Ultimate provides our UltiPro solutions to more than 4,100 customers with more
than 37 million people records in our cloud. Ultimate's customers represent
a wide variety of industries, including manufacturing, food services, sports,
technology, finance, insurance, retail, real estate, transportation, communications,
healthcare and other services.
We market and sell our products and services primarily through our direct sales
force.
Our direct sales force includes business development vice presidents, directors
and managers who have defined territories, typically geographic. The sales cycle
begins with a sales lead generated through a national, corporate marketing campaign
or a territory-based activity. In one or more on-site visits, phone-based sales
calls, or web demonstrations, sales managers work with application and technical
sales consultants to analyze prospective client needs, demonstrate Ultimate's
UltiPro solutions and, when required, respond to requests for proposals. The
sale is finalized after customers complete their internal sign-off procedures
and the terms of the contract are negotiated and signed.
With a sale of the cloud offering, the agreement generally requires PEPM fees
based on company size, and bundled fees for implementation and training. Typical
payment terms include a deposit at the time the contract is signed and ongoing
PEPM payments on specific payment dates designated in the contract, usually
tied to the Live date.
We support our sales force with a comprehensive marketing program that includes
public relations, advertising, direct mail, trade shows, seminars and workshops,
email marketing, social media marketing, and web marketing. Working closely
with the direct sales force, customers and strategic partners, our marketing
team defines positioning strategies and develops a well-defined plan for implementing
these strategies. Our marketing services include market surveys and research,
overall campaign management, creative development, demand generation, results
analysis, and communications with field offices, customers, and marketing partners.
