ISTUG Update
Bill HillMarketing Director
Enterprise Solutions Division
Agenda
Recent Financial Results New Appointments Channel Restructure Going Vertical Linux and IBM Customer Focus
Financial Performance
Turnover increased by 14% to £551.7m
Pre-tax profit grew 11% to £135.2m
Over 200,000 new customers added (excluding Interact), bringing the total to 3.0m up by 7%
Strong financial performance by Interact: operating margin of 14% on revenues of £54m
Share price increase 22% over last 3 months
Turnaround in Enterprise Division
New Appointments
New Managing Director• Gavin May
New Head of Product Marketing• Graham Cardwell
Channel Restructure
Channel restructure based on quality and quantity from 70 partners to :
• 7 Strategic Partners• 3 Premier Business Partners• 14 Business Partners• 10 Accredited Resellers
Major investment in Training and Accreditation
The Ideal Vertical Market Solution
Sage Line 500 for Manufacturing
Sage Line 500 for Distribution
Sage Line 500 for Construction
Sage Line 500 for Services
Sage Line 500 for Public Sector and Not For Profit
Vertical Market Development
Objective : To increase the effectiveness of our business and application development by focussing on discrete market sectors where we have good credible competence and reference ability.
• Partner Business PlansDevelop specific business plans for each of our to ten resellers. The plans will deliver the specific SIC codes that the partner can demonstrate significant domain knowledge and higher than average win ratio
• Create Centres of ExpertiseThis will include bringing together our channel partners, our product specialists, industry consultants and our customers
• Acquisition Acquire complimentary software companies that are critical to the success of the vertical market programmes
Linux and IBM
Sage Line 500 on x-series, Windows, IDS, Oracle, SQL Server available for over 2 years
Sage Line 500 on p-series, AIX, IDS and Oracle available for over 2 years
Sage Line 500 on x-series,Linux and IDS available NOW on Early Adopter and GA 2003
Sage Line 500 on i-series, Linux and DB2 available NOW on Early Adopter and GA January 2003
Customer Focus
Customer Newsflashes - first issue sent December 5thGiving you regular information hot off the press
New Customer Newsletter - first issue out January 2003Giving you a useful and informative medium to find out more about Sage
Customer Open Day - end of February 26th and 27th 2003A chance for you, the customer, and Sage to get together
To include:• The long awaited Product Roadmap
• Information on the services available from Sage (such as PFS & CPD)
Dedicated Customer Area on Sage website - coming soonCentral place to get the information relevant to you
Customer Focus
Sage currently offers 2 types of service (which includes Support, Account Management and Communications):
for Resellers for Direct Customers
BUT… there is nothing currently in place for corporate customers dealing with the reseller channel
no formal procedure no process for communication
We want to know how big an issue this is and what we should do about it ?
Any questions?