Stacey Bennett Portfolio

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Stacey Bennett Portfolio

  1. 1. Work Experience at Siemens PLM Software June, 2007 – September, 2008 Part-time: October, 2008 – Present Stacey Bennett © 2010. Siemens Product Lifecycle Management Software Inc. All rights reserved Page 1 Siemens PLM Software
  2. 2. Summary / Goals I co-oped with Siemens PLM software from 2007-2008 and am a graduate from the University of Cincinnati working part-time with Siemens. I worked for the Pricing Management Office and Strategic Marketing doing marketing research and business analysis. I have 3 years of experience in Pricing Strategies with the Pricing Management Office, Discount Analysis, Market Analysis, and throughout my co-op experience (as well as part-time work) I have improved my research, analysis, computer, and communication skills.  I hope to continue improving these skills, as well as:  Apply the knowledge I have gained from my work experience thus far to start contributing immediately to the company full-time post graduation.  Take on more responsibility, gain new knowledge and experiences, and to make more of a presence within the company. © 2010. Siemens Product Lifecycle Management Software Inc. All rights reserved Page 2 Siemens PLM Software
  3. 3. Skills Ability to conduct in-depth analysis, generate reports, and develop presentations supporting pricing and discounting evaluation, market sizing / market analysis, and sales analysis. Supporting in Siemens PLM the PMO, Strategic Marketing, and Strategic Pricing activities  Utilized Siemens PLM tools including:  SAP Business Warehouse • Product Line Reporting (PLRC) • Install Base Cube (IB) • Discount Management & Reporting (DMRS) • Sales Order Analysis (SOA) • Billings  DecSup (Access based business analysis)  Excel  PowerPoint  Access © 2010. Siemens Product Lifecycle Management Software Inc. All rights reserved Page 3 Siemens PLM Software
  4. 4. School Experience  Related Classes: • Direct Marketing • Marketing Research • Sales Management • Decision Making in Marketing • Advertising • Business Finance • Managing Cultural Differences • Accounting • Japanese Language and Asian • Economics Studies Courses • Business Administration • Business Strategies • Business Statistics • Management Integration • Global Business Environment • Writing for Business • Operations Management • International Management • Quantitative Analysis • International Marketing • Information Technology • East Asian Economies • Information Systems • Business Law © 2010. Siemens Product Lifecycle Management Software Inc. All rights reserved Page 4 Siemens PLM Software
  5. 5. Projects  PMO Projects Over 56 projects ranging from a  DMRS License Discount Reports few hours to 2-3 weeks covering all  DMRS Maintenance Discount Report aspects of Siemens PLM Software  Maintenance Discount % Analysis  Average Seat Price Analysis - Research and business Conclusions  Strategic Marketing Projects  Sales Management Reports  Teamcenter Express business analysis  Sales Organization Trial Reports  Sales profile of selected Tecnomatix products  DMRS Quality Improvement Analysis  Penetration in selected Japanese customers  BW Query Template Development  Oracle revenue reporting for potential  Price Book / Price Book Management allocation changes  Pricing Restructuring & Increase Analysis  Business Warehouse cube and query  Teamcenter Integration consistency / alignment  Siemens installed base profile for Sales  Strategic Pricing Projects planning and analysis  Pricing Management System Evaluation Support  Services attach rate analysis to support  Teamcenter Applications – Author & Access Services marketing effort Analysis  Environmental Compliance customer analysis  Zone Discount vs. US Price List Discount  Competitive comparison data update  Currency Conversion & Uplift Effects  Solid Edge seat count analysis  Impact of Pricing Change Proposals on  ASP by Industry for Industry Marketing Maintenance Revenue  New / Existing Customer Analysis  Orders with $0 Analysis © 2010. Siemens Product Lifecycle Management Software Inc. All rights reserved Page 5 Siemens PLM Software
  6. 6. Projects Cont.  Seagate - Migration - NX Statistics Analysis  Strategic Marketing Projects  NX10101 Seat Definition Request  Top Ten Customer Analysis based off of  Teamcenter Integration Analysis Recognized Revenue  Teamcenter Requirements Analysis  ISID & DIPRO License Revenue Analysis  Americas Active Customers with out License  VARs CAE License Revenue Analysis Sales Analysis  Locating Canon Discount Over Time within  Ideas Customer Information DMRS  Industry Segment Information for Nordic End  Average Seat Price by Product Brand (Direct Customers and Indirect) Analysis  Japan Rental Orders Analysis  CAM Express Product Summary  Teamcenter Community stats for Teamcenter  PMO Projects Product Marketing  B&IC Data SW & ME&S Data Analysis  Customer Samples for IDC Survey  3rd Party Royalty Report  Average Deal Size for Sales  Kapp Configuration – Upgrade or Not?  Product Revenue Analysis  DMRS Training for 2010 New Co-op  Ideas Seat Trend Analysis  Price Change Analysis  Imageware information for exchange to NX  Maintenance & License Discount History  New License Type Data Analysis Analysis  Penetration Company List - Seat Penetration  PMO Dashboard DMRS Data Generator  Potential User Population Analysis  Strategic Pricing Projects  Upgrade Product Analysis © 2010. Siemens Product Lifecycle Management Software Inc. All rights reserved Page 6 Siemens PLM Software
