Decision Dimension
PEO
Professional Employer Org.
Professional Employer Org.
ASO
Admin Services Outsourcing
Admin Services Outsourcing
Enterprise HCM
Human Capital Management
Human Capital Management
Employer Size Range
1 – 150
Typical small-to-mid market
⚠ Overlaps ASO at 50–150
50 – 200
Mid-market; employer of record retained
⚠ Overlaps PEO at 50–150 and HCM at 75–200
75 – 5,000+
Mid-market to enterprise; robust HR capacity
⚠ Overlaps ASO at 75–200
Buyer Modality
- Owner / CFO / HR leader buying for the business
- Values partnership, guidance & risk transfer
- Technology is secondary — service is the sale
- HR leader seeking admin leverage
- Values operational support & compliance depth
- Technology supporting, not the deciding factor
⚠ Seller risk: prospects here almost always also evaluating pure HCM. Qualify admin vs. platform preference carefully.
- User buyers: HR Generalist → Director → VP
- Platform UX & post-go-live experience drive the decision
- Ongoing support model is a critical differentiator
⚠ Seller risk: don't overvalue your admin support if the prospect is really buying a platform.
Service & Platform Attributes
- Strategic HR partnership
- HR admin & compliance support
- Group purchasing: health benefits, workers comp & insurance
- Full payroll services (embedded)
- HR admin & compliance support
- No benefits or insurance products
- Client retains employer of record
- Full payroll services (embedded)
- HR technology platform — core focus
- Post-implementation user experience is primary value
- Ongoing support model is a critical differentiator
- Full payroll services (embedded)
Payroll services (processing · tax filing · ACH/direct deposit) are embedded in all three offerings.
Employer Size
1
How many employees does the prospect have?
2
Is the company growing rapidly (expecting 50%+ headcount growth in 12 months)?
Buyer Modality
3
Who is the primary buyer / decision maker?
4
What is the prospect's primary stated pain point?
5
How does the prospect describe their ideal solution?
Service & Platform Attributes
6
Is the prospect interested in outsourced employee benefits / group health insurance?
7
Is the prospect interested in outsourced workers' comp insurance?
8
Does the prospect currently have dedicated HR staff?
9
How important is the technology platform / user experience to the buyer?
10
Has the prospect had a bad experience with HCM software support in the past?
11
Is the prospect currently evaluating pure HCM platforms (e.g. ADP, Paycom, Paylocity)?
12
What is the prospect's appetite for co-managed HR / outsourcing?
Recommendation
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Best-fit service offering