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Sage cross-sell Cross-sell success Master Playbook Asif Chaudhry, Central Product Marketing South Africa V1 INTERNAL USE ONLY

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Page 1: Sage cross-sell Cross-sell success Master Playbookmailers.sagesouthafrica.co.za/2017/Files/Cross-Sell_Playbook_Part-A...Sage cross-sell Cross-sell success Master Playbook ... This

Sage cross-sell

Cross-sell success

Master PlaybookAsif Chaudhry, Central Product Marketing

South Africa V1

INTERNAL USE ONLY

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| Sage cross-sell playbook

For internal use onlyCross-sell playbook

Who is this playbook for:

OUR ROCK STAR SALES TEAMS Yes, that’s you - at the forefront of the challenge to drive cross-sell success.

This Playbook provides a wealth of cross-sell:

Best practice

Tips

Techniques

A whole set of tools

…to support your engagement with customers.

From helping identify their business needs to positioning Sage solutions to grow your sales.

The cross-sell Playbook is in two parts and is the toolkit you should keep close to hand.

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| Sage cross-sell playbook

For internal use only

Part A – The importance of cross-sell

Contents

SECTION CONTENT OVERVIEW PAGE

1 Time for a rethink 5

2 Turn up the dial 11

3 Know our customers 18

4 The whole is greater than the parts 23

5 Why Sage 28

6 Make it happen 32

7 Commit to cross-sell 37

8 Part B 42

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Part A

The importance of cross-sell

This section has references to supporting practical tools which are available to you in Part B of the Playbook.

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Part A - Section 1Time for a rethink

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| Sage cross-sell playbook

For internal use only

At Sage, we are unashamedly passionate about business builders – we connect with the vision of an entrepreneur to

create something special; the dedication of a business owner, achieving year on year growth and employing more staff;

through to the enterprise customer who’s scale requires a better way to oversee and drive their continued expansion.

We are energised by such success everyday and are determined to continue to play an active role in helping our

customers achieve their goals. Simply, because at Sage we can be the trusted partner adding real, long-term value.

In this playbook, the customer takes centre stage. Everything we do, is designed around them and their needs. It also

introduces a philosophy of ‘the whole not just a single product’.

This playbook will help equip you with an ability to really understand the problems they need to solve, the challenges they

face and help you to offer a solution that either helps them grow, be more profitable or improve operational efficiencies.

At Sage we can truly make a difference to the way they operate, as we do with millions of customers everyday around the

world. We can do this by introducing customers to technology solutions that work right across their organisations multiple

functions and in so doing, shift the perception of Sage being a single solution provider in the accounting software space.

This is where cross-sell matters.

As you know we offer a whole lot more! across all our solution categories.

Our ask is simple - that you take action, use this cross-sell playbook and the tools to become that ‘Trusted

Advisor’.

We want this playbook to work for you and we’d love to hear your observations and success stories through the dedicated

Chatter group: ‘cross-sell success’ accessible here.

Thank you.

Asif Chaudhry,

Director Global cross-sell enablement

“IF B2B BUYERS HAVE AN

EMOTIONAL CONNECTION

WITH A BRAND, THEY ARE 5

TIMES MORE LIKELY TO

CONSIDER YOU, 13 TIMES

MORE LIKELY TO BUY AND

30 TIMES MORE LIKELY TO

PAY A PREMIUM.”

Google/CEB research

6

#MoreThanOneHello

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| Sage cross-sell playbook

For internal use only

Customers have a choice, never has this been more true than now.

We recognise that increasingly customers are talking to us with awareness of

alternative solutions and providers. From managing their company accounts

using basic MS Excel, their own accountant or an alternative supplier !

In this playbook, we will provide support for you to be able to handle

these situations and equip you with proof points to differentiate and

reinforce Why Sage is the best choice for our customers and how we can

help meet their needs through our range of solutions. And what these

solutions are.

Customers invest their own precious time, savings and energy to realise their

dream. Sage is an enabler to help realise these ambitions. The right

technology combined with sound advice tailored to each unique business need

can deliver real success.

Until now we’ve always gone to market focusing on our products; Sage One,

Sage Live, Sage 50 and of course the local growth products. This approach

has served us well but lately we’ve detected some confusion with customers,

prospects and even our own sales teams; struggling to understand “which

Sage solution is right for me”! We now require a different approach.

We will continue to compete on leading edge technology, on service

excellence for our customers and by continuing to offer a suite of solutions that

meet their needs across their business and can help make their everyday lives

better.

• Businesses of all sizes are

being created, shaped and

managed using dynamic

technology software that is

evolving at pace.

• Sage is a market leader in

software technology

• We provide latest cloud and

mobile technology, built on over

30 years heritage of meeting

SMB needs

• 3M+ customers worldwide use

Sage everyday

• 45M worldwide employees are

paid by Sage payroll software

• Our solutions are designed to

meet needs across a business

both today and for the future

We operate in a dynamic software

technology marketplace

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| Sage cross-sell playbook

For internal use only

Time for a rethink… the essence of this playbook is to take a different approach to selling our

products, than the one you’ve been used to today at Sage…

By positioning our brand and our full portfolio as enablers to help our customers:

grow their businesses more efficiently,

across all their functional areas,

freeing up their valuable time,

with up-to-date business insights,

better ways to manage customer relationships,

not be concerned with legislative compliance,

pay and be paid accurately and on time

Requiring a different approach to sales

We move from a

single product

push approach

To a focus on meeting

customer needs right across

their business functions be

that finance, compliance,

sales, marketing or HR

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| Sage cross-sell playbook

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Video: example of cross-selling

Play video

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| Sage cross-sell playbook

For internal use only

THINK ABOUT THE TIMES

YOU HAVE PURCHASED

MORE THAN ONE ITEM, A

RELATED PRODUCT TO

MEET YOUR NEEDS? OR

THE SKILLS OF A GOOD

SALESPERSON

PERHAPS…!

Cross-sell is a great lever and can make a significant direct impact for:

Why cross-sell is so important

Cross-sell is the practice of selling additional products or services to a customer.

Through cross-sell we grow revenue, strengthen customer relationships & enhance the total value we provide to customers.

WE RECOGNISE THAT EVERY CUSTOMER TOUCHPOINT IS AN OPPORTUNITY TO

UNDERSTAND THEIR BUSINESS BETTER AND IS ALSO A CROSS SELL OPPORTUNITY FOR SAGE.

OUR CUSTOMERS OUR BUSINESS AND TO YOU

Ensuring their whole

business is fully

benefiting from the full

suite of business

solutions we offer.

Driving revenue growth by

increasing the number

average product holdings

that our customers use

across Sage categories.

Increasing your income

opportunities and improving

customer satisfaction

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Part A - Section 2Turn up the dial

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| Sage cross-sell playbook

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TURN UP THE DIAL

Min Max

Cross-sell, makes good

business sense

#MoreThanOne

THE ROLE YOU PLAY AT THE FRONT

END OF YOUR BUSINESS IS PIVOTAL

TO THIS SUCCESS

12

Sage has a range of

solutions to help our

business customers.

Simply ensure customers

are benefitting from more

than one Sage product.

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| Sage cross-sell playbook

For internal use only

Cross-sell applies regardless of NCA or CFL

Cross-sell here

“IT IS IMPORTANT THAT WE ENGAGE WITH THEM IN THE RIGHT CONVERSATION, ABOUT THE RIGHT SOLUTION AT THE RIGHT TIME”

• Customers will spend their money and buy solutions that will help them

• But they are not clear on our whole offering across the categories

• It is important that we can identify their growth or operational efficiency needs

• Also that we help customers appreciate, (based on our experience with other customers) their

likely future needs as they grow. These needs may relate to payments, people management or

business insights and automation.

Across the customer journey be they prospects exploring or an existing customer,

there are opportunities for you to cross-sell.

PROSPECTS

(new to Sage)

NEW CUSTOMERS - NCA

(1st year with Sage)

EXISTING CUSTOMERS - CFL

(with Sage 1+ years)

CROSS SELL HERE

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| Sage cross-sell playbook

For internal use only

| Sage cross-sell playbook

For internal use only

Cross-sell, makes good

business sense

Business owners

have to wear

many hats

“Growing my sales

pipeline by managing

customer databases &

relationships”

“Keeping control of my

finances & accounts”

“Making sure i get paid

on time”

“Managing my people

talent and productivity”

“Having timely business

insight and oversight tools”“Paying out securely &

accurately amounts to my

suppliers & employees”

“Making sure I stay

compliant with (HR, tax)

legislation requirements”

Sage = a single supplier to manage multiple functions

Sage provides business builders with:

• Simple

• Proven

• Trusted

• Accurate

• Innovative

• Easy to use

• Future proofed

Solutions that support growth across all functional areas of a business

Sales &

customer

relationship

management

Business

control, insights

& management

Accounting &

finance

HR & Payroll

Making

payments &

getting paid

Drive your cross-sell success

Trusted by more than 3m businesses worldwide

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For internal use only

“I need smart future proofed technology”

“A business partner that can advise and

help me grow to my potential”

“I want to grow my business confidently, be

entrepreneurial and not be bogged down in

process”

“I need to have total control over my business”

“I value credible advice and support based on

experience with businesses like mine”

“I don’t want to have to keep changing technology

platforms or have multiple suppliers”

“I want to have total control over my

business”

“I want reliable data insights at my fingertip,

wherever I may be”

“I need confidence in the resilience, security and

robustness of technology platforms ”

“We have data all over the place, our processes

are not aligned – am I even compliant?”

“I’m concerned about business resilience – we are key

man dependent and do not manage key risks effectively””

“Paying suppliers & staff on time as well as my taxes.

Having the right technology solutions with support”

Typical customer needs…

“I WISH TO WORK

WITH A PARTNER

THAT CARES ABOUT

MY SUCCESS”

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| Sage cross-sell playbook

For internal use only

Scale – we evolve with your

business – as you grow, we grow

with you

Business advice from the

champion of SMB’s

Smart technology across all business

functions

End-to-end business management,

not just Finance

Total business solution with our suite of

products and services that’s best suited

for your business needs

One Sage support with expertise

across all categories and products

Choice of technology – cloud, mobile,

desktop, hybrid

World-class Partner ecosystem with

unique channel expertise whose mission

is to help you succeed

Confidence in the data, technology &

staying compliant

Increased efficiencies & speed

Action orientated business insights

from a single data source

As your business evolves, we

help you choose the right

technology for your business

with the support and advice that

you need to ensure you

succeed

Ease of use, navigation &

functionality

A trusted single supplier for

all your software needs

…How do Sage solutions help our customers

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For internal use only

By Save time and reduce risk by leveraging one single trusted existing provider instead of

multiple vendors, and by using solutions which are already familiar as well as guaranteed

to be compliant

Build their business confidently, with the right choice of solutions to fit their business

needs throughout their life cycle

Improve their decisions and operate at pace with one view of their entire business so

they can achieve their greatest potential

Optimise their Sage investment across all their business functions based on the breadth

and depth of solutions we offer

Grow their business resilience with solid, reliable secure data

IT’S EASIER TO DO BUSINESS WITH

ONE RELIABLE TECHNOLOGY

PROVIDER THAN MULTIPLE

DIFFERENT VENDORS.

How cross-selling multiple solutions

helps customers

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Part A - Section 3Know our customers

SEE PART B OF TOOLKIT

Practical tools that are reference in this

section:

• Segment factsheet

• Personas

• Discovery – questioning framework

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| Sage cross-sell playbook

For internal use only

| Sage cross-sell playbook

For internal use only

• Entrepreneur, Sole

trader, New business

• Physical or online

presence (ecomm)

• Costs and time

pressures + sales to

grow

• 15m+ businesses /

45m+ employees in

countries we operate in

• Small to medium size

business (SMB)

• Managing growth and

operational efficiency

• 200m+ employees in

this space

• Need to produce pay

advices, payroll output

and remittances to the

Federal government

• Large sized business,

corporate entity, multi

site.

• Focused on profitability,

staff and efficiency

• 10M+ revenue by

business

• Operates in general

manufacturing (30%),

process manufacturing

(20%), wholesale &

international trade (40%)

and business services

(10%)

Our customer segments

START UP SCALE UP ENTERPRISE

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For internal use only

Irrespective of size or segment…..ALL BUSINESSES HAVE THE SAME FOCUS

GROWTH PROFITABILITYOPERATIONAL

EFFICIENCY

To make a success of

their business and build

a pipeline of customers.

Growth through

managing sales,

innovation & service.

To be in existence a

business needs to make

money. Managing costs,

invoices, payments,

salaries, taxes and

revenues is paramount.

Running and managing

a business incurs costs

and consumes time.

The more automated &

systemised the

operations the more

cost efficiently it can be

run.

CONSIDER THE SAGE CATEGORY SOLUTIONS BY WHICH YOU CAN ADD VALUE

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| Sage cross-sell playbook

For internal use only

Supporting tools

21

Segment factsheets Customer type personas Discovery – questioning framework

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Part A - Section 4The whole is greater than the parts

SEE PART B OF TOOLKIT

Practical tools that are referenced in this

section:

• Category factsheet

• Product factsheet

• Cross-sell natural opportunity

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| Sage cross-sell playbook

For internal use onlyFor internal use only

You are Sage, you are not a product

WE ARE ONE SAGE, SPEAKING WITH ONE

BUSINESS ABOUT A PORTFOLIO OF SOLUTIONS,

TO MEET THEIR BUSINESS NEEDS

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We have over 3 million customers

worldwide, many of them since they

started their business on day 1 - We

believe in customers for life. From the

day you first start trading to when you

are ready for global exporting, we are

there with the technology and advice

you need to run and grow your

business.

Partner for life - With Sage, you can

be confident that you have a

technology partner for life, that you are

working with a technology provider

that can offer scalable solutions as

your business grows, and that you are

maximising the investment you first

made in Sage as your business needs

evolve.

