2. The Selling the Solution Model

3. Pain Medicine TylenolAcetaminophen for headache, muscle pain Advil Bayer Excedrin Ibuprofen for headache, muscle pain, fever Acetaminophen and caffeine for headache, muscle pain Aspirin for headache, muscle pain, fever The Selling the Feature Model Features

4. 1 PAIN 2 REASON 3 RIPPLE EFFECT 4 CAPABILITIES The Selling the Solution Model

5. 1 PAIN: What issue are you trying to resolve? 2 REASON 3 RIPPLE EFFECT 4 CAPABILITIES

6. The Selling the Solution Model 1 PAIN: What issue are you trying to resolve? 2 REASON: Cause of the PAIN. 3 RIPPLE EFFECT 4 CAPABILITIES

7. The Selling the Solution Model 1 PAIN: What issue are you trying to resolve? 2 REASON: Cause of the PAIN. 3 RIPPLE EFFECT: How is PAIN affecting the organization? 4 CAPABILITIES

8. The Selling the Solution Model 1 PAIN: What issue are you trying to resolve? 2 REASON: Cause of the PAIN. 3 RIPPLE EFFECT: How is PAIN affecting the organization? 4 CAPABILITIES: How to resolve REASON for PAIN.

9. PainReasonsRipple Effect Capabilities The Selling the Solution Model

10. Pain “ I’m spending too much time doing payroll.” “I never know what employees are qualified for attendance bonuses, 401k eligibility, or who even receives holiday pay this week.” “We spend too much money on overtime.” What else have you heard? Common Pains in Payroll

11. Pain - Reason: I have to look at every person’s time card to find exceptions - Reason: I have to do the benefits calculations manually Reaso ns - Reason: I have no way of tracking OT against staff and production Pain: “I’m spending too much time doing payroll.” Pain: “I never know what employees are qualified for attendance bonuses, 401k eligibility, or who even receives holiday pay this week.” Pain: “We spend too much money on overtime.” Reasons for Pains in Payroll

12. Pain - Effect: Payroll personnel and management don’t get timely payroll data - Effect: We get errors that cause $ loss and employee dissatisfaction Reaso ns - Effect: Negative impact on employee morale (too much overtime, overtime imbalance) Pain: “I’m spending too much time doing payroll.” Pain: “I never know what employees are qualified for attendance bonuses, 401k eligibility, or who even receives holiday pay this week.” Pain: “We spend too much money on overtime.” Ripple Effect Ripple Effect of Pains

13. Pain Solution: System that automates exceptions Solution: Reports that calculate who’s eligible for benefits. Reaso ns Solution: Automated system that tracks OT against staff & production Pain:“I’m spending too much time doing payroll.” Pain: “I never know what employees are qualified for attendance bonuses, 401k eligibility, or who even receives holiday pay this week.” Pain: “We spend too much money on overtime.” Capabilit ies “Sol utio n” Ripple Effect Capabilities