what it means for you Contents A brief history of Convergence Convergence in our industry The challenge of the SMB market Industry landscape How Infinity can help you win KISS Did you buy one of these ID: 790250
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Slide1
Convergence
Payroll, HRIS, and TLM are coming together– what it means for you
Slide2Contents
A brief history of ConvergenceConvergence in our industryThe challenge of the SMB marketIndustry landscape
How Infinity can help you win
KISS
Slide3Did you buy one of these?
1973: First Handheld mobile phone
Slide4Or one of these?
1997: Palm Pilot Launched30 Million Sold
Slide5Or maybe one of these?
1999: Blackberry LaunchedMobile Email
8
0 Million Sold
Slide6The Power of Convergence
+
=
+
iPhone
: 500 Million Sold and Counting
Slide7The Magic of Television
Slide8The VCR: A Cool Invention
Mass marketed in 1975.How often did you record and re-play shows?
Slide9The Power of Convergence
+
=
DVR:
Integrated capabilities led to widespread adoption
Slide10Convergence in Our Industry– August 17, 2006
Slide11Convergence in Our Industry– September 13, 2007
Slide12Our Industry
Competitor
Product
V Rating
Others:
Paycor
, Ultimate,
Ascentis
, etc…
Slide13Why do consumers want convergence?
Ease of useCentralization of dataAvoid files, imports/exportsEliminate “multiple systems of record”’Better visibility and reportingCost savings
“Best of Breed”
vs
“Suite Approach”
Slide14I know you must get it…
http://youtu.be/qXdmTtk1Mm4
Scottsdale Weather Report
Wednesday, September 3
rd
, 2014
Slide15The SMB Market
Small Business = <100 employeesMedium Business= 100 to 1,000 employees
Slide16Target Market Convergence
Slide17Characteristics of the SMB Market
Relatively small HR budgetLimited HR resourcesE.g., HR generalist vs specialists (benefits, payroll, etc)Everyone is “very busy”
Desire “Best of Breed” functionality
Slide18Best of Breed Desires
Slide19Golden Retriever Solution
Slide20IT Implementation Challenges (I)
40%-- According to IBM, the percentage of projects that meet schedule, budget, and quality goals
Slide21Yogi- ism (I)
“You’ve got to be very careful if you don’t know where you’re going, because you might not get there.”
Slide22IT Implementation Challenges (II)
50% | 60% | 60% -- IT implementations with cost over-runs, delays, and lack of value, according to Panorama Consulting
Slide23Yogi- ism (II)
“We made too many wrong mistakes.”
Slide24IT Implementation Challenges (III)
49% | 35% | 44% -- Client satisfaction with meeting business needs, employee engagement, and overall experience, according to Panorama Consulting
Slide25Yogi- 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.”
Slide26Pitfalls
Lack of client resources / focusUnrealistic expectationsi.e., customizationsUnwilling to changeOwning 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
Common SMB Pitfalls and Solutions
Slide27We are all Yogis
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!
Slide28Industry Landscape
Payroll
HRIS
TLM
Advanced TLM
Sync, Front-end
Slide29HRIS Sales
For every 100 demos…20 wins20 losses60 “not todays”How to transition from a “nice to have” to a “must have”?
Slide30What is FUD?
Slide31FUD
FearUncertaintyDoubt
Slide32The ACA
Fear is a Great Motivator
Slide33Convergence in Action
Slide34Then and Now…
Sex sells…
Then
Compliance sells…
Now
Slide35How Infinity Can Help You Win
Integrations with Millennium and EvolutionPartner ProgramNew features and initiatives:Advanced TLMACA Compliance ToolsEasyPay front-end (Millennium)Integrations with
Aurico
and
ZipRecruiter
(ATS)
Slide36KISS
Slide37KISS
KeepItSimpleStupid
Slide38A KISS Goodbye
Pilot with 2-3 of your best clientsRoll-out an ESS-only programThe sync– focus on payroll specialist
Identify your HRIS expert
Engage in our Partner Program
Slide39Questions?