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- 1. Convergence Payroll, HRIS,and TLM are coming together – what it means for you
- 2. Contents A briefhistory of Convergence Convergence in our industry The challenge of the SMB market Industry landscape How Infinity can help you win KISS
- 3. Did you buyone of these? 1973: First Handheld mobile phone
- 4. Or one ofthese? 1997: Palm Pilot Launched 30 Million Sold
- 5. Or maybe oneof these? 1999: Blackberry Launched Mobile Email 80 Million Sold
- 6. The Power ofConvergence + + = iPhone: 500 Million Sold and Counting
- 7. The Magic ofTelevision
- 8. The VCR: ACool Invention Mass marketed in 1975. How often did you record and re-play shows?
- 9. The Power ofConvergence + = DVR: Integrated capabilities led to widespread adoption
- 10. Convergence in OurIndustry– August 17, 2006
- 11. Convergence in OurIndustry– September 13, 2007
- 12. Our Industry CompetitorProduct V Rating Others: Paycor, Ultimate, Ascentis, etc…
- 13. Why do consumerswant convergence? • Ease of use • Centralization of data – Avoid files, imports/exports – Eliminate “multiple systems of record”’ • Better visibility and reporting • Cost savings – “Best of Breed” vs “Suite Approach”
- 14. I know youmust get it… Scottsdale Weather Report Wednesday, September 3rd, 2014 http://youtu.be/qXdmTtk1Mm4
- 15. The SMB Market • Small Business = <100 employees • Medium Business= 100 to 1,000 employees
- 16. Target Market Convergence Challenge of going down-market Challenge of going up-market
- 17. Characteristics of theSMB Market • Relatively small HR budget • Limited HR resources – E.g., HR generalist vs specialists (benefits, payroll, etc) • Everyone is “very busy” • Desire “Best of Breed” functionality
- 18. Best of BreedDesires
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- 20. IT Implementation Challenges(I) 40% -- According to IBM, the percentage of projects that meet schedule, budget, and quality goals
- 21. Yogi- ism (I) “You’ve got to be very careful if you don’t know where you’re going, because you might not get there.”
- 22. IT Implementation Challenges(II) 50% | 60% | 60% -- IT implementations with cost over-runs, delays, and lack of value, according to Panorama Consulting
- 23. Yogi- ism (II) “We made too many wrong mistakes.”
- 24. IT Implementation Challenges(III) 49% | 35% | 44% -- Client satisfaction with meeting business needs, employee engagement, and overall experience, according to Panorama Consulting
- 25. Yogi- ism (III) “You can observe a lot by watching.” “It’s not too far, it just seems like it is.” “When you come to the fork in the road, take it.”
- 26. Common SMB Pitfallsand Solutions Pitfalls • Lack of client resources / focus • Unrealistic expectations – i.e., customizations • Unwilling to change • Owning the data – Integration and sync complications Solutions • Identify strong client point person, phased-approach with “quick wins” • Set realistic expectations, pick the right prospects and clients • Focus on goal, not on method • Client point person needs to be comfortable with data or have resource that is
- 27. We are allYogis • Yogi was small in stature– – 5ft, 7 inches tall • Yogi appeared in 14 World Series and won 10 Championships • We are small companies, but integrated Payroll-HRIS-TLM gets us in the game – And we can win!
- 28. Industry Landscape PayrollHRIS TLM Sync, Front-end Advanced TLM
- 29. HRIS Sales •For every 100 demos… – 20 wins – 20 losses – 60 “not todays” • How to transition from a “nice to have” to a “must have”?
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- 31. FUD Fear Uncertainty Doubt
- 32. The ACA Fearis a Great Motivator
- 33. Convergence in Action Core HR Data ACA Compliance Benefits TLM
- 34. Then and Now… Then Sex sells… Now Compliance sells…
- 35. How Infinity CanHelp You Win • Integrations with Millennium and Evolution • Partner Program • New features and initiatives: – Advanced TLM – ACA Compliance Tools – EasyPay front-end (Millennium) – Integrations with Aurico and ZipRecruiter (ATS)
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- 37. KISS Keep It Simple Stupid
- 38. A KISS Goodbye Pilot with 2-3 of your best clients Roll-out an ESS-only program The sync– focus on payroll specialist Identify your HRIS expert Engage in our Partner Program
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