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

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

4. However, we mutually focused first on the….

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

6. ...to forge a partnership!

7. Our clients want a holistic solution

8. Make it simple to implement and use

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

10. 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

11. 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

12. 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

13. 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

14. 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

15. 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

16. Discussion
Tell us your story

17. Thank you for sharing time with us today
Ed Thomas
Ed Thomas | VP Major Accounts | Eagle Technology Management | |
Bill Clausen
Bill Clausen | EVP Account Relations | Prelude Software | |