5/25/2010

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HPT20 Introducing HR Actions®

Endorsed Solution for Sage Abra ®

Brian Delphia, CPA

Agenda

• Background • Sales & Marketing• Background– HR Actions® Overview– Why Sage Endorsed HR

Actions– Product History

• HR Actions®

Quick Demonstration

• Sales & Marketing– Target Markets– Competitive Landscape– Pricing– Sales Tools & Partner

Resources– Hurdles to Overcome

– Quick Demonstration– Transforming HR– Pain Points– Benefits

– Recommend Sales Cycle– ROI Calculator demo– Upcoming Marketing

• Q & A

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HR Actions® Overview

Streamline Delivery of HR Services Using The WebSelf-service has never been easier with web-based forms integrated with Sage Abra HRMS.

Build EfficiencyCreate dynamic forms using any of the fields in Sage Abra HR, without coding

Support ConsistencyValidated forms are routed for

l b d b i lapproval based on business rules

Monitor & ControlReal time visibility and control of forms throughout the process

Increase ProductivityOnce approved, forms update Sage Abra with a click of the mouse

HR Actions Supports Every Day Forms

Onboarding / Pre-employment

• Requisition to Hire• New Hire• Rehire

Employee Self-service• Goal Setting• Performance Appraisal• Personal Details• FMLA/LOA request• Forwarding Address• Custom Details• Sick time

Manager/HR Self-service• Promotion• Transfer• Pay Status• Performance Appraisal• Goal Setting• OSHA Incident• Corrective Action

Online Forms for the Entire Employment Life Cycle

• Sick time • Corrective Action• Custom Details• Termination/COBRA• Retirement • FMLA/LOA• Attendance Adjustment

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To Be Clear – What HR Actions Doesn’t DoCapability NOT in HR Actions ResponseCapability NOT in HR Actions ResponseStandalone HRMS HR Actions requires Abra HRInteract with Benefits AWC Benefits EnrollmentInteract with the Abra Train data Module limitationInteract directly with Version 10 Payroll data

Module limitation

Applicant tracking HR Actions has a requisition to hire f HR A ti l d tform. HR Actions only accesses data about people stored in Abra.

Time collection/Timesheets Sage Timesheet or 3rd Party SolutionDisplay available time off balance

AWC Employee Self Service

7 Reasons Why Sage Endorsed HR Actions

1 Differentiates Abra from 4 Generates enthusiasm in1. Differentiates Abra from the competition

2. Extends Abra’sfunctionality– Paperless workflow– Manager self-service

Performance appraisals

4. Generates enthusiasm in the customer community

5. Retains Abra customers

6. Generates revenue from the base

7 Increases win rate with– Performance appraisals

3. Exclusive to Abra

7. Increases win rate with prospects

Forms for the entire employee life cycle, from new hire to terminationand everything in between including status changes and performance appraisals.

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HR Actions Expands the Abra Solution• HR Actions self-service can use AWC’s single sign-onHR Actions self service can use AWC s single sign on

• Provides a level of workflow and efficiency not currently available in the Sage Abra product suite– True manager self-service– Rule-based workflow– Extends employee self-service

I th f ti l li bilit f Ab b idi• Increases the cross-functional applicability of Abra by providing web-based form access to custom fields

Product History

• HR Actions® • Delphia Consulting• HR Actions– 7 Years of R&D– User Centered Design Process– 75 customers– Version 10.0, GA April 2010

• Performance Appraisal• 11 enhancements

• Delphia Consulting– Founded April 1, 1993– Abra partner since 1995– Microsoft Gold Partner– Sage Abra BPAC Member– Guided by our Values

• Ethical business practices• 10 bug fixed

– Supported Abra Versions• Sage Abra HRMS v8.5 & v10.0• Sage Abra Suite v7.x & v9.0

Ethical business practices• “Hands off” your Abra clients• We work through & with you

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Some HR Actions Customers

Demonstration

HR Actions®

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HR Actions for Sage Abra Transforms HRStreamline Delivery of HR Services Using The Web

