ATC Conference

November 2nd – 3rd 2007

2

Welcome and Introductions

– Welcome!– Introductions

• Janet Moore, Mgr Learning Services, Sage CRM Solutions

• Julie Elm, Mgr. Customer and Partner Programs

• Lane Giles, Vice President Learning Services

• Natalie Johnson, Mgr Learning Services

• Robin DeLeone, Sr. Product Marketing Manager, Learning Services

• Sean Flemings, Director Learning Services, Sage Accpac

– ATC Introductions• Getting to know your fellow ATCs

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Agenda – Day 1

7:30 – 8:00 Continental Breakfast 8:00 – 9:00 Welcome and Introduction9:00 – 9:30 Learning Services and the future of the ATC Program9:30 – 9:45 Break9:45 – 10:30 Learning Services Organizational Overview

Program

10:30 – 12:00 2008 ATC Marketing Plan

12:00 – 1:00 Lunch

1:00 – 2:00 Marketing Your ATC 2:00 – 3:00 Sage Software University and ViewCentral Update

and Discussion3:00 – 3:15 Break3:15 – 4:00 Student Evaluation Analysis 4:00 – 5:00 Product Training Updates

6:30 ATC Dinner

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Agenda – Day 2

7:30 – 8:00 Continental Breakfast

8:00 – 9:00 Building Business Partner Trust

9:00 – 10:30 Curriculum Round Table Discussion

10:30 – 10:45 Break

10:45 – 12:00 Projects/Action Items – Group Prioritization

5

Objectives

• Incorporating Your Conference Suggestions– ATCs to participate in planning– ATC Conference Committee meetings past two months– More time to discuss strategic direction and share your ideas– More discussion on how the ATC Program fits into Sage’s overall

strategic training goals and plan– Less time on information easily shared via email or conference call– More time spent sharing marketing success/ideas – Prioritize action items (voting)

6

Objectives

• Opportunity to share ideas and suggestions

• Focus on creating solutions that work• Identify what’s working on how we can

leverage • Give everyone an opportunity to express

your ideas • Sounding board for future direction• Opportunity to network and learn from

your peers• Your ideas: Determine priority and ability

to implement and execute on your ideas and suggestions

• “Can do” items captured as well

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ATC Program and Sage Learning Services

• ATC Program is an important part of our overall corporate training strategy

• ATCs represent Sage’s solution for classroom training offerings

• ATC program is part of Sage Software University and Learning Services

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ATC Program and Sage Learning Services

• Our focus is to offer customers freedom of choice– Select the training methodology that works for them– Create Blended learning offerings– Stay on the cutting edge of training deployment and development

technology– Develop training programs that help our customers succeed with our

products– Develop training programs that help our business partners succeed

with our products– Develop training programs that equip our business partners with the

tools they need to train our customers

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Learning Services Organization and Objectives

Learning Services Organization

Objectives• Extend reach to all Sage Customers

• Provide Learner-Centric training options

• Increase value of Sage Programs

• Leverage training development, technology and programs across BMD

Ron TaylorSVP, Customer Services

Sage Learning ServicesLane Giles

BMD-FAS/AbraRobert Dawson

ISSD-NPSErin Shy

BMD-CRMJanet Moore

ISSD-CREJudi Magnuson,

BMD-AccpacSean Fleming

BMD-ACSNatalie Johnson

ISSD- AbraSusan Deluca

Customer Service

Customer Support

Product MarketingRobin De Leone

Employee TrainingJoan Rummel

Programs/Training Julie Elm

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Current ATC Marketing Plan

• Consists of ATC Direct Mail Catalog and Direct Mail• Inclusion in periodic Learning Services email and bulletins• Sage Software Web site – promotion of

classes

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Current ATC Marketing Plan

Current ATC Marketing ServicesProduct Customer Direct Mail Customer Email Sage Web

Site

Sage MAS 90 and MAS 200

Bi-Annual training mailing focused on ATCs

Bi-Annual training catalog focused on ATCs

Inclusion in the monthly Sage Learning Services email bulletin

ATCs Classes advertised on SSU web site

Sage Abra training web site

Sage BusinessWorks and Sage PFW

Bi-Annual training mailing focused on ATCs

Sage SalesLogix Quarterly training mailing focused on ATCs

Inclusion in quarterly SSU Learning services email bulletin2

Sage Abra Inclusion in quarterly Sage Abra Learning Services direct mailer

Inclusion in monthly Sage Abra Learning Services email

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ATC Program Benefits

• Promote classes on Sage Software University• Notification of registrations via email and SSU Reporting• Market and promote yourself as an ATC• Access student data and course history for marketing

purposes• Access to student evaluation data to help maintain and

monitor classroom and trainer quality

13

Current ATC Marketing Plan

• What we know: Direct mail pieces produce limited results• Example: Catalog

– Set up URL links to tag registrations through SSU– Total number of registrations for Sage MAS 90 classes: 8– Total number of registrations for Sage BusinessWorks classes: 5

• Overall: Limited ability to track results• Example: Starbucks Direct Mail

– Total number of registrations: 20

• What we know about email bulletins: – Click through on email rates dropping– Sending multiple messages to our customers regarding training (along

with other Sage communications)– Customers are confused as to what their choices are

