Sage Mid-Market Business Solutions Caribbean Partner Conference

Welcome to our Partners

Beyond Solutions Group

Sage Product Partners

Sage Partner Solution Description

Sage ERP Document Management by Altec

Alerts and Workflow for Sage by VineyardSoft

Robert Lavery & Associates represents several Development Partners whose products aid in improving business processes and better decision making.

Your Sage Hosts

• Mike Wingrove – Vice President Partner Sales

• Peter Grajczyk – Regional Sales Manager

• Chrystina Aros-Portillo – Regional Account Manager

• Rob Lawson – Pre Sales Engineer and CRM Guru

• Leanne Lowe - Pre Sales Engineer

• Debbie Hill – Sage Intelligence Guru

• Bret Elliott – X3 Pre Sales Director

• Suzanne Spear – Director of Events

• Kimberly Dorony – Events Manager

Agenda Monday, November 5, 2012

7:00 a.m.–8:00 a.m. Breakfast Salon del Mar A

8:00 a.m.–9:00 a.m. Sage Update Mike Wingrove Salon del Mar B

9:00 a.m.–10:00 a.m. Sage CRM Rob Lawson Salon del Mar B

10:00 a.m.–10:15 a.m. AM Break Salon del Mar A

10:15 a.m.–12:00 p.m. Sage CRM (continued) Rob Lawson Salon del Mar B

12:00 p.m.–1:00 p.m. Lunch Salon del Mar A

1:00 p.m.–3:00 p.m. Sage Business Intelligence and Reporting Debbie Hill Salon del Mar B

3:00 p.m.–3:30 p.m. PM Break Salon del Mar A

3:30 p.m.–5:00 p.m. Sage Business Intelligence and Reporting (continued) Debbie Hill Salon del Mar B

6:00 p.m.–7:00 p.m. Cocktail Hour Boardroom 1 Patio

7:00 p.m.–9:00 p.m. Awards Dinner Boardroom 1

Agenda Tuesday, November 6, 2012

7:00 a.m.–8:00 a.m. Breakfast TBD

8:00 a.m.–10:00 a.m.

What’s New in 2012 Concurrent Sessions: Sage 300 ERP Sage 100 ERP

Rob Lawson Leanne Lowe

Salon del Mar B Salon del Mar A

10:00 a.m.–10:15 a.m. AM Break TBD

10:15 a.m.–11:30 a.m.

What’s New in 2012 Concurrent Sessions (continued): Sage 300 ERP Sage 100 ERP

Rob Lawson Leanne Lowe

Salon del Mar B Salon del Mar A

11:30 a.m.–12:30 p.m. Lunch TBD

12:30 p.m.–2:00 p.m. Endorsed Partner Breakout Altec Salon del Mar B

2:00 p.m.–2:15 p.m. PM Break TBD

2:15 p.m.–3:45 p.m. Endorsed Partner Breakout Vineyardsoft Salon del Mar B

3:45 p.m.–4:00 p.m. Closing General Session Mike Wingrove Salon del Mar B

Sage Mid-Market Business Solutions Caribbean Partner Conference Mike Wingrove - VP, Partner Sales Monday, November 5th, 2012

Sage Corporate Update

• Transformational Journey • Product Strategy and Roadmap • Organizational Changes • Product and Customer Scoring for Cross Selling

“To be recognized as the most valuable

supporter of small and medium sized

companies by creating greater freedom for

them to succeed.”

As Companies: Segmentation (Sage Advisor)

As People: CEO/Presidents

Functional Leaders Everyday Users

As Partners: Channel Partners Opinion Leaders

ISVs

Our Vision

Global and Business Unit Plan

Product Portfolio Investment Decisions

Align Strategy & Organization

Execute as a Team

Our Plan

NPP Active

Customer ARPAC

Revenue EBITA

Strategic Lever

Sage NA Business Priorities

Portfolio Management

Streamline the product/ service portfolio

Portfolio Management

Hybrid Cloud / Mobility Offerings / connected services

Cross sell Drive Sage Payments Cross Sell

Pricing Models Enhance current pricing discipline and pricing models

Value added solutions

Reposition Sage ERP X3 in core MM

Value added solutions

Drive financial growth with Sage Business Care Enhancements

CRE – non-core Delivering operational and project management in the Cloud as a connected service

