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Selling HR Technology Know Your Customer. Know Your Competition. Know Your Plan.

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Selling HR Technology

Know Your Customer.Know Your Competition.Know Your Plan.

Know Your Customer

HR Director CFO

Manager Employee

Know Your Customers’ Customers

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

SmartPhone Traffic

Communication / Social Business

These Trends Will Continue…

The newly hired…. The newly retired….

A Day in the Life

Device usage varies by time of day…

Work-Life…. Overload

Work Life

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

HRIS-Payroll Integration (2014)

HRIS-Payroll Integration (2015)

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

The Devils You Know

The Devils You Don’t

• 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

The SMB Market

• Small Business = <100 employees

• Medium Business= 100 to 1,000 employees

Target Market Convergence

Challenge of going down-market

Challenge of going up-market

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”?

Then and Now…

Sex sells…

Then

Compliance sells…

Now

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)

KISS

KeepItSimpleStupid

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

Questions?

You have a plan-- Time to get moving on this!