ConvergencePayroll, HRIS, and TLM are coming together

– what it means for you

Contents

A brief history of Convergence

Convergence in our industry

The challenge of the SMB market

Industry landscape

How Infinity can help you win

KISS

Did you buy one of these?

1973:

First Handheld mobile phone

Or one of these?

1997:

Palm Pilot Launched

30 Million Sold

Or maybe one of these?

1999:

Blackberry Launched

Mobile Email

80 Million Sold

The Power of Convergence

+ =+

iPhone: 500 Million Sold and Counting

The Magic of Television

The VCR: A Cool Invention

Mass marketed in 1975.

How often did you record and re-play shows?

The Power of Convergence

+ =

DVR: Integrated capabilities led to widespread adoption

Convergence in Our Industry– August 17, 2006

Convergence in Our Industry– September 13, 2007

Our Industry

Competitor Product V Rating

Others: Paycor, Ultimate, Ascentis, etc…

Why do consumers want convergence?

• Ease of use

• Centralization of data– Avoid files, imports/exports– Eliminate “multiple systems of record”’

• Better visibility and reporting

• Cost savings– “Best of Breed” vs “Suite Approach”

I know you must get it…

http://youtu.be/qXdmTtk1Mm4

Scottsdale Weather ReportWednesday, September 3rd, 2014

The SMB Market

• Small Business = <100 employees

• Medium Business= 100 to 1,000 employees

Target Market Convergence

Challenge of going down-market

Challenge of going up-market

Characteristics of the SMB Market

• Relatively small HR budget

• Limited HR resources– E.g., HR generalist vs specialists (benefits, payroll, etc)

• Everyone is “very busy”

• Desire “Best of Breed” functionality

Best of Breed Desires

Golden Retriever Solution

IT Implementation Challenges (I)

40%-- According to IBM, the percentage of projects that meet schedule, budget, and quality goals

Yogi- ism (I)

“You’ve got to be very careful if you don’t know where you’re going, because you might not get

there.”

IT Implementation Challenges (II)

50% | 60% | 60%

-- IT implementations with cost over-runs, delays, and lack of value, according to Panorama Consulting

Yogi- ism (II)

“We made too many wrong mistakes.”

IT Implementation Challenges (III)

49% | 35% | 44% -- Client satisfaction with meeting business needs,

employee engagement, and overall experience, according to Panorama Consulting

Yogi- ism (III)

“You can observe a lot by watching.”

“It’s not too far, it just seems like it is.”

“When you come to the fork in the road, take it.”

Pitfalls• Lack of client resources / focus

• Unrealistic expectations– i.e., customizations

• Unwilling to change

• Owning the data– Integration and sync

complications

Solutions• Identify strong client point person,

phased-approach with “quick wins”

• Set realistic expectations, pick the right prospects and clients

• Focus on goal, not on method

• Client point person needs to be comfortable with data or have resource that is

Common SMB Pitfalls and Solutions

We are all Yogis

• Yogi was small in stature– – 5ft, 7 inches tall

• Yogi appeared in 14 World Series and won 10 Championships

• We are small companies, but integrated Payroll-HRIS-TLM gets us in the game– And we can win!

Industry Landscape

Payroll HRIS TLM

Advanced TLMSync, Front-end

HRIS Sales

• For every 100 demos…– 20 wins– 20 losses– 60 “not todays”

• How to transition from a “nice to have” to a “must have”?

What is FUD?

FUD

FearUncertaintyDoubt

The ACA

Fear is a Great Motivator

Convergence in Action

ACA Compliance

Core HR Data

TLMBenefits

Then and Now…

Sex sells…

Then

Compliance sells…

Now

How Infinity Can Help You Win

• Integrations with Millennium and Evolution

• Partner Program

• New features and initiatives:– Advanced TLM– ACA Compliance Tools– EasyPay front-end (Millennium)– Integrations with Aurico and ZipRecruiter (ATS)

KISS

KISS

KeepItSimpleStupid

A KISS Goodbye

Pilot with 2-3 of your best clients

Roll-out an ESS-only program

The sync– focus on payroll specialist

Identify your HRIS expert

Engage in our Partner Program

Questions?