Build Efficiency Be Consistent Increase Productivity Monitor & Control

• Simplifies the completion of forms by users

• Reduces errors with easy-to-use dynamic form fields

• Accelerates HR and Payroll transactional

• Web-based workflow

• Enforces policy with business rules that determine required approvals

• Routes forms electronically for online approval

• Eliminates paper forms

• Increases transaction throughput by reducing manual data entry in to Sage Abra*

• Automates the

• Monitor forms throughout the process

• Control the flow of forms at any time

• Personnel file on line – actions and file attachments

transactional processing

• Updated forms are immediately available to the organization

online approval • Automates the performanceappraisal process

• Enhanced audit capabilities

* Except benefits data

The Pains of Static Paper Forms Processing• Paper forms, routed manually…Paper forms, routed manually…

– get lost or sit indefinitely on someone's desk

– are submitted late or incomplete– miss required approvals– are difficult to track or control

• Resulting in…– Data quality issues

Pa roll processing errors– Payroll processing errors– Unhappy employees– Frustrated managers– Significant time spent on data entry– Wasted time filing forms– HR lacks time to focus on more

important activities (e.g., strategic HR)

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Benefits to Payroll

• Improves productivity by• Improves productivity by– Eliminating data quality issues results in fewer processing errors– Faster processing of transactions (e.g. fewer retro pays) – Visibility into pending transactions with an effective date before

the payroll end date– Eliminating the need to file paperwork

• Improved service delivery to management & workforceImproved service delivery to management & workforce

Benefits to Management • Streamlines the approval process pp p

– Access from any web browser

• Improved employee moral – Reduces issues with employees’ payroll

• Improves productivity– Managers and workers focused on core job functions rather than HR

paperwork

• Visibility into pending actions as they route the approval process

• Easy, yet secure, access to employees’ personnel file and actions

• Significant cost savings– Payback on HR Actions is typically 4-8 months

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Benefits to Employees• Increased moralIncreased moral

– Reducing errors– Faster processing

• Increased productivity– Less time wasted tracking down HR forms and their status

• Reinforces employment brand– Visual signature matches organization’s brandg g

• Meets employee expectations– Using web-based technology to support employees– GenX/GenY

• Supports multi-language capabilities

Target Markets• Customers with ESS or SQL or interested in upgrading to SQLCustomers with ESS or SQL or interested in upgrading to SQL

• Customer or prospects that:– 300ee tier & above – Multiple locations– Significant turnover (e.g. fast food, retail)– Limited HR staff

Strategically focused HR organizations– Strategically focused HR organizations– Technology “friendly”– “Knowledge Worker” organizations– Organizations “Going Green” or “Paperless”

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Competitive Landscape

M lti l l

HRMSPre-populate

ElectronicForms

Multi -level Manager ApprovalWorkflow

Sage Abra HRMS without HR Actions No NoPrimary Abra HRMS Competitors

ADP Workforce Now (HRB, PayExpert) No YesAscentis HR & Payroll No YesCeridian HR/Payroll Latitude Yes YesKronos Workforce HR andPayroll No YesMangrove Payroll and Human Resources Yes YesNuViewHR® HRIS Product Suite Yes YesPDS Vista HRMS® Yes YesSpectrum iVantage® HRIS Yes YesUltiPro HRMS and Payroll Yes Yes

“Paper Form” metaphor differentiates HR Actions!

HR Actions for Sage Abra Pricing Model• Licensed by number of employees following the Abra HRLicensed by number of employees following the Abra HR

employee tier structure

• Support is 20% of license

• Abra partners will receive – 30% margin on HR Actions license sales– Standard support margin on SupportPlus– Sage tier margin credit for all sales– 20% Margin on implementations executed by Delphia

Consulting

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Pricing

HR A i ® f S AbHR Actions® for Sage Abra

EmployeeTier License Maintenance Fixed Fee

Implementation

75 $1,960 $390 $5,625 150 4,580 915 5,625 300 8,880 1,775 7,500 500 11,000 2,200 11,250 750 13 720 2 745 13 125750 13,720 2,745 13,125

1,000 15,390 3,080 15,000 1,500 18,110 3,620 16,875 2,000 20,830 4,165 18,750 2,500 23,550 4,710 20,625 3,000 26,270 5,255 22,500

Sales Tools and Partner Resources• Sales tools available from Sage • Partner Resources available fromSales tools available from Sage

