Personnel Issues

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Personnel Issues Metrics

• Panel Discussion

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Panel Participants

• Lisa Kianoff - L. Kianoff Associates, Inc.
• Laurie McNicoll Schenck Technology Solutions
• Dan Duffy Epartners
• Moderator Jennifer Wilson Convergence
  Coaching, LLC

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Objectives

• Explore personnel related topics
• Discuss basic productivity measurement
• Compensation systems
• Training programs
• Hiring techniques
• Promote staff

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Agenda

• Company Overview
• Moderated Question and Answer
• Audience Question and Answer

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• Founded February 1986
• VAR Organization
• One location Birmingham, Alabama
• Gross / Net Revenue not disclosed

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• 18 Employees
• Sales 2
• Marketing 2
• Customer Service 1
• Consultants 9
• President Vice President involved in all
  areas - 2
• Administrative Accounting Support - 2

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(No Transcript)
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Organizational Model

• Team approach flat organization
• Focus on Mission and Shared Values
• Focus on Teamwork to carry out our
  mission Create a Partnership With Our Clients
  To Strengthen The Performance and
  Champion The Success of Their Business
• Focus on certification education to help
  position us as the best in our market
• Focus on creating Ravings Fans and fiscal
  success

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• Mergers and Acquisitions
• Have done minor acquisitions of a handful of
  clients from companies that are not choosing to
  focus on Business Managements systems
• Have been approached but have not seriously
  pursued

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Market Share

• Largest VAR organization in Alabama
• Provide full services vs. focusing on sales only
• Narrow focus on expanding the depth of uses of
  business software
• Dont stray from our focus. We provide no
  accounting or generic system support although we
  have the certifications to do so

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Product / Service Mix

• Microsoft Business Solutions 15 years Partner,
  Presidents Club - 8 yrs recognition
• Best 16 ½ year Partner Chairman level 7 yrs
  recognition
• 52 Revenue - Product Sales
• 48 Revenue - Services

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• Began in early 80s
• CPA firm separate department
• 12 offices in Wisconsin
• Non-geographical department
• Gross Revenue - 7 million
• Net Revenue - 4 million

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• 38 Employees
• Sales 3
• Marketing 1
• Consultants 28
• Shareholders 3 (sales technical)
• Administrative Support - 3

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• Organizational Model
• Practice Leader Technology Executive Committee
• Product Line Managers and Consultants
• Team Approach
• Providing wide array of technology services
• Business Software Accounting, Distribution,
  Manufacturing
• Document Management
• Custom Application Development
• Staff development is key spend money on
  training and certifications
• Focus is on delivering excellent service above
  and beyond the call of duty!

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Mergers Acquisitions

• Merger in June of 1999 CPA firm with technology
  practice
• Merger in June of 2000 Mfg VAR Practice in
  Milwaukee
• Many Strategic Relationships from sales to
  support
• Continue to look for key merger candidates

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• Market Share
• One of the largest technology practices within a
  CPA firm in Wisconsin
• Non-geographic
• Focused on software sales, installation,
  support
• Many other technology related services
• Utilize strategic partnership for front line
  sales

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• Product / Service Mix
• Best Business Partner since 1989
• MSGP Consultants Medallion is held by strategic
  partner
• Exact Partner since 1989
• Syspro Partner since 2000 due to merger
• Product 55 - Service 45

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• Founded 1992
• Differentiated Reseller
• Four Regions
• Twenty Regional Offices
• North East Boston, Norwell, Acton, NY, NJ and
  Philadelphia
• South Tampa, Atlanta, Jackson (new), New
  Orleans (new), Dallas, Houston and Austin
• West Los Angeles, Phoenix and San Francisco
• Midwest Cleveland, Chicago, Minneapolis and
  Tulsa
• Revenues 75 million
• 378 Professionals
• 4,200 Active Customers (billed in last 12 Months)
• 11,000 Implementations to Date

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• Employees
• Sales 52
• Marketing 13
• Customer Service 14
• Consultants 178
• Developers - 38
• Administrative Accounting Support 26
• Training 16
• Other

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Organizational Model

• Regional RVPs Run Region
• One Company, One Vision
• Success is in the Partners you Choose
• Differentiators Vertical and Resources
• Customer Centric
• Pay for PerformanceLinked Rewards
• Metric Based Management
• Collaborative

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• Mergers and Acquisitions
• Twenty-seven Acquisitions
• Platform Building Completed in March 2000
• Opportunistic Today 121 Micro, Merideus - Q3,
  2002
• Strict Criteria / Hurdles for Target Candidacy
• Review More in MA Session
• One Company, One Vision

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Market Share

• Largest VAR organization in North America
• Solutions Provider vs. VAR
• Continued Focus on Vertical Differentiation
• Largest MSFT Business Solutions Partner
• Largest Best Solutions Partner
• Largest SalesLogix Solutions Partner
• Represent 6 of North American Market Share

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Product / Service Mix

• Microsoft Business Solutions 10 Years,
  Presidents Club, Inner Circle, Global Partner of
  Year
• Best Chairman level, Global Partner of Year
• 25 Revenue - Product Sales
• 75 Revenue - Services