Aan002 Martin 091707
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Aan002 Martin 091707

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Aan002 Martin 091707 Aan002 Martin 091707 Presentation Transcript

  • Where’s the Cash in your Lead to Cash Process? Kathleen Lord, VP Sales, Intacct Doug Harr, CIO, Ingres Best Financial Software Solution
  • Agenda
    • Challenges with Typical Lead-Cash Processes
    • Lead-Cash Process with Intacct MAX TM for salesforce.com
    • Ingres Case Study
    • Live Demonstration
    • Q & A
  • Challenges with Typical Lead-Cash Processes
    • Reps have no visibility into Customer/Inventory Info
      • AR Balance, Inventory levels, Shipment History
    • Orders require manual entry into Finance system
      • High-risk for data entry errors, delays
    • No visibility once orders are submitted to finance
      • Invoice/Payment/Shipment status
    Front Office Back Office
  • Lead – Cash Process with Intacct MAX TM
      • Create a booked order from an opportunity in a single click
        • Customer, Product, Pricing, Fulfillment details
      • Automatically trigger back-office work flows
        • Accounting, Product & Services Fulfillment
      • View customer data traditionally hidden in the back-office
        • Payment History, Fulfillment Status, Sales Analysis
    Front Office Back Office
  • Who’s Intacct?
    • The Company:
      • Leading On-Demand Financial Management
      • HQ in Silicon Valley with operations in India
    • Our Customers:
      • Over 2,200 customers, 11,000+ users
      • More than 99% retention rate
    • Financial Management Solutions:
      • Award-winning solutions
      • Industry leading services Platform
      • Proven Operations & Infrastructure
    • The Financial Backers:
      • Emergence Capital Partners
      • Sigma Partners
      • Sutter Hill Ventures
    Platform Partners Channel Partners Customers
  • General Ledger Accounts Payable Accounts Receivable Cash Management Expense Management Revenue Recognition Order Management Inventory Management Procurement Management Project Management Time & Billing Client Expenses Executive Dashboards Reporting and Analytics Budgeting Events Management Integration Intacct Financial Management Solution
  • Intacct MAX TM for salesforce.com
    • Intacct MAX™ lets users convert a SFDC opportunity into a booked sales order with a single click
      • Staff productivity is maximized using a single sign-on to a web-based interface for the combined system
      • Input product records once for sales and accounting needs. Intacct MAX™ automatically synchronizes Intacct account/product records with Salesforce
    • Intacct implements rules for billing, revenue recognition and contract renewals
      • Back-office work flows such as accounting, product and service fulfillment are triggered automatically from within Salesforce or Intacct
    • Inventory, Deferred Revenue and Accounts Receivable are updated automatically
    • All relevant customer and order data within Salesforce populates Intacct’s financial system of record automatically
      • Bi-directional flow of data gives Salesforce users visibility into customer data previously hidden in back office systems
  • About Ingres
    • Leading provider of open source software solutions and services
      • Database, application development, BI, integration, middleware
    • Ingres database – 25+ years industry expertise
      • University Ingres & System R Create an Industry - 1976
      • First commercial relational database product – 1981
      • Acquired by CA – 1994
      • Released as open source – 2004
    • Ingres Corporation formed – 11/2005
    • Tripled to 270 employees across the world
    • Customers in 58 countries
  • IT Delivery Strategy On Demand (SaaS) or Open Source (Ingres+) Intacct Financials/Distribution Financials Order Entry/Distribution Professional Services Co-Location Corporate Web Site & Community Customer Service Ticketing E-Mail ADP HRIS, Payroll Solutions Workforce management Benefits Payroll Salesforce CRM Applications Lead Management Sales Forecasting Sales Operations On Premise, On Ingres Intranet / Knowledge / Document / Content Management Workflow / Forms Management Integration / Reporting Hub Networking, Telephony
  • Life Before Intacct
    • Some processing in Salesforce
      • Opportunity “Summary” with Product line item detail reflected the potential sale
      • Custom fields for Contract Start/End by line item were used to reflect duration of the subscription sale
