sales strategy

SaaS Webcast Series: “Executing Effective Sales and Distribution Strategies”

EXECUTING EFFECTIVE SALES & DISTRIBUTION STRATEGIES

A TripleTree/SIIA SaaS Webcast

October 12, 2004

CEO / CFO PARTICIPANTS:


Introducing the SaaS Webcast Series

Fred Hoch, Vice President, Software Programs, SIIA

About SIIA and SIIA’s SaaS Industry Initiative

Four-part SaaS Webcast Series, Co-sponsored with TripleTree

• TODAY: “Executing Effective Sales and Distribution Strategies”

• October 21: “Alternatives of Capital Formation” (Hummer Winblad and IBM)

• November 11: “Dramatic Development are Changing the Value of Firms with SaaS Model”

• December 9: “ROI: Is a SaaS Model More Cost Effective than a Traditional Software License?”


Participants & Objectives

• Moderated by: Kevin Green, Managing Partner, TripleTree

• SaaS Participants: Mike Doyle, Chairman & CEO, Bob Jurkowski, CEO, Tony Guarascio, CFO,

• Objectives: Explore differences & similarities of go-to-market sales & distribution

strategies of emerging SaaS firms

Learn from C-level experiences on the opportunities & challenges


TripleTree Overview & SaaS Experiences

Kevin Green, Managing Partner, TripleTree

About Us

Provide M&A, growth capital, & strategic advisory services to technology, healthcare & business services sectors

SaaS Experiences

Early advocates of SaaS sector through research

Extensive database of over 300+ SaaS firms & interactions with emerging players & VCs in the sector

Hands-on, financial advisory experience with SaaS firms

Middle-market investment banking firm leveraging in-depth industry research, operating backgrounds & extensive

transactional experience

SOFTWARE AS A SERVICEChanging theParadigm in the Software Industry

SOFTWARE AS A SERVICEChanging theParadigm in the Software Industry

2003 OUTSOURCINGUPDATE

2003 OUTSOURCINGUPDATE

2nd GENERATIONASPs

2nd GENERATIONASPs

APPLICATIONSERVICEPROVIDERS (ASPs)

APPLICATIONSERVICEPROVIDERS (ASPs)


Framework for Today’s Discussion

Go-to-marketApproaches & Channel

DevelopmentSelling Value Proposition & Overcoming Challenges

Sales Strategy &

Organization Alignment After-sale

Customer Support

FULL

LIFECYCLE


About Salesnet

Presented by Michael Doyle,Chairman and CEO

• Next generation, award-winning, patent-pending on-demand CRM

• Improves efficiency, effectiveness, and profitability of sales teams

• Pioneer of software-as-a-service

• First commercial product in 2000

• Private, Boston-based


SalesnetGuided Performance Selling (GPS): Salesnet’s CRM Vision for Sales

• Strategy: Deliver CRM solutions that drive the fastest ROI in the industry for companies seeking to improve sales performance

Guide Sales Best-Practices

• Prompt user, capture results

• From anywhere, anytimeTrack Performance

• On-demand sales results

• Integrated customer behaviors

2.2.2.2.

3.3.3.3.

1.1.1.1. Define a Blueprint for Sales Success

• Branded, pre-configured, or custom

• Using patent-pending workflow

“…a masterful process/ workflow design tool.” – Paul Greenberg, best selling CRM Author

Delivered by software, configuration and

administration “-as-a-service”


SalesnetEasy to Acquire, Implement, & Own

Salesnet Express$15/user/month

Salesnet Standard$65/user/month

Salesnet Extended$99/user/month

Small Company Needs• Process• Small Team Selling• Contacts & Reporting

Midsize Company Needs+ Large Team Selling+ Mobility+ Advanced Configurability+ Advanced Reporting

Enterprise Company Needs+ Integration/Web Services+ Dashboards & Analytics+ Globalization+ Industry Verticals

< 10 Users

10 - 100 Users

> 100 Users

Key Capabilities Product Recommended User Size

Customers Include:Customers Include:


SalesnetThree Pronged Distribution

• Direct Sales into higher mid-market and enterprise sector verticals

• First-to-market On-Demand Reseller Program CRM Resellers Branded Methodology Vendors Rapidly Growing

• OEM/Private Label product drives adoption other industry segments

enterprises

mid-market

smallbusiness

Salesnet Distribution

OEM VerticalPartners

Direct Sales

Reseller

“Salesnet’s workflow technology is unlike anything delivered by competitors – and it’s their secret sauce to delivering consistent, predictable, and reinforceable sales results for their customers. Salesnet is the only hosted solution that can effectively model a sales methodology.”-- Frank Visgatis, co-founder

“Salesnet’s workflow technology is unlike anything delivered by competitors – and it’s their secret sauce to delivering consistent, predictable, and reinforceable sales results for their customers. Salesnet is the only hosted solution that can effectively model a sales methodology.”-- Frank Visgatis, co-founder


