Mike Stephenson and Stephen Jagger moved to the Philippines from Canada in 2008 looking for an outsourcing company, and decided to found a business instead. PayrollHero is time-tracking, attendance, and scheduling software for businesses. Co-Founder Stephen Jagger sat down with PipelineDeals to discuss founding a business in an emerging market and why they chose PipelineDeals.
Tell us a little bit more about Payroll Hero and your industry.
Mike and I originally built PayrollHero because of a major pain-point in our own business. Tracking time, attendance, and scheduling in the Philippines was difficult for a variety of reasons. We spent lots of time manually tracking employee time, and needed a system to easily schedule and track hours. We couldn’t find a good solution for our business, so we built our own.
After showing our program to some of our business colleagues in Entrepreneurs Organization (EO) local Philippines chapter, we realized a lot of other businesses needed a system to track payroll too. That’s when we decided to found PayrollHero.ph.
The Philippines has a lot of unique and nuanced labor laws and tax codes. PayrollHero makes it easy for businesses to ensure they are following local laws, tracking employee time, and processing payroll. We founded PayrollHero in 2012, and we’ve focused on building out the product and feature-sets over the past two years. We now offer PayrollHero.com for worldwide payroll processing, and PayrollHero.ph for the Philippines.
What are some of the unique challenges and problems that you have with sales?
The acceptance and adoption of cloud-based technologies is on the rise in the Philippines, but most businesses are still learning about SaaS (Software as a Service) products. It’s amazing to see how the Philippines is skipping over traditional software to the cloud! We focus on education during the sales process and the benefits of using cloud based software.
In addition to introducing businesses to SaaS, the sales cycle for products in the Philippines is further complicated by the structure of businesses here. Many businesses are family based businesses, and there may be multiple decision-makers in the family for any major business decision. For example, the CEO of the business may have to also vet decisions through their mother and father who co-own the business. We need to build trust with multiple decision-makers who have widely different buying personas.
Internally, we’ve tried using other CRM products like Highrise or SalesForce to track this complex sales cycle. They were either too small or too complicated for what we needed to be able to track. We were happy when we found PipelineDeals.
Were there any specific features or functions that convinced you to choose PipelineDeals?
We like the integration with MailChimp for email marketing. This has been helpful for us to keep in touch with our buyers and know who is viewing our material. Additionally, as a SaaS company, we appreciate how well PipelineDeals updates across all the platforms that we use.
On the deals side, we like that we’re able to quickly characterize deals as hot, warm or cold. We’ve been dabbling into reports that we can build on the deals page as well, and we appreciate how flexible the reporting is.
How do envision PipelineDeals helping your business?
Our business is split between the Philippines and Whistler (in British Columbia), and it’s really important that our two teams are on the same page. We sell two different products from opposite sides of the globe, and PipelineDeals helps us stay on top of things. We funnel leads from the Philippines to Canada, and from Canada to the Philippines, and depend on PipelineDeals to stay on top of our deals.
Would you recommend PipelineDeals to other people in your industry?
I would definitely recommend PipelineDeals to other software businesses. We’ve spoken to many other companies in emerging markets, and competitors like SalesForce are too complicated for most businesses needs.
The neat thing about PipelineDeals is that you can just set it up and go. The onboarding process was slick and easy too. Selling into emerging markets has lots of unique challenges and PipelineDeals is helping us grow PayrollHero.