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Yammer digest for week of 27 July 2009Paul Ramsbottom: Blackbaud Q2 earnings call - market news: avg sale price is being maintained (slightly down) but unit counts are down. Read the full quote on the no decision factor and BB's view of their competitive world: "So, if you had 100 opportunities, then no decisions in the path for 40 or so percent, they might be 50 or 60% there, depending on the sector. So, yes, there is in some sense more competition for the remaining parts and, yes, we represent the largest, the safest, the most financially secure and the highest customer satisfaction vendor essentially in the market in those segments. And so the win rates that we are experiencing once there is a decision made, the percentage of those cases that we win is going up regularly quarter-by-quarter here. And we are very pleased that the improvement in the win rate and I believe that's an acknowledgement for the quality of the organization, the quality of the customer satisfaction. And also I believe that in times like these you may need to make sure you invest with someone who is going to see you through the hard times." « less Paul Ramsbottom: Blackbaud Q2 earnings call - product news: NetCommunity Grow was highlighted "which packages the subset of the core components of NetCcommunity with a prescriptive implementation and on going eMarketing consulting. This results in a quickly implementable subscription basis solution". 2 x eCRM deals in the quarter both in healthcare (and 1 of those was an existing customer). RE8 limited release for the core markets by end of 2008, general release in first half 2009. « less Paul Ramsbottom: Blackbaud had their Q2 earnings call on Friday (full transcript http://seekingalpha.com/art ...). Summary points - revenue is up 7% from last year but that includes the Kintera acquisition; without Kintera revenue is down 6%, or 4% without the currency affects. License revenues down 40%, some of which is attributed to moving to SaaS subscription revenues and also due to delays in timing of deals due to the economy. Subscription revenue up 29%. Maintenance revenues up 10% and retention rates in the mid-90% range. Services down 9%. Expense cuts of $20m - full salary freeze and travel cuts ($5m) predominantly .... so very similar to what ASI have been seeing and doing, although BB have not seen a drop in retention rates and they are being more aggressive (relatively) in their expense cuts. « less Paul Ramsbottom: Kelly asked about the global financial results: officially we are off 9% from budgeted revenues, although some of that is due to currency fluctuations - so you could assume AP being off 6% to budget is in-line with the rest of the world .. Paul Ramsbottom: Colin presented the Brisbane customer briefing on Tuesday last week. Julie went along for support and assistance Paul Ramsbottom in reply to Martin Angelin: On ARMS and i15 upgrade - interesting comments Martin since ARMS are actually the first ones to put up customers onto WCM and 15.1 here locally. Paul Ramsbottom: Vibe of #af09 - much more positive than I was expecting. I was also suprised at the % of CEO's and senior execs that were in attendance - many more than I expected. That is good news for us. The only downside is that the very large associations were not there - very few if any of the $25m+ org's were there. John Peacock and his Assoc Forum team have seemed to find their strength in the mid-market area ($2-10m in revenues). « less Paul Ramsbottom: Scrum update - our first volunteer team will be starting their first sprint on Monday and we are meeting from 10am to have the planning day. The team is Mick (scrum master), Kelly, Kevin and Liza. We have much work to do and lots to figure out, but I am very excited about the potential. We expect that this team will do a couple of sprints before we establish the other teams, but like all things in scrum, the team will decide and adapt this as they go along. « less Paul Ramsbottom: I love it when CEO's "get it". Spent some time at #af09 with Tim, CEO of Chartered Secretaries (CSA), and how he was so excited about the integrated platform they have built with Janison (www.janison.com.au - Aussie e-learning system) and iMIS. He fully understands they can take an enrolment into a graduate diploma course online, the student can study 6 full subjects and they can graduate, and not a single person at CSA has to talk to that student or process forms or do any work - everything is done online. He believes CSA are unique in this area and they can pump through more and more students into this "platform" for basically no additional cost. « less Paul Ramsbottom: Jay's presentation on social networking for associations at #af09 is available online at http://bit.ly/af2009. Jay used a new presentation tool called prezi.com that was a big step up on the ppt's everyone else used and made Jay look a step ahead. Jay also referenced the book "Groundswell" from Harvard Business http://blogs.harvardbusines... Colin Bryant in reply to Paul Ramsbottom: 82% retention is down on previous months/quarters/years for AP. It bears a relationship to Paul's comments on SUP for 2009 where we have had late payers in 2009... there are 21 customers who have not paid Jan-Jun 2009 SUP invoices and these 21 customers against 253 customers represent 8.2% of customers - so if all customers invoiced in 2009 were current - then we would be at 93%. The issue is what do we do to turn around these 21 customers? Of the 21, at my review there are 2 that are leaving. 