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Sage Caribbean Partner Update with Mike Wingrove
 

Sage Caribbean Partner Update with Mike Wingrove

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    Sage Caribbean Partner Update with Mike Wingrove Sage Caribbean Partner Update with Mike Wingrove Presentation Transcript

    • Sage Mid-Market Business SolutionsCaribbean Partner Conference
    • Welcome to our Partners Beyond Solutions Group
    • Sage Product PartnersSage Partner Solution Description Sage ERP Document Management by Altec Alerts and Workflow for Sage by VineyardSoft Robert Lavery & Associates represents several Development Partners whose products aid in improving business processes and better decision making.
    • Your Sage Hosts• Mike Wingrove – Vice President Partner Sales• Peter Grajczyk – Regional Sales Manager• Chrystina Aros-Portillo – Regional Account Manager• Rob Lawson – Pre Sales Engineer and CRM Guru• Leanne Lowe - Pre Sales Engineer• Debbie Hill – Sage Intelligence Guru• Bret Elliott – X3 Pre Sales Director• Suzanne Spear – Director of Events• Kimberly Dorony – Events Manager
    • Agenda Monday, November 5, 20127:00 a.m.–8:00 a.m. Breakfast Salon del Mar A8:00 a.m.–9:00 a.m. Sage Update Mike Wingrove Salon del Mar B9:00 a.m.–10:00 a.m. Sage CRM Rob Lawson Salon del Mar B10:00 a.m.–10:15 a.m. AM Break Salon del Mar A10:15 a.m.–12:00 p.m. Sage CRM (continued) Rob Lawson Salon del Mar B12:00 p.m.–1:00 p.m. Lunch Salon del Mar A1:00 p.m.–3:00 p.m. Sage Business Intelligence and Reporting Debbie Hill Salon del Mar B3:00 p.m.–3:30 p.m. PM Break Salon del Mar A3:30 p.m.–5:00 p.m. Sage Business Intelligence and Reporting (continued) Debbie Hill Salon del Mar B6:00 p.m.–7:00 p.m. Cocktail Hour Boardroom 1 Patio7:00 p.m.–9:00 p.m. Awards Dinner Boardroom 1
    • Agenda Tuesday, November 6, 20127:00 a.m.–8:00 a.m. Breakfast TBD What’s New in 2012 Concurrent Sessions:8:00 a.m.–10:00 a.m. Sage 300 ERP Rob Lawson Salon del Mar B Sage 100 ERP Leanne Lowe Salon del Mar A10:00 a.m.–10:15 a.m. AM Break TBD What’s New in 2012 Concurrent Sessions (continued):10:15 a.m.–11:30 a.m. Sage 300 ERP Rob Lawson Salon del Mar B Sage 100 ERP Leanne Lowe Salon del Mar A11:30 a.m.–12:30 p.m. Lunch TBD12:30 p.m.–2:00 p.m. Endorsed Partner Breakout Altec Salon del Mar B2:00 p.m.–2:15 p.m. PM Break TBD2:15 p.m.–3:45 p.m. Endorsed Partner Breakout Vineyardsoft Salon del Mar B3:45 p.m.–4:00 p.m. Closing General Session Mike Wingrove Salon del Mar B
    • Sage Mid-Market Business SolutionsCaribbean Partner ConferenceMike Wingrove - VP, Partner SalesMonday, November 5th, 2012
    • Sage Corporate Update• Transformational Journey• Product Strategy and Roadmap• Organizational Changes• Product and Customer Scoring for Cross Selling
    • Our Vision“To be recognized as the most valuablesupporter of small and medium sizedcompanies by creating greater freedom forthem to succeed.” As As People: As Partners: Companies: CEO/Presidents Channel Partners Segmentation Functional Leaders Opinion Leaders (Sage Advisor) Everyday Users ISVs
    • Our Plan Execute as a Team Align Strategy & Organization Product Portfolio Investment Decisions Global and Business Unit Plan