Avoid the hassle and time of having to deal with multiple vendors, trust Sage to help you grow

and achieve your business ambitions. We will help you choose the right technologies for your

business, we’ll work with you to build our partnership for success.

SINGLE BUSINESS

VIEW

CONFIDENCE IN

DATA

EASIER TO

MANAGE

A PARTNER FOR

GROWTH

INCREASED

RESILIENCE

FUTURE PROOFED

TECHNOLOGY

SCALABLE

SOLUTIONS

ENHANCED USER

EXPERIENCE

Visibility & insight - we join up all

your business functions so you have

the visibility and insight you need to

run your business effectively and

make business decisions with

absolute confidence.

Future proofed - We offer the world’s

smartest technology, designed to work

throughout your business and evolve

with you as your needs change. By

establishing control over the things you

need to succeed now and in the future –

business insight, accurate and

consistent data, a holistic view of your

business - we help you maximise your

full business potential.

Minimise risk - avoid the time, risk and

hassle of having to deal with multiple

vendors, and trust Sage to help you

grow and achieve your business

ambitions. As your business grows and

your needs evolve, we will help you

choose the right technology for your

business with the support and advice to

ensure you succeed.

Grow with a trusted single technology

partner for life

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“The functional areas of my

business that I need to

manage efficiently as I

grow..”

Manage my accounts & finances simply

Control of my business

operations with reliable MI

My people - HR & payroll

Growing sales & better

customer relationship

Making secure payments

& get paid on time

Business

Management

Solutions

Payments

Accounting &

Finance

People &

Payroll

Integrated

CRM

“Help me meet my business

needs”

“Connect my needs to your

solutions – not just sell me

products!”

Solution components (‘Sage categories’)

CUSTOMER CONCERNS

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| Sage cross-sell playbook

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Category factsheets

Product factsheets

Cross-sell opportunity mapping

Supporting tools

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Part A - Section 5Why Sage

SEE PART B OF TOOLKIT

Practical tools that are referenced in this

section:

• Why Sage

• Competitive battlecard

• Objection handling

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• Trusted partner - 30 years heritage

championing 3 million+ businesses

• Revolutionise Business - Winning

industry awards for Innovation

• Award winning service with

customer service coverage across all

your products

• Global company with local

experience and expertise

• Scalable to support you throughout

your business lifecycle

• Passionate about entrepreneurs

and business builders - with

expert advice from the champion of

SMBs

• 32% of European customers

already benefit from more than one

Sage product

• Unique offering -Breadth of

channel choice and expertise

across your business functions

and technology preference

• Rich ecosystem of solutions,

partners, ISVs, accountants and

customers

• Total solution – Complementary

and compatible products &

services

• Trust

• Service

• Expertise

Why Sage

RE-IMAGINING BUSINESSWe give businesses around the word the information, insight and tools they need to succeed

today. We energise their success through the use of smart technology and imagination of our

people

• Future proof

• Reliable

• Confident

• Choice

• Control

• Resilient

• Proven

• Compliant

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| Sage cross-sell playbook

For internal use only

We support our customers

with the tools they need to

get their job done quickly

and efficiently.

For this, they need to be in

control, and avoid the hassle

of having multiple vendors.

They can focus in the right

area from anywhere and in

real time from the basics to

big tickets.

Millions of businesses

around the world trust us to

help turn their dream

business ideas into reality.

Building a platform for the

future gives confidence to

our customers that they can

maximise their business

potential and grow their

business at pace.

Increase business resilience

by reducing dependency on

third party suppliers and

creating a single view of the

business.

Having your team using the

same technology with a

holistic view of the business

gives them confidence to

make better decisions based

on accurate data.

For consolidated expertise

you need a reliable

technology provider who

will support you as your

business evolves.

We support our customers

with smart technology and

credible advice about

running and growing a

business from our experts.

Minimise business risk by

maintaining one strong

relationship with the

vendor and being fully

compliant in all the areas.

Having multiple products

with one vendor ensures

that the learning curve is

reduced as an established

confidence already exist.

Get the

job done

Support

growth

Business

resilience

Consolidated

expertiseRisk

management

It makes total sense to grow with Sage

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Supporting tools

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Competitor battlecard Objection handling / FAQ

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Part A - Section 6Make it happen

SEE PART B OF TOOLKIT

Practical tools that are referenced in this

section:

• Case example cross-sell

• Lead routing

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SITUATIONA busy hairdresser receives an outbound call and is hesitant to spend her time ‘being sold to’.

The agent senses this and counters by stating this is the third call today, where he has

spoken to a hairdresser! - adding a human element by saying he wished he could have this

conversation face to face as he needs a haircut himself and has not been able to book an

appointment.

He then asks the customer if she has a booking system including online bookings. This

intrigues the customer and she begins to engage in the conversation about her business

challenges and plans.

OBJECTIVE & ACTION TAKENIn order to understand the customers challenges & identify opportunities to provide solutions

that could help the customer, the agent puts himself in the customers shoes and uses his

discovery skills to ask consultative business questions akin to a trusted advisor:

• Do you sell beauty / hair related products e.g. hair gel, as well as cutting hair ?

• Do you sell products online, have a website or planning to sell online ?

• Do you have more than one store or have plans to expand ?

• How do you encourage repeat bookings

• Do you offer promotions to cross-sell

• Do you use freelance / agency staff that you need to pay ?

• Do you accept card / online payments and also need to pay suppliers ?

RESULTS & IMPACTArmed with facts & insights and a business owner keen to understand how we can help – the agent

is able to position a full suite of solutions from Sage that can help the hairdresser. From payments,

payroll to software that will help her manage her single and future stores more efficiently and keep

her in control. He follows up by gaining a COMMITMENT for an appointment to discuss Sage

solutions.

• Online & face to face payments In & payments Out

• Accounts management

• Business management

• Customer management

Cross-sell in practice - case example

The agent is able to make a CONNECTION with the

customer, build rapport by talking about her business and

starts to PROBE.

By asking relevant questions , the agent is able to

CONSULT & solicit insight to determine Sage solutions

that can help the hairdresser positively

Business type: Hairdresser

Segments: Start-up / Scale up

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We recognise that our Sales Agents may not have

detailed knowledge of all the solutions that Sage can

provide.

By understanding the ‘categories’& functional areas of a

business in which we can help customers and by

identifying there is an opportunity to cross-sell.

It is important that you

1. Understand where to pass the lead to

2. Update the call records

CUSTOMER SERVICE RULE # 1If you cannot serve the customer with the

required information yourself ….

…. ALWAYS PASS THE CALL ON TO A

COLLEAGUE WHO CAN HELP.

Refer to your ‘lead routing’ briefing

What to do with a ‘hot lead’…

Fascinating fact:

It costs 5 times as much to attract a new customer than

retain an existing one.

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| Sage cross-sell playbook

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You have just had a

conversation with a

prospect or customer, as a

representative of Sage.

The next time the customer

speaks with Sage (whether

they call us or we contact

them), it is more than likely

the customer will recall the

previous contact with us.

Do please update the

customer records / database

with a summary of YOUR last

call with the customer and the

outcome and any follow up

steps / opportunities.

The importance of contact notes

CONVERSATION FOLLOW UP UPDATE

RECORDS

This will ensure we serve our customers the best we can and how they expect us to act.

#customerfirst

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Part A - Section 7Commit to cross-sell

SEE PART B OF TOOLKIT

Practical tools that are referenced in this

section:

• Your personal commitment plan

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Name: _________________________________

Team: _________________________________

Managers name: _________________________________

Business need category Solution 1 customer has taken from me Additional solutions the customer has purchased Manager to update:

Customer reference & date

Managing accounting & finance • A

• B

• C

• D

• A

• B

• C

• D

Accepting or making payments • A

• B

• C

• D

• A

• B

• C

• D

Managing people and payroll • A

• B

• C

• D

• A

• B

• C

• D

Managing overall business (control) • A

• B

• C

• D

• A

• B

• C

• D

Managing customer relationships • A

• B

• C

• D

• A

• B

• C

• D

“I RECOGNISE THAT EACH CUSTOMER CONTACT IS AN OPPORTUNITY TO HELP OUR

CUSTOMERS. I WILL ENSURE THEY ARE AWARE OF AND HELP THEM BENEFIT FROM THE

FULL RANGE OF SOLUTIONS THAT SAGE OFFERS TO HELP THEIR BUSINESS”.

To be included in FY17 personal objectives

My personal commitment to cross-sell

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Strengthening your cross-sell successWe close this playbook on the very points with which we

started.

We hope it has helped you:

• better understand why and how to cross-sell

• with some tools to manage your cross-sell success

• understand our customer segments & profiles better

• Understand customer needs, challenges and the role we play

• know our categories and how they align with business functions

• see the portfolio of products and solutions within the context of ‘the whole

and not just a single product’ and how they can help a customer

Remember, all customers regardless of size are seeking help to grow, be

more profitable and operate more efficiently.

Sage is a market leader and YOU have a tremendous opportunity to position

our portfolio to help our customers be better Business Builders, whilst

achieving continued success for yourself in the process.

We wish you every success with cross-selling.

#morethanone, #customerfirst, #turnupthedial

BUILD YOUR

CROSS-SELL

MUSCLE

STRENGTH

THROUGH

REPETITIONThe only way to retain this

knowledge is to put the materials in

this playbook into practice.

No time like the present.

Start today.

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Help & support resources

TOOLKIT:

• Factsheets: Segment, Categories, Product level

• Helping you cross-sell – linked solutions

• Discovery tool – questioning framework

• Competitor battlecard

• Hairdresser example

• Objection handling competitor AND customer

• Lead routing

• Use case

• Personal commitment & tracking

• Support resources & more information links

For more information on cross-sell or any aspect of this

Playbook, please contact:

Asif Chaudhry, London.

[email protected]

Share your success stories & ideas on our Chatter Group:

“Cross-sell success”

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NOTES

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Part B

Your cross-sell toolkit

Please also refer to Part A which details why cross-sell matters so much

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Part B – Your cross-sell toolkit

Contents

ITEM TOOL PAGE

1 Personal commitment plan 43

2 Contact details South Africa 44

3 Cross selling in practice (hairdresser example) 45

4 Category level factsheets 46

5 Product level factsheets 53

6 Path to cross-sell success (portfolio menu cards) 104

7 Typical personas 106

8 Battle app & Battlecard 108

9 Objection handling 113

10 Discovery questioning framework 116

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Name: _________________________________

Team: _________________________________

Managers name: _________________________________

Business need category Solution 1 customer has taken from me Additional solutions the customer has purchased Manager to update:

Customer reference & date

Managing accounting & finance • A

• B

• C

• D

• A

• B

• C

• D

Accepting or making payments • A

• B

• C

• D

• A

• B

• C

• D

Managing people and payroll • A

• B

• C

• D

• A

• B

• C

• D

Managing overall business (control) • A

• B

• C

• D

• A

• B

• C

• D

Managing customer relationships • A

• B

• C

• D

• A

• B

• C

• D

“I RECOGNISE THAT EACH CUSTOMER CONTACT IS AN OPPORTUNITY TO HELP OUR

CUSTOMERS. I WILL ENSURE THEY ARE AWARE OF AND HELP THEM BENEFIT FROM THE

FULL RANGE OF SOLUTIONS THAT SAGE OFFERS TO HELP THEIR BUSINESS”.

To be included in FY17 personal objectives

My personal commitment to cross-sell

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CONTACT DETAILS:SSB

Sage One Payroll & Accounting

Email: [email protected]

Email: [email protected]

Sage Pastel Xpress Advantage

Telephone: 011 304 3650

Email: [email protected]

Sage Pastel Partner Advantage

Telephone: 011 304 3650

Email: [email protected]

Sage Evolution Standard

Telephone: 0861 EVOLUTION

Email: [email protected]

Sage Pastel Partner Payroll Advantage

Telephone: 0861 55 44 33

Email: [email protected]

Scale up

Sage VIP Classic & Premier

Telephone: 0861 55 44 33

Email: [email protected]

Sage Evolution

Telephone: 0861 EVOLUTION

Email: [email protected]

Sage CRM

Telephone: 011 304 2000

Email: [email protected]

Sage 300 People

Telephone: 0861 55 44 33

Email: [email protected]

Sage 300

Telephone: 011 304 2000

Email: [email protected]

Enterprise

Sage X3

Telephone: 011 304 2000

Email: [email protected]

Sage X3 People

Telephone: 012 420 7189

Email: [email protected]

Other

Sage Pay

Telephone: 0861 338 338

Email: [email protected]

Sage Intelligence

Telephone: 031 537 7244

Email: [email protected]

Email: [email protected]

44

Contact Details – South Africa

Sage SkillsMap

Telephone: 012 420 7200

Email: [email protected]

Sage Online Tools

Telephone: 087 943 2606

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SITUATIONA busy hairdresser receives an outbound call and is hesitant to spend her time ‘being sold to’.

The agent senses this and counters by stating this is the third call today, where he has

spoken to a hairdresser! - adding a human element by saying he wished he could have this

conversation face to face as he needs a haircut himself and has not been able to book an

appointment.

He then asks the customer if she has a booking system including online bookings. This

intrigues the customer and she begins to engage in the conversation about her business

challenges and plans.

OBJECTIVE & ACTION TAKENIn order to understand the customers challenges & identify opportunities to provide solutions

that could help the customer, the agent puts himself in the customers shoes and uses his

discovery skills to ask consultative business questions akin to a trusted advisor:

• Do you sell beauty / hair related products e.g. hair gel, as well as cutting hair ?

• Do you sell products online, have a website or planning to sell online ?

• Do you have more than one store or have plans to expand ?

• How do you encourage repeat bookings

• Do you offer promotions to cross-sell

• Do you use freelance / agency staff that you need to pay ?

• Do you accept card / online payments and also need to pay suppliers ?

