The Entellium Channel Engagement: What does it mean to you? Bob Newkirk Director of Channel Development
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The EntelliumChannel Engagement:
What does it mean to you?
Bob NewkirkDirector of Channel Development
Take your software sales revenue to the next level. Let Entellium’s award-winning Rave lead the way.
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Agenda
●Company Overview●Target Market & Opportunity●Channel Strategy●Why Entellium●Business Benefits●Product Demo●Summary
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Who We Are
●Leading On-Demand CRM software provider focused on the SMB market
Entellium at a Glance
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Solid foundation
• Founded in 2000, launched in USA in 2004
• Operations in US & Malaysia• 220 employees
Established in growing markets
• 5000+ customers across the globe
• 300% customer growth in 2007
Recognized leader
• 2008 CRM Excellence Award• 2007 SoftwareCEO Software
Innovation Award • 2007 Forrester CRM Market
Leader
WHAT DOES THECUSTOMER LOOK LIKE
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Target Customer ProfileEntellium Segment (employee Count)
Description Jobs Business Pains
1Highly Entrepreneurial Business network
tracking
• Can’t keep track of contacts for lead generation
2-10“Multiple Hats” Prospect prioritization
• Sales team is wasting time on un-profitable prospects.
11-50Organizing for the next
level of successLead generation &
qualification
• Lacking visibility into data to make strategic sales decisions• Filling the funnel to support growing sales team• Pipeline filled with bad leads.
51- 100Market Recognition Lead to care
• Sales and marketing processes not automated causing low conversion rates and missed targets
• Experiencing churn due to lack of focus on end to end customer experience
101 - 500
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Customer Profiling
●Customer size by revenue
< $500K $1M - $5M $5-$50M $500K-$1M
> $100M $50M-$100M
55%
19%13% 11%
1% 1%
Entellium’s Sweet Spot
85% of our Customershave less than $5m inRevenue
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Customer Profiling (contd.)
●Customer size by number of employees
0 to 10 11 to 50 51 to 100 101 to 250 251 to 500
29%
45%
08%04%
13%
% of customer base
82% of our Customersemployee less than100 in Employees
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Diverse Customer Base
SMB MARKET OPPORTUNITY
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CRM State of the Union
• Forrester estimates market size of$3.3B in 2008 and $4.1B by 2010
• 26.3M Small Businesses
• On-demand CRM 37% CAGR
• Market is large enough to support several $100M+ vendors
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Clear Business Opportunity
●Grow on-demand CRM through the channel
On Premise
79%
On Demand21%
CRM Market Projections: 2004 - 2009
CRM CAGR: On Demand 37% vs. On Premise 1% -- source: JMP
Large, Growing and Underserved Market
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Large Enterprise
Mid Market
Small Business
Source: Main Street Quant Survey 2006, Small and Simple Quant Survey 2006, Mid Market Quant Survey 2006, US Census data 2006
Number of firms
~600,000
~26.8 MM
~50,000
Business Category
Source: AMI- Partners, 2007 U.S. Small Business Overview and Comprehensive Market Opportunity Assessment
ONLY 12 % CRM PENETRATIONIN SMALL BUSINESSES
Who Entellium Serves
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Small Business
Source: Main Street Quant Survey 2006, Small and Simple Quant Survey 2006, Mid Market Quant Survey 2006, US Census data 2006
Number of firms
~26.8 MM
Business Category
Source: AMI- Partners, 2007 U.S. Small Business Overview and Comprehensive Market Opportunity Assessment
Large Enterprise
Mid Market ~600,000
~50,000
Our Target Market
- Companies with < 500 employees- Companies with < $50MM in
revenues
CHANNEL STRATEGY
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Why You Should Care What’s in it for you? What can
(we help) you offer your channel resellers?
● Additional software revenue - in a growth category
● Subscription model - revenue sharing opportunity
● Short sales cycle – Avg. sales cycle less than 30 days
● Market demand – SaaS fastest growth in CRM; Entellium’s win ratio 68%+ against SaleForce.com and ACT!