“Executing our Plan and Growing our Business”

Mid-Market Business Priorities Reorganize the business by function

and dedicate resources to migrations

Invest in the “Cloud” Sage ERP X3 Cloud, Sage 300

ERP Cloud New mobile connected services

Installed-Based cross-sell Improve ERP integration & positioning

Subscription Pricing

Grow Sage ERP X3 channel, eco-system & revenues

Improve retention and Business Care attachment rates

Make Sage Construction Anywhere – “Sage Construction EVERYWHERE”

North America Business Priorities

Alchemex BI Peachtree

PFW

Simply Accounting

Accpac

SalesLogix

Active Planner Millennium

SageCRM

X3 MAS 500

ABRA HRMS

MAS 90 Payments

Where we were: Our North American House of Brands

MAS 90

Common Sage Applications

Accpac Sage X3 MAS 500

Sage Solutions

Sage Solutions Where we are:

Our Brand Transformation

Simply Sage 50

Sage 100

Sage 300

Sage 500

……Sage Branded House

Sage 100 ERP

Sage 300 ERP

Sage 500 ERP

Sage ERP X3

Sage Fixed Assets

Value Products Sage CRM

October 2011 FY 2013

Sage Customer Sage Payment

Solutions

Sage Intelligence

Sage Fixed

Assets

Sage CRM

Sage ERP

Sage HRMS and

HRMS Payroll

Sage Mobility

We are making progress

• Five Major Product Releases This Fall – Sage 300 ERP – Sage Fixed Assets – Sage 100 ERP – Sage 500 ERP – Sage ERP X3 v. 6.5

• Product Innovation – 1:1 Customer interviews, conjoint surveys, rapid prototyping,

customer coffee days, etc.

• Business Case Improvements – Segmentation, New Product Research – Customer and Company Scoring

• And, much more…

We are laying the foundation

Product simplicity and ease of use, highest level of quality, improved cross-product integrations, cloud/hybrid development projects

• Sage ERP X3 • SPS in Sage 100, 300 and 500 ERP • Sage CRM integration w/Sage 100 ERP • Mobile Sales w/payments • Mobile Service w/payments • Reasonable visual improvements to keep

Sage 100, Sage 300 and Sage 500 ERPs • Sage Fixed Assets 2013

FY-2012 - 13 Lay the foundation

• Sage ERP X3 – financial features • Sage ERP X3 – cloud • Sage ERP X3 – ISVs for key segments • Sage ERP X3 – Sage CRM • SPS – Canada, b-paper & ACH • Sage Construction Anywhere • Sage 300 ERP – cloud • Sage Fixed Assets – integration with

Sage ERP X3

FY-2013 - 14 Surge to the Cloud

• Sage ERP X3 – Syracuse UX capabilities and Emerald functionality

• Connected services – Customer Self-Service Sites • Payments, Mobility, Depreciation, Payroll and CRM • Mobility as a strong differentiator • Sage Advisor • Business Care 2.0

FY-2014 - 15 Differentiate on experience

Connected services, mobile apps, and collaboration/ social gain scale. : Expanding the addressable market and leveraging the cloud

Product intelligence and advice with a high degree of mobility Anywhere, Anytime

Product Journey

Sage 100 ERP

• Sage CRM (Dec. 2012) • Sage Mobility (Mar. 2013)

Sage 300 ERP

• Sage SPS Canada (TBD) • Sage Mobility (Mar. 2013)

Sage ERP X3

• Sage CRM (Mar. 2013) • Sage Fixed Assets (July 2013) • Sage Mobility (TBD) • Sage HRMS (TBD)

Future State We want all integrations to be excellent.

