PC Retreat 1

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1 Intacct Growing Beyond QuickBooks and Key Reporting Features Kevin Martin, Martin & Assoc. Agenda Intacct Recap Framing Your Decision: Knowing why to switch Framing the available options Justifying Your Decision: ROI breakdowns by option Building a ROI model of applicable upsides and downsides Additional Resources: Case examples ROI/TCO assessment tool 30+ Minute Demonstration 2 Intacct s Core Pillars of Success Since we are into financials, let s do a little math Best of Breed (Cloud) Financials Deep Visibility Get the Edge Leadership Insights Maximize the Value of Your Data Flexibility & Control "You're in Charge Adapt the Power of Our Software Superior ROI Today s Discussion YOUR SATISFACTION 3 PC Retreat 1

2 Superior ROI Shift Cost and Risk to Intacct Subscription-based pricing model - Pay only for what you need We know we need to earn your business every year Higher ROI and faster payback Save time with automated and streamlined processes Higher employee productivity Real time visibility Anytime, anywhere access No IT infrastructure and on-going operational costs No additional upgrades costs Continuous product innovation Industrial-grade infrastructure with guaranteed service levels and operational excellence Ongoing Cost Comparison On-Premises On-Demand Ongoing IT workload Subscription fee Fixes, Patches Training Maintenance & upgrades: Configuration Hardware Security Network Database Downtime Performance tuning Rewrite customizations Rewrite integrations Upgrade dependent applications Disaster recovery 4 Agenda Intacct Recap Framing Your Decision: Knowing why to switch Framing the available options Justifying Your Decision: ROI breakdowns by option Building a ROI model of applicable upsides and downsides Additional Resources: Case examples ROI/TCO assessment tool 5 CFO Survey Findings Opportunity to Sell Value CFOs have a strong desire to change their organizational role to one of business accelerator, rather than a score keeper Score Keeper 30% Gate Keeper 30% Business Accelerator 63% Score Keeper 4% Business Accelerator 8% Provider of Analysis 32% Provider of Analysis 29% Gate Keeper 4% Current Role Desired Role Source: Armanino McKenna, The CFO Evolution 2011 Benchmark Survey Results, Dec PC Retreat 2

3 CFO Survey Findings, cont d however, inefficiency in the accounting function often thwarts the desire to focus on business leadership activities, motivating their need to switch financial management solutions Managing cash and budget Improving operational business processes Improving information provided to managers in the organization Improving finance and accounting business processes 23% 20% 20% 16% Improving controls and compliance 9% Implementing a new ERP system 5% Managing investments Other 4% 3% Top Issues for CFO Organizations Source: Armanino McKenna, The CFO Evolution 2011 Benchmark Survey Results, Dec Frame All Possible Benefits Running finance in the cloud delivers savings in three key areas: Business Visibility Deeper Insights Time to Information 1. Improved decision making and control from greater business visibility 2. Incremental revenue gains through faster and more effective revenue tracking and collection 3. Reducing hard system costs and enabling unprecedented productivity savings Value from Cloud Applications Revenue Gains Cost Savings Direct Revenue Gains Indirect Revenue Gains Direct Cost Savings Indirect Cost Savings 8 Against Your Principal Options Principal Options Cloud Solution vs. Status Quo No immediate cash outlay makes this option seem misleadingly inexpensive However, consider hidden productivity costs and costs of poor quality Cloud Solution vs. On-Premise Solution Simply comparing software licensing fees only reveals top of the cost iceberg Improved revenue management, lower hard- and software outlays, and IT cost savings create compelling ROI Cloud vs. Cloud Solution Having the depth for serious finance professionals without locking customers in to settle for second best in many suite categories, results in higher productivity and a better ROI for Intacct 9 PC Retreat 3

