I F H006 Thorpe 091807

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  • I F H006 Thorpe 091807

    1. 1. Sell More, Faster with integrated OnDemand Sales Quoting Tools Godard Abel – CEO and co-founder, BigMachines, Inc. Hendrik Fischer – Vice President Sales Support, Bowe, Bell + Howell Franco Anzini – Sales Operations Manager, Aruba Networks 2:30-3:30PM, Tuesday, September 18, 2007 This document has been submitted on a confidential basis and contains proprietary information belonging to BigMachines, Inc. No part of this document may be circulated, used or reproduced in any manner whatsoever without prior written permission from BigMachines, Inc.
    2. 2. Agenda <ul><li>Hi-Tech Industry Quoting Challenges </li></ul><ul><li>Hi-Tech Customer Case Studies </li></ul><ul><ul><li>Bowe, Bell + Howell (document lifecycle solutions) </li></ul></ul><ul><ul><li>Aruba Wireless (wireless networking solutions) </li></ul></ul><ul><li>BigMachines Solution and Capabilities </li></ul><ul><li>Q&A </li></ul><ul><li>Demo (time permitting) </li></ul>
    3. 3. Key Challenges in Growing High Tech Sales <ul><li>#1 How can you efficiently sell complex solutions? </li></ul><ul><li>#2 How do you enable diverse sales channels? </li></ul><ul><ul><li>Large direct and reseller networks </li></ul></ul><ul><ul><li>Limited visibility; difficult to forecast </li></ul></ul><ul><ul><li>Complex pricing and discounting </li></ul></ul><ul><li>#3 How do you create a seamless user and transaction flow across CRM, ERP, and channels? </li></ul><ul><li>#4 How do you keep up with rapidly changing products and pricing? </li></ul>
    4. 4. Key Issues #1 – Complex Solutions <ul><ul><li>How do you configure the best solution without an army of sales engineers relying on tribal knowledge? </li></ul></ul>Software Hardware Services + +
    5. 5. Key Issues #2 – Complex Channels (source: Gene Alvarez, Gartner Group) Selling Complexity Low High Low High Order Mgmt Complexity Manufacturer Partner Customer EDI Distributor Marketplace Distributors Customers Partner Collaborative Multichannel EDI Distributors Partner Customers Manufacturer Partner Distributor Call Center Distributor Web Customers
    6. 8. Key Issues #4 – Introducing New Products & Pricing <ul><ul><li>How do you quickly introduce new products with up-to-date pricing across channels? </li></ul></ul>New Products Offline Price Lists
    7. 9. Gene Alvarez, VP CRM Research Leading companies enabling online channel collaboration <ul><li>Create a single view of customer and partner experience. </li></ul><ul><li>Integrate service-oriented eBusiness application with CRM/ERP. </li></ul><ul><li>Buy, don’t build: Large customized installations are dead. </li></ul><ul><li>Breakdown channel and customer information barriers </li></ul>Hi-Tech Company Distributors Customers Partner Collaborative Multichannel
    8. 10. Agenda <ul><li>Hi-Tech Industry Quoting Challenges </li></ul><ul><li>Hi-Tech Customer Case Studies </li></ul><ul><ul><li>Bowe, Bell, and Howell (document processing) </li></ul></ul><ul><ul><li>Aruba Networks (networking equipment) </li></ul></ul><ul><li>BigMachines Solution and Capabilities </li></ul><ul><li>Q&A </li></ul>
    9. 11. Customer Background BÖWE BELL + HOWELL – Complete solutions for the document life cycle <ul><li>BÖWE BELL + HOWELL - Company Background </li></ul><ul><li>Formed by 2003 acquisition of BÖWE Systec AG and Bell + Howell </li></ul><ul><li>65 year history of delivering innovative, industry-leading solutions </li></ul><ul><li>Sells via direct sales representatives </li></ul><ul><li>Complex, solution oriented sales environment </li></ul>Software and Service Solutions High Speed Mail Inserting Systems
