sage cross-sell cross-sell success master...
TRANSCRIPT
Sage cross-sell
Cross-sell success
Master PlaybookAsif Chaudhry, Central Product Marketing
South Africa V1
INTERNAL USE ONLY
| Sage cross-sell playbook
For internal use onlyCross-sell playbook
Who is this playbook for:
OUR ROCK STAR SALES TEAMS Yes, that’s you - at the forefront of the challenge to drive cross-sell success.
This Playbook provides a wealth of cross-sell:
Best practice
Tips
Techniques
A whole set of tools
…to support your engagement with customers.
From helping identify their business needs to positioning Sage solutions to grow your sales.
The cross-sell Playbook is in two parts and is the toolkit you should keep close to hand.
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| Sage cross-sell playbook
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Part A – The importance of cross-sell
Contents
SECTION CONTENT OVERVIEW PAGE
1 Time for a rethink 5
2 Turn up the dial 11
3 Know our customers 18
4 The whole is greater than the parts 23
5 Why Sage 28
6 Make it happen 32
7 Commit to cross-sell 37
8 Part B 42
3
Part A
The importance of cross-sell
This section has references to supporting practical tools which are available to you in Part B of the Playbook.
Part A - Section 1Time for a rethink
| Sage cross-sell playbook
For internal use only
At Sage, we are unashamedly passionate about business builders – we connect with the vision of an entrepreneur to
create something special; the dedication of a business owner, achieving year on year growth and employing more staff;
through to the enterprise customer who’s scale requires a better way to oversee and drive their continued expansion.
We are energised by such success everyday and are determined to continue to play an active role in helping our
customers achieve their goals. Simply, because at Sage we can be the trusted partner adding real, long-term value.
In this playbook, the customer takes centre stage. Everything we do, is designed around them and their needs. It also
introduces a philosophy of ‘the whole not just a single product’.
This playbook will help equip you with an ability to really understand the problems they need to solve, the challenges they
face and help you to offer a solution that either helps them grow, be more profitable or improve operational efficiencies.
At Sage we can truly make a difference to the way they operate, as we do with millions of customers everyday around the
world. We can do this by introducing customers to technology solutions that work right across their organisations multiple
functions and in so doing, shift the perception of Sage being a single solution provider in the accounting software space.
This is where cross-sell matters.
As you know we offer a whole lot more! across all our solution categories.
Our ask is simple - that you take action, use this cross-sell playbook and the tools to become that ‘Trusted
Advisor’.
We want this playbook to work for you and we’d love to hear your observations and success stories through the dedicated
Chatter group: ‘cross-sell success’ accessible here.
Thank you.
Asif Chaudhry,
Director Global cross-sell enablement
“IF B2B BUYERS HAVE AN
EMOTIONAL CONNECTION
WITH A BRAND, THEY ARE 5
TIMES MORE LIKELY TO
CONSIDER YOU, 13 TIMES
MORE LIKELY TO BUY AND
30 TIMES MORE LIKELY TO
PAY A PREMIUM.”
Google/CEB research
6
#MoreThanOneHello
| Sage cross-sell playbook
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Customers have a choice, never has this been more true than now.
We recognise that increasingly customers are talking to us with awareness of
alternative solutions and providers. From managing their company accounts
using basic MS Excel, their own accountant or an alternative supplier !
In this playbook, we will provide support for you to be able to handle
these situations and equip you with proof points to differentiate and
reinforce Why Sage is the best choice for our customers and how we can
help meet their needs through our range of solutions. And what these
solutions are.
Customers invest their own precious time, savings and energy to realise their
dream. Sage is an enabler to help realise these ambitions. The right
technology combined with sound advice tailored to each unique business need
can deliver real success.
Until now we’ve always gone to market focusing on our products; Sage One,
Sage Live, Sage 50 and of course the local growth products. This approach
has served us well but lately we’ve detected some confusion with customers,
prospects and even our own sales teams; struggling to understand “which
Sage solution is right for me”! We now require a different approach.
We will continue to compete on leading edge technology, on service
excellence for our customers and by continuing to offer a suite of solutions that
meet their needs across their business and can help make their everyday lives
better.
• Businesses of all sizes are
being created, shaped and
managed using dynamic
technology software that is
evolving at pace.
• Sage is a market leader in
software technology
• We provide latest cloud and
mobile technology, built on over
30 years heritage of meeting
SMB needs
• 3M+ customers worldwide use
Sage everyday
• 45M worldwide employees are
paid by Sage payroll software
• Our solutions are designed to
meet needs across a business
both today and for the future
We operate in a dynamic software
technology marketplace
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| Sage cross-sell playbook
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Time for a rethink… the essence of this playbook is to take a different approach to selling our
products, than the one you’ve been used to today at Sage…
By positioning our brand and our full portfolio as enablers to help our customers:
grow their businesses more efficiently,
across all their functional areas,
freeing up their valuable time,
with up-to-date business insights,
better ways to manage customer relationships,
not be concerned with legislative compliance,
pay and be paid accurately and on time
Requiring a different approach to sales
We move from a
single product
push approach
To a focus on meeting
customer needs right across
their business functions be
that finance, compliance,
sales, marketing or HR
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| Sage cross-sell playbook
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Video: example of cross-selling
Play video
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THINK ABOUT THE TIMES
YOU HAVE PURCHASED
MORE THAN ONE ITEM, A
RELATED PRODUCT TO
MEET YOUR NEEDS? OR
THE SKILLS OF A GOOD
SALESPERSON
PERHAPS…!
Cross-sell is a great lever and can make a significant direct impact for:
Why cross-sell is so important
Cross-sell is the practice of selling additional products or services to a customer.
Through cross-sell we grow revenue, strengthen customer relationships & enhance the total value we provide to customers.
WE RECOGNISE THAT EVERY CUSTOMER TOUCHPOINT IS AN OPPORTUNITY TO
UNDERSTAND THEIR BUSINESS BETTER AND IS ALSO A CROSS SELL OPPORTUNITY FOR SAGE.
OUR CUSTOMERS OUR BUSINESS AND TO YOU
Ensuring their whole
business is fully
benefiting from the full
suite of business
solutions we offer.
Driving revenue growth by
increasing the number
average product holdings
that our customers use
across Sage categories.
Increasing your income
opportunities and improving
customer satisfaction
10
Part A - Section 2Turn up the dial
| Sage cross-sell playbook
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TURN UP THE DIAL
Min Max
Cross-sell, makes good
business sense
#MoreThanOne
THE ROLE YOU PLAY AT THE FRONT
END OF YOUR BUSINESS IS PIVOTAL
TO THIS SUCCESS
12
Sage has a range of
solutions to help our
business customers.
Simply ensure customers
are benefitting from more
than one Sage product.
| Sage cross-sell playbook
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Cross-sell applies regardless of NCA or CFL
Cross-sell here
“IT IS IMPORTANT THAT WE ENGAGE WITH THEM IN THE RIGHT CONVERSATION, ABOUT THE RIGHT SOLUTION AT THE RIGHT TIME”
• Customers will spend their money and buy solutions that will help them
• But they are not clear on our whole offering across the categories
• It is important that we can identify their growth or operational efficiency needs
• Also that we help customers appreciate, (based on our experience with other customers) their
likely future needs as they grow. These needs may relate to payments, people management or
business insights and automation.
Across the customer journey be they prospects exploring or an existing customer,
there are opportunities for you to cross-sell.
PROSPECTS
(new to Sage)
NEW CUSTOMERS - NCA
(1st year with Sage)
EXISTING CUSTOMERS - CFL
(with Sage 1+ years)
CROSS SELL HERE
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| Sage cross-sell playbook
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| Sage cross-sell playbook
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Cross-sell, makes good
business sense
Business owners
have to wear
many hats
“Growing my sales
pipeline by managing
customer databases &
relationships”
“Keeping control of my
finances & accounts”
“Making sure i get paid
on time”
“Managing my people
talent and productivity”
“Having timely business
insight and oversight tools”“Paying out securely &
accurately amounts to my
suppliers & employees”
“Making sure I stay
compliant with (HR, tax)
legislation requirements”
Sage = a single supplier to manage multiple functions
Sage provides business builders with:
• Simple
• Proven
• Trusted
• Accurate
• Innovative
• Easy to use
• Future proofed
Solutions that support growth across all functional areas of a business
Sales &
customer
relationship
management
Business
control, insights
& management
Accounting &
finance
HR & Payroll
Making
payments &
getting paid
Drive your cross-sell success
Trusted by more than 3m businesses worldwide
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| Sage cross-sell playbook
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“I need smart future proofed technology”
“A business partner that can advise and
help me grow to my potential”
“I want to grow my business confidently, be
entrepreneurial and not be bogged down in
process”
“I need to have total control over my business”
“I value credible advice and support based on
experience with businesses like mine”
“I don’t want to have to keep changing technology
platforms or have multiple suppliers”
“I want to have total control over my
business”
“I want reliable data insights at my fingertip,
wherever I may be”
“I need confidence in the resilience, security and
robustness of technology platforms ”
“We have data all over the place, our processes
are not aligned – am I even compliant?”
“I’m concerned about business resilience – we are key
man dependent and do not manage key risks effectively””
“Paying suppliers & staff on time as well as my taxes.
Having the right technology solutions with support”
Typical customer needs…
“I WISH TO WORK
WITH A PARTNER
THAT CARES ABOUT
MY SUCCESS”
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Scale – we evolve with your
business – as you grow, we grow
with you
Business advice from the
champion of SMB’s
Smart technology across all business
functions
End-to-end business management,
not just Finance
Total business solution with our suite of
products and services that’s best suited
for your business needs
One Sage support with expertise
across all categories and products
Choice of technology – cloud, mobile,
desktop, hybrid
World-class Partner ecosystem with
unique channel expertise whose mission
is to help you succeed
Confidence in the data, technology &
staying compliant
Increased efficiencies & speed
Action orientated business insights
from a single data source
As your business evolves, we
help you choose the right
technology for your business
with the support and advice that
you need to ensure you
succeed
Ease of use, navigation &
functionality
A trusted single supplier for
all your software needs
…How do Sage solutions help our customers
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| Sage cross-sell playbook
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By Save time and reduce risk by leveraging one single trusted existing provider instead of
multiple vendors, and by using solutions which are already familiar as well as guaranteed
to be compliant
Build their business confidently, with the right choice of solutions to fit their business
needs throughout their life cycle
Improve their decisions and operate at pace with one view of their entire business so
they can achieve their greatest potential
Optimise their Sage investment across all their business functions based on the breadth
and depth of solutions we offer
Grow their business resilience with solid, reliable secure data
IT’S EASIER TO DO BUSINESS WITH
ONE RELIABLE TECHNOLOGY
PROVIDER THAN MULTIPLE
DIFFERENT VENDORS.
How cross-selling multiple solutions
helps customers
17
Part A - Section 3Know our customers
SEE PART B OF TOOLKIT
Practical tools that are reference in this
section:
• Segment factsheet
• Personas
• Discovery – questioning framework
| Sage cross-sell playbook
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| Sage cross-sell playbook
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• Entrepreneur, Sole
trader, New business
• Physical or online
presence (ecomm)
• Costs and time
pressures + sales to
grow
• 15m+ businesses /
45m+ employees in
countries we operate in
• Small to medium size
business (SMB)
• Managing growth and
operational efficiency
• 200m+ employees in
this space
• Need to produce pay
advices, payroll output
and remittances to the
Federal government
• Large sized business,
corporate entity, multi
site.
• Focused on profitability,
staff and efficiency
• 10M+ revenue by
business
• Operates in general
manufacturing (30%),
process manufacturing
(20%), wholesale &
international trade (40%)
and business services
(10%)
Our customer segments
START UP SCALE UP ENTERPRISE
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Irrespective of size or segment…..ALL BUSINESSES HAVE THE SAME FOCUS
GROWTH PROFITABILITYOPERATIONAL
EFFICIENCY
To make a success of
their business and build
a pipeline of customers.
Growth through
managing sales,
innovation & service.
To be in existence a
business needs to make
money. Managing costs,
invoices, payments,
salaries, taxes and
revenues is paramount.
Running and managing
a business incurs costs
and consumes time.
The more automated &
systemised the
operations the more
cost efficiently it can be
run.
CONSIDER THE SAGE CATEGORY SOLUTIONS BY WHICH YOU CAN ADD VALUE
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Supporting tools
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Segment factsheets Customer type personas Discovery – questioning framework
| Sage cross-sell playbook
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Video: Google analytics
Play video
22
Part A - Section 4The whole is greater than the parts
SEE PART B OF TOOLKIT
Practical tools that are referenced in this
section:
• Category factsheet
• Product factsheet
• Cross-sell natural opportunity
| Sage cross-sell playbook
For internal use onlyFor internal use only
You are Sage, you are not a product
WE ARE ONE SAGE, SPEAKING WITH ONE
BUSINESS ABOUT A PORTFOLIO OF SOLUTIONS,
TO MEET THEIR BUSINESS NEEDS
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We have over 3 million customers
worldwide, many of them since they
started their business on day 1 - We
believe in customers for life. From the
day you first start trading to when you
are ready for global exporting, we are
there with the technology and advice
you need to run and grow your
business.
Partner for life - With Sage, you can
be confident that you have a
technology partner for life, that you are
working with a technology provider
that can offer scalable solutions as
your business grows, and that you are
maximising the investment you first
made in Sage as your business needs
evolve.
Avoid the hassle and time of having to deal with multiple vendors, trust Sage to help you grow
and achieve your business ambitions. We will help you choose the right technologies for your
business, we’ll work with you to build our partnership for success.
SINGLE BUSINESS
VIEW
CONFIDENCE IN
DATA
EASIER TO
MANAGE
A PARTNER FOR
GROWTH
INCREASED
RESILIENCE
FUTURE PROOFED
TECHNOLOGY
SCALABLE
SOLUTIONS
ENHANCED USER
EXPERIENCE
Visibility & insight - we join up all
your business functions so you have
the visibility and insight you need to
run your business effectively and
make business decisions with
absolute confidence.
Future proofed - We offer the world’s
smartest technology, designed to work
throughout your business and evolve
with you as your needs change. By
establishing control over the things you
need to succeed now and in the future –
business insight, accurate and
consistent data, a holistic view of your
business - we help you maximise your
full business potential.
