Working Together A successful collaboration case study Ed

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

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

However, we mutually focused first on the….

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

. . . to forge a partnership!

Our clients want a holistic solution

Make it simple to implement and use

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

Under the surface - (what it takes to succeed!) ● ● A clear focus that all parties understand buy into! Perpetual effort to do the individual work necessary to achieve the overarching goal § ● The 3 C’s! § § § ● Communication Shared values § § § ● more complex solutions requiring different SMEs clients as long-standing relationships quality, built-to-last products great customer service We are in this together § Success is shared and mutually benefitting

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 § ● ● Poor communication within each company and/or between partnership Overhanging the marketplace § ● i. e. selling vaporware Not following through § § ● (leads and lead referrals) 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

ETM - Culture ● ● ● Customer Satisfaction Forward-thinking company Customer driven § ● Employee owned § ● Product design comes from software advisory board made up of customers Answer to Main St. not Wall St. “Individuals Can Accomplish Anything, TEAMS CAN WORK MIRACLES” § Super Bowl LII Winner Philadelphia Eagles

Prelude - Culture ● Delighting our 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! § ● Note: We don’t have one-time customers. We have lifelong clients. 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

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

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

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