RESULTS & IMPACTArmed with facts & insights and a business owner keen to understand how we can help – the agent

is able to position a full suite of solutions from Sage that can help the hairdresser. From payments,

payroll to software that will help her manage her single and future stores more efficiently and keep

her in control. He follows up by gaining a COMMITMENT for an appointment to discuss Sage

solutions.

• Online & face to face payments In & payments Out

• Accounts management

• Business management

• Customer management

Cross-sell in practice - case example

The agent is able to make a CONNECTION with the

customer, build rapport by talking about her business and

starts to PROBE.

By asking relevant questions , the agent is able to

CONSULT & solicit insight to determine Sage solutions

that can help the hairdresser positively

Business type: Hairdresser

Segments: Start-up / Scale up

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Segment Overviews

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Category outline:

The accounting category helps start ups and small businesses to better manage their

finances – both in the office and when they are on the move. At Sage, we understand

that no two businesses are alike. Their goals, ambition, people, and leadership define

them. We celebrate these differences and understand that the technology needs of

each business is different.

Our broad range of solutions means we are able to satisfy the differing needs of our client

base, from helping them to manage inventory, deal with cross-border trade, or integrate

their finances with Salesforce. Sage has spent more than 30 years at the sharp end of

accounting, and today we provide over 3 million growing and ambitious businesses, with

accessible, intelligent accounting systems and tireless support – helping them to simplify

their business finances and achieve their goals.

Accounting category, related products & solutions by segment

START UP Sage One / Sage Pastel Xpress Advantage / Sage Pastel Partner Advantage / Sage Intelligence

SCALE UPSage Evolution / Sage 300 / Sage Intelligence

ENTERPRISESage X3

For more information about this category go to:

https://www.sage.com/za/products/accounting-software

ACCOUNTINGCategory summary

How this category helps our customers:

Our accounting category solutions help our customers to:

- track cashflow, using real time, anywhere technology

- create invoices

- manage tax returns

- manage the books, invoices and payments

- automate orders and manage inventory within one solution

- create a single consolidated view across all trading locations

- manage multiple currencies, financial consolidation

- automate key processes

- increase accuracy of reporting, and freeing the business from red tape

- stay compliant with legislation

Fact sheet series: Accounting category

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Category outline:

Accountants and bookkeepers are experiencing such seismic changes in

their industry. Cloud technology is transforming the role from one of

managing the books, to financial and business advisor.

To remain competitive, and meet the needs of their clients, accountants

and bookkeeps must change. Sage helps accountants to reach their

aspirations – whether that’s to grow their practice, add new services,

provide better customer service or be more efficient.

Sage lets accountants stay firmly in control as their practices adapt to the

new era.

Accountant category, related products & solutions by segment

ACCOUNTANT

Sage One Accounting Accountants Edition

Sage Pastel Accountants Forum

Sage Pastel Bookkeepers Forum

For more information about this category go to:

https://www.sage.com/za/products/accountants-and-bookkeepers

ACCOUNTANTCategory summary

How this category helps our customers:

Our accounting category solutions help our customers to:

- offer their customers the very latest technology

- attract new customers to their practice

- free up time to focus on offering new services

- provide even better customer service

- better manage their practice - from time management to billing and

everything in between

- provide the best support for customers

- be a part of something bigger – a network of accountants, all under the

partner program where they’ll receive additional support to succeed with

Sage

Fact sheet series: Accountant category

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People & Payroll category, related products & solutions by segment

START UP Sage One Payroll / Sage Pastel Partner Payroll Advantage / Sage Intelligence / SkillsMap

SCALE UP Sage VIP Classic Payroll & HR / Sage VIP Premier Payroll & HRM / Sage 300 People / Sage Intelligence / SkillsMap

ENTERPRISESage X3 People / Sage Intelligence / SkillsMap

PEOPLE & PAYROLLCategory summary

Fact sheet series: People & payroll category

For more information about this category go to:

https://www.sage.com/za/products/hr-and-payroll-software

Category outline:

This category is about helping HR and Payroll people rise to their challenges not

just about selling them software. Having people engaged and effective is a key to

growth & productivity and Sage is able to support managing people & payroll.

Our solutions can help business owners, HR, Payroll and Finance teams move

away from manual, towards automated, self-service processes, enabling accurate

and up to date insight to improve employee productivity.

Providing the to analyse and interrogate employee data to spot and explain trends

and to predict and model different business scenarios and outcomes –in real time

and on demand

A modern, people-focused HR system provides the tools to enable this, freeing the

HR team to provide a more strategic, impactful service to the business.

How this category helps our customers:

Our People & Payroll category solutions help our customers:

- be informed on industry news & trends + solutions software capabilities

- nurture, grow, retain and hire people, saving time and improving performance

- manage the workforce

- improve HR productivity with automation and integration tools

- gain better workforce visibility - make informed decisions about total workforce

- manage performance including appraisals and talent management

- stay compliant with HR regulation

- digitise payroll to eliminate errors, improve security & accuracy & save time

- access business insights around payroll, workforce performance and more

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Category outline:

Sage business management solutions are ERP for the modern business, designed to

adapt to your changing needs.

Sage business management products cover scale-up and enterprise cloud business

management solutions; integrating all of the core business process you need—from

procurement to manufacturing, warehousing, sales, customer service, accounting and

financials. Combined with versatile deployment (private cloud, partner-hosted, cloud,

and cloud enabled) and purchasing options, Sage covers full ERP functionality without

ERP complexity.

In short, Sage business management solutions make it easier to run your business

faster by reducing complexities and increasing usability

Business management solution category, products & solutions by segment

START UP N/A

SCALE UP Sage Evolution / Sage 300 / Sage Intelligence

ENTERPRISE

Sage X3 / Sage Intelligence

For more information about this category go to:

https://www.sage.com/za/products/business-management-solutions

Business Management SolutionsCategory summary

How this category helps our customers:

Our Sage BMS category solutions help scale-up and enterprise customers to:

• Serve customers better: increase employee responsiveness and accelerate

issue resolution with faster, simpler access to information.

• Leverage ready-to-use industry best practices

• Adapt to change and easily scale operations, wherever your business takes

you

• Get instant insight when you need it: self-service, mobile access to data

• Share a common, integrated view of the business: 360 view of operations. • Simplify reporting, increase adoption by users, simplify IT management

• Run your entire business faster (accelerate core business processes, end to

end).

• Stay lean / Reduce overhead costs

Fact sheets series: BMS category

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Category outline:

Positioning Theme: ”Drive your Business growth” - The target market is both existing and new BMS customers

across all industries. The market opportunity exists for both cross-sell (as integrated Sage CRM) and upsell (as

integrated Sales, Marketing, Service BMS modules) to existing Sage customers and to new Sage customers.

Sales messages1. Our solutions bring together business, finance and customer information for a complete view of your

business performance across front and back office.

2. With reliable sales information available at a glance, you can be assured you are acting on the right

information at all times.

3. Data you can trust and the visibility you need to make crucial decisions that have a big impact on your

business.

4. Be confident that your customers are getting the answers they need when they need them.

5. With better insight, you know where your business stands and have the visibility to make the right decisions

and grow their business.

6. With the right processes in place across your sales, marketing and/or service departments, you can be

confident they can scale their business effectively as they grow.

7. Leverage your existing Sage BMS investment across your business, for increased ROI, and a lower TCO

than disparate, multi-vendor systems, saving you time and money.

Accept or make payments products & solutions by segment

SCALE UP onlySage CRM / Sage Intelligence

1. Sage integrated CRMCategory summary

How this category helps our customers:

Sage Integrated CRM solution connects directly with Sage Accounting solutions It provides full

visibility to business owners and managers of their business by connecting their front office with their

back office.

Sage Integrated CRM is highly adaptable with its modular solution and its unique CRM modules for

Marketing, Sales and Customer service

By connecting Sage CRM with Accounting, Sage customers are empowered to grow their business

as they

1. Enable their teams to provide superior customer service & increase customer satisfaction by up

to 25%

2. Empower their business to sell more efficiently and market more effectively with efficiency gains

of 60% and plus

3. Drive productivity by automating day-to-day business processes so they spend less time on

administrative tasks leading to a productivity uplift of >40%

4. Bridge information gaps between departments with enhanced visibility impacting the bottom line

positively with Sage customers stating incremental revenue growth of 60%

For more information about this product go to:

https://www.sage.com/za/products/crm-customer-relationship-

management

Fact sheet series: Integrated CRM

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Category outline:

The payments category covers the management of payments in & out solutions for businesses.

We are a payments provider built around small businesses.

Payments has product lines which enable our customers to accept credit cards, debit cards and

other means of payment from their customers so they get paid quickly and securely for their

sales:

Sage Pay Solutions

• Sage Pay Salary & Supplier Payments

• Sage Pay Risk Reports

• Sage Pay Now

• Sage Pay Debit Order Collections

Accept or make payments products & solutions by segment

START UP Sage Pay

SCALE UPSage Pay

ENTERPRISE

Sage Pay

For more information about this category go to:

https://www.sage.com/za/products/payments

1. PaymentsCategory summary

How this category helps our customers:

• Whether it’s receiving payments online via our Gateway or Invoice, Sage has it

covered.

• Sage Payment solutions also plug into Sage Accounts & Payroll software so that

customers can grow with us. Sage helps businesses pay, get paid and manage the

movement of money with the support of innovative payments technology.

• Payments is a key enabler for businesses to be able to run and sell their goods /

services!

• Payments lets customers accept a wide range of payments, including via Instant

EFT, Bank EFT, credit card, cash payments, and Masterpass™

• Get paid quickly and securely

Fact sheet series: Payments category

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Enterprise

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Sage X3

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Solution positioning

Sage X3 is changing how midsize enterprises compete and grow,

by delivering faster, simpler and flexible business management,

at a fraction of the cost and complexity of typical enterprise ERP

systems. From procurement to warehousing, production, sales,

customer service and financial management, it introduces a better

way to manage the entire business, on a global scale.

Segment Relevant

Start up NO

Scale up NO

Enterprise YES

Key benefits Supporting features

A solution to accelerate

the entire supply chain

The integrated management of financial, purchasing, inventory, marketing, sales, and customer

service processes.

A solution for more

flexible manufacturing

processes and capacity

The flexible management of production processes (ATO, MTO, CTO, MTS) from planning and

scheduling to quality control, incl. extensive traceability from the procurement of material &

ingredients to shipping the final goods

A faster way to manage

distributed and global

operations

The management of multi-site, inter-company financial and operational flows, the management

of international transactions, consolidation of foreign operations, financial reporting and global

compliance, with one cohesive system.

Faster insight and

flexible data management

The consistent monitoring of performance and costs across the entire business, and powerful

analytics in real time.

A simpler Cloud and

mobile solution

The full access to the solution as service in the Cloud and on mobile devices, for easier

collaboration across the business, and simpler IT management

Flexible support of

industry processes

Flexible customization of business processes and workflows, and integration with vertical ISV

applications

Faster payback Affordable deployment, quick productivity gains and proven cost savings

Top complementary products integrating with Sage X3

Product Description License

Sage Intelligence Financial reporting Sage

Sage Enterprise

IntelligenceBusiness Intelligence OEM

Sage E-commerce E-commerce OEM

Sage Data

Management &

Analytics

Data warehousing, multi-

source modelling and

analytics

OEM

Sage Inventory

AdvisorInventory forecasting OEM

Sage Geode WMS Sage

Sage People People management OEM

For more about Sage X3 and complementary products:

www.sagex3.com (public) or on SharePoint (internal):

https://sage365.sharepoint.com/sites/global/x3/gpd/pmm/

Supply chain

management

Production

management

Financial

management

Cloud

and mobile

Sage X3

Product fact sheet: Sage X3

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Sage X3 sales messages: articulating the value proposition

❶ Resonate

To compete in the Fast Economy we live in,

you must:

• Accelerate your supply chain, and gain

flexible production capacity to adapt to

changing market demand quickly.

• Gain faster insight into business data from a

growing number of data sources &

connected devices (Internet of things, social

customer profiles, etc.).

• Recover agility, responsiveness and reduce

overhead costs.

❷ Differentiate

Companies adopting Sage X3 can achieve:

• Faster process cycle time, faster inventory

turns, faster customer response time, and

faster insight into costs and performance

• Simpler access to data, simpler workflows

and collaboration across the business, and

simpler IT management

• Flexible capacity, flexible changes in

business processes, flexible technology

deployment and management, without

additional resources.

❸ Substantiate

Business outcomes you can expect:

• 177% ROI and 5-months payback1

• 35% incremental growth from real-time

integration and simpler access to

information, and more effective use of

business data2

• 73% increased productivity and

16% reduction in administrative costs3

(1) Total Economic Impact of Sage X3 – Forrester

(2) Impact of data effectiveness at midsize companies,

IDG Global commissioned by Sage (3) Aberdeen Group

research following best-in-class ERP implementations

Key competitive differentiators Particularly relevant vs.

Superior functionality

and scope

Sage X3 includes financial management (budgets & accounting, fixed assets, reporting & BI), supply chain

management (purchasing, inventory, sales, customer service) and production management (BOM planning, shop

floor control, quality control)

Intacct, Accumatica,

MS Dynamics GP, and SMB

accounting packages

Superior support of

global operations

Sage X3 employs flexible data model (multi-legislation, multi-currency, multi-site, multi-company, multi-ledger,

multi-journal, inter-company transaction management, multi-level budget structure/dimensions) enabling the

management of distributed and global operations

NetSuite, MS Dynamics NAV, Infor,

Epicor, and SMB accounting

packages

Superior flexibility,

scalability &

customization

Sage X3 offers extensive customization capabilities (configuration, workflow and UI personalization, data model,

mods and development tools) and deployment options to adapt to changing requirements and strategies. Scales

up to several hundreds of concurrent users.