About Intacct

Presented by Robert Jurkowski, CEO

Enabling Dynamic Enterprises with ERP On

DemandFor Distributed Enterprises

For ISVsFor Outsourcers

Founded 1999

Headquartered in Los Gatos, CA

Multi-tenant Software-as-Service model

Servicing over 1800 companies

Only IBM ERP On Demand partner

IBM servers and Oracle database

IBM e-business on demand platform

Data secured at hardened IBM Global Data centers

Open source technologies

Investors include Goldman Sachs, Deloitte & Touche, Hummer Winblad, JK&B Capital


Freedom and power for the Dynamic Enterprise is Realized

Intacct ERP On Demand becomes a Central Hub

On Demand benefits optimize Business Practices

Intacct Enables the Dynamic Enterprise


OutsourcerOutsourcers can offer clients an ERP outsourcing service to become their client’s virtual CFO with anytime/anywhere access.

Starting at $8,000

Annual Fee

$55/User

ISVISVs can offer customers a complete software solution by integrating an ERP back end to their proprietary vertical solutions.

Starting at $70,000

Annual Fee

$55/User

DirectDirect companies can realize the power of becoming a dynamic enterprise by leveraging On Demand and focusing on their core competencies.

Starting at $15,000

Annual Fee

$55/User

Optimizes business models and practices for the following segments:

Intacct Markets & Pricing


About HSS

Presented by Tony Guarascio, CFO

Founded 1994

Headquartered in Hamden, CT

Off-the-shelf software with recurring, 3- 5 year contracts

Servicing over 600 customers

Financial position

24% revenue CAGR 1998 – 2004

47% EBITDA CAGR 1998 - 2004

EBITDA margins ~ 23% & growing

Incremental margins 40% - 50%

2004 Best in KLAS, Healthcare Informatics Top 100, Deloitte & Touche FAST 50 Award

Health Care Regulatory Compliance & Medical Claims Reimbursement

ManagementFor Providers

For Health PlansFor IT Vendors

For HIM Consultants


HSSValue Proposition

• HSS solutions: Improve the coding, regulatory and reimbursement processes at

provider and payer organizations – streamlining workflow– increasing productivity– ensuring the accuracy of clinical and financial information

Resulting in improved financial performance

• Unique knowledge of provider and payer needs helps us provide tools so clients can: evaluate financial and operational performance target areas for performance improvement balance risk-assumption with profit opportunities

• Within the revenue cycle management process HSS represents a key component of rationalizing an end-to-end solution


HSSPricing Model

• Software rental under 3-5 year contracts Evergreen thereafter Escalators within the contract term

• Pricing Hospital pricing based upon bed size and department Payer pricing based upon covered lives by line of

business


HSSProducts & Markets

• Products CCRM & Revenue Cycle Desktop for transaction processing Embedded - unbundled “Healthcare Knowledge” Analytical for analyzing a time series of data Knowledge Products

• Markets Payer Provider

• Channels Retail Partners


Go-to-marketApproaches & Channel

DevelopmentSelling Value Proposition & Overcoming Challenges

Sales Strategy &

Organization Alignment After-sale

Customer Support

FULL

LIFECYCLE

Key Topics with Leading SaaS Firms


Next Program

Please join us

Thursday, October 21, 200411:30 am (CT), 12:30 pm (ET), 9:30 am (PT)

Alternatives of Capital FormationAs a SaaS firm, should you consider venture

investment or strategic investors?

Guest speakers from Hummer Winblad Venture Partners and IBM, a leading global technology company


TripleTree / SIIA Webcast

Presenters & Hosts

TripleTree LLC7601 France Avenue South

Minneapolis, MN 55435Phone (952) 253-5300

Facsimile (952) 253-5301

www.triple-tree.com

Mike Doyle, Chairman & CEO, Salesnet

Bob Jurkowski, CEO, Intacct

Tony Guarascio, CFO, HSS

Kevin Green, Partner, TripleTree

SIIA1090 Vermont Avenue NWWashington, D.C. 20005Phone (202) 789-4470

Facsimile (202) 289-7097

www.siia.net

SalesNet580 Harrison AvenueBoston, MA 02118

Phone (617) 350-0160Facsimile (617) 3.50-8988

www.salesnet.com

Intacct170 Knowles Drive

Los Gatos, CA 95032Phone (408) 395-1100

Facsimile (408) 399-6665

www.intacct.com

HSS2321 Whitney Avenue

Hamden, CT 06518Phone (203) 407-3900

Facsimile (203) 407-3912

www.hssweb.com

Thank You to All Participants…

Fred Hoch, VP, Software Programs, SIIA

Brian Klemenhagen, Senior Principal, TripleTree

sales strategy

Technology

saas model

sales methodology

sales success

tripletree saas participants

demand crm

saas firms interactions

reinforceable sales

salesnet express