Quarterly Business Partner Meeting Wednesday, December 7, 2011 http://sage.adobeconnect.com/bpcall_dec7th/ Dial-in Info: 1-877-647-3411 Passcode: 558386
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. • This call is being recorded so you will be able to refer to it later or have extended team members listen to it at a later date. • All contact information for our presenters will be available at the end of the presentation
Agenda • Kick off/Review Agenda Craig Kampel • Product Management Jennifer Dungan • Sales Update Craig Kampel • Promotion Update • Sales Team updates • Sales Promotion Update • Pricing Tier Update • Sage Source Meghan Wulff • Endorsed Solutions • HR Actions Brian Delphia • Cyber Recruiter Sean Pomeroy • ABM Tom Tillman • CloseDanielle Taylor
Project Status • Abra Suite 9.1 • Shipped to customers October • Hot fix for ESS available this week • Sage HRMS 2012 • Available for new customers and download on 12/14 • Deferred shipment to existing customers until February • Payroll issue with Aatrix • Alerts for partners and customers • On-going updates available on the new Customer Portal
Project Status • Q4 • 12/19 /2011 for Abra Suite 7.8 – 9.1 • 12/22/2011 for Sage HRMS 10.0 – 2012 • SR1 available mid-January • SR2 as necessary • Sage Crystal Dashboard Design • Download available on Partner Portal • Includes activation key and instructions for installing • FSE available to help prepare with demonstrations as needed • Demo data includes a Viewbuilder view • Training is creating training class for both customers and partners in 2012
Network Seats UpdateEffective immediately for all new salesEffective January 1, 2012 for all renewals
FY 2012 Priorities • Sales Excellence – Field and Inside • Net new sales, net new sales, net new sales! • Sales centric culture! Increase Average Selling Price via attach • HRMS and Payroll (on premise or outsourced) • HR Actions • Cyber Recruiter • Cornerstone on Demand • PayCards and SER • KnowledgeSync, ABM, etc. • Leverage PSG Services to increase Partner bandwidth and revenue per transaction • Pipeline management and lead tracking • Participate on joint calls with Partners • Building Partner Business Plans • Maintain Accountability • Marketing and Technical readiness • Targeted 12 campaign • Enterprise training offerings – Cornerstone on Demand • Training offerings and registrations • Become Trusted Advisor within ALL Partner Accounts
FY 2012 Priorities • Sales Excellence – Customer Care • Drive to a 94% renewal rate • Retain and maximize install base revenue • Convert Customers to Gold Business Care offering • Dedicated Gold Business Care sheet is now available • Become Trusted Advisor within all Customer accounts • Customer Contact strategy • Three contacts per year (every four months) per account • Discuss upgrade offerings • Upsell to increase Average Selling Price via attach will be measured • Add HR or Payroll if not already on both • HR Actions introductions • Cyber Recruiter introductions • Cornerstone on Demand introductions • PayCards and SER upsell • KnowledgeSync, ABM, etc. • Enhanced communication with Partner • Quick escalation to Customer Experience Team on inactivity or rejection
FY2012 Priorities • Pre Sales Field Sales Engineer • Quality presentations • Present who Sage is on every presentation • Present the full ES Solution set and vision • Standardized deck and file – customizations as needed • Pool of talent to enhance sales efforts • Trackable results – what is the success rate • Minimal baselines for involvement • Partner readiness • Provide standardized deck and files • Create Referenceable accounts
FY2012 Priorities • Professional Service and Delivery Excellence • Align with Partners to extend their reach • Focus PSG execution excellence • Standard methodologies • Referenceable accounts • Drive to complete Customer Satisfaction • In conjunction with Partner be recognized as the Trusted Advisor within the Account
FY 2012 Priorities • Sales Excellence – Partner • Sales • Net new • Sell value of total solution and provide valued added services • Sell value of Sage • M&S • Retain and maximize install base revenue • Upsell to Gold Business Care • Upsell, cross sell and migrate • Targeted 12 campaign • Comprehensive Business Planning • Pipeline management • Ongoing pipeline reporting and management • Technical Readiness • Certifications expanded through the organization • SQL readiness • Leverage the resources available to you!
FY 2012 Priorities • Sales Excellence – Partner (con’t) • Marketing initiatives • Proactive plan for NCA • Quarterly measurement against plan • Participation in the WebCast Lead Builder program and other marketing initiatives • Proactive plan for M&S • Quarterly measurement against plan • Drive to 94% plus renewal rates • Contract compliance reminder • Purchase of assets of a competing Business Partner then that Business Partner continues to sell under their previous name servicing their previous Customers that they sold is in violation of the Partner agreement.