4 Agenda Intacct Recap Framing Your Decision: Knowing why to switch Framing the available options Justifying Your Decision: ROI breakdowns by option Building a ROI model of applicable upsides and downsides Additional Resources: Case examples ROI/TCO assessment tool 10 For Starters, Keep It Simple Cocktail Napkin ROI Reduce revenue leakage by.5% for a $10M co and pay for Intacct in <1yr OR Save 4 hrs of CFO s time/week and ½ FTE and pay for Intacct in <1yr 11 Savings Scenario 1 - Intacct vs. QuickBooks What If You re Growing But Your Software Isn t? Benefits of increased anytime, anywhere visibility: With up to 13 dimensions, Intacct offers most flexible reporting Anytime, anywhere access to real-time data and process Real-time visibility to state of the business, esp. for consolidated and multiple entities Accurate and timely reports to management Productivity savings: Streamlined automated processes e.g. automate financial consolidations across multiple entities Reduce internal resource costs by eliminating manual processes Revenue management, Best of Breed integration w/ SFDC, automated and flexible processes, sophisticated and robust financials, 24 X 7 remote access Multi-Everything flexibility combines ease of use with enterprise-class power Superior integration with existing business solutions Customized workflows for manual processing (e.g. streamlined quote-to-cash) Increased user adoption Scalability benefits: Multi-entity, multi-currency, concurrent and distributed use, large data files (customers, vendors, employees, etc), performance, reliability 12 PC Retreat 4

5 Intacct In Action at Etsy, Inc. Visibility and Access Create quick dashboards for CEO Easy to review the reports from Germany real time Document uploading allows remote check approvals Give Auditors limited access during audits Consolidations Use an outsource provider for the accounting of their German Subsidiary They enter the information in Euros in Germany, and then translate and consolidate using the consolidation module Multiple Forecasts Import multiple budgets and review variances to each iteration Statistical Reports Import a number of statistics like pageviews, GMS, headcount, square footage, etc. to create reports that analyze more than just financial data 13 Savings Scenario 2 - Intacct vs. On-Prem Solution Going Into The Cloud? Benefits of increased anytime, anywhere visibility: Real-time visibility to state of the business, esp. for consolidated and multiple entities With up to 13 dimensions, Intacct offers most flexible reporting Anytime, Anywhere Access to Real-Time Data and Process Productivity savings, such as: Superior integration with existing business solutions Multi-Everything flexibility combines ease of use with enterprise-class power Increased user adoption Reduced hardware and software costs: No hardware licenses, e.g. server costs, minus applicable discounts No hardware maintenance and upgrade costs Reduced up front software license costs, minus discounts On-premise software upgrade costs can be significant, often $4 to 6K per upgrade No maintenance and upgrade of needed network, security, and database infrastructure Payment models will move from up-front licensing/purchase costs and annual maintenance and upgrade fees, to a monthly price based on the number of users and the functionality used 14 Savings Scenario 2 - Intacct vs. On-Prem Solution Going Into The Cloud? Lower implementation & integration costs: Reduced professional services costs Easier to access and faster to learn training materials Force fitting Fin Mgmt apps to business needs costs more than anticipated Lower operational and maintenance costs: Reduced professional services costs Reduced support needs Improved IT staff productivity such as relieve IT from application support; applying fixes, patches, and upgrades; managing downtime, tuning performance, rewriting customizations and integrations, upgrading dependent applications, streamlining integration with other business mgmt software (e.g. Salesforce) Lower cost backup and disaster recovery 15 PC Retreat 5