1 I think is leaving. 6 will pay - but are reviewing the current licence for financial due diligence. The other 12 are in follow-up by CSEs. « less Colin Bryant in reply to Paul Ramsbottom: The NPS survey is new for 2009 - and is excellent from the point that we are now surveying any contact at a customer rather than just the key contact. This means we will receive varied responses to the Net Promoter Score according to the contacts involvement/use of iMIS - and their expectations vs delivery by iMIS/ASI. That said - there is a lot of comments and feedback that requires follow-up. Negative comments have been varied across product issues, consulting, tech support or cost of the product. As per Paul's normal mantra - customers need to hear our message and understand our messsage. I have developed a new Survey Results report for provision to Customer Sales Execs and AiSPs for their allocated customers so that we can follow-up the comments/requests and negative responses. In addition we are following up the anomalies where some contacts in one organisation are negative where others are positive as this is a risk in itself. « less Marla Nelson: short a round up of Assoc Forum conference - booth traffic was pretty good. we managed to catch up with about 2/3 of our customers we knew were attending and run through their value cycle reports. Liza will have prospect leads. Jay's presso attracted a great crowd and was very well received. Martin managed to catch up with some good prospects as well. we were prominent in the exhibit area and having a strong ASI staff presence was very helpful. Thank you Pete and Cust Sales for making pre conference calls to ensure traffic! « less Paul Ramsbottom: Financial results part 2 - for the 6 months to June, total AP revenues are $3.47m vs budget of $3.68m - off by 6%. Compared to last year we are down 5%. We have made good progress on expense cuts and expenses are also down 6% on budget so we are managing to maintain a positive EBIDTA. Without the expense cuts we would have been losing money (anyone interested in the importance of expense cuts to offset reducing revenues read this article on the Microsoft cuts http://www.bloomberg.com/ap ...). On the revenue line items, licenses are off 35%, SU is off 3%, hosting is up 7% and consulting is up 5%. « less Paul Ramsbottom: June financial results are in. On a cash basis the month of June was $920k vs. $1.42m for June last year. A couple of the larger customers were slow in paying their SU which explain around $300k of the difference, plus licenses continue to be down. Andrew Wilton in reply to Martin Angelin: I had a similar feeling from Charles @ Millpost when he was active in the iMIS community... highlights the challenge that resellers face in keeping pace with ASI's rate of change. Would be nice to think that they would see the vested interest (opportunity) in being part of the vanguard but I think we need to acknowledge our role in ensuring they get there & stay there. Martin Angelin in reply to Paul Ramsbottom: Some feedback from customers suggested that ARMS is not promoting the "upgrade to iMIS 15" message very effectively and in fact is suggesting to some customers not to upgrade to iMIS. Maybe due to their familiarity with CF and eSeries rather than embracing .NET direction. Maybe a training opportunity. Kelly Jones: Charles Sturt University ended up agreeing to further investigations with http://www.talisma.com and RaisersEdge. They are making a decision on Tuesday. The main feedback on why we were not included in the final two was that we are not an "Enterprise" Solution. Martin Angelin in reply to Kelly Jones: Plan HK and Charles Sturt I suspect? Maybe putting in too many options and ending up with a very large investment and not identifying core requirements versus "nice to haves"? Our objective of the RFP is to get us onto the short list so we can start discussions. Don't give them any reasons to knock us out early in the process such as huge cost? (Presuming it is reasonably well qualifiued) Need to determine a "win strategy" and make sure that it clearly documented in the Exec Summary. What makes us better different? AIM Vic and EMA can from RFP's. But they are just hard. In an RFP there are about 20-30 things that you can get wrong - and you only need to get 3-5 things wrong to loose. And they are normally 3-5 different things each time. « less Mick Varga in reply to Kevin Burgess: Sorry Kev, post not clear. The issue is that the AMA assumes that imis is *incapable* of things that are simple to do in imis. So their expectations of imis are very low, when in fact they should be much higher Mick Varga in reply to Paul Ramsbottom: Surely not the right question? These survey results are a reflection of our performance with the given customers over the last 12 - 18 months. Isn't the question "What have you done differently for customers today than you have been