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Slide 1: Performance Tracking & Incentive Compensation XSELLerator Doug Pearson NSS Corp dpearson@nsscorp.com http://www.nsscorp.com 603-296-2909
Slide 2: If you can measure it, you can manage it
Slide 3: Performance Measurement Current Tracking Environment Manual Sales Tracking Manual Referral Tracking Labor Intensive Unreliable data Report delays Achieve Improved Performance Measurement & Management in 3 to 6 months XSELLerator Performance Management Automated Sales Tracking Automated Referral Tracking Automated Referral Matching to Sales Online /Real Time Reporting Reliable data Automated Incentive Compensation Performance Ranking Performance Coaching Tools Precise Performance Measurement 60-90 Day Implementation Achieve ROI with Improved Sales & Profitability In 6 to 12 months
Slide 4: Features  Referral routing with e-mail  Automated referral matching to sales  Sales tracked by employee and location  Extended cross-sell session  Ranking reports  Multiple views of sales performance  Scorecard Management  Performance DashBoard  Many incentive program options
Slide 5: Where Do We Get The Data? Core Other systems MCIF Platform NSS XSELLerator Data Data Warehouse CRM Sales Entry
Slide 6: System Elements     Organizational Hierarchy Product definitions Other metrics People
Slide 7: New England Group S. Quinn Maine New Hampshire J. Vincent Maine Bank & Trust Granite Financial S. Upton Granite Savings Central Area Coastal Area Bangor S. O’Connor Orono T. King Old Town L. Fein Portsmouth S. Miller Rye B. Jackson Hampton K. Engle
Slide 8: Granite Financial S. Upton Corporate Area Retail Branch A O. Taylor Commercial Lending S. May Nashua M. Davis Investment Services A. Roy Manchester D. Smith Customer Care Center S. Steinberg CSR K. Able Teller T. White Concord Mortgage Lending D. Cohen Marketing L. Harrington Keene J. Xavier
Slide 9: Products  Product Groups  Checking, CDs, Savings, IRA, Consumer Loans, Mortgage Loans, Commercial Loans, Insurance, Investments, Services, Activities  Products  Appointment kept  Application taken  Business development calls
Slide 10: Other Metrics        Financial Ratios – ROA Percentages – ROE Profitability Net Deposit Growth Non-interest Income Mystery Shopping Customer Satisfaction
Slide 11: People Front Line Personnel Back Office Personnel Management Job Classes Teller FSR Branch Managers Assistant Branch Managers Commercial Lenders Mortgage Lenders
Slide 12: Customers
Slide 13: What Our Customers Say      Coaching has improved Cross-selling has increased Information is more timely and credible Information is easily accessible Increased flexibility of processing – monthly/weekly/daily  Improved sales management capability  Higher quality and quantity of referrals from Tellers  Increased referrals across business units
Slide 14: Return on Investment  Savings on manual tracking of sales  Savings on manual processing of referrals  Incremental sales – 1 per month per sales person – Coaching – Referrals – Sales management
Slide 15: Technology  Web Based System  Server – Windows Server Operating System  Administrative Clients – Windows  DB2  Crystal Reports  ASP.NET  Visual Basic and VB.NET
Slide 16: Licensing Pricing 2009 Pack Size 25 50 100 150 200 250 500 1000 Total License $22,000.00 $26,750.00 $35,500.00 $43,500.00 $50,500.00 $56,500.00 $86,500.00 $136,500.00 Annual Maintenance $4,400.00 $5,350.00 $7,100.00 $8,700.00 $10,100.00 $11,300.00 $17,300.00 $27,300.00 •One time license fee. Base Fee plus a usage fee based on number of employees tracked for sales or referral performance. •Base Fee $16,500 •Annual product support is 20% of the license fee •EG - 100 employees is $16,500 + $19,000 = $35,500. •Annual Product Support is $35,500 * 20% = $7,100
Slide 17: Subscription Pricing 2009 With subscription pricing there is a one-time set-up fee of $4,900 Pack Size 25 50 100 150 200 250 500 1000 Monthly $795 $990 $1,350 $1,680 $1,970 $2,220 $3,455 $5,520
Slide 18: Product Support • 20% of Licensing Fee • New Releases – 6.1.X is a point release – fixes and enhancements – once a quarter – 6.2 is the next release – significant new functionality – once a year • Ongoing support • Seat at the XSELLerator User Conference • Optionally, seat on the XSELLerator Advisory Council
Slide 19: Next Steps         References Copy of the PowerPoint Number of employees Proposal Timeframe Budget What is the approval process Follow-up
Slide 20: Extract Targets               Jack Henry Silverlake Jack Henry 20/20 Symitar ACS Kirschman Fiserv Customerfile Horizon COCC – OSI Harland Touche Analyzer (Maxsell – MCIF) Bisys (OSI) Fiserv CBS Fiserv ITI – Prime Datawarehouse Pathfinder (Sedona CRM) Miser
Slide 21: Managed Ops Options • NSS installs the software • NSS does all the authoring – initial and ongoing • Run the administrative processes monthly or weekly • Housed at a site NSS currently uses or…. • Housed within your business and we access remotely • Priced at $5 per employee per month • Example – 100 employee pack – the managed ops cost is $500 per month
Slide 22: Subscription Pricing 2009 Pack Size 25 50 100 150 200 250 500 1000 Set-up $4,900.00 $4,900.00 $4,900.00 $4,900.00 $4,900.00 $4,900.00 $4,900.00 $4,900.00 Annual $8,675.00 $10,812.50 $14,750.00 $18,350.00 $21,500.00 $24,200.00 $37,700.00 $60,200.00 Quarterly $2,277.19 $2,838.28 $3,871.88 $4,816.88 $5,643.75 $6,352.50 $9,896.25 $15,802.50 Monthly $795.21 $991.15 $1,352.08 $1,682.08 $1,970.83 $2,218.33 $3,455.83 $5,518.33
Slide 23: Extract Information • Required – Employee id of sales person – Date of sale – Customer last name – Customer id for matching – Customer SSN (substituted if N/A for customer) – Location of sale (branch or other dept) – Product code Required – can be derived from the above or defaulted – Time (time of day incremented if not available)` – Customer status (new or existing) – Product status – (prospect or sold) – Bank number – defaulted if only one bank – Product group – derived from product code •
Slide 24: Other Extract Data • • • • • • • • • • • • • • • Customer first name Customer middle initial Address line 1 Address line 2 City State Zip Matching type (whether phone, ssn, CIF code, etc.) Up to 3 phone numbers E-mail Account number Up to 4 amount fields Marketing media code Source of funds code Referrer id
Slide 25: Performance Tracking & Incentive Compensation XSELLerator Doug Pearson NSS Corp dpearson@nsscorp.com http://www.nsscorp.com 603-296-2909