The purpose of this presentation is to create interest and to start the qualification process for prospective ETO customers. If there is some interest, you should contact the ETO executive in your region to follow up.
This is a build slide – best viewed in slide show mode Specifically – the nature of the ETO process doesn’t scale – when designing and building for a quantity of one! Inhibits growth Difficult to grow sales force Impractical to provide engineering on each sales call Costly to ramp-up post-order engineering support Inhibits ability to win business Cycle time hurts ability to win deals Difficult to optimize, iterate and conduct trade-offs with customer Configuration not easily confirmed with customer Costly to business Incomplete engineering at time of bid produces over-engineered solutions Incompatible bills of material from time of order to time of manufacturing Inability to rapidly understand and respond to the impact of customer-driven changes Non-value added time required to produce manufacturing drawings and associated output
More – Describe the typical steps that are undertaken to create an order through the sales process – gathering requirements/needs assessment, passing the information to the applications/presales resources to design a solution, pass the proposed solution to the estimating group for pricing. Return the proposed solution with estimated pricing to Sales to incorporate into proposal and present to prospect in a proposal for an order. If all goes well and information flows smoothly through the data collection, solution design, pricing and proposal creation – we have an order to submit and customer to satisfy. Next – the Order is processed, the proposed design is scrutinized to determine if it is buildable, or better, if the solution is profitable for the company to build. Changes may be introduced to the order for manufacturability, margin, timing, or a list of other reasons that may alter what was originally proposed to the customers. All the changes must to be documented and communicated to the customer and manufacturer to assure the changes are agreed to and accepted before the products are built. This may involve several iterations of new designs, drawings and communications with the customer, that may alter the original proposed solution that the customer originally purchased. How does your company handle the interactive process of collecting customer requirements and converting them into an buildable solution that your company may be able to make a profit on? How are changes communicated to the customer after an order is accepted, but re-engineered after the order has been accepted for manufacturability purposes? Does your company add-on additional fees for changes or credit the customer when the re-engineered solution varies from the original proposal? How many resources are used to create an engineered solution to address the customers requirements? How long does it take to implement and update all involved in the process when changes are made, who is involved and what does it cost to make the changes? The Sales process to win the order and the post sales processes to manufacture the ordered products will vary from company to company, and products being produced. As the customer peels back each layer of their process, opportunities arise to automate certain tasks to accelerate sales cycles and post sales processes. In both cases, accelerating time to cash and minimizing the potential for costly mistakes and errors.
The top part of the slide is designed to help you determine if this customer is an ETO customer and a candidate for Autodesk ETO products. The bottom part speak to some of the high-level benefits of our solutions. Note that some customers may be already “sold” on the idea of doing ETO automation and may in fact have tried or even implemented other approaches. For these customers, we will be selling the features of our powerful Intent technology more and tone down the ETO automation benefits (because they already know about these). For those who have not automated at all, we need to sell the value of autoamation.
This slide is designed to provide the prospect with an idea of why Autodesk Intent is the best tool for ETO automation without diving into more technical detail than is appropriate. The main point of this slide is that Intent captures Configuration, Engineering, and Geometric and Spatial rules into a single, coherent representation that mirrors the assembly, sub-assembly product structure. CAD systems alone do geometry well, but have limited ability to do configuration and in-depth engineering rules Configuration systems do basic “feature and option” style configuration, but fall-down when the product involves geometric or spatial rules and when there are engineering rules involved. They also can not handle design of parts that have a wide range of potential sizes. For example a building that can be any length from 20’ to 2000’. Traditional programming languages and spreadsheets are typically used for basic engineering calculations, but these do not provide support for either geometry or configuration. Intents ability to combine configuration, engineering, and geometry (CEG) make it uniquely powerful for solving ETO automation problems.
ETO Automation can be used in the front-office, out in the field, as a tool for making proposals quickly and efficiently without the need for design or engineering expertise.
ETO automation can also be used in the back office to automate repetitive, time-consuming tasks. The “Engineering Spreadsheet” bullet is meant to highlight the ease-of-use of the Intent system for capture and management of rules. The screen shot show the development environment for Intent, which incorporates all aspects of the problem (libraries, product structure, expression/rule editing, and a graphical view) into a single, easy to use screen.