doing for the last year?" The ultimate definition of stupidity is doing the same things and expecting different results Paul Ramsbottom: Following on from the Q2 satisfaction survey I posted about yesterday - the retention numbers are now in as well. And in AP we just hit a record low of 82% retention. This is down from 88% in Q1 and indicates we lost an additional 14 customers during Q2. Colin may be able to explain some of the reasons why, but this is a very real and urgent problem for everyone in AP to be addressing. What are you doing today to make a customer satisfied?? « less Jason rowe: Just had a meeting with the CFO at NIA and have got them to sign a task order to upgrade to iMIS 15.1. There is 21k in services and Shearne can update on licenses. Paul Ramsbottom: Q2 customer survey results - using the new Net Promoter Score - AP was -15% (negative) vs. US of 10%. Colin can probably provide more info on this. This is not going in the right direction ... Paul Ramsbottom: iServices did around $1.6m in revenue to 30 Jun 09, mostly iMIS, an increase from $1.1m or so the previous year. ARMS also had a record year although I don't have their latest figures Jay McCormack in reply to Jay McCormack: Sorry... this wasn't intentionally meant to go here. Retweeted something on twitter someone else had posted and the tag #yam apparently adds it to your yammer network. Jay McCormack: RT @byteintoit: And another good one on doing work that you love, and why it's so hard. http://www.paulgraham.com/l... #yam www.vecci.org.au website has gone live (stage 1 anyway). So far mainly content heavy and limited functions. They have really employed the webpart concept on their site, specifically throughout the events area where they list an events calendar at the bottom of most event/training based pages. Paul Ramsbottom: Steve Bowman http://lifemastery.com.au/ on raising strategic awareness of Boards at #af09 - this was a great session and in many ways reflected what I posted yesterday on people's view of their reality. He said that getting the Board to be strategic starts with the CEO - if the CEO comes to the board with decision already made and asks for rubber stamps, then how can they be strategic. He explained about "being the question" rather than "being the answer"; and making "choices" rather than "decisions". Everyone has interesting points of view in a strategic sense. He also reinforced the idea of a dashboard reports for the board and he said we can email him to get copies, which I will do. Steve presented extremely well, used many examples from his own career, and the examples really make a difference (which we know but struggle to always use in our own presentations). « less Paul Ramsbottom: Jim Pealow from Canada http://www.amces.com/ - association benchmarking specialist - at #af09 - benchmarking is all about continuous improvement and it establishes rigor. He has plenty of resources on benchmarking and he has written over 400 best practices for associations. He spoke of the importance of a 1 page performance indicator report for the board, basically just like our 1 page BSC chart - a dashboard - and when I spoke to him afterwards he said don't sell the idea of dashboards to the CEO since they think it makes work for them; instead sell it directly to the chairman of the Board - they will LOVE it! (his words!) « less Paul Ramsbottom: ASAE mega-trends in the US - from John Graham at #af09 - 1) mass customisation; 2) social networking; 3) changing demographics. The first 2 are right in our court of technology! The third trend is about 5 generations currently being in the workforce in the US and the dramatic growth in the hispanic population (will be 25% of the US population within 20 years and already hispanic only associations are being created because the traditional associations are not catering to their needs - eg. American Medical Assoc did not adapt, and now there is an American Hispanic Medical Assoc). The parallels here for us is the growth in Asia. « less Paul Ramsbottom: John Graham, CEO of ASAE (US) at #af09 - couple of interesting points in his presentation about trends in US associations ..... average wage of a staffer in an association is $58k, compared to avg wage in private sector of $42k and in charities of $40k; 50% of members' members surveyed won't pay their dues if their company does not pay it for them; 58% of members' members who attended an event last year say they will attend this year; people willing to travel further in 2009 but will skip local meetings for the more distant annual meeting; 40% of associations expect an increase in online education (and conversely 30% says online education doesn't apply to them and even John said these orgs are out of touch!) « less Paul Ramsbottom: #af09 day 1 - I will post some more specific stories, but generally a good day. I attended the plenary opening sessions, the session on benchmarking, the session on strategic awareness in Boards and the session on transforming business process. And caught up with customers in the breaks including about 30 minutes with Chris the new CEO from FIA. Couple of themes overall I was hearing - continuous improvement and dashboards! Things we at ASI started talking about over 2 years