Competitors

Question 1

Why do we win against Macabacus?

Answer 1

• Usability; their solution is good for a few power-users but not designed for broad adoption + they don’t look to improve the UX
• Excel Link is much more robust and reliable
• Customer service + hyper-care with UpSlide is far greater (98% renewal)

Question 2

Which clients of ours have switched from Macabacus to UpSlide?

Answer 2

Peel Hunt, Raiffeisen Bank + New Deal Advisors

Question 3

Why do we lose against Macabacus?

Answer 3

• Better modelling in Excel
• Cheaper
• Some power users like it

Question 4

What to say when people argue ‘but Macabacus are cheaper’

Answer 4

When choosing a tool, would you rather prioritise cheaper initial costs or long-term ROI and value?

• Adoption is poor for Macabacus, so it’s not money well spent
• We will ensure success of our partnership with hyper care of PS + CSM

Question 5

What to say when people argue ‘Macabacus has more excel modelling features’

Answer 5

As always with objections, ask back with a question.

What exact features are you looking for?

You spoke about this pain before, is that still your biggest pain or is it this tooling?

If they really double-down on tooling, show our functionality + speak to our roadmap.

Question 6

What to say when people want to customise the set up, like they can with Macabacus?

Answer 6

Always ask a question back to qualify the question.

Our ICPs shouldn’t want to customise end-user experience
- they should want uniformity of brand / consistency of application

Question 7

What features do we have that Macabacus doesn’t?

Answer 7

Most robust excel link
Library
Linked slides
Locked slides
Slide check
TOC
Templates
Dynamic Library

Question 8

Why do we beat Templafy?

Answer 8

• Industry specialization
• Excel Link
• Modelling tools
• Dynamic libraries

Question 9

Examples of clients moving from Templafy?

Answer 9

KPMG

Question 10

Where do we win against Create?

Answer 10

• Excel Link (weighs down the PPT file)
• Support services + adoption (Create haven’t rolled out a product update in 2 years)
• Dynamic Library

Question 11

What’s the pricing of Create?

Answer 11

For their best functionality, closest but still a long way from UpSlide, is €500. Not much cheaper and still lacking key functionality

Question 12

If someone asks who are biggest competitors are, who do you say?

Answer 12

Just say internal tools

Question 13

How do you best battle Create?

Answer 13

First, find out what their decision criteria is; what do they care about?

Lean into what they say, but know we are superior in:

• training and support to ensure the tool is utilised and money isn’t wasted
• actually solving their pain as opposed to just paying a cheap price
• constant product developments and improvements (e.g., Create haven’t updated their demo on website since 2022)