The playground model was configured using Intent. The screen shot is a sales configuration system for conservatories, which allow the user to place the custom conservatory design on the backdrop of a .jpg image of their house so that they can see what it will look like. Virtual reality fly-throughs can also be custom generated. If the customer is interested and seems to be ETO, then the next step would be to either present the ETO overview to them, or to contact the ETO Consulting group (firstname.lastname@example.org) for further discussions. If you are a partner, at this point you should consider registration of the account with the WW ETO Partner manage (email@example.com)
Hytrol is a major manufacturer of conveyors, conveying systems, and conveyor accessories. Since its beginnings in 1947, Hytrol has grown into one of the largest manufacturers of conveyors and conveying hardware in the world. www.hytrol.com Industry segment: Industrial Machinery / Material Handling Previous system displaced: ME10, then went to AutoCAD Mechanical, then to Inventor in Engineering Solution used: Inventor, Autodesk Intent, AutoCAD, AutoCAD Mechanical, Autodesk Streamline, Autodesk Vault, DWF, and Autodesk Consulting. Image description: Images from Hytrol customer installation at Kings Hawaiian Objectives: Short term - AutoCAD (3D) with Autodesk Intent will be used by Hytrol’s distributor network of 400 to drive ETO (engineer to order) sales in the field. This represents up to 800 people entering orders, all sales are done through their distributor network (not direct). Long term - goal is to move all 800 to Inventor with Autodesk Intent. Currently - in the implementation phase will not be in production use for approximately another year. Autodesk Consulting was instrumental in orchestrating this complex solution. Engineering Department – has Inventor (50 seats) and AutoCAD Mechanical for the actual product development. They use Vault for management of Inventor data (they have a custom DM system for management of their 2D data). Streamline – All 400 Hytrol distributors also have access to Streamline - Hytrol has published all of their technical manuals of designs via DWF and Streamline. Expected Benefits: Reduce sales cycles Ability to produce a BOM for manufacturing and generate a spare parts list for customers at the point of sale (not possible with their previous system). With Autodesk Intent they are able to put a ETO solution into place in half the time it would have taken them if they had developed a customized solution in house (which they believe was their only other viable option). With the ability to accelerate the implementation of a ETO system sooner their sales volumes will also be affected faster. Complete Quote: “ We are implementing the Autodesk Manufacturing Solution combined with the solution from Engineering Intent that will enable our network of 400 distributors to enter real time engineer to order sales in the field. This system will help us to significantly shorten our sales cycles & engineering time by automating re-design for each order, BOM production for manufacturing, and spare parts lists for our customers.” “ With the tight integration between the solutions from Engineering Intent and Autodesk along with guidance from Autodesk Consulting, we’ll be able to implement this system in half the time it would have taken us to develop a customized solution in house.” Stuart Shaw, Manager of Information Systems Hytrol Conveyor Company, Inc.
Southern Staircase is a premier supplier to home builders, commercial contractors, and architects of high quality pre-built staircases of every kind. Spiral staircases, curved spiral stairs, circular staircase, wood spiral grand escalante stairs manufacturer and custom designs by architects of winding spiral staircases, architecture in millwork of stairs and stair parts, commercial or residential home remodeling stairways, architectural designs for wood stairs and wrought iron metal balustrades, railings, spindles in by manufacturer Southern Staircase. www.southernstaircase.com Industry segment: Building Supplier Previous system displaced: AutoCAD All current Autodesk products used: Autodesk Inventor, Engineering Intent, Autodesk Consulting, Vault 50 seats of Inventor runtime 50 seats of Engineering Intent Vault as Standard Library (by default) Integration to ERP (Syteline) Competitors evaluated: SolidWorks Expected Benefits: Sales automation driven by Inventor design data