6 Compared to On-Premise, Cloud Offers Better ROI + Shifts Fixed CAPEX to Variable OPEX On-Premise Cloud Computing Ongoing Costs Apply Fixes, Patches, Upgrade Downtime Performance tuning Rewrite customizations Rewrite integrations Upgrade dependent applications Ongoing burden on IT Maintain/upgrade hardware Maintain/upgrade network Maintain/upgrade security Maintain/upgrade database Training Ongoing Costs Subscription fee Training Configuration 16 * Yankee Group DecisionNote Technology Analysis Savings Scenario 3 Intacct vs. Cloud Solution Sweet vs. Suite? Benefits of Intacct s unique visibility advantages: With up to 13 dimensions, Intacct offers most flexible reporting; NetSuite only has 5 Real-time visibility to state of the business, esp. for consolidated and multiple entities Multi-scenario management capabilities provide deep and actionable insights into business Intacct s multi-book financial system enables better reporting & business visibility Role-based dashboards deliver real-time business insights tailored to key stakeholders Global and local visibility with drill down to source transactions Productivity savings, such as: Superior integration with other best-of-breed business solutions, esp. cloud solutions like Salesforce.com Customized workflows for paperless processing (e.g. streamlined quote-to-cash process) Multi-Everything financial architecture flexibly combines ease of use with enterprise-class power from Multiledger through global business management Ability to generate consolidated AR or AP aging reports across multiple entities Formal controls for close and consolidation processes 17 Savings Scenario 3 Intacct vs. Cloud Solution Sweet vs. Suite? Improved revenue management: More advanced revenue recognition features Better ability to support multiple price lists Often lower implementation & integration costs: Avoid vendor lock-in to get the most cost-effective, best-of-breed solutions Powerful ability to integrate such best-of-breed solutions through pre-packaged, configurable solutions for common integrations, such as Salesforce.com Rich web services APIs allow integration into other, third party solutions All this results in reduced professional services costs for Intacct NetSuite themselves states as part of their selling that their implementations are more expensive than Intacct s due to the need to implement all their canned reports and templates Lower operational and maintenance costs: Alert clients to a tendency to get them to sign onto NetSuite s service with cut-rate introductory pricing, but once locked in, to face steeply rising renewal, upgrade, and professional service fees 18 PC Retreat 6

7 Netting it All Out Benefits from switching: Improve upsides: Can you improve your business visibility to generate leadership insights? Can you improve productivity? Can you improve revenue management and generation? Reduce downsides: Can you reduce hardware or software costs? Can you reduce costs of quality? Can you lower implementation and integration costs? Can you lower operational and maintenance costs? Address the three principal competitive options: Outgrowing your small business financial mgmt app (i.e. QB)? Wanting to switch from on-prem to cloud? Trading off against another cloud financial application? 19 Create Your Own Checklist of Potential Savings Sample Visibility Benefits Sample Revenue Gains Sample Cost Savings Management Control Direct Revenue IndirectRevenue Direct Costs Indirect Costs Management by KPI Better cash management Improve management of deferred revenue and revenue recognition Reduce revenue leakage Reduce software license costs, obtain discounts Providing real-time visibility to state of business, esp. for consolidated and multiple entities Ability to enable the organization and push down decisions International visibility Identify one-time, overdue AR due to contract noncompliance Integrate with partner revenue management systems more easily Reduce hardware costs (e.g. server costs, networking equipment, etc.) Increaseproductivity,e.g.: Automatingrenewals and maintenance Managing multipleentities Speeding up invoicing Customizing workflows Accurate / timely reports Comparison across operating units (like franchises,locations) Faster and more effective monthly invoicing Cut annual maintenance and renewal fees Reduce IT personnel requirements Shortened financial close processes Streamlinetraining and trainingmat ls Eliminate need for backup and disaster recovery Multi-entity management, avoid delaysanderrors Reduce costs to maintain / upgrade network, security, and database Cost of force-fitting Financial Management applications to business needs Minimizeprof. svcs. and support costs 20 Agenda Intacct Recap Framing Your Decision: Knowing why to switch Framing the available options Justifying Your Decision: ROI breakdowns by option Building a ROI model of applicable upsides and downsides Additional Resources: Case examples ROI/TCO assessment tool 21 PC Retreat 7

