Insights 2009 Competitive Session5 11 09 by o64e0bx

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									Session Number: HPT13
Sage Abra Competitive Briefing
Tom Tillman
Product Marketing Director
CPE Credit
• In order to receive CPE credit for this session you must be
  present for the entire session.
   – Session code: HPT13
   – Recommended CPE credit = 1
   – Delivery Method = Group Live
   – Field of Study = Specialized Knowledge and Applications

• Visit the Continuing Professional Education kiosks to enter
  CPE credit during the conference.
Introduction
• Tom Tillman, Product Marketing Director
• Nancy Tillman, Product Marketing Manager
•   This presentation will be available online after the conference. You will
    receive an email for the Insights session Website approximately 4 weeks
    after Insights.
Learning Objectives

• After participating in this session, you will understand the
  competitive differences between Sage Abra and:
   – ADP Major Accounts
   – Ultimate Software
   – Microsoft Dynamics GP
   – And more (Mangrove, Spectrum, PeopleTrak & Ascentis)
  Sage Abra HRMS Positioning
Market Leader Designed   • Recognized leadership
     for Mid-Size            Leader Quadrant – Gartner 2006 Mid-market HRMS MQ
    Organizations            Strong Performer – Forrester 2006 Mid-market HRMS Wave
                             “The on-premise HR solution of choice for the…SMB …
                              company segment” – Forrester 2006 & 2008 Mid-market HRMS Wave

   Comprehensive         • Capabilities
    Capabilities             Single system automates & reduces the costs of HR,
                              Benefits & Payroll administration
                             Software support and services (Sage and Partner)


  Flexible & Scalable    • Grows & changes as business needs evolve
                             Modular software and services
                             Multiple database platform support
                             On-premise and hosted deployment options

                         • Fits the requirements of any budget
   Low Total Cost of         Pay for only the capabilities needed now and add-on later
     Ownership               Easy to adopt and use technologies (Win, IE, SQL, .Net)
                             Hosting options minimize/eliminate IT impact
ADP Major Accounts
  (50ee – 1,000ee)
ADP Major Accounts Overview
• Mid-size business: 50 – 1,000 employees
• HR, benefits, payroll, tax, compliance, retirement services
• Large direct sales force
• Regional service (processing centers)
• Business model is to sell services, not software
• ADP is formidable by the sheer mass of its payroll customer base
  and size of its sales force, but product innovation and service
  quality are suspect.
ADP – How They Position Themselves
• Global provider of employer-related business process
   solutions
• Takes the burden and risk of payroll processing and tax
  management off the customer
• Services all areas of the employee lifecycle from recruitment to
  retirement
• “Inventor of the software subscription model”
    – Yields better savings for the customer in terms of total cost of
      ownership
    – Automatic upgrades & reduced strain on IT resources
    ADP Major Accounts -- Main HR/Payroll Offerings
•    ADP AutoPay
      – Back office batch payroll processing services

•    ADP Pay eXpert
      – Web-based version of PC Payroll for Windows (PCPW)
      – Client data “Front end” for AutoPay

•    ADP HR/Benefits (HRB)
      – Web-based HR; Formerly Employease
      – SaaS offering with PEPM pricing
      – Works with Pay eXpert

•    ADP HR eXpert
      – Web-based HR
      – SaaS offering with PEPM pricing
      – Works with Pay eXpert
AutoPay Pricing