Promotions details: • Exclusively for Sage ERP MAS200 SQL or Sage ERP MAS500 Customers or Prospects • Must own or buy four MAS200 SQL or MAS500 modules • Customer must be in Atlas system • Customer or Prospect buys Sage HRMS Payroll at appropriate employee count they get Sage HRMS FREE • Must purchase Gold Business Care for both applications • Offer is valid through March 31, 2010 • These sales count as new add revenue and count towards new add count • Contact your Partner Advocate for more details
Partner Tiering • Standardized practices across Business Units • Align revenue objectives to reflect opportunities with product line extensions • Design tier structure to align to organizational objectives • New features • New pricing tier effective April 1, 2012 • Quarterly move up, move down effective April 1, 2012 • Gold Business Care as standard offering • Business Care reimbursement difference for Gold and Silver • Non SQL Certified Partners afforded lower margin • Gated Net new license adds for FY13
Sage Source (Project Banyan) Meghan Wulff, Product Manager
Summit 2011 Announcement • Earlier this year at Summit, Employer Solutions announced a new initiative called Project Banyan • Since July, we have made great progress in bringing Project Banyan to life • Some highlights of that progress include… • Branding Project Banyan as Sage Source • Fits the overall Sage initiative to increase Sage brand awareness • Transforming the demo into a working product • Continuing to develop and make improvements • Internal project kick-off to prepare for release of a Beta version of Sage Source in the coming months
What is Sage Source? • Sage Source is a Sage hosted web-based service and benefits portal. It is new offering from Employer Solutions, still in development at this time. • It is a personalized online workspace designed for our HRMS/Payroll customers and their employees to help them achieve worklife balance. • The idea behind Source is to leverage on-premise data and HRMS connected services through a single sign on experience. • When launched, Sage Source will be offered as a value-add at no additional charge to our Business Care customers.
What will be offered in Sage Source? • Services and tools from both Sage HRMS and our third-party partners will be delivered through “gadgets”. Think of a gadget as a mini-website / portal. • Here are some of the initial gadgets that will be available: • Company Announcements • Electronic paystubs • Sage SmartSavings • Sage BizSavingz • Sage Supplemental Benefits • Sage Employer Resources (included with Gold, $295 for all other customers) • Select public gadgets (eg. certain iGoogle gadgets)
Benefits To Business Partners • Sage Source provides a strong sales argument for Sage HRMS and Payroll prospects. • Sage Source will be included as a value-add to Business Care, which will set us apart from other support plans on the market. • Sage Source demonstrates Sage’s forward-thinking vision and our commitment to staying on top of industry trends like the blurring line between work and life. • Customers using Sage Source will be more likely to stay with Sage HRMS and related services because of the additional value derived.
What’s Next for Sage Source? • In the coming months, we will be launching a Beta version of Sage Source to a select group of customers. • We will keep the BPAC and all Business Partners posted on the following as available: • Timelines for Beta • More detailed product information and service inclusions • Marketing material and demo in Applianz • Timeline for availability to all customers on Business Care • Please visit sagesource.com, which will be evolving in the coming months, and will serve as a great resource to learn more.
HR Actions® for Sage HRMS Brian Delphia, CPA President Delphia Consulting, LLC Sage Employer Solutions Endorsed Partner of the Year
HR Actions® for Sage HRMS • Positioning HR Actions • The “new core” • Recognize top producers • Certifications • Installation Role • Implementation Role • Sale Role • What’s new in HR Actions v10.2 • Next steps
HR Actions® for Sage HRMS Streamline Delivery of HR Services Using the Web Self-service has never been easier with web-based forms integrated with Sage HRMS. Build Efficiency Create, route, and approve forms via self-service Setup is easy for non-technical Sage HRMS users. Support Consistency Forms display current data, use Sage HRMS codes, and business rules call upon an unlimited number of approval levels. Increase Productivity Saves managers, employees and HR time once approved, forms update Sage HRMS with a click of the mouse. Monitor and Control Real time visibility and control of forms throughout the process.