    10. 12. <ul><li>Successfully implemented Salesforce.com CRM </li></ul><ul><li>Successfully implemented BigMachines Configure, Price, Propose (CPP) Application to add sales configuration and quoting capabilities for direct users </li></ul><ul><li>Leveraging On-Demand BigMachines administration to implement and maintain solution </li></ul><ul><li>Rolled out to all internal sales users to allow quoting with full CRM integration (~55 users) </li></ul>Challenges and Solution Solution Challenges <ul><li>Rapidly changing products with mix of hardware, software, and services </li></ul><ul><li>No integrated product configuration , sales quoting and CRM tools </li></ul><ul><li>Difficult to update and maintain Excel pricelists </li></ul><ul><li>Lack of responsiveness due to cumbersome solution definition process </li></ul><ul><li>Difficult to learn how to configure and quote due to lack of configuration capabilities </li></ul>
    11. 14. <ul><li>Intuitive user screen for error free configuration </li></ul><ul><li>Configuration process starts with application questions </li></ul><ul><li>Rules-driven configuration excludes not available configuration choices </li></ul><ul><li>Screens can be customized by product management </li></ul><ul><li>Flexibility giving through special quote fields </li></ul>Configuration Features
    12. 15. <ul><li>Highly customizable workflow capabilities </li></ul><ul><li>Ability for price adjustments with discount with level validation </li></ul><ul><li>Generate printer-friendly proposal and internal documents in PDF format </li></ul><ul><li>Close loop to populate values back to SFDC Opportunity </li></ul>Pricing & Proposal Proposal Package
    13. 16. <ul><li>Doing over 200 accurate quotes and orders per month with BigMachines </li></ul><ul><li>Improved quoting time from days to under 1 hour </li></ul><ul><li>Automatic updating of SFDC opportunities from BMI CPP application with quote data has improved SFDC forecasts substantially </li></ul><ul><li>Reduced price list maintenance cost/effort </li></ul>Results Customer Contact for More Details: Hendrik Fischer, Vice President Sales Support, BÖWE BELL+HOWELL (919) 767-7613, [email_address]
    14. 17. Agenda <ul><li>Hi-Tech Industry Quoting Challenges </li></ul><ul><li>Hi-Tech Customer Case Studies </li></ul><ul><ul><li>Bowe, Bell, and Howell (document processing) </li></ul></ul><ul><ul><li>Aruba Networks (networking equipment) </li></ul></ul><ul><li>BigMachines Solution and Capabilities </li></ul><ul><li>Q&A </li></ul>
    15. 18. Customer Background Aruba Networks – Wireless LANs on the Mobile Edge Software Applications Mobility Controllers Access Points <ul><li>Aruba Networks, Inc. Company Background </li></ul><ul><li>Provides an enterprise mobility solution </li></ul><ul><li>Enables secure access to data, voice, and video applications across wireless and wireline enterprise networks </li></ul><ul><li>Sells via both direct sales representatives and a broad network of channel partners </li></ul><ul><li>Rapid growth since founding in 2002 with $42 million in revenue in most recent quarter </li></ul><ul><li>IPO in March 2007 now traded on NASDAQ (Symbol = ARUN) </li></ul>
    16. 19. <ul><li>Successfully implemented Salesforce.com CRM </li></ul><ul><li>Successfully implemented BigMachines Configure, Price, Propose (CPP) Application to add sales configuration and quoting capabilities for direct users </li></ul><ul><li>Leveraging On-Demand BigMachines administration to implement and maintain solution </li></ul><ul><li>Rolled out to all internal sales users to allow quoting with full CRM integration (120 users) </li></ul><ul><li>Roll out to channel partners in next phase </li></ul>Challenges and Solution Solution Challenges <ul><li>Rapidly increasing number of products with mix of hardware, software, and services </li></ul><ul><li>No integrated sales quoting and CRM tools </li></ul><ul><li>Difficult to update and maintain Excel pricelists </li></ul><ul><li>No integrated tools for self-service by channel partners </li></ul><ul><li>Difficult to learn how to quote due to lack of configuration capabilities </li></ul>
    17. 20. <ul><li>SFDC Opportunity with BigMachines CPP App and Quote Object </li></ul><ul><li>Mash-up interface seamless to the user </li></ul><ul><li>Pull SFDC account and opportunity data into BMI Quote </li></ul><ul><li>Complex configuration and pricing in BMI w/ approval workflow </li></ul><ul><li>Close loop to populate back to SFDC Opportunity </li></ul>On-Demand Quoting Solution Features
