1. Sage Mid-Market Business Solutions
Caribbean Partner Conference

2. Welcome to our Partners
Beyond Solutions Group

3. Sage Product Partners
Sage Partner Solution Description
Sage ERP Document Management by Altec
Alerts and Workflow for Sage by VineyardSoft
Robert Lavery & Associates represents
several Development Partners whose
products aid in improving business processes
and better decision making.

4. Your Sage Hosts
• Mike Wingrove – Vice President Partner Sales
• Peter Grajczyk – Regional Sales Manager
• Chrystina Aros-Portillo – Regional Account Manager
• Rob Lawson – Pre Sales Engineer and CRM Guru
• Leanne Lowe - Pre Sales Engineer
• Debbie Hill – Sage Intelligence Guru
• Bret Elliott – X3 Pre Sales Director
• Suzanne Spear – Director of Events
• Kimberly Dorony – Events Manager

5. Agenda
Monday, November 5, 2012
7:00 a.m.–8:00 a.m. Breakfast Salon del Mar A
8:00 a.m.–9:00 a.m. Sage Update Mike Wingrove Salon del Mar B
9:00 a.m.–10:00 a.m. Sage CRM Rob Lawson Salon del Mar B
10:00 a.m.–10:15 a.m. AM Break Salon del Mar A
10:15 a.m.–12:00 p.m. Sage CRM (continued) Rob Lawson Salon del Mar B
12:00 p.m.–1:00 p.m. Lunch Salon del Mar A
1:00 p.m.–3:00 p.m. Sage Business Intelligence and Reporting Debbie Hill Salon del Mar B
3:00 p.m.–3:30 p.m. PM Break Salon del Mar A
3:30 p.m.–5:00 p.m. Sage Business Intelligence and Reporting (continued) Debbie Hill Salon del Mar B
6:00 p.m.–7:00 p.m. Cocktail Hour Boardroom 1 Patio
7:00 p.m.–9:00 p.m. Awards Dinner Boardroom 1

6. Agenda
Tuesday, November 6, 2012
7:00 a.m.–8:00 a.m. Breakfast TBD
What’s New in 2012 Concurrent Sessions:
8:00 a.m.–10:00 a.m. Sage 300 ERP Rob Lawson Salon del Mar B
Sage 100 ERP Leanne Lowe Salon del Mar A
10:00 a.m.–10:15 a.m. AM Break TBD
What’s New in 2012 Concurrent Sessions (continued):
10:15 a.m.–11:30 a.m. Sage 300 ERP Rob Lawson Salon del Mar B
Sage 100 ERP Leanne Lowe Salon del Mar A
11:30 a.m.–12:30 p.m. Lunch TBD
12:30 p.m.–2:00 p.m. Endorsed Partner Breakout Altec Salon del Mar B
2:00 p.m.–2:15 p.m. PM Break TBD
2:15 p.m.–3:45 p.m. Endorsed Partner Breakout Vineyardsoft Salon del Mar B
3:45 p.m.–4:00 p.m. Closing General Session Mike Wingrove Salon del Mar B

7. Sage Mid-Market Business Solutions
Caribbean Partner Conference
Mike Wingrove - VP, Partner Sales
Monday, November 5th, 2012

8. Sage Corporate Update
• Transformational Journey
• Product Strategy and Roadmap
• Organizational Changes
• Product and Customer Scoring for Cross Selling

9. Our Vision
“To be recognized as the most valuable
supporter of small and medium sized
companies by creating greater freedom for
them to succeed.”
As As People: As Partners:
Companies: CEO/Presidents Channel Partners
Segmentation Functional Leaders Opinion Leaders
(Sage Advisor) Everyday Users ISVs

10. Our Plan
Execute as a Team
Align Strategy & Organization
Product Portfolio Investment Decisions
Global and Business Unit Plan