    • North America Business PrioritiesStrategic Sage NA Business Priorities Mid-MarketLever Business PrioritiesPortfolio Streamline the product/ service portfolio Reorganize the business by functionManagement and dedicate resources to migrationsPortfolio Hybrid Cloud / Mobility Offerings / connected Invest in the “Cloud”Management services Sage ERP X3 Cloud, Sage 300 ERP Cloud New mobile connected servicesCross sell Drive Sage Payments Cross Sell Installed-Based cross-sell Improve ERP integration & positioning NPPPricing Models Enhance current pricing discipline and pricing Revenue ActiveSubscription Pricing models Customer EBITA ARPACValue added Reposition Sage ERP X3 in core MM Grow Sage ERP X3 channel, eco-solutions system & revenuesValue added Drive financial growth with Sage Business Improve retention and Business Caresolutions Care Enhancements attachment ratesCRE – non-core Delivering operational and project Make Sage Construction Anywhere – management in the Cloud as a connected “Sage Construction EVERYWHERE” service “Executing our Plan and Growing our Business”
    • Where we were:Our North American House of Brands MAS 90 Payments Accpac Alchemex BI Peachtree X3 SalesLogix PFW MAS 500 Simply MillenniumAccounting Active Planner SageCRM ABRA HRMS
    • Where we are: Sage SolutionsOur Brand Transformation Sage Solutions Sage Sage Sage Sage Sage Simply MAS 90 Accpac MAS 500 50 100 300 500 X3Common Sage Applications ……Sage Branded House
    • We are making progress October 2011 FY 2013 Sage 100 Sage Fixed Sage ERP Assets Intelligence Sage Sage HRMS and ERP HRMS Payroll Sage ERPSage 300 ERP X3 Sage Sage Payment Solutions Customer Sage Mobility Sage 500 ERP Sage Sage Fixed CRM Assets Value Products Sage CRM
    • We are laying the foundation• Five Major Product Releases This Fall – Sage 300 ERP – Sage Fixed Assets – Sage 100 ERP – Sage 500 ERP – Sage ERP X3 v. 6.5• Product Innovation – 1:1 Customer interviews, conjoint surveys, rapid prototyping, customer coffee days, etc.• Business Case Improvements – Segmentation, New Product Research – Customer and Company Scoring• And, much more…
    • Product Journey FY-2014 - 15 Differentiate on experienceProduct intelligence and advice with a high degree of • Sage ERP X3 – Syracuse UX capabilities and Emerald functionalitymobility Anywhere, Anytime • Connected services – Customer Self-Service Sites • Payments, Mobility, Depreciation, Payroll and CRM • Mobility as a strong differentiator • Sage Advisor • Business Care 2.0 FY-2013 - 14 Surge to the Cloud Connected services, mobile • Sage ERP X3 – financial features apps, and collaboration/ • Sage ERP X3 – cloud social gain scale. : • Sage ERP X3 – ISVs for key segments Expanding the addressable FY-2012 - 13 • Sage ERP X3 – Sage CRM market and leveraging the • SPS – Canada, b-paper & ACH Lay the foundation • Sage Construction Anywhere cloud• Sage ERP X3 • Sage 300 ERP – cloud• SPS in Sage 100, 300 and 500 ERP • Sage Fixed Assets – integration with• Sage CRM integration w/Sage 100 ERP Sage ERP X3• Mobile Sales w/payments• Mobile Service w/payments• Reasonable visual improvements to keep Product simplicity and ease of use, highest Sage 100, Sage 300 and Sage 500 ERPs level of quality, improved cross-product• Sage Fixed Assets 2013 integrations, cloud/hybrid development projects