Minimise risk - avoid the time, risk and
hassle of having to deal with multiple
vendors, and trust Sage to help you
grow and achieve your business
ambitions. As your business grows and
your needs evolve, we will help you
choose the right technology for your
business with the support and advice to
ensure you succeed.
Grow with a trusted single technology
partner for life
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“The functional areas of my
business that I need to
manage efficiently as I
grow..”
Manage my accounts & finances simply
Control of my business
operations with reliable MI
My people - HR & payroll
Growing sales & better
customer relationship
Making secure payments
& get paid on time
Business
Management
Solutions
Payments
Accounting &
Finance
People &
Payroll
Integrated
CRM
“Help me meet my business
needs”
“Connect my needs to your
solutions – not just sell me
products!”
Solution components (‘Sage categories’)
CUSTOMER CONCERNS
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Category factsheets
Product factsheets
Cross-sell opportunity mapping
Supporting tools
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Part A - Section 5Why Sage
SEE PART B OF TOOLKIT
Practical tools that are referenced in this
section:
• Why Sage
• Competitive battlecard
• Objection handling
| Sage cross-sell playbook
For internal use only
• Trusted partner - 30 years heritage
championing 3 million+ businesses
• Revolutionise Business - Winning
industry awards for Innovation
• Award winning service with
customer service coverage across all
your products
• Global company with local
experience and expertise
• Scalable to support you throughout
your business lifecycle
• Passionate about entrepreneurs
and business builders - with
expert advice from the champion of
SMBs
• 32% of European customers
already benefit from more than one
Sage product
• Unique offering -Breadth of
channel choice and expertise
across your business functions
and technology preference
• Rich ecosystem of solutions,
partners, ISVs, accountants and
customers
• Total solution – Complementary
and compatible products &
services
• Trust
• Service
• Expertise
Why Sage
RE-IMAGINING BUSINESSWe give businesses around the word the information, insight and tools they need to succeed
today. We energise their success through the use of smart technology and imagination of our
people
• Future proof
• Reliable
• Confident
• Choice
• Control
• Resilient
• Proven
• Compliant
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| Sage cross-sell playbook
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| Sage cross-sell playbook
For internal use only
We support our customers
with the tools they need to
get their job done quickly
and efficiently.
For this, they need to be in
control, and avoid the hassle
of having multiple vendors.
They can focus in the right
area from anywhere and in
real time from the basics to
big tickets.
Millions of businesses
around the world trust us to
help turn their dream
business ideas into reality.
Building a platform for the
future gives confidence to
our customers that they can
maximise their business
potential and grow their
business at pace.
Increase business resilience
by reducing dependency on
third party suppliers and
creating a single view of the
business.
Having your team using the
same technology with a
holistic view of the business
gives them confidence to
make better decisions based
on accurate data.
For consolidated expertise
you need a reliable
technology provider who
will support you as your
business evolves.
We support our customers
with smart technology and
credible advice about
running and growing a
business from our experts.
Minimise business risk by
maintaining one strong
relationship with the
vendor and being fully
compliant in all the areas.
Having multiple products
with one vendor ensures
that the learning curve is
reduced as an established
confidence already exist.
Get the
job done
Support
growth
Business
resilience
Consolidated
expertiseRisk
management
It makes total sense to grow with Sage
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Supporting tools
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Competitor battlecard Objection handling / FAQ
Part A - Section 6Make it happen
SEE PART B OF TOOLKIT
Practical tools that are referenced in this
section:
• Case example cross-sell
• Lead routing
| Sage cross-sell playbook
For internal use only
SITUATIONA busy hairdresser receives an outbound call and is hesitant to spend her time ‘being sold to’.
The agent senses this and counters by stating this is the third call today, where he has
spoken to a hairdresser! - adding a human element by saying he wished he could have this
conversation face to face as he needs a haircut himself and has not been able to book an
appointment.
He then asks the customer if she has a booking system including online bookings. This
intrigues the customer and she begins to engage in the conversation about her business
challenges and plans.
OBJECTIVE & ACTION TAKENIn order to understand the customers challenges & identify opportunities to provide solutions
that could help the customer, the agent puts himself in the customers shoes and uses his
discovery skills to ask consultative business questions akin to a trusted advisor:
• Do you sell beauty / hair related products e.g. hair gel, as well as cutting hair ?
• Do you sell products online, have a website or planning to sell online ?
• Do you have more than one store or have plans to expand ?
• How do you encourage repeat bookings
• Do you offer promotions to cross-sell
• Do you use freelance / agency staff that you need to pay ?
• Do you accept card / online payments and also need to pay suppliers ?
RESULTS & IMPACTArmed with facts & insights and a business owner keen to understand how we can help – the agent
is able to position a full suite of solutions from Sage that can help the hairdresser. From payments,
payroll to software that will help her manage her single and future stores more efficiently and keep
her in control. He follows up by gaining a COMMITMENT for an appointment to discuss Sage
solutions.
• Online & face to face payments In & payments Out
• Accounts management
• Business management
• Customer management
Cross-sell in practice - case example
The agent is able to make a CONNECTION with the
customer, build rapport by talking about her business and
starts to PROBE.
By asking relevant questions , the agent is able to
CONSULT & solicit insight to determine Sage solutions
that can help the hairdresser positively
Business type: Hairdresser
Segments: Start-up / Scale up
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| Sage cross-sell playbook
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We recognise that our Sales Agents may not have
detailed knowledge of all the solutions that Sage can
provide.
By understanding the ‘categories’& functional areas of a
business in which we can help customers and by
identifying there is an opportunity to cross-sell.
It is important that you
1. Understand where to pass the lead to
2. Update the call records
CUSTOMER SERVICE RULE # 1If you cannot serve the customer with the
required information yourself ….
…. ALWAYS PASS THE CALL ON TO A
COLLEAGUE WHO CAN HELP.
Refer to your ‘lead routing’ briefing
What to do with a ‘hot lead’…
Fascinating fact:
It costs 5 times as much to attract a new customer than
retain an existing one.
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| Sage cross-sell playbook
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You have just had a
conversation with a
prospect or customer, as a
representative of Sage.
The next time the customer
speaks with Sage (whether
they call us or we contact
them), it is more than likely
the customer will recall the
previous contact with us.
Do please update the
customer records / database
with a summary of YOUR last
call with the customer and the
outcome and any follow up
steps / opportunities.
The importance of contact notes
CONVERSATION FOLLOW UP UPDATE
RECORDS
This will ensure we serve our customers the best we can and how they expect us to act.
#customerfirst
35
Part A - Section 7Commit to cross-sell
SEE PART B OF TOOLKIT
Practical tools that are referenced in this
section:
• Your personal commitment plan
| Sage cross-sell playbook
For internal use only
Name: _________________________________
Team: _________________________________
Managers name: _________________________________
Business need category Solution 1 customer has taken from me Additional solutions the customer has purchased Manager to update:
Customer reference & date
Managing accounting & finance • A
• B
• C
• D
• A
• B
• C
• D
Accepting or making payments • A
• B
• C
• D
• A
• B
• C
• D
Managing people and payroll • A
• B
• C
• D
• A
• B
• C
• D
Managing overall business (control) • A
• B
• C
• D
• A
• B
• C
• D
Managing customer relationships • A
• B
• C
• D
• A
• B
• C
• D
“I RECOGNISE THAT EACH CUSTOMER CONTACT IS AN OPPORTUNITY TO HELP OUR
CUSTOMERS. I WILL ENSURE THEY ARE AWARE OF AND HELP THEM BENEFIT FROM THE
FULL RANGE OF SOLUTIONS THAT SAGE OFFERS TO HELP THEIR BUSINESS”.
To be included in FY17 personal objectives
My personal commitment to cross-sell
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Strengthening your cross-sell successWe close this playbook on the very points with which we
started.
We hope it has helped you:
• better understand why and how to cross-sell
• with some tools to manage your cross-sell success
• understand our customer segments & profiles better
• Understand customer needs, challenges and the role we play
• know our categories and how they align with business functions
• see the portfolio of products and solutions within the context of ‘the whole
and not just a single product’ and how they can help a customer
Remember, all customers regardless of size are seeking help to grow, be
more profitable and operate more efficiently.
Sage is a market leader and YOU have a tremendous opportunity to position
our portfolio to help our customers be better Business Builders, whilst
achieving continued success for yourself in the process.
We wish you every success with cross-selling.
#morethanone, #customerfirst, #turnupthedial
BUILD YOUR
CROSS-SELL
MUSCLE
STRENGTH
THROUGH
REPETITIONThe only way to retain this
knowledge is to put the materials in
this playbook into practice.
No time like the present.
Start today.
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| Sage cross-sell playbook
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Help & support resources
TOOLKIT:
• Factsheets: Segment, Categories, Product level
• Helping you cross-sell – linked solutions
• Discovery tool – questioning framework
• Competitor battlecard
• Hairdresser example
• Objection handling competitor AND customer
• Lead routing
• Use case
• Personal commitment & tracking
• Support resources & more information links
For more information on cross-sell or any aspect of this
Playbook, please contact:
Asif Chaudhry, London.
Share your success stories & ideas on our Chatter Group:
“Cross-sell success”
39
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NOTES
40
Part B
Your cross-sell toolkit
Please also refer to Part A which details why cross-sell matters so much
| Sage cross-sell playbook
For internal use only
Part B – Your cross-sell toolkit
Contents
ITEM TOOL PAGE
1 Personal commitment plan 43
2 Contact details South Africa 44
3 Cross selling in practice (hairdresser example) 45
4 Category level factsheets 46
5 Product level factsheets 53
6 Path to cross-sell success (portfolio menu cards) 104
7 Typical personas 106
8 Battle app & Battlecard 108
9 Objection handling 113
10 Discovery questioning framework 116
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| Sage cross-sell playbook
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Name: _________________________________
Team: _________________________________
Managers name: _________________________________
Business need category Solution 1 customer has taken from me Additional solutions the customer has purchased Manager to update:
Customer reference & date
Managing accounting & finance • A
• B
• C
• D
• A
• B
• C
• D
Accepting or making payments • A
• B
• C
• D
• A
• B
• C
• D
Managing people and payroll • A
• B
• C
• D
• A
• B
• C
• D
Managing overall business (control) • A
• B
• C
• D
• A
• B
• C
• D
Managing customer relationships • A
• B
• C
• D
• A
• B
• C
• D
“I RECOGNISE THAT EACH CUSTOMER CONTACT IS AN OPPORTUNITY TO HELP OUR
CUSTOMERS. I WILL ENSURE THEY ARE AWARE OF AND HELP THEM BENEFIT FROM THE
FULL RANGE OF SOLUTIONS THAT SAGE OFFERS TO HELP THEIR BUSINESS”.
To be included in FY17 personal objectives
My personal commitment to cross-sell
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For internal use only
CONTACT DETAILS:SSB
Sage One Payroll & Accounting
Email: [email protected]
Email: [email protected]
Sage Pastel Xpress Advantage
Telephone: 011 304 3650
Email: [email protected]
Sage Pastel Partner Advantage
Telephone: 011 304 3650
Email: [email protected]
Sage Evolution Standard
Telephone: 0861 EVOLUTION
Email: [email protected]
Sage Pastel Partner Payroll Advantage
Telephone: 0861 55 44 33
Email: [email protected]
Scale up
Sage VIP Classic & Premier
Telephone: 0861 55 44 33
Email: [email protected]
Sage Evolution
Telephone: 0861 EVOLUTION
Email: [email protected]
Sage CRM
Telephone: 011 304 2000
Email: [email protected]
Sage 300 People
Telephone: 0861 55 44 33
Email: [email protected]
Sage 300
Telephone: 011 304 2000
Email: [email protected]
Enterprise
Sage X3
Telephone: 011 304 2000
Email: [email protected]
Sage X3 People
Telephone: 012 420 7189
Email: [email protected]
Other
Sage Pay
Telephone: 0861 338 338
Email: [email protected]
Sage Intelligence
Telephone: 031 537 7244
Email: [email protected]
Email: [email protected]
44
Contact Details – South Africa
Sage SkillsMap
Telephone: 012 420 7200
Email: [email protected]
Sage Online Tools
Telephone: 087 943 2606
| Sage cross-sell playbook
For internal use only
SITUATIONA busy hairdresser receives an outbound call and is hesitant to spend her time ‘being sold to’.
The agent senses this and counters by stating this is the third call today, where he has
spoken to a hairdresser! - adding a human element by saying he wished he could have this
conversation face to face as he needs a haircut himself and has not been able to book an
appointment.
He then asks the customer if she has a booking system including online bookings. This
intrigues the customer and she begins to engage in the conversation about her business
challenges and plans.
OBJECTIVE & ACTION TAKENIn order to understand the customers challenges & identify opportunities to provide solutions
that could help the customer, the agent puts himself in the customers shoes and uses his
discovery skills to ask consultative business questions akin to a trusted advisor:
• Do you sell beauty / hair related products e.g. hair gel, as well as cutting hair ?
• Do you sell products online, have a website or planning to sell online ?
• Do you have more than one store or have plans to expand ?
• How do you encourage repeat bookings
• Do you offer promotions to cross-sell
• Do you use freelance / agency staff that you need to pay ?
• Do you accept card / online payments and also need to pay suppliers ?
RESULTS & IMPACTArmed with facts & insights and a business owner keen to understand how we can help – the agent
is able to position a full suite of solutions from Sage that can help the hairdresser. From payments,
payroll to software that will help her manage her single and future stores more efficiently and keep
her in control. He follows up by gaining a COMMITMENT for an appointment to discuss Sage
solutions.
• Online & face to face payments In & payments Out
• Accounts management
• Business management
• Customer management
Cross-sell in practice - case example
The agent is able to make a CONNECTION with the
customer, build rapport by talking about her business and
starts to PROBE.
By asking relevant questions , the agent is able to
CONSULT & solicit insight to determine Sage solutions
that can help the hairdresser positively
Business type: Hairdresser
Segments: Start-up / Scale up
45
Segment Overviews
| Sage cross-sell playbook
For internal use only
47
Category outline:
The accounting category helps start ups and small businesses to better manage their
finances – both in the office and when they are on the move. At Sage, we understand
that no two businesses are alike. Their goals, ambition, people, and leadership define
them. We celebrate these differences and understand that the technology needs of
each business is different.
