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Aan002 Martin 091707

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Aan002 Martin 091707

  1. 1. Where’s the Cash in your Lead to Cash Process? Kathleen Lord, VP Sales, Intacct Doug Harr, CIO, Ingres Best Financial Software Solution
  2. 2. Agenda <ul><li>Challenges with Typical Lead-Cash Processes </li></ul><ul><li>Lead-Cash Process with Intacct MAX TM for salesforce.com </li></ul><ul><li>Ingres Case Study </li></ul><ul><li>Live Demonstration </li></ul><ul><li>Q & A </li></ul>
  3. 3. Challenges with Typical Lead-Cash Processes <ul><li>Reps have no visibility into Customer/Inventory Info </li></ul><ul><ul><li>AR Balance, Inventory levels, Shipment History </li></ul></ul><ul><li>Orders require manual entry into Finance system </li></ul><ul><ul><li>High-risk for data entry errors, delays </li></ul></ul><ul><li>No visibility once orders are submitted to finance </li></ul><ul><ul><li>Invoice/Payment/Shipment status </li></ul></ul>Front Office Back Office
  4. 4. Lead – Cash Process with Intacct MAX TM <ul><ul><li>Create a booked order from an opportunity in a single click </li></ul></ul><ul><ul><ul><li>Customer, Product, Pricing, Fulfillment details </li></ul></ul></ul><ul><ul><li>Automatically trigger back-office work flows </li></ul></ul><ul><ul><ul><li>Accounting, Product & Services Fulfillment </li></ul></ul></ul><ul><ul><li>View customer data traditionally hidden in the back-office </li></ul></ul><ul><ul><ul><li>Payment History, Fulfillment Status, Sales Analysis </li></ul></ul></ul>Front Office Back Office
  5. 5. Who’s Intacct? <ul><li>The Company: </li></ul><ul><ul><li>Leading On-Demand Financial Management </li></ul></ul><ul><ul><li>HQ in Silicon Valley with operations in India </li></ul></ul><ul><li>Our Customers: </li></ul><ul><ul><li>Over 2,200 customers, 11,000+ users </li></ul></ul><ul><ul><li>More than 99% retention rate </li></ul></ul><ul><li>Financial Management Solutions: </li></ul><ul><ul><li>Award-winning solutions </li></ul></ul><ul><ul><li>Industry leading services Platform </li></ul></ul><ul><ul><li>Proven Operations & Infrastructure </li></ul></ul><ul><li>The Financial Backers: </li></ul><ul><ul><li>Emergence Capital Partners </li></ul></ul><ul><ul><li>Sigma Partners </li></ul></ul><ul><ul><li>Sutter Hill Ventures </li></ul></ul>Platform Partners Channel Partners Customers
  6. 6. General Ledger Accounts Payable Accounts Receivable Cash Management Expense Management Revenue Recognition Order Management Inventory Management Procurement Management Project Management Time & Billing Client Expenses Executive Dashboards Reporting and Analytics Budgeting Events Management Integration Intacct Financial Management Solution
  7. 7. Intacct MAX TM for salesforce.com <ul><li>Intacct MAX™ lets users convert a SFDC opportunity into a booked sales order with a single click </li></ul><ul><ul><li>Staff productivity is maximized using a single sign-on to a web-based interface for the combined system </li></ul></ul><ul><ul><li>Input product records once for sales and accounting needs. Intacct MAX™ automatically synchronizes Intacct account/product records with Salesforce </li></ul></ul><ul><li>Intacct implements rules for billing, revenue recognition and contract renewals </li></ul><ul><ul><li>Back-office work flows such as accounting, product and service fulfillment are triggered automatically from within Salesforce or Intacct </li></ul></ul><ul><li>Inventory, Deferred Revenue and Accounts Receivable are updated automatically </li></ul><ul><li>All relevant customer and order data within Salesforce populates Intacct’s financial system of record automatically </li></ul><ul><ul><li>Bi-directional flow of data gives Salesforce users visibility into customer data previously hidden in back office systems </li></ul></ul>
  8. 8. About Ingres <ul><li>Leading provider of open source software solutions and services </li></ul><ul><ul><li>Database, application development, BI, integration, middleware </li></ul></ul><ul><li>Ingres database – 25+ years industry expertise </li></ul><ul><ul><li>University Ingres & System R Create an Industry - 1976 </li></ul></ul><ul><ul><li>First commercial relational database product – 1981 </li></ul></ul><ul><ul><li>Acquired by CA – 1994 </li></ul></ul><ul><ul><li>Released as open source – 2004 </li></ul></ul><ul><li>Ingres Corporation formed – 11/2005 </li></ul><ul><li>Tripled to 270 employees across the world </li></ul><ul><li>Customers in 58 countries </li></ul>
  9. 9. IT Delivery Strategy On Demand (SaaS) or Open Source (Ingres+) Intacct Financials/Distribution Financials Order Entry/Distribution Professional Services Co-Location Corporate Web Site & Community Customer Service Ticketing E-Mail ADP HRIS, Payroll Solutions Workforce management Benefits Payroll Salesforce CRM Applications Lead Management Sales Forecasting Sales Operations On Premise, On Ingres Intranet / Knowledge / Document / Content Management Workflow / Forms Management Integration / Reporting Hub Networking, Telephony