– HR Actions feature sheet– ESS/HR Actions feature sheet

• Sales tools available on HR Actions partner portal www.hractions.com– ROI self assessment

Webinar power point

Partner Resources available from Delphia Consulting– Needs analysis conversations– Demonstration assistance– Conduct partner branded webinars– ROI workshop facilitation– Website content– Sales training– Webinar power point

– Demo script & recorded demo– CFO letter– HR Actions w/ Performance

Appraisal feature sheet

Sales training– Sales coaching– Implementation training– Margin on implementation services– Live “sand box” sites

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HR Actions for Sage Abra Launch• Sage ActivitiesSage Activities

– Post card drop – week of June 1– Email blast – week of June 1– Abra Quarterly Newsletter ~ June 15th

– Host Webcasts June 16th, 23rd & July 14th

• Partner Activities– Send “CFO letter” to target clients 2nd week of June– Call key clients

• Delphia– Conduct Webcasts June 16th, 23rd & July 14th

– Facilitate ROI Self-assessment

Post Card (front)

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Post Card (back)

Be Part of the Solution –Learn to Eliminate Hidden HR Costs

In today's economy, HR can be perceived as either a cost center

or as contributing to driving down operating expenses. Attend this

webcast to learn how to identify common hidden costs buried in

your HR processes. Learn how to quantify the costs, calculate the

savings and determine the return on investment for processsavings and determine the return on investment for process

improvement and automation. Sound complicated? It's not. At the

end of the webcast, you will receive a self-assessment tool that

does the math for you.

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Recommended Sales Cycle• EIM: Should we talk further about hidden costs?EIM: Should we talk further about hidden costs?• Request forms e.g. status change, new hire, performance etc.• Schedule 1:1 demo of HR Actions and /or ROI facilitation

1St Call

• EIM: Keep talking & do the ROI?• Provide enough information to facilitate• Understand the buying process and document business issues

1:1 Demo

• EIM: Does this make economic sense?• Suggested Attendees: HR Payroll/Accounting Manager ITROI Meeting • Suggested Attendees: HR, Payroll/Accounting, Manager, IT• Evaluates ESS, BE, HR Actions w/ Performance & AD Conduit

ROI Meeting

• EIM: Are you going to do this?• Executive PPT overview with ROI and key business issues• Offer, financing options, fixed priced ‘guaranteed’ implementation

Executive Presentation

Demonstrate Use of ROI Calculator

HR Actions®

ROI CalculatorROI Calculator

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Sales & Implementation

• To Sell• To Sell– No Certification Required– Encourage Key Finance to get paid up front– Sage & Delphia resources available to help

• To ImplementCertification Required or– Certification Required or

– Use Delphia’s Implementation Team• Fixed price implementation• Delphia will provide agreement• Partner gets referral fee from Delphia (20%)

Hurdles To Overcome• Myth – it’s only about status • Myth – it can’t handle myMyth it s only about status

change forms– Demonstrable breadth of online

transactions, including performance appraisals

• Myth – there isn’t much impact in going to online dynamic forms with routing

– Demonstrable ROI

Myth it can t handle my business rules

– Emphasize rules are customized without coding, including branching

• Myth – automation means I lose control

– Show there is always visibility and control

Demonstrable ROI

• Myth – we always need physical signatures

– Educate that a scanned signature is only needed once

• Myth – it’s really just document management

– Emphasize dynamic forms can have documents attached, but it’s not a document management system

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Save the Date – Sales Training

• Agenda (1 5 hours) • June 3rd• Agenda (1.5 hours)

– Product training– CFO letter– ROI facilitation– HR Actions portal

• June 3rd

– 2 PM Eastern (11 PDT)

• June 10th

– 2 PM Eastern (11 PDT)

Summary• HR Actions is now an endorsed productHR Actions is now an endorsed product

• It can help you drive add-on sales (HR Actions, ESS, etc.)

• Position it to differentiate Sage Abra on new deals

• Sales Training Get trained on HR Actions

• Leverage the resources availableS CAM P t Ad t D l hi C lti– Sage CAMs, Partner Advocates, Delphia Consulting

• Raise awareness with your clients

• Increase your bottom line!

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Questions & Answers

To get a copy of this slide deck email

BDelphia@HRactions.com