© 2007INTACCT CORPORATION CONFIDENTIAL
Where’s the Cash in your Lead to Cash Process?
Kathleen Lord, VP Sales, Intacct
Doug Harr, CIO, Ingres
Best Financial Software Solution
© 2007INTACCT CORPORATION CONFIDENTIAL
Agenda
Challenges with Typical Lead-Cash Processes
Lead-Cash Process with Intacct MAXTM for salesforce.com
Ingres Case Study
Live Demonstration
Q & A
© 2007INTACCT CORPORATION CONFIDENTIAL
Challenges with Typical Lead-Cash Processes
• Reps have no visibility into Customer/Inventory Info
AR Balance, Inventory levels, Shipment History
• Orders require manual entry into Finance system
High-risk for data entry errors, delays
• No visibility once orders are submitted to finance
Invoice/Payment/Shipment status
Front OfficeBack Office
© 2007INTACCT CORPORATION CONFIDENTIAL
Front OfficeBack Office
Lead – Cash Process with Intacct MAXTM
•Create a booked order from an opportunity in a single click Customer, Product, Pricing, Fulfillment details
• Automatically trigger back-office work flows
Accounting, Product & Services Fulfillment
• View customer data traditionally hidden in the back-office
Payment History, Fulfillment Status, Sales Analysis
© 2007INTACCT CORPORATION CONFIDENTIAL
Who’s Intacct?
The Company:
Leading On-Demand Financial Management
HQ in Silicon Valley with operations in India
Our Customers:
Over 2,200 customers, 11,000+ users
More than 99% retention rate
Financial Management Solutions:
Award-winning solutions
Industry leading services Platform
Proven Operations & Infrastructure
The Financial Backers:
Emergence Capital Partners
Sigma Partners
Sutter Hill VenturesPlatform Partners
Channel Partners
Customers
© 2007INTACCT CORPORATION CONFIDENTIAL
General LedgerAccounts Payable
Accounts ReceivableCash Management
Expense ManagementRevenue Recognition
Order Management Inventory ManagementProcurement Management
Project ManagementTime & Billing
Client Expenses
Executive DashboardsReporting and AnalyticsBudgetingEvents ManagementIntegration
Intacct Financial Management Solution
© 2007INTACCT CORPORATION CONFIDENTIAL
Intacct MAXTM for salesforce.com
Intacct MAX™ lets users convert a SFDC opportunity into a booked sales order with a single click
– Staff productivity is maximized using a single sign-on to a web-based interface for the combined system
– Input product records once for sales and accounting needs. Intacct MAX™ automatically synchronizes Intacct account/product records with Salesforce
Intacct implements rules for billing, revenue recognition and contract renewals
– Back-office work flows such as accounting, product and service fulfillment are triggered automatically from within Salesforce or Intacct
Inventory, Deferred Revenue and Accounts Receivable are updated automatically
All relevant customer and order data within Salesforce populates Intacct’s financial system of record automatically
– Bi-directional flow of data gives Salesforce users visibility into customer data previously hidden in back office systems
© 2007INTACCT CORPORATION CONFIDENTIAL
About Ingres
Leading provider of open source software solutions and services– Database, application development, BI, integration, middleware
Ingres database – 25+ years industry expertise– University Ingres & System R Create an Industry - 1976– First commercial relational database product – 1981– Acquired by CA – 1994– Released as open source – 2004
Ingres Corporation formed – 11/2005
Tripled to 270 employees across the world
Customers in 58 countries
© 2007INTACCT CORPORATION CONFIDENTIAL
Intacct Financials/DistributionFinancials
Order Entry/DistributionProfessional Services
Co-LocationCorporate Web Site & Community
Customer Service TicketingE-Mail
ADP HRIS, Payroll SolutionsWorkforce management
BenefitsPayroll
Salesforce CRM ApplicationsLead ManagementSales ForecastingSales Operations
On Premise, On IngresIntranet / Knowledge / Document / Content Management
Workflow / Forms ManagementIntegration / Reporting Hub
Networking, Telephony
IT Delivery StrategyOn Demand (SaaS) or Open Source (Ingres+)
© 2007INTACCT CORPORATION CONFIDENTIAL
Life Before Intacct
Some processing in Salesforce– Opportunity “Summary” with Product line item detail reflected the potential sale – Custom fields for Contract Start/End by line item were used to reflect duration of the
subscription sale – More than 49 price lists were required to reflect combinations of currency and standard
discount levels – Salesforce mail merge routines were used to print order forms in 4 languages and per
legal entity (13 separate forms)