Our broad range of solutions means we are able to satisfy the differing needs of our client
base, from helping them to manage inventory, deal with cross-border trade, or integrate
their finances with Salesforce. Sage has spent more than 30 years at the sharp end of
accounting, and today we provide over 3 million growing and ambitious businesses, with
accessible, intelligent accounting systems and tireless support – helping them to simplify
their business finances and achieve their goals.
Accounting category, related products & solutions by segment
START UP Sage One / Sage Pastel Xpress Advantage / Sage Pastel Partner Advantage / Sage Intelligence
SCALE UPSage Evolution / Sage 300 / Sage Intelligence
ENTERPRISESage X3
For more information about this category go to:
https://www.sage.com/za/products/accounting-software
ACCOUNTINGCategory summary
How this category helps our customers:
Our accounting category solutions help our customers to:
- track cashflow, using real time, anywhere technology
- create invoices
- manage tax returns
- manage the books, invoices and payments
- automate orders and manage inventory within one solution
- create a single consolidated view across all trading locations
- manage multiple currencies, financial consolidation
- automate key processes
- increase accuracy of reporting, and freeing the business from red tape
- stay compliant with legislation
Fact sheet series: Accounting category
| Sage cross-sell playbook
For internal use only
48
Category outline:
Accountants and bookkeepers are experiencing such seismic changes in
their industry. Cloud technology is transforming the role from one of
managing the books, to financial and business advisor.
To remain competitive, and meet the needs of their clients, accountants
and bookkeeps must change. Sage helps accountants to reach their
aspirations – whether that’s to grow their practice, add new services,
provide better customer service or be more efficient.
Sage lets accountants stay firmly in control as their practices adapt to the
new era.
Accountant category, related products & solutions by segment
ACCOUNTANT
Sage One Accounting Accountants Edition
Sage Pastel Accountants Forum
Sage Pastel Bookkeepers Forum
For more information about this category go to:
https://www.sage.com/za/products/accountants-and-bookkeepers
ACCOUNTANTCategory summary
How this category helps our customers:
Our accounting category solutions help our customers to:
- offer their customers the very latest technology
- attract new customers to their practice
- free up time to focus on offering new services
- provide even better customer service
- better manage their practice - from time management to billing and
everything in between
- provide the best support for customers
- be a part of something bigger – a network of accountants, all under the
partner program where they’ll receive additional support to succeed with
Sage
Fact sheet series: Accountant category
| Sage cross-sell playbook
For internal use only
49
People & Payroll category, related products & solutions by segment
START UP Sage One Payroll / Sage Pastel Partner Payroll Advantage / Sage Intelligence / SkillsMap
SCALE UP Sage VIP Classic Payroll & HR / Sage VIP Premier Payroll & HRM / Sage 300 People / Sage Intelligence / SkillsMap
ENTERPRISESage X3 People / Sage Intelligence / SkillsMap
PEOPLE & PAYROLLCategory summary
Fact sheet series: People & payroll category
For more information about this category go to:
https://www.sage.com/za/products/hr-and-payroll-software
Category outline:
This category is about helping HR and Payroll people rise to their challenges not
just about selling them software. Having people engaged and effective is a key to
growth & productivity and Sage is able to support managing people & payroll.
Our solutions can help business owners, HR, Payroll and Finance teams move
away from manual, towards automated, self-service processes, enabling accurate
and up to date insight to improve employee productivity.
Providing the to analyse and interrogate employee data to spot and explain trends
and to predict and model different business scenarios and outcomes –in real time
and on demand
A modern, people-focused HR system provides the tools to enable this, freeing the
HR team to provide a more strategic, impactful service to the business.
How this category helps our customers:
Our People & Payroll category solutions help our customers:
- be informed on industry news & trends + solutions software capabilities
- nurture, grow, retain and hire people, saving time and improving performance
- manage the workforce
- improve HR productivity with automation and integration tools
- gain better workforce visibility - make informed decisions about total workforce
- manage performance including appraisals and talent management
- stay compliant with HR regulation
- digitise payroll to eliminate errors, improve security & accuracy & save time
- access business insights around payroll, workforce performance and more
| Sage cross-sell playbook
For internal use only
50
Category outline:
Sage business management solutions are ERP for the modern business, designed to
adapt to your changing needs.
Sage business management products cover scale-up and enterprise cloud business
management solutions; integrating all of the core business process you need—from
procurement to manufacturing, warehousing, sales, customer service, accounting and
financials. Combined with versatile deployment (private cloud, partner-hosted, cloud,
and cloud enabled) and purchasing options, Sage covers full ERP functionality without
ERP complexity.
In short, Sage business management solutions make it easier to run your business
faster by reducing complexities and increasing usability
Business management solution category, products & solutions by segment
START UP N/A
SCALE UP Sage Evolution / Sage 300 / Sage Intelligence
ENTERPRISE
Sage X3 / Sage Intelligence
For more information about this category go to:
https://www.sage.com/za/products/business-management-solutions
Business Management SolutionsCategory summary
How this category helps our customers:
Our Sage BMS category solutions help scale-up and enterprise customers to:
• Serve customers better: increase employee responsiveness and accelerate
issue resolution with faster, simpler access to information.
• Leverage ready-to-use industry best practices
• Adapt to change and easily scale operations, wherever your business takes
you
• Get instant insight when you need it: self-service, mobile access to data
• Share a common, integrated view of the business: 360 view of operations. • Simplify reporting, increase adoption by users, simplify IT management
• Run your entire business faster (accelerate core business processes, end to
end).
• Stay lean / Reduce overhead costs
Fact sheets series: BMS category
| Sage cross-sell playbook
For internal use only
51
Category outline:
Positioning Theme: ”Drive your Business growth” - The target market is both existing and new BMS customers
across all industries. The market opportunity exists for both cross-sell (as integrated Sage CRM) and upsell (as
integrated Sales, Marketing, Service BMS modules) to existing Sage customers and to new Sage customers.
Sales messages1. Our solutions bring together business, finance and customer information for a complete view of your
business performance across front and back office.
2. With reliable sales information available at a glance, you can be assured you are acting on the right
information at all times.
3. Data you can trust and the visibility you need to make crucial decisions that have a big impact on your
business.
4. Be confident that your customers are getting the answers they need when they need them.
5. With better insight, you know where your business stands and have the visibility to make the right decisions
and grow their business.
6. With the right processes in place across your sales, marketing and/or service departments, you can be
confident they can scale their business effectively as they grow.
7. Leverage your existing Sage BMS investment across your business, for increased ROI, and a lower TCO
than disparate, multi-vendor systems, saving you time and money.
Accept or make payments products & solutions by segment
SCALE UP onlySage CRM / Sage Intelligence
1. Sage integrated CRMCategory summary
How this category helps our customers:
Sage Integrated CRM solution connects directly with Sage Accounting solutions It provides full
visibility to business owners and managers of their business by connecting their front office with their
back office.
Sage Integrated CRM is highly adaptable with its modular solution and its unique CRM modules for
Marketing, Sales and Customer service
By connecting Sage CRM with Accounting, Sage customers are empowered to grow their business
as they
1. Enable their teams to provide superior customer service & increase customer satisfaction by up
to 25%
2. Empower their business to sell more efficiently and market more effectively with efficiency gains
of 60% and plus
3. Drive productivity by automating day-to-day business processes so they spend less time on
administrative tasks leading to a productivity uplift of >40%
4. Bridge information gaps between departments with enhanced visibility impacting the bottom line
positively with Sage customers stating incremental revenue growth of 60%
For more information about this product go to:
https://www.sage.com/za/products/crm-customer-relationship-
management
Fact sheet series: Integrated CRM
| Sage cross-sell playbook
For internal use only
52
Category outline:
The payments category covers the management of payments in & out solutions for businesses.
We are a payments provider built around small businesses.
Payments has product lines which enable our customers to accept credit cards, debit cards and
other means of payment from their customers so they get paid quickly and securely for their
sales:
Sage Pay Solutions
• Sage Pay Salary & Supplier Payments
• Sage Pay Risk Reports
• Sage Pay Now
• Sage Pay Debit Order Collections
Accept or make payments products & solutions by segment
START UP Sage Pay
SCALE UPSage Pay
ENTERPRISE
Sage Pay
For more information about this category go to:
https://www.sage.com/za/products/payments
1. PaymentsCategory summary
How this category helps our customers:
• Whether it’s receiving payments online via our Gateway or Invoice, Sage has it
covered.
• Sage Payment solutions also plug into Sage Accounts & Payroll software so that
customers can grow with us. Sage helps businesses pay, get paid and manage the
movement of money with the support of innovative payments technology.
• Payments is a key enabler for businesses to be able to run and sell their goods /
services!
• Payments lets customers accept a wide range of payments, including via Instant
EFT, Bank EFT, credit card, cash payments, and Masterpass™
• Get paid quickly and securely
Fact sheet series: Payments category
Enterprise
| Sage cross-sell playbook
For internal use onlyFor internal use only
Sage X3
54
| Sage cross-sell playbook
For internal use only
55
Solution positioning
Sage X3 is changing how midsize enterprises compete and grow,
by delivering faster, simpler and flexible business management,
at a fraction of the cost and complexity of typical enterprise ERP
systems. From procurement to warehousing, production, sales,
customer service and financial management, it introduces a better
way to manage the entire business, on a global scale.
Segment Relevant
Start up NO
Scale up NO
Enterprise YES
Key benefits Supporting features
A solution to accelerate
the entire supply chain
The integrated management of financial, purchasing, inventory, marketing, sales, and customer
service processes.
A solution for more
flexible manufacturing
processes and capacity
The flexible management of production processes (ATO, MTO, CTO, MTS) from planning and
scheduling to quality control, incl. extensive traceability from the procurement of material &
ingredients to shipping the final goods
A faster way to manage
distributed and global
operations
The management of multi-site, inter-company financial and operational flows, the management
of international transactions, consolidation of foreign operations, financial reporting and global
compliance, with one cohesive system.
Faster insight and
flexible data management
The consistent monitoring of performance and costs across the entire business, and powerful
analytics in real time.
A simpler Cloud and
mobile solution
The full access to the solution as service in the Cloud and on mobile devices, for easier
collaboration across the business, and simpler IT management
Flexible support of
industry processes
Flexible customization of business processes and workflows, and integration with vertical ISV
applications
Faster payback Affordable deployment, quick productivity gains and proven cost savings
Top complementary products integrating with Sage X3
Product Description License
Sage Intelligence Financial reporting Sage
Sage Enterprise
IntelligenceBusiness Intelligence OEM
Sage E-commerce E-commerce OEM
Sage Data
Management &
Analytics
Data warehousing, multi-
source modelling and
analytics
OEM
Sage Inventory
AdvisorInventory forecasting OEM
Sage Geode WMS Sage
Sage People People management OEM
For more about Sage X3 and complementary products:
www.sagex3.com (public) or on SharePoint (internal):
https://sage365.sharepoint.com/sites/global/x3/gpd/pmm/
Supply chain
management
Production
management
Financial
management
Cloud
and mobile
Sage X3
Product fact sheet: Sage X3
| Sage cross-sell playbook
For internal use only
56
Sage X3 sales messages: articulating the value proposition
❶ Resonate
To compete in the Fast Economy we live in,
you must:
• Accelerate your supply chain, and gain
flexible production capacity to adapt to
changing market demand quickly.
• Gain faster insight into business data from a
growing number of data sources &
connected devices (Internet of things, social
customer profiles, etc.).
• Recover agility, responsiveness and reduce
overhead costs.
❷ Differentiate
Companies adopting Sage X3 can achieve:
• Faster process cycle time, faster inventory
turns, faster customer response time, and
faster insight into costs and performance
• Simpler access to data, simpler workflows
and collaboration across the business, and
simpler IT management
• Flexible capacity, flexible changes in
business processes, flexible technology
deployment and management, without
additional resources.
❸ Substantiate
Business outcomes you can expect:
• 177% ROI and 5-months payback1
• 35% incremental growth from real-time
integration and simpler access to
information, and more effective use of
business data2
• 73% increased productivity and
16% reduction in administrative costs3
(1) Total Economic Impact of Sage X3 – Forrester
(2) Impact of data effectiveness at midsize companies,
IDG Global commissioned by Sage (3) Aberdeen Group
research following best-in-class ERP implementations
Key competitive differentiators Particularly relevant vs.
Superior functionality
and scope
Sage X3 includes financial management (budgets & accounting, fixed assets, reporting & BI), supply chain
management (purchasing, inventory, sales, customer service) and production management (BOM planning, shop
floor control, quality control)
Intacct, Accumatica,
MS Dynamics GP, and SMB
accounting packages
Superior support of
global operations
Sage X3 employs flexible data model (multi-legislation, multi-currency, multi-site, multi-company, multi-ledger,
multi-journal, inter-company transaction management, multi-level budget structure/dimensions) enabling the
management of distributed and global operations
NetSuite, MS Dynamics NAV, Infor,
Epicor, and SMB accounting
packages
Superior flexibility,
scalability &
customization
Sage X3 offers extensive customization capabilities (configuration, workflow and UI personalization, data model,
mods and development tools) and deployment options to adapt to changing requirements and strategies. Scales
up to several hundreds of concurrent users.
NetSuite
Superior time to value Sage X3 offers a unique balance of powerful functionality in a package that its simple to deploy, to use and to
manage, delivering superior ROI and shorter payback than typical enterprise solutions.
SAP, Oracle,
MS Dynamics AX, NetSuite
For more about Sage
X3 and
complementary
products:
www.sagex3.com
(public) or on
SharePoint (internal):
https://sage365.share
point.com/sites/global/
x3/gpd/pmm/
Product fact sheet: Sage X3
| Sage cross-sell playbook
For internal use onlyFor internal use only
Sage X3 People
57
| Sage cross-sell playbook
For internal use only
58
Solution positioningSage X3 People supports Enterprise companies in achieving more efficiency and control over the cost of their workforce with a powerful, simple and flexible
human resource management software. Accessible online and on mobile devices, Sage X3 People together with Sage X3 helps your organization have
more accurate and exhaustive data, over different business units and locations.