11. North America Business Priorities
Strategic Sage NA Business Priorities Mid-Market
Lever Business Priorities
Portfolio Streamline the product/ service portfolio Reorganize the business by function
Management and dedicate resources to migrations
Portfolio Hybrid Cloud / Mobility Offerings / connected Invest in the “Cloud”
Management services Sage ERP X3 Cloud, Sage 300
ERP Cloud
New mobile connected services
Cross sell Drive Sage Payments Cross Sell Installed-Based cross-sell
Improve ERP integration & positioning
NPP
Pricing Models Enhance current pricing discipline and pricing Revenue
ActiveSubscription Pricing
models Customer EBITA
ARPAC
Value added Reposition Sage ERP X3 in core MM Grow Sage ERP X3 channel, eco-
solutions system & revenues
Value added Drive financial growth with Sage Business Improve retention and Business Care
solutions Care Enhancements attachment rates
CRE – non-core Delivering operational and project Make Sage Construction Anywhere –
management in the Cloud as a connected “Sage Construction EVERYWHERE”
service
“Executing our Plan and Growing our Business”

12. Where we were:
Our North American House of Brands
MAS 90
Payments Accpac
Alchemex BI
Peachtree
X3
SalesLogix
PFW MAS 500
Simply Millennium
Accounting Active Planner
SageCRM ABRA HRMS

13. Where we are: Sage
Solutions
Our Brand Transformation
Sage
Solutions Sage Sage Sage Sage Sage
Simply MAS 90 Accpac MAS 500
50 100 300 500 X3
Common Sage
Applications ……Sage Branded House

14. We are making progress
October 2011 FY 2013
Sage 100 Sage Fixed Sage
ERP Assets Intelligence
Sage
Sage HRMS and
ERP HRMS Payroll
Sage ERP
Sage 300
ERP
X3 Sage
Sage Payment
Solutions
Customer Sage
Mobility
Sage 500
ERP
Sage Sage
Fixed CRM
Assets
Value
Products Sage CRM

15. We are laying the foundation
• Five Major Product Releases This Fall
– Sage 300 ERP
– Sage Fixed Assets
– Sage 100 ERP
– Sage 500 ERP
– Sage ERP X3 v. 6.5
• Product Innovation
– 1:1 Customer interviews, conjoint surveys, rapid prototyping,
customer coffee days, etc.
• Business Case Improvements
– Segmentation, New Product Research
– Customer and Company Scoring
• And, much more…

16. Product Journey FY-2014 - 15
Differentiate on experience
Product intelligence and advice with a high degree of • Sage ERP X3 – Syracuse UX capabilities and
Emerald functionality
mobility Anywhere, Anytime
• Connected services – Customer Self-Service Sites
• Payments, Mobility, Depreciation, Payroll and CRM
• Mobility as a strong differentiator
• Sage Advisor
• Business Care 2.0
FY-2013 - 14
Surge to the Cloud
Connected services, mobile
• Sage ERP X3 – financial features apps, and collaboration/
• Sage ERP X3 – cloud
social gain scale. :
• Sage ERP X3 – ISVs for key segments
Expanding the addressable
FY-2012 - 13 • Sage ERP X3 – Sage CRM
market and leveraging the
• SPS – Canada, b-paper & ACH
Lay the foundation • Sage Construction Anywhere
cloud
• Sage ERP X3 • Sage 300 ERP – cloud
• SPS in Sage 100, 300 and 500 ERP • Sage Fixed Assets – integration with
• Sage CRM integration w/Sage 100 ERP Sage ERP X3
• Mobile Sales w/payments
• Mobile Service w/payments
• Reasonable visual improvements to keep Product simplicity and ease of use, highest
Sage 100, Sage 300 and Sage 500 ERPs level of quality, improved cross-product
• Sage Fixed Assets 2013 integrations, cloud/hybrid development projects

17. Product Readiness: We are not there yet
Future State Sage 100 ERP
We want all integrations to be excellent.
• Sage CRM (Dec. 2012)
• Sage Mobility (Mar. 2013)
Sage
Intelligence
Sage
Sage 300 ERP
Sage HRMS and
ERP HRMS Payroll
• Sage SPS Canada (TBD)
• Sage Mobility (Mar. 2013)
Sage
Sage Payment
Solutions
Customer Sage
Mobility
Sage ERP X3
Sage Sage • Sage CRM (Mar. 2013)
Fixed CRM
Assets • Sage Fixed Assets (July 2013)
• Sage Mobility (TBD)
• Sage HRMS (TBD)