• $4.10/pay (1st 50)
• $2.15/pay (51+)
• Includes Pay eXpert, Autopay, Total Tax Plus, Data Access
      ADP HR Capabilities & Pricing
Module/Function                               HRB Advanced HRB Basic   HR eXpert
HR & compliance                                    Yes       Yes           Yes
Benefits admin                                     Yes       Yes           Yes
Applicant tracking                                 Yes       Yes           No
Recruitment                                        Yes       Yes           No
Training admin                                     No         No           No
Employee self service (HR & benefits (info)        Yes       Yes           Yes
Employee self service (payroll info)               Yes       Yes       Opt (Portal)
Manager self service (approvals/workflow)         Yes         No           No
Benefits enrollment                                Yes       Yes       Opt (Portal)
Carrier connectivity                               Yes       Yes        Optional
Labor management integration                       No         No       Opt (Link)
Reporting                                          Yes       Yes           Yes
Base Pricing (PEPM):
      100-249ee                                   $7.30      $5.95        $1.70
      250-499ee                                   $7.05      $5.45        $1.55
      500-1,000ee                                 $6.60      $4.85        $1.40
Base Pricing Implementation:
      100-249ee                                   $6,000    $5,000       $4,000
      250-499ee                                   $8,000    $7,000       $6,000
      500-1,000ee                                $10,000    $9,000       $8,000
      Carrier Set-up (per carrier)                $2,000    $2,000        N/A
      Recruitment                                 $2,000    $2,000        N/A
HR/B ESS and MSS Capabilities
 ADP HRB vs. Abra SQL Comparison
Module/Function                                 HRB Advanced          Abra SQL
HR & compliance                                      Yes               Abra HR
Benefits admin                                       Yes               Abra HR
Applicant tracking                                   Yes            Abra eRecruiter
Recruitment                                        LImited          Abra eRecruiter
Training admin                                       No               Abra Train
Employee self service (HR & benefits (info)          Yes              Abra ESS
Employee self service (request/view time off)        Yes              Abra ESS

Employee self service (payroll info)                 Yes               Abra ESS
Manager self service (approvals/workflow)            Yes                  No
Benefits enrollment                                  Yes                Abra BE
Carrier connectivity                                 Yes                 ABM
Payroll                                         Opt (AutoPay)         Abra Payroll
Tax Filing                                      Incl w/Autopay   Abra Tax Filing Service
HRB functionality missing/weak
• No integration to labor management (T&A) systems
• No requisition management
• No training admin
• File export/import integration between HRB and Pay eXpert
• No single sign-on between HRB and Pay eXpert
Abra SQL vs. ADP HRB 300ee Example
                         YR 1      YR 2    2-YR Total     YR 3    3-YR TOTAL

Abra SQL

License (no Payroll)   $20,360       $0      $20,360        $0       $20,360

ABM Annual Service      $3,000    $3,000      $6,000     $3,000       $9,000

Abra Annual Support     $4,069    $5,205      $9,274     $5,205      $14,479

Total Abra             $27,429    $8,205     $35,634     $8,205      $43,839

nGenX Annual            $4,320    $4,020      $8,340     $4,020      $12,360
Service
Total Abra + nGenX     $31,749   $12,225     $43,974    $12,225      $52,199

ADP HRB

SaaS Annual Fees       $25,300   $25,300     $50,600    $25,300      $75,900

Total HRB              $25,300   $25,300     $50,600    $25,300      $75,900
Abra SQL vs. ADP HRB/Payroll 300ee Example
                                  YR 1      YR 2    2-YR TOTAL     YR 3    3-YR TOTAL
Abra SQL

License (with Payroll)          $30,150       $0       $30,150       $0       $30,150

ABM Annual Service               $3,000    $3,000       $6,000    $3,000       $9,000

Abra Annual Support              $5,935    $7,220      $13,155    $7,220      $20,375

TFS Annual Service               $1,650    $1,650       $3,300    $1,650       $4,950

Total Abra                      $41,635   $11,870      $53,505   $11,870      $65,375

nGenX Annual Service             $4,320    $4,020       $8,340    $4,020      $12,360

Total Abra + nGenX              $45,955   $15,890      $61,845   $15,890      $77,735

ADP HRB

SaaS Annual Fees                $25,300   $25,300      $50,600   $25,300      $75,900

Payroll Annual Fees (24 pays)   $17,820   $17,820      $25,640   $17,820      $53,360