ago now, and in terms of execution on these principles, no-one else is close to us! Great news! « less Kevin Burgess in reply to Mick Varga: Mick, what are the sorts of things that AMA NSW assumed iMIS was capable of? Paul Ramsbottom in reply to Marla Nelson: Marla has posted photos of the booth already http://www.insideasiap.com/... Marla Nelson: the Associations Forum conference is going well. The first break for the day (usually slow for exhibitors) wasn't too bad with a few customers (who said 'I was told to come see you!' - thanks pete and shearne!) and prospects coming to chat to us. Good crowd, our stand in a nice prominent position Andrew Wilton in reply to Andrew Wilton: Update: Greg has confirmed that the Informz pricing listed on their website is incorrect and will be updated shortly with the pricing we are aleady familiar with (attached) Paul Ramsbottom: A recent IBM ad that puts the business problem and customer's perspective front and centre! ..... "1.5 million people in the US are harmed every year due to medical prescription errors. A smarter planet needs smarter healthcare systems. Let's build a smarter planet. ibm.com/think" Paul Ramsbottom: Jay's feedback on the story cards actually reminded me of a quote from a management text (not at all related to scrum), and it is relevant whether you are a manager or not .... "Each person's mental world is subjective and that we mistake this perception for reality and assume that other people experience the world as we do. Duped by this illusion, managers think and act, and interact, as if they and their reports, colleagues, customers and competitors inhabit a common reality. That leads to all manner of sub-optimal and self-defeating behaviour. Because managers fail to step out of their mental worlds and into those of their reports, for example, they dispense rewards, set objectives, give feedback, and punish poor performance in ways that often backfire. By understanding other people's perceptions and motivations, we can create better competitive strategies, build higher-performing organisations, and unleash employees' full potential. « less Paul Ramsbottom: I will be at the Assoc Forum conference for Wed and Thurs. I am planning to attend a fair number of sessions to get a better understanding of the challenges our market is facing and to listen for opportunities. I will also be at the dinner on Wed night. Paul Ramsbottom: The Agile Manifesto (as it applies to Development; we will probably make some small changes to the second point to be around closing business): : Individuals and interactions over processes and tools Paul Ramsbottom: My reply to Jay on his story card comments .... actually Jay I think you have it exactly right in suggesting writing the stories from the point of view of the customer/prospect. The challenge I was having was getting something to start with so that the first team can get going and not have a blank sheet of paper to start with. The only thing I knew how to write up (without influencing the smarts of the teams) is what we do now from the ASI perspective, and that's what I have done. Remembering the team still has to actually do the work as well as adapt and improve it, and we just don't have the time in the current economic environment (and with license sales 35% off) to take the sales & marketing team out for a month while we re-engineer everything. But we will work on continuous improvement running 2 week cycles with 1 day every 2 weeks dedicated to the team's planning tasks etc. I believe the Agile manifesto also supports this approach: « less Paul Ramsbottom: From Jay on the master story cards ..... Been reading through the stories you've published. I don't want to be a spanner in the works or address change for changes sake, however I'm seeing a problem with what's happening. I really can't see the difference between the stories/agile and "people just doing the job they're supposed to be doing". The issue with the scrum approach I think is that it doesn't allow for a team based approach to the solutions, it just happens to be some people in a team. An example: only a sales engineer can do a demo, only a sales exec can get contracts ready; where's the team in that? By contrast to the dev group, a coder can do documentation, and a documenter can do testing, the tasks are team based and all people on the team work towards the task. So unless the stories change, or the tasks change, I can't see the value in this approach. I'm wondering if there is value in changing the tasks to be very prospect/customer oriented, make it about them and not us. Eg: Instead of Fit Analysis - iMIS -Demonstration being focused on what the sales engineer has to do, can it be focused instead on what the prospect requires? Perhaps: As a decision maker (the prospect org) I need to be satisfied that functionally iMIS can do the job so that I can ensure that I am making the right functional decision for my organization. This then changes the focus so that the scrum team has to do what is required for THAT prospect to be in a position to make a functional decision; it might involve a demo, it might involve meeting other customers; it might involve attending a training course; any number of things that either a sales