18. MM: Major Releases & Product Updates
FY 13 Summit 13 FY 14 FY 15
Sage ERP X3 Cloud & Mobility
Sage ERP X3
V 6.5 “Cloud” V7 Emerald
Oct 12 ‘simple’ V 7 Oct 13 V8
(to be confirmed)
Cloud option for Sage 100 ERP customers
Sage 100 ERP
2013 V 2014 V 2015 2016
Dec 12 Aug 13 version version
Sage 300 ERP Cloud (Azure)
Sage 300 ERP
2012 V 2013 V 2014 2015
Sep 12 Jun 13 version version
Sage Fixed Assets
V 13.1 V 14 V 15 v16
Oct 12 version version version
Sage 500 ERP
2013 V 2014 V 2015 V
Dec 12 Oct 13 version
Migration Products

19. MM: Plus Mobile/Connected Services
FY 13 Summit 13 FY 14 FY 15
Sage ERP X3 Cloud & Mobility
Sage ERP X3
V 6.5 “Cloud” V7 Emerald
Oct 12 ‘simple’ V 7 Oct 13 V8
(to be confirmed)
Cloud option for Sage 100 ERP customers
Sage 100 ERP
2013 V 2014 V 2015 2016
Dec 12 Aug 13 version version
Sage 300 ERP Cloud (Azure)
Sage 300 ERP
2012 V 2013 V 2014 2015
Sep 12 Jun 13 version version
Sage Fixed Assets
V 13.1 V 14 V 15 v16
Oct 12 version version version
Sage 500 ERP
2013 V 2014 V 2015 V
Dec 12 Oct 13 version
Migration Products

20. MM: Plus Sage Integrations & ISVs
FY 13 Summit 13 FY 14 FY 15
Sage ERP X3 Cloud & Mobility
Sage ERP X3
V 6.5 “Cloud” V7 Emerald
Oct 12 ‘simple’ V 7 Oct 13 V8
(to be confirmed)
Cloud option for Sage 100 ERP customers
Sage 100 ERP
2013 V 2014 V 2015 2016
Dec 12 Aug 13 version version
Sage 300 ERP Cloud (Azure)
Sage 300 ERP
2012 V 2013 V 2014 2015
Sep 12 Jun 13 version version
Sage Fixed Assets
V 13.1 V 14 V 15 v16
Oct 12 version version version
Sage 500 ERP
2013 V 2014 V 2015 V
Dec 12 Oct 13 version
Migration Products

21. FY13 Focus Areas
• Increase customer value through subscription services
• Rationalize technology investments Sage Mobile Sales
• Develop common customer experience
Sage Mobile Services
Mobile
Sage Payment Services Applications Sage Inventory Advisor
Sage Sales Tax Sage Account Billing
Sage Shipping Connected Features as & Payment
Services a Service
Sage e-Filing
Cloud
Sage
Sage Payroll ERP Services Solutions
Sage ERP X3
Sage HRMS Distribution Solutions
Sage 300
Common Manufacturing Solutions
Sage Intelligence ISV
Solutions
Sage Fixed Assets
Sage CRM Common
Customer
Sage Business Care Experience Sage Advisor
Sage Licensing Sage Community

22. Our Plan
Execute as a Team
Align Strategy & Organization
Product Portfolio Investment Decisions
Global and Business Unit Plan

23. Our Journey
• Sage is on a rapid and transformative journey
• A pivotal asset for success is our partners
To achieve our ambition:
We will continue to work to develop
a strong, strategically aligned team
whose focus is executing with
excellence, drive and speed
jointly with our partners

24. Key Tenents
• Integrate the Value and Fixed Assets teams
• Grow ARPAC through focused Cross Sell initiatives
• Migrate Value customers to other Sage solutions
• Coordinate Team alignment across Partners and
Geographic regions
• Simplify doing business with Sage

25. Engagement Model
New Customer
Acquisition
Customers
• ERP
• Fixed Assets
• CRM
• HRMS
Business Care
Drive consumption and
cross-sell attach rates
Off Plan Customers Migrations:BW,
BV, Pro, PFW

26. Putting the Pieces Together
Partner
Growth Mgmt
Lead
Partner Sales
Development
Sales
Operations
Customer Sales Sage ERP X3
(Cross- Sell, Migrations, and
Business Care)