Sage Customer Sage Payment

Solutions

Sage Intelligence

Sage Fixed

Assets

Sage CRM

Sage ERP

Sage HRMS and

HRMS Payroll

Sage Mobility

Product Readiness: We are not there yet

MM: Major Releases & Product Updates FY 13 Summit 13 FY 14 FY 15

Sage ERP X3 V 6.5

Oct 12 “Cloud”

‘simple’ V 7 (to be confirmed)

V 7 Oct 13

Emerald V 8

2013 V Dec 12

Sage 100 ERP

Sage 300 ERP

Sage Fixed Assets

Sage 500 ERP

2014 V Aug 13

2015 version

2016 version

2012 V Sep 12

2013 V Jun 13

2014 version

2015 version

V 13.1 Oct 12

V 14 version

V 15 version

v16 version

2013 V Dec 12

2014 V Oct 13

2015 V version

Sage ERP X3 Cloud & Mobility

Sage 300 ERP Cloud (Azure)

Cloud option for Sage 100 ERP customers

Migration Products

MM: Plus Mobile/Connected Services FY 13 Summit 13 FY 14 FY 15

Sage ERP X3 V 6.5

Oct 12 “Cloud”

‘simple’ V 7 (to be confirmed)

V 7 Oct 13

Emerald V 8

2013 V Dec 12

Sage 100 ERP

Sage 300 ERP

Sage Fixed Assets

Sage 500 ERP

Migration Products

2014 V Aug 13

2015 version

2016 version

2012 V Sep 12

2013 V Jun 13

2014 version

2015 version

V 13.1 Oct 12

V 14 version

V 15 version

v16 version

2013 V Dec 12

2014 V Oct 13

2015 V version

Sage ERP X3 Cloud & Mobility

Sage 300 ERP Cloud (Azure)

Cloud option for Sage 100 ERP customers

MM: Plus Sage Integrations & ISVs FY 13 Summit 13 FY 14 FY 15

Sage ERP X3 V 6.5

Oct 12 “Cloud”

‘simple’ V 7 (to be confirmed)

V 7 Oct 13

Emerald V 8

2013 V Dec 12

Sage 100 ERP

Sage 300 ERP

Sage Fixed Assets

Sage 500 ERP

2014 V Aug 13

2015 version

2016 version

2012 V Sep 12

2013 V Jun 13

2014 version

2015 version

V 13.1 Oct 12

V 14 version

V 15 version

v16 version

2013 V Dec 12

2014 V Oct 13

2015 V version

Sage ERP X3 Cloud & Mobility

Sage 300 ERP Cloud (Azure)

Cloud option for Sage 100 ERP customers

Migration Products

Sage Licensing

Sage Business Care Sage Advisor

Sage Community

Services Solutions

Distribution Solutions

Manufacturing Solutions

Sage Payment Services

Sage Sales Tax

Sage Shipping

Sage e-Filing

Sage Mobile Sales

Sage Mobile Services

Sage Inventory Advisor

Sage Account Billing & Payment

Sage Payroll

Sage HRMS

Sage Intelligence

Sage Fixed Assets

Sage CRM

Sage ERP

Mobile Applications

Common Customer

Experience

ISV

Features as a Service

Connected Services

Common Solutions

Cloud

Sage ERP X3 Sage 300

FY13 Focus Areas

• Increase customer value through subscription services • Rationalize technology investments • Develop common customer experience

Global and Business Unit Plan

Product Portfolio Investment Decisions

Align Strategy & Organization

Execute as a Team

Our Plan

• Sage is on a rapid and transformative journey

• A pivotal asset for success is our partners

To achieve our ambition:

We will continue to work to develop a strong, strategically aligned team whose focus is executing with excellence, drive and speed jointly with our partners

Our Journey

Key Tenents

• Integrate the Value and Fixed Assets teams

• Grow ARPAC through focused Cross Sell initiatives

• Migrate Value customers to other Sage solutions

• Coordinate Team alignment across Partners and Geographic regions

• Simplify doing business with Sage

Engagement Model New Customer

Acquisition • ERP • Fixed Assets • CRM • HRMS

Off Plan Customers Migrations:BW, BV, Pro, PFW

Business Care

Customers

Drive consumption and cross-sell attach rates

Putting the Pieces Together

Sales Operations

Lead Development

Partner Growth Mgmt

Partner Sales

Sage ERP X3 Customer Sales (Cross- Sell, Migrations, and

Business Care)