  10. 10. Life Before Intacct <ul><li>Some processing in Salesforce </li></ul><ul><ul><li>Opportunity “Summary” with Product line item detail reflected the potential sale </li></ul></ul><ul><ul><li>Custom fields for Contract Start/End by line item were used to reflect duration of the subscription sale </li></ul></ul><ul><ul><li>More than 49 price lists were required to reflect combinations of currency and standard discount levels </li></ul></ul><ul><ul><li>Salesforce mail merge routines were used to print order forms in 4 languages and per legal entity (13 separate forms) </li></ul></ul><ul><li>Orders, invoices and revenue management processed in other systems </li></ul><ul><ul><li>AR customers and invoices were manually loaded into QuickBooks </li></ul></ul><ul><ul><li>Revenue Recognition schedules (majority spread over the 12 month contract period) kept in spreadsheets </li></ul></ul><ul><li>Resulting Issues: </li></ul><ul><ul><li>AR customer records in QuickBooks often did not match Salesforce accounts - Potential for error in Invoice information was high </li></ul></ul><ul><ul><li>Tracking recurring billing arrangements manual and prone to error </li></ul></ul><ul><ul><li>Revenue Recognition via spreadsheets prone to potential error </li></ul></ul><ul><ul><li>Sales had no visibility to Order/AR status of customers </li></ul></ul>
  11. 11. Solution Search – What we Needed <ul><li>Ingres needed an integrated solution to the order to cash problem: </li></ul><ul><li>The IT Strategy for sourcing solutions at Ingres is “On Demand” or “Open Source” </li></ul><ul><li>Salesforce was a natural choice for a CRM solution </li></ul><ul><li>We needed a Financials/Distribution application which met our requirements and integrated to Salesforce </li></ul><ul><li>We also wanted to assure an integrated solution for Professional Services Automation (PSA) - our next project </li></ul><ul><li>Ingres is a subscription based software and services company, requiring advanced order-to-cash processes </li></ul><ul><li>We specifically did not want to go with heavyweight applications from Oracle or SAP </li></ul>
  12. 12. Why we Selected Intacct <ul><li>Intacct one of a few SaaS based solutions for Financials and Distribution </li></ul><ul><li>Intacct either already met all of our criteria or had a roadmap to getting there </li></ul><ul><li>Intacct provided integration to Salesforce and to OpenAir, a leading SaaS PSA solution </li></ul><ul><li>We liked what we heard from Intacct – in their personnel and management – and that they would be a good partner for us </li></ul><ul><li>We felt that we could help influence the direction of the product </li></ul>
  13. 13. Salesforce CRM & Intacct ERP Opportunity Management Steps to Enter the Deal #1 Enter an Account; Push to Intacct #2 Enter an Opportunity Summary #3 Enter the Sales Order #4 Print the Order Form
  14. 14. Create Customer Account Salesforce is the “Customer Master”
  15. 15. Create Opportunity Summary Information only
  16. 16. Create Sales Order Product Detail with contract terms
  17. 17. Create Sales Order Form <ul><ul><li>Check Sales Order – check the box next to the sales order to print </li></ul></ul><ul><ul><li>Print Sales Order – select this – you will be asked for the language, then the form will display </li></ul></ul>2. 1.
  18. 18. Viewing Intacct AR Customer Ledger
  19. 19. Integrated Dashboard
  20. 20. Business Benefits of Salesforce + Intacct <ul><li>Improved Sales Performance </li></ul><ul><ul><li>Sales visibility to Order/AR status beneficial during sales cycle </li></ul></ul><ul><ul><ul><li>Improved Customer Satisfaction and Communications </li></ul></ul></ul><ul><ul><li>Integrity of customer/booking information improves sales execution </li></ul></ul><ul><ul><li>Sales Management has greater visibility into the drivers for their business </li></ul></ul><ul><li>Stronger Financial Management </li></ul><ul><ul><li>Audit cycles no longer require manual heavy lifting </li></ul></ul><ul><ul><li>Capture of revenue recognition eliminates the needs for spreadsheets </li></ul></ul><ul><ul><li>Reduced labor required for order processing/invoicing </li></ul></ul><ul><ul><li>Accurate invoicing improves collections, DSO </li></ul></ul><ul><li>Complete visibility into the lead-cash process </li></ul><ul><ul><li>Gained a 360 degree view of our customers to better manage our business </li></ul></ul>
  21. 21. Intacct MAX TM Live Demonstration
  22. 22. Why Intacct MAX TM for salesforce.com? <ul><li>360 degree view of customers. Integrate Salesforce with Intacct’s Accounting, Supply Chain, and Order Management applications. </li></ul><ul><li>One log-in for all your needs. Create Intacct Order Management Quotes or Orders from Salesforce Opportunities. </li></ul><ul><li>Increase visibility. View customer account history and other reports from within Salesforce. </li></ul><ul><li>Reduce user error for disparate applications. Automatically synchronize Salesforce account records to Intacct. </li></ul><ul><li>Input products one time for sales and accounting. Automatically synchronize Intacct product records to Salesforce. </li></ul><ul><li>Increase reporting visibility on custom fields. Map Salesforce standard and custom fields to Intacct standard or custom fields and vice versa. </li></ul>Salesforce.com Process Link your Lead to Cash with a single click.
  23. 23. Q & A Kathleen Lord, VP Sales, Intacct klord@intacct.com or 408-878-0960 www.intacct.com Doug Harr, CIO, Ingres dharr@ingres.com www.ingres.com Come Visit us at Booth #703 Best Financial Software Solution