27. Mid-Market Business Solutions
Mike Donna Drew Sophie Sam Doug Kevin
Tom Miller Jon Witty
Wingrove Armstrong Macbeth Léguillette Hunter LaBahn Rooker
Partner Sage ERP NCA Lead Mktg, Portfolio Product Channel Sales CRE
Sales X3 Sales, Develop., Business Mgmt Marketing Mgmt Operations
New and Pre Sales Migrations Care & & &
Existing and PSG Value, Cross- Product Partner
customers Fixed Sell Mgmt Programs
Assets
Sales

28. Canadian & Caribbean Partner Sales
Craig Elander
Derrick Lildhar
Richard Kaberry
Daniel Lefebvre
Peter Grajczyk

29. Caribbean Region Team
Role Team Member
Regional Sales Manager (RSM) Peter Grajczyk
Sales Advisor – Sage 300 Joseph Sundara– Richmond
Sales Advisor – Sage 100/500 Anette Santillan- Irvine
Business Care Renewals Sage 300 – John Cobb
Sage 100 – Aubree Peladeau

30. Product & Company Scoring
30

31. Tapping into our Customer Base
• Massive Opportunity
• Expand Partner “Stickiness”
with Customers
• Grow Revenue’s per active
Customer (ARPAC)
• Dedicated Sage resources
to assist – AE’s

32. Listening to our Different Constituents
Known Barriers
ERP/CRM • “We only focus on customers that have purchased in the last 12-18 months.”
Business • “We want the big NEW deals. There’s not enough money in cross-sell for us to spend time on it.”
Partner:
• Account Managers have don’t learn the new services. No time, no incentive, no learning curve.
Owner
They on sell 1 or 2 products. There’s time to learn what a LOT of my customers are buying.
• BPs have 1 or 2 Account Managers (ratio of 1 AM per 100-150 customers)
• Account Managers promote the highest margin products first (proprietary, non-endorsed ISVs)
• “We don’t differentiate between A-B-C customers and how (or how often) we engage them.”
Opportunities to Improve for Sage
• “Help me with my customer portfolio. Tell me who should buy what services.”
• “Let me know what you are communicating (upgrades, promotions, etc.). I will help you if you tell
me. And, I’ll tell you were the deadly bear-traps are hidden.”
• “We’d like to give you information back (e.g., contact names, insight on opportunities) if there was
a way for us to communicate better (i.e., shared Sage CRM tabs).”
ERP Known Barriers
Customer: • “I get confused because my BP and Sage say different things. And, if my BP doesn’t back up what
Primary Sage is saying, I probably won’t buy. Or, if my BP doesn’t know about it, then I am very skeptical.”
Contact
Opportunities to Improve for Sage
• “Keep me informed. If there is something in it for me, I will help you reach the right decision
ERP makers in my company. But, do NOT break my system…or, leave me in the dark.”
Customer:
Cross-Sell Known Barriers
Decision
Maker (CEO) • “I get too much product spam. Sometimes, I see value. And, no one reaches out to me.”

33. Leveraging the Power of our Insights
Industry
Size of team
Country Product
# of SKUs Scores
Other products
used
Product Scores
Users on system are
hitting their license limit
Company
Upward trend of users Score
and hours of system use
“Primary” contact is true DM

34.  Product Scoring Identifies Suspects to Pursue
 Company Scoring Enables Us to Align Sales &
Marketing Investment to the Most “Valuable”
Customers
34

35. Characteristics That Pinpoint Opportunities
ent g
vice
l in
ll
s
yro
h
ets
Sal e
ce
& P unt B il
ync
Se r
Adv nt ory
igen
Ass
S pa
(Av es Tax
Solu ment
ge S
le
le
aym
s
a)
S
isor
t ion
obi
obi
xed
t el l
RM
RM
cco
RM
al ar
ve
y
d
l
e Pa
e Sa
wl e
eM
eM
e In
e In
e Fi
eH
eH
eA
eC
K no
Sag
Sag
Sag
Sag
Sag
Sag
Sag
Sag
Sag
Sag
Sag
High volume of invoiced sales
transactions       
Multi-state operations    
Industry           
Annual sales revenue            
Number of Inventory SKUs and
inventory investment    
Number of Employees    
Size of accounting/finance team    
Very high number of companies
(accounting service company?)   
Channel partner cross-sell
strength (PSG)  
Customer's HR model
(outsouce - DIY - HR team)  
Customer's IT model
(outsource - DIY - IT staff) 
Number of Fixed Assets
(large depreciable assets) 

