Goal:• Reduce quotation times• Decrease timelines for certified  motor performance data  generation• Maintain product and ...
Siemens Automates Manual Processes …                                      Higher Levels of Productivity …and Gains a Compe...
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Siemens Profile in Success

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Siemens Profile in Success

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Siemens Profile in Success

  1. 1. Goal:• Reduce quotation times• Decrease timelines for certified motor performance data generation• Maintain product and pricing Profile in Success: Siemens consistencyChallenge:• Remove manual, time-consuming processes• Shorten overall product lead times Quotation times reducedSolution:Cincom Acquire® from 3 to 5 days to• Guided Selling and Product Configurator Software just minutes!• Quotation and Proposal ManagementKey Results:• Reduced quotation times from 3 to 5 days to just minutes• Increased quote volumes (now ranging from 300 to 500 monthly)• Cut motor performance data generation time from 4 to 6 weeks to less than 1 hour• Maintains product and pricing consistency throughout the entire organisation• Escalated higher-margin product sales“In terms of productivity,this product has provenitself.”– Ron Schierberg Sr. Product Specialist Siemens Energy & Automation Situation Siemens has established over 100 years of market leadership in the electric motor industry through fast, efficient response to customer demand. Manufactured and sold at the Norwood, Ohio facility, their AC squirrel-cage induction motors have earned a reputation for high performance, low maintenance and long service life in some of the world’s most demanding applications. Though 3- to 5-day quotation times are common for this market, Siemens was striving for higher levels of customer satisfaction. Cincom Acquire was chosen to help Siemens automate processes that would decrease customer response time, maintain consistency and increase productivity levels.
  2. 2. Siemens Automates Manual Processes … Higher Levels of Productivity …and Gains a Competitive Advantage … in the Face of VolatilityEmails and faxes are examples of manual processes that Varying timelines and volatile pricing structures forcan slow quotation times and leave margins for error. product materials in the electric-motor marketplaceThe Siemens salesforce needed to automate these presented a dilemma. To maintain customer satisfaction,processes and guide the customer through thousands of promises need to be kept and misunderstandingspossible configurations and pricing, without the risk of eliminated. Cincom Acquire Guided Selling and Productchoosing an invalid selection. They also desired higher Configurator software, in tandem with Cincom Acquirelevels of consistency across the organisation. Bottom Quotation and Proposal Management, now bringsline: Siemens evaluated nearly every interactive selling current price lines and timelines directly to the point ofand product-configuration solution on the market and sale. The Siemens salesforce delivers productCincom was the only system that could meet these knowledge to customers with new levels of accuracy andbusiness challenges. consistency. They respond more effectively to customer demand.Quoting and Performance Data “The Quotation System can consistentlyGeneration Times Reduced, from Weeks handle pricing data while keeping up withand Days to Hours and Minutes upgrades, service for obsolete products, asFor Siemens, manual processes translated into a 3- to 5- well as other changes.”day turnaround time for a customer quotation. Cincom – Ron SchierbergAcquire Quotation and Proposal Management reduced Siemens Energy & Automationthis timeline to a matter of minutes.Certified motor performance data ensures that themotor will conform to industry standards and is a key Since using Cincom Acquire Quotation and Proposalcustomer requirement. Now, Cincom Acquire Guided Management, Siemens has also benefited from higherSelling and Product Configurator software and Cincom levels of productivity due to increased quoting volumesAcquire Quotation and Proposal Management of 300 to 500 quotes a month for their configuredgenerates this critical sales element in a fraction of the products (3,600 to 6,000 per year).time, for a true competitive advantage. This newquotation and proposal system includes performance It was also important that the solution be easily useddata and CAD drawings, alleviating the need for and maintained by individuals with product knowledgeengineers and freeing resources to help sales channels that could write and maintain the rules, with very limitedsell higher-margin products. IT support.“Our (quotation and proposal- “Outside resources are not necessary. Wemanagement system) actually creates the can develop and maintain the applicationsdesign, and now it helps them better sell in-house.”higher-margin products.” – Ron Schierberg– Ron Schierberg Siemens Energy & Automation Siemens Energy & Automation Key to Success—a Stable Partnership through Cincoms Proven History of Support Siemens has also been pleased with Cincom technical support, as a key part of their continued success.Cincom, the Quadrant Logo and Cincom Acquire are registered trademarksof Cincom Systems, Inc. All other trademarks belong to their respective “The support is very good in regards tocompanies. getting resources and solutions that we© 2003, 2005, 2006, 2008, 2009, 2011 Cincom Systems, Inc.FORM QO030324-1-A4 5/11 need, whenever we have a request.”Printed in U.S.A.All Rights Reserved – Ron Schierberg Siemens Energy & Automation World Headquarters • Cincinnati, OH USA US 1-800-2CINCOM (1-800-224-6266) International 1-513-612-2769 • Fax 1-513-612-2000 E-mail info@cincom.com • http://www.cincom.com

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