    • Product Readiness: We are not there yet Future State Sage 100 ERPWe want all integrations to be excellent. • Sage CRM (Dec. 2012) • Sage Mobility (Mar. 2013) Sage Intelligence Sage Sage 300 ERP Sage HRMS and ERP HRMS Payroll • Sage SPS Canada (TBD) • Sage Mobility (Mar. 2013) SageSage Payment Solutions Customer Sage Mobility Sage ERP X3 Sage Sage • Sage CRM (Mar. 2013) Fixed CRM Assets • Sage Fixed Assets (July 2013) • Sage Mobility (TBD) • Sage HRMS (TBD)
    • MM: Major Releases & Product UpdatesFY 13 Summit 13 FY 14 FY 15 Sage ERP X3 Cloud & MobilitySage ERP X3 V 6.5 “Cloud” V7 Emerald Oct 12 ‘simple’ V 7 Oct 13 V8 (to be confirmed) Cloud option for Sage 100 ERP customersSage 100 ERP 2013 V 2014 V 2015 2016 Dec 12 Aug 13 version version Sage 300 ERP Cloud (Azure)Sage 300 ERP 2012 V 2013 V 2014 2015 Sep 12 Jun 13 version versionSage Fixed Assets V 13.1 V 14 V 15 v16 Oct 12 version version versionSage 500 ERP 2013 V 2014 V 2015 V Dec 12 Oct 13 versionMigration Products
    • MM: Plus Mobile/Connected ServicesFY 13 Summit 13 FY 14 FY 15 Sage ERP X3 Cloud & MobilitySage ERP X3 V 6.5 “Cloud” V7 Emerald Oct 12 ‘simple’ V 7 Oct 13 V8 (to be confirmed) Cloud option for Sage 100 ERP customersSage 100 ERP 2013 V 2014 V 2015 2016 Dec 12 Aug 13 version version Sage 300 ERP Cloud (Azure)Sage 300 ERP 2012 V 2013 V 2014 2015 Sep 12 Jun 13 version versionSage Fixed Assets V 13.1 V 14 V 15 v16 Oct 12 version version versionSage 500 ERP 2013 V 2014 V 2015 V Dec 12 Oct 13 versionMigration Products
    • MM: Plus Sage Integrations & ISVsFY 13 Summit 13 FY 14 FY 15 Sage ERP X3 Cloud & MobilitySage ERP X3 V 6.5 “Cloud” V7 Emerald Oct 12 ‘simple’ V 7 Oct 13 V8 (to be confirmed) Cloud option for Sage 100 ERP customersSage 100 ERP 2013 V 2014 V 2015 2016 Dec 12 Aug 13 version version Sage 300 ERP Cloud (Azure)Sage 300 ERP 2012 V 2013 V 2014 2015 Sep 12 Jun 13 version versionSage Fixed Assets V 13.1 V 14 V 15 v16 Oct 12 version version versionSage 500 ERP 2013 V 2014 V 2015 V Dec 12 Oct 13 versionMigration Products
    • FY13 Focus Areas• Increase customer value through subscription services• Rationalize technology investments Sage Mobile Sales• Develop common customer experience Sage Mobile Services Mobile Sage Payment Services Applications Sage Inventory Advisor Sage Sales Tax Sage Account Billing Sage Shipping Connected Features as & Payment Services a Service Sage e-Filing Cloud Sage Sage Payroll ERP Services Solutions Sage ERP X3 Sage HRMS Distribution Solutions Sage 300 Common Manufacturing Solutions Sage Intelligence ISV Solutions Sage Fixed Assets Sage CRM Common Customer Sage Business Care Experience Sage Advisor Sage Licensing Sage Community
    • Our Plan Execute as a Team Align Strategy & Organization Product Portfolio Investment Decisions Global and Business Unit Plan
    • Our Journey • Sage is on a rapid and transformative journey • A pivotal asset for success is our partners To achieve our ambition:We will continue to work to developa strong, strategically aligned teamwhose focus is executing withexcellence, drive and speedjointly with our partners
    • Key Tenents• Integrate the Value and Fixed Assets teams• Grow ARPAC through focused Cross Sell initiatives• Migrate Value customers to other Sage solutions• Coordinate Team alignment across Partners and Geographic regions• Simplify doing business with Sage
    • Engagement Model New Customer Acquisition Customers • ERP • Fixed Assets • CRM • HRMS Business Care Drive consumption and cross-sell attach rates Off Plan Customers Migrations:BW, BV, Pro, PFW
