businessman calculating hidden costs of DIY integration with APIs

HCM System APIs: Selling Point or Hidden Cost?

Let’s say you’ve got a prospect who is thinking about purchasing your HCM solution. They’re close to buying, but the big hangup is their existing application that needs to exchange data with your platform. Your default solution is to provide your API data dictionary, but they were hoping your implementation team could handle the integration. You know that Time Bank™ …

Aerial view of the New York skyline on a sunny afternoon

How to Win More Referrals from CPAs

I was recently at a meeting in New York with one of our payroll partners and a CPA firm. At one point, the CPA turned to me and said, “I’ve been having this discussion with payroll providers for five years now, but having you sitting here and explaining what you do is exactly what we need to provide a complete …

Closeup of male telemarketing salesperson holding a telephone receiver dialing phone number to make a business call.

Your 4-Step Guide to Closing More HCM Sales

HCM sales reps are entering the traditional “selling season” to get companies signed up for January 2017 start dates. With the pending FLSA changes, now more than ever you need to demonstrate to an organization how your offering will help it improve operations and become compliant with constantly changing legislation. Here are proven ways to leverage IDI to differentiate your …

5 Tips to Close More Sales Faster Using IDI

During a client analysis session, many HCM reps focus on the specific requirements that their time-and-attendance module addresses—tracking overtime over 40 hours per week, handling shift premiums, etc. This strategy used to work when clients had fewer payroll complexities to manage, but in this climate of compliance the most successful reps take a more complete review of the client’s current …

Top 3 questions to ask your time-and-attendance sales rep

Top 3 Questions You Should Ask Your Time-and-Attendance Sales Rep

As you’re evaluating different human capital management (HCM) vendors for a time-and-attendance software solution, you no doubt ask questions very similar to these: How simple is the experience for the end user? How flexible is your system to address our different time-and-attendance scenarios for our different employee groups? What time capture options does your system support (e.g. mobile, web, clock, …

New California Piece Rate Is in Effect—Are Your Clients Compliant?

As you may have heard, effective January 1, 2016, the State of California changed legislation on how companies that pay piece rate need to pay and report earnings to their employees. The changes were approved by Governor Jerry Brown as part of Assembly Bill 1513 (AB 1513) California Labor Code Section 226(a), which requires that each piece-work-compensated employee receive the …

Ask Manufacturers These 3 Questions for Better Sales and Results

Ask Manufacturers These 3 Questions for Better Sales and Results

Manufacturing companies have their own unique challenges when you’re positioning an HCM system—whether it’s time-and-attendance, payroll, or HR. If you address the challenges early in the sales process, you can turn them into great opportunities to demonstrate your credibility and industry knowledge. You can also use them to head off issues when you’re implementing your solution, and avoid client frustrations …

Webinar: Win More Sales to Manufacturing Companies

New Webinar: Win More Sales to Manufacturing Companies

It can be a real challenge for HCM companies to sell time-and-attendance and payroll systems to manufacturing customers. Manufacturers are dealing with several industry-specific complexities, and they’re looking for powerful solutions that can easily handle these concerns: Different pay scales for different roles Piece-rate incentives Union regulations and reporting FLSA overtime requirements Manufacturing companies often deal with complex business rules …