      • More than 49 price lists were required to reflect combinations of currency and standard discount levels
      • Salesforce mail merge routines were used to print order forms in 4 languages and per legal entity (13 separate forms)
    • Orders, invoices and revenue management processed in other systems
      • AR customers and invoices were manually loaded into QuickBooks
      • Revenue Recognition schedules (majority spread over the 12 month contract period) kept in spreadsheets
    • Resulting Issues:
      • AR customer records in QuickBooks often did not match Salesforce accounts - Potential for error in Invoice information was high
      • Tracking recurring billing arrangements manual and prone to error
      • Revenue Recognition via spreadsheets prone to potential error
      • Sales had no visibility to Order/AR status of customers
  • Solution Search – What we Needed
    • Ingres needed an integrated solution to the order to cash problem:
    • The IT Strategy for sourcing solutions at Ingres is “On Demand” or “Open Source”
    • Salesforce was a natural choice for a CRM solution
    • We needed a Financials/Distribution application which met our requirements and integrated to Salesforce
    • We also wanted to assure an integrated solution for Professional Services Automation (PSA) - our next project
    • Ingres is a subscription based software and services company, requiring advanced order-to-cash processes
    • We specifically did not want to go with heavyweight applications from Oracle or SAP
  • Why we Selected Intacct
    • Intacct one of a few SaaS based solutions for Financials and Distribution
    • Intacct either already met all of our criteria or had a roadmap to getting there
    • Intacct provided integration to Salesforce and to OpenAir, a leading SaaS PSA solution
    • We liked what we heard from Intacct – in their personnel and management – and that they would be a good partner for us
    • We felt that we could help influence the direction of the product
  • Salesforce CRM & Intacct ERP Opportunity Management Steps to Enter the Deal #1 Enter an Account; Push to Intacct #2 Enter an Opportunity Summary #3 Enter the Sales Order #4 Print the Order Form
  • Create Customer Account Salesforce is the “Customer Master”
  • Create Opportunity Summary Information only
  • Create Sales Order Product Detail with contract terms
  • Create Sales Order Form
      • Check Sales Order – check the box next to the sales order to print
      • Print Sales Order – select this – you will be asked for the language, then the form will display
    2. 1.
  • Viewing Intacct AR Customer Ledger
  • Integrated Dashboard
  • Business Benefits of Salesforce + Intacct
    • Improved Sales Performance
      • Sales visibility to Order/AR status beneficial during sales cycle
        • Improved Customer Satisfaction and Communications
      • Integrity of customer/booking information improves sales execution
      • Sales Management has greater visibility into the drivers for their business
    • Stronger Financial Management
      • Audit cycles no longer require manual heavy lifting
      • Capture of revenue recognition eliminates the needs for spreadsheets
      • Reduced labor required for order processing/invoicing
      • Accurate invoicing improves collections, DSO
    • Complete visibility into the lead-cash process
      • Gained a 360 degree view of our customers to better manage our business
  • Intacct MAX TM Live Demonstration
  • Why Intacct MAX TM for salesforce.com?
    • 360 degree view of customers. Integrate Salesforce with Intacct’s Accounting, Supply Chain, and Order Management applications.
    • One log-in for all your needs. Create Intacct Order Management Quotes or Orders from Salesforce Opportunities.
    • Increase visibility. View customer account history and other reports from within Salesforce.
    • Reduce user error for disparate applications. Automatically synchronize Salesforce account records to Intacct.
    • Input products one time for sales and accounting. Automatically synchronize Intacct product records to Salesforce.
    • Increase reporting visibility on custom fields. Map Salesforce standard and custom fields to Intacct standard or custom fields and vice versa.
    Salesforce.com Process Link your Lead to Cash with a single click.
  • Q & A Kathleen Lord, VP Sales, Intacct klord@intacct.com or 408-878-0960 www.intacct.com Doug Harr, CIO, Ingres dharr@ingres.com www.ingres.com Come Visit us at Booth #703 Best Financial Software Solution