8 Relevant Customer Case Examples Cloud-based financial management delivers significant ROI by: Streamlining the quote to cash process with seamless integration to Salesforce CRM Automating complex revenue recognition and billing Maximizing renewal revenue with proactive and automatic renewals management Accelerating financial consolidations and close processes Streamlining the capture of time and expenses incurred by your services organization Increasing real-time visibility into your business Intacct has rich functionality, great reporting and it s tremendously flexible. Intacct makes us more productive, allowing us to strategically redeploy some of our staff ultimately saving the company more than $100,000 annually in added salary. CEO ASP Global Services 22 Nucleus Research TCO Tool Custom tool to compare TCO for on-premise vs ondemand solutions Leverage alternative TCOs to validate Intacct advantages vs. on-premise solutions i.e. MS GP TCO WP Just a ¼-1/2 FTE additional resources tips the scale 23 Demonstration and Q&A Demonstration Questions and Answers Contact Information Chris Isbell chris.isbell@martinandassoc.com Rick Wilson rick.wilson@martinandassoc.com Kevin Martin kevin.martin@martinandassoc.com Phone PC Retreat 8

9 Solution Brief Intacct for QuickBooks Users For millions of small business owners, QuickBooks is the perfect accounting system. Cost-effective and easy-to-use, QuickBooks lets you organize your business finances, pay bills and track your sales and expenses. But, for owners, CEOs, CFOs and controllers of growing small and midsized businesses, there inevitably comes a time to evaluate whether QuickBooks is still meeting your needs. Outgrowing QuickBooks is a milestone you should celebrate it means you have achieved the level of success and scale in your business where you are ready to graduate from QuickBooks to a professional, full featured financial management system. Intacct is the award winning cloud financial system can take several financial management and accounting shapes. For some companies, a system specifically designed to help compelling event such as a control small and midsized businesses who have issue highlighted by your auditors or outgrown QuickBooks. Intacct and our an issue of employee fraud results partners have helped thousands in an immediate decision. For others, of companies like yours move from it s a more considered decision QuickBooks to Intacct your next where the finance team knows that (and last) financial management and it needs to graduate to a system accounting system. with deeper financial management and accounting functionality and the With automated conversion tools, question becomes when and how to pre-defined industry templates make the move. and built-in best practice business processes, Intacct is quickly becoming For QuickBooks users with rapidly the de facto standard for QuickBooks growing businesses, financial visibility graduates the lowest cost, lowest and control often become critical. risk choice with the best track record The requirement to continuously of success and the highest level of manage your business from anywhere customer satisfaction. In fact, 9 out of 10 monitoring and forecasting cash, of our clients indicated that they would tightening down on receivables and recommend Intacct to their colleagues. managing payables is a major catalyst for upgrading to an industrial strength As your company grows, the decision system like Intacct. Cost savings may to move from QuickBooks to a new also drive the decision; businesses using QuickBooks often find that they can more than justify the entire cost of Intacct by automating their financial processes and freeing finance staff from tedious manual work. Whether it s a single catastrophic accounting failure, a deep-seated knowledge that you need more sophisticated accounting functionality, a mandate to improve financial control and visibility or the need to automate your financial processes as you scale your business, thousands of QuickBooks users like you have made the decision to move to Intacct. Here are some of the things that companies evaluating whether QuickBooks is still meeting their needs typically consider: Is QuickBooks meeting all of your financial and accounting needs? Does it have all of the functionality and control you need today? How about a year from now? Can you provide your management team and board with the information they need in a timely fashion? Are your auditors concerned about your financial controls or security? Do you have the need to segregate your financial duties to reduce the risk of fraud? Does your team spend significant time outside of QuickBooks, using paper or Excel spreadsheets?

10 How much would you save if you could automate your financial processes to free your finance staff from repetitive, manual processing? Do you need to manage complex requirements like revenue deferral and recognition? Can QuickBooks handle your multicurrency and multi-entity requirements as you add locations and do business in multiple currencies? We don t have an IT department, so it was critical to find an financial solution that didn t require heavy lifting. Intacct put us in control of our data and how we use it, while eliminating any burden of software maintenance and upgrades. Partner, The Carrera Agency Have you been able to integrate Can your team work remotely? Can QuickBooks with your other key you access your financials and business systems, like sales force perform common tasks like purchasing automation, to avoid rekeying data or approvals from anywhere? islands of information? How are you handling backup and recovery? What would data loss cost your business? If you re like many growing companies, these questions may trigger even more questions as you evaluate whether you have outgrown QuickBooks. But beware, not making a decision to graduate to a professional system like Intacct can by itself be a costly decision, as you are likely to increasingly struggle with underpowered accounting functionality, overspending on staffing for manual tasks, leaving yourself open to a catastrophic control failure and exposing your business to technical and security risks. Intacct s cloud platform delivers the highest level of customer success, satisfaction and value.

