Quarterly Business Partner Meeting Wednesday, December 7, 2011

http://sage.adobeconnect.com/bpcall_dec7th/Dial-in Info: 1-877-647-3411Passcode: 558386

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• Your lines will be muted, however we will open them at the end Your lines will be muted, however we will open them at the end for Q&A. for Q&A.

• If you have questions, please select the chat icon in the lower If you have questions, please select the chat icon in the lower left corner of the Web Conference page and type your left corner of the Web Conference page and type your question.question.

• This call is being recorded so you will be able to refer to it later 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.or have extended team members listen to it at a later date.

• All contact information for our presenters will be available at All contact information for our presenters will be available at the end of the presentationthe end of the presentation

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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

• Close Danielle Taylor

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Jennifer DunganDirector of Product Management

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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

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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

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Craig KampelVP of Sales

Sales Updates

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Network Seats UpdateEffective immediately for all new sales

Effective January 1, 2012 for all renewals

Network seats Extra seats License M&Sper seat per seat

1 1 - 2 750 3252 3 - 4 650 3003 5 - 9 600 2754 10 - 14 600 2255 15 and up 600 175

Pricing for extra network seats are based on the number of seats the customer will have in use after the purchase. Example: when a customer has a 2 extra network seats and wants to purchase a license for 2 more seats, the price per seat will be $650 and M$S will be $300 per seat.

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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

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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

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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

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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

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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!

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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.

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FY12 Org Structure

Craig KampelVP of Sales

Michelle HobbsTraining and Strategic Projects Director

Training

Katrina FrigeriTraining Coord., Sr

Lee CaputoTrainer, Sr

Carrie RustTrainer, Sr.

Sherrie BarnerEast/N. Central Inside PA

Joann JacobsonS. Central/West Inside PA

Danielle TaylorOps/Lead Dev Manager

Lee RobinsonSales Ops Specialist II

Jessica WhiteLead Dev Specialist II

Courtney HatchetteSales Ops Specialist I

Renee HubbardSales Ops Specialist I

Dave DorringSales Ops Specialist I

Jim BeatySales Ops Specialist I

Dana RossPSG and Pre-Sales Manager

PSG

Peter VickeryPro Serv Consultant

Blesson KizhakkathilPro Serv Consultant

Pre-Sales

Reinaldo CamaraEast Field Sales Engineer

Chris GodfreyCentral Field Sales Engineer

Scott PopeWest Field Sales Engineer

PAs

Chris GoheenSAM

Erin McGrane-CurranCentral Field PA

Keith KoppWestern Field PA

Jim McCormackEastern Field PA

M&S

Ryan HendersonWest Customer Care Rep

Bryan GonzalezCentral Customer Care Rep

Michael MonroeSoutheast Customer Care Rep

Catherine WhyteNortheast and CAN Customer Care Rep

Canada

Angela NigroCanada Field PA

Joe WardSupport Leader

Mary KaufmanSr. Customer Relations Mgr

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FY12 Field Partner Advocate Coverage Model

Western Region Central Region Keith Kopp (727) 826-7600 x230018 Erin McGrane-Curran (727) 249-2031

Eastern Region Canadian Region Jim McCormack (727) 365-2672 Angela Nigro (905) 814-0503 x 55809

Strategic Account Manager Chris Goheen (727) 826-7600 x230033

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FY12 Inside Partner Advocate Coverage Model

Western and South Central Region Eastern and North Central Region Joann Jacobson (727) 826-7600 x230233 Sherrie Barner (727) 826-7600 x230019

Canadian Region (and the Caribbean) Angela Nigro (905) 814-0503 x 55809

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FY12 Field Sales Engineer Coverage Model

Western Central Region Scott Pope (727) 826-7610 Chris Godfrey (727) 826-7620

Eastern Region Reinaldo Camera (727) 826-7600 x230020 Director of Pre-Sales and Professional Services Dana Ross (727) 826-7600 x230023

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FY12 Customer Care Representative Coverage Model

Western Region (and Pacific Islands) Central Region Ryan Henderson (727) 826-7600 x230013 Bryan Gonzalez (727) 826-7600 x230014

Mid Atlantic and Southeast Region Northeast US and Canadian Region (and the Caribbean) Catherine Whyte (727) 826-7600 x230032 Michael Monroe (727) 826-7600 x230015

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Promotions: Payroll for Sage ERP MAS200 SQL

and Sage ERP MAS500

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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

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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

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Tier Program ModificationEffective April 1, 2012

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Sage Source (Project Banyan)

Meghan Wulff, Product Manager

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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

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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.

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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)

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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.

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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.

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Thank You and Stay Tuned!

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Endorsed Solutions

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HR Actions® for Sage HRMS

Brian Delphia, CPA

President

Delphia Consulting, LLC

Sage Employer Solutions Endorsed Partner of the Year

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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

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HR Actions® for Sage HRMSStreamline Delivery of HR Services Using the WebSelf-service has never been easier with web-based forms integrated with Sage HRMS.