Sage X3 People is the cost-effective integrated payroll solution of choice for Sage X3 customers but can as well be deployed as a flexible, standalone Core
HR management software with self-service capabilities for midsized businesses in the manufacturing, distribution, services and healthcare industries.
Segment Relevant
Start up NO
Scale up NO
Enterprise YES
Key benefits Supporting features
Efficiency and cost
control
Empower your managers to improve business performance with unified HR and financial
data, forecasting present and future costs whilst streamlining operations with automated
workflows.
Gain compliance and
visibility
Ensure compliance and provide real-time, secure HR data for your internal and external
stakeholders, with document management, dashboards and self-service intelligence and
reporting tools.
Engage your employees Ensure higher employee retention and engagement with self-service HR services, and
manage employee development with faster and simpler access to skills and performance
information.
Serve your mobile
workforce
Go where your business takes you, with anytime access to HR services and key performance
indicators through mobile access on any device and mobile apps.
For more about Sage X3 People and complementary
products:
www.sagex3.com (public) or on SharePoint (internal):
https://sage365.sharepoint.com/sites/global/x3/gpd/pmm/
Product fact sheet: Sage X3 People
Sage X3Sage Pay (coming soon)
Sage Skills MapSage People (coming soon)
What are the natural fit products which integrate with
Sage X3 People
| Sage cross-sell playbook
For internal use only
59
Product fact sheet: Sage X3 People
Sage X3 People empowers HR managers in achieving more efficiency and
control over the cost of your workforce by automating processes such as
payroll, hiring, onboarding and retaining talents. They have access to a global
and accurate view of the HR budget at anytime and in real time. With Sage X3
People, will accurately estimate workforce costs and performance which
enables personnel decisions based on actual data.
Sage X3 People is localized for South Africa, France, Portugal and other African
countries. Sage X3 People can also interface to other local payroll solutions.
Sage X3 People value proposition
Why this is better than a competitors’ solution
Web-based, multi-browser, platform and device independent No other competitor in our market provides this functionality.
The framework allows for easy system customization as well as API’s and
Web services.
Unique in the Sage product stack for Africa.
User defined and customisable process flows and dashboards functionality
with drilldown options
No other competitor in our market provides this functionality.
Customisable notification and workflow management as part of the
framework (Any Payroll or HR transaction / report can be work flowed)
But a very powerful solution that beats smaller competitors
Speed
Faster process cycle
time
Flexible HR capacity
Faster Legislative role
out
Faster customer
response time
Insight
Simpler access to
data
Faster insight into
costs and
performance
Mining new data
sources
Cost
Faster payback on
investments (ROI)
Simpler IT
management
Flexible technology &
infrastructure
Segment Relevant
Start up NO
Scale up NO
Enterprise YES
Scale-Up
| Sage cross-sell playbook
For internal use onlyFor internal use only
Sage 300 People
61
| Sage cross-sell playbook
For internal use only
Summary overview - How Sage 300 People helps a customer:
Sage 300 People is an integrated HR & payroll system to increase productivity, drive growth and empower your people.
The system offers you an agile, cost-effective, innovative solution with world-class capabilities such as Employee Self Service
Large businesses across Africa with some of the biggest being multi national companies with an employee counts of over 47000 trust the stability and
security the Sage 300 People solution offers. Expansion into Asia assists with the need customers have for this innovative solution across countries.
Personal administration, payroll management and employee self service create a powerful solution for customers with an abundance extra modules to cater
for any size and complexity.
For more information about this product go to:
www. https://www.sage.com/za/products/hr-and-payroll-
software/sage-300-people |
What it offers and the benefits
Features Benefits
Security, stability and
improved processes
Sage 300 People not only gives you airtight security and rock-solid stability, it provides you with
impressive improvements in processing through constant innovation. And the design
complements existing Business Management Solutions (BMS) applications and builds on the
strength of SQL as a unified platform.
Online real-time design Online, real-time design makes your processing easy to monitor, cutting down on errors and
reducing risk. And its combination with a period-driven system is unprecedented in the industry
Smart design for
efficient implementation
The pioneering design ensures complete implementation in a fraction of the time it takes to install
other systems of this caliber.
Improve productivity
through integration
Prevent the waste of resources that results from disparate or poorly integrated systems; reduce
costs and improve productivity through a solution that provides all the tools you need to drive HR
and payroll in one integrated, state-of-the-art system.
Universal calculation
engine
You can use this in any design area - from calculating medical aid deductions and printing
detailed reports to generating complex job-costing calculations. This functionality is just one
example of Sage 300 People’s ability to give you cohesive, comprehensive and configurable
solutions that break legacy configurations.
What are the natural fit products which integrate with
Sage 300 People
Sage Evolution
Sage 300Sage Pay
Sage SkillsMap
Segment Relevant
Start up No
Scale up Yes
Enterprise No
Product fact sheet: Sage 300 People
Sage 300 PeopleProduct summary
| Sage cross-sell playbook
For internal use only
Market positioning / sales messages about the product
Sage 300 People is targeted at customers with mature business requirements across all industries. These customers tend to make their purchase decision
based on business needs rather than number of employees. In-depth invoicing, cashflow management, order processing, inventory and reporting are just
some of the features this powerful, yet simple solution delivers… right out-of-the-box.
The Sage 300 People solution is a perfect fit for a mid to large size business that needs a powerful yet affordable payroll & HR solution in Africa and Asia.
How it compares to other market offerings
Why this is better than a competitors’ solution
Desktop solution able to handle complex functionalities
on MS SQL server.
The power is in the complex functionality it offers without
customization at an affordable price compared to other
competitors
Total Solution with HR, ESS and Payroll All the functionality on one single SQL database allows
for an integrated solution that covers all aspects of
Payroll & HR.
30+ years experience No other payroll and HR provider has the IP for this
region.
What are the natural fit products which integrate with
Sage 300 People
Segment Relevant
Start up No
Scale up Yes
Enterprise No
Sage 300 PeopleProduct summary
For more information about this product go to:
https://www.sage.com/za/products/hr-and-payroll-
software/sage-300-people
Sage Evolution
Sage 300
Sage Pay
Sage SkillsMap
Product fact sheet: Sage 300 People
| Sage cross-sell playbook
For internal use onlyFor internal use only
Sage VIP Premier Payroll & HRM
64
| Sage cross-sell playbook
For internal use only
Summary overview - How Sage VIP Premier Payroll & HRM helps a customerPut more power in your payroll package
Sage VIP Premier Payroll gives you the flexibility and range of applications to control every aspect of your payroll process, while keeping you in line with legislative
guidelines. You’ll find the real-time design boosts processing speed and makes the soft ware a breeze to use.
Put the human back in HR management
Sage VIP Premier HR puts your people at the heart of the system. A logical, integrated and streamlined extension of the Premier Payroll system, Premier HR
revolves around the HR responsibilities of your business. It allows you to manage everything from jobs and positions, performance management and learning and
training development to succession planning and employee files and documents.
Take the sweat out of leave processes
Sage VIP Premier Employee Self Service (ESS) gives your staff user-friendly tools to update their personal details, apply for leave, submit claims and view payslips
online. Capturing, approving and maintaining your employees’ leave becomes a streamlined, paperless process.
For more information about this product go to:
https://www.sage.com/za/products/hr-and-payroll-
software/sage-vip-premier-payroll-and-hrm
What it offers and the benefits
Features Benefits
Ease of use Faster, easier processing through our real-time design.The ability to implement “what if” scenarios
without having to do a pay run. Caters for all bargaining councils including MICFA,MTU, MIBFA,
MEIBC, MIBCO, BIBC, NBCEI. Print history payslips and reports
Smooth capturing of
employee
information
You can link employees to departments, paypoints, projects, sites, cost centres, etc., for costing
purposes. Payment facility that lets you select the payment method and do electronic
submissions. You can make electronic payments to third parties and garnishees.
Convenience of on-
screen payslips
An online payslip screen displays your employees’ earnings, deductions and company
contributions. Online payslip capturing or bulk input (batch processing). View the payslip in real-
time and adjust the net salary while you process.
User-friendly
reporting
Country specific statutory reports for over 13 African countries, e.g. Angola, Botswana, DRC,
Ghana, Kenya, Malawi, Mozambique, Nigeria,Tanzania, Uganda, Zambia and Zimbabwe
Legislative reporting required by the Department of Labour and the SETAs, including EMP201,
OID, UIF submissions, EEA2 and EEA4.*
The power of
integration
Combine VIP Premier Payroll with VIP Premier HR and VIP Premier Employee Self Service
(ESS) and you have a fully integrated HR management system.
What are the natural fit products which integrate with
Sage VIP Premier Payroll & HRM
Sage Evolution
Sage Pastel Partner
Sage 300Sage Pay
Sage SkillsMap
Sage Intelligence
Segment Relevant
Start up No
Scale up Yes
Enterprise No
Product fact sheet: Sage VIP Premier Payroll & HRM
Sage VIP Premier Payroll & HRMProduct summary
| Sage cross-sell playbook
For internal use only
Market positioning / sales messages about the product
The power to drive your business with a single integrated package For an unlimited number of employees across multiple different companies Report writing
tool for legal, standard, and company-specific reports Process-driven system that follows a systematic HR approach Streamlines HR processes with
paperless employee tools Unlimited telephone and email support Suited for businesses who pay employees in other African countries Your payroll
department will value its high levels of efficiency and security. HR will really appreciate its range of smart tools. And your top executives will prize how it cuts
administrative costs, and the actionable insights it brings to strategic decision making. Sold in numerous African countries with local tax compliance.
The system also assists municipalities to become mSCOA compliant.
How it compares to other market offerings
Why this is better than a competitors’ solution
Market Experience, Top brands As one of the first payroll solutions in South Africa with a
big market share of the top 100 businesses in SA.
User Experience, Ease of use Clients prefer the ease of use.
Africa compliance The standard tax functionality across Africa makes it a
preferred solution compared to competitors
What are the natural fit products which integrate with
Sage VIP Premier Payroll & HRM
Segment Relevant
Start up No
Scale up Yes
Enterprise No
Sage VIP Premier Payroll & HRMProduct summary
For more information about this product go to:
https://www.sage.com/za/products/hr-and-payroll-
software/sage-vip-premier-payroll-and-hrm
Sage Evolution
Sage 300
Sage Pay
Sage CRM
Sage SkillsMap
Product fact sheet: Sage VIP Premier Payroll & HRM
| Sage cross-sell playbook
For internal use onlyFor internal use only
Sage CRM
67
| Sage cross-sell playbook
For internal use only
Summary overview - How Sage CRM helps a customer:
Sage Integrated CRM solution connects directly with Sage Accounting solutions such as Sage Evolution and Sage 300
It provides full visibility to business owners and managers of their business by connecting their front office with their back office.
Sage Integrated CRM is highly adaptable with its modular solution and its unique CRM modules for Marketing, Sales and Customer service
By connecting Sage CRM with Accounting, Sage customers are empowered to grow their business as they
1. Enable their teams to provide superior customer service & increase customer satisfaction by up to 25%
2. Empower their business to sell more efficiently and market more effectively with efficiency gains of 60% and plus
3. Drive productivity by automating day-to-day business processes so they spend less time on administrative tasks leading to a productivity uplift of >40%
4. Bridge information gaps between departments with enhanced visibility impacting the bottom line positively with Sage customers stating incremental revenue growth of 60%
For more information about this product go to: www.sagecrm.com
Sage CRM community: http://help.sagecrm.com/
Sage CRM blog: http://blog.sagecrm.com/
What it offers and the benefits
Features Benefits
Case management and tracking with automated alerts and emails
ensure that customer service issues never fall through the cracks.
Improved customer service by providing companies with the tools
they need to manage their customers and prospects efficiently,
driving customer loyalty and retention.
Automating work-flows that seamlessly connects one department to
the next ensures your business processes run smoothly and
efficiently.
Greater productivity With accurate information across the
business (front and back office) business managers can be
confident that they are acting on data they can trust at all times –
one version of the truth.
Sales Force Automation functionality allows you to effectively
manage your sales team and gives complete pipeline visibility.
Enhanced visibility Business-wide visibility enables managers to
make informed decisions, take corrective action and grow their
business effectively
With an integrated solution, you will be able to create targeted
campaigns based on customer information and deliver a better
return on your marketing budget.
Business growth Increased sales and marketing revenue through
focused sales management and campaign management.
What are the natural fit products which integrate with Sage CRM
Sage Evolution
Sage 300
Segment Relevant
Start up No
Scale up Yes
Enterprise No
1. Sage integrated CRMCategory summary
Product fact sheet: Sage CRM
| Sage cross-sell playbook
For internal use only
Market positioning / sales messages about the product
Positioning Theme: ”Drive your Business growth” - The target market is both existing and new BMS customers across all industries. The market opportunity exists for both cross-sell
(as integrated Sage CRM) and upsell (as integrated Sales, Marketing, Service BMS modules) to existing Sage customers and to new Sage customers.
Sales messages
1. Our solutions bring together business, finance and customer information for a complete view of your business performance across front and back office.
2. With reliable sales information available at a glance, you can be assured you are acting on the right information at all times.
3. Data you can trust and the visibility you need to make crucial decisions that have a big impact on your business.
4. Be confident that your customers are getting the answers they need when they need them.
5. With better insight, you know where your business stands and have the visibility to make the right decisions and grow their business.
6. With the right processes in place across your sales, marketing and/or service departments, you can be confident they can scale their business effectively as they grow.
7. Leverage your existing Sage BMS investment across your business, for increased ROI, and a lower TCO than disparate, multi-vendor systems, saving you time and money.
How it compares to other market offerings
Why this is better than a competitors’ solution
Extension of Sage BMS Integrated CRM/integrated modules are an extension to your Sage BMS
investment, driving increased ROI, and a lower TCO than disparate, multi-
vendor systems.
Trusted Brand For over 30 years our customers have been using Sage BMS to run their
finance operations. Sage BMS Sales, Marketing and Service modules or
integrated CRM is the clear choice for your sales, marketing and service needs
as your business grows.