Mike Wingrove

Donna Armstrong

Drew Macbeth

Sophie Léguillette

Sam Hunter

Doug LaBahn Tom Miller Kevin

Rooker Jon Witty

Partner Sales New and Existing customers

Sage ERP X3 Sales, Pre Sales and PSG

NCA Lead Develop., Migrations Value, Fixed Assets Sales

Mktg, Business Care & Cross-Sell

Portfolio Mgmt

Product Marketing & Product Mgmt

CRE Sales Operations

Channel Mgmt & Partner Programs

Mid-Market Business Solutions

Canadian & Caribbean Partner Sales

Derrick Lildhar

Craig Elander

Daniel Lefebvre

Peter Grajczyk

Richard Kaberry

Caribbean Region Team Role Team Member Regional Sales Manager (RSM) Peter Grajczyk Sales Advisor – Sage 300 Sales Advisor – Sage 100/500

Joseph Sundara– Richmond Anette Santillan- Irvine

Business Care Renewals Sage 300 – John Cobb Sage 100 – Aubree Peladeau

Product & Company Scoring

30

Tapping into our Customer Base

• Massive Opportunity • Expand Partner “Stickiness”

with Customers • Grow Revenue’s per active

Customer (ARPAC) • Dedicated Sage resources

to assist – AE’s

ERP/CRM Business Partner: Owner

ERP Customer:

Primary Contact

ERP Customer: Cross-Sell Decision Maker (CEO)

• “We only focus on customers that have purchased in the last 12-18 months.” • “We want the big NEW deals. There’s not enough money in cross-sell for us to spend time on it.” • Account Managers have don’t learn the new services. No time, no incentive, no learning curve.

They on sell 1 or 2 products. There’s time to learn what a LOT of my customers are buying. • BPs have 1 or 2 Account Managers (ratio of 1 AM per 100-150 customers) • Account Managers promote the highest margin products first (proprietary, non-endorsed ISVs) • “We don’t differentiate between A-B-C customers and how (or how often) we engage them.”

• “Help me with my customer portfolio. Tell me who should buy what services.” • “Let me know what you are communicating (upgrades, promotions, etc.). I will help you if you tell

me. And, I’ll tell you were the deadly bear-traps are hidden.” • “We’d like to give you information back (e.g., contact names, insight on opportunities) if there was

a way for us to communicate better (i.e., shared Sage CRM tabs).”

Known Barriers

Opportunities to Improve for Sage

• “I get confused because my BP and Sage say different things. And, if my BP doesn’t back up what Sage is saying, I probably won’t buy. Or, if my BP doesn’t know about it, then I am very skeptical.”

Known Barriers

• “Keep me informed. If there is something in it for me, I will help you reach the right decision makers in my company. But, do NOT break my system…or, leave me in the dark.”

Opportunities to Improve for Sage

• “I get too much product spam. Sometimes, I see value. And, no one reaches out to me.” Known Barriers

Listening to our Different Constituents

Product Scores

Company Score

Industry

Size of team

Country

# of SKUs

Other products used

Product Scores Users on system are hitting their license limit Upward trend of users and hours of system use “Primary” contact is true DM

Leveraging the Power of our Insights

Product Scoring Identifies Suspects to Pursue Company Scoring Enables Us to Align Sales &

Marketing Investment to the Most “Valuable” Customers

34

Characteristics That Pinpoint Opportunities

Sage

Pay

men

t So

lutio

ns

Sage

Inte

lligen

ceSa

ge Sa

les T

ax

(Ava

lara

)

Sage

Fixe

d As

sets

Know

ledg

e Sy

nch

Sage

HRM

S

Sage

CRM

Sage

HRM

S pay

roll

Sage

Inve

ntor

y Ad

visor

Sage

Mob

ile Sa

les

Sage

Mob

ile Se

rvice

Sage

Acc

ount

Billi

ng

& Pa

ymen

t

High volume of invoiced sales transactions

Multi-state operations

Industry

Annual sales revenue

Number of Inventory SKUs and inventory investment

Number of Employees

Size of accounting/finance team

Very high number of companies (accounting service company?)