NetSuite

Superior time to value Sage X3 offers a unique balance of powerful functionality in a package that its simple to deploy, to use and to

manage, delivering superior ROI and shorter payback than typical enterprise solutions.

SAP, Oracle,

MS Dynamics AX, NetSuite

For more about Sage

X3 and

complementary

products:

www.sagex3.com

(public) or on

SharePoint (internal):

https://sage365.share

point.com/sites/global/

x3/gpd/pmm/

Product fact sheet: Sage X3

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Solution positioningSage X3 People supports Enterprise companies in achieving more efficiency and control over the cost of their workforce with a powerful, simple and flexible

human resource management software. Accessible online and on mobile devices, Sage X3 People together with Sage X3 helps your organization have

more accurate and exhaustive data, over different business units and locations.

Sage X3 People is the cost-effective integrated payroll solution of choice for Sage X3 customers but can as well be deployed as a flexible, standalone Core

HR management software with self-service capabilities for midsized businesses in the manufacturing, distribution, services and healthcare industries.

Segment Relevant

Start up NO

Scale up NO

Enterprise YES

Key benefits Supporting features

Efficiency and cost

control

Empower your managers to improve business performance with unified HR and financial

data, forecasting present and future costs whilst streamlining operations with automated

workflows.

Gain compliance and

visibility

Ensure compliance and provide real-time, secure HR data for your internal and external

stakeholders, with document management, dashboards and self-service intelligence and

reporting tools.

Engage your employees Ensure higher employee retention and engagement with self-service HR services, and

manage employee development with faster and simpler access to skills and performance

information.

Serve your mobile

workforce

Go where your business takes you, with anytime access to HR services and key performance

indicators through mobile access on any device and mobile apps.

For more about Sage X3 People and complementary

products:

www.sagex3.com (public) or on SharePoint (internal):

https://sage365.sharepoint.com/sites/global/x3/gpd/pmm/

Product fact sheet: Sage X3 People

Sage X3Sage Pay (coming soon)

Sage Skills MapSage People (coming soon)

What are the natural fit products which integrate with

Sage X3 People

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Product fact sheet: Sage X3 People

Sage X3 People empowers HR managers in achieving more efficiency and

control over the cost of your workforce by automating processes such as

payroll, hiring, onboarding and retaining talents. They have access to a global

and accurate view of the HR budget at anytime and in real time. With Sage X3

People, will accurately estimate workforce costs and performance which

enables personnel decisions based on actual data.

Sage X3 People is localized for South Africa, France, Portugal and other African

countries. Sage X3 People can also interface to other local payroll solutions.

Sage X3 People value proposition

Why this is better than a competitors’ solution

Web-based, multi-browser, platform and device independent No other competitor in our market provides this functionality.

The framework allows for easy system customization as well as API’s and

Web services.

Unique in the Sage product stack for Africa.

User defined and customisable process flows and dashboards functionality

with drilldown options

No other competitor in our market provides this functionality.

Customisable notification and workflow management as part of the

framework (Any Payroll or HR transaction / report can be work flowed)

But a very powerful solution that beats smaller competitors

Speed

Faster process cycle

time

Flexible HR capacity

Faster Legislative role

out

Faster customer

response time

Insight

Simpler access to

data

Faster insight into

costs and

performance

Mining new data

sources

Cost

Faster payback on

investments (ROI)

Simpler IT

management

Flexible technology &

infrastructure

Segment Relevant

Start up NO

Scale up NO

Enterprise YES

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Scale-Up

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Sage 300 People

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Summary overview - How Sage 300 People helps a customer:

Sage 300 People is an integrated HR & payroll system to increase productivity, drive growth and empower your people.

The system offers you an agile, cost-effective, innovative solution with world-class capabilities such as Employee Self Service

Large businesses across Africa with some of the biggest being multi national companies with an employee counts of over 47000 trust the stability and

security the Sage 300 People solution offers. Expansion into Asia assists with the need customers have for this innovative solution across countries.

Personal administration, payroll management and employee self service create a powerful solution for customers with an abundance extra modules to cater

for any size and complexity.

For more information about this product go to:

www. https://www.sage.com/za/products/hr-and-payroll-

software/sage-300-people |

What it offers and the benefits

Features Benefits

Security, stability and

improved processes

Sage 300 People not only gives you airtight security and rock-solid stability, it provides you with

impressive improvements in processing through constant innovation. And the design

complements existing Business Management Solutions (BMS) applications and builds on the

strength of SQL as a unified platform.

Online real-time design Online, real-time design makes your processing easy to monitor, cutting down on errors and

reducing risk. And its combination with a period-driven system is unprecedented in the industry

Smart design for

efficient implementation

The pioneering design ensures complete implementation in a fraction of the time it takes to install

other systems of this caliber.

Improve productivity

through integration

Prevent the waste of resources that results from disparate or poorly integrated systems; reduce

costs and improve productivity through a solution that provides all the tools you need to drive HR

and payroll in one integrated, state-of-the-art system.

Universal calculation

engine

You can use this in any design area - from calculating medical aid deductions and printing

detailed reports to generating complex job-costing calculations. This functionality is just one

example of Sage 300 People’s ability to give you cohesive, comprehensive and configurable

solutions that break legacy configurations.

What are the natural fit products which integrate with

Sage 300 People

Sage Evolution

Sage 300Sage Pay

Sage SkillsMap

Segment Relevant

Start up No

Scale up Yes

Enterprise No

Product fact sheet: Sage 300 People

Sage 300 PeopleProduct summary

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Market positioning / sales messages about the product

Sage 300 People is targeted at customers with mature business requirements across all industries. These customers tend to make their purchase decision

based on business needs rather than number of employees. In-depth invoicing, cashflow management, order processing, inventory and reporting are just

some of the features this powerful, yet simple solution delivers… right out-of-the-box.

The Sage 300 People solution is a perfect fit for a mid to large size business that needs a powerful yet affordable payroll & HR solution in Africa and Asia.

How it compares to other market offerings

Why this is better than a competitors’ solution

Desktop solution able to handle complex functionalities

on MS SQL server.

The power is in the complex functionality it offers without

customization at an affordable price compared to other

competitors

Total Solution with HR, ESS and Payroll All the functionality on one single SQL database allows

for an integrated solution that covers all aspects of

Payroll & HR.

30+ years experience No other payroll and HR provider has the IP for this

region.

What are the natural fit products which integrate with

Sage 300 People

Segment Relevant

Start up No

Scale up Yes

Enterprise No

Sage 300 PeopleProduct summary

For more information about this product go to:

https://www.sage.com/za/products/hr-and-payroll-

software/sage-300-people

Sage Evolution

Sage 300

Sage Pay

Sage SkillsMap

Product fact sheet: Sage 300 People

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Sage VIP Premier Payroll & HRM

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Summary overview - How Sage VIP Premier Payroll & HRM helps a customerPut more power in your payroll package

Sage VIP Premier Payroll gives you the flexibility and range of applications to control every aspect of your payroll process, while keeping you in line with legislative

guidelines. You’ll find the real-time design boosts processing speed and makes the soft ware a breeze to use.

Put the human back in HR management

Sage VIP Premier HR puts your people at the heart of the system. A logical, integrated and streamlined extension of the Premier Payroll system, Premier HR

revolves around the HR responsibilities of your business. It allows you to manage everything from jobs and positions, performance management and learning and

training development to succession planning and employee files and documents.

Take the sweat out of leave processes

Sage VIP Premier Employee Self Service (ESS) gives your staff user-friendly tools to update their personal details, apply for leave, submit claims and view payslips

online. Capturing, approving and maintaining your employees’ leave becomes a streamlined, paperless process.

For more information about this product go to:

https://www.sage.com/za/products/hr-and-payroll-

software/sage-vip-premier-payroll-and-hrm

What it offers and the benefits

Features Benefits

Ease of use Faster, easier processing through our real-time design.The ability to implement “what if” scenarios

without having to do a pay run. Caters for all bargaining councils including MICFA,MTU, MIBFA,

MEIBC, MIBCO, BIBC, NBCEI. Print history payslips and reports

Smooth capturing of

employee

information

You can link employees to departments, paypoints, projects, sites, cost centres, etc., for costing

purposes. Payment facility that lets you select the payment method and do electronic

submissions. You can make electronic payments to third parties and garnishees.

Convenience of on-

screen payslips

An online payslip screen displays your employees’ earnings, deductions and company

contributions. Online payslip capturing or bulk input (batch processing). View the payslip in real-

time and adjust the net salary while you process.

User-friendly

reporting

Country specific statutory reports for over 13 African countries, e.g. Angola, Botswana, DRC,

Ghana, Kenya, Malawi, Mozambique, Nigeria,Tanzania, Uganda, Zambia and Zimbabwe

Legislative reporting required by the Department of Labour and the SETAs, including EMP201,

OID, UIF submissions, EEA2 and EEA4.*

The power of

integration

Combine VIP Premier Payroll with VIP Premier HR and VIP Premier Employee Self Service

(ESS) and you have a fully integrated HR management system.

What are the natural fit products which integrate with

Sage VIP Premier Payroll & HRM

Sage Evolution

Sage Pastel Partner

Sage 300Sage Pay

Sage SkillsMap

Sage Intelligence

Segment Relevant

Start up No

Scale up Yes

Enterprise No

Product fact sheet: Sage VIP Premier Payroll & HRM

Sage VIP Premier Payroll & HRMProduct summary

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Market positioning / sales messages about the product

The power to drive your business with a single integrated package For an unlimited number of employees across multiple different companies Report writing

tool for legal, standard, and company-specific reports Process-driven system that follows a systematic HR approach Streamlines HR processes with

paperless employee tools Unlimited telephone and email support Suited for businesses who pay employees in other African countries Your payroll

department will value its high levels of efficiency and security. HR will really appreciate its range of smart tools. And your top executives will prize how it cuts

administrative costs, and the actionable insights it brings to strategic decision making. Sold in numerous African countries with local tax compliance.

The system also assists municipalities to become mSCOA compliant.

How it compares to other market offerings

Why this is better than a competitors’ solution

Market Experience, Top brands As one of the first payroll solutions in South Africa with a

big market share of the top 100 businesses in SA.

User Experience, Ease of use Clients prefer the ease of use.

Africa compliance The standard tax functionality across Africa makes it a

preferred solution compared to competitors

What are the natural fit products which integrate with

Sage VIP Premier Payroll & HRM

Segment Relevant

Start up No

Scale up Yes

Enterprise No

Sage VIP Premier Payroll & HRMProduct summary

For more information about this product go to:

https://www.sage.com/za/products/hr-and-payroll-

software/sage-vip-premier-payroll-and-hrm

Sage Evolution

Sage 300

Sage Pay

Sage CRM

Sage SkillsMap

Product fact sheet: Sage VIP Premier Payroll & HRM

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Sage CRM

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Summary overview - How Sage CRM helps a customer:

Sage Integrated CRM solution connects directly with Sage Accounting solutions such as Sage Evolution and Sage 300

It provides full visibility to business owners and managers of their business by connecting their front office with their back office.

Sage Integrated CRM is highly adaptable with its modular solution and its unique CRM modules for Marketing, Sales and Customer service

By connecting Sage CRM with Accounting, Sage customers are empowered to grow their business as they

1. Enable their teams to provide superior customer service & increase customer satisfaction by up to 25%

2. Empower their business to sell more efficiently and market more effectively with efficiency gains of 60% and plus

3. Drive productivity by automating day-to-day business processes so they spend less time on administrative tasks leading to a productivity uplift of >40%

4. Bridge information gaps between departments with enhanced visibility impacting the bottom line positively with Sage customers stating incremental revenue growth of 60%

For more information about this product go to: www.sagecrm.com

Sage CRM community: http://help.sagecrm.com/

Sage CRM blog: http://blog.sagecrm.com/

What it offers and the benefits

Features Benefits

Case management and tracking with automated alerts and emails

ensure that customer service issues never fall through the cracks.

Improved customer service by providing companies with the tools

they need to manage their customers and prospects efficiently,

driving customer loyalty and retention.

Automating work-flows that seamlessly connects one department to

the next ensures your business processes run smoothly and

efficiently.

Greater productivity With accurate information across the

business (front and back office) business managers can be

confident that they are acting on data they can trust at all times –

one version of the truth.

Sales Force Automation functionality allows you to effectively

manage your sales team and gives complete pipeline visibility.

Enhanced visibility Business-wide visibility enables managers to

make informed decisions, take corrective action and grow their

business effectively

With an integrated solution, you will be able to create targeted

campaigns based on customer information and deliver a better

return on your marketing budget.

Business growth Increased sales and marketing revenue through

focused sales management and campaign management.

What are the natural fit products which integrate with Sage CRM

Sage Evolution

Sage 300

Segment Relevant

Start up No

Scale up Yes

Enterprise No

1. Sage integrated CRMCategory summary

Product fact sheet: Sage CRM

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Market positioning / sales messages about the product

Positioning Theme: ”Drive your Business growth” - The target market is both existing and new BMS customers across all industries. The market opportunity exists for both cross-sell

(as integrated Sage CRM) and upsell (as integrated Sales, Marketing, Service BMS modules) to existing Sage customers and to new Sage customers.

Sales messages

1. Our solutions bring together business, finance and customer information for a complete view of your business performance across front and back office.

2. With reliable sales information available at a glance, you can be assured you are acting on the right information at all times.

3. Data you can trust and the visibility you need to make crucial decisions that have a big impact on your business.

4. Be confident that your customers are getting the answers they need when they need them.

5. With better insight, you know where your business stands and have the visibility to make the right decisions and grow their business.

6. With the right processes in place across your sales, marketing and/or service departments, you can be confident they can scale their business effectively as they grow.

7. Leverage your existing Sage BMS investment across your business, for increased ROI, and a lower TCO than disparate, multi-vendor systems, saving you time and money.

