Successfully Selling InfinityHR
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From the 2015 Infinity Software User Conference
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Successfully Selling InfinityHR
- 1. Selling HR Technology Know Your Customer. Know Your Competition. Know Your Plan.
- 2. Know Your Customer HR Director CFO
- 3. Manager Employee Know Your Customers’ Customers
- 4. Life in the Information Age Select business uses are emerging… • 64% own SmartPhones • 19% rely on phones for Internet access • “I start and end my day checking my iPhone…” • Email, text, calls, and social uses dominate
- 5. SmartPhone Traffic Communication / Social Business
- 6. These Trends Will Continue… The newly hired…. The newly retired….
- 7. A Day in the Life Device usage varies by time of day…
- 9. The World of HR Technology Clock in Enroll in benefits Complete your review Post a position Pull a document, complete a workflow Suite-based HR solution
- 12. What They Want (HR Director) • Address a specific pain-point • Compliance requirements • Get rid of paper, manual processes • “Look good” to Execs, Employees • Stick to the budget • Room to grow into functionality HR Director
- 13. What They Want (CFO) • HR Leader to be happy • Access to robust reports • If possible, one place to go for HR • Stick to the budget • Stick to next year’s budget –Room to grow into functionality CFO
- 14. What They Want (HR Director) • Accurate paycheck • The right benefits • Easy to use time-keeping, PTO • Less paper • Pain-free reviews and workflows • One place to go Manager Employee
- 15. The Devils You Know
- 16. The Devils You Don’t
- 17. • Lots of sizzle… • Lots of people, lots of chaos (for now) • Free – birds (with BOR) • Robust and mature • Strong sales, struggle with service • Not afraid to charge Product People Pricing Deals with the Devils
- 18. Deal Economics 101 Item Count Rate Annual Price Payroll 300 checks, $100 in fees $1.75 x 12 months $7,500 HRIS 150 employees $5.00 x 12 months $9,000 Benefits n/a n/a $0 Total $16,500
- 19. Deal Economics 301- The Zenefits Effect Item Count Rate Annual Price Payroll 300 checks, $100 in fees $0 $0 HRIS 150 employees $0 $0 Benefits 120 eligible @ $5k 5% Commission $30,000 Total $30,000 A BOR Plan will be critical in 2016 and beyond
- 20. The SMB Market • Small Business = <100 employees • Medium Business= 100 to 1,000 employees
- 21. Target Market Convergence Challenge of going down-market Challenge of going up-market
- 22. 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 Common SMB Pitfalls and Solutions
- 23. 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”?
- 24. Then and Now… Sex sells… Then Compliance sells… Now
- 25. How Infinity Can Help You Win • Integrations with Millennium and Evolution • Partner Program • New features and initiatives: – Advanced TLM – ACA Compliance Tools – EZPay front-end (Millennium) – Integrations with Aurico and ZipRecruiter (ATS)
- 27. 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
- 28. Questions? You have a plan-- Time to get moving on this!