36. High PS are of higher value – CRM example
Billing & Sage Advisor Information PrSc = 0 PrSc = 4 PrSc = 5
Sage CRM Attach Rate 0% 1% 3%
ERP Users (Average) 3.2 7.5 18.1
Number of Contacts (Average) 64 891 2,245
Number of Customers (Average) 289 1,633 3,759
Number of Inventory Items (Average) 274 3,365 7,737
Number of Open Invoices (Average) 1,530 10,184 18,485
Number of Sales Orders (Average) 22 220 1,294
Number of Warehouses (Average) 5.4 7.9 14.5
Order Entry Module Use (Hrs, Average) 14 905 2,236
Industry (3rd party source) PrSc = 0 PrSc = 4 PrSc = 5
Wholesale Trade 0% 40% 48%
Manufacturing, high assembly 0% 30% 39%
Business Services 0% 18% 13%
Consulting Services 0% 12% 0%
Legal Services 0% 1% 0%
Construction 12% 0% 0%
Consumer Services 50% 0% 0%
unknown 30% 0% 0%
Various 8% 0% 0%
Company Info (3rd party source) PrSc = 0 PrSc = 4 PrSc = 5
Number of Employees (Average) 45 87 70
Annual Sales (Average, 000s) 4,945 18,636 16,902

37. Introduction to Product Scoring

38. Channel Partners with 50+ CRM Hi-Scores
CRM Product Score = 4 CRM Product Score = 5 CRM Product Score = 4 &5
CP
Accounts Already Accounts Already Accounts Already Attach
Row Labels Total Accounts with CRM Total Accounts with CRM Total Accounts with CRM Rate
Blytheco, LLC 157 0 285 5 442 5 1%
DSD Business Systems 150 2 236 4 386 6 2%
Net@Work, Inc. 99 2 144 8 243 10 4%
SWK Technologies, Inc. 86 0 144 2 230 2 1%
70 4 80 5 150 9 6%
BCS/ProSoft Inc. 48 1 88 1 136 2 1%
DM2 Software, Inc. 26 0 92 2 118 2 2%
ADSS GLOBAL 58 1 59 14 117 15 13%
ISM. 43 0 64 3 107 3 3%
MicroAccounting Solutions 27 0 69 1 96 1 1%
Matrix Integrated Solutions-NE 35 0 48 0 83 0 0%
Oasis Computer Solutions - KY 32 0 46 1 78 1 1%
Vrakas/Blum Computer Consulting, Inc. 26 0 45 0 71 0 0%
Arxis Technology, Inc. 25 2 45 2 70 4 6%
Steward Consulting, Inc. 19 0 46 0 65 0 0%
Socius 25 0 38 1 63 1 2%
CompuData, Inc. 18 0 45 0 63 0 0%
SGS Technology Group 17 0 43 1 60 1 2%
Chortek & Gottschalk 20 0 36 0 56 0 0%
L. Kianoff & Associates, Inc. 28 0 27 0 55 0 0%
Capitol Computer Systems, Inc 19 0 36 0 55 0 0%
DWD Technology Group 25 0 30 0 55 0 0%
FORTSUM SOLUTIONS D AFFAIRES I 27 0 26 0 53 0 0%
The LLB Group 18 0 34 2 52 2 4%
Oates & Company 23 0 29 0 52 0 0%
RSM McGladrey, Inc.-Rockford 23 1 28 0 51 1 2%
Bennett/Porter & Associates 17 0 34 0 51 0 0%
Note: * High CRM Products Scores (4 or 5)
** Sage 100 ERP, Sage 300 ERP, Sage ERP X3
38 *** On plan and net of existing CRM customers.

