successfully selling infinityhr
Post on 15-Apr-2017
151 Views
Preview:
TRANSCRIPT
Life in the Information Age
Select business uses are emerging…
• 64% own SmartPhones
• 19% rely on phones for Internet access
• “I start and end my day checking my iPhone…”
• Email, text, calls, and social uses dominate
The World of HR Technology
Clock in Enroll in benefits Complete your review
Post a position
Pull a document, complete a workflow
Suite-based HR solution
What They Want (HR Director)
• Address a specific pain-point• Compliance requirements• Get rid of paper, manual processes• “Look good” to Execs, Employees• Stick to the budget• Room to grow into functionality
HR Director
What They Want (CFO)
• HR Leader to be happy• Access to robust reports• If possible, one place to go for HR• Stick to the budget• Stick to next year’s budget
– Room to grow into functionalityCFO
What They Want (HR Director)
• Accurate paycheck• The right benefits• Easy to use time-keeping, PTO• Less paper• Pain-free reviews and workflows• One place to go
Manager
Employee
• Lots of sizzle…
• Lots of people, lots of chaos (for now)
• Free – birds(with BOR)
• Robust and mature
• Strong sales, struggle with service
• Not afraid to charge
Product
People
Pricing
Deals with the Devils
Deal Economics 101
Item Count Rate Annual Price
Payroll 300 checks,$100 in fees
$1.75 x 12 months $7,500
HRIS 150 employees $5.00 x 12 months $9,000
Benefits n/a n/a $0
Total $16,500
Deal Economics 301- The Zenefits Effect
Item Count Rate Annual Price
Payroll 300 checks,$100 in fees
$0 $0
HRIS 150 employees $0 $0
Benefits 120 eligible @ $5k 5% Commission $30,000
Total $30,000
A BOR Plan will be critical in 2016 and beyond
Pitfalls• Lack of client resources / focus
• Unrealistic expectations– i.e., customizations
• Unwilling to change
• Owning the data– Integration and sync
complications
Solutions• Identify strong client point person,
phased-approach with “quick wins”
• Set realistic expectations, pick the right prospects and clients
• Focus on goal, not on method
• Client point person needs to be comfortable with data or have resource that is
Common SMB Pitfalls and Solutions
HRIS Sales
• For every 100 demos…– 20 wins– 20 losses– 60 “not todays”
• How to transition from a “nice to have” to a “must have”?
How Infinity Can Help You Win
• Integrations with Millennium and Evolution
• Partner Program
• New features and initiatives:– Advanced TLM– ACA Compliance Tools– EZPay front-end (Millennium)– Integrations with Aurico and ZipRecruiter (ATS)
A KISS Goodbye
Pilot with 2-3 of your best clients
Roll-out an ESS-only program
The sync– focus on payroll specialist
Identify your HRIS expert
Engage in our Partner Program
top related