    18. 21. <ul><li>Quick-configuration links </li></ul><ul><li>Ability to search by part # instead of configuring for single items </li></ul><ul><li>Rules-driven configuration that automatically selects the right items based on the solution features desired by the customers </li></ul><ul><li>Ability to drive up-sell and cross-sell </li></ul>On-Demand Configuration Features
    19. 22. <ul><li>Ability to discount with level validation </li></ul><ul><li>Complex configuration and pricing in BMI w/ approval workflow </li></ul><ul><li>Generate printer-friendly proposal in PDF format </li></ul><ul><li>Close loop to populate values back to SFDC Opportunity </li></ul>On-Demand Pricing & Proposal Features Adobe PDF Proposal
    20. 23. <ul><li>Doing over 1,000 accurate quotes and orders per month with BigMachines </li></ul><ul><li>Improved quoting time by ~50% </li></ul><ul><li>Automatic updating of SFDC opportunities from BMI CPP application with quote data has improved SFDC forecasts substantially </li></ul><ul><li>Reduced price list maintenance cost/effort </li></ul>On-Demand Quoting Solution Results Customer Contact for More Details: Franco Anzini, Sales Operations Manager, Aruba Networks (408) 754-8005, [email_address]
    21. 24. Agenda <ul><li>Aruba Networks On-Demand Quoting Initiative Case Study </li></ul><ul><li>Hi-Tech Industry Quoting Challenges </li></ul><ul><li>BigMachines Solution and Capabilities </li></ul><ul><li>Q&A </li></ul>
    22. 25. Traditional Front-End Process From Inquiry to Order Multiple hands-off and manual steps occur in typical front-end processes with reliance on experts and tribal knowledge
    23. 26. BigMachines Streamlines Inquiry to Order Process BigMachines Lean Front-End ® ensures quick, accurate responses to customer inquiries with support from virtual experts
    24. 27. Joint Salesforce.com Customer Examples Building Technologies Packaging Equipment Compressed Air Systems Industrial Products Hi-Tech Products: Hardware, Software, and Services Plastics Processing Car Dealer Equipment Network Services Medical Imaging Video/Voice Conferencing Office Solutions Web Hosting Mobile Apps Storage Products Medical Technology Security Appliances Assembly Test Equipment Web Hosting Medical Technology Financial Software
    25. 28. BigMachines Customer Success <ul><li>Achieved rapid adoption </li></ul><ul><li>Implemented on-schedule and on-budget </li></ul><ul><li>100% online quote management with reporting </li></ul><ul><li>80-90% of orders flow hands-off from field to ERP </li></ul><ul><li>Reduced SG&A costs by 10 to 20% </li></ul><ul><li>Reduced quoting and ordering costs by 50-80% </li></ul><ul><li>Increased customer service efficiency by 20 to 50% </li></ul><ul><li>Achieved 100% clean orders to eliminate rework </li></ul><ul><li>Accelerated margin and revenue growth </li></ul><ul><li>Increased order value by 10-20% by cross-selling </li></ul><ul><li>Improved gross margins 1-2% via consistent pricing </li></ul><ul><li>Real-time sales reporting and opportunity management </li></ul>
    26. 29. What Makes BigMachines Different? Rapid Lean Front-End ® Implementation Guarantees Customer Success
    27. 30. How do you get BigMachines CPP/SPP? CPP CPP for PRM SPP
    28. 31. How do I learn more about on-demand configuration, pricing and quoting? Come see us at Dreamforce: High Tech Solutions Area and/or Gold Sponsor booth #212! Visit www.BigMachines.com/Salesforce For questions and feedback: Godard Abel, CEO, BigMachines, Inc. [email_address] , 847-572-0291 The Leader in Configuration, Pricing, and Proposals
    29. 32. Agenda <ul><li>Aruba Networks On-Demand Quoting Initiative Case Study </li></ul><ul><li>Hi-Tech Industry Quoting Challenges </li></ul><ul><li>BigMachines Solution and Capabilities </li></ul><ul><li>Q&A </li></ul>

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