XSELLerator

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

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Where Do We Get The Data?
Core
Other systems
MCIF
NSS XSELLerator Data
Data Warehouse
Platform
Sales Entry
CRM
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System Elements

• Organizational Hierarchy
• Product definitions
• Other metrics
• People

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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

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Other Metrics

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

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People

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

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Customers
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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

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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

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Technology

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

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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

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

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Next Steps

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

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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

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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

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Subscription Pricing 2009
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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

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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

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