Abra SQLCompetitive Update

Tom TillmanJanuary 27, 2009

2

Topics

• Ultipro competitive update (Tom Tillman)

• Bonus – sneak peak of Abra SQL partner incentive program (Nancy Tillman)

3

Ultipro Product UpdateUltipro Product Update

CONFIDENTIAL & PRIVILEGED-Not for Distribution

4

Ultipro Intersourcing Offerings

• Ultipro “Enterprise”– Targeted at >1000ee companies– Purchase and deployment options:

• License/support software purchase; deployed on-premise (managed hosting service option available)

• SaaS deployed over Internet with PEPM pricing

– Sold by the Ultipro Enterprise direct sales team

• Ultipro “Workplace”– Targeted at <1000ee companies (200ee-700ee focus)– Saas model– Same product as Enterprise, with different

included/optional capabilities– Sold by a dedicated Ultipro Workplace sales team

5

How Ultimate Differentiates itself• HR/Payroll is all they do - the HR/payroll vendor

that dedicates all of its resources to HR/Payroll research and development --

• A “total business solution” – 1-stop workplace portal

• Single integrated database and single sign-on– Integration among all functions (HR, payroll, benefits, etc)– Enter data once, available immediately

• Reporting and analysis– Standard and custom– Point in time; historical

• Customer service – 99% retention rate

6

Ultipro FunctionalityModule/Function Workplace

SaaSEnterprise

SaaSEnterprise

License“Core”

HR & compliance Included Included IncludedPayroll & e-Time entry Included Included IncludedBenefits admin Included Included IncludedApplicant tracking (basic) Included Included IncludedTraining admin Included Included IncludedEmployee self service Included Included IncludedReporting (Cognos) Included Included Included

Carrier connections (limited # of carriers supported; relies on customization )

Included Included Included

Tax filing service (limited to simple requirements: few states; few EIN’s; no locals)

Included Exception Exception

Manager self service Optional Optional Included

Benefits enrollment Optional Optional Included

Recruitment (PEPM only) Optional Optional Optional

Performance review (PEPM only) Optional Optional Optional

Salary plans/budgeting (PEPM only) Optional Optional Optional

Time and Attendance Optional Optional Optional

Time Clocks Optional Optional Optional

7

Ultipro PricingModule/Function Workplace SaaS Enterprise SaaS Enterprise License

“Core” $10-$110 PEPM

<1000ee discounted

$2000/mo min

$7 PEPM

>1000ee discounted

$120,000

1000ee discounted

Carrier connections (limited)

2 included

Additional $2000/ea

2 included

Additional $2000/ea

2 included

Additional $2000/eaTax filing service (limited) Included Limited Limited

Manager self service $1 PEPM $1 PEPM Included

Benefits enrollment $1 PEPM $1 PEPM IncludedRecruitment $1 PEPM $1 PEPM $1 PEPM

Performance review $1 PEPM $1 PEPM $1 PEPM

Salary plans/budgeting $1 PEPM $1 PEPM $1 PEPMTime and Attendance $4 PEPM $4 PEPM $85,000

1000eeTime Clocks Purchase Purchase Purchase

Software support Included Included 20% of license

Managed hosting service NA NA $2.50 PEPM

$25/EE set-upImplementation service $50/ee

$10,000 min

$165/hr out of scope

$50/ee

$165/hr out of scope

$165/hour

UltiPro SaaS and Abra SQL Comparison

9

UltiPro “Workplace” Core PackageComparison

UltiPro Workplace Core Solution Sage Abra SQL

Human Resources and Compliance Abra HR + Abra Attendance

Payroll Abra Payroll

eTimesheets Sage Timesheet Abra Edition (v9.8 March)

Benefits Abra HR

ESS/Employee Portal Abra ESS

Applicant Tracking (basic)

Tax Filing & Wage Garnishment Sage Compliance Services (Future)

Benefits & Third Party Data Exchanges Abra Benefits Messenger, Abra Link

Configuration & Automation Abra ToolKit, Abra Alerts

Cognos Reports Crystal Reports

HR/Payroll Users Abra Network Seats (5)

Hosted Delivery nGenX Managed Hosting Service

10

Abra vs. UltiPro “Workplace” Pricing Comparison Assumptions

• Abra Assumptions:– Abra SQL BYOB pricing– HR, Attendance, Payroll– ESS, Alerts, ToolKit, Link– 5 network seats– TimeSheet Abra Edition– 5 nGenX seats– No Implementations– ABM 4 carriers– No tax filing

• UltiPro Assumptions– Pricing Core

• $11 PEPM <500ee

• $10 PEPM >500ee

• No Set-up/Implement

11

ULTI 2-Year Total Price Comparison(no implementation shown)