39. Introduction to Product Scoring
Attach Rate in Sage 100, 300 & 500
7,400
in Sage 100,
300, 500
9,245
in Mid Market
Product Scores

40. Compare Two Companies
Folk's Folly Prime Steak 551 S Mendenh
Memphis TN 38117-4217 US 25 employees
Company Score =1
Sage Sage
Sage Fixed Sage Sales Sage KnowledgeSy Payment
Product Score Sage CRM Assets Sage HRMS Tax Intelligence nc Solutions Sage Payroll
-4 0.0% 0.0%
-3 0.0% 0.0% 0.0%
-2 0.0% 0.0% 0.9% 0.0% 0.0% 1.0%
-1 0.4% 0.7% 0.0% 0.1% 0.0% 0.1%
0 0.2% 1.2% 0.3% 0.2% 0.0% 0.0% 0.1%
1 0.3% 2.8% 0.6% 0.3% 0.2% 0.2% 1.0%
2 0.7% 5.4% 1.5% 0.3% 0.5% 0.3% 1.5% 28%
3 0.9% 10.2% 2.9% 0.5% 2.1% 0.8% 2.6% 39%
4 1.1% 16.7% 7.5% 1.1% 3.9% 2.7% 4.7% 51%
5 2.5% 27.0% 11.6% 2.3% 6.7% 5.4% 5.6% 65%
6 35.0% 5.0% 8.6% 7.6% 72%
7 8.0% 87%
Huntington Foam LLC Jeannette PA 15644-3331 US 26 ERP users $30 million sales
Company Score =7
Sage Sage
Sage Fixed Sage Sales Sage KnowledgeSy Payment
Product Score Sage CRM Assets Sage HRMS Tax Intelligence nc Solutions Sage Payroll
-4 0.0% 0.0%
-3 0.0% 0.0% 0.0%
-2 0.0% 0.0% 0.9% 0.0% 0.0% 1.0%
-1 0.4% 0.7% 0.0% 0.1% 0.0% 0.1%
0 0.2% 1.2% 0.3% 0.2% 0.0% 0.0% 0.1%
1 0.3% 2.8% 0.6% 0.3% 0.2% 0.2% 1.0%
2 0.7% 5.4% 1.5% 0.3% 0.5% 0.3% 1.5% 28%
3 0.9% 10.2% 2.9% 0.5% 2.1% 0.8% 2.6% 39%
4 1.1% 16.7% 7.5% 1.1% 3.9% 2.7% 4.7% 51%
5 2.5% 27.0% 11.6% 2.3% 6.7% 5.4% 5.6% 65%
6 35.0% 5.0% Already 8.6% 7.6% 72%
7 owns it 8.0% 87%

41. Ranking the Customers

42. Process Overview – Collaboration
Function 1 Create & refine
Prospect
Scores &
PMM Customer 3 Create
Scores Partner
Customer
2 Assign to Portfolio
Teams and Scorecard
Sales Ops Upload to
CRM
4 5
Conduct BP
Enter BP
Peter Grajczyk Customer
feedback into
(Sage RSM) Portfolio
our CRM
Reviews
E-mail / marketing to Targeted
Content
warm prospects
6 7 9
Conduct Primary
Marc Piva / Partner Customer Conduct Sales Close
(Sage AE) Diagnostic Presentations Deals
Conversations 8
Follow-
Up
Call(s) 10
SME Expert/Partner Implement

43. Call to Action
Great opportunity to leverage Sage insight & data
Focus efforts on Customers with highest propensity to buy
Reach out to Peter Grajczyk if interested in actively
participating

44. Our Plan
Execute as a Team
Align Strategy & Organization
Product Portfolio Investment Decisions
Global and Business Unit Plan

45. Agenda
Monday, November 5, 2012
7:00 a.m.–8:00 a.m. Breakfast Salon del Mar A
8:00 a.m.–9:00 a.m. Sage Update Mike Wingrove Salon del Mar B
9:00 a.m.–10:00 a.m. Sage CRM Rob Lawson Salon del Mar B
10:00 a.m.–10:15 a.m. AM Break Salon del Mar A
10:15 a.m.–12:00 p.m. Sage CRM (continued) Rob Lawson Salon del Mar B
12:00 p.m.–1:00 p.m. Lunch Salon del Mar A
1:00 p.m.–3:00 p.m. Sage Business Intelligence and Reporting Debbie Hill Salon del Mar B
3:00 p.m.–3:30 p.m. PM Break Salon del Mar A
3:30 p.m.–5:00 p.m. Sage Business Intelligence and Reporting (continued) Debbie Hill Salon del Mar B
6:00 p.m.–7:00 p.m. Cocktail Hour Boardroom 1 Patio
7:00 p.m.–9:00 p.m. Awards Dinner Boardroom 1