XSELLerator

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XSELLerator

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Checking, CDs, Savings, IRA, Consumer Loans, Mortgage Loans, ... Referrer id. XSELLerator. Performance Tracking & Incentive Compensation. Doug Pearson ... – PowerPoint PPT presentation

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Title: XSELLerator


1
XSELLerator
Performance Tracking Incentive Compensation
Doug Pearson NSS Corp dpearson_at_nsscorp.com http//
www.nsscorp.com 603-296-2909
2
If you can measure it, you can manage it
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
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

5
Where Do We Get The Data?
Core
Other systems
MCIF
NSS XSELLerator Data
Data Warehouse
Platform
Sales Entry
CRM
6
System Elements
  • Organizational Hierarchy
  • Product definitions
  • Other metrics
  • People

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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

10
Other Metrics
  • Financial Ratios ROA
  • Percentages ROE
  • Profitability
  • Net Deposit Growth
  • Non-interest Income
  • Mystery Shopping
  • Customer Satisfaction

11
People
  • Front Line Personnel
  • Back Office Personnel
  • Management
  • Job Classes
  • Teller
  • FSR
  • Branch Managers
  • Assistant Branch Managers
  • Commercial Lenders
  • Mortgage Lenders

12
Customers
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

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

15
Technology
  • Web Based System
  • Server Windows Server Operating System
  • Administrative Clients Windows
  • DB2
  • Crystal Reports
  • ASP.NET
  • Visual Basic and VB.NET

16
Licensing Pricing 2009
  • 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

17
Subscription Pricing 2009
With subscription pricing there is a one-time
set-up fee of 4,900
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

19
Next Steps
  • References
  • Copy of the PowerPoint
  • Number of employees
  • Proposal
  • Timeframe
  • Budget
  • What is the approval process
  • Follow-up

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

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

22
Subscription Pricing 2009
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

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

25
XSELLerator
Performance Tracking Incentive Compensation
Doug Pearson NSS Corp dpearson_at_nsscorp.com http//
www.nsscorp.com 603-296-2909
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