@sage.com 727-579-7124 Joe WardJoe.ward@sage.com727-579-1111 x 53500 Nancy MasterNancy.master@sage.com 512-454-5004 x 6274 Nancy TillmanNancy.Tillman@sage.com 727-579-1111 x 53406 Michelle HobbsMichelle.Hobbs@sage.com 727-579-1111 x 53383 Mary KaufmanMary.Kaufman@sage.com 727-579-1111 x 53425 Ryan HendersonRyan.Henderson@sage.com 800-424-9392 x 3743 Katrina FrigeriKatrina.Frigeri@sage.com 727-579-1111 x 53748 Mimeo- https://marketplace.mimeo.com/sageabra Dawn Westerbergdawn@dawnwesterberg.com 512-656-4527 • DWesterberg – Twitter www.dawnwesterberg.com Kathey Palmer, CompuPay katheypalmer@compupay.com 615-591-3756 Terri Tennant, CompuPay territennant@compupay.com 954-874-4800 x 7612

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