quarterly business partner meeting tuesday, january 19 th 2010
TRANSCRIPT
Quarterly Business Partner Meeting
Tuesday, January 19th 2010
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• Your lines have been muted to suppress all Your lines have been muted to suppress all background noise. background noise.
• If you have questions, please select the chat icon in If you have questions, please select the chat icon in the lower left corner of the Webex page and type your the lower left corner of the Webex page and type your question.question.
• We will answer questions at the conclusion of this We will answer questions at the conclusion of this presentation.presentation.
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Agenda
• Sage “State of the Business” Sally• Training and Professional Services – Michelle• Marketing – Molly• Product - Jennifer• Support – Mary• New Programs -Tom• Wrap Up/Call to action• Q &A
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Sage
Sally Craig
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Revenue Results
• ……and we’re off……to a great start!!!
• New License 112%• Upgrades 110%• M&S 101%• Overall 103%
• Additional areas to focus: PSG and Training
• THANK YOU AND KEEP UP THE MOMENTUM!!
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Sage Business Solutions Objectives
• Strengthen partner relationship, help close business, fix overarching problems, reduce exceptions
• Drive consistency with other Sage teams, policies such as ROR, Merger/Acquisitions, Programs
• Standardize solution selling strategies and terminology
Sales Transformation GoalMove from a transaction/margin
based approach to arelationship/enablement approach to drive sustainable long term organic
growth for the business
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Abra Sales Leadership Team
Sally Craig
Sales
727.579.1111 x3308
Michelle Hobbs
Install Base, Training
727.579.1111 x3383Dana Ross-PSG
[email protected] x 3325
Reinaldo Camera
Pre-Sales
727,579,1111 x3509
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What is a Partner Advocate?
Key Roles1. Sales Leader2. Business Growth Consultant3. Strategic Relationship Manager4. Coordinate with Pre-sales and PSG5. http://www.sagepartnerportal.com
The Partner Advocate role is responsible for maximizing sales growth
and driving partner satisfaction
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Customer Account Managers
• Collaborate with partners on their existing customer pipeline to increase install-based closed-sold ratios
• Contact customers to ensure they have an Extraordinary Customer Experience
• Identify opportunities to turn detractors into recommenders
• Look for suite to SQL, upgrade, add-on, and maintenance renewal sales opportunities
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Customer Care Representatives
• Contact existing customers to ensure they renew maintenance agreements
• Provide renewal quotes • Place order for customer maintenance renewal• Identify opportunities to turn detractors into
recommenders
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Regional Map - PAsAbra Partner Advocate Territories
Northeast Midwest Southeast/Central/Rocky Mtn West/Northwest Anthony Zarb Keith Kopp Chris Goheen Sherrie Barner Phone: 631-476-0688 Phone: 800-424-9392ext 3733 Phone: 214-387-0609 Phone: 800-424-9392ext 3744 Cell: 516-848-1087 [email protected] Cell: 972-408-8301 [email protected] [email protected] [email protected] Canada Angela Nigro Phone: 905-814-0503 x55809 [email protected]
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Regional Map – CAMsAbra CAM Regions
Eastern US and Caribbean Western US, Alaska, Hawaii, Guam Drew Lindsay Diane Ellison Phone: 800-424-9392 ext 3731 Phone: 800-424-9392 ext 3728 [email protected] [email protected]
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Lead DevelopmentLead Development
US - Jim DeNuncio Phone: 800-424-9392 ext 3734 [email protected]
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Regional Map – CCRsCustomer Care (M&S Renewal) Regions
US - Michael Monroe Canada- Catherine Whyte Phone: 800-424-9392 ext 3727 Phone: 905-814-0503 x55810 Fax: 800-487-9467 Fax: 905-629-8854 [email protected] [email protected]
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Communication
Together…• Return phone calls and emails• Integrity, Trust and Respect• Overall, improve communication
Partners…• Communicate disposition and progress of leads• Maintain certifications• Actively participate in regional events, calls, Insights, and Sage
executive webcasts
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TrainingMichelle
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Abra SQL Recertification
• Recertification on SQL HR • Bundled package includes
– New UI overview– Briefing of changes from v8.5 to v10– View Builder overview and demonstration of dynamic
information sharing – Recertification exam
• Available on Sage Partner University– www.sageu.com
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Partner University
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Abra Training
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Abra Training
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Abra Training
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Upcoming Training Opportunity
• Abra SQL Certification Training– March 1 – March 5– Delivered in St. Petersburg
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Lifecycle Curriculum
• New approach to curriculum– Task oriented– Role based– New design and approach for training – Alignment of materials for our two core product lines– Shorter, sharper and relevant courses for the different roles
of an organization that touch Sage Abra products– Supports a variety of delivery options
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Benefits
• Broader accessibility of courses – Classroom and online Realtime and Anytime– All day classes that are relevant to customer’s role– Modular –not sure how to do a specific task – take a short 1 –
2 hour online class or a brief Anytime recording
• Training materials will be in workbook format – Process maps– Key tasks defined– Exercises and scenarios that support the learning objectives
• Robust Instructor’s Guide – Guided exercises to reinforce key learning objectives– “What if” scenarios to promote discussion
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Next Steps
• Plan to launch new curriculum model with delivery of Suite v9
• Review of Lifecycle and sample workbook will be held on February 12th Certified Trainer call– If you are a CT and don’t have an invite for the Feb. 12th
meeting, please email me at [email protected]
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MarketingMolly
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Abra Marketing UpdateThe current environment and Abra
product developments have created a unique opportunity.