How it compares to other market offerings

Why this is better than a competitors’ solution

Extension of Sage BMS Integrated CRM/integrated modules are an extension to your Sage BMS

investment, driving increased ROI, and a lower TCO than disparate, multi-

vendor systems.

Trusted Brand For over 30 years our customers have been using Sage BMS to run their

finance operations. Sage BMS Sales, Marketing and Service modules or

integrated CRM is the clear choice for your sales, marketing and service needs

as your business grows.

End-to-end visibility Offer customers a complete view of their business performance across front

and back office and delivers one version of the truth – data you can trust

Flexible choice Choose from fully-featured integrated CRM or Sage BMS Sales, Marketing,

Service modules to suit your business needs

One Sage Solution With Sage, you benefit from a single provider that can help manage your entire

business (front and back-office) saving you time and money

What are the natural fit products which integrate with Sage CRM

1. Sage integrated CRMProduct summary

Sage Evolution

Sage 300

For more information about this product go to: www.sagecrm.com

Sage CRM community: http://help.sagecrm.com/

Sage CRM blog: http://blog.sagecrm.com/

Product fact sheet: Sage CRM

Segment Relevant

Start up No

Scale up Yes

Enterprise No

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Summary overview - How Sage 300 helps a customer:

Sage 300 (formerly known as Sage ERP Accpac) goes beyond the ordinary ERP solution you have become accustomed to. Our technology and processes have

evolved to create a streamlined and efficient solution for small to mid-market companies with up to several hundred users. We offer local and international support

through an extensive business partner network.

Medium to large-sized businesses

• Anytime, anywhere access to transactional data with true Web screens across financials

• Financials, Operational and inventory, Sales, marketing and customer service

• Supports multiple companies, currencies and languages

• Workflow and process tools

• Personalised KPI Homepage Dashboard and robust Business Intelligence tools

For more information about this product go to:

https://www.sage.com/za/products/business-

management-solutions/sage-300

What it offers and the benefits

Features Benefits

360 View With Sage 300 you’re connected to your entire operation by a single, integrated solution.

You gain greater visibility, which allows you to share information and communicate with

ease.

Freedom of Choice Keep your total cost of ownership as low as possible with our flexible solution that allows you

to select the best edition, modules, deployment method and payment options for your

business.

Growth With our choice of modules, deployment methods and editions, you can add and adopt

greater functionality as your business grows.

What are the natural fit products which integrate with

Sage 300

Sage CRM

Sage Intelligence

Sage 300 People

Sage VIP Premier Payroll & HRM

Segment Relevant

Start up No

Scale up Yes

Enterprise No

Product fact sheet: Sage 300

Sage 300Product summary

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Market positioning / sales messages about the product

If your company wants to compete in today’s fast paced business arena, you need to control costs in order to maximize profitability. Sage 300 is a

comprehensive, flexible business management solution designed to keep your total cost of ownership low by supporting multiple technologies, databases and

operating systems. Available in multiple editions, Sage 300 gives you the opportunity to add users and adopt greater functionality as your business grows and

offers built-in support for multiple languages and multicurrency transactions, so your business can comfortably

reach around the globe.

Sage 300c

Enjoy mobile access to critical business information—Support an increasingly mobile and dispersed workforce with anytime, anywhere, access to data and

transactions. Available with any device that supports a browser including desktop, laptop, or tablet regardless of the operating system. Includes mobile access

to Sage 300 General Ledger, Accounts Receivable, Accounts Payable, Tax Services, Bank Services, Common Services and Administrative Services,.

How it compares to other market offerings

Why this is better than a competitors’ solution

Global Reach Local Touch Easily manage global commerce across multiple companies

or subsidiaries. No matter where you do business, maximize

your international insight and exchange information

worldwide with Sage 300 Multi-company and Global

Operations Management

Superior Architecture Sage 300 is integrated with the latest versions of Sage

Intelligence and Sage CRM , allowing you to improve

effectiveness and make better decisions across your

business.

300c Sage 300c offers anytime, anywhere, and any-device access

to business and transactional data, critical to supporting an

increasingly mobile and geographically dispersed business.

What are the natural fit products which integrate with

Sage 300

Segment Relevant

Start up No

Scale up Yes

Enterprise No

Sage 300Product summary

For more information about this product go to:

https://www.sage.com/za/products/business-management-

solutions/sage-300

Sage CRM

Sage Intelligence

Sage 300 People

Sage VIP Premier Payroll & HRM

Product fact sheet: Sage 300 & 300c

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Summary overview - How Sage Evolution Premium helps a customer:

Sage Evolution delivers an entire business management solution. Are you finding it difficult to get an integrated and holistic view of your business? If so, it is

time to revolutionize the way that you do business with Sage Evolution. By bringing all the aspects of your operating environment together, Sage Evolution is

a BMS solution that gives you the ability to control your financial situation as well as your relationships with your customers, suppliers and employees. Data

integrity is assured with Microsoft® SQL Server, and all your data is secured in a central database. As a core management system, Sage Evolution is

feature-rich, and its add-on modules make it a truly revolutionary ERP solution in the scale-up segment.

Sage Evolution is segmented between Sage Evolution Premium and Sage Evolution Standard.

For more information about this product go to:

https://www.sage.com/za/products/accounting-

software/sage-evolution-premium

What it offers and the benefits

Features Benefits

Fully integrated

business management

application

Sage Evolution is built with a wide range of features and functionality, complemented by a number

of add-on modules allowing the solution to be a scalable, flexible and a robust management tool

for a growing business

Easy to use With many years of experience in software development and with thousands of businesses using

our software, Sage Pastel has an in-depth understanding of what makes software usable and

flexible. Sage Evolution is both intuitive and easy to implement and use.

Specialised modules for

industry specific

requirements

Sage Evolution has a range of add-on modules that cater for industry specific needs. The

modules seamlessly integrate with Sage Evolution’s core financials, are cost-effective and can be

rapidly deployed.

Increased productivity Use Sage Evolution's unique Business Activity functionality to set and manage employee tasks

and productivity. View graphical representations of which activities have been closed and which

are still open

Access to skill Because Sage Pastel Accounting is so widely used by thousands of clients, the resource pool is

large which means that skilled staff are easy to find.

What are the natural fit products which integrate with

Sage Evolution

Sage 300 People

Sage VIP Premier & HRMSage Pay

Sage Intelligence

Segment Relevant

Start up No

Scale up Yes

Enterprise No

Product fact sheet: Sage Evolution

Sage Evolution Product summary

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Market positioning / sales messages about the product

10 Reasons to choose Sage Evolution

one* accountants recommend sage pastel accounting.

two* fully integrated business management application.

three* lowest total cost of ownership.

four* easy to use.

five* specialised modules for industry specific requirements.

six* simplified reporting.

seven* improve and enhance customer and supplier relations.

eight* access to skills.

nine* increased productivity.

ten* backed by an extensive national service and support infrastructure

How it compares to other market offerings

Why this is better than a competitors’ solution

Market Experience For over 20 years, Sage Pastel has been the trusted

name in business and financial software. Sage Evolution

has been developed for the African Market and comply

with IFRS accounting standards and local taxes for West

Africa.

Lowest total cost of ownership Unlike other vendors who bill extra for support services

and demand large teams of expensive skills to deploy

ERP functionality, our solutions offer the lowest total cost

of ownership because they are quicker to deploy and

requires less configuration / training.

What are the natural fit products which integrate with

Sage Evolution

Segment Relevant

Start up No

Scale up Yes

Enterprise No

Sage Evolution Product summary

For more information about this product go to:

https://www.sage.com/za/products/accounting-

software/sage-evolution-premium

Sage 300 PeopleSage VIP Premier & HRM

Sage Pay

Sage Intelligence

Product fact sheet: Sage Evolution

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Start Up

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Sage Pastel Partner Payroll Advantage

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Summary overview - How Sage Pastel Partner Payroll Advantage helps a customer:

We understand your day-to-day challenges, so we’ve developed software to make your business life easier, giving you more time to do what you do best -

grow your business. Whatever your requirements – be it for a basic payroll or a more customizable one – we guarantee that our software will help you work

more smartly and efficiently. We believe in affordable solutions, without hidden costs, that can add a real benefit to your business. With us it’s like having a

Payroll partner by your side.

For more information about this product go to:

https://www.sage.com/za/products/hr-and-payroll-

software/sage-pastel-partner-payroll-advantage

What it offers and the benefits

Features Benefits

Legislatively

compliant software

Make SARS submissions for multiple companies with multiple databases a breeze

with consolidated reporting. Process weekly, fortnightly and monthly paid employees with ease.

Self Service

Advantage

Empower your employees to access their secure online profile, submit travel claims and manage

their leave. Capture assets on your employees profiles which will notify you when it needs to be

returned. With Cloud HR, certain HR functions are taken directly to each line manager and

empowers them to manage their staff directly

Mobile Service Your employees will be able to use our mobile app to access payslips and leave balances. This

mobile service is available to Sage Pastel Payroll Advantage users and will allow your employees

to make use of our latest application for Android mobile devices (iOS and Windows

versions coming soon). Our mobile app also includes free access to our salary tax calculator.

Integration Smooth GL integration with Sage Pastel Accounting. Effortless synchronisation between your

Payroll and HR system.

Support when you

need it

Support that’s with you every step of the way. If you get stuck, we’re just a phone

call or email away.

What are the natural fit products which integrate with Sage

Pastel Partner Payroll Advantage

Sage PaySage Pastel Partner Accounting

Sage SkillsMapSage Evolution

Sage Intelligence

Segment Relevant

Start up Yes

Scale up No

Enterprise No

Product fact sheet: Sage Pastel Partner Payroll Advantage

Sage Pastel Partner Payroll AdvantageProduct summary

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Market positioning / sales messages about the product

Running Sage Pastel Partner Payroll Advantage software will offer you all the advantages you have come to expect from this trusted brand. The SARS

compliant solution is ideal for rapidly growing businesses who need a comprehensive payroll.

Your tax submissions and EMP201/EMP501 returns are simple, your payslips are customisable and there is smooth General Ledger (GL)

integration with Sage Pastel Accounting. Mobile services allow employees to make use of the mobile app to access payslips and leave balances.

You can now also enjoy more flexible processing methods for managing larger sets of data. The cloud-based Self Service portal allows for online data

storage, workflow and approval, and data sync between cloud and desktop.

Invest in an affordable, automated payroll solution – Sage Pastel Partner Payroll Advantage.

How it compares to other market offerings

10 Reasons to choose Sage Pastel Partner Payroll

Advantage

SARS compliant software for your peace of mind. Support that’s with you every step of the way. If you get

stuck, we’re just a phone call or email away

A system so easy you can use it from day one. A payroll package that’s used by more businesses in

South Africa than any other

Tax submissions and EMP201/EMP501 returns made

quick and simple.

Smooth GL integration with Sage Pastel Accounting.

Automated updates ensure you always process on the

latest software and legislative version.

Safe and secure data

Optional specialised modules to cater for company

specific requirements

You can trust us. We’ve been around for over 25 years

What are the natural fit products which integrate with

Sage Pastel Partner Payroll Advantage

Segment Relevant

Start up Yes

Scale up No

Enterprise No

Sage Pastel Partner Payroll AdvantageProduct summary

For more information about this product go to:

https://www.sage.com/za/products/hr-and-payroll-

software/sage-pastel-partner-payroll-advantage:

Sage Pay

Sage Pastel Partner Advantage

Sage SkillsMap

Sage Evolution

Product fact sheet: Sage Pastel Partner Payroll Advantage

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Sage One

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Summary overview – Sage One helps a customer: Sage has helped small businesses reach their aspirations for over three decades. Over 3 million

entrepreneurs use Sage to run and build their companies of all sizes around the world.

Sage One is the perfect online accounting solution for small businesses. It’s simple, efficient, and makes accounting a breeze, allowing business owners to

focus on what they love: building their businesses. The Sage One mobile and web apps help users complete daily to-dos (expenses, invoicing, bank

reconciliations), nail their numbers (get their accounting done right the first time), and run their businesses like pros (send custom invoices, see insightful

reports, collaborate with staff and accountants).

Simpler than spreadsheets, Sage One is the easiest, essential cloud accounting solution for small businesses.

For more information about this product go to:

www. https://accounting.sageone.co.za

What it offers and the benefitsFeatures Benefits

Mobile (free) and Web (paid) Apps All these features combine to provide these four benefits:

Integration with Payroll

Sales and Purchase Invoicing

Expense Management

Reports and Insight

Connect Your Bank

VAT Returns

Multi- user

Cashflow Forecasts & Statements

Dashboard Reports

Web and phone support

Segment Relevant

Start up Yes

Scale up No

Enterprise No

Sage One AccountingProduct summary

Simple & Easy to Use

Get up and running fast with

Sage One’s intuitive interface.

No more spreadsheets as you

effortlessly track income and

expenses.

Breeze through admin

Get up and running fast with

Sage One’s intuitive interface.

No more spreadsheets as you

effortlessly track income and

expenses.

Run your business like a pro

Create and email custom

invoices from anywhere with the

mobile app and always know

where you stand with insightful

reports.

Collaborate and nail your

numbers

With accounting and invoicing

this simple, getting it done right

is easy. And you can work with

your staff or accountant directly

in the app.

Product fact sheet: Sage One Accounting

Sage One Payroll

Sage Pay

What are the natural fit products which integrate with

Sage One Accounting

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Summary overview – Sage One Payroll helps a customer:

Simple, secure and affordable online payroll for small, growing businesses.

Sage One offers easy to use online payroll software that supports entrepreneurs and small businesses. Accessible 24/7, it allows you to grow your business

and offers a simple way to get things done. With its intuitive interface, Sage One really does make running your business a breeze.

Get accurate, compliant payslips for each pay period in just a few clicks. Absence, attachments, bonuses, expenses, holiday pay, hourly payments, overtime,

PAYE, pensions, salaries, student loans - now you can do it all.

