1. © The Sage Group plc 2001 ISTUG Review Bill Hill Marketing Director

2. © The Sage Group Consulting PreSales Support Sales Inherited Strategy MediumLarge

3. © The Sage Group Issues Conflict …. Direct … Indirect sales All Channel treated the same for sales and support Sage Consulting expertise only supporting direct sales Ad hoc R&D to win deals Inappropriately structured Third Party Relationships Conflicting marketing message.. Buy from Sage.. Buy from Channel Sub optimised international sales and support strategy

4. © The Sage Group Strategic Initiatives Evolve to channel only sales, service and support model in domestic and international markets No longer selling direct Currently transitioning direct customers to the channel for service and support Currently negotiating with channel development partners for international development

5. © The Sage Group Strategic Initiatives Develop new business initiatives that promote Sage mid market capability and enhance product development Sage and IBM relationship –Porting to iSeries DB2 and Linux Development of ASP programme Restructure and promote Complimentary Product Relationships Accelerate and prioritise Customer Prioritised Development Accelerate opportunity for bespoke activity

6. © The Sage Group Strategic Initiatives Invest in training and accreditation to ensure customer service and support satisfaction

7. © The Sage Group Strategic Initiatives Build a collaborative network between Sage, Sage Solution Centres,independent consultants, accountants market research companies and customers to ensure : Business issues relating to our product are understood and addressed Identification of areas of future development and enhancement of our product Sage Alliance Sage Sage Solution Centres Consultants and IT specifiers Market Research Accountants ISTUG

8. © The Sage Group plc 2001 Thank you Any Questions?