Objectives:
1. Fine-tune Abra’s messaging to be more compelling and relevant for today’s organizations
2. Develop new marketing approach to capitalize on and compliment future product releases and technologies
3. Reinvigorate market and customers
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What’s changed for our target market?
• Economy has changed people’s roles in their organization
• Perception of HR has changed
• Increased demand for timely and relevant HR information
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What’s changed for our target market?
• Information sharing – viewed very favorably!– Timely information is “mission-
critical” to remain competitive– Excel is preferred data manipulation
tool
“The biggest problem between Management and HR is getting the information you need when you need it.”
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Abra’s Next Steps• View Builder will become leading differentiator
– Understand how customers are using View Builder to feed future development plans and marketing
• Fine-tune messaging toward financial job titles– Continued lead generation campaigns in Q2 testing
messaging and offers– Redesigned pay-per-click landing pages– Ongoing study of how Abra information is used across
organizations
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Abra’s Next Steps
• Creating unique Abra “real person” perspective– Deep understanding of what customers are going through– Promoting Abra’s impact to company’s bottom line
• Redesign www.sageabra.com– Reflect new positioning, packages, etc
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Abra’s Next Steps
• FY10 focus to increase ESS customer attachment– February – April 2010 Special Pricing
– May – September 2010• Case Studies/ROI tools
Tier Price
<100 $1,000
101-250 $1,500
251-500 $3,500
501-1,000 $5,500
+100 (add’l) $200
+500 $500
+1,000 $2,000
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What you can do now! Become familiar with View Builder
Position it as dynamic and exciting tool that only Abra has
Work with your customers to develop meaningful dashboards
Incorporate Management and Finance in sales process Focus on efficiency and productivity gains Emphasize how Abra can share critical
information for enhanced decision making Easy, simple and secure information access
Share your feedback with us!
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Product Jennifer Dungan
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Abra SQL HRMS v10 Recap• Certified 11/18/2009• Available in November
– Made available on 11/30/2009– Shipped to partners 12/2/2009– Postponed shipping unless specifically requested due to Year End
• Payroll Sync Update– Delivered in 2 phases
• Sync performance improvement• Unattended batch process
• V10 SR1 planned for 3/2010– As needed based on issues identified
• Two issues for SR1• Will include payroll sync update
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Abra Suite v9.0 Update
• Abra Suite v9.0 on Schedule for 4/2010 deliver• Highlights of the release
– Desktop– Information Sharing– Quality / Value defects– New installation
• Recruiting now for beta customers– If you have customers to recommend or would like to
participate contact [email protected]– Consultative beta tests to assess VB usage
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Abra Suite v9.0 Installation• New Install
– Why a new installation program
– Benefits of new installation program• Simple file copy to server • ClickOnce install to client• Installed to Program Data not Program Files• All Abra code on client
– Task force to review impact• Presentations to partners and customers• Test during beta• Manage during delivery
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Abra Suite v9.0 Delivery
• Customer Communications– First official communication in early February– Ongoing communications through and beyond launch to
create excitement in base– Webcasts and recorded demos to preview V9
• Release Schedule– Delivery is on schedule for Spring– Manage shipment to customers
• Beta to include live installation
• Product available to new customers, partners and existing customers upon request after certification
• Stagger the release to customers
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SupportMary Encinia
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Year - End Update
Period: 12/21/09 – 2/5/10Call Volume:
9063 calls to date 2% decrease from last year
Resolved on First Contact: 81.65%Customer Satisfaction: 4.43
Year End Updates:FLS/Empower (NJ) Magmedia (KY)Filing Format (NM)Local Taxes: (NYMC)
Upcoming: Federal W2 Forms - Alignments Alerts – Upcoming Postings on SPO/PRO
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Abra SQL HRMS v10
Reach support team directly for: View Builder, SQL Payroll
Direct #800-829-0170 Customer number:99999999
28 Customers who have downloaded product
Calls to support:59 calls in Support
Setup/Installation/User Interface Connection to DatabaseClient/Server Installs
Find FeatureFlow/Navigation
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Current Release Update
In the first 30 days after the Abra HRMS v10 release, there has been a 5.4% increase in customer contact to support for upgrading, compared to the previous version Abra HRMS v8.5
v10.0 = 18% customers upgraded v8.5 = 12.6% customers upgraded
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Current Release Update
In the first 90 days after the Abra Suite v7.8 release, there has been a 46% increase in customer contact to support for upgrading, compared to the previous version Abra Suite v7.7
7.8 = 62% customers upgraded 7.7 = 16% customers upgraded
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New ProgramsTom
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Focus onNew Abra HRMS
As Anchor
Focus on CoreMarket &Expertise
Simplify
Partner to OfferBroader Capabilities
Employer Solutions Market Strategy(Insights 2009)
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Coming in February 2010…
The Sage Abra Developer Partner Program!
Offering 3rd party products and services that expand and complement the core Abra HRMS solution
Win more deals and bigger ASP’s with broader Abra solutions
Greater visibility of offerings to partners, customers & market
Common rules and processes simplify business
Part of the Sage DP Program
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Phase 1 Launch
Featuring…
The Abra “Extended Solutions Directory” partners (2/17)
Look for Your Webcast invitations coming soon for all the details!
And…
KnowledgeSync by VineyardSoft as endorsed Abra solution (3/1)
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Wrap Up/Action Items
• Comments on View Builder to [email protected]
• Beta Test Submissions to:– [email protected]
• Training Schedule Reminder • Talk to your customers about V9/V10!
– Show them View Builder and help them to build useful dashboards
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Questions
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Appendix
• ESS Promo pricing (Feb- April)