Channel partner cross-sell strength (PSG)

Customer's HR model(outsouce - DIY - HR team)

Customer's IT model (outsource - DIY - IT staff)

Number of Fixed Assets(large depreciable assets)

Billing & Sage Advisor Information PrSc = 0 PrSc = 4 PrSc = 5Sage CRM Attach Rate 0% 1% 3%

ERP Users (Average) 3.2 7.5 18.1

Number of Contacts (Average) 64 891 2,245

Number of Customers (Average) 289 1,633 3,759

Number of Inventory Items (Average) 274 3,365 7,737

Number of Open Invoices (Average) 1,530 10,184 18,485

Number of Sales Orders (Average) 22 220 1,294

Number of Warehouses (Average) 5.4 7.9 14.5

Order Entry Module Use (Hrs, Average) 14 905 2,236

Industry (3rd party source) PrSc = 0 PrSc = 4 PrSc = 5Wholesale Trade 0% 40% 48%Manufacturing, high assembly 0% 30% 39%Business Services 0% 18% 13%Consulting Services 0% 12% 0%Legal Services 0% 1% 0%Construction 12% 0% 0%Consumer Services 50% 0% 0%unknown 30% 0% 0%Various 8% 0% 0%

Company Info (3rd party source) PrSc = 0 PrSc = 4 PrSc = 5Number of Employees (Average) 45 87 70

Annual Sales (Average, 000s) 4,945 18,636 16,902

High PS are of higher value – CRM example

Introduction to Product Scoring

Channel Partners with 50+ CRM Hi-Scores

Note: * High CRM Products Scores (4 or 5) ** Sage 100 ERP, Sage 300 ERP, Sage ERP X3 *** On plan and net of existing CRM customers.

Row Labels Total AccountsAccounts Already

with CRM Total AccountsAccounts Already

with CRM Total AccountsAccounts Already

with CRM

CP Attach Rate

Blytheco, LLC 157 0 285 5 442 5 1%DSD Business Systems 150 2 236 4 386 6 2%Net@Work, Inc. 99 2 144 8 243 10 4%SWK Technologies, Inc. 86 0 144 2 230 2 1%

70 4 80 5 150 9 6%BCS/ProSoft Inc. 48 1 88 1 136 2 1%DM2 Software, Inc. 26 0 92 2 118 2 2%ADSS GLOBAL 58 1 59 14 117 15 13%ISM. 43 0 64 3 107 3 3%MicroAccounting Solutions 27 0 69 1 96 1 1%Matrix Integrated Solutions-NE 35 0 48 0 83 0 0%Oasis Computer Solutions - KY 32 0 46 1 78 1 1%Vrakas/Blum Computer Consulting, Inc. 26 0 45 0 71 0 0%Arxis Technology, Inc. 25 2 45 2 70 4 6%Steward Consulting, Inc. 19 0 46 0 65 0 0%Socius 25 0 38 1 63 1 2%CompuData, Inc. 18 0 45 0 63 0 0%SGS Technology Group 17 0 43 1 60 1 2%Chortek & Gottschalk 20 0 36 0 56 0 0%L. Kianoff & Associates, Inc. 28 0 27 0 55 0 0%Capitol Computer Systems, Inc 19 0 36 0 55 0 0%DWD Technology Group 25 0 30 0 55 0 0%FORTSUM SOLUTIONS D AFFAIRES I 27 0 26 0 53 0 0%The LLB Group 18 0 34 2 52 2 4%Oates & Company 23 0 29 0 52 0 0%RSM McGladrey, Inc.-Rockford 23 1 28 0 51 1 2%Bennett/Porter & Associates 17 0 34 0 51 0 0%