End-to-end visibility Offer customers a complete view of their business performance across front
and back office and delivers one version of the truth – data you can trust
Flexible choice Choose from fully-featured integrated CRM or Sage BMS Sales, Marketing,
Service modules to suit your business needs
One Sage Solution With Sage, you benefit from a single provider that can help manage your entire
business (front and back-office) saving you time and money
What are the natural fit products which integrate with Sage CRM
1. Sage integrated CRMProduct summary
Sage Evolution
Sage 300
For more information about this product go to: www.sagecrm.com
Sage CRM community: http://help.sagecrm.com/
Sage CRM blog: http://blog.sagecrm.com/
Product fact sheet: Sage CRM
Segment Relevant
Start up No
Scale up Yes
Enterprise No
| Sage cross-sell playbook
For internal use onlyFor internal use only
Sage 300
70
| Sage cross-sell playbook
For internal use only
Summary overview - How Sage 300 helps a customer:
Sage 300 (formerly known as Sage ERP Accpac) goes beyond the ordinary ERP solution you have become accustomed to. Our technology and processes have
evolved to create a streamlined and efficient solution for small to mid-market companies with up to several hundred users. We offer local and international support
through an extensive business partner network.
Medium to large-sized businesses
• Anytime, anywhere access to transactional data with true Web screens across financials
• Financials, Operational and inventory, Sales, marketing and customer service
• Supports multiple companies, currencies and languages
• Workflow and process tools
• Personalised KPI Homepage Dashboard and robust Business Intelligence tools
For more information about this product go to:
https://www.sage.com/za/products/business-
management-solutions/sage-300
What it offers and the benefits
Features Benefits
360 View With Sage 300 you’re connected to your entire operation by a single, integrated solution.
You gain greater visibility, which allows you to share information and communicate with
ease.
Freedom of Choice Keep your total cost of ownership as low as possible with our flexible solution that allows you
to select the best edition, modules, deployment method and payment options for your
business.
Growth With our choice of modules, deployment methods and editions, you can add and adopt
greater functionality as your business grows.
What are the natural fit products which integrate with
Sage 300
Sage CRM
Sage Intelligence
Sage 300 People
Sage VIP Premier Payroll & HRM
Segment Relevant
Start up No
Scale up Yes
Enterprise No
Product fact sheet: Sage 300
Sage 300Product summary
| Sage cross-sell playbook
For internal use only
Market positioning / sales messages about the product
If your company wants to compete in today’s fast paced business arena, you need to control costs in order to maximize profitability. Sage 300 is a
comprehensive, flexible business management solution designed to keep your total cost of ownership low by supporting multiple technologies, databases and
operating systems. Available in multiple editions, Sage 300 gives you the opportunity to add users and adopt greater functionality as your business grows and
offers built-in support for multiple languages and multicurrency transactions, so your business can comfortably
reach around the globe.
Sage 300c
Enjoy mobile access to critical business information—Support an increasingly mobile and dispersed workforce with anytime, anywhere, access to data and
transactions. Available with any device that supports a browser including desktop, laptop, or tablet regardless of the operating system. Includes mobile access
to Sage 300 General Ledger, Accounts Receivable, Accounts Payable, Tax Services, Bank Services, Common Services and Administrative Services,.
How it compares to other market offerings
Why this is better than a competitors’ solution
Global Reach Local Touch Easily manage global commerce across multiple companies
or subsidiaries. No matter where you do business, maximize
your international insight and exchange information
worldwide with Sage 300 Multi-company and Global
Operations Management
Superior Architecture Sage 300 is integrated with the latest versions of Sage
Intelligence and Sage CRM , allowing you to improve
effectiveness and make better decisions across your
business.
300c Sage 300c offers anytime, anywhere, and any-device access
to business and transactional data, critical to supporting an
increasingly mobile and geographically dispersed business.
What are the natural fit products which integrate with
Sage 300
Segment Relevant
Start up No
Scale up Yes
Enterprise No
Sage 300Product summary
For more information about this product go to:
https://www.sage.com/za/products/business-management-
solutions/sage-300
Sage CRM
Sage Intelligence
Sage 300 People
Sage VIP Premier Payroll & HRM
Product fact sheet: Sage 300 & 300c
| Sage cross-sell playbook
For internal use onlyFor internal use only
Sage Evolution
73
| Sage cross-sell playbook
For internal use only
Summary overview - How Sage Evolution Premium helps a customer:
Sage Evolution delivers an entire business management solution. Are you finding it difficult to get an integrated and holistic view of your business? If so, it is
time to revolutionize the way that you do business with Sage Evolution. By bringing all the aspects of your operating environment together, Sage Evolution is
a BMS solution that gives you the ability to control your financial situation as well as your relationships with your customers, suppliers and employees. Data
integrity is assured with Microsoft® SQL Server, and all your data is secured in a central database. As a core management system, Sage Evolution is
feature-rich, and its add-on modules make it a truly revolutionary ERP solution in the scale-up segment.
Sage Evolution is segmented between Sage Evolution Premium and Sage Evolution Standard.
For more information about this product go to:
https://www.sage.com/za/products/accounting-
software/sage-evolution-premium
What it offers and the benefits
Features Benefits
Fully integrated
business management
application
Sage Evolution is built with a wide range of features and functionality, complemented by a number
of add-on modules allowing the solution to be a scalable, flexible and a robust management tool
for a growing business
Easy to use With many years of experience in software development and with thousands of businesses using
our software, Sage Pastel has an in-depth understanding of what makes software usable and
flexible. Sage Evolution is both intuitive and easy to implement and use.
Specialised modules for
industry specific
requirements
Sage Evolution has a range of add-on modules that cater for industry specific needs. The
modules seamlessly integrate with Sage Evolution’s core financials, are cost-effective and can be
rapidly deployed.
Increased productivity Use Sage Evolution's unique Business Activity functionality to set and manage employee tasks
and productivity. View graphical representations of which activities have been closed and which
are still open
Access to skill Because Sage Pastel Accounting is so widely used by thousands of clients, the resource pool is
large which means that skilled staff are easy to find.
What are the natural fit products which integrate with
Sage Evolution
Sage 300 People
Sage VIP Premier & HRMSage Pay
Sage Intelligence
Segment Relevant
Start up No
Scale up Yes
Enterprise No
Product fact sheet: Sage Evolution
Sage Evolution Product summary
| Sage cross-sell playbook
For internal use only
Market positioning / sales messages about the product
10 Reasons to choose Sage Evolution
one* accountants recommend sage pastel accounting.
two* fully integrated business management application.
three* lowest total cost of ownership.
four* easy to use.
five* specialised modules for industry specific requirements.
six* simplified reporting.
seven* improve and enhance customer and supplier relations.
eight* access to skills.
nine* increased productivity.
ten* backed by an extensive national service and support infrastructure
How it compares to other market offerings
Why this is better than a competitors’ solution
Market Experience For over 20 years, Sage Pastel has been the trusted
name in business and financial software. Sage Evolution
has been developed for the African Market and comply
with IFRS accounting standards and local taxes for West
Africa.
Lowest total cost of ownership Unlike other vendors who bill extra for support services
and demand large teams of expensive skills to deploy
ERP functionality, our solutions offer the lowest total cost
of ownership because they are quicker to deploy and
requires less configuration / training.
What are the natural fit products which integrate with
Sage Evolution
Segment Relevant
Start up No
Scale up Yes
Enterprise No
Sage Evolution Product summary
For more information about this product go to:
https://www.sage.com/za/products/accounting-
software/sage-evolution-premium
Sage 300 PeopleSage VIP Premier & HRM
Sage Pay
Sage Intelligence
Product fact sheet: Sage Evolution
Start Up
| Sage cross-sell playbook
For internal use onlyFor internal use only
Sage Pastel Partner Payroll Advantage
77
| Sage cross-sell playbook
For internal use only
Summary overview - How Sage Pastel Partner Payroll Advantage helps a customer:
We understand your day-to-day challenges, so we’ve developed software to make your business life easier, giving you more time to do what you do best -
grow your business. Whatever your requirements – be it for a basic payroll or a more customizable one – we guarantee that our software will help you work
more smartly and efficiently. We believe in affordable solutions, without hidden costs, that can add a real benefit to your business. With us it’s like having a
Payroll partner by your side.
For more information about this product go to:
https://www.sage.com/za/products/hr-and-payroll-
software/sage-pastel-partner-payroll-advantage
What it offers and the benefits
Features Benefits
Legislatively
compliant software
Make SARS submissions for multiple companies with multiple databases a breeze
with consolidated reporting. Process weekly, fortnightly and monthly paid employees with ease.
Self Service
Advantage
Empower your employees to access their secure online profile, submit travel claims and manage
their leave. Capture assets on your employees profiles which will notify you when it needs to be
returned. With Cloud HR, certain HR functions are taken directly to each line manager and
empowers them to manage their staff directly
Mobile Service Your employees will be able to use our mobile app to access payslips and leave balances. This
mobile service is available to Sage Pastel Payroll Advantage users and will allow your employees
to make use of our latest application for Android mobile devices (iOS and Windows
versions coming soon). Our mobile app also includes free access to our salary tax calculator.
Integration Smooth GL integration with Sage Pastel Accounting. Effortless synchronisation between your
Payroll and HR system.
Support when you
need it
Support that’s with you every step of the way. If you get stuck, we’re just a phone
call or email away.
What are the natural fit products which integrate with Sage
Pastel Partner Payroll Advantage
Sage PaySage Pastel Partner Accounting
Sage SkillsMapSage Evolution
Sage Intelligence
Segment Relevant
Start up Yes
Scale up No
Enterprise No
Product fact sheet: Sage Pastel Partner Payroll Advantage
Sage Pastel Partner Payroll AdvantageProduct summary
| Sage cross-sell playbook
For internal use only
Market positioning / sales messages about the product
Running Sage Pastel Partner Payroll Advantage software will offer you all the advantages you have come to expect from this trusted brand. The SARS
compliant solution is ideal for rapidly growing businesses who need a comprehensive payroll.
Your tax submissions and EMP201/EMP501 returns are simple, your payslips are customisable and there is smooth General Ledger (GL)
integration with Sage Pastel Accounting. Mobile services allow employees to make use of the mobile app to access payslips and leave balances.
You can now also enjoy more flexible processing methods for managing larger sets of data. The cloud-based Self Service portal allows for online data
storage, workflow and approval, and data sync between cloud and desktop.
Invest in an affordable, automated payroll solution – Sage Pastel Partner Payroll Advantage.
How it compares to other market offerings
10 Reasons to choose Sage Pastel Partner Payroll
Advantage
SARS compliant software for your peace of mind. Support that’s with you every step of the way. If you get
stuck, we’re just a phone call or email away
A system so easy you can use it from day one. A payroll package that’s used by more businesses in
South Africa than any other
Tax submissions and EMP201/EMP501 returns made
quick and simple.
Smooth GL integration with Sage Pastel Accounting.
Automated updates ensure you always process on the
latest software and legislative version.
Safe and secure data
Optional specialised modules to cater for company
specific requirements
You can trust us. We’ve been around for over 25 years
What are the natural fit products which integrate with
Sage Pastel Partner Payroll Advantage
Segment Relevant
Start up Yes
Scale up No
Enterprise No
Sage Pastel Partner Payroll AdvantageProduct summary
For more information about this product go to:
https://www.sage.com/za/products/hr-and-payroll-
software/sage-pastel-partner-payroll-advantage:
Sage Pay
Sage Pastel Partner Advantage
Sage SkillsMap
Sage Evolution
Product fact sheet: Sage Pastel Partner Payroll Advantage
| Sage cross-sell playbook
For internal use onlyFor internal use only
Sage One
80
| Sage cross-sell playbook
For internal use only
Summary overview – Sage One helps a customer: Sage has helped small businesses reach their aspirations for over three decades. Over 3 million
entrepreneurs use Sage to run and build their companies of all sizes around the world.
Sage One is the perfect online accounting solution for small businesses. It’s simple, efficient, and makes accounting a breeze, allowing business owners to
focus on what they love: building their businesses. The Sage One mobile and web apps help users complete daily to-dos (expenses, invoicing, bank
reconciliations), nail their numbers (get their accounting done right the first time), and run their businesses like pros (send custom invoices, see insightful
reports, collaborate with staff and accountants).
Simpler than spreadsheets, Sage One is the easiest, essential cloud accounting solution for small businesses.
For more information about this product go to:
www. https://accounting.sageone.co.za
What it offers and the benefitsFeatures Benefits
Mobile (free) and Web (paid) Apps All these features combine to provide these four benefits:
Integration with Payroll
Sales and Purchase Invoicing
Expense Management
Reports and Insight
Connect Your Bank
VAT Returns
Multi- user
Cashflow Forecasts & Statements
Dashboard Reports
Web and phone support
Segment Relevant
Start up Yes
Scale up No
Enterprise No
Sage One AccountingProduct summary
Simple & Easy to Use
Get up and running fast with
Sage One’s intuitive interface.
No more spreadsheets as you
effortlessly track income and
expenses.
Breeze through admin
Get up and running fast with
Sage One’s intuitive interface.
No more spreadsheets as you
effortlessly track income and
expenses.
Run your business like a pro
Create and email custom
invoices from anywhere with the
mobile app and always know
where you stand with insightful
reports.
Collaborate and nail your
numbers
With accounting and invoicing
this simple, getting it done right
is easy. And you can work with
your staff or accountant directly
in the app.
Product fact sheet: Sage One Accounting
Sage One Payroll
Sage Pay
What are the natural fit products which integrate with
Sage One Accounting
| Sage cross-sell playbook
For internal use only
Summary overview – Sage One Payroll helps a customer:
Simple, secure and affordable online payroll for small, growing businesses.
Sage One offers easy to use online payroll software that supports entrepreneurs and small businesses. Accessible 24/7, it allows you to grow your business
and offers a simple way to get things done. With its intuitive interface, Sage One really does make running your business a breeze.
Get accurate, compliant payslips for each pay period in just a few clicks. Absence, attachments, bonuses, expenses, holiday pay, hourly payments, overtime,
PAYE, pensions, salaries, student loans - now you can do it all.
For more information about this product go to:
https://www.sageone.co.za/payroll/
What it offers and the benefitsFeatures Benefits
Stay SARS compliant Generate tax certificates in
one simple step. With us, your payroll legislation is
taken care of.
