© 2007INTACCT CORPORATION CONFIDENTIAL

Where’s the Cash in your Lead to Cash Process?

Kathleen Lord, VP Sales, Intacct

Doug Harr, CIO, Ingres

Best Financial Software Solution

© 2007INTACCT CORPORATION CONFIDENTIAL

Agenda

Challenges with Typical Lead-Cash Processes

Lead-Cash Process with Intacct MAXTM for salesforce.com

Ingres Case Study

Live Demonstration

Q & A

© 2007INTACCT CORPORATION CONFIDENTIAL

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 OfficeBack Office

© 2007INTACCT CORPORATION CONFIDENTIAL

Front OfficeBack Office

Lead – Cash Process with Intacct MAXTM

•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

© 2007INTACCT CORPORATION CONFIDENTIAL

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 VenturesPlatform Partners

Channel Partners

Customers

© 2007INTACCT CORPORATION CONFIDENTIAL

General LedgerAccounts Payable

Accounts ReceivableCash Management

Expense ManagementRevenue Recognition

Order Management Inventory ManagementProcurement Management

Project ManagementTime & Billing

Client Expenses

Executive DashboardsReporting and AnalyticsBudgetingEvents ManagementIntegration

Intacct Financial Management Solution

© 2007INTACCT CORPORATION CONFIDENTIAL

Intacct MAXTM 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

© 2007INTACCT CORPORATION CONFIDENTIAL

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

© 2007INTACCT CORPORATION CONFIDENTIAL

Intacct Financials/DistributionFinancials

Order Entry/DistributionProfessional Services

Co-LocationCorporate Web Site & Community

Customer Service TicketingE-Mail

ADP HRIS, Payroll SolutionsWorkforce management

BenefitsPayroll

Salesforce CRM ApplicationsLead ManagementSales ForecastingSales Operations

On Premise, On IngresIntranet / Knowledge / Document / Content Management

Workflow / Forms ManagementIntegration / Reporting Hub

Networking, Telephony

IT Delivery StrategyOn Demand (SaaS) or Open Source (Ingres+)

© 2007INTACCT CORPORATION CONFIDENTIAL

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

© 2007INTACCT CORPORATION CONFIDENTIAL

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

© 2007INTACCT CORPORATION CONFIDENTIAL

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

© 2007INTACCT CORPORATION CONFIDENTIAL

Salesforce CRM & Intacct ERPOpportunity 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

© 2007INTACCT CORPORATION CONFIDENTIAL

Create Customer AccountSalesforce is the “Customer Master”

© 2007INTACCT CORPORATION CONFIDENTIAL

Create OpportunitySummary Information only

© 2007INTACCT CORPORATION CONFIDENTIAL

Create Sales OrderProduct Detail with contract terms

© 2007INTACCT CORPORATION CONFIDENTIAL

Create Sales Order Form

1) Check Sales Order – check the box next to the sales order to print

2) Print Sales Order – select this – you will be asked for the language, then the form will display

2.

1.

© 2007INTACCT CORPORATION CONFIDENTIAL

Viewing Intacct AR Customer Ledger

© 2007INTACCT CORPORATION CONFIDENTIAL

Integrated Dashboard

© 2007INTACCT CORPORATION CONFIDENTIAL

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

© 2007INTACCT CORPORATION CONFIDENTIAL

Intacct MAXTM

Live Demonstration

© 2007INTACCT CORPORATION CONFIDENTIAL

Why Intacct MAXTM 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.

© 2007INTACCT CORPORATION CONFIDENTIAL

Q & A

Kathleen Lord, VP Sales, Intacctklord@intacct.com or 408-878-0960

www.intacct.com

Doug Harr, CIO, Ingresdharr@ingres.com

www.ingres.com

Best Financial Software Solution

Come Visit

us at Booth

#703