Working Together A successful collaboration case study Ed Thomas VP Major Accounts Bill Clausen EVP Client Relations

Our primary focus could understandably be: Simply sell more of our solutions ETM Statutory Reporting Unclaimed Property Prelude Software Disbursement Hub Payment Methods

However, we mutually focused first on the….

...and, that allowed us to easily see an….

...to forge a partnership!

Our clients want a holistic solution

Make it simple to implement and use

And, the partnership may look easy, but the reality is...

Under the surface - (what it takes to succeed!) A clear focus that all parties understand and buy into! Perpetual effort to do the individual work necessary to achieve the overarching goal more complex solutions requiring different SMEs The 3 C’s! Communication Shared values clients as long-standing relationships quality, built-to-last products great customer service We are in this together Success is shared and mutually benefitting

Top 6 Typical Ways Partnerships Fail Not having a combined vision on the value proposition of the partnership Only in it for the other company’s client list (leads and lead referrals) Poor communication within each company and/or between partnership Overhanging the marketplace i.e. selling vaporware Not following through With each other With what was promised to the client; i.e. brand / reputations are negatively impacted Not being invested in each other’s success

ETM - Culture Customer Satisfaction Forward-thinking company Customer driven Product design comes from software advisory board made up of customers Employee owned Answer to Main St. not Wall St. “Individuals Can Accomplish Anything, TEAMS CAN WORK MIRACLES” Super Bowl LII Winner Philadelphia Eagles

Prelude - Culture Delighting our clients Note: We don’t have one-time customers. We have lifelong clients. Surround ourselves with good people In our company and in our partnerships Help enable clients’ success each new day, by our planning for the future in a holistic way [Everyone] do your job! Bill Belichick, Head Coach of 5 time Super Bowl Winner, N.E. Patriots Teamwork makes the dream work! John C. Maxwell - Author, Leadership and Team Builder Expert

Our Collaborative Culture - ETM & Prelude “Wild West” AP market requiring closer review and understanding of the changing, diverse payment method options; i.e. ways to pay! Insurance Industry Market needs/asking for a solution that is: Holistic Dynamic Flexible Scalable Lifelong (Alpha & Omega) Our products naturally complement each others And, we work with multiple solutions, resources, vendors to expand our holistic offering; e.g. DATAMATX, DELUXE, WEX T.E.A.M. Together Each of us Accomplishes More

Examples of partnerships gone wrong We didn’t get here without trial and error and have prior efforts at collaboration with other companies Non-conducive culture Selling widgets vs. consultative/collaborative selling Customer service is a black hole of call trees and passing the buck Vaporware vs. quality, proven solution Limited or no references Over-promising, under-delivering Lack of commitment and focus

Discussion Tell us your story

Thank you for sharing time with us today Ed Thomas Ed Thomas | VP Major Accounts | Eagle Technology Management | 610.993.0540 | www.byetm.com Bill Clausen Bill Clausen | EVP Account Relations | Prelude Software | 508.650.0033 | www.PreludeSoftware.com