Total ADP                       $43,120   $43,120      $86,240   $43,120     $129,360
 Abra SQL Proposal Tuning vs. ADP
• What is driving customer’s desire to out-source payroll processing?
    – In-house staffing? – MYTH (customer still must manage all employee
      information, time collection, pay-rates, benefit premiums, etc.)
    – Payroll tax management? (Abra Tax Filing Service)
• 1st year cash outlay a key driver for customer?
    – Consider financing license/implementation over 3 years (KEF)
• Total cost of ownership
    – Emphasize total costs over 2+ years (igh ADP costs NEVER END)
• Hosting
    – Understand importance of hosted/SaaS to prospect. ADP is always SaaS.
      Include nGenX hosting service in proposal (perhaps as option)
• Customization & Flexibility
    – Abra can be customized (Abra is dedicated - HRB is shared)
    – Can host additional applications at small incremental hosting costs
      (Dedicated Abra hosting resources)
Ultimate Software
Ultimate Software Overview
• Provides strategic HR, payroll & talent management
• Packaged as a full HRMS solution (HR/Payroll always together)
• Offered as hosted deployment with subscription pricing
• Markets and sells its products and services primarily through its
  direct sales force
• Focus has been >1,000ee companies, and just recently begun
  coming down-market
• Ultimate is a strong SaaS competitor in HRMS in the US, able to
  serve customers of various sizes. The company is less focused on
  its SMB solution from a marketing standpoint.
Ultimate Software – How They Position Themselves
•   HR/Payroll is all they do - the HR/payroll vendor that dedicates all of its
    resources to HR/Payroll research and development --
•   A “total business solution” – 1-stop workplace portal
•   Single integrated database and single sign-on
     – Integration among all functions (HR, payroll, benefits, etc)
     – Enter data once, available immediately
•   Reporting and analysis
     – Standard and custom
     – Point in time; historical
•   Customer service – 99% retention rate
•   Ultimate will generally not pursue deals where payroll is not part of it
Ultipro Offerings
• Ultipro “Enterprise”
    – Targeted at >1000ee companies
    – Purchase and deployment options:
    – As of April 1, 2009 USG will no longer be offering traditional license
      pricing for on-premise UltiPro
        • On-Premise is typically >1000ee size customers
        • Pricing will be PEPM (but less than established SaaS pricing)
    – Sold by the Ultipro Enterprise direct sales team
• Ultipro “Workplace”
    – Targeted to <1000ee companies (200ee-700ee focus)
    – Saas model
    – Same product as Enterprise, with different included/optional
      capabilities
    – Sold by a dedicated Ultipro Workplace sales team
    Ultipro Pricing
Module/Function                  Workplace SaaS         Enterprise SaaS
“Core”                            $10-$11 PEPM             $7 PEPM
                                <1000ee discounted     >1000ee discounted
                                  $2,000/mo min
Carrier connections (limited)        2 included             2 included
                                Additional $2,000/ea   Additional $2,000/ea
Tax filing service (limited)          Included                Limited
Manager self service                  $1 PEPM                $1 PEPM
Benefits enrollment                   $1 PEPM                $1 PEPM
Recruitment                           $1 PEPM                $1 PEPM
Performance review                    $1 PEPM                $1 PEPM
Salary plans/budgeting                $1 PEPM                $1 PEPM
Time and Attendance                   $4 PEPM                $4 PEPM
Time Clocks                          Purchase               Purchase
Software support                     Included               Included
Managed hosting service                 NA                     NA
Implementation service                $50/ee                 $50/ee
                                   $10,000 min         $165/hr out of scope
                                $165/hr out of scope
UltiPro “Workplace”vs. Abra SQL Comparison

