Sales Strategy

EXECUTING EFFECTIVE SALES & DISTRIBUTION STRATEGIES A TripleTree/SIIA SaaS Webcast October 12, 2004 CEO / CFO PARTICIPANTS:

Introducing the SaaS Webcast Series ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Participants & Objectives ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

TripleTree Overview & SaaS Experiences ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Middle-market investment banking firm leveraging in-depth industry research, operating backgrounds & extensive transactional experience SOFTWARE AS A SERVICE Changing the Paradigm in the Software Industry 2003 OUTSOURCING UPDATE 2 nd GENERATION ASPs APPLICATION SERVICE PROVIDERS (ASPs)

Framework for Today’s Discussion Go-to-market Approaches & Channel Development Selling Value Proposition & Overcoming Challenges Sales Strategy & Organization Alignment After-sale Customer Support FULL LIFECYCLE

About Salesnet ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],

Salesnet Guided Performance Selling (GPS): Salesnet’s CRM Vision for Sales ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],2. 3. “… a masterful process/ workflow design tool.” – Paul Greenberg, best selling CRM Author Delivered by software, configuration and administration “-as-a-service” 1. ,[object Object],[object Object],[object Object]

Salesnet Easy to Acquire, Implement, & Own Salesnet Express $15/user/month Salesnet Standard $65/user/month Salesnet Extended $99/user/month ,[object Object],[object Object],[object Object],[object Object],Midsize Company Needs + Large Team Selling + Mobility + Advanced Configurability + Advanced Reporting Enterprise Company Needs + Integration/Web Services + Dashboards & Analytics + Globalization + Industry Verticals < 10 Users 10 - 100 Users > 100 Users Key Capabilities Product Recommended User Size Customers Include:

Salesnet Three Pronged Distribution ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],enterprises mid-market small business Salesnet Distribution OEM Vertical Partners Direct Sales Reseller “ Salesnet’s workflow technology is unlike anything delivered by competitors – and it’s their secret sauce to delivering consistent, predictable, and reinforceable sales results for their customers. Salesnet is the only hosted solution that can effectively model a sales methodology.” -- Frank Visgatis, co-founder

About Intacct Presented by Robert Jurkowski, CEO Enabling Dynamic Enterprises with ERP On Demand For Distributed Enterprises For ISVs For Outsourcers ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Intacct Enables the Dynamic Enterprise Freedom and power for the Dynamic Enterprise is Realized Intacct ERP On Demand becomes a Central Hub On Demand benefits optimize Business Practices

Intacct Markets & Pricing Optimizes business models and practices for the following segments: Outsourcer Outsourcers can offer clients an ERP outsourcing service to become their client’s virtual CFO with anytime/anywhere access. Starting at $8,000 Annual Fee $55/User ISV ISVs can offer customers a complete software solution by integrating an ERP back end to their proprietary vertical solutions. Starting at $70,000 Annual Fee $55/User Direct Direct companies can realize the power of becoming a dynamic enterprise by leveraging On Demand and focusing on their core competencies. Starting at $15,000 Annual Fee $55/User

About HSS Presented by Tony Guarascio, CFO ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Health Care Regulatory Compliance & Medical Claims Reimbursement Management For Providers For Health Plans For IT Vendors For HIM Consultants

HSS Value Proposition ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

HSS Pricing Model ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

HSS Products & Markets ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Key Topics with Leading SaaS Firms Go-to-market Approaches & Channel Development Selling Value Proposition & Overcoming Challenges Sales Strategy & Organization Alignment After-sale Customer Support FULL LIFECYCLE

Next Program ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

TripleTree / SIIA Webcast ,[object Object],Mike Doyle, Chairman & CEO, Salesnet Bob Jurkowski, CEO, Intacct Tony Guarascio, CFO, HSS Kevin Green, Partner, TripleTree Thank You to All Participants… Fred Hoch, VP, Software Programs, SIIA Brian Klemenhagen, Senior Principal, TripleTree TripleTree LLC 7601 France Avenue South Minneapolis, MN 55435 Phone (952) 253-5300 Facsimile (952) 253-5301 www.triple-tree.com SIIA 1090 Vermont Avenue NW Washington, D.C. 20005 Phone (202) 789-4470 Facsimile (202) 289-7097 www.siia.net SalesNet 580 Harrison Avenue Boston, MA 02118 Phone (617) 350-0160 Facsimile (617) 3.50-8988 www.salesnet.com Intacct 170 Knowles Drive Los Gatos, CA 95032 Phone (408) 395-1100 Facsimile (408) 399-6665 www.intacct.com HSS 2321 Whitney Avenue Hamden, CT 06518 Phone (203) 407-3900 Facsimile (203) 407-3912 www.hssweb.com

Sales Strategy

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Sales Strategy