Example Presentation

							Kenya Top 100




Steven Cohen
7 October 2010
Who is Sage Pastel
20 Years in the Making
• SME Accounting Software
    – Sage Pastel Partner
      • 180,000 businesses
      • Product range
        – Startup then Express then Partner (same technology feature differentiated)


• Midmarket Accounting Software
    – Easy to deploy midmarket ERP software - Low cost of ownership
    – Pastel Evolution – Financials, Distribution, Manufacturing, Business Intelligence,
      CRM, Serial Numbers, Job Costing, Point of Sale
    – Launched 2003 - 6,000 active users
    – Major growth area of the business


• Cloud/Saas Software
    – Pastel Mybusiness
      • 1,000 users
      • Launching soon in Cyprus and Australia

1
Our Story

• Business founded with 3 partners in 1990 and 2 employees
• Supporting, manufacturing and distributing accounting software
• Business sold to major JSE listed IT business in 1994
• Management buyout in 1996 and listed on the JSE in 1997
• Grew the business organically – but used equity to grow by
  acquisition – very different experience
• Hostile bid in 2003 - de-listed from the JSE – Sage PLC acquires
  100%
• Today part of a global business with over 6 million business users
  of our products – Sage employs over 8,000 employees




2
What Can You Learn from “Our
Story”
•   In the beginning, the owners do everything
•   Very considered and “anxious” about the next “move”
•   How do we grow ?
•   Anxiety around overheads
•   Slowly begin to acquire more customers
•   Hire more employees
•   Working capital and finance issues
•   System issues
•   More stakeholders
•   “Exposure” in the market brings more challenges
    – Competitors
    – Public awareness
    – Working capital




3
What Can You Learn from “Our
Story”
• What mistakes did we make in the beginning ?
    –   Hiring good people – can you afford it ?
    –   Accounting systems – too busy to analyse and think about the numbers
    –   Culture of the business – only let people with the right culture get thru the “gate”
    –   Learn to say NO easily – allows you to then say YES at the right time
    –   Don’t lose focus
    –   Don’t let anxiety strangle your business
    –   Debt vs Equity – don’t be scared of debt! – being listed helps your credibility
    –   Keep employees “in the loop” – make them feel part of the business
    –   Emotional intelligence
    –   Put the right people in the right job
    –   Hire for attitude!
    –   Think big – but keep your feet on the ground


• But treat mistakes as growth opportunities!!!!!!




4
What Can You Learn from “Our
Story”
• What are we doing right ?
    – Sell your value proposition confidently
    – Information systems must be used to help you understand your business – not
      only to “balance the books”
    – Plans are a waste of time, but planning is essential
    – Don’t get distracted by the small stuff - Important vs Urgent – don’t take your eye
      of the ball by only concentrating on the urgent stuff
    – Lead by example
    – Know your weaknesses and don’t be embarrassed by them
    – Never forget where you came from
    – Make your employees love coming to work (not easy)
      • Give them responsibility
      • Allow them to make considered mistakes – don’t punish them
      • KEEP THEM INFORMED!!
      • Educate them – generally and within the industry
      • Recognise good work for people who go the extra mile!




5
The Road Ahead

• Invest/Spend for sustainability – this often takes guts!
• Remember – your business needs to outlive you
• Employees don’t work “for you” rather they work “with you” – and
  you all work for the business
• Understand your competitors – always
• Understand where your industry is going – always
• To identify trends, you need to read, read, read – and share this
  information with your employees
• Make your own opinions and draw your own conclusions
• Be confident but not arrogant
• Look after your customers – the credibility of world of mouth is
  invaluable
• Procrastination is the enemy of progress within your business –
  make a decision and move on!!
• Keep your promises and get back to people – don’t clutter your
  mind with unfinished business
6
The Road Ahead

• Don’t be defensive – it destroys your self growth and frustrates
  the flow of opinions
• Keep your mind clear by taking care of the necessities – Admin
  and Systems – when your admin is bad, everything suffers and
  time is spent on tidying up non-critical areas of the business

• Give back to the community – it makes you feel good and you are
  growing your future customers

• Get to the Sweet Spot Quickly and Always be relevant
• Don’t complicate the easy stuff to make yourself feel important

• Keep your eye on strategic issues – but without execution,
  strategy is meaningless



7
The Road Ahead



Nearly all men can stand adversity, but if you want
    to test a man's character, give him power

                                  Abraham Lincoln




8
Thank you and
Good Luck!