UltiPro Workplace Core Solution         Sage Abra SQL
Human Resources and Compliance          Abra HR + Abra Attendance
Payroll                                 Abra Payroll
eTimesheets                             Abra Timesheet
Benefits                                Abra HR
ESS/Employee Portal                     Abra ESS
Applicant Tracking (basic)
Tax Filing & Wage Garnishment           Abra Tax Filing Service
Benefits & Third Party Data Exchanges   Abra Benefits Messenger, Abra Link
Configuration & Automation              Abra ToolKit, Abra Alerts
Cognos Reports                          Crystal Reports
Hosted Delivery                         nGenX Managed Hosting Service
Abra SQL BYOB vs. UltiPro Workplace
(no implementation shown) – 300ee Example
300 employees              YR 1      YR 2    2 YR TOT     YR 3    3 YR TOT
Example
Abra SQL
Abra/TimeSheet           $35,425       $0     $35,425       $0     $35,425
License
Abra/TimeSheet Annual     $7,220    $8,205    $15,425    $7,885    $23,310
Support
nGenX Annual Service      $4,050    $4,050     $8,100    $4,050    $12,150
ABM Annual Service        $3,000    $3,000     $6,000    $3,000     $9,000
TFS Annual Service        $1,650    $1,650     $3,300    $1,650     $4,950
Total Abra Solution      $53,870   $16,905   $70,7755   $16,605    $87,380
with nGenX
Ultipro Workplace
SaaS Annual Fees         $39,600   $39,600    $79,200   $39,600   $118,800
Total Ultipro Solution   $39,600   $39,600    $79,200   $39,600   $118,800
  Abra SQL Proposal Tuning vs. Ultipro SaaS <500ee Opp’s.

• Hosting
    – Understand importance of hosting to prospect. Ultipro is ALWAYS hosted.
      Include optional nGenX hosting service in proposal
• Implementation
    – Target standard implementation at 40% - 50% of license
    – Call out advanced/custom & on-site work separately – show the value
• Match Abra capabilities to customer needs
    – Are all the modules needed? (Ultipro does not unbundle core)
• 1st year outlay a key driver for customer?
    – Consider financing license/implementation over 3 years (KEF)
• Total cost of ownership
    – Emphasize total costs over 2+ years (high SaaS costs NEVER END)
• Customization & Flexibility
    – Abra can be customized (UltiPro cannot be)
    – Can host additional applications at small incremental costs
Microsoft Dynamics GP
Microsoft Dynamics GP Overview
• HR & Payroll (standard & advanced)
   – Available with Business Essentials & Advanced Management
     editions – same price points
   – HR and Payroll can be sold, installed separately
   – Standard HR required for Advanced HR option
   – Standard Payroll required for Advanced Payroll option
• HRM Self Service and Benefit Self Service Suites
   – Only available with Advanced Management edition
   – Also requires named employee Business Portal seats at about
     $20 - $25 each (volume priced)
• Microsoft can only win HR/payroll business with existing ERP
  customers, not competitive elsewhere.
 Microsoft Dynamics GP vs. Abra SQL Comparison
                                               Business    Advanced       Abra SQL
                                               Essentials Management
      HR (records, compliance, benefits,          Yes        Yes          Abra HR
      applicants, absence, accruals, reports
                                                                       Abra Attendance
      Advanced HR (benefits lifecycle,           Yes         Yes          Abra Train
      certifications & training, wellness)
      Payroll                                    Yes         Yes        Abra Payroll

      Advanced Payroll (labor accruals,          Yes         Yes        Abra Payroll
      labor reporting, Payroll hours to GL)
      HRM Self Service Suite (ESS, pay,           No         Yes          Abra ESS
      recruit, skills/training, time/att)
                                                                       Abra eRecruiter
      Benefit Self Service Suite (open            No         Yes          Abra BE
New   enrollment)
Microsoft Dynamics GP Pricing
                       1-100ee   101-250ee 251-500ee 501-1000ee    1001-   Unlimited
                                                                  2000ee
HR                      3,000      5,000     7,000     10,000     14,000    20,000


Advanced HR             3,000      5,000     7,000     10,000     14,000    20,000


Payroll                 2,000      3,000     4,000     6,000      8,000     10,000

Advanced Payroll        3,000      5,000     7,000     10,000     14,000    20,000

Direct Deposit          2,000      2,000     2,000     2,000      2,000     2,000

Magmedia                750        750       750        750        750       750

HRM Self Service        5,000      5,000     5,000     5,000      5,000     5,000