  7. 7. Pricing Management Office Project Examples License Discount Reports:  Business Purpose: To report discount metrics on software license transactions by geography and product line to facilitate management communication, monitoring of pricing initiatives, and process improvements  For: Pricing, Sales and Executive Management Sales Management Reports  Business Purpose: Provide reports in the Sales Management organization structure so that individual rep and manager discounting performance could be tracked  For: Global Sales, Vice President of Special Projects, for distribution. Supported PMO Finance in Detailed Maintenance Customer Analysis  Business Purpose: Understand customer maintenance profile for potential process improvement  For: Pricing Management Office Finance Upgrade Products Analysis  Business Purpose: Determine if we could isolate the effects of Upgrades on Discounts  For: Vice President of Pricing Program © 2010. Siemens Product Lifecycle Management Software Inc. All rights reserved Page 7 Siemens PLM Software
  8. 8. License Discount Reports  Created multiple element License Discount reports on a quarterly basis beginning in Q107.  These reports are delivered to worldwide Sales Management at Zone, Country and Sales Territory / Industry levels.  Developed queries with appropriate filtering to produce all necessary data elements  Establish process to identify and assure that Academic customers were eliminated from analysis  Any >$100k list price orders with large discounts separated for review  Communication with standardized emails to Order Processing established to resolve questions  Established process to eliminate any Installation Customers deemed to have special conditions from analysis. Also applied to Academic customers not resolved above.  Maintain data for these customers for ongoing use in Business Warehouse  Established QA / Check List process to assure report accuracy and consistency © 2010. Siemens Product Lifecycle Management Software Inc. All rights reserved Page 8 Siemens PLM Software
  9. 9. Average Seat Price Business Purpose  Establish standard metric for Average Seat Price of key elements of the Siemens PLM product portfolio to track key product pricing trends Approach:  Analyze NX, Solid Edge, and Teamcenter seat products  Quarterly trends of all seat products 2004-2007  Quarterly trends of top ten seat products 2004- 2007  Quarterly trends of seat products generating 80% of revenue 2004-2007  Consider Direct / Indirect differences  Consider portion of revenue to include in Seat Price calculations  Consider variations in Teamcenter packaging  Make adjustments to Tecnomatix results to consider legacy product definition anomalies  Develop sample results Decisions / Results:  Based on analysis results & PMO discussion, selected desired approach and products to track  Publish to Business Performance Dashboard on a quarterly basis for management access.Siemens Product Lifecycle Management Software Inc. All rights reserved © 2010. Page 9 Siemens PLM Software
  10. 10. Training  Created materials to aid training of new employees in Discount Management Reporting  Includes information on:  Starting / using Business Explorer Analyzer  Necessary filtering of variables and data  Understanding what the Discount Management Reporting System does with data  Profit Center business hierarchy structure  Example and exercise outlining important aspects of reports © 2010. Siemens Product Lifecycle Management Software Inc. All rights reserved Page 10 Siemens PLM Software
  11. 11. Strategic Pricing Project Examples Teamcenter Applications – Author & Access Analysis  Business Purpose: Reevaluate Teamcenter pricing and packaging for potential improvements  For: Director of Strategic Pricing Zone Discount vs. US Price List Discount  Business Purpose: Determine the effects of currency conversion and local country pricing uplifts on discounting to guide improvement of local country pricing practices  For: Vice President of Pricing Program Impact of Pricing Change Proposals on Maintenance Revenue  Business Purpose: Model potential impact of price change proposals for assessment of maintenance revenue impact as part of change proposal process.  For: Vice President of Pricing Program New / Existing Customer Analysis  Business Purpose: Model effect of potential price increases on new vs. existing customers and overall revenue.  For: Vice President of Pricing Program © 2010. Siemens Product Lifecycle Management Software Inc. All rights reserved Page 11 Siemens PLM Software