For more information about this product go to:

https://www.sageone.co.za/payroll/

What it offers and the benefitsFeatures Benefits

Stay SARS compliant Generate tax certificates in

one simple step. With us, your payroll legislation is

taken care of.

No installation There’s no software installation hassle and your

payroll software updates automatically.

smart online payroll solution, With our smart online payroll solution, your payroll

expands and shrinks as your business grows,

allowing you to add as many employees or pay

cycles as you like.

integration Smooth General Ledger integration with Sage One

Accounting.

multi-user functionality Our multi-user functionality allows additional users

to have access to the system for free.

Segment Relevant

Start up Yes

Scale up No

Enterprise No

Sage One PayrollProduct summary

Product fact sheet: Sage One Payroll

Sage One Accounting

Sage Pay

What are the natural fit products which integrate with

Sage One Payroll

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Market positioning / sales messages about the product:

What is it: Simple and easy to use, Sage One is simple and essential online accounting and payroll. Who is it for? Sage One is for Entrepreneurs and

Startup who want to get their finances ‘right.’ No accounting knowledge required. How does it help? Breeze through admin, nail your numbers, and run your

business like a pro. Customers save up to 2 days a month and use that time on what they love most: building their business. Why do they need it? All small

businesses considers accounting and payroll as chores but know they need to get it right. Managing daily financial admin faster and more accurately saves

business owners time and enables better business decisions and growth.

Sage One empowers South Africa’s small businesses. Free yourself from admin with clever, easy features, built around you.

Soon to be launched in Kenya.

How it compares to other market offerings

Why this is better than a competitors’ solution

Access anywhere, anytime on-the-go. Log on from wherever you are to view customer

information and record notes and information

Xero & QBO has the online software which is used by

small business but Xero is more focusing on

Accountants more than the end user.

Simplicity. Sage One essential accounting has only the features you need and none that you

don’t.

QBO and Xero make similar claims but are in fact more

complex with more features unused by small

businesses..

Sage OneProduct summary

Product fact sheet: Sage One

Segment Relevant

Start up Yes

Scale up No

Enterprise No

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Sage Pastel Partner Advantage

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Summary overview - How Sage Pastel Partner Advantage helps a customer:

Your business is growing and it’s essential that you have the right software to help you succeed. We understand that finding the recipe for business success

can be tricky. Our holistic software solution for small and medium sized businesses includes the tools you need to gain control of your business. You can

automate key business processes and gain the confidence you need to make important decisions. Service and support is just a phone call away, when you

need it. Now you’ll have more time to focus on what’s important and that’s running your growing business.

What it offers and the benefits

Features Benefits

Smart and intuitive

accounting software

We’ve developed our software with your specific business environment in mind. Our software comes with a single

user and unlimited company licence with the ability to purchase up to 20 additional user licences. You’ll be able to

store 5 years of transactional data while being able to process the current financial year as well as one back

Unlimited, expert software

support

We appreciate that in order for your company to run smoothly, you’ll need software maintenance and support.

We’ve got real people waiting on the line to help you. Unlimited telephonic support, free software upgrades, access

to the exclusive Sage Pastel Customer Zone and discounted training are just some of the benefits and it’s all

included in your annual licence fee agreement.

Say goodbye to manual

bank reconciliations

We know that reconciling your bank account can take hours, if not days to complete. We can help by making your

bank recons a breeze with Sage Pastel Bank Manager. It simplifies things by automating the whole process, saving

you loads of time.

Business reporting at the

click of a button

Creating the perfect report can take hours, if not days to complete. Sage Pastel Intelligence (BIC) automates your

reporting process so that you can focus on actually analysing the information to make informed decisions with

confidence. Use the standard report templates or design your own report templates in Microsoft® Excel® and

update them straight from your Sage Pastel software

Segment Relevant

Start up Yes

Scale up No

Enterprise No

Product fact sheet: Sage Pastel Partner Advantage

Sage Pastel Partner AdvantageProduct summary

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Market positioning / sales messages about the product

Sage Pastel Partner Advantage provides this comprehensive small business accounting software that’s an integrated solution to help business owners

manage their bookkeeping activities simply.

Sage Pastel Partner Advantage is more than traditional small business accounting software. It is an integrated small business accounting software solution

that helps small and medium sized companies manage their business and gain control. Work smarter using automated business processes, always receive

the latest software version at no additional cost and have access to unlimited support when you need it with our small business accounting software.

Built-in tools such as intelligent reporting, automated bank feeds and mobility give you real-time accurate information, freeing up time to focus on running

your business with confidence.

How it compares to other market offerings

Why this is better than a competitors’ solution

Sage Pastel Mobility Empower and mobilize your workforce to generate sales

from invoices using our new mobile app. With full search

functionality and the ability to lookup your customers based

on location.

My Customers' Zone Allow your customers to self service on the My Customers'

Zone. Your customer will have a unique portal for them to

view their statements and invoices as well as pay their

invoices on this secure portal allowing you the Pastel

customer to get paid faster.

In-Product live chat (only available in South Africa) Need assistance? Have instant access to one of our savvy

support consultants using our in-product live chat feature.

What are the natural fit products which integrate with

Sage Pastel Partner Advantage

Segment Relevant

Start up Yes

Scale up No

Enterprise No

Sage Pastel Partner AdvantageProduct summary

For more information about this product go to:

https://www.sage.com/za/products/accounting-

software/sage-pastel-partner-advantage

Sage Partner Payroll Advantage

Sage Pay

Product fact sheet: Sage Pastel Partner Advantage

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Summary overview - How Sage Pastel Xpress Advantage helps a customer:

Sage Pastel Xpress Advantage is an integrated accounting solution that enables small and medium sized companies to manage their

business with greater control. You can work smarter using automated business processes, and receive the latest software version at no

extra cost. You will also have access to unlimited support whenever you need it.

Built-in tools such as intelligent reporting, automated bank feeds, and online mobility provide real-time accurate information, giving you

more time and confidence to concentrate on building your business.

Features Benefits

In-product Live Chat

(South Africa customers

only)

Need help from one of our savvy support consultants? We’ve got you covered! All from within your accounting

software package.

Sage Pastel Accounting:

on-the-go

With our new mobile app, you can now look up details for customer and inventory items, process quotes from

your mobile device, and find customers near to your current location.

Always on - the very latest

version of software

With Sage Pastel Xpress Advantage you will always be working with the very latest version of our software.

The automatic update feature means that if there’s ever an update or upgrade to the software, you’ll

automatically receive them via the web. No more DVDs and installation hassles. With Pastel Xpress Advantage

you will never need to re-install another thing.

Make sure customers can

find you online

More and more customers are searching for products and services on the Internet. But without a professional

online presence they might not know you even exist. We will help you create and manage your own website

and online store.

We’ll make it easy for you to do business on the web and can also help you with social media and online

marketing campaigns. We integrate all the relevant data with your Sage Pastel accounting package so that

online orders and quotes feed straight into our software. So as you change information like product prices and

stock levels, your online store will update automatically.

Segment Relevant

Start up Yes

Scale up No

Enterprise No

Product fact sheet: Sage Pastel Xpress Advantage

Sage Pastel Xpress AdvantageProduct summary

What are the natural fit products which

integrate with Sage Pastel Xpress Advantage

For more information about this product go to:

https://www.sage.com/za/products/accounting-

software/sage-pastel-partner-for-npos

Sage Partner Payroll

Advantage

Sage Pay

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Summary overview - How Sage Pastel Partner for NPOs helps a customer:

Accounting and financial management in Non Profit Organisations is different in many ways to traditional business organisations, and we understand this. We

also know that many NPOs struggle to tweak and adapt traditional accounting packages for their specific needs. The greatest challenge facing the accounting

team of an NPO is reporting the same information in many ways, to different stakeholders. We’d like to lend you a helping hand and alleviate these and many

other challenges you face. Our Partner NPO software will help keep your financials in check so you can focus on doing the virtuous work you do.

Segment Relevant

Start up Yes

Scale up No

Enterprise No

Product fact sheet: Sage Pastel Partner for NPOs

Sage Pastel Partner for NPOsProduct summary

10 Key Features

Non-profit terminology that NPOs are familiar with, such as surplus,

deficit and accumulated funds

Create your company in minutes with our NPO-specific default

settings

Easily create and manage invoices, quotes and purchase orders Effectively create and manage customers and suppliers

Track your inventory in as much detail as you’d like View business-critical information at a glance

Quickly perform common tasks with our intuitive interface Track specific projects and activities by actual movement versus

budget

Design standard report templates in Excel and update them straight

from your software

Add extra modules as and when your business needs them

What are the natural fit products which

integrate with Sage Pastel Partner for NPOs

For more information about this product go to:

https://www.sage.com/za/products/accounting-

software/sage-pastel-partner-for-npos

Sage Partner Payroll

Advantage

Sage Pay

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Payments

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Sage Pay

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Summary overview - How Sage Pay helps a customer:

Simple and secure online payment solutions for your business. Sage Pay is a leading payments provider to small and medium sized businesses throughout

South Africa. Do more business on the go with Sage Smart Money Movement, the seamless way to move money in and out of your business.

Whatever your business size or needs we have a secure payment solution for you.

Sage Pay is registered with the Payments Association of South Africa as a Systems Operator and Third Party Payments Provider. We are registered and

regulated by the Financial Services Board. We process millions of secure payment transactions on behalf of our clients each month. A Sage Pay account

gives you access to incoming and outgoing payment services which include debit order collections, eCommerce payment facilities, invoice payments, salary

and supplier payments. Your Sage Pay account integrates seamlessly with Sage Accounting and Payroll software.

For more information about this

product go to:

https://www.sage.com/za/product

s/payments

What it offers and the benefits

Features Benefits

DEBIT ORDER COLLECTIONS Sage Pay’s advanced collection facilities allow you the convenience of

processing debit orders to any South African bank account. You can create

recurring and non-recurring debit orders online and can choose from our same-

day or two-day services.

PAY NOW INVOICE With Pay Now you can issue an invoice to your clients with the flexibility of

presenting multiple payment options. Reconciliation of all payments received is

automated.

PAY NOW GATEWAY Selling online made simple. Enable your website to accept online payments with

the choice of 13 free shopping cart plugins.

PAYMENTS With Sage Pay you can capture details online for recurring and once-off salary

and supplier payments. Sage Pay services are also integrated into multiple Sage

Accounting and Payroll software.

RISK REPORTS Manage your business risk with Sage Pay’s extensive risk reporting services. The

information is sourced from CIPC and multiple credit bureaus including

Transunion, Experian, XDS, and Compuscan.

Segment Relevant

Start up Yes

Scale up Yes

Enterprise Yes

Product fact sheet: Sage Pay

1. Sage PayCategory summary

Other products and solutions

Integrating with Sage Pay

Sage VIP Premier Payroll & HRM

Sage 300 People

Sage One

Sage 300

Sage Evolution

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Other Integrated Solutions

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Sage Intelligence

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Summary overview - How Sage Intelligence helps a customer:

Sage Intelligence has changed how Sage customers run their businesses, giving them insightful reports at the click of a button. Gone are the days of

spending hour upon hour creating manual reports that are prone to errors. With the flexibility of Sage Intelligence, customers can get started straight away

with the ready-to-use reports, or they can create or customize additional reports once, and they are then always available going forward.

Now business builders have the insights they need to make informed business decisions with confidence!

For more information about this product go to:

www.sageintelligence.com | Sharepoint site links: coming soon

What it offers and the benefits

Benefits

• Gain Control – Enjoy the freedom of customizing your financial reports to suit your business needs.

• Save time – You only need to customize reports once.

• Take action – Use specific information to make smart business decisions and act on them.

Features (Sage Intelligence has a cloud and a desktop solution available)

Cloud Solution• Interactive in-product guide and videos to get you started• Ready-to-use financial reports • Easily create custom reports from scratch• All reports can easily be customized, saved and rerun• Import and Export functionality allows you to share report

layouts with others• Download online reports to Microsoft® Excel®, retaining

your online formatting• Data load automatically loads your data for the current

and prior year, but you can easily change this as required• Sage Live & X3 customers can filter reports on dimensions

Desktop• Ready-to-use financial and operational reports

• Automated report distribution

• Familiar Excel viewing and tools

• Drag and drop reporting functionality

• Reporting Trees allow you to model a reporting

structure and view your organization how you choose

• Interactive dashboards

• Multi-company and multicurrency consolidation

• Able to connect to any ODBC database

• Easy filtering and roll-up summarization

Segment Relevant

Start up Yes

Scale up Yes

Enterprise Yes

Product fact sheet: Sage Intelligence

SAGE INTELLIGENCECategory summary

Sage start up, scale up and enterprise solutions looking for a day-to-day

reporting solution that can give them insights into their business, helping

them make more informed business decisions.

Sage Intelligence is embedded with: - Sage One Accounting- Sage Live (coming in July ‘17)- Sage 300c- Sage X3

Sage Intelligence is bundled with:- Sage 50 (previously Sage Pastel)- Sage 100 and 200 (previously Sage Evolution standard and advanced)- Sage 300- Sage VIP- Sage X3 desktop

Sage Intelligence target customers

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Sage Intelligence is a reporting solution that provides Sage customers with additional reporting options—from being able to customize reports, to creating

consolidated reports for multiple companies. It helps customers create reports that mean something to their businesses and it gives them better insight into

their data so that they can make business decisions with confidence. It also empowers Business Partners/ advisors/ accountants to provide greater value to

their clients.

It offers report automation and customization options that aren’t available with Sage reports, so that customers don’t have to depend on static Sage reports

and “loose” Excel reports to track the financial health of their businesses.