Orders, invoices and revenue management processed in other systems– AR customers and invoices were manually loaded into QuickBooks – Revenue Recognition schedules (majority spread over the 12 month contract period)
kept in spreadsheets
Resulting Issues:– AR customer records in QuickBooks often did not match Salesforce accounts -
Potential for error in Invoice information was high – Tracking recurring billing arrangements manual and prone to error – Revenue Recognition via spreadsheets prone to potential error – Sales had no visibility to Order/AR status of customers
© 2007INTACCT CORPORATION CONFIDENTIAL
Solution Search – What we Needed
Ingres needed an integrated solution to the order to cash problem:
The IT Strategy for sourcing solutions at Ingres is “On Demand” or “Open Source”
Salesforce was a natural choice for a CRM solution
We needed a Financials/Distribution application which met our requirements and integrated to Salesforce
We also wanted to assure an integrated solution for Professional Services Automation (PSA) - our next project
Ingres is a subscription based software and services company, requiring advanced order-to-cash processes
We specifically did not want to go with heavyweight applications from Oracle or SAP
© 2007INTACCT CORPORATION CONFIDENTIAL
Why we Selected Intacct
Intacct one of a few SaaS based solutions for Financials and Distribution
Intacct either already met all of our criteria or had a roadmap to getting there
Intacct provided integration to Salesforce and to OpenAir, a leading SaaS PSA solution
We liked what we heard from Intacct – in their personnel and management – and that they would be a good partner for us
We felt that we could help influence the direction of the product
© 2007INTACCT CORPORATION CONFIDENTIAL
Salesforce CRM & Intacct ERPOpportunity Management
Steps to Enter the Deal
#1 Enter an Account; Push to Intacct
#2 Enter an Opportunity Summary
#3 Enter the Sales Order
#4 Print the Order Form
© 2007INTACCT CORPORATION CONFIDENTIAL
Create Customer AccountSalesforce is the “Customer Master”
© 2007INTACCT CORPORATION CONFIDENTIAL
Create OpportunitySummary Information only
© 2007INTACCT CORPORATION CONFIDENTIAL
Create Sales OrderProduct Detail with contract terms
© 2007INTACCT CORPORATION CONFIDENTIAL
Create Sales Order Form
1) Check Sales Order – check the box next to the sales order to print
2) Print Sales Order – select this – you will be asked for the language, then the form will display
2.
1.
© 2007INTACCT CORPORATION CONFIDENTIAL
Viewing Intacct AR Customer Ledger
© 2007INTACCT CORPORATION CONFIDENTIAL
Integrated Dashboard
© 2007INTACCT CORPORATION CONFIDENTIAL
Business Benefits of Salesforce + Intacct
Improved Sales Performance
– Sales visibility to Order/AR status beneficial during sales cycle Improved Customer Satisfaction and Communications
– Integrity of customer/booking information improves sales execution
– Sales Management has greater visibility into the drivers for their business
Stronger Financial Management
– Audit cycles no longer require manual heavy lifting
– Capture of revenue recognition eliminates the needs for spreadsheets
– Reduced labor required for order processing/invoicing
– Accurate invoicing improves collections, DSO
Complete visibility into the lead-cash process
– Gained a 360 degree view of our customers to better manage our business
© 2007INTACCT CORPORATION CONFIDENTIAL
Intacct MAXTM
Live Demonstration
© 2007INTACCT CORPORATION CONFIDENTIAL
Why Intacct MAXTM for salesforce.com?
360 degree view of customers. Integrate Salesforce with Intacct’s Accounting, Supply Chain, and Order Management applications.
One log-in for all your needs. Create Intacct Order Management Quotes or Orders from Salesforce Opportunities.
Increase visibility. View customer account history and other reports from within Salesforce.
Reduce user error for disparate applications. Automatically synchronize Salesforce account records to Intacct.
Input products one time for sales and accounting. Automatically synchronize Intacct product records to Salesforce.
Increase reporting visibility on custom fields. Map Salesforce standard and custom fields to Intacct standard or custom fields and vice versa.
Salesforce.com Process
Link your Lead to Cash with a single click.
© 2007INTACCT CORPORATION CONFIDENTIAL
Q & A
Kathleen Lord, VP Sales, [email protected] or 408-878-0960
www.intacct.com
Doug Harr, CIO, [email protected]
www.ingres.com
Best Financial Software Solution
Come Visit
us at Booth
#703
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