11 Superior Accounting and Financial Management Applications Moving to your next financial management and accounting system is a big step, but Intacct and our partners can help you every step of the way. Once you move to Intacct, you have everything you need to grow your business: proven deep and mature financial management and accounting applications, real-time visibility and control, reliable on-demand delivery and a low total cost of ownership. Intacct s applications were named industry-specific financial templates with Best for replacing QuickBooks by built-in best practices charts of accounts, Inc. Magazine. The Intacct financial financial processes, reports, dashboards management system includes best of and much more. Once you select your breed applications for core financials template, QuickStart Financials easily and accounting, including Intacct maps your existing charts of accounts to General Ledger, Intacct Accounts Intacct, automatically creating all of Receivable, Intacct Accounts Payable, your account hierarchy structures and Intacct Cash Management and giving you extensive financial reporting Intacct Expense Management, plus out of the box. applications for purchasing, order management and financial reporting and business intelligence. Manage Multiple Entities with Ease Intacct multi-entity and financial Optional Intacct applications include consolidation capabilities improve your FAS-52 compliant multi-currency productivity, accuracy and compliance support, real-time financial consolidation, by managing detailed local financial sales tax management, inventory information for all of your business management, revenue management, entities along with automatic rollup, Web Services and pre-packaged consolidation and reporting across your integration with Salesforce CRM. entire business. Intacct supports simple and automatic rollups for businesses like franchises and restaurant chains all the Quickly Get Started way through advanced global financial To speed the implementation and consolidation for holding companies and conversion process, you can take multi-national corporations. advantage of automated conversion tools that accelerate the process of If you have multiple business entities, by making the switch from QuickBooks to upgrading from QuickBooks to Intacct Intacct. Simply point the tools at your you can typically expect to reduce your existing QuickBooks data files, answer a financial closing cycle, improve the few simple questions and your data is quality of your financial information and automatically converted and uploaded manage your multiple business units in into Intacct. real time, as well as ensure compliance with financial and regulatory Intacct QuickStart Financials lets you requirements in the regions where you choose from a library of pre-configured, do business. You ll never again have to worry about installing multiple copies of software, dealing with multiple data files or wasting time manually cutting and pasting information into Excel. Automatic Multi-Currency Businesses that operate in multiple currencies and use QuickBooks have traditionally had to perform currency conversion using calculators, spreadsheets or other manual methods. With Intacct, robust, automated, FAS-52 compliant currency conversion is built-in. The Intacct financial management system handles multiple currencies with ease, automatically maintaining rates, calculating values across the system, and performing adjustments such as recording gain or loss impact on foreign currency transactions. Intacct Multi-Currency complies with GAAP and other commonly applicable standards, such as Financial Accounting Standards (FAS) Statement 52 Foreign Currency Translation and FAS 141R Business Combinations (covering FAS 52, EITF 87-12). View Your Data Any Way You Want, From Anywhere at Any Time Intacct delivers sophisticated financial reporting capabilities that you can fine tune to any level of detail you need. You can easily drill down from summary financial reports to any level of detail including detail balances, journals or subledger transactions. Intacct combines inquiry, reporting and analysis into a single reporting solution, giving you real-time visibility across your entire company.