How it compares to other market offerings

Why this is better than a competitor’s product

Embedded into all Sage cloud solutions – one familiar interface

Strong financial reporting functionality

Free additional report templates

Currently available at no additional cost for Cloud solutions (Sage One, Sage Live, Sage 300c and X3)

and bundled into business care plans for Sage Pastel Partner Advantage, Sage Evolution, Sage 300

and Sage X3 on-premise

Ready-to-use online and Excel reports

Excel reports linked to Sage One data

Customisable reports

Create new reports from scratch

Connect to multiple databases

Now Business builders can quickly:

- Run a health check of their business - Check what’s selling and what’s not

- Compare their team’s performance - Keep track of their financial metrics

Product fact sheet: Sage Intelligence

SAGE INTELLIGENCEProduct summary

For more information about this product go to:

www.sageintelligence.com | Sharepoint site links: coming soon

• Demo Video

• Interactive demonstrations for all cloud solutions and

demonstration scripts for all desktop solutions Insightful

Business e-Books

• Sage Intelligence and Excel tips and tricks

• Sage Intelligence Customer Stories

• Library of additional reports

• Sage Intelligence Community

• How to videos

• FREE getting started courses for Sage Pastel and Sage X3

Segment Relevant

Start up Yes

Scale up Yes

Enterprise Yes

Sage Intelligence Resources

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Sage Pegg

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Summary overview - How Sage Pegg helps a customer:

It makes light work of your expenses, records your receipts, tracks your spending, and can access your accounts in a simple, fun way, all through your favorite

messaging apps. Perfect for small businesses like yours. Pegg is your smart, admin assistant that lives in your mobile, so you can record your expenses anywhere,

anytime, without the hassle of entering paper receipts.

Pegg's ultimate goal is to assist small businesses and startups that want to avoid the hassle of maintaining cumbersome spreadsheets.

“Over 65 percent of small businesses continue to largely rely on spreadsheets and manual recordkeeping practices that are not only inaccurate and time consuming, but

also incredibly tedious and costly to maintain,” - Kriti Sharma, Global Director of Mobile Product Management at Sage.

Currently Pegg is not integrated in our software but will be in the future.

For more information about this product go to:

https://hellopegg.io/

What it offers and the benefits

Features Benefits

Simplifies your cash

flow

Pegg hides all the complex issues of financial admin. In fact, managing your income and

expenses is so simple and trouble free, it's as easy as texting a friend.

It gets to know your

business

Pegg uses artificial intelligence to recognize how you work, so the more you chat to it, the more it

learns and adapts to give you recommendations tailored to your business.

What are the natural fit products which integrate with

Sage Pegg

Facebook Messenger

Skype

Integration with Sage products

(coming soon)

Segment Relevant

Start up Yes

Scale up No

Enterprise No

Product fact sheet: Sage Pegg

Sage PeggProduct summary

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Sage SkillsMap

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Summary overview - How Sage SkillsMap helps a customer:

Sage SkillsMap is a membership-based, end-to-end recruitment solution. It offers a direct access to top talent in Africa and abroad for exclusive positions within companies. Our discerning members are looking for careers that match their ambitions. They’re the best and the brightest, and our role is to connect them with you.A total HR solution: SkillsMap perfectly complements our entire portfolio of HR, payroll and recruitment solutions, giving you application tracking and a job board all-in one solution. How it works: A monthly subscription gives you access to a range of features

For more information about this product go

to:

https://www.sage.com/za/products/sage-

talent-solutions/sage-skillsmap

What it offers and the benefits

Segment Relevant

Start up Yes

Scale up Yes

Enterprise Yes

Product fact sheet: Sage SkillsMap

SAGE SKILLSMAPCategory summary

Sage 300 People

Sage X3 People

What are the natural fit products which

integrate with Sage SkillsMapFeatures Benefits

Attract and retain talent The Customised Client Career Portal is the place to attract candidates and to build your employment brand. This interactive and self-managed client career portal gives you the opportunity not only to attract candidates, but to retain existing employees by offering them new positions first. It also allows you to build an internal skills database.

More time to focus on your business goals

SkillsMap gives you instant access to a reliable, online recruitment platform. This cuts the hours it takes to recruit talent, giving you more time to focus on growing your business. This 3-in-1 Software-as-a-Service (SaaS) tool targets the right candidates for each position with pinpoint accuracy – so you avoid endless interviews with the wrong people.

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SkillsMap modernises your recruitment processes with recruitment software that’s easy and simple to use.

• Instant access to a reliable online recruitment platform

• 3-in-1 tool that targets the right candidates for each position

• Applicant Tracking System runs the recruitment process for you

With more options to solve your recruitment needs, Sage SkillsMap complements our existing Sage recruitment service. This purpose-built software

system allows you to manage the process - faster and at a lower cost. It automatically pre-filters the career profile of each candidate, consolidates

data and tracks placements - so you don’t have to.

Talent Community

Find top passive candidates

Here’s the place to meet passive candidates who may not be in the job market right now.

Sage SkillsMap’s continent-wide Talent Community allows candidates to upload their CVs effortlessly through the CV parsing system and gives

them a professional networking platform to map their current skills levels and create a roadmap for their future development. The online Career

Coach develops all-important relationships with candidates by nurturing their careers through career guidance, motivational tools and articles by top

industry experts.

The Talent Community gives you:

• An automatic skills filtering and weighting system that accurately matches candidate skills with your requirements

• Search engine optimisation (SEO) that gives your job ads high visibility

• Integration with social media such as Facebook, LinkedIn, Twitter and Google+

• Job alerts by location, industry and salary to keep candidates updated and to give you targeted exposure to the right talent.

Product fact sheet: Sage SkillsMap

SAGE SKILLSMAPProduct summary

Segment Relevant

Start up Yes

Scale up Yes

Enterprise Yes

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Sage Online Tools

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Summary overview - How Sage Online tools helps a customer:

Make sure customers can find you online

More and more customers are searching for products and services on the Internet. But without a professional online presence

they might not know you even exist. We will help you create and manage your own website and online store. We’ll make it easy

for you to do business on the web and can also help you with social media and online marketing campaigns. We integrate all the

relevant data with your Sage Pastel accounting package so that online orders and quotes feed straight into our software. So as

you change information like product prices and stock levels, your online store will update automatically

For more information about this product go to:

http://www.sageonlinetools.co.za/Content/Ho

me/index.html

What it offers and the benefits

Segment Relevant

Start up Yes

Scale up Yes

Enterprise No

Product fact sheet: Sage Online Tools

SAGE ONLINE TOOLSCategory summary

Sage Pay

Sage Pastel Partner

What are the natural fit products which

integrate with Sage Online tools

Features Benefits

Digital marketing You can easily reach your customers to cross-sell and up-sell your products and services. And, of

course, you can promote your business to win new customers.

Link-in your social media Stay connected with your client base across the right social platforms.

Optimised for online

searches

When they’re looking to buy, we’ll make sure customers can find you online.

Easy to use site-builder You can rely on our web design expertise and technical knowledge to build and manage your site.

Manage your marketing Track each marketing campaign with detailed stats, such as who received your mails, who opened

them and who clicked through. You can then export a list of hot prospects and contact them to clinch

the deal

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Path to Cross Sell Success

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Path to cross-sell success

Part 1

104

Helping you cross-sell

• Start by understanding their needs / pain points

use the Discovery Questioning Framework Tool

• Establish:

1. How they manage their business areas today (A)

2. what products might they already have

3. What keeps them awake at night / pain points (B)

4. Where there are gaps to position how we can help (C)

• Your mission is to help meet the needs of our customers and

prospects by cross-selling from our full portfolio:

1. increase customer satisfaction

2. improve product penetration for Sage

3. increase YOUR COMMISSION income

Example

(A)

Business need category

(B)

Discover what their pain

points /business NEEDS are

(C)

Sage solutions to help a

Startup

Managing accounting &

finance

Quick easy accounting • Sage One Accounting

• Sage Pastel Partner Xpress

Accepting or making payments Salary payments on time • Sage Pay

Managing people and payroll SARS compliance • Sage Pastel Partner Payroll

• Sage One Payroll

Managing overall business

(control)

One view of my business • Sage Evolution Standard

Managing customer

relationships

Information of suppliers and

customers

• Sage CRM

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Path to cross-sell success

Part 2

105

Helping you cross-sell

• Engage the customer by reinforcing Why Sage messaging e.g how

we help many similar businesses just like yours

• Meeting customer needs and helping you increase your ability to

cross-sell:

6. For more information on Sage categories and solutions visit:

https://www.sage.com/za/products

Primary Sage

products

Natural cross-sell

opportunity is

(A)

Business need category

(B)

Sage solution customer has

or needs

(C)

Cross-sell natural

opportunity

Managing accounting &

finance

• A

• B

• C

• D

• A

• B

• C

• D

Accepting or making payments • A

• B

• C

• D

• A

• B

• C

• D

Managing people and payroll • A

• B

• C

• D

• A

• B

• C

• D

Managing overall business

(control)

• A

• B

• C

• D

• A

• B

• C

• D

Managing customer

relationships

• A

• B

• C

• D

• A

• B

• C

• D

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Imagine you are in the shoes of the customer.

Are they the business owner, in sales, in accounting, in IT … what do they need help with?

WHAT SAGE SOLUTIONS CAN YOU OFFER AND CROSS-SELL ?

Bringing the customer to life - Typical personas

START UP OWNER

“I’m hands on with my

business, but sometimes it’s

not by choice, but because I’m

the one who knows what’s best

for the company. At this point,

having a dedicated IT person

would be a luxury.”

THABANG

DIRECTOR / CEO

“I always want to know

what’s going on in every

area of my business. Having

a unique source with trusted

numbers is extremely

important. ”

DARREN ANNA MARIE

“Everything is fast paced,

but unexpected things

happen which can throw off

our numbers. When our

CEO wants answers, I want

to be able to get accurate

information quickly & easily.”

ACCOUNTING

MANAGERSALES EXECUTIVE

“I love my company and

product. I am an advocate

for how we conduct our

business. I love customers

and interacting with them

every day. ”

NICK NIKIWE

ACCOUNTANT

“I know that I can help my

clients more if I had a more

complete picture of the

business outside of tax

purposes. I want to be my

client’s trusted business

advisor. ”

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Battle App & Battle CardsGetting the frontline info from the market is key for the success to be one step ahead of our competition

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Sage Battle App

To access the app on your mobile:

Enter the https://secure.intelligenceplaza.com/sage/mobile/ site

on your mobile browser (not your PC as the app is optimised for

mobiles) bookmark the address on your mobile home screen.

Enter your Sage email address and SSO network password to

access.

Chatter: Sage Market & Competitive Intelligence

Sign up to Owler for daily competitor info: https://www.owler.com

Sage Battle App – Now available on mobile

Sage Market & Competitive Intelligence Chatter Group

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This information should only be used to support your ‘Why Sage’ conversation. It should not be used to discredit or denigrate the competition.

FOR INTERNAL SALES TEAMS ONLYWHY SAGE – FOR START UP AND SCALE UP BUSINESSES. COMPETITIVE BATTLECARD

Why Sage is the software solutions provider of choice for SMB’s Solutions that help our customers

Sage is more than a single product provider. We are

passionate about Business Builders and have a portfolio of

solutions that support all functional areas.

Business function SAGE XERO

Accounts & finance Yes Yes

Payments Yes -

HR & payroll Yes Yes

Sales & Customer

management

Yes -

Business insights &

control

yes -

45M

businesses

worldwide use

our software

Worldwide

employees paid

by Sage payroll

software

our solutions

ensure your

compliance

support, with

award winning

customer service

we are helping

SMB’s globally

everyday

Global3M 24/7

• Sage offers cloud, on-premise and hybrid solutions,

letting SMBs migrate to the cloud at their own pace.

• Sage One is better for local compliance – e.g. South

Africa IRP5 returns

Key messagesXero pricing - 3-tier accounting pricing (Starter,

Standard and Premium) but price points and

promotions change frequently within a market; payroll

pricing varies

__________________________________

Sage pricing - You only pay for the services you request. Sage Pay offers transparent and

competitive pricing

• Future-proof your business with Sage

• Our solutions are world class

• We provide expert support

• Sage support start up’s, SMB and enterprises such as

Nando’s & Europcar

Source: Sage EU cross-sell research – Q1 FY16

using a Sage

connected

service

100%+37%ave NPS uplift

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Differentiation points SAGE XERO Co X

Best in class – (modern interface, allows customisation, user friendly….)

Easy to set up and get started quickly

24/7 in country customer support

Leading edge platform technology for reliability

Consistently high customer satisfaction

Sage’s key selling points against Xero: 1. Sage is better and cheaper than Xero

• Sage One and Xero have very similar functionality, the

most common words used to describe Sage One are

EASY and SIMPLE and these appeal strongly to the

target market

• Sage has a broad offering, including advanced payroll

solutions and Sage Pay – our payments solution for 3m

businesses; we should encourage comparisons between

Xero and Sage as a whole – not just individual Sage

products

WHY CHOOSE SAGE OVER XERO

• Sage One allows customers to save 2 days a

month over manual accounts, time they can

use to acquire new customers or to growth their

business

• Better for UK payroll – Xero UK launched

payroll a year ago as an add-on for accounting

customers - and admits product improvements

are needed; Sage processes a third of all UK

payslips, sells independent and bundled

payroll, and offers 24/7 UK-based phone

support and automatic calculation of statutory

payments (e.g. sick/maternity maternity)

• Better for US payroll - Xero US offers payroll in

just 24 states, while Sage has a national

offering

• Better for ZA payroll – Sage has been the

market leader for many years with extensive

local experience.