No installation There’s no software installation hassle and your
payroll software updates automatically.
smart online payroll solution, With our smart online payroll solution, your payroll
expands and shrinks as your business grows,
allowing you to add as many employees or pay
cycles as you like.
integration Smooth General Ledger integration with Sage One
Accounting.
multi-user functionality Our multi-user functionality allows additional users
to have access to the system for free.
Segment Relevant
Start up Yes
Scale up No
Enterprise No
Sage One PayrollProduct summary
Product fact sheet: Sage One Payroll
Sage One Accounting
Sage Pay
What are the natural fit products which integrate with
Sage One Payroll
| Sage cross-sell playbook
For internal use only
Market positioning / sales messages about the product:
What is it: Simple and easy to use, Sage One is simple and essential online accounting and payroll. Who is it for? Sage One is for Entrepreneurs and
Startup who want to get their finances ‘right.’ No accounting knowledge required. How does it help? Breeze through admin, nail your numbers, and run your
business like a pro. Customers save up to 2 days a month and use that time on what they love most: building their business. Why do they need it? All small
businesses considers accounting and payroll as chores but know they need to get it right. Managing daily financial admin faster and more accurately saves
business owners time and enables better business decisions and growth.
Sage One empowers South Africa’s small businesses. Free yourself from admin with clever, easy features, built around you.
Soon to be launched in Kenya.
How it compares to other market offerings
Why this is better than a competitors’ solution
Access anywhere, anytime on-the-go. Log on from wherever you are to view customer
information and record notes and information
Xero & QBO has the online software which is used by
small business but Xero is more focusing on
Accountants more than the end user.
Simplicity. Sage One essential accounting has only the features you need and none that you
don’t.
QBO and Xero make similar claims but are in fact more
complex with more features unused by small
businesses..
Sage OneProduct summary
Product fact sheet: Sage One
Segment Relevant
Start up Yes
Scale up No
Enterprise No
| Sage cross-sell playbook
For internal use onlyFor internal use only
Sage Pastel Partner Advantage
84
| Sage cross-sell playbook
For internal use only
Summary overview - How Sage Pastel Partner Advantage helps a customer:
Your business is growing and it’s essential that you have the right software to help you succeed. We understand that finding the recipe for business success
can be tricky. Our holistic software solution for small and medium sized businesses includes the tools you need to gain control of your business. You can
automate key business processes and gain the confidence you need to make important decisions. Service and support is just a phone call away, when you
need it. Now you’ll have more time to focus on what’s important and that’s running your growing business.
What it offers and the benefits
Features Benefits
Smart and intuitive
accounting software
We’ve developed our software with your specific business environment in mind. Our software comes with a single
user and unlimited company licence with the ability to purchase up to 20 additional user licences. You’ll be able to
store 5 years of transactional data while being able to process the current financial year as well as one back
Unlimited, expert software
support
We appreciate that in order for your company to run smoothly, you’ll need software maintenance and support.
We’ve got real people waiting on the line to help you. Unlimited telephonic support, free software upgrades, access
to the exclusive Sage Pastel Customer Zone and discounted training are just some of the benefits and it’s all
included in your annual licence fee agreement.
Say goodbye to manual
bank reconciliations
We know that reconciling your bank account can take hours, if not days to complete. We can help by making your
bank recons a breeze with Sage Pastel Bank Manager. It simplifies things by automating the whole process, saving
you loads of time.
Business reporting at the
click of a button
Creating the perfect report can take hours, if not days to complete. Sage Pastel Intelligence (BIC) automates your
reporting process so that you can focus on actually analysing the information to make informed decisions with
confidence. Use the standard report templates or design your own report templates in Microsoft® Excel® and
update them straight from your Sage Pastel software
Segment Relevant
Start up Yes
Scale up No
Enterprise No
Product fact sheet: Sage Pastel Partner Advantage
Sage Pastel Partner AdvantageProduct summary
| Sage cross-sell playbook
For internal use only
Market positioning / sales messages about the product
Sage Pastel Partner Advantage provides this comprehensive small business accounting software that’s an integrated solution to help business owners
manage their bookkeeping activities simply.
Sage Pastel Partner Advantage is more than traditional small business accounting software. It is an integrated small business accounting software solution
that helps small and medium sized companies manage their business and gain control. Work smarter using automated business processes, always receive
the latest software version at no additional cost and have access to unlimited support when you need it with our small business accounting software.
Built-in tools such as intelligent reporting, automated bank feeds and mobility give you real-time accurate information, freeing up time to focus on running
your business with confidence.
How it compares to other market offerings
Why this is better than a competitors’ solution
Sage Pastel Mobility Empower and mobilize your workforce to generate sales
from invoices using our new mobile app. With full search
functionality and the ability to lookup your customers based
on location.
My Customers' Zone Allow your customers to self service on the My Customers'
Zone. Your customer will have a unique portal for them to
view their statements and invoices as well as pay their
invoices on this secure portal allowing you the Pastel
customer to get paid faster.
In-Product live chat (only available in South Africa) Need assistance? Have instant access to one of our savvy
support consultants using our in-product live chat feature.
What are the natural fit products which integrate with
Sage Pastel Partner Advantage
Segment Relevant
Start up Yes
Scale up No
Enterprise No
Sage Pastel Partner AdvantageProduct summary
For more information about this product go to:
https://www.sage.com/za/products/accounting-
software/sage-pastel-partner-advantage
Sage Partner Payroll Advantage
Sage Pay
Product fact sheet: Sage Pastel Partner Advantage
| Sage cross-sell playbook
For internal use only
Summary overview - How Sage Pastel Xpress Advantage helps a customer:
Sage Pastel Xpress Advantage is an integrated accounting solution that enables small and medium sized companies to manage their
business with greater control. You can work smarter using automated business processes, and receive the latest software version at no
extra cost. You will also have access to unlimited support whenever you need it.
Built-in tools such as intelligent reporting, automated bank feeds, and online mobility provide real-time accurate information, giving you
more time and confidence to concentrate on building your business.
Features Benefits
In-product Live Chat
(South Africa customers
only)
Need help from one of our savvy support consultants? We’ve got you covered! All from within your accounting
software package.
Sage Pastel Accounting:
on-the-go
With our new mobile app, you can now look up details for customer and inventory items, process quotes from
your mobile device, and find customers near to your current location.
Always on - the very latest
version of software
With Sage Pastel Xpress Advantage you will always be working with the very latest version of our software.
The automatic update feature means that if there’s ever an update or upgrade to the software, you’ll
automatically receive them via the web. No more DVDs and installation hassles. With Pastel Xpress Advantage
you will never need to re-install another thing.
Make sure customers can
find you online
More and more customers are searching for products and services on the Internet. But without a professional
online presence they might not know you even exist. We will help you create and manage your own website
and online store.
We’ll make it easy for you to do business on the web and can also help you with social media and online
marketing campaigns. We integrate all the relevant data with your Sage Pastel accounting package so that
online orders and quotes feed straight into our software. So as you change information like product prices and
stock levels, your online store will update automatically.
Segment Relevant
Start up Yes
Scale up No
Enterprise No
Product fact sheet: Sage Pastel Xpress Advantage
Sage Pastel Xpress AdvantageProduct summary
What are the natural fit products which
integrate with Sage Pastel Xpress Advantage
For more information about this product go to:
https://www.sage.com/za/products/accounting-
software/sage-pastel-partner-for-npos
Sage Partner Payroll
Advantage
Sage Pay
| Sage cross-sell playbook
For internal use only
Summary overview - How Sage Pastel Partner for NPOs helps a customer:
Accounting and financial management in Non Profit Organisations is different in many ways to traditional business organisations, and we understand this. We
also know that many NPOs struggle to tweak and adapt traditional accounting packages for their specific needs. The greatest challenge facing the accounting
team of an NPO is reporting the same information in many ways, to different stakeholders. We’d like to lend you a helping hand and alleviate these and many
other challenges you face. Our Partner NPO software will help keep your financials in check so you can focus on doing the virtuous work you do.
Segment Relevant
Start up Yes
Scale up No
Enterprise No
Product fact sheet: Sage Pastel Partner for NPOs
Sage Pastel Partner for NPOsProduct summary
10 Key Features
Non-profit terminology that NPOs are familiar with, such as surplus,
deficit and accumulated funds
Create your company in minutes with our NPO-specific default
settings
Easily create and manage invoices, quotes and purchase orders Effectively create and manage customers and suppliers
Track your inventory in as much detail as you’d like View business-critical information at a glance
Quickly perform common tasks with our intuitive interface Track specific projects and activities by actual movement versus
budget
Design standard report templates in Excel and update them straight
from your software
Add extra modules as and when your business needs them
What are the natural fit products which
integrate with Sage Pastel Partner for NPOs
For more information about this product go to:
https://www.sage.com/za/products/accounting-
software/sage-pastel-partner-for-npos
Sage Partner Payroll
Advantage
Sage Pay
Payments
| Sage cross-sell playbook
For internal use onlyFor internal use only
Sage Pay
90
| Sage cross-sell playbook
For internal use only
Summary overview - How Sage Pay helps a customer:
Simple and secure online payment solutions for your business. Sage Pay is a leading payments provider to small and medium sized businesses throughout
South Africa. Do more business on the go with Sage Smart Money Movement, the seamless way to move money in and out of your business.
Whatever your business size or needs we have a secure payment solution for you.
Sage Pay is registered with the Payments Association of South Africa as a Systems Operator and Third Party Payments Provider. We are registered and
regulated by the Financial Services Board. We process millions of secure payment transactions on behalf of our clients each month. A Sage Pay account
gives you access to incoming and outgoing payment services which include debit order collections, eCommerce payment facilities, invoice payments, salary
and supplier payments. Your Sage Pay account integrates seamlessly with Sage Accounting and Payroll software.
For more information about this
product go to:
https://www.sage.com/za/product
s/payments
What it offers and the benefits
Features Benefits
DEBIT ORDER COLLECTIONS Sage Pay’s advanced collection facilities allow you the convenience of
processing debit orders to any South African bank account. You can create
recurring and non-recurring debit orders online and can choose from our same-
day or two-day services.
PAY NOW INVOICE With Pay Now you can issue an invoice to your clients with the flexibility of
presenting multiple payment options. Reconciliation of all payments received is
automated.
PAY NOW GATEWAY Selling online made simple. Enable your website to accept online payments with
the choice of 13 free shopping cart plugins.
PAYMENTS With Sage Pay you can capture details online for recurring and once-off salary
and supplier payments. Sage Pay services are also integrated into multiple Sage
Accounting and Payroll software.
RISK REPORTS Manage your business risk with Sage Pay’s extensive risk reporting services. The
information is sourced from CIPC and multiple credit bureaus including
Transunion, Experian, XDS, and Compuscan.
Segment Relevant
Start up Yes
Scale up Yes
Enterprise Yes
Product fact sheet: Sage Pay
1. Sage PayCategory summary
Other products and solutions
Integrating with Sage Pay
Sage VIP Premier Payroll & HRM
Sage 300 People
Sage One
Sage 300
Sage Evolution
Other Integrated Solutions
| Sage cross-sell playbook
For internal use onlyFor internal use only
Sage Intelligence
93
| Sage cross-sell playbook
For internal use only
Summary overview - How Sage Intelligence helps a customer:
Sage Intelligence has changed how Sage customers run their businesses, giving them insightful reports at the click of a button. Gone are the days of
spending hour upon hour creating manual reports that are prone to errors. With the flexibility of Sage Intelligence, customers can get started straight away
with the ready-to-use reports, or they can create or customize additional reports once, and they are then always available going forward.
Now business builders have the insights they need to make informed business decisions with confidence!
For more information about this product go to:
www.sageintelligence.com | Sharepoint site links: coming soon
What it offers and the benefits
Benefits
• Gain Control – Enjoy the freedom of customizing your financial reports to suit your business needs.
• Save time – You only need to customize reports once.
• Take action – Use specific information to make smart business decisions and act on them.
Features (Sage Intelligence has a cloud and a desktop solution available)
Cloud Solution• Interactive in-product guide and videos to get you started• Ready-to-use financial reports • Easily create custom reports from scratch• All reports can easily be customized, saved and rerun• Import and Export functionality allows you to share report
layouts with others• Download online reports to Microsoft® Excel®, retaining
your online formatting• Data load automatically loads your data for the current
and prior year, but you can easily change this as required• Sage Live & X3 customers can filter reports on dimensions
Desktop• Ready-to-use financial and operational reports
• Automated report distribution
• Familiar Excel viewing and tools
• Drag and drop reporting functionality
• Reporting Trees allow you to model a reporting
structure and view your organization how you choose
• Interactive dashboards
• Multi-company and multicurrency consolidation
• Able to connect to any ODBC database
• Easy filtering and roll-up summarization
Segment Relevant
Start up Yes
Scale up Yes
Enterprise Yes
Product fact sheet: Sage Intelligence
SAGE INTELLIGENCECategory summary
Sage start up, scale up and enterprise solutions looking for a day-to-day
reporting solution that can give them insights into their business, helping
them make more informed business decisions.
Sage Intelligence is embedded with: - Sage One Accounting- Sage Live (coming in July ‘17)- Sage 300c- Sage X3
Sage Intelligence is bundled with:- Sage 50 (previously Sage Pastel)- Sage 100 and 200 (previously Sage Evolution standard and advanced)- Sage 300- Sage VIP- Sage X3 desktop
Sage Intelligence target customers
| Sage cross-sell playbook
For internal use only
Sage Intelligence is a reporting solution that provides Sage customers with additional reporting options—from being able to customize reports, to creating
consolidated reports for multiple companies. It helps customers create reports that mean something to their businesses and it gives them better insight into
their data so that they can make business decisions with confidence. It also empowers Business Partners/ advisors/ accountants to provide greater value to
their clients.
It offers report automation and customization options that aren’t available with Sage reports, so that customers don’t have to depend on static Sage reports
and “loose” Excel reports to track the financial health of their businesses.