12 The built-in report wizard allows you to create unlimited variations of reports and graphs, including income statements, balance sheets, budget variance reports, financial ratios, gross margin, statements of cash flow and more. Columns may contain time periods or side-by-side comparisons of any level of department or location hierarchy detail, financial vs. operational results comparison, as well as budget vs. actual. Your users can retrieve important information by drilling down from each report, including supporting documents like scanned signature pages that back-up each transaction. Improved Control and Compliance Intacct provides very detailed security permissions, so you have precise control over who can see and do what across the system. You can segregate your financial duties. For instance, in Intacct it is easy to assign different staff Intacct Accounts Receivable lets you easily create invoices to support quick payment. members the ability to enter vendor necessary on checks less than $500, bills, request payments, approve but all checks over $5,000 may need payments and print checks. It is also two approvals by staff with specific easy to implement approval processes; signing authorities. you may decide that no approval is Intacct s applications are compliant with GAAP, IFRS, Sarbanes-Oxley and SAS 70 Type II. Intacct also supports compliance with many government, tax, legal, statutory and industry requirements including Financial Accounting Standards (FAS) Statement 52 Foreign Currency Translation and FAS 141R Business Combinations (covering FAS 52, EITF 87-12) for multi-currency businesses, or AICPA s Statements of Position (SOP) 81-1, 97-2 and 98-9, SEC Staff Accounting Bulletins (SAB) 101 and 104, VSOE, and FASB s Emerging Issues Task Force (EITF) for contract-based businesses. Intacct Accounts Payable organizes and presents the payment information you need.

13 Reliable Cloud Delivery Intacct on-demand applications enable you to run your business better and more flexibly. Intacct applications are always on and always current and you can access them securely anytime, from anywhere, as long as you have a Web browser and an Internet connection. This means your employees can work from home or remote locations as easily as they can from the office, and they can work at any time of day. They can easily collaborate in real-time with outside accountants and auditors. Lowest Total Cost of Ownership Prior to Intacct, the cost of graduating from QuickBooks to the next level financial management system has been daunting. For companies used to spending a few thousand dollars per year on QuickBooks, the prospect of a minimum $150,000 per year Total Cost We selected Intacct to replace QuickBooks when we found Intacct delivers superior remote access, automated deferred revenue management, and outstanding reporting tools that let us see our data in a way that makes sense for our business needs. That Intacct was able to offer all this in an on-demand solution made it the only product worthy of serious consideration. CFO, Atomic Learning of Ownership (TCO) for products like Internet. Intacct also includes free Microsoft Dynamics, Sage or Oracle US-based support and free online has been a compelling reason to do training, all for an affordable and nothing at all. predictable subscription fee that starts at just a few hundred dollars per month. Intacct changes all of this. With Intacct, With Intacct, companies graduating there are no capital costs, no IT staff, from QuickBooks can typically deploy in no operating costs, no hardware or weeks. Our clients are able to reduce software to install or maintain, no administrative overhead, do more with programming, easy upgrades and low less headcount by eliminating manual administrative costs. You simply use a processes and redeploy staff to more Web browser and a standard PC or Mac value-added functions. and access your system over the Best Opportunity for Success Intacct s mission is to take the cost and risk out of graduating from QuickBooks. In fact, the performance, reliability and security characteristics of Intacct are almost certainly far superior to those you would be able to afford if you were running your financial systems yourself. Intacct has a team of experts managing your system 24 hours a day, seven days a week, from three continents. Intacct applications run in Fortune 100 class IBM and SunGard data centers with world class security, reliability, backup and recovery. Configurable dashboards let you view multiple entities in one place. But great operations and high client satisfaction aren t enough. We go one step farther by guaranteeing that we will provide you with excellent service and if

14 we fail to meet our commitments, you ll get money back. Intacct is very proud of our Buy with Confidence SM guarantee, the strongest client satisfaction program in the software industry. Our commitments to our clients include 99.8% system availability, comprehensive disaster recovery services, rapid response customer support, fixed price implementation packages and more. Intacct. A Better Way to Run Your Business. Superior financial applications. Realtime business visibility. An open, on-demand platform. Easy administration and configuration without programming. You can have all these things and the highest rate of customer success and satisfaction and the lowest total cost of ownership. Contact us to learn how Intacct can help you graduate from QuickBooks to the last financial management system you will ever need. SB sales@intacct.com Intacct Corporation. All rights reserved. Printed in the U.S.A. The Intacct logo is a trademark of Intacct Corporation in the United States. All other trademarks mentioned in this document are the property of their respective owners.