Asure Software Inc · NASDAQ:ASUR
Asure Software — 2023 Asure Reseller Partner Conference
22 slides from Asure Software's conference presentation, Sep 1, 2023
Slide 1: Asure's Sales & Marketing Playbook
Asure’s Sales & Marketing Playbook Mike Vannoy & Eyal Goldstein 2023 Asure Reseller Partner Conference
Slide 2: Sharing Our Playbook (Same Products as You)
Sharing Our Playbook (Same Products as You) Messaging & Product Bundles YoY Bookings Growth ▲ 80% Rep Productivity Tax & ERTC 79 reps 225% + HR Compliance 217% 66 reps 2022 + Payroll & HR 116% 165% = HCM for Growth YoY • ERTC demand 93% $192k/Rep $346k/Rep 84% remains strong; Funds HRC 55% • HR Comp
Slide 3: Content Creation
e =) EVOLVE Content Creation
Slide 4: Buyer Personas
Buyer Personas Persona Decision-making Company Size Name Description Needs & Challenges Factors Owner of a startup or local • Simplified payroll • Price 1-10 Small Biz business. Manages operations • Affordable pricing • Usability employees Sally hands-on. • Easy onboarding • Scalability Manager of a
Slide 5: Buyer Journey
Buyer Journey Potential Content/Service Journey Stage Growing Greg's Actions Information Needs Touchpoints • Notices inefficiencies in current • What are the signs of an • Blogs about HR inefficiencies payroll/HR processes. inefficient HR system? Awareness • Webinars on HR best-practices • Starts in
Slide 6: "Awareness" Content Creation
“Awareness” Content Creation
Slide 7: "Consideration" Content Creation
“Consideration” Content Creation 81% of B2B Buyers During the purchasing process, research before talking with a vendor
Slide 8: "Decision" Content Creation
“Decision” Content Creation
Slide 9: Digital Marketing Feeding SDRs & Inside Sales Reps
Digital Marketing Feeding SDRs & Inside Sales Reps
Slide 10: Will you…
Will you… Follow me? Read emails? Watch ads?
Slide 11: Omni-Channel Marketing Campaigns
Omni-Channel Marketing Campaigns Ad Retargeting Convert? No Yes Asure Sales
Slide 12: Marketing Tech-Stack
Events Organic Social Paid Email Marketing Tech-Stack
Slide 13: Marketing Funnel
Marketing Funnel MQL MQL Webinar Email MQL Demo MQL Social MQLs and SQLs MQL MQL MARKETING QUALIFIED LEADS eBook PPC MQL>SQL % Demographic match Digitally engaged SQL SQL Social SALES QUALIFIED LEADS eBook Demographic match Digitally engaged SQL>Win % and Agreed to meet with Sales Rep Wins
Slide 14: Measure Every Inflection Point of Funnel
Measure Every Inflection Point of Funnel
Slide 15: Field Marketing Feeding F2F Sales Reps
Field Marketing Feeding F2F Sales Reps
Slide 16: Monthly "Purpose Driven Drops"
Monthly “Purpose Driven Drops” Field sales reps curate a community of referral partners (brokers, banks, and CPAs) and have a ‘purpose for dropping in’ to nurture those relationships every month Monthly, each sales rep: 30 printed articles 30 printed promo cards 30 pieces of Asure swag
Slide 17: Go-to-Market Sales Model
® S) FVOLVE - Go-to-Market Sales Model =
Slide 18: Recruiting
Recruiting Only Industry Experience 3 rounds of interviews • Hiring Manager • Senior Manager • Panel interview with “Why Asure”
Slide 19: Onboarding
Onboarding 100+ step 3-month curriculum Scripted first 2 weeks In field/On-phone in week 2-3 Self guided courses with regular check-in Ongoing first year mentorship Dashboard first year productivity
Slide 20: Commission
Commission 50/50 leverage Quarterly based accelerators ARR driven Bookings credit at sale Commissions paid at start (no annuity)
Slide 21: Sourcing
Sourcing Booking by Source YTD 66% Referrals o CPA, Bank, Broker o Channel partners o Few Payroll/HR demos 17% Sales Sourced o Strategic, cold outreach o Zoominfo 17% Marketing Sourced
Slide 22: Messaging & Bundling
Messaging & Bundling ERTC Partners leads: o ERTC + Payroll o ERTC + HR Compliance Broker and Bank leads: o ERTC + HR Compliance o ERTC + Payroll o Payroll + AdvHR + HR Compliance Payroll customers o Add: ERTC + HR Compliance o Add: AdvHR + HR Compliance
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