integrated with ERP. They plan to arm their sales team with laptops in the field to provide quotes and design to order sales in the field for customers. Designs will be more accurate, get to market faster, route quotes much faster. Reducing costs and errors. Increase sales volumes, cut down on order administration. Implementation – time frame ready in next 3 to 6 months. Started discussions a year ago with ADSK. Autodesk Consulting is managing the entire implementation and 3 rd party programming Complete Quote: “ As a long time customer of Autodesk we are thrilled about this acquisition. Autodesk and Engineering Intent have their finger on the pulse of the future of design driven engineer to order sales solutions.” “ We are implementing a solution consisting of Autodesk Inventor, Engineering Intent, with the expertise of the Autodesk Consulting team guiding the entire project including the integration into our ERP system. With this solution we will be able to reduce order administration, reduce errors, get to market faster, and ultimately increase our sales volumes.” “ When we decided to move from 2D to 3D and looked at the competitive offerings available it was clear that Autodesk Inventor was our best choice for 3D. This move by Autodesk to help address the engineer to order challenge for their customers is further proof that we made the right decision in sticking with Autodesk.” Randy Scott, VP of Operations Southern Staircase
Marcus Hope Autodesk Consulting MSD – Northern Europe Autodesk Engineer-to-Order Solution (ETO)
Typical ETO Environment Sales Order Admin Engineering <ul><ul><ul><li>Engineer-To-Order Value Chain </li></ul></ul></ul><ul><li>Engineer-to-Order Manufacturers Need: </li></ul><ul><li>To design and build highly customized products </li></ul><ul><li>To meet the specific requirements of each customer & order </li></ul><ul><li>To stay competitive in a global & highly outsourced economy </li></ul>Customers Manufacturing
Typical ETO Challenges Sales Order Admin Engineering Can I do sufficient pre-engineering? Have I captured the customer’s req’s ? Are my estimates correct ? Is my BOM accurate ? What happens when the customer makes a change ? Can I rapidly create a persuasive and easily understood proposal? Can I provide an accurate configuration and drawings? Do I have enough information to process the customer’s order? Customers Manufacturing
Typical ETO Challenges Sales Order Admin Engineering How much “non value add” time is spent on manufacturing drawings ? Can I meet the customer’s delivery date ? Is it what the customer ordered / needed? Will the product be built as bid? Are all customer changes included in the production orders? Have margins been maintained? How fast can I respond to customer changes? Can I build what Sales has sold? Customers Manufacturing
Autodesk Solution enhances the ETO Process Sales Order Admin Engineering Automate Production Engineering Processes Decrease Costs Shorten Order-to-Cash Cycle Protect Margins Increase Revenues <ul><ul><ul><li>Engineer-To-Order Value Chain </li></ul></ul></ul>Customers Manufacturing
Autodesk ETO Solution - Intent <ul><li>Autodesk Intent’s automation tools enable you to: </li></ul><ul><ul><li>Increase sales effectiveness </li></ul></ul><ul><ul><li>Grow margins by reducing costs and rework </li></ul></ul><ul><ul><li>Improve customer satisfaction with improved quality </li></ul></ul><ul><ul><li>Decrease time to market, driving sustainable growth </li></ul></ul>
How do we achieve these goals? <ul><li>Autodesk Intent combines critical data into a single, coherent structure to uniquely address ETO automation challenges </li></ul><ul><ul><li>Configuration assembles components into valid arrangements </li></ul></ul><ul><ul><li>Engineering relates and processes rules, formulas and calculations </li></ul></ul><ul><ul><li>Geometry automates size, shape, orientation, and the spatial relationships between features and parts </li></ul></ul>Autodesk Intent Configuration Geometry Engineering
Bring engineering to the point of sale <ul><li>Challenge: </li></ul><ul><li>To quickly develop valid customized designs and arrangements for engineered products and show the results </li></ul><ul><li>Autodesk Intent’s sales engineering automation tools deliver: </li></ul><ul><ul><li>On demand generation of valid designs and configurations </li></ul></ul><ul><ul><ul><li>3D model & drawings </li></ul></ul></ul><ul><ul><ul><li>BOMs </li></ul></ul></ul><ul><ul><ul><li>Detailed proposals with costs </li></ul></ul></ul><ul><ul><li>Automation of repetitive tasks </li></ul></ul><ul><ul><ul><li>Configuration </li></ul></ul></ul><ul><ul><ul><li>Engineering </li></ul></ul></ul><ul><ul><ul><li>Costing </li></ul></ul></ul><ul><ul><li>Quick and easy explorations of “what-if” design scenarios </li></ul></ul>
