© 2005 Best Software, Inc. All rights reserved. Best Software and any Best Software product or service names mentioned herein are registered trademarks

© 2005 Best Software, Inc. All rights reserved. Best Software and any Best Software product or service names mentioned herein are registered trademarks or trademarks of Best Software, Inc. and/or its affiliated entities. Used with permission. All other trademarks are the property of their respective owners.

NonProfit SolutionsNonProfit SolutionsGeneral Manager KeynoteGeneral Manager Keynote

Marc GriffinMarc GriffinSenior Vice President & Senior Vice President &

General ManagerGeneral Manager

Goal

Demonstrate to you why we

should be your“partner of choice”

Agenda

• Capitalize on Opportunities – Marc• Marketing and Product Strategies – Dan

• Growing Share – Bryan• Recognition – Team

• Q & A –Team• Wrap Up – Marc

Leadership

• Sage• NPS Market Leader• Organization talent

Placeholder for Partner slides




Intimacy

• Focus• Growing Share• Under Construction• Target Segments• Enhancing the Customer Experience

Under Construction

Investments

• Satmetrix• Customer Loyalty Index

• Net Promoter• Project Awareness• Solutions

Graph

Growing Our Market

Share


SalesSales

Bryan KlannBryan KlannVice President, SalesVice President, Sales

Sales - Successes To Date

• New License Revenue Hitting Plan

• BSA / 100-100• Knowledge of BP business

BSA Owner’s Bootcamp

• Forecast Visibility

Sales - Organizational Changes

• Fundraising sales now report in US• Created RAM team for FR• Created Partner Development Team• Internal Communication• Cross-Training of Staff

Sales - Staff Alignment to Partners

• Fundraising sales now report to US• Created RAM team for FR• Lead Qualification

Increased training

• Communication Monthly Training Sessions Monthly Partner Call

Sales - Commitment to Partners

• One Dial• Simplified Processes• Simplified Promotions• BPAC Renewed• Increased Branding Activity - BU specific• More Value Added Touches• Open Dialogue Policy

Sales - Expectation of Partners

• Honest Feedback• Lead Follow-up• Pipeline Accuracy• Access To Your Organization

Sales - Outlook for Balance of Year

• Capitalize on Momentum Closing 05’ Business

• Build Pipeline for FY 06’• Build Larger Fundraising Business• Continue w/ Sales Operations Audit

Recognition

Q & A

Final Thoughts

•Clear Executable Strategy

•Tactics to Maximize Opportunities

•Leadership


Product StrategyProduct Strategy

Dan GermainDan GermainVice President & General ManagerVice President & General ManagerProduct Management & MarketingProduct Management & Marketing

Our Challenges

• Proliferation of products Which product is right for customers Limited distribution channel in Fundraising

• Market Awareness MIP Fund Accounting up MIP Fundraising Paradigm down MIP Fundraising GT Pro MIP Fundraising Rainbow MIP Fundraising Millennium MIP Endowment

Put some sort of zigzag trend chart here illustrating ups and down

Our direction

• Simplify product lines Rebranding exercise

• Sage MIP Fund Accounting• Sage MIP Fundraising 50• Sage MIP Fundraising 100• Sage MIP Fundraising 100 Workplace Edition• Sage MIP Endowment Management• Sage MIP Fundraising Millennium

Our Direction

• Become more intimate with our customers More verticalization of message around Suites Initial focus on

• Health – Named Diseases & Medical Specialties• Human Services• Public & Societal Benefit Orgs – Capacity building,

foundations, United Ways

Our Direction

• Improve Brand Awareness More grass-roots marketing through the channel

• List of conferences we will be attending• Publication of recommended conferences available for

partners to attend, exhibit, speak Need to see our partners speaking at

conferences• Sample speaker proposals to help secure speaking spots

Increased focus on awareness advertising in ‘06 More integrated marketing effort

• E-news letters• Print Advertising• Branded market research• Industry focused trade shows

Our Competition

• Microsoft They are a worthy opponent and should not be

underestimated We are closer to our customers We are truly dedicated to the nonprofit/gov markets

• Blackbaud Continue to discount aggressively Continue to spread lies and other FUD

• Landmines: know how to set them, know how to defuse them. Their arrogance with Raiser’s Edge is an opportunity

for you – People buy from people they like

Our Competition

• Kintera Fundware

-$10,000

-$5,000

$0

$5,000

$10,000

Q1 Q2 Q3 Q4

FY 04 Performance ($ in M)

Revenue Income

-$20,000

-$10,000

$0

$10,000

$20,000

$30,000

FY01 FY02 FY03 FY04

Annual Performance($ in M)

Revenue Income

Best Nonprofit Suites

• Work beginning to study market segments and introduce segment specific features

• Marketing collaterals being developed for initial 3 segments Success stories Demo scripts, databases

Sage MIP Fund Accounting

• Version 7.0 Strategic Objectives Protect position as the best cost

tracking solution available Improve ease-of-use for low-end

customers Improve calculation and processing

features in allocations to make MIP the best cost allocation solution available

Focus on stability and consistency

Sage MIP Fund Accounting

• Product Roadmap Plan on single late summer major release each

year Additional regulatory update minor release as

appropriate Fund Accounting goes international

• Multicurrency • Canadian Payroll

Inventory Control Business Intelligence/Dashboard

• Integration with Fundraising data

What about a hosted version?

Sage MIP Fundraising 50 (Paradigm)

• Version 6.0 Strategic Objective Improve overall ease-of-use Make it easier for end users to work with online

services for contribution processing Facilitate credit card processing Recurring gifts Outlook integration & Email improvements Improved flexibility and customization options

for snapshot and other reports

Sage MIP Fundraising 50 (Paradigm)

• Product Roadmap Annual summer release Continued focus on ease of use

• “If you need to be trained, we’ve missed the target” Enhanced integration to MIP Fund Accounting,

Peachtree Nonprofit Edition Integration to MS Office, MS Outlook Version 7

• fine tune ease of use• integration to web services• modernized UI

Version 8• Evaluating possibility of hosted alternativeversion (alternative

to E-Tapestry) or traditional application

Sage MIP Fundraising 100 (GT Pro)

• Version 5.0 Business Intelligence/Dashboard Integration to web services File attachments throughout Color Coding on grids Event enhancements Tax receipting enhancements Relationship Interface Outlook integration

Announcing “E-Philanthropy”

• Begin by offering hosted on-line donation• Extend to

On-line event registration Volunteer interaction Interaction with demographic data Alerts On-line Auction More…

Sage Common Initiatives

• Common desktop Initial launch of desktop in Summer 05 Desktop will be installed simultaneously as new

versions are released Not required to be used, will not launch every

time application called May be used to access to web, help, other

features Will grow as home to full blown dashboard Do not expect full blown re-engineering of

application to fit within desktop, (Evolution, not revolution

Sage Common Initiatives

• Common UI All products will have common Installer, splash

screens, graphical cues in the application Do not expect wholesale reengineering of the

product UIs to meet some detailed standard. Again, evolution, not revolution.

Documents

© 2005 Best Software, Inc. All rights reserved. Best Software and any Best Software product or service names mentioned herein are registered trademarks