How it compares to other market offerings
Why this is better than a competitor’s product
Embedded into all Sage cloud solutions – one familiar interface
Strong financial reporting functionality
Free additional report templates
Currently available at no additional cost for Cloud solutions (Sage One, Sage Live, Sage 300c and X3)
and bundled into business care plans for Sage Pastel Partner Advantage, Sage Evolution, Sage 300
and Sage X3 on-premise
Ready-to-use online and Excel reports
Excel reports linked to Sage One data
Customisable reports
Create new reports from scratch
Connect to multiple databases
Now Business builders can quickly:
- Run a health check of their business - Check what’s selling and what’s not
- Compare their team’s performance - Keep track of their financial metrics
Product fact sheet: Sage Intelligence
SAGE INTELLIGENCEProduct summary
For more information about this product go to:
www.sageintelligence.com | Sharepoint site links: coming soon
• Demo Video
• Interactive demonstrations for all cloud solutions and
demonstration scripts for all desktop solutions Insightful
Business e-Books
• Sage Intelligence and Excel tips and tricks
• Sage Intelligence Customer Stories
• Library of additional reports
• Sage Intelligence Community
• How to videos
• FREE getting started courses for Sage Pastel and Sage X3
Segment Relevant
Start up Yes
Scale up Yes
Enterprise Yes
Sage Intelligence Resources
| Sage cross-sell playbook
For internal use onlyFor internal use only
Sage Pegg
96
| Sage cross-sell playbook
For internal use only
Summary overview - How Sage Pegg helps a customer:
It makes light work of your expenses, records your receipts, tracks your spending, and can access your accounts in a simple, fun way, all through your favorite
messaging apps. Perfect for small businesses like yours. Pegg is your smart, admin assistant that lives in your mobile, so you can record your expenses anywhere,
anytime, without the hassle of entering paper receipts.
Pegg's ultimate goal is to assist small businesses and startups that want to avoid the hassle of maintaining cumbersome spreadsheets.
“Over 65 percent of small businesses continue to largely rely on spreadsheets and manual recordkeeping practices that are not only inaccurate and time consuming, but
also incredibly tedious and costly to maintain,” - Kriti Sharma, Global Director of Mobile Product Management at Sage.
Currently Pegg is not integrated in our software but will be in the future.
For more information about this product go to:
https://hellopegg.io/
What it offers and the benefits
Features Benefits
Simplifies your cash
flow
Pegg hides all the complex issues of financial admin. In fact, managing your income and
expenses is so simple and trouble free, it's as easy as texting a friend.
It gets to know your
business
Pegg uses artificial intelligence to recognize how you work, so the more you chat to it, the more it
learns and adapts to give you recommendations tailored to your business.
What are the natural fit products which integrate with
Sage Pegg
Facebook Messenger
Skype
Integration with Sage products
(coming soon)
Segment Relevant
Start up Yes
Scale up No
Enterprise No
Product fact sheet: Sage Pegg
Sage PeggProduct summary
| Sage cross-sell playbook
For internal use onlyFor internal use only
Sage SkillsMap
98
| Sage cross-sell playbook
For internal use only
Summary overview - How Sage SkillsMap helps a customer:
Sage SkillsMap is a membership-based, end-to-end recruitment solution. It offers a direct access to top talent in Africa and abroad for exclusive positions within companies. Our discerning members are looking for careers that match their ambitions. They’re the best and the brightest, and our role is to connect them with you.A total HR solution: SkillsMap perfectly complements our entire portfolio of HR, payroll and recruitment solutions, giving you application tracking and a job board all-in one solution. How it works: A monthly subscription gives you access to a range of features
For more information about this product go
to:
https://www.sage.com/za/products/sage-
talent-solutions/sage-skillsmap
What it offers and the benefits
Segment Relevant
Start up Yes
Scale up Yes
Enterprise Yes
Product fact sheet: Sage SkillsMap
SAGE SKILLSMAPCategory summary
Sage 300 People
Sage X3 People
What are the natural fit products which
integrate with Sage SkillsMapFeatures Benefits
Attract and retain talent The Customised Client Career Portal is the place to attract candidates and to build your employment brand. This interactive and self-managed client career portal gives you the opportunity not only to attract candidates, but to retain existing employees by offering them new positions first. It also allows you to build an internal skills database.
More time to focus on your business goals
SkillsMap gives you instant access to a reliable, online recruitment platform. This cuts the hours it takes to recruit talent, giving you more time to focus on growing your business. This 3-in-1 Software-as-a-Service (SaaS) tool targets the right candidates for each position with pinpoint accuracy – so you avoid endless interviews with the wrong people.
| Sage cross-sell playbook
For internal use only
SkillsMap modernises your recruitment processes with recruitment software that’s easy and simple to use.
• Instant access to a reliable online recruitment platform
• 3-in-1 tool that targets the right candidates for each position
• Applicant Tracking System runs the recruitment process for you
With more options to solve your recruitment needs, Sage SkillsMap complements our existing Sage recruitment service. This purpose-built software
system allows you to manage the process - faster and at a lower cost. It automatically pre-filters the career profile of each candidate, consolidates
data and tracks placements - so you don’t have to.
Talent Community
Find top passive candidates
Here’s the place to meet passive candidates who may not be in the job market right now.
Sage SkillsMap’s continent-wide Talent Community allows candidates to upload their CVs effortlessly through the CV parsing system and gives
them a professional networking platform to map their current skills levels and create a roadmap for their future development. The online Career
Coach develops all-important relationships with candidates by nurturing their careers through career guidance, motivational tools and articles by top
industry experts.
The Talent Community gives you:
• An automatic skills filtering and weighting system that accurately matches candidate skills with your requirements
• Search engine optimisation (SEO) that gives your job ads high visibility
• Integration with social media such as Facebook, LinkedIn, Twitter and Google+
• Job alerts by location, industry and salary to keep candidates updated and to give you targeted exposure to the right talent.
Product fact sheet: Sage SkillsMap
SAGE SKILLSMAPProduct summary
Segment Relevant
Start up Yes
Scale up Yes
Enterprise Yes
| Sage cross-sell playbook
For internal use onlyFor internal use only
Sage Online Tools
101
| Sage cross-sell playbook
For internal use only
Summary overview - How Sage Online tools helps a customer:
Make sure customers can find you online
More and more customers are searching for products and services on the Internet. But without a professional online presence
they might not know you even exist. We will help you create and manage your own website and online store. We’ll make it easy
for you to do business on the web and can also help you with social media and online marketing campaigns. We integrate all the
relevant data with your Sage Pastel accounting package so that online orders and quotes feed straight into our software. So as
you change information like product prices and stock levels, your online store will update automatically
For more information about this product go to:
http://www.sageonlinetools.co.za/Content/Ho
me/index.html
What it offers and the benefits
Segment Relevant
Start up Yes
Scale up Yes
Enterprise No
Product fact sheet: Sage Online Tools
SAGE ONLINE TOOLSCategory summary
Sage Pay
Sage Pastel Partner
What are the natural fit products which
integrate with Sage Online tools
Features Benefits
Digital marketing You can easily reach your customers to cross-sell and up-sell your products and services. And, of
course, you can promote your business to win new customers.
Link-in your social media Stay connected with your client base across the right social platforms.
Optimised for online
searches
When they’re looking to buy, we’ll make sure customers can find you online.
Easy to use site-builder You can rely on our web design expertise and technical knowledge to build and manage your site.
Manage your marketing Track each marketing campaign with detailed stats, such as who received your mails, who opened
them and who clicked through. You can then export a list of hot prospects and contact them to clinch
the deal
Path to Cross Sell Success
| Sage cross-sell playbook
For internal use only
Path to cross-sell success
Part 1
104
Helping you cross-sell
• Start by understanding their needs / pain points
use the Discovery Questioning Framework Tool
• Establish:
1. How they manage their business areas today (A)
2. what products might they already have
3. What keeps them awake at night / pain points (B)
4. Where there are gaps to position how we can help (C)
• Your mission is to help meet the needs of our customers and
prospects by cross-selling from our full portfolio:
1. increase customer satisfaction
2. improve product penetration for Sage
3. increase YOUR COMMISSION income
Example
(A)
Business need category
(B)
Discover what their pain
points /business NEEDS are
(C)
Sage solutions to help a
Startup
Managing accounting &
finance
Quick easy accounting • Sage One Accounting
• Sage Pastel Partner Xpress
Accepting or making payments Salary payments on time • Sage Pay
Managing people and payroll SARS compliance • Sage Pastel Partner Payroll
• Sage One Payroll
Managing overall business
(control)
One view of my business • Sage Evolution Standard
Managing customer
relationships
Information of suppliers and
customers
• Sage CRM
| Sage cross-sell playbook
For internal use only
Path to cross-sell success
Part 2
105
Helping you cross-sell
• Engage the customer by reinforcing Why Sage messaging e.g how
we help many similar businesses just like yours
• Meeting customer needs and helping you increase your ability to
cross-sell:
6. For more information on Sage categories and solutions visit:
https://www.sage.com/za/products
Primary Sage
products
Natural cross-sell
opportunity is
(A)
Business need category
(B)
Sage solution customer has
or needs
(C)
Cross-sell natural
opportunity
Managing accounting &
finance
• A
• B
• C
• D
• A
• B
• C
• D
Accepting or making payments • A
• B
• C
• D
• A
• B
• C
• D
Managing people and payroll • A
• B
• C
• D
• A
• B
• C
• D
Managing overall business
(control)
• A
• B
• C
• D
• A
• B
• C
• D
Managing customer
relationships
• A
• B
• C
• D
• A
• B
• C
• D
| Sage cross-sell playbook
For internal use only
106
Imagine you are in the shoes of the customer.
Are they the business owner, in sales, in accounting, in IT … what do they need help with?
WHAT SAGE SOLUTIONS CAN YOU OFFER AND CROSS-SELL ?
Bringing the customer to life - Typical personas
START UP OWNER
“I’m hands on with my
business, but sometimes it’s
not by choice, but because I’m
the one who knows what’s best
for the company. At this point,
having a dedicated IT person
would be a luxury.”
THABANG
DIRECTOR / CEO
“I always want to know
what’s going on in every
area of my business. Having
a unique source with trusted
numbers is extremely
important. ”
DARREN ANNA MARIE
“Everything is fast paced,
but unexpected things
happen which can throw off
our numbers. When our
CEO wants answers, I want
to be able to get accurate
information quickly & easily.”
ACCOUNTING
MANAGERSALES EXECUTIVE
“I love my company and
product. I am an advocate
for how we conduct our
business. I love customers
and interacting with them
every day. ”
NICK NIKIWE
ACCOUNTANT
“I know that I can help my
clients more if I had a more
complete picture of the
business outside of tax
purposes. I want to be my
client’s trusted business
advisor. ”
Battle App & Battle CardsGetting the frontline info from the market is key for the success to be one step ahead of our competition
| Sage cross-sell playbook
For internal use only
Sage Battle App
To access the app on your mobile:
Enter the https://secure.intelligenceplaza.com/sage/mobile/ site
on your mobile browser (not your PC as the app is optimised for
mobiles) bookmark the address on your mobile home screen.
Enter your Sage email address and SSO network password to
access.
Chatter: Sage Market & Competitive Intelligence
Sign up to Owler for daily competitor info: https://www.owler.com
Sage Battle App – Now available on mobile
Sage Market & Competitive Intelligence Chatter Group
108
| Sage cross-sell playbook
For internal use only
This information should only be used to support your ‘Why Sage’ conversation. It should not be used to discredit or denigrate the competition.
FOR INTERNAL SALES TEAMS ONLYWHY SAGE – FOR START UP AND SCALE UP BUSINESSES. COMPETITIVE BATTLECARD
Why Sage is the software solutions provider of choice for SMB’s Solutions that help our customers
Sage is more than a single product provider. We are
passionate about Business Builders and have a portfolio of
solutions that support all functional areas.
Business function SAGE XERO
Accounts & finance Yes Yes
Payments Yes -
HR & payroll Yes Yes
Sales & Customer
management
Yes -
Business insights &
control
yes -
45M
businesses
worldwide use
our software
Worldwide
employees paid
by Sage payroll
software
our solutions
ensure your
compliance
support, with
award winning
customer service
we are helping
SMB’s globally
everyday
Global3M 24/7
• Sage offers cloud, on-premise and hybrid solutions,
letting SMBs migrate to the cloud at their own pace.
• Sage One is better for local compliance – e.g. South
Africa IRP5 returns
Key messagesXero pricing - 3-tier accounting pricing (Starter,
Standard and Premium) but price points and
promotions change frequently within a market; payroll
pricing varies
__________________________________
Sage pricing - You only pay for the services you request. Sage Pay offers transparent and
competitive pricing
• Future-proof your business with Sage
• Our solutions are world class
• We provide expert support
• Sage support start up’s, SMB and enterprises such as
Nando’s & Europcar
Source: Sage EU cross-sell research – Q1 FY16
using a Sage
connected
service
100%+37%ave NPS uplift
109
| Sage cross-sell playbook
For internal use only
Differentiation points SAGE XERO Co X
Best in class – (modern interface, allows customisation, user friendly….)
Easy to set up and get started quickly
24/7 in country customer support
Leading edge platform technology for reliability
Consistently high customer satisfaction
Sage’s key selling points against Xero: 1. Sage is better and cheaper than Xero
• Sage One and Xero have very similar functionality, the
most common words used to describe Sage One are
EASY and SIMPLE and these appeal strongly to the
target market
• Sage has a broad offering, including advanced payroll
solutions and Sage Pay – our payments solution for 3m
businesses; we should encourage comparisons between
Xero and Sage as a whole – not just individual Sage
products
WHY CHOOSE SAGE OVER XERO
• Sage One allows customers to save 2 days a
month over manual accounts, time they can
use to acquire new customers or to growth their
business
• Better for UK payroll – Xero UK launched
payroll a year ago as an add-on for accounting
customers - and admits product improvements
are needed; Sage processes a third of all UK
payslips, sells independent and bundled
payroll, and offers 24/7 UK-based phone
support and automatic calculation of statutory
payments (e.g. sick/maternity maternity)
• Better for US payroll - Xero US offers payroll in
just 24 states, while Sage has a national
offering
• Better for ZA payroll – Sage has been the
market leader for many years with extensive
local experience.
