Human Capital Management vs. Workforce Management: Similar terms with different meanings

By Corey Clacher, Kronos SaaShr Marketing Specialist As a service provider, you’ve likely heard the term “Human Capital Management” (HCM) being used more frequently in the industry. With the continual advancement of technology and the evolution of the typical service organization into a one-stop-shop for all of their clients’ workforce needs, the term “Workforce Management” …

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Tips for Marketing to Today’s HR Buyers

By Lisa Jackel, Content Writer, 190west Where are these mysterious HR buyers that have seemed to vanish overnight? HR by nature is a gateway into a company, however this trillion-dollar market is MIA -  leaving many companies to develop relationships with voicemail and auto-generated email replies. As a digital marketing agency that targets the HR buyer ourselves, …

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Like All Sales Professionals, Service Providers Need Their Network

By Rob Tiernan Today’s post is the third and final in our mini-series by Rob Tiernan from LincWare. Click here to read the second post, which provides great tips on how the right strategy and technology can make a huge impact on the follow up conversations you have with prospects. LincWare, based in upstate NY, …

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2015 Payroll and Workforce Management Sales Goal Planning

By Josh Davis It’s that magical time of the year again for strategy and planning. As I speak to a lot of our reseller partners who are doing exactly that, I’ve been asked a lot of questions around typical net new customer sales metrics that their companies should be incorporating as goals. There are consistent …

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The Opportunistic World Beyond Payroll – Strategically Expanding for Long-term Growth

By Josh Davis As the annual conference for the Independent Payroll Providers' Association nears and I prepare to present one of the general sessions "The Opportunistic World Beyond Payroll", I think about how so many vendors vie for the attention and business of payroll service bureaus. For payroll companies like yours, it’s easy to lose …

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Health Insurance Broker Referral Programs – What Do Brokers Want in Technology? (Part 2)

By Josh Davis In following the market for the last few years, and identifying how brokers function, what their pain points are, and why they’re in the brokerage business, we found that most payroll and workforce management providers aren’t covering the whole story in terms of why a referral partnership makes sense. The true value …

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Part 1 – Health Insurance Broker Referral Programs – What Do Brokers Want in a Provider?

By Josh Davis As we wrapped up exhibiting at the Benefits Selling Expo earlier in the month, and announced our referral program, I asked myself “Why are brokers not creating more relationships with regional payroll service bureaus or workforce management solution providers?” There is a clear synergy between the two groups that allows each party …

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