exec or a sales engineer can do together to achieve the outcome. This way the team is focused on the task, not the individuals. I can probably help with contract preparation in the same way that martin can help with demo preparation. We both learn stuff, are both more engaged with the prospect and both have more ownership in the outcome (and responsibility for it too). Your current stories arguably just add benefit to the things that we are/should be doing anyway. « less Paul Ramsbottom: All the master story cards are now up on the insideasiap.com wiki - http://www.insideasiap.com/.... Questions or comments please Yammer them here. Mick Varga: Amanda and I did first workshop session at AMA NSW today. They are enthusiastic to make improvements and are looking for us to lead them. It is easy to see how a customer would be dissatisfied with their imis investment if what these folks assumed imis was capable of was true. Scary! Marla Nelson: we have tentatively booked dates for the next round of software selection luncheons - Melb (25 Aug), Syd (26 Aug), Adel (8 Sept), Perth (9 Sept), Bris (10 Sept) Paul Ramsbottom: Spending the day writing up the user stories for the customer lifecycle map I published last week. Basically it is a paragraph on each of the points in the map stating who does the task, what is required in the task, and what the benefit is. It has been enlightening, but ready for a break from writing now ... Paul Ramsbottom: I have posted about this before but I am not sure everyone understands the significance. Most of our competitors continue to brand and sell their web products as ADD-ONS. With iMIS 15.1, web is not an add-on, it is integral, the same, no longer separated; the web is iMIS, and iMIS is the web. I was reminded of this as I was researching web apps to help support Scrum, all of which are web based, and all of which have NAMED USER pricing. This is the key to knowing what really is a web app and what is not. As for non-profits being a bit slower than commercial orgs on take up of the web, that is a travesty that our competitors allow to keep happening because of their out-dated and old technology. For small and medium size professional associations, where the members are professionals and working (ie. not retired 80 year olds) - for those organisations to continue to allow members to registers for events by mail and by fax is criminal. It has been 5 years now since Jetstar made online transactions the default for airline bookings ... that's a long time ago and time for non-profits to catch up. Don't let our competitors encourage these organisations to implement bad business practices!!! « less Paul Ramsbottom: Fisher Tech UK have sold their first deal into Canada - Chalice www.chalice.ca - a Catholic sponsorship organisation in Nova Scotia. Key to winning was Fisher Tech's own Sponsorship Management module for iMIS (http://www.fishtech.net/sit ...). Note thats Russell Franks, CEO of Fisher UK, will be in Australia for NiUG Discovery late October. You may want to contact him direct if he can help with any sponsorship deals while he is here rfranks@fishtech.net « less Paul Ramsbottom in reply to Martin Angelin: Repost from Friday: Surf Life Saving Foundation in Qld have given us a verbal $100k in software and we are starting with contracts. They still have to announce it to the losing vendors, so pls keep this confidential for now! Martin Angelin in reply to Paul Ramsbottom: Implicit in your posting is that iMIS is the selected CRM solution. Has that been confirmed by way of a licence yet or are we still working on that? I may have missed that post if it was made recently. I knew Amanda was more confident about it lately due to the web development work that was done around lotteries by SLSF Web provider. Paul Ramsbottom: Got a note from Dan Germain in the VA office re: my post on Alex Burrows being a potential marketing suite/analytics consultant ..... "Noticed in your post the interaction with the segmentation and analytics resource. Coincidentally, I am working with a US based group called Strategic One, http://www.strategic-one.co ..., and we will be introducing the concept of predictive modeling and predictive analysis at our NY iBEF meeting in early August. I think we can leverage each other's work products by them providing their analytics services and our existing client base licensing some of our marketing suite modules for execution. We will be seeking an existing iMIS customer that we can work with. I facilitated a call with their CEO and COO and Bob and John last week and Bob was positive on the whole idea. I'll let you know how the iBEF presentation goes. I also think there is an opportunity for new business lead generation and we are going to explore some leadgen webinars later this year. " « less Paul Ramsbottom: Surf Life Saving Foundation have selected IPscape as their preferred call centre vendor. IPscape (www.ipscape.com.au) is a SaaS (fully hosted) call centre solution developed in Australia. Noble were the losing vendors. I believe this will be the first time we have worked with IPscape. Andrew Wilton in reply to Paul Ramsbottom: The PSA upgrade is happening as a result of the PayPal issue. This is the case with many of the current upgrades. The user numbers they ended up with are a result of the named user model. Let's hope 2010 brings a similar impetus! Andrew Wilton: Apparently there was an Informz price increase in April that I for one was not aware of. Marla Nelson: Assoc Forum conference this week in Melb. Sales, Marketing/PM and Cust Sales attending at our stand. 