    • Putting the Pieces Together Partner Growth Mgmt Lead Partner Sales Development Sales Operations Customer Sales Sage ERP X3 (Cross- Sell, Migrations, and Business Care)
    • Mid-Market Business Solutions Mike Donna Drew Sophie Sam Doug Kevin Tom Miller Jon WittyWingrove Armstrong Macbeth Léguillette Hunter LaBahn RookerPartner Sage ERP NCA Lead Mktg, Portfolio Product Channel Sales CRESales X3 Sales, Develop., Business Mgmt Marketing Mgmt OperationsNew and Pre Sales Migrations Care & & &Existing and PSG Value, Cross- Product Partnercustomers Fixed Sell Mgmt Programs Assets Sales
    • Canadian & Caribbean Partner Sales Craig Elander Derrick Lildhar Richard Kaberry Daniel Lefebvre Peter Grajczyk
    • Caribbean Region TeamRole Team MemberRegional Sales Manager (RSM) Peter GrajczykSales Advisor – Sage 300 Joseph Sundara– RichmondSales Advisor – Sage 100/500 Anette Santillan- IrvineBusiness Care Renewals Sage 300 – John Cobb Sage 100 – Aubree Peladeau
    • Product & Company Scoring30
    • Tapping into our Customer Base• Massive Opportunity• Expand Partner “Stickiness” with Customers• Grow Revenue’s per active Customer (ARPAC)• Dedicated Sage resources to assist – AE’s
    • Listening to our Different Constituents Known Barriers ERP/CRM • “We only focus on customers that have purchased in the last 12-18 months.” Business • “We want the big NEW deals. There’s not enough money in cross-sell for us to spend time on it.” Partner: • Account Managers have don’t learn the new services. No time, no incentive, no learning curve. Owner They on sell 1 or 2 products. There’s time to learn what a LOT of my customers are buying. • BPs have 1 or 2 Account Managers (ratio of 1 AM per 100-150 customers) • Account Managers promote the highest margin products first (proprietary, non-endorsed ISVs) • “We don’t differentiate between A-B-C customers and how (or how often) we engage them.” Opportunities to Improve for Sage • “Help me with my customer portfolio. Tell me who should buy what services.” • “Let me know what you are communicating (upgrades, promotions, etc.). I will help you if you tell me. And, I’ll tell you were the deadly bear-traps are hidden.” • “We’d like to give you information back (e.g., contact names, insight on opportunities) if there was a way for us to communicate better (i.e., shared Sage CRM tabs).” ERP Known BarriersCustomer: • “I get confused because my BP and Sage say different things. And, if my BP doesn’t back up what Primary Sage is saying, I probably won’t buy. Or, if my BP doesn’t know about it, then I am very skeptical.” Contact Opportunities to Improve for Sage • “Keep me informed. If there is something in it for me, I will help you reach the right decision ERP makers in my company. But, do NOT break my system…or, leave me in the dark.” Customer: Cross-Sell Known Barriers Decision Maker (CEO) • “I get too much product spam. Sometimes, I see value. And, no one reaches out to me.”
    • Leveraging the Power of our InsightsIndustrySize of teamCountry Product# of SKUs ScoresOther productsused Product Scores Users on system are hitting their license limit Company Upward trend of users Score and hours of system use “Primary” contact is true DM