• Xero has limited phone support and expects

customers to get help from the Xero website or

their accountants, while Sage One Support is

unlimited and includes knowledgeable people

who can help online, on the phone and in

person

110

FOR INTERNAL SALES TEAMS ONLYWHY SAGE – FOR START UP AND SCALE UP BUSINESSES. COMPETITIVE BATTLECARD

Xero Battlecard page 2

2. Sage’s solutions are safe, trusted and always there for you:

• Sage gives you expert support – even when you’re completing

your tax return last minute before the deadline – and you can

speak to people based in your country (UK, ZA, US or

Australia etc.) rather than use self-service or phone an

offshore call centre in office hours

• Sage is secure and always on – unlike Xero, which had a 2-

hour outage in February

• Sage’s mobile solutions have great functionality

This information should only be used to support your ‘Why Sage’ conversation. It should not be used to discredit or denigrate the competition.

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“Sage is the past” - Sage is embracing change – e.g.

cloud, mobility, apps; partnership and development with

Salesforce shows Sage is leading the development of

accounting software; Sage One is growing faster than

Xero.

“Every 46 minutes a client moves from Sage to Xero” -

This is 11k/year, which is a very small proportion of the

new customers joining Sage; Sage has 3m customers,

including 2m recurring customers – far more than Xero

(717k)

“Xero has 717,000 customers” -> Sage has 3m

customers, 100,000 accountants and 40,000 business

partners; Sage Live is a new product and Sage already

has hundreds of thousands of customers in the cloud

using Sage One (start-ups) and X3 (enterprise) .

“Sage is a desktop company” - Sage offers cloud, desktop

and hybrid solutions, letting customers move to the cloud

at their pace.

“Sage is making up for lost time in the cloud” - Sage One is

growing more quickly than Xero (100% YoY customer

growth globally vs. 51% for Xero Group) and we are

planning to offer the enhancements that customers want

“Xero offers free partner enablement / education is free of

charge – unlike Sage” - Not true – Sage does offer free

partner enablement / education * “Businesses on Xero

customers have a better survival rate than Sage

customers” -> This is based on a study Xero

commissioned, showing Xero against non-Xero users

“Xero has overtaken Sage 50 in the UK” - It’s not valid to

compare cloud-only Xero to desktop Sage 50; Sage has

a broad range of products - including cloud-only Sage

One, which has 230k global subscriptions and is growing

faster than Xero (+100% YoY growth globally vs. 51% for

Xero Group)

“Sage Live doesn’t offer as many features as Xero” -

Sage Live is a world class core accounting engine with

that provides a feature set giving SMBs the power of

larger accounting packages without the cost or

complexity; we make monthly product updates, leverage

the Salesforce platform and have a strong network of

ISVs * “It’s difficult to migrate from Sage 50 to Sage One”

-> This will be addressed in the

“Xero’s customers love Xero” - Sage customers are

advocates, e.g. “Sage One saves me a fortune. I’d

wholeheartedly recommend it.” (Colin Smith on Sage

One site in UK)

111

XERO COMPETITOR

Objection handling / FAQ’s

This information should only be used to support your ‘Why Sage’ conversation. It should not be used to discredit or denigrate the competition.

FOR INTERNAL SALES TEAMS ONLYWHY SAGE – FOR START UP AND SCALE UP BUSINESSES. COMPETITIVE BATTLECARD

Xero Battlecard page 3

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Common Objections

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Customer Objection Sage Response

1 Sage only offers accounting solutions. I want a

supplier who can offer my business the platform

and solutions I need to grow

• Sage actually provides a wide solutions set. All are designed to help start up, scale up and enterprise businesses

• Over 3 Million customers trust Sage across the world.

• Our solutions help businesses grow and be more efficient

• Helping you get paid, make payments, manage your business accounts, operations, payroll as well as sales tax

• Sage helps to ensure you are up to date with local legislation effortlessly.

2 You are too expensive • Our competitor might be cheaper but at what cost

• Focus on infrastructure: R&D, Legal, over 30 years of IP

• In the Sage Group, there is a product for every market segment. The right product is matched to each clients needs.

3 I am only starting up, I don’t think I need all those

solutions

• All our products are highly scalable, Our solutions can grow with your business

• Implementing the correct system from the start will ensure that your business will stay compliant as the business

grows

• For a Startup it is important to mitigate risk and all Sage products and services are designed to facilitate all your

business needs

4 It will be difficult to implement • Our consultants are subject matter experts that will ensure that the implementation gets done in a timeous manner

without compromising on the quality of work

• Consultants have extensive knowledge across all vertical markets

• Standard companies and setups can be used to decrease the length of a project significantly

5 I don’t have an IT / Tech team if things go wrong • Our call centres have dedicated support consultants that will be able to assist with your product or technical queries.

• We provide a hosting solution which eliminates the need for it/tech teams

I am focused on growing sales, Excel is fine • That’s great news – So let us ensure that you are legislatively compliant so that you can focus on your bottom line and

grow your business

• When growing your business, time is an important commodity. Sage products reduces time wasted doing mundane

activities. We value your time.

7 I want to make sure I have the information for legal and

tax compliance on time and accurate

• Our system ships with all reports that you would require to stay legislatively compliant. E.g. Rob Cooper, Head of the

Legislation Department at Sage, is the Chairperson of the Payroll Authors Group. He meets directly with Legislative

Departments of Government. This puts us in the forefront of Legislative Compliance.

Handling common customer objections

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Discovery Question Framework

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Sales tool: questioning framework to uncover needsBusiness growth

Operational efficiency

Profitability

Every business has 3 core needs:

- Profitability

- Growth

- Operational efficiency

Position Sage as helping businesses like yours everyday.

Connect with the prospect, ask the right questions and pinpoint

opportunities to identify Sage solutions which can help them meet their

business needs.

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Cross selling – customer talking points

116

Rapport and engage Listen for business insights / needsConversation focus: Growth, Profitability &

Operational EfficiencyOpen questioning Link business needs to

Cross-sell opportunities

Conversation focus Suggested discovery questions Business needs and insights Cross-sell link opportunities / next

BUSINESS GROWTH

We recognise that every customer touchpoint is an opportunity to understand their business better and is also a potential cross-sell opportunity for Sage.

It is important that we engage with them in the right conversation, about the right solution at the right time.

The role our Sales Agents play at the front end of our business is pivotal to this success.

<------ HELPING OUR CUSTOMER GROW THEIR BUSINESS - BY ENSURING WE OFFER OUR FULL SUITE OF SOLUTIONS TO MEET THEIR NEEDS. ----->

PROFITABILITY

(sales revenue / cost management)

OPERATIONAL EFFICIENCY (admin,

automation, time saving tools, control, MI)

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Cross selling – customer talking points

117

HELIPING OUR CUSTOMER GROW THEIR BUSINESS - BY ENSURING WE OFFER A FULL SUITE OF SOLUTIONS TO MEET THEIR NEEDS

Rapport and engage Listen for business insights / needsConversation focus: Growth, Profitability &

Operational EfficiencyOpen questioning Link business needs to

Cross-sell opportunities

Conversation focus Suggested discovery questions Business needs and insights Cross-sell link opportunities / next

PROFITABILITY

Without doubt in today's economic climate everyone

(large and small businesses) are looking to improve

their bottom line.

Growing profit as you know - can come from both

more sales revenues and by better managing costs.

Sage solutions help businesses like yours manage

better and give you the tools to:

• keep an eye on costs

• get good MI and

• help streamline operations

• to focus energy on sales growth and

• do more with customers

It would be good for you to speak further with one of our business experts about these opportunities. I can arrange the call / appointment for you now ?

Discover tool: PROFITABILITY

Are you using an alternative supplier for:• HR • Payroll / pensions / payslips• Accountancy / tax• Payments

• one supplier vs multiple• associated cost, time of management`

• Identify opportunities to sell Sage integrated solutions and associated benefits

• Do you have employees or looking to recruit more employees ?

• Do you feel you are currently optimising payroll, using the latest solutions?

• Identify time cost associated with manual payroll • identify last time optimal solution was looked into

• HR & Payroll solutions• Employee attendance & performance

management

How would you like to have one integrated accounting, payroll type solution that frees you up to focus on bringing in the revenue

• identify which aspects of business are time consuming

• Integrated and cloud solutions appropriate to the segment size

• Product demos

• Did you know we offer competitive pricing for Sage Pay and only charge for the services that you request.

• Is pricing a concern• are they on the right payment plan

• Sage Pay journey (as appropriate)• Payments deep dive (as appropriate)• Invoice payments

How often do you find that you are spending your valuable time having to either:• reconcile data, invoices & payments?• check and pay suppliers / employees?• keep track of cash flow?

• identify pain points in customers business process• save time, automate & simplify, cut manual effort• check, control and authorise• simple integrated solutions

• Payments deep dive conversation• Sage Pay journey• demos to Sage solutions• invoice payments reconciled

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Cross selling – customer talking points

118

HELIPING OUR CUSTOMER GROW THEIR BUSINESS - BY ENSURING WE OFFER A FULL SUITE OF SOLUTIONS TO MEET THEIR NEEDS

Rapport and engage Listen for business insights / needsConversation focus: Growth, Profitability &

Operational EfficiencyOpen questioning Link business needs to

Cross-sell opportunities

Conversation focus Suggested discovery questions Business needs and insights Cross-sell link opportunities / next

BUSINESS GROWTH

At Sage we speak with many businesses of your size

and in industry sectors like yours, everyday.

Naturally, everyone is trying to grow their business -

but often in different ways.

I know we have been able to support their growth

ambitions with our range of solutions, designed to fit

their specific business.

I'm sure we can help you today, let me start with a few

questions about your business growth plans...

• I see you're using / have been using Sage (product X)

since month/year. How are you finding it meets your

current business needs ?

• Have you been having a good business year ?

• Have you been seeing strong growth ?

• What are your company's ambitions over the next

year or two?

• Is your business actively trying to:

• grow by acquiring new customers?

• keep existing customers?

• Is your business actively trying to:

• manage your employees?

• expand with additional premises?

• opportunities to introduce new Sage solutions ?

• needs we can help with?

• what gaps do they highlight?

• identify if business is growing & where potential new /

additional needs exist

• Growth may = more budget for customer to buy more

• how we can help them find, attract and manage their

customer prospects

• time, effort involved managing staff payroll

• integrated view of multiple business sites

• training opportunity

• support follow up / relationship call

• cloud solution

• product links if appropriate

• Payroll

• HR

• CRM

• Payments

• potential for Sales/Service/ Marketing add on to Sage

BMS.

• arrange customer walkthrough of appropriate

customer journey

• Sage HR test drive or HR Specialist

• explore higher level Accounting software for

additional sites

• assess if business needs to do an Accounting

migration

It would be good for you to speak further with one of our business experts about these opportunities. I can arrange the call / appointment for you now ?

• Is your business actively trying to:

• trade online (website / mobile)?

• sell / expand internationally?

• accepting payments online

• recurring/regular payments

• multi-currency in accounting

• Sage Pay journey / Payments deep dive conversation

• advise how to take accounting international

send product

information links as

appropriate

Discover tool: BUSINESS GROWTH

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Discover tool: OPERATIONAL EFFICIENCY

Cross selling – customer talking points

119

HELIPING OUR CUSTOMER GROW THEIR BUSINESS - BY ENSURING WE OFFER A FULL SUITE OF SOLUTIONS TO MEET THEIR NEEDS

Rapport and engage Listen for business insights / needsConversation focus: Growth, Profitability &

Operational EfficiencyOpen questioning Link business needs to

Cross-sell opportunities

Conversation focus Suggested discovery questions Business needs and insights Cross-sell link opportunities / next

OPERATIONAL EFFICIENCY (admin,

automation, time saving tools, control, MI)

At Sage we speak with many businesses of your size

and in industry sectors like yours, everyday.

Alongside growing profitability - a key focus is the

desire is to run a really efficient operation.

This not only reduces manual effort and inaccuracies -

it also saves time! - a really big plus point for small

businesses.

You're no doubt aware that Sage software solutions

are designed to do just that.

I'm sure we can also help you today, let 's start with a

few questions about your business...

• Thinking about the amount of manual effort & checks

you do (reconciliation, admin) could you quantify the

impacts challenges are having financially, per month/

quarter, or per year ?

• If these operational (day to day) challenges are not

addressed in the immediate future, in what ways could

it negatively impact your business and your own

personal time?

• How do you make sure you are up to date with

legislation ?

• How much time or resource do you allocate & who do

you rely on to ensure compliance ?

• How good would it be to have this incorporated into

your systems?

• How much do any of the following areas concern you:

• ensuring your systems are future proofed, speed &

capacity of systems?

• inaccuracy and human error esp. in data across

different functions?

• excessive bank / payment charges?

• dealing with multiple vendors?

• opportunities to introduce new Sage solutions ?

• needs we can help with?

• what gaps do they highlight?

• Understand how mature the thinking is within the

customers organisation

• Is it a concern the customer is seeking to address ?

• identify how much this is seen as an issue / priority

• identify how risk is managed

• instil benefits of Sage solutions keeping them

compliant

• confidence & trust - industry standards, accuracy,

reliable

• fraud control, risk mngt

• faster payment

• compliance with anti money laundering rules

• control and accuracy

• cost efficient & authorised

• beginning of a cost not to solve conversation

• benefits of systems automation

• customer success stories point to cost savings

• verify and validate we are talking to a decision maker /

right level of person within the organisation

• discuss solutions we offer that improve efficiencies -

product links

• beginning of a cost not to solve conversation

• benefits of systems automation

• demos to integrated / automation Sage solutions

• customer success stories

• product links (if appropriate)

• payments Specialist (if appropriate)

• reinforce benefits e.g. MI, business management

solutions, competitive FX payments (11 currencies) &

enhanced validation of payee details

• Integrated Sage software solutions

It would be good for you to speak further with one of our business experts about these opportunities. I can arrange the call / appointment for you now ?

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© 2017, The Sage Group plc or its licensors. Sage, Sage logos, Sage product and service names mentioned herein are the trademarks of The Sage Group plc or its

licensors. All other trademarks are the property of their respective owners.

Thank you

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NOTES

121