1. MYOB Client Connect CRM software that operates in Microsoft Outlook®
Business is at essence all about connections, between customers, suppliers, associates, pasts customers, acquaintances and others
David Hughan
August 2009

3. Business is at essence all about connections, between customers, suppliers, associates, pasts customers, acquaintances and others
Managing and keeping records is essential to professional business conduct

4. The MYOB ClientConnect Suite
Is an Easy to Use CRM Tool
That Works in Microsoft Outlook®
Integrates with MYOB Accounting Software
Drives Efficient Client Communications & Records
Enables greater Sales and Service

5. The MYOB ClientConnect Suite
Standalone single user versions
MYOB ClientConnect OZ $99/user/year NZ $119/user/year
MYOB ClientConnect Plus OZ $149/user/year NZ $179/user/year
Team version
MYOB EXO ClientConnect OZ $699/user/ 1st year & $349 2nd year
NZ $799/user/1st year & $399 2nd year

6. Important Information
All ClientConnect versions are sold on a Subscription basis

7. 54%
believe it will be months before the economy will start to improve
Source: MYOB Australian Market Monitor, July 2009.” Please indicated how much your business revenues/sales have increased or decreased over the last 12 months?”(n= 1,000)

8. 39% 35% Have decreased sales over the past 12 months ago
Have the same sales as 12 months ago
Source: MYOB Australian Market Monitor, July 2009.” Please indicated how much your business revenues/sales have increased or decreased over the last 12 months?”(n= 1,000)

9. 70% have the same or more work than 12 months ago
Source: MYOB Australian Market Monitor, July 2009.” Please indicated how much your work has increased or decreased over the last 12 months?”(n= 1,000)

10. The need to grow sales has never been greater
Better customer service
More organized
More efficient
Sales team need a tool
Management needs to know what’s going on
Tools must be easy and familiar

11. Small Business Pain Points
Knowing how to get new customers
Knowing how to market the business for maximum returns
Keeping your existing customers
Doing direct marketing activities to your customers
Knowing how to make use of potential referral channels
Managing new sales leads to ensure efficient follow up
Analysing your customer database for better communication
Keeping your customer database accurate and up to date
Monitoring sales staff activities and performance
Keeping a record of the customers communication history
MYOB Pain Point Study of small business identifies and tracks over 60 pain points that small business have – these are some of the sales and marketing points, CC Suite can clearly help
Source: MYOB Pain Points Study Aug /Sept 2008

12. Top 10+ Features MYOB Client Connect MYOB Client Connect Plus
MYOB EXO Client Connect
Daily Dashboard
Contact Manager
Opportunity Manager
Date Time Stamp Notes
Report Manager
Sales Automation / Workflow
Group Wizard
Peer to Peer Sharing
Sales/Team Collaboration
Company Accounts
Auto Quote Generator
Works in Outlook
Synchronises contacts
Organisation and find-ability
Management of sales opportunities
Additional benefits
Quote integration with MYOB Accounting software
Sale collaboration over network
Automated workflows
Manage and collaborate
Exchange Integration
Training and implementation required

13. Top Features – Our clients view…
In terms of the FEATURES of the concept with most appeal, the top 5 features driving overall appeal of the concept were:
Information storage: Storing all information about customers and prospects in one central system (e.g. Outlook) for your business;
Integrated with Outlook;
Searching: Quickly search your whole computer to find any documents relating to that customer / prospect;
Keeping track of communications: Has date and time stamp notes to help you keep track of all communications;
marketing: Drive your communication (i.e., any marketing letters or attachments) from this system so they are sent to the right contacts at the right time.

14. Top 10+ Benefits MYOB Client Connect MYOB Client Connect Plus
MYOB EXO Client Connect
Greater Chance User Adoption
One Application / One Contact Database
Linked to your Outlook activities
Be more organized
Increase activity visibility
Increase sales pipeline visibility
Increase forecast accuracy
Communicate more effectively as a team
Touch all prospects / customers more frequently
Find customer information faster
Consistent sales processes
Professional marketing capabilities

15. The Benefits – What our clients think

16. Overcoming Objections
Price
ClientConnect & ClientConnect Plus is in many cases a low priced point. When talking about pricing you should know the following: Main Problem, Number of Users, Budget, Timeline
Mail Server, Decision Maker, and Decision Process
Competition
Our philosophy is not to disparage the competition, rather to reinforce the differentiation of ClientConnect.
 “How are you better than the competition?”  
I am not sure we are the best fit until we have had a conversation about your requirements. Our clients tell me the reason they chose Client Connect was that it is built into Outlook and it is easy to use
‘The Cloud’ or Web Access
Are they comfortable having all their confidential data out in the clear, on an un-secure platform? (VPN is encrypted)
Determine what the prospect means by Web Access
Do they mean necessarily a hosted solution, or the ability to connect to the Prophet Server via the Internet? If the latter, the ClientConnect server can be set up on a dedicated IP address. Also the ClientConnect terminal Server version supports Remote Desktop.
ClientConnect includes total Offline capability. Are they comfortable having no Offline access to the data? Hosted solutions may offer this at an additional price, but it is still not integrated into Outlook.

17. Overcoming Objections (con’t)
Requires more Contact Centric Functionality
Qualify further. Many times prospects are simply used to different terminology. ClientConnect has functionality for entering time and date stamped notes and Tacking activity at the contact or account level.
Opportunity record can be set to a Sales Status: Existing Clients and be used as an ongoing record for account sales activity
Don’t Use MYOB
Don’t need to use MYOB Accounting or MYOB EXO offerings for Client Connect to work. You must have Outlook however
MailMerge facilities already exist
Stress our philosophy of Outlook Integration and being part of the Microsoft platform. Since ClientConnect utilizes the same contact records, users can mail merge from the contacts in Outlook. Mail merge can be performed from an Opportunity list by running a report in Excel format and using Word’s Mail merge function pointing at this Excel file as the contact data source.
Mobility
Contacts, s, appointments and tasks created in ClientConnect can be accessed through any PDA that synchs with Outlook. Conversely any contacts, s, appointments and tasks created in a PDA can be synched to Outlook and ClientCionnect. Mobile access to ClientConnect Sales Opportunity data requires a laptop with the ClientConnect client. ClientConnect is typically compatible with Outlook Add-Ins

18. Top 10 Barriers – Our clients view…

19. Some other CRMs…

20. E.g. Comparing with some other CRMs…
MS CRM
Mid Enterprise Solution
Takes Months to Implement
$10,000+ for License & Service
Too Complex for SMB’s
EXO ClientConnect
Sweet Spot 1 to 300 users
Implement in Hours
Ease of Adoption
$700 to $5,000+ for License & Service
Effective & elegantly easy to use
Outlook BCM
Single User – Team Version after thought
No implementation best practices or help
Separate Contact Database
Notes are clunky
Little or no support from MS

21. The Long and the short of it…
Source: Reuters Images
The Long and the short of it…

22. What’s next… Launch 25 August in both AU and NZ
1st MYOB subscriptions product in the market
Accepted into all the major retail chains
Already 600 orders from retail chains!
Launched at Professional Partners conference around Australia this month
Launch at ED conference early Sept
Viral Marketing starts early Sept – Coming Soon

23. Sneak Peak…

24. MYOB Client Connect CRM software that operates in Microsoft Outlook®
David Hughan
August 2009