Dramatically reduce engineering time and cost <ul><li>Challenge: </li></ul><ul><li>To produce automated outputs based on functional requirements </li></ul><ul><li>Autodesk Intent’s process automation tools deliver: </li></ul><ul><ul><li>Automatic selection, configuration, and engineering of appropriate component and assembly designs </li></ul></ul><ul><ul><li>Rules driven design </li></ul></ul><ul><ul><ul><li>Engineering calculations </li></ul></ul></ul><ul><ul><ul><li>Manufacturing requirements </li></ul></ul></ul><ul><ul><ul><li>Codes and standards </li></ul></ul></ul><ul><ul><li>Tight integration with CAD </li></ul></ul><ul><ul><ul><li>2D and 3D </li></ul></ul></ul><ul><ul><li>Integration with ERP/MRP </li></ul></ul>
Key benefits <ul><ul><li>Quickly optimize components and assemblies </li></ul></ul><ul><ul><li>Perform fast and easy “what if” explorations </li></ul></ul><ul><ul><li>Respond quickly and accurately to proposal requests </li></ul></ul><ul><ul><li>Quickly generate 3D models, detailed drawings, estimates and BOMs </li></ul></ul><ul><ul><li>Generate photo-realistic images of products before they are built </li></ul></ul><ul><ul><li>Provide a comprehensive toolset for easy development, maintenance and scalability </li></ul></ul>
Hytrol Conveyor Company Inc. Country Implement a real time engineer to order solution for distributed sales force to increase sales volumes and market share. C hallenge W hy Autodesk? R esults United States “ With the tight integration between the solutions from Autodesk along with guidance from Autodesk Consulting we’ll be able to implement a engineer to order solution in half the time it would have taken us to develop a customized system in house.” Stuart Shaw, Manager of Information Systems, Hytrol Conveyor Company Inc. <ul><li>Will enable distributor network of 400 to enter real time ETO sales in the field </li></ul><ul><li>Sales cycles and engineering time will be reduced by automating re-design for each order </li></ul><ul><li>Will enable automated production of BOM and spare parts lists </li></ul><ul><li>“ Order management” bottleneck in engineering will be reduced </li></ul><ul><li>Autodesk Intent </li></ul><ul><li>Tight integration with Autodesk Solution </li></ul><ul><li>ERP vendors could not deliver engineering configuration solution </li></ul><ul><li>Autodesk Inventor </li></ul><ul><li>Supports ETO use downstream AutoCAD & Autodesk Intent </li></ul><ul><li>Autodesk Vault </li></ul><ul><li>Engineering data management </li></ul><ul><li>Autodesk Streamline and DWF </li></ul><ul><li>Publish technical manuals to 400 distributors </li></ul><ul><li>Autodesk Consulting </li></ul><ul><li>Delivered Strategic Business Consulting engagement </li></ul>
Southern Staircase Country Arm the sales force with real time engineer to order quote and sales order capabilities to drive sales cycle time down and increase volume capacity. C hallenge W hy Autodesk? R esults <ul><li>Designs will be more accurate while getting to market faster </li></ul><ul><li>Will increase sales volumes while reducing order administration </li></ul><ul><li>More accurate designs will result in reduced costs associated with errors </li></ul>Autodesk Consulting has been our partner managing the entire implementation from up-front strategic business consulting to the solution implementation including Autodesk Intent / Inventor component and the Sales Order management component integration with our ERP environment. With this solution we will be able to reduce order administration, reduce errors, get to market faster, and ultimately increase our sales volumes.” Randy Scott , VP of Operations Southern Staircase United States <ul><li>Autodesk Intent </li></ul><ul><li>Tight integration with the Autodesk Solution </li></ul><ul><li>Provides Engineer to Order real time quotes & sales orders </li></ul><ul><li>Autodesk Inventor </li></ul><ul><li>Enables use of 3D design data to speed the sales process </li></ul><ul><li>Autodesk Vault </li></ul><ul><li>Engineering work in process data management </li></ul><ul><li>Autodesk Consulting </li></ul><ul><li>Delivered Strategic Business Consulting engagement </li></ul>