    •  Product Scoring Identifies Suspects to Pursue  Company Scoring Enables Us to Align Sales & Marketing Investment to the Most “Valuable” Customers34
    • Characteristics That Pinpoint Opportunities ent g vice l in ll s yro h ets Sal e ce & P unt B il ync Se r Adv nt ory igen Ass S pa (Av es Tax Solu ment ge S le le aym s a) S isor t ion obi obi xed t el l RM RM cco RM al ar ve y d l e Pa e Sa wl e eM eM e In e In e Fi eH eH eA eC K no Sag Sag Sag Sag Sag Sag Sag Sag Sag Sag SagHigh volume of invoiced salestransactions       Multi-state operations    Industry           Annual sales revenue            Number of Inventory SKUs andinventory investment    Number of Employees    Size of accounting/finance team    Very high number of companies(accounting service company?)   Channel partner cross-sellstrength (PSG)  Customers HR model(outsouce - DIY - HR team)  Customers IT model(outsource - DIY - IT staff) Number of Fixed Assets(large depreciable assets) 
    • High PS are of higher value – CRM example Billing & Sage Advisor Information PrSc = 0 PrSc = 4 PrSc = 5 Sage CRM Attach Rate 0% 1% 3% ERP Users (Average) 3.2 7.5 18.1 Number of Contacts (Average) 64 891 2,245 Number of Customers (Average) 289 1,633 3,759 Number of Inventory Items (Average) 274 3,365 7,737 Number of Open Invoices (Average) 1,530 10,184 18,485 Number of Sales Orders (Average) 22 220 1,294 Number of Warehouses (Average) 5.4 7.9 14.5 Order Entry Module Use (Hrs, Average) 14 905 2,236 Industry (3rd party source) PrSc = 0 PrSc = 4 PrSc = 5 Wholesale Trade 0% 40% 48% Manufacturing, high assembly 0% 30% 39% Business Services 0% 18% 13% Consulting Services 0% 12% 0% Legal Services 0% 1% 0% Construction 12% 0% 0% Consumer Services 50% 0% 0% unknown 30% 0% 0% Various 8% 0% 0% Company Info (3rd party source) PrSc = 0 PrSc = 4 PrSc = 5 Number of Employees (Average) 45 87 70 Annual Sales (Average, 000s) 4,945 18,636 16,902
    • Introduction to Product Scoring
    • Channel Partners with 50+ CRM Hi-Scores CRM Product Score = 4 CRM Product Score = 5 CRM Product Score = 4 &5 CP Accounts Already Accounts Already Accounts Already Attach Row Labels Total Accounts with CRM Total Accounts with CRM Total Accounts with CRM Rate Blytheco, LLC 157 0 285 5 442 5 1% DSD Business Systems 150 2 236 4 386 6 2% Net@Work, Inc. 99 2 144 8 243 10 4% SWK Technologies, Inc. 86 0 144 2 230 2 1% 70 4 80 5 150 9 6% BCS/ProSoft Inc. 48 1 88 1 136 2 1% DM2 Software, Inc. 26 0 92 2 118 2 2% ADSS GLOBAL 58 1 59 14 117 15 13% ISM. 43 0 64 3 107 3 3% MicroAccounting Solutions 27 0 69 1 96 1 1% Matrix Integrated Solutions-NE 35 0 48 0 83 0 0% Oasis Computer Solutions - KY 32 0 46 1 78 1 1% Vrakas/Blum Computer Consulting, Inc. 26 0 45 0 71 0 0% Arxis Technology, Inc. 25 2 45 2 70 4 6% Steward Consulting, Inc. 19 0 46 0 65 0 0% Socius 25 0 38 1 63 1 2% CompuData, Inc. 18 0 45 0 63 0 0% SGS Technology Group 17 0 43 1 60 1 2% Chortek & Gottschalk 20 0 36 0 56 0 0% L. Kianoff & Associates, Inc. 28 0 27 0 55 0 0% Capitol Computer Systems, Inc 19 0 36 0 55 0 0% DWD Technology Group 25 0 30 0 55 0 0% FORTSUM SOLUTIONS D AFFAIRES I 27 0 26 0 53 0 0% The LLB Group 18 0 34 2 52 2 4% Oates & Company 23 0 29 0 52 0 0% RSM McGladrey, Inc.-Rockford 23 1 28 0 51 1 2% Bennett/Porter & Associates 17 0 34 0 51 0 0% Note: * High CRM Products Scores (4 or 5) ** Sage 100 ERP, Sage 300 ERP, Sage ERP X338 *** On plan and net of existing CRM customers.