Benefit Self Service    3,750      6,250     8,750     12,500     17,500    25,000
Abra SQL Bundle Special MAS 500 Pricing*
Employee Tier             List            Bundled               Q3 Promo
                         Price              Price           Price (25% disc)
75ee                    $5,020             $5,020                $3,765
150ee                  $10,875             $9,475                $7,105
300ee                  $18,040            $12,220                $9,165
500ee                  $24,315            $16,605               $12,455
1000ee                 $41,560            $21,650               $16,235
2000ee                 $61,800            $28,570               $21,425
Unlimited              Not avail          $37,640               $28,230
• --Special Abra pricing when competing with GP & MAS 500
• --Bundle includes: Abra SQL HR, Attendance, Payroll & payroll-GL integration
   utility; Annual support is 25% of license
* -- Network seats are no charge, but must be ordered separately
* -- All other Abra modules are at regular list prices
Abra SQL Special Pricing vs. Dynamics GP HR/Payroll
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Abra SQL Special Pricng vs. Dynamics GP HR

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Mangrove
Mangrove Overview and Positioning
• Privately held company founded in 1994
• Provides fully integrated 100% web-based HR, PR, Benefits
  Mgmt., Applicant tracking and Self Service
• Payroll can be sold stand-alone; HR requires payroll
• Offered as licensed or SasS/outsourced solution
• Targeted to <5,000ee companies
Mangrove License Pricing
Mangrove    HR / Payroll   150ee     500ee     1,000ee
License                    $30,800   $43,400   $59,400
Annual Support             $5,544    $7,812    $10,692
Online Self Service
License                    $10,550   $15,100   $21,600
Annual Support             $1,899    $2,718    $3,888
HR/Payroll License Includes
•   Payroll                       •   Safety Management
•   Web-based timesheets          •   COBRA Administration
•   Attendance accruals/absences •    Training Administration
•   Personnel Management          •   Position Control
•   HR Compliance                 •   Customizable workflow & approvals
•   Appraisal Management          •   Ad Hoc report writer
•   Benefits Administration       •   Applicant Management
•   Carrier Connectivity          •   On-line employment applications
•   Open & new hire enrollments   •   Requisitions
•   Compensation Management       •   Customizable bus rules, DB access, etc.
                                  •   Internal email system
ESS License Includes

•   Employee and Manager access

•   Employee requests/manager approvals

•   Manager self service
Spectrum iVantage
Spectrum Overview
•   Privately held company founded in 1984 with 125 employees, $15million
    in revenue
•   Offers one web-based HR solution – iVantage
•   “Full service implementation company”
•   400 – 500 customers on current product
•   Competitive on the upper end of Abra’s range, but lacks payroll
    capabilities
•   Product promoted as good for training and development, certification and
    applicant tracking
•   Three purchasing models:
     – Purchase software and self-host
     – Purchase the software and pays Spectrum to host
     – Subscription to service monthly
Spectrum Pricing

Spectrum iVantage            200ee        500ee     1,000ee

License                      $15,275     $25,025    $40,275
Annual Support               $2,750      $4,505      $7,250


• License includes: Named manager/HR users, Power users, HR,
  compliance, COBRA, Benefits management, Report writer (4
  tools), Applicant manager, postings, requisitions, Absence
  management, Performance Management, Manager self service,
  Alerts, Form routings, Customization toolkit
Spectrum iVantage Optional Modules

Optional Software             200ee   500ee   1,000ee
Payroll link                  3,000   3,000    3,000
ESS                           3,600   9,000   18,000
Pos control & budgeting       2,800   4,000    6,000
Succession planning           2,800   4,000    6,000
Training & Development        2,300   3,200    4,700
Timesheet                     2,300   3,200    4,700
Org Publisher                 2,060   3,300    5,360
People - Trak
People - Trak Overview and Positioning
  • Southern California based company founded in 1992
  • Offers a “high-performance, fairly priced “ Human
    Resources Information System (HRIS)
  • Targeted to >50ee, price per employee, no hosting
  • Three applications and functionalities “modules”
     – Essentials – “core” offering, manage and report everyday HR
       tasks
     – Strategic – HR Essentials plus customization tools
     – Web Add-On
People - Trak Pricing
  HR Essentials ($19.95/ee)        150ee       500ee       1,000ee
  License                          $2,993      $9,975      $19,950
  Support                          $449        $1,496      $2,993
  HR Strategic ($59.90/ee)
  License                          $5,993     $19,975      $39,950
  Support                          $899        $2,996      $5,993
  HR Web Add-on ($19.95/ee)
  License                          $2,993      $9,975      $19,950
  Support                          $449        $1,496      $2,993

