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