1.
Convergence
Payroll, HRIS, and TLM are coming together
– what it means for you

2.
Contents
A brief history of Convergence
Convergence in our industry
The challenge of the SMB market
Industry landscape
How Infinity can help you win
KISS

3.
Did you buy one of these?
1973:
First Handheld mobile phone

4.
Or one of these?
1997:
Palm Pilot Launched
30 Million Sold

5.
Or maybe one of these?
1999:
Blackberry Launched
Mobile Email
80 Million Sold

6.
The Power of Convergence
+ + =
iPhone: 500 Million Sold and Counting

7.
The Magic of Television

8.
The VCR: A Cool Invention
Mass marketed in 1975.
How often did you record and re-play shows?

9.
The Power of Convergence
+ =
DVR: Integrated capabilities led to
widespread adoption

10.
Convergence in Our Industry–
August 17, 2006

11.
Convergence in Our Industry–
September 13, 2007

12.
Our Industry
Competitor Product V Rating
Others: Paycor, Ultimate, Ascentis, etc…

13.
Why do consumers want convergence?
• Ease of use
• Centralization of data
– Avoid files, imports/exports
– Eliminate “multiple systems of record”’
• Better visibility and reporting
• Cost savings
– “Best of Breed” vs “Suite Approach”

14.
I know you must get it…
Scottsdale Weather Report
Wednesday, September 3rd, 2014
http://youtu.be/qXdmTtk1Mm4

15.
The SMB Market
• Small Business = <100
employees
• Medium Business= 100 to 1,000
employees

16.
Target Market Convergence
Challenge of going
down-market
Challenge of
going up-market

17.
Characteristics of the SMB Market
• Relatively small HR budget
• Limited HR resources
– E.g., HR generalist vs specialists (benefits, payroll, etc)
• Everyone is “very busy”
• Desire “Best of Breed” functionality

18.
Best of Breed Desires

19.
Golden Retriever Solution

20.
IT Implementation Challenges (I)
40%
-- According to IBM, the percentage of projects
that meet schedule, budget, and quality goals

21.
Yogi- ism (I)
“You’ve got to be very careful if you don’t
know where you’re going, because you
might not get there.”

22.
IT Implementation Challenges (II)
50% | 60% | 60%
-- IT implementations with cost over-runs, delays, and lack
of value, according to Panorama Consulting

23.
Yogi- ism (II)
“We made too many wrong
mistakes.”

24.
IT Implementation Challenges (III)
49% | 35% | 44%
-- Client satisfaction with meeting business needs,
employee engagement, and overall experience,
according to Panorama Consulting

25.
Yogi- ism (III)
“You can observe a lot by
watching.”
“It’s not too far, it just
seems like it is.”
“When you come to the
fork in the road, take it.”

26.
Common SMB Pitfalls and Solutions
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

27.
We are all Yogis
• Yogi was small in stature–
– 5ft, 7 inches tall
• Yogi appeared in 14 World Series
and won 10 Championships
• We are small companies, but
integrated Payroll-HRIS-TLM gets
us in the game
– And we can win!

28.
Industry Landscape
Payroll HRIS TLM
Sync, Front-end Advanced TLM

29.
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”?

30.
What is FUD?

31.
FUD
Fear
Uncertainty
Doubt

32.
The ACA
Fear is a Great Motivator

33.
Convergence in Action
Core HR
Data
ACA
Compliance
Benefits TLM

34.
Then and Now…
Then
Sex sells…
Now
Compliance sells…

35.
How Infinity Can Help You Win
• Integrations with Millennium and Evolution
• Partner Program
• New features and initiatives:
– Advanced TLM
– ACA Compliance Tools
– EasyPay front-end (Millennium)
– Integrations with Aurico and ZipRecruiter (ATS)

36.
KISS

37.
KISS
Keep
It
Simple
Stupid

38.
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

39.
Questions?