  • Priced “per employee” and sold in increments of 50ee
People – Trak Pricing License Components

HR Essentials Includes:      HR Strategic includes:     HR Web Add-on:
•   Personnel Management •       All of HR Essentials   • Manager Self-Service
•   Time and Attendance      •   Approvals              • Employee Self-Service
•   Appraisal Management     •   Workflows              • Candidate Self-Service /
•   Benefits Administration  •   Process Triggers         Career Center
•   Compensation             •   Screen Customization   • Online Open Enrollment
•   Safety Management        •   Derived Fields         • Online Appraisals
•   COBRA Administration     •   Electronic Forms
                                                        • Online Policy Manual
•   Competency
                                                        • Online Suggestion Box
•   Job Profiles
•   Rules Based Security
•   Query Based Report Writer
•   Form/Letter/Label Editor
•   And more
Ascentis
Ascentis Overview and Positioning

• California based company founded in 1980
• HR is hosted or licensed, Payroll is hosted (out-source) only
• HR & Payroll can be purchased separately
• Payroll pricing is PEPM (not per pay)
• Touts it’s products “ease of use”
• Ascentis competes with Sage on the lower end, serving
  companies with basic core HR/payroll needs.
• Targeted to 100 – 2,500ee companies
Ascentis Pricing
Ascentis HR - Standard            150ee        500ee    1,000ee
License                           $6,690      $16,130   $23,680
Support                           $1,330       $3,240   $4,740
Ascentis HR - Premier
License                          $11,810      $28,480   $41,850
Support                           $2,350       $5,720   $8,370

• Annual support is bundled with license 1st year
• Payroll is only available as service bureau
Ascentis Pricing License Components
HR Standard:                      HR – Premier includes:
•   HR                            •   All of HR Standard
•   Compliance                    •   ESS
•   COBRA                         •   Benefits enrollment
•   Benefits Management
•   Report Writer (not crystal)
•   Org Charting
•   Payroll Link
•   Applicant Manager
•   PTO
Competitor Profile: Ceridian

• Following a change in ownership (public to private equity),
  company is attempting a makeover.
   – Revenues in the $1.5 billion range, profitable

• Poor track record with technology development and
  acquisition, recently hired Lawson’s CTO.
• Core HR capability (Latitude, SaaS-based) is competent
  and well integrated with payroll.
   – Resells best-of-breed solutions for time and attendance,
     performance management, learning.
   – Owns a recruiting solution via acquisition
Competitor Profile: NuView Systems

• Closely held company based in Boston area, recently took
  VC funding to grow. Acquired Cort Software for payroll in
  Oct. 2007.
• Approx. 300 customers, 80 to 100 employees.
• Good web-native architecture, primarily on-premise but
  offers subscription and license/hosted options.
• Solution is fairly comprehensive and multinational, generally
  appeals to companies in 500 to 5,000 employee range.
  Competitive Overview – HRMS
Attribute                          Ascentis                  People - Trak                  Optimum
Deployment Method            On-premise, hosted               On-premise                   On-premise
Offering Capabilities      Solid HR; strong benefits;    Strong HR; weak talent       Solid HR, payroll and
                                                            mgmt; no payroll,        T&A; tax-filing service;
                             Merged with EBS for                                    some recruiting; no talent
                                online payroll                                               mgmt
Offering Competitiveness   Features & pricing similar   The price leader with HR       HR, payroll features
                            to Abra; no on-premise      features similar to Abra;     similar to Abra; payroll
                                     payroll                   no payroll               supports Canada