CRM Product Score = 4 CRM Product Score = 5 CRM Product Score = 4 &5

38

Product Scores

Atta

ch R

ate

in S

age

100,

300

& 5

00

7,400 in Sage 100, 300, 500

9,245 in Mid Market

Introduction to Product Scoring

Compare Two Companies C

ompa

ny S

core

=1

Huntington Foam LLC Jeannette PA 15644-3331 US 26 ERP users $30 million sales

Product Score Sage CRMSage Fixed

Assets Sage HRMSSage Sales

TaxSage

Intelligence

Sage KnowledgeSy

nc

Sage Payment Solutions Sage Payroll

-4 0.0% 0.0%-3 0.0% 0.0% 0.0%-2 0.0% 0.0% 0.9% 0.0% 0.0% 1.0%-1 0.4% 0.7% 0.0% 0.1% 0.0% 0.1%0 0.2% 1.2% 0.3% 0.2% 0.0% 0.0% 0.1%1 0.3% 2.8% 0.6% 0.3% 0.2% 0.2% 1.0%2 0.7% 5.4% 1.5% 0.3% 0.5% 0.3% 1.5% 28%3 0.9% 10.2% 2.9% 0.5% 2.1% 0.8% 2.6% 39%4 1.1% 16.7% 7.5% 1.1% 3.9% 2.7% 4.7% 51%5 2.5% 27.0% 11.6% 2.3% 6.7% 5.4% 5.6% 65%6 35.0% 5.0% 8.6% 7.6% 72%7 8.0% 87%C

ompa

ny S

core

=7

Already owns it

Folk's Folly Prime Steak 551 S Mendenh Memphis TN 38117-4217 US employees

Product Score Sage CRMSage Fixed

Assets Sage HRMSSage Sales

TaxSage

Intelligence

Sage KnowledgeSy

nc

Sage Payment Solutions Sage Payroll

-4 0.0% 0.0%-3 0.0% 0.0% 0.0%-2 0.0% 0.0% 0.9% 0.0% 0.0% 1.0%-1 0.4% 0.7% 0.0% 0.1% 0.0% 0.1%0 0.2% 1.2% 0.3% 0.2% 0.0% 0.0% 0.1%1 0.3% 2.8% 0.6% 0.3% 0.2% 0.2% 1.0%2 0.7% 5.4% 1.5% 0.3% 0.5% 0.3% 1.5% 28%3 0.9% 10.2% 2.9% 0.5% 2.1% 0.8% 2.6% 39%4 1.1% 16.7% 7.5% 1.1% 3.9% 2.7% 4.7% 51%5 2.5% 27.0% 11.6% 2.3% 6.7% 5.4% 5.6% 65%6 35.0% 5.0% 8.6% 7.6% 72%7 8.0% 87%

25

Ranking the Customers

Sales Ops

E-mail / marketing to warm prospects

Peter Grajczyk (Sage RSM)

Marc Piva / Partner (Sage AE)

SME Expert/Partner

Function

PMM

Create & refine Prospect Scores & Customer

Scores

Assign to Teams and Upload to

CRM

Create Partner

Customer Portfolio

Scorecard

Conduct BP Customer Portfolio Reviews

Targeted Content

Conduct Primary Customer Diagnostic

Conversations

Enter BP feedback into

our CRM

Conduct Sales Presentations

Follow-Up

Call(s)

Close Deals

1

2

3

4 5

6 7

8

9

Process Overview – Collaboration

Implement

10

Great opportunity to leverage Sage insight & data

Focus efforts on Customers with highest propensity to buy

Reach out to Peter Grajczyk if interested in actively participating

Call to Action

Global and Business Unit Plan

Product Portfolio Investment Decisions

Align Strategy & Organization

Execute as a Team

Our Plan

Agenda Monday, November 5, 2012

7:00 a.m.–8:00 a.m. Breakfast Salon del Mar A

8:00 a.m.–9:00 a.m. Sage Update Mike Wingrove Salon del Mar B

9:00 a.m.–10:00 a.m. Sage CRM Rob Lawson Salon del Mar B

10:00 a.m.–10:15 a.m. AM Break Salon del Mar A

10:15 a.m.–12:00 p.m. Sage CRM (continued) Rob Lawson Salon del Mar B

12:00 p.m.–1:00 p.m. Lunch Salon del Mar A

1:00 p.m.–3:00 p.m. Sage Business Intelligence and Reporting Debbie Hill Salon del Mar B

3:00 p.m.–3:30 p.m. PM Break Salon del Mar A

3:30 p.m.–5:00 p.m. Sage Business Intelligence and Reporting (continued) Debbie Hill Salon del Mar B

6:00 p.m.–7:00 p.m. Cocktail Hour Boardroom 1 Patio

7:00 p.m.–9:00 p.m. Awards Dinner Boardroom 1