Targeting mid-market buyers from Ephor Group

Mid-Market Research Findings 2011 Since 2006, we conduct quarterly research surveys on utilization and best practices for technology and outsourcing buyers.I. The drivers have shifted from license software to We also, interview 400 businesses every year to determine the market landscape, forecast, and landscape forecast SaaS solutions, from cost savings to capability opportunities. enabling solutions, and from functional specific to Defining the SME Middle-Market Buyer: business-centric. The mid-market is significant as the table illustrates the potential universe of SME & mid- market employers with 50 to 10,000 full-time W- p y ,II.II Utilization improving based on adaption of 2 employees: technology to meet today’s work requirements TARGET Americas India & Asia Europe (flattening span of control, global multi-location (thousands) Middle East complexities, younger workforce, mobile and Mid-market 100,000 10,000 25,000 100,000 contingent workforce). What will satisfy the needs of the SME market is simplifying the technology and functionalIII. Recurring oriented business models are the market processes with a business-centric mindset. leaders. Portfolio and distribution key contributors The majority of businesses consider themselves to more efficient model leaders. mid-market enterprises. They have multiple vendors complicated by changing business demands and evolving landscape, and lack efficient and effective processes and expertise to adequately fit their needs. The ideal customer buys to simplify their business, while valuing the solutions based approach coupled with industry vertical specific h l d ith i d t ti l ifi domain expertise. By making the buying process easy, the long- term profitability potential is great.

Targeting Mid-Market Buyers Penetrating the mid-market requires intense “TARGETING” of communities on a routine, repeated basis with strategic messages supported by “Utility-Value-Added” use-cases from clients/partners. Landscape Mid-Market Traditional Communities Target *numerous regional Companies in the USA Outsourcing Staffing 1,493 1 493 American Staffing Association www staffingtoday net/ | National Independent Staffing Association www nisaconnections com | ERE net - Recruiting News, Recruiting Events Recruiting ..., Association, www.staffingtoday.net/ Association, www.nisaconnections.com ERE.net News Events, www.ere.net/ | John Sumser, Kevin Wheeler, Mel Kleiman, Dr John Sullivan , http://www.staffingindustry.com/Research-Publications/Blogs Call Centers 500 Contact Center Association, www.contactcenterassociation.com/ | The National Association of Call Centers, www.nationalcallcenters.org/ | American Teleservices Association, ATA, www.ataconnect.org/ | Call Center Associations, www.customerservicemanager.com Security 899 ASIS International: , www.asisonline.org | ISSA.org, www.issa.org | Security Industry Association, www.siaonline.org/ | International Association of Professional Security Consultants, www.iapsc.org/ | National Association of Security Companies, www.nasco.org/ | Information Technology - Information Security – Information ..., www.isaca.org/ Healthcare 4,524 AHCA - American Health C Association, www.ahcancal.org/ | AHIMA Home - American Health Information Management Association, www.ahima.org/ C Care / f / Accounting 800 AICPA Telecom 2,084 Telecom Association Home Page, www.telecomassociation.com/ | Telecommunications Industry Association (TIA), www.tiaonline.org Financial 3,424 American Financial Services Association, www.afsaonline.org/ | BAFT-IFSA, www.baft-ifsa.com/ | Community Financial Services Association of America, cfsaa.com/ Energy Services 1 310 1,310 Association of Energy Services Professionals, www.aesp.org/ | National Energy Services Association, www.nesanet.org| NAESCO: National Association of Energy Service Companies, ssoc at o o e gy Se ces o ess o a s, aesp o g/ at o a e gy Se ces ssoc at o , esa et o g| SCO at o a ssoc at o o e gy Se ce Co pa es, www.naesco.org/ | AESC, www.aesc.net/ Non-Profits 3,087 National Council of Nonprofits, www.councilofnonprofits.org/ Insurance 2,084 American Insurance Association, www.aiadc.org/ | Property Casualty Insurers Association of America, www.pciaa.net/ | National Association of Professional Insurance Agents (PIA), www.pianet.com/ | National Association of Insurance Commissioners (NAIC), www.naic.org Technology 9,806 SaaS Showplace, www.saas-showplace.com/ | Sramana Mitra, ZDNet, Jeff Kaplan Real Estate 3,726 Property Management Association, www.pma-dc.org/ | NPMA | National Property Management Association, www.npma.org | IREM : Institute of Real Estate Management, www.irem.org/ Holding Company, 975 ACGInstitutional InvestorAdvertising, Media, 2,913 AMA, DMA, Sherpa, | ANA - Association of National Advertisers | ANA, www.ana.net/ | 4As | American Association of Advertising Agencies, www.aaaa.org DiMA : Digital Media Association, www.digmedia.or Marketing

Targeting Solution Providers TARGETIG requires constant barrage of brand messaging across email, social media, online downloads/videos, recommendations from influencers, as well as direct engagement through surveys, webinars and conferences. Sector Sub segments Sub-segments Sources of Information # Count of Mid-Market Firms (SMBs #) in the Ephor Opt-In Database SaaS HRTech, HROToday.com, SHRM, Workforce.com, NAPEO, IPPA, SPM (sales performance management) HRTech Europe, RPOtoday, HROAlliance, Hrmarketer, PE group, RPO analysts and sourcing advisors advisors. Global Beyond Payroll HRO 49 (706) HR Staffing Fractional HRO Benefits Staffing IT MSPs CompTia, CompTia User Conferences PE groups, MSFT Partners Conferences, groups ITO VAR SaaS Implementation 209 (408) Security SaaS FAOToday.com, AICPA, sourcing advisors. FAO 25 (61) Outsourcing providers Call Center / Contact Center SaaS Showplace MarketingSherpa AMA DMA PE Groups analysts Showplace, MarketingSherpa, AMA, DMA, Groups, analysts, 68 (190)MSO (marketing) SaaS Implementation and sourcing advisors. Healthcare FAO services PE Healthcare partners, ASOs, analysts.HBS(healthcare) Healthcare IT 99 (1,099) Business SaaSShowplace SaaS Function 19 (190) Point Solution (“killer app”)

Ephor Group is a strategic advisory firm which helps our clients(technology and outsourcing providers) create wealth by achieving their growth objectives.Benefits of our methodology approach gy pp Ephor was created as an(as opposed to traditional consulting, coaching or iBanking) includes alternative to traditionalour Methodologies and our Perform Model. consulting. We put our own “skin in the game” and trulyEphor Perform Business Process™ methodologies: work in the company’s interest FlightPlan™ for GoToMarket ensures effective/efficient revenue strategy. FlightPlan as part of our Perform Model and we insource ourGrowthSTEP™ guides companies to their next plateau inclluding Methodologies to our clients.Alliances, Distribution and/or M&A Corporate Development. Ephor Group was founded asBoardwalk Management Science™ provides Controls and Intelligence the “family office for Garry E. family office”and ensures optimum asset creation, monetization and value realization. Meier and other high net worth individuals to provideRead more about our methodologies online. advisory services to our investments and portfolio of clients. Ephor Group’s approach is Intelligence Controls Assets pragmatic, proven, and •Market Research •Landscape: •Governance •Brand performance-oriented. Ephor Boardwalk •Sources of Revenue Competitive and Buyers •Management g •Insourcing approach works with technology and •Wealth Creation Science Reporting creates processes outsourcing providers. We have Drivers •PayforPerformance •Industry Comparables led, advised, and invested in •Competitive Intelligence some of the most successful •Pricing Intelligence business service companies in the Americas.

Targeting mid-market buyers from Ephor Group

by charles bedard on Oct 19, 2011

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