Here's my notes from Pascal's monologue:
Pascal Houillon All Hands Sage Call (Partners)
Tom Miller kicks this off - will take Q&A. Send these out to
Joe.Carroll@sage.com - -they will reply back. Apparently no live Q&A.
Three Topics:
1. Organization
2. Brand
3. Pricing Model
The Organization
Two business units will continue to operate separately - mid-market and CRM
Joe Langner - introductions
EVP of Mid Market Solutions
- Drive business strategy for ERP and CRM
- Comes from two key companies - lives in Northern California
- On Monday he's in Irvine
- Prior to Sage he was with Ellie Mae - software solutions for mortgage lending industry
- Bringing solutions to small and mid0market
First mission:
- Recruit VP Sales Marketing
- Recruit VP Sales CRM
Pascal:
Promotions
Made a promotion Alok Tyagi = Director mid-market -- 50% of time overseeing all Sage NA R&D
(audio cutout)
Right People / Right Roles:
Jennifer Warawa = VP Partner Programs
Partner advocates by November 15, 2011
PASCAL
Reiterate problems with staff turnover
Refute that they have lost 12 senior people
Talking about loss ratio
They may lose 8 more senior people - it's normal to lose some people
8% staff turnover
We don't have a turnover problem
BRANDING
Product naming is the visible part of the iceberg
The goodwill of the Sage brand is based on the quality of the customer experience
Consistent experience across portfolio
Adopt a more common UI
More common components
Sales Advisor
Better integrations
Better updates
Integrate our connected services - similar to how we've done with payments
Benefit is much more than products - proper expectations - this is not just a marketing exercise.
Partner role is essential because you meet customers every day. We all need a strong Sage brand to improve revenue growth.
PRICING MODEL
Could create more value through pricing model.
License + Service Contracts
Based on early 1990's
Don't maximize value for customer or VAR
One example:
Today about 50% of North America spend nothing during the year
This is a big loss for channel and for Sage
Pricing model = part of the customer experience
Working on new approach based on subscription
Create new business
Drive more value from install base
Still at very early stage of this project. Will be back within 3 months to discuss some fo the pricing.
Not saying much more because working on the project now.
Within the next year expect a new pricing model