Distribution                 Indirect – MS, HR &          Direct –telephone &       Direct – East coast only; 3
                             Benefit Consultants              Internet only                sales offices
Total U.S. Market                   $3.6M                       ~$3.0M                      Unknown
Share/Revenue
                                Total Company               Total Company
Customer Support           Mid/Low - Small company      Mid/Low - Small company     Mid/Low - Small company
                               (~28 employees)              (~30 employees)

Overall                    Competes well when in-       Competes well strictly on    We rarely lose to them
                           house benefits mgmt is a     HR & when price is main
                                main concern                   concern
    Competitive Overview – HRMS
Attribute                            Kronos                      Spectrum                      Mangrove

Deployment Method              On-premise, hosted           On-premise, hosted            On-premise, hosted
Offering Capabilities          Strong HR, payroll,        Solid HR, benefits, some         Strong HR, payroll,
                           recruitment, WFM/T&A; tax-    talent mgmt; workflow; no       benefits; services; some
                                       filing              payroll, multiple payroll   recruitment; no talent mgmt
                                                                 integrations
Offering Competitiveness   Core business is T&A, which    Web-based, full-featured      Developed originally for
                             they leverage to sell the         HR system                payroll service bureaus;
                                web-based HRMS                                           offers full-svc benefits
                                                                                                  admin
Distribution               Direct – Field based HRMS      Direct with some indirect     Indirect – used by small
                              sale force & ProServ               (resellers)           service bureaus, and sold
                                   organization                                               by resellers
Total U.S. Market            ~$500M total company;                 ~$13M                       Unknown
Share/Revenue                   HRMS unknown
                                                               Total Company
Customer Support                    Mid/high                       Mid/Hi                         Mid
                                                           125 employees; 50% in
                                                             customer services
Overall                    Especially strong in >500ee   Especially strong in >500ee   Recently began offering on-
                              deals where T&A is              deals and where          premise version; recruiting
                                    important              technology is important           Abra resellers
   Competitive Overview – HRMS
Attribute                              ADP                            Ultimate                 MS Dynamics GP
                                 Major Accounts
Deployment Method                  Off-Premise                      Off-Premise                   On-premise
Offering Capabilities      HRMS SaaS offering; strong       Full HRMS with Talent Mgmt;         Okay HR/Payroll;
                           benefits capabilities; payroll    Full SaaS; Full on-premise
                              outsourcing, services                                          Weak Benefits & Talent
                                                                                                    Mgmt;
Offering Competitiveness    Full range of products and                 Pricey                As part of an integrated
                             services to fit most every                                            ERP Suite
                                       need
Distribution                Direct – broad coverage;                Direct – 90%              Indirect – Extensive
                                   >1,000 reps                                                   VAR channel
                                                               5 U.S. sales territories
Total U.S. Market                   11%/$1.9B               ~1%/$164M for total company.            4%/$1.8B
Share/Revenue                                                Signs that share is growing
                              (incl payroll for Major                                             All Dynamics
                                     Accounts)
Customer Support           Low - Svc level is #1 reason     Mid/Hi - Touts award winning        Mid/Low - 1st line
                              they lose customers                      service                 support thru VAR’s
Overall                       #1 Competitor overall,;       Making in-roads into <1000ee       #1 Competitor in
                             outsource Payroll market       segments with mature SaaS         ERP/HRMS market;
                            leader; well-known; broad        offering; reputation for good
                                   solution set                   HRMS technology
Sage Abra Competitive Resources
• Sage Abra SQL Community Site: www.abrasqlhrms.com
• Partner Resource Online (PRO):
  www.pro.sagesoftware.com
• Tom Tillman, Product Marketing Director:
   – 727-579-1111, ext. 3304 or tom.tillman@sage.com

• Nancy Tillman, Product Marketing Manager:
   – 727-579-1111, ext. 3406 or nancy.tillman@sage.com
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