● Happy customers – Entellium’s service excellence and award-winning products, low churn
Recognized Industry LeaderForrester SFA wave report findings – Q2 2007
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Forrester named Entellium as A Market Leader in
Sales Force Automation Applications
Recognized Industry LeaderForrester service automation wave report findings – Q2 2007
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Forrester named Entellium as A Market Leader in
Customer Support Applications
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Win Ratio vs. ACT! = 68%
Functionality40%
Fit35%
Usability11%
Relationship8%
Price6%
Decision Making Criteria
We win 68% of sales deals against ACT!
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Win Ratio of RAVE vs. Salesforce.com = 69%
Functional-ity
31%
Fit39%
Usability10%
Relationship9%
Price11%
Decision Making Criteria
We win 69% of sales deals against SalesForce.com
Accolades● 2008 "Best Software as a Service Solution“ CODiE Awards Finalist● 2007 SoftwareCEO Software Innovation Award ● 2007 Bronze Business Week and International Design Excellence
Award ● 2007 Forrester CRM Market Leader ● 2006 "Product of the Year“ SearchCRM.com
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Customer Economics
●Average sale size●8 seats per acct●Avg. $55●$444 per mos.●X12 mos. (our avg. customer lifetime is 24 mos.)
●$5280 (based on 1 yr.)● _____% my cut of each RAVE sale (ex.
$1200)●Multiply this against your customer base
●EQUALS lifetime customer revenue of _______
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Other Reasons To Partner
● Large Replacement Opportunity● ACT! Has sold 3M boxes… ACT! is dying and
Entellium is growing
● Integration● QuickBooks has 7m users and we have a killer
QB integration
● Priced Right● We estimate Salesforce.com has about 19,000
small business customers & we will capture a significant part of their customer because we are priced MUCH lower● Customers get the highest quality product and service for a
fraction of the price
WHY ENTELLIUM, WHY NOW
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The Entellium DifferencePowerful Sales, Marketing, and Customer SupportSolutions designed for businesses like yours
● Designed by Salespeople for Salespeople ● Intuitive User Interface● Built in Best Practices● Complete visibility
into customer data
● Benefits● Increases usage● Increases productivity
and streamlines processes● Allows for more strategic
decision making
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“Entellium was by farthe most user friendly.It was the easiest for us to understand and the easiest to upload and integrate existing information”
- Florida Leisure VacationHomes Marketing DirectorCathy Goonen
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Rave Innovation
●A new paradigm in SaaS, a next generation product that works seamlessly offline and online
● Starting at $249 per year / per user● Experience - Intuitive User Interface● Built in Best Practices● Customer intelligence - Complete visibility into customer data
Easier
Cheaper
Smarter
The Entellium Difference
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Entellium Other CRMs
UserCentricDesign
Designed by Salespeople forSalespeople creating greatfunctionality while still easyto use
Often not designedby salespeople, butprogrammers so noteasy to use
SmartClient
Innovative Smart Client (Rave)option gives all the benefits ofhosted with offline access
24x7 Supportfor all Users
Included
On-demandLearning forall Users
Included in the Application
ServiceLevelGuarantee
Included 99.7% UptimeGuaranteed or we pay you.
Extra
Extra
None
Do notHave
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Summary
● Large, under-served and attractive market● Recognized leadership in target segment● Proven solution with high value proposition● New Rave product line is a new paradigm in
SaaS● Diverse customer base● Solid organic growth● Well defined disruptive growth opportunity
via channel● Excellent operating cost leverage
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Well Positioned for Growth
●Existing customer base to build upon●Exciting product road map in place●Financially strong●Talented team
“It’s a RAVE new world and we’ve cracked the code to helping SMBs ‘get in the game’. I hope you’ll join us and become a strategic Entellium partner”
- Paul Johnston, Founder & CEO
Rave “So good, you’ll want to talk about it!”
Embedded & Online Training -- pick-up-and-play simple
Gamer Influenced Design (GID) TM -- sales teams love the intuitive user interface (accelerates adoption)
Smart Client Architecture -- online/offline auto-sync (enabling seamless work on-the-go: airplanes, hotels, trains, customer sites, etc.)
FREE 24x7 support – unlike many competitors, Entellium provides immediate answers and assistance at your fingertips (included at no extra charge for every user)
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Contact:
Bob NewkirkDirector of Channel Development
(206) 200-8967 [email protected]
Questions
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