Title: XSELLerator
1XSELLerator
Performance Tracking Incentive Compensation
Doug Pearson NSS Corp dpearson_at_nsscorp.com http//
www.nsscorp.com 603-296-2909
2If you can measure it, you can manage it
3Performance 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
4Features
- 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
5Where Do We Get The Data?
Core
Other systems
MCIF
NSS XSELLerator Data
Data Warehouse
Platform
Sales Entry
CRM
6System Elements
- Organizational Hierarchy
- Product definitions
- Other metrics
- People
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9Products
- Product Groups
- Checking, CDs, Savings, IRA, Consumer Loans,
Mortgage Loans, Commercial Loans, Insurance,
Investments, Services, Activities - Products
- Appointment kept
- Application taken
- Business development calls
10Other Metrics
- Financial Ratios ROA
- Percentages ROE
- Profitability
- Net Deposit Growth
- Non-interest Income
- Mystery Shopping
- Customer Satisfaction
11People
- Front Line Personnel
- Back Office Personnel
- Management
- Job Classes
- Teller
- FSR
- Branch Managers
- Assistant Branch Managers
- Commercial Lenders
- Mortgage Lenders
12Customers
13What 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
14Return 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
15Technology
- Web Based System
- Server Windows Server Operating System
- Administrative Clients Windows
- DB2
- Crystal Reports
- ASP.NET
- Visual Basic and VB.NET
16Licensing 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
17Subscription Pricing 2009
With subscription pricing there is a one-time
set-up fee of 4,900
18Product 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
19Next Steps
- References
- Copy of the PowerPoint
- Number of employees
- Proposal
- Timeframe
- Budget
- What is the approval process
- Follow-up
20Extract 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
22Subscription 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
25XSELLerator
Performance Tracking Incentive Compensation
Doug Pearson NSS Corp dpearson_at_nsscorp.com http//
www.nsscorp.com 603-296-2909