    • Introduction to Product ScoringAttach Rate in Sage 100, 300 & 500 7,400 in Sage 100, 300, 500 9,245 in Mid Market Product Scores
    • Compare Two Companies Folks Folly Prime Steak 551 S Mendenh Memphis TN 38117-4217 US 25 employeesCompany Score =1 Sage Sage Sage Fixed Sage Sales Sage KnowledgeSy Payment Product Score Sage CRM Assets Sage HRMS Tax Intelligence nc Solutions Sage Payroll -4 0.0% 0.0% -3 0.0% 0.0% 0.0% -2 0.0% 0.0% 0.9% 0.0% 0.0% 1.0% -1 0.4% 0.7% 0.0% 0.1% 0.0% 0.1% 0 0.2% 1.2% 0.3% 0.2% 0.0% 0.0% 0.1% 1 0.3% 2.8% 0.6% 0.3% 0.2% 0.2% 1.0% 2 0.7% 5.4% 1.5% 0.3% 0.5% 0.3% 1.5% 28% 3 0.9% 10.2% 2.9% 0.5% 2.1% 0.8% 2.6% 39% 4 1.1% 16.7% 7.5% 1.1% 3.9% 2.7% 4.7% 51% 5 2.5% 27.0% 11.6% 2.3% 6.7% 5.4% 5.6% 65% 6 35.0% 5.0% 8.6% 7.6% 72% 7 8.0% 87% Huntington Foam LLC Jeannette PA 15644-3331 US 26 ERP users $30 million salesCompany Score =7 Sage Sage Sage Fixed Sage Sales Sage KnowledgeSy Payment Product Score Sage CRM Assets Sage HRMS Tax Intelligence nc Solutions Sage Payroll -4 0.0% 0.0% -3 0.0% 0.0% 0.0% -2 0.0% 0.0% 0.9% 0.0% 0.0% 1.0% -1 0.4% 0.7% 0.0% 0.1% 0.0% 0.1% 0 0.2% 1.2% 0.3% 0.2% 0.0% 0.0% 0.1% 1 0.3% 2.8% 0.6% 0.3% 0.2% 0.2% 1.0% 2 0.7% 5.4% 1.5% 0.3% 0.5% 0.3% 1.5% 28% 3 0.9% 10.2% 2.9% 0.5% 2.1% 0.8% 2.6% 39% 4 1.1% 16.7% 7.5% 1.1% 3.9% 2.7% 4.7% 51% 5 2.5% 27.0% 11.6% 2.3% 6.7% 5.4% 5.6% 65% 6 35.0% 5.0% Already 8.6% 7.6% 72% 7 owns it 8.0% 87%
    • Ranking the Customers
    • Process Overview – CollaborationFunction 1 Create & refine Prospect Scores &PMM Customer 3 Create Scores Partner Customer 2 Assign to Portfolio Teams and ScorecardSales Ops Upload to CRM 4 5 Conduct BP Enter BPPeter Grajczyk Customer feedback into(Sage RSM) Portfolio our CRM ReviewsE-mail / marketing to Targeted Contentwarm prospects 6 7 9 Conduct PrimaryMarc Piva / Partner Customer Conduct Sales Close(Sage AE) Diagnostic Presentations Deals Conversations 8 Follow- Up Call(s) 10SME Expert/Partner Implement
    • Call to Action Great opportunity to leverage Sage insight & data Focus efforts on Customers with highest propensity to buy Reach out to Peter Grajczyk if interested in actively participating
    • Our Plan Execute as a Team Align Strategy & Organization Product Portfolio Investment Decisions Global and Business Unit Plan
    • Agenda Monday, November 5, 20127:00 a.m.–8:00 a.m. Breakfast Salon del Mar A8:00 a.m.–9:00 a.m. Sage Update Mike Wingrove Salon del Mar B9:00 a.m.–10:00 a.m. Sage CRM Rob Lawson Salon del Mar B10:00 a.m.–10:15 a.m. AM Break Salon del Mar A10:15 a.m.–12:00 p.m. Sage CRM (continued) Rob Lawson Salon del Mar B12:00 p.m.–1:00 p.m. Lunch Salon del Mar A1:00 p.m.–3:00 p.m. Sage Business Intelligence and Reporting Debbie Hill Salon del Mar B3:00 p.m.–3:30 p.m. PM Break Salon del Mar A3:30 p.m.–5:00 p.m. Sage Business Intelligence and Reporting (continued) Debbie Hill Salon del Mar B6:00 p.m.–7:00 p.m. Cocktail Hour Boardroom 1 Patio7:00 p.m.–9:00 p.m. Awards Dinner Boardroom 1