  12. 12. Strategic Marketing Project Examples Teamcenter Express Software and Maintenance Analysis  Business Purpose: To assist the Velocity Marketing / Products team in understanding status of Teamcenter Express in the market.  For: Velocity Marketing / Products team Japan Customer Analysis  Business Purpose: Support Hitachi Sales engagement with similar customer penetration data  For: Quality Product Management Service Metric Data  Business Purpose: Provide background data to support services marketing project  For: Director of Strategic Marketing Teamcenter Integration  Business Purpose: Provide data that shows the percentages, by industry, of the customers that use Teamcenter integrated with other vendors products  For: Sr. Director of Teamcenter Marketing © 2010. Siemens Product Lifecycle Management Software Inc. All rights reserved Page 12 Siemens PLM Software
  13. 13. Strategic Marketing Projects Teamcenter Integration  Business Purpose: Provide data that shows the percentages, by industry, of the customers that use Teamcenter integrated with various vendor products. To be used for Marketing “proof points”. Process  Provide a break down by Industry of Engineering, Enterprise, and TC UA Customers with "TC Integration Products" & "Bundles that have TC Integration Products" Aerospace and Defense  Within each industry there is a break down by Vendor: % of Total Count Seat QTY by Industry Aerospace and Defense AutoDesk 200 200,000 27.0% Aerospace and Defense Cadence 100 100,000 13.5% Aerospace and Defense ClearCase 90 90,000 12.2% Aerospace and Defense Dassault 80 80,000 10.8% Aerospace and Defense Mentor 70 70,000 9.5% Aerospace and Defense NX 60 60,000 8.1% Aerospace and Defense Other 50 50,000 6.8% Aerospace and Defense PTC 40 40,000 5.4% Aerospace and Defense Other Enterprise 30 30,000 4.1% Aerospace and Defense Solid Edge 20 20,000 2.7% © 2010. Siemens Product Lifecycle Management Software Inc. All rights reserved Page 13 Siemens PLM Software
  14. 14. Market Research Projects Pricing and Licensing Gathered data from research pubs such  Software licensing practices as: Forrerster, AMR, Gartner, Oracle, etc. and consolidated into a word document for  Metrics use by the PMO team for planning  Models  Software discounting practices  Software maintenance pricing practices  Software pricing practices  Global pricing practices Future of Manufacturing Researched Mass Production, Mass Customization, Build to Order, Social For Strategic Marketing / Business Production using Development AMR, Abeerdeen, CIMData, Forrerster, and doing Google searches for each to find the future of Manufacturing Market Demographics Gathered Data from ILO, Federal Bureau of Labor Statistics, D&B World Base, IB Cube (to get potential Siemens PLM User Population) © 2010. Siemens Product Lifecycle Management Software Inc. All rights reserved Page 14 Siemens PLM Software
  15. 15. Market Demographics  Business Purpose: For planning purposes, document the size of the potential worldwide user communities for Siemens PLM Software Process  US manufacturing industry population data gathered from U.S. Bureau of Labor Statistics  Contacted and received guidance from US BLS economist with direction to: http://www.bls.gov/oes/2008/may/naics2_31-33.htm  Gathered international population data from the International Labor Organization (ILO) using multiple approaches 1. Based on ILO Data gathered data on Manufacturing Employees  Then, applying US Percentages to Worldwide (based off of %s from BLS) 2. Based on ILO Data gathered data on Economically Active Population by Industry & Occupation  Then, applying US Percentages to Worldwide (based off of %s from BLS) 3. Directly from ILO, found Economically Active Population © 2010. Siemens Product Lifecycle Management Software Inc. All rights reserved Page 15 Siemens PLM Software
  16. 16. Training, Seminars and Trips  Gained understanding of markets and products through extensive review of Siemens PLM Software marketing and training materials, and Analyst reports  Created presentation summarizing the market and Siemens PLM Software position  Received internal training on all tools used  Dare to Compare: Solid Edge Seminar in EMI Office  Hands on experience with 3-D modeling  Group meeting in St. Louis  DMRS  Discussion of Average Seat Price  Ongoing learning through project execution © 2010. Siemens Product Lifecycle Management Software Inc. All rights reserved Page 16 Siemens PLM Software

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