14

ATC Program Fee Reduction

• Effective February 1, 2008 – Reduce ATC Fee by 50%

• Fees structure based upon– Number of class offerings– Size of customer base

Product Current Annual Fee

New Annual Fee

Sage Abra HRMS $ 8,000 $ 4,000**

Sage BusinessWorks Accounting

$ 3,500 $ 1,750

Sage MAS 90 and Sage MAS 200 ERP

$10,000 $ 5,000

Sage PFW ERP $6,000 $ 3,000

Sage SalesLogix $5000 $ 2,500* ** Pending decision

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2008 Sage Software University Marketing Plan

• Focus on Choices – Freedom of choice– Blended learning approach– Educate and re-enforce all training offerings, so customers know

exactly where to find the training that’s right for them

• Focus on driving customers and partners to Sage Software University (SSU)

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2008 Sage Software University Marketing Plan

• Leverage SSU Data and Tools – Reporting Capabilities– Tracking of student enrollments– Target Marketing and results for each campaign and special offers– Strategic marketing

• Event Based Marketing– Next step in their learning path based upon previous course attended– Example: Attended the Introduction to Crystal, next step Crystal

Beyond the Basics– Example: Attended SalesLogix Admin, next step Intro to Development

(ATL)– Sage BusinessWorks and Sage PFW to follow – Opportunity to participate in special training offers (and obtain results)

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2008 Sage Software University Marketing Plan

– Customer Professional Growth Paths• Focus on improving professional skills through training and assessment of

knowledge• Promotes Specialist or Expert in a particular field • Encourage incorporating into new hire training and performance growth

path• Customer Professional Growth Certificate from Sage Software, Inc. • Marketing Professional Growth Paths

– Target marketing to include next step, training options

• Start with MAS 90 and 200, PFW and BusinessWorks• Demonstration/Sneak Peak

http://www.sagesoftwareuniversity.com/acs/eu/courses/bytrack.htm

– Customer Certification Tracks• SalesLogix Certified Administrator – additional caller into Tech Support• SalesLogix Certified Developer – contract for SDK Support• SalesLogix Web/Mobile Developer – contract for SDK Support

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2008 Sage Software University Marketing Plan

• Email communications – Focus on “timely or relevant” topics– Provide a calendar of events up-front to ATCs– ATCs can leverage their schedule with our marketing focus– Monthly for Sage MAS 90 and 200, Sage BusinessWorks, Sage PFW

and Sage Abra – Quarterly for Sage SalesLogix

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2008 Sage Software University Marketing Plan

Sage MAS 90 and MAS 200 email Campaigns

Month Theme for General Audience Campaign

General Audience Promotions Targeted Audience Promotions

Oct SSU and different types of training offerings

Nov Getting Ready for Year End

4.2 Workshops and Call out for Year End Classes and SSG

Dec Focus on Efficiency Professional Growth Certificates – Press Release, Tip for A/R or A/P course

Pending cert customers

Jan Knowing Your Training Options

Report Writing and Financials Reports Writing Certification

Feb Focus on Productivity Customizer, Business Alerts and Business Insights Explorer

Customers who attended Data File Structures prereq for other courses

Mar Spring Forward with Training

Blended Learning Plans Customers who completed Anytime Learning Financials courses next steps

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Marketing Discussion

Your Sage Marketing Ideas

Open Discussion

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Sage Software University and View Central

• What is Sage Software University?– Sage Software’s central website for all education offerings and

information– Current Sage Products

• Sage MAS 90 and 200, and 500• Sage BusinessWorks• Sage PFW• Sage Accpac• Sage NPS• Sage SalesLogix and SageCRM

– Next up

• What is ViewCentral?– Back-end database which supports SSU– Used by all Sage training administrators and Sage ATCs

administrators

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Sage Software University Profiles

• Number of SSU Profiles: 8,000+• Profile required at time of registration

Go Live!

9/06 SalesLogix

11/06 MAS/BW, PFW

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Sage Software University ATC Enrollments

0

50

100

150

200

250

300

350

ATC SSU Enrollments (Sept 06 - Sept 07)

6-Sep

6-Oct

6-Nov

6-Dec

7-Jan

7-Feb

7-Mar

7-Apr

7-May

7-Jun

7-Jul

7-Aug

7-Sep

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Sage Software University and ViewCentral Update

Open Discussion

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Student Evaluations

Analyzing Your Results

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Product Updates

Sage MAS 90 and 200• 4.2 updates

– AP / Library Master– Data Files– Data Migrator– Customizer– Visual Integrator– Customer Workshop– Year and Period End Self-Study Guides

• Future 4.3 release– Scheduled for Q2/Q3– Too early to determine what curriculum may be affected

Sage MAS 500• 7.2 scheduled for Q1/Q2

– New Data Import tool– Core/Distribution/Manufacturing

• Developing stand alone Core and Distribution

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Product Updates

BusinessWorks• 8.0 release scheduled for Q4

– Changes will include vista compatibility and a few enhancements – AP/Cash Management/Payroll

– Will be updating all curriculum– Target date is Jan 1, 2008

PFW• 5.6 released 9/07, shipping 10/07

– Mid December 5.6 patch released (1099)– Changes will include vendor/customer enhancements and vista

compatibility– All curriculum updated – target date January 2008