29 cust orgs are attending amongst the 300 delegates. Our focus - learning about social media andDo you know what your members are? (we have a fun survey to help delegates understand social media and the importance of building the right tools that their customers will actually use) , sign ups for our software selection series, value cycle reports/recession busters/upgrades for customers. phew so much to achieve in two short days! « less Paul Ramsbottom: I have started to engage with Alex Burrows, who is an experience CRM marketing and segmentation guru in Sydney. We first met him during the CMRI sales process (CMRI ultimately bought Tech One/Finance One against Alex's recommendations and he has since left). I am trying to encourage him to become an AiC and specialise in marketing suite and analytics for iMIS. He has some good fundraising experience along with exposure to ASI and Blackbaud as a result of the fairly intensive CMRI purchasing process. He currently has a contract so it may take some time to get him on board, but he did have some interesting feedback for me on what we have shared with him so far on iBEF and in particular the marketing suite packages ..... "I have been through the information you have sent through and really impressed with the thinking your team has done in this space. You have a great product and the campaign add-ons appear to be under leveraged in terms of their power. To appropriately position the service we sell as client XYZ being the ultimate knowledge workers. As such, they know what they have to do and how they do it has been intuitive - they have managed at Client XYZ despite the systems/data/etc. They have used their experience and many manual workarounds. What I see iMIS can offer is "Execution Excellence". A good fundraising strategy alone is not good enough. We (Client XYZ) need to execute well. We need to unlock the performance of our data ("Client XYZ competitive advantage") and our staff ("the silver bullet" - The most important success factor sits at the desks, in the cubes and in the offices of the organisation). iMIS can build the basis quickly, enable availability of quality data and resources (people/technology) to exploit. « less Liza Amiridis: Re: PSA - Andrew says no but the decision to go to 15.1 was swayed by him attending the Exec Forum Paul Ramsbottom in reply to Andrew Wilton: Andrew, on the PSA upgrade, was this on the table before Russell came to the iBEF Exec Forum? In other words, did Russell coming along to Exec Forum make a difference to the size of the licenses ordered with this upgrade? Paul Ramsbottom: Nice white paper from IBM on extending your CRM using business rules to increase opportunities for upsell, cross-sell and customer satisfaction. It goes into good detail on some of the concepts we introduced with iBEF and the principles of business excellence! Andrew Wilton in reply to Jason rowe: PSA have agreed to $56K of additional users as part of this upgrade. The Recession Buster discount proved invaluable in getting this accross the line. This will attract $10K of services, increased hosting & increased SUP. Thanks to Jason for helping them see the benefit of going to 15.1 as opposed to their original preference of 15.0. Paul Ramsbottom: Scrum feedback quote, this came from an article on projects going bad .... "There is this misunderstanding that Scrum will make things better because it removes all the impediments or blocks to getting things done. This is not the case. Scrum makes all the impediments transparent - effectively draining the river of denial. It is up to the people who are impacted to form a team and do the heavy lifting that will incrementally align what they do with what they commit to doing." « less Kelly Jones in reply to Jennifer Padovani: It's a goal! Jennifer Padovani: Cheque for $136,867.00 from SMSF Professional Assoc of Australia is being banked today Paul Ramsbottom: Looks like Associations Forum have picked up on our "what keeps you awake at night theme" - here is the text from an upcoming event ..... In recent research, a number of Association CEO clients were asked 'What are the 3 main issues keeping you awake at night?' Jason rowe: Great work Mick! So does Mick and his crew do the strategy roadmap workshop? Paul Ramsbottom: AMA NSW are the first customer to sign and pay into the formalised iBEF program. Congrats Mick. For those that aren't aware, the iBEF program is now a $750/year fee and they sign an agreement which makes things much more clear about what is included etc. They are also entitled to the strategy roadmap workshop (2 days) for $1,245 instead of the usual $3,600 consulting. It is a good deal. Plus we are opening it up to more customers than just the top 20 like we have in the past. See Mick for any questions. « less
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Submitted by Paul Ramsbottom on 2 August 2009 - 11:36pm |