• Xero has limited phone support and expects
customers to get help from the Xero website or
their accountants, while Sage One Support is
unlimited and includes knowledgeable people
who can help online, on the phone and in
person
110
FOR INTERNAL SALES TEAMS ONLYWHY SAGE – FOR START UP AND SCALE UP BUSINESSES. COMPETITIVE BATTLECARD
Xero Battlecard page 2
2. Sage’s solutions are safe, trusted and always there for you:
• Sage gives you expert support – even when you’re completing
your tax return last minute before the deadline – and you can
speak to people based in your country (UK, ZA, US or
Australia etc.) rather than use self-service or phone an
offshore call centre in office hours
• Sage is secure and always on – unlike Xero, which had a 2-
hour outage in February
• Sage’s mobile solutions have great functionality
This information should only be used to support your ‘Why Sage’ conversation. It should not be used to discredit or denigrate the competition.
| Sage cross-sell playbook
For internal use only
“Sage is the past” - Sage is embracing change – e.g.
cloud, mobility, apps; partnership and development with
Salesforce shows Sage is leading the development of
accounting software; Sage One is growing faster than
Xero.
“Every 46 minutes a client moves from Sage to Xero” -
This is 11k/year, which is a very small proportion of the
new customers joining Sage; Sage has 3m customers,
including 2m recurring customers – far more than Xero
(717k)
“Xero has 717,000 customers” -> Sage has 3m
customers, 100,000 accountants and 40,000 business
partners; Sage Live is a new product and Sage already
has hundreds of thousands of customers in the cloud
using Sage One (start-ups) and X3 (enterprise) .
“Sage is a desktop company” - Sage offers cloud, desktop
and hybrid solutions, letting customers move to the cloud
at their pace.
“Sage is making up for lost time in the cloud” - Sage One is
growing more quickly than Xero (100% YoY customer
growth globally vs. 51% for Xero Group) and we are
planning to offer the enhancements that customers want
“Xero offers free partner enablement / education is free of
charge – unlike Sage” - Not true – Sage does offer free
partner enablement / education * “Businesses on Xero
customers have a better survival rate than Sage
customers” -> This is based on a study Xero
commissioned, showing Xero against non-Xero users
“Xero has overtaken Sage 50 in the UK” - It’s not valid to
compare cloud-only Xero to desktop Sage 50; Sage has
a broad range of products - including cloud-only Sage
One, which has 230k global subscriptions and is growing
faster than Xero (+100% YoY growth globally vs. 51% for
Xero Group)
“Sage Live doesn’t offer as many features as Xero” -
Sage Live is a world class core accounting engine with
that provides a feature set giving SMBs the power of
larger accounting packages without the cost or
complexity; we make monthly product updates, leverage
the Salesforce platform and have a strong network of
ISVs * “It’s difficult to migrate from Sage 50 to Sage One”
-> This will be addressed in the
“Xero’s customers love Xero” - Sage customers are
advocates, e.g. “Sage One saves me a fortune. I’d
wholeheartedly recommend it.” (Colin Smith on Sage
One site in UK)
111
XERO COMPETITOR
Objection handling / FAQ’s
This information should only be used to support your ‘Why Sage’ conversation. It should not be used to discredit or denigrate the competition.
FOR INTERNAL SALES TEAMS ONLYWHY SAGE – FOR START UP AND SCALE UP BUSINESSES. COMPETITIVE BATTLECARD
Xero Battlecard page 3
Common Objections
| Sage cross-sell playbook
For internal use only
Customer Objection Sage Response
1 Sage only offers accounting solutions. I want a
supplier who can offer my business the platform
and solutions I need to grow
• Sage actually provides a wide solutions set. All are designed to help start up, scale up and enterprise businesses
• Over 3 Million customers trust Sage across the world.
• Our solutions help businesses grow and be more efficient
• Helping you get paid, make payments, manage your business accounts, operations, payroll as well as sales tax
• Sage helps to ensure you are up to date with local legislation effortlessly.
2 You are too expensive • Our competitor might be cheaper but at what cost
• Focus on infrastructure: R&D, Legal, over 30 years of IP
• In the Sage Group, there is a product for every market segment. The right product is matched to each clients needs.
3 I am only starting up, I don’t think I need all those
solutions
• All our products are highly scalable, Our solutions can grow with your business
• Implementing the correct system from the start will ensure that your business will stay compliant as the business
grows
• For a Startup it is important to mitigate risk and all Sage products and services are designed to facilitate all your
business needs
4 It will be difficult to implement • Our consultants are subject matter experts that will ensure that the implementation gets done in a timeous manner
without compromising on the quality of work
• Consultants have extensive knowledge across all vertical markets
• Standard companies and setups can be used to decrease the length of a project significantly
5 I don’t have an IT / Tech team if things go wrong • Our call centres have dedicated support consultants that will be able to assist with your product or technical queries.
• We provide a hosting solution which eliminates the need for it/tech teams
I am focused on growing sales, Excel is fine • That’s great news – So let us ensure that you are legislatively compliant so that you can focus on your bottom line and
grow your business
• When growing your business, time is an important commodity. Sage products reduces time wasted doing mundane
activities. We value your time.
7 I want to make sure I have the information for legal and
tax compliance on time and accurate
• Our system ships with all reports that you would require to stay legislatively compliant. E.g. Rob Cooper, Head of the
Legislation Department at Sage, is the Chairperson of the Payroll Authors Group. He meets directly with Legislative
Departments of Government. This puts us in the forefront of Legislative Compliance.
Handling common customer objections
113
Discovery Question Framework
| Sage cross-sell playbook
For internal use only
Sales tool: questioning framework to uncover needsBusiness growth
Operational efficiency
Profitability
Every business has 3 core needs:
- Profitability
- Growth
- Operational efficiency
Position Sage as helping businesses like yours everyday.
Connect with the prospect, ask the right questions and pinpoint
opportunities to identify Sage solutions which can help them meet their
business needs.
115
| Sage cross-sell playbook
For internal use only
Cross selling – customer talking points
116
Rapport and engage Listen for business insights / needsConversation focus: Growth, Profitability &
Operational EfficiencyOpen questioning Link business needs to
Cross-sell opportunities
Conversation focus Suggested discovery questions Business needs and insights Cross-sell link opportunities / next
BUSINESS GROWTH
We recognise that every customer touchpoint is an opportunity to understand their business better and is also a potential cross-sell opportunity for Sage.
It is important that we engage with them in the right conversation, about the right solution at the right time.
The role our Sales Agents play at the front end of our business is pivotal to this success.
<------ HELPING OUR CUSTOMER GROW THEIR BUSINESS - BY ENSURING WE OFFER OUR FULL SUITE OF SOLUTIONS TO MEET THEIR NEEDS. ----->
PROFITABILITY
(sales revenue / cost management)
OPERATIONAL EFFICIENCY (admin,
automation, time saving tools, control, MI)
| Sage cross-sell playbook
For internal use only
Cross selling – customer talking points
117
HELIPING OUR CUSTOMER GROW THEIR BUSINESS - BY ENSURING WE OFFER A FULL SUITE OF SOLUTIONS TO MEET THEIR NEEDS
Rapport and engage Listen for business insights / needsConversation focus: Growth, Profitability &
Operational EfficiencyOpen questioning Link business needs to
Cross-sell opportunities
Conversation focus Suggested discovery questions Business needs and insights Cross-sell link opportunities / next
PROFITABILITY
Without doubt in today's economic climate everyone
(large and small businesses) are looking to improve
their bottom line.
Growing profit as you know - can come from both
more sales revenues and by better managing costs.
Sage solutions help businesses like yours manage
better and give you the tools to:
• keep an eye on costs
• get good MI and
• help streamline operations
• to focus energy on sales growth and
• do more with customers
It would be good for you to speak further with one of our business experts about these opportunities. I can arrange the call / appointment for you now ?
Discover tool: PROFITABILITY
Are you using an alternative supplier for:• HR • Payroll / pensions / payslips• Accountancy / tax• Payments
• one supplier vs multiple• associated cost, time of management`
• Identify opportunities to sell Sage integrated solutions and associated benefits
• Do you have employees or looking to recruit more employees ?
• Do you feel you are currently optimising payroll, using the latest solutions?
• Identify time cost associated with manual payroll • identify last time optimal solution was looked into
• HR & Payroll solutions• Employee attendance & performance
management
How would you like to have one integrated accounting, payroll type solution that frees you up to focus on bringing in the revenue
• identify which aspects of business are time consuming
• Integrated and cloud solutions appropriate to the segment size
• Product demos
• Did you know we offer competitive pricing for Sage Pay and only charge for the services that you request.
• Is pricing a concern• are they on the right payment plan
• Sage Pay journey (as appropriate)• Payments deep dive (as appropriate)• Invoice payments
How often do you find that you are spending your valuable time having to either:• reconcile data, invoices & payments?• check and pay suppliers / employees?• keep track of cash flow?
• identify pain points in customers business process• save time, automate & simplify, cut manual effort• check, control and authorise• simple integrated solutions
• Payments deep dive conversation• Sage Pay journey• demos to Sage solutions• invoice payments reconciled
| Sage cross-sell playbook
For internal use only
Cross selling – customer talking points
118
HELIPING OUR CUSTOMER GROW THEIR BUSINESS - BY ENSURING WE OFFER A FULL SUITE OF SOLUTIONS TO MEET THEIR NEEDS
Rapport and engage Listen for business insights / needsConversation focus: Growth, Profitability &
Operational EfficiencyOpen questioning Link business needs to
Cross-sell opportunities
Conversation focus Suggested discovery questions Business needs and insights Cross-sell link opportunities / next
BUSINESS GROWTH
At Sage we speak with many businesses of your size
and in industry sectors like yours, everyday.
Naturally, everyone is trying to grow their business -
but often in different ways.
I know we have been able to support their growth
ambitions with our range of solutions, designed to fit
their specific business.
I'm sure we can help you today, let me start with a few
questions about your business growth plans...
• I see you're using / have been using Sage (product X)
since month/year. How are you finding it meets your
current business needs ?
• Have you been having a good business year ?
• Have you been seeing strong growth ?
• What are your company's ambitions over the next
year or two?
• Is your business actively trying to:
• grow by acquiring new customers?
• keep existing customers?
• Is your business actively trying to:
• manage your employees?
• expand with additional premises?
• opportunities to introduce new Sage solutions ?
• needs we can help with?
• what gaps do they highlight?
• identify if business is growing & where potential new /
additional needs exist
• Growth may = more budget for customer to buy more
• how we can help them find, attract and manage their
customer prospects
• time, effort involved managing staff payroll
• integrated view of multiple business sites
• training opportunity
• support follow up / relationship call
• cloud solution
• product links if appropriate
• Payroll
• HR
• CRM
• Payments
• potential for Sales/Service/ Marketing add on to Sage
BMS.
• arrange customer walkthrough of appropriate
customer journey
• Sage HR test drive or HR Specialist
• explore higher level Accounting software for
additional sites
• assess if business needs to do an Accounting
migration
It would be good for you to speak further with one of our business experts about these opportunities. I can arrange the call / appointment for you now ?
• Is your business actively trying to:
• trade online (website / mobile)?
• sell / expand internationally?
• accepting payments online
• recurring/regular payments
• multi-currency in accounting
• Sage Pay journey / Payments deep dive conversation
• advise how to take accounting international
send product
information links as
appropriate
Discover tool: BUSINESS GROWTH
| Sage cross-sell playbook
For internal use only
Discover tool: OPERATIONAL EFFICIENCY
Cross selling – customer talking points
119
HELIPING OUR CUSTOMER GROW THEIR BUSINESS - BY ENSURING WE OFFER A FULL SUITE OF SOLUTIONS TO MEET THEIR NEEDS
Rapport and engage Listen for business insights / needsConversation focus: Growth, Profitability &
Operational EfficiencyOpen questioning Link business needs to
Cross-sell opportunities
Conversation focus Suggested discovery questions Business needs and insights Cross-sell link opportunities / next
OPERATIONAL EFFICIENCY (admin,
automation, time saving tools, control, MI)
At Sage we speak with many businesses of your size
and in industry sectors like yours, everyday.
Alongside growing profitability - a key focus is the
desire is to run a really efficient operation.
This not only reduces manual effort and inaccuracies -
it also saves time! - a really big plus point for small
businesses.
You're no doubt aware that Sage software solutions
are designed to do just that.
I'm sure we can also help you today, let 's start with a
few questions about your business...
• Thinking about the amount of manual effort & checks
you do (reconciliation, admin) could you quantify the
impacts challenges are having financially, per month/
quarter, or per year ?
• If these operational (day to day) challenges are not
addressed in the immediate future, in what ways could
it negatively impact your business and your own
personal time?
• How do you make sure you are up to date with
legislation ?
• How much time or resource do you allocate & who do
you rely on to ensure compliance ?
• How good would it be to have this incorporated into
your systems?
• How much do any of the following areas concern you:
• ensuring your systems are future proofed, speed &
capacity of systems?
• inaccuracy and human error esp. in data across
different functions?
• excessive bank / payment charges?
• dealing with multiple vendors?
• opportunities to introduce new Sage solutions ?
• needs we can help with?
• what gaps do they highlight?
• Understand how mature the thinking is within the
customers organisation
• Is it a concern the customer is seeking to address ?
• identify how much this is seen as an issue / priority
• identify how risk is managed
• instil benefits of Sage solutions keeping them
compliant
• confidence & trust - industry standards, accuracy,
reliable
• fraud control, risk mngt
• faster payment
• compliance with anti money laundering rules
• control and accuracy
• cost efficient & authorised
• beginning of a cost not to solve conversation
• benefits of systems automation
• customer success stories point to cost savings
• verify and validate we are talking to a decision maker /
right level of person within the organisation
• discuss solutions we offer that improve efficiencies -
product links
• beginning of a cost not to solve conversation
• benefits of systems automation
• demos to integrated / automation Sage solutions
• customer success stories
• product links (if appropriate)
• payments Specialist (if appropriate)
• reinforce benefits e.g. MI, business management
solutions, competitive FX payments (11 currencies) &
enhanced validation of payee details
• Integrated Sage software solutions
It would be good for you to speak further with one of our business experts about these opportunities. I can arrange the call / appointment for you now ?
© 2017, The Sage Group plc or its licensors. Sage, Sage logos, Sage product and service names mentioned herein are the trademarks of The Sage Group plc or its
licensors. All other trademarks are the property of their respective owners.
Thank you
| Sage cross-sell playbook
For internal use only
NOTES
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