200-700ee Focus

0

25,000

50,000

75,000

100,000

125,000

150,000

175,000

200,000

225,000

250,000

275,000

# EMPLOYEES

$ R

EV

EN

UE

= 2

Years

ULTI 2-YR TOTAL ABRA BYOB 2-YR TOT

12

Abra SQL BYOB vs. UltiPro Workplace(no implementation shown) – 300ee

300 employees Example

YR 1 YR 2 2 YR TOT YR 3 3 YR TOT

Abra SQL

Abra/TimeSheet License $35,425 $0 $35,425 $0 $35,425

Abra/TimeSheet Annual Support $7,220 $8,205 $15,425 $7,885 $23,310

nGenX Annual Service $4,050 $4,050 $8,100 $4,050 $12,150

ABM Annual Service $3,000 $3,000 $6,000 $3,000 $9,000

TFS Annual Service $0 $0 $0 $0 $0

Total Abra Solution with nGenX $52,220 $15,255 $67,475 $15,255 $82,730

Ultipro Workplace

SaaS Annual Fees $39,600 $39,600 $79,200 $39,600 $118,800

Total Ultipro Solution $39,600 $39,600 $79,200 $39,600 $118,800

13

PositioningPositioning

The Abra SQL SolutionThe Abra SQL Solution

CONFIDENTIAL & PRIVILEGED-Not for Distribution

14

Abra SQL Proposal Tuning vs. Ultipro SaaS <500ee Opportunities

• Hosting– Understand importance of hosted/SaaS to prospect. Ultipro is always SaaS. Include nGenX

hosting service in proposal (perhaps as option)• Implementation

– Target standard implementation at 40% of license + 1st year support– Call out advanced/custom & on-site work separately on implementation – show the additional value

• Match Abra capabilities to customer needs– Are all the modules needed? (Ultipro does not unbundle core)– Are 5 network seats needed? (Most <500ee customers only require 1-2). This will reduce license,

support & hosting costs• How important is tax filing service?

– Ultipro is limited. If need is extensive/important you may need to propose Abra Suite)• 1st year outlay a key driver for customer?

– Consider financing license/implementation over 3 years (KEF)• Total cost of ownership

– Emphasize total costs over 3+ years (high SaaS costs NEVER END)• Customization & Flexibility

– Abra can be customized (customers have their own Abra – SaaS is shared)– Customer can host additional applications at small incremental hosting costs (customers have their

own dedicated Abra hosting resources)

15

Sage Abra HRMS Positioning

• Recognized leadership Leader Quadrant – Gartner 2006 Mid-market HRMS MQ Strong Performer – Forrester 2006 Mid-market HRMS Wave “The on-premise HR solution of choice for the…SMB …

company segment” – Forrester 2006 Mid-market HRMS Wave

• Capabilities Single system automates & reduces the costs of HR,

Benefits & Payroll administration Software support and services (Sage and Partner)

• Grows & changes as business needs evolve Modular software and services Multiple database platform support On-premise and hosted deployment options

• Fits the requirements of any budget Pay for only the capabilities needed now and add-on later Easy to adopt and use technologies (Win, IE, SQL, .Net) Hosting options minimize/eliminate IT impact

Market Leader Designed for Mid-Size

Organizations

Comprehensive Capabilities

Flexible & Scalable

Low Total Cost of Ownership

16

Sage Abra + nGenX Positioning• Sage Abra HRMS + nGenX

Sage Abra HRMS leadership; backed by Sage Software PLC nGenX world class data center operations; backed by Q-Comm

• Complete package Abra software license, implementation, training & support Hardware, system software, facilities, network IT server maintenance, monitoring, data back-up, software

upgrades, disaster recovery and business continuity

• Flexibility of software ownership with convenience of IT outsourcing Sage Abra can be fully customized in the hosted environment Quickly & easily add Abra Modules; add/remove user access Bring Abra on-premise should business needs change Ability to host additional applications along with Abra

• Can meet the requirements of any business budget Own the Abra license – not perpetual “rental” payments Spread license & other up-front costs over time with

financing option Enjoy economies of scale with virtual hosting technology Low, fixed monthly hosting costs do not increase as Abra

grows (adding employee records, adding modules)

Leading & World Class Solution for Mid-Size

organizations

Comprehensive Solution

Flexibility & Convenience

Low Total Cost of Ownership

17

Additional Competitive Resources

• Ultipro competitive report – to be posted– abrasqlhrms.com and PRO

• Nancy Tillman, product marketing manager– Nancy.tillman@sage.com– 727-579-1111 x3406

• Tom Tillman, product marketing director– Tom.tillman@sage.com– 727-579-1111 x3304

Questions?

Abra SQL Partner Incentive Program

Nancy Tillman, Product Marketing Manager

20

Why an Incentive Program & Partner Qualifications

– To reinforce the importance of Abra SQL to our mutual business success

– To offer a fun and rewarding incentive in recognition of your valuable time and effort

– Qualifications:• Any partner in the gold tier or higher

21

How it Works & What’s in it for you?

• Earn points for completing certain Abra SQL related activities in two main categories:– Education and training activities– Sales cycle activities

• Accumulate your points and redeem them online!– Over 1,000 merchandise items – Approx. 80 gift cards

• Partner employees can pool points for a ‘team reward’

22

What’s in it For You?

• Points can be redeemed for:– Approx. 1,200 merchandise items that change monthly– Approx. 80 gift cards

23

Incentive Program Timeline

• Program starts – 3/01/09!– Get a head start: Any Abra SQL educational webcasts or

certifications from Jan. 1, ‘09 will be eligible for points

• Program ends – 8/31/09 (6 months)

• Point redemption period ends – 9/30/09

Watch for an invitation to join a webcast in late

February for all the details

24

Questions?

Thank You!