Build EfficiencyCreate, route, and approve forms via self-service Setup is easy for non-technical Sage HRMS users.

Support ConsistencyForms display current data, use Sage HRMS codes, and business rules call upon an unlimited number of approval levels.

Increase ProductivitySaves managers, employees and HR time once approved, forms update Sage HRMS with a click of the mouse.

Monitor and ControlReal time visibility and control of forms throughout the process.

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HR Actions Supports Every Day Forms

Online Forms for the Entire Employment Life Cycle

Pre-Employment /Onboarding

• Requisition to Hire• New Hire• Rehire

EmployeeSelf-Service

•Personal Details•Forwarding Address•Sick time•FMLA/LOA request•Custom Details•Goal Setting•Performance Appraisal

Manager / HRSelf-Service

•Transfer•Promotion•Pay Status•Attendance Adjustment•Corrective Action•OSHA Incident•FMLA/LOA•Retirement •Termination/COBRA•Custom Details•Performance Appraisal•Goal Setting

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Key Capabilities

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HR Actions StreamlinesHR Processes

* Except benefits data.

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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

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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

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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

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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

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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

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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

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• 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”

Questions and Discussion

bdelphia@hractions.comTel: 614-754-4320Cell: 917-208-8395

Cyber Recruiter Sales Overview

Presented by Sean Pomeroy

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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

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Introductions – Sean Pomeroy

Sean PomeroyBachelor's and Master’s Degree in I/O PsychologyFormer HR GeneralistFormer Abra UserSold and Implemented Abra 10+ yearsOver 14 years of experience in human resources oriented software

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Cyber Recruiter – License Options

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Implementation Options

Daily Use• 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

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

Always Start with Professional level and Configuration and Daily Use!

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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)

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Demo Options

Demo

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Help the partner – Step by Step

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Additional Opportunities to learn

• Weekly webcasts

• Sage Cyber Recruiter discussion– Thursday, December 8th at 10:30am

• Sage University Sales Certification (coming soon)

Abra Benefits Messenger

Tom TillmanDecember 7, 2011

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Today’s Topics

• ABM update for Abra Partners

• Partner Tools

• Customer Webcast – Short Version

• ABM Demo

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ABM UPDATE

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ABM Update• Service Level Performance

• Small Group Enrollments (SGE) Support

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Commissions & Certifications• ABM Partner Sales Commission 10%

– Set-up fees– Annual fees (new and renewals)

• ABM Certification– Partners authorized to implement ABM Utility– Must complete certification training course

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ABM Tools Available• Abra Data Assessment Tool

– Run against customer’s DB at any time– ID’s missing and incorrect data required for carrier connections– Free and easy to use

http://ebn.santeon.com/SABASetup.zip• Recorded Demo – 3 minuteshttp://

www.youtube.com/watch?feature=player_profilepage&v=PsfriYCXPMw

• Customer Campaign– Webcast PPT– Email templates

• Feature Sheet & Case Study

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ABRA CUSTOMER WEBCAST

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Webcast Topics

• Current Situation – Why automate carrier connections?

• What is ABM?

• What ABM can do for you

• Health Care Reform – impacts on plan enrollments

• Case study example - Illustrating the Value of ABM

• ABM Demo

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Current Situation

• Employers have been investing in HRIS and online ESS benefts enrollment software

• 2010 health care reform legislation is creating new benefits admin challenges for employers and insurance carriers

• It’s more important than ever to automate “The Last Mile” with the benefits carriers

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Why Automate Carrier Connections?Why Automate Carrier Connections?

• Improve employee benefits usage experience

• Simplify and reduce benefit admin burden on HR

• Eliminate cost “leakages”

• Comply with current and evolving legislative and regulatory requirements

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Abra Benefits Messenger

Sage Abra

Employee Enrollment Data

Medical

Others

401k, FSA

Life

Dental

ABM

Cloud-based Automated Employee enrollment data exchange For Sage Abra

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• Simple and Reliable

• Secure and Private

• Supports all benefit carriers

• Proactive Carrier Management

Key Capabilities

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ABM Summary

• Enrollment data feed to carrier is the biggest piece of effective benefits admin still missing today

• New legislation is creating new employer and insurance company admin challenges

• Abra Benefits Messenger is the automated, cloud-based solution for Abra HR users

• With ABM you will– Improve employee benefits usage experience– Simplify and reduce benefit admin burden on HR– Eliminate cost “leakages”– Comply with current and evolving legislative and regulatory

requirements

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ABM DEMO

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Tom TillmanDirector, Santeon eBenefits Network

ttillman@santeon.com(O) 703-879-0004 x122

(C) 813-504-0414

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Danielle TaylorManager of Sales Operations

Sales Operation Updates

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Updates/RemindersHoliday/New Year Observed- Campus Closed•Monday, Dec 26th and Tuesday the 27th•Monday, Jan 2ndLast day of the month/quarter•Friday, December 30th

•Please submit your renewal orders as soon as possible Atlas•We can add a credit card to your account so that you won’t have to submit payment info on the order form- just reference the credit card on file Orders•Please complete order form with all of the required information