HR Actions Supports Every Day Forms • Employee • Self-Service • Personal Details • Forwarding Address • Sick time • FMLA/LOA request • Custom Details • Goal Setting • Performance Appraisal • Manager / HR • Self-Service • Transfer • Promotion • Pay Status • Attendance Adjustment • Corrective Action • OSHA Incident • FMLA/LOA • Retirement • Termination/COBRA • Custom Details • Performance Appraisal • Goal Setting • Pre-Employment / • Onboarding • Requisition to Hire • New Hire • Rehire Online Forms for the Entire Employment Life Cycle
HR Actions StreamlinesHR Processes * Except benefits data.
the “New Core” • Easy to collect and approve data that feeds Sage HRMS • Involve the workforce (employees, managers & admins) • “Data entry” by HR & payroll is a thing of the past • Online paperless access to personnel files • Secure access via Self-service • Reporting • HR & Payroll reports • ESS reports • Employee Analytics (URL, Excel, Crystal) • Sage HRMS with HR Actions and ESS on every new sale • Message also resonates with existing customers
Installation Certification • Certified installers receive technical installation support, otherwise, installation support is billable • Consultant must be current on Sage HRMS Installation Role certification • Includes Access to the HR Actions Partner Portal • Certification class is web-based and costs $395 (payable to Delphia Consulting) • Register on Sage Partner University • Next Class: January 5th
Implementation Certification • Certification is require to conduct your own implementations of HR Actions • Consultant must be current on Sage HRMS Implementation Role certification • Certified implementers receive priority support • Certification a 2 day classroom based course • Requires passing a practical hands-on exam • Discounts on Factory Installation offered by Delphia Consulting • Installation assistance on personal laptop or PC • Cost: Initial cost is $1000 (payable to Delphia Consulting) • Register on Sage Partner University • Next Class: January 17 & 18
Sales Certification • Certified sales people are entitled to sales support • Entitled to virtual imagine (unlicensed OS) properly configured Sage HRMS 2012 with HR Actions • Access to a premium demo site with all of Sage HRMS loaded and properly configured (scheduled on a first come first serviced Basis) • Marketing assistance (Branded brochures, web-content • Private label web-casts of HR Actions for your customers or prospects • Receive double the referral fee on professional services provided by Delphia Consulting, 10% if not certified • Cost: your time and desire to sell more Sage HRMS with HR Actions • Next Class: January 12th
What’s new in 10.2 • HR Actions 10.2 is now shipping • Supports • Sage HRMS 2012, v10.1, v8.x • Sage Abra Suite 9.x, 7.7x • Numerous Enhancements • Totally new installation procedure • You can now save “blank” fields to Sage HRMS/Abra • Schedule now runs as a service, run anytime • Enhanced HTML formatting of form instructions • New 8000 character WYSIWYG fields • User experience improvements while completing an Action • Added 40 more performance appraisal questions
Top Producers • Huckstep & Associates • CS3 Technology • Dresser & Associates • Pacific Data Marketing • HR Systems of Colorado • Net@Work • Insperity • All the differentiators that I tried to point out did not seem to make a huge difference. The main thing I have going for me is HR Actions. She loves that! So, thank you very much…you are helping me win deals. • Terri Gresham
Questions and Discussion • Do your customers know what HR Actions is? • Did you know about our utilities for Sage HRMS? • Garnishment Manager • Time Import • Empower Tax Filing Integration • Action items: • Get certified • Ask for copies of forms • Include with every proposal • The “new core” firstname.lastname@example.org Tel: 614-754-4320 Cell: 917-208-8395
Cyber Recruiter Sales Overview Presented by Sean Pomeroy
Introductions – Visibility Software • Founded 1999 as a Sage Abra Partner • Sage Abra Awards (Rising Star, President’s Circle) • Evolved to become a developer of solutions • Developer of Cyber Recruiter, Cyber Train, and Xports (ADP and Paychex) • Now have 425+ Clients • 55+ Certified Business Partners representing our products across the US • Dedicated to providing excellent recruiting and training management software for companies in any industry
Introductions – Sean Pomeroy Sean Pomeroy • Bachelor's and Master’s Degree in I/O Psychology • Former HR Generalist • Former Abra User • Sold and Implemented Abra 10+ years • Over 14 years of experience in human resources oriented software
Implementation Options Daily Use Configuration and Daily Use Fixed Price Starts with “Best Practices” database Review/change and train on configuration options Wizards Screen layouts Workflow Train on daily tasks • Fixed Price • Starts with “Best Practices” database • Minimal configuration • Focus on daily tasks • Creating a req • Adding an applicant • Searching • Routing • Scheduling interviews • Offer letters • Hiring Always Start with Professional level and Configuration and Daily Use!
eRecruiter Credit – Positioning • Not an upgrade, not a replacement it is a credit • Client gets credit equal to Cyber Recruiter Express • Usually more than the initial investment (research) • Apply additional amount to services • Support balance is applied to Cyber Recruiter • Client can apply credit to Professional (pay difference between Express and Professional) • Fixed cost implementation (two options)