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Apex S.r.l - In Mind Cloud - Manufacturing X Workshop Modena NOV 2019

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Workshop on Manufacturing X in Modena NOV 2019

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Apex S.r.l - In Mind Cloud - Manufacturing X Workshop Modena NOV 2019

  1. 1. © In Mind Cloud. All rights reserved. ‹#›
  2. 2. © In Mind Cloud. All rights reserved. ‹#› Information in this presentation is confidential and proprietary to In Mind Cloud Pte Ltd (in the following “In Mind Cloud”) and may not be disclosed without explicit permission. This presentation is not subject to any license agreement, service or subscription agreement. There is no obligation for In Mind to pursue any course of business outlined in this document, or to develop or release any functionality mentioned therein. This document, or any related presentation and possible future developments, products and or platforms directions and functionality are all subject to change and may be changed by In Mind Cloud at any time for any reason without notice. The information on this document is not a commitment, promise or legal obligation to deliver any material, code or functionality. This document is provided without a warranty of any kind, either express or implied, including but not limited to, the implied warranties of merchantability, fitness for a particular purpose, or non-infringement. This document is for informational purposes and may not be incorporated into a contract. In Mind Cloud assumes no responsibility for errors or omissions in this document, except if such damages were caused by In Mind Cloud intentionally or grossly negligent. All forward-looking statements are subject to various risks and uncertainties that could cause actual results to differ materially from expectations. Readers are cautioned not to place undue reliance on these forward-looking statements, which speak only as of their dates, and they should not be relied upon in making purchasing decisions. Safe Harbor Statement
  3. 3. © In Mind Cloud. All rights reserved. ‹#› Michael Bucko Sales Director, DACH michael.bucko@inmindcloud.com Dr. Falk Brauer SVP, Global Centre of Excellence falk.brauer@inmindcloud.com
  4. 4. © In Mind Cloud. All rights reserved. ‹#› Agenda 01. ore 16.00 Benvenuto ✓ Benvenuto e registrazione 02. ore 16.15 ✓ Apex & In Mind Cloud, una partnership consolidata. Ilario Benetti 03. ore 16.30 ✓ DEMO. Falk Bauer 04. ore 17.30 ✓ Session Wrap-up. Michael Bucko 05. ore 17.30 ✓ Q&A e chiusura lavori 06. ore 18.00: ✓ Aperitivo e Networking EBITMargin[%] Revenue Growth [%] 2.0 0.0 10.0 5.0 15.0 Focus on Profitability: - Minimize Cost - Standardization - Efficiency - Competitiveness - … Focus on Profitable Growth: - Economy of scale - Identify best opportunities - Strengthen GTM channels - Process Optimization - … Focus on Growth: - Portfolio expansion - Scale sales force - Grow GTM channels - … Structural Innovation: - Business transformation - Refine focus areas - Refine GTM strategy - …
  5. 5. © In Mind Cloud. All rights reserved. ‹#› MX CRM Go-To-Market Business ExcellenceBusiness Model Direct Sales Distribution Sales Customer Self-Service Market Excellence Operational Excellence Sales Excellence Standardized Products Projects & Solutions Manufacturing as a Service
  6. 6. © In Mind Cloud. All rights reserved. ‹#› Industry Examples MACHINERY & EQUIPMENT AUTOMOTIVE & SUPPLIERS ELECTROMEDICAL & HIGH TECH STEEL & METAL PRODUCTS RUBBER & PLASTIC PRODUCTS ELECTRICAL EQUIPMENT & ENGINEERING
  7. 7. © In Mind Cloud. All rights reserved. ‹#› ROI ✓ Improvement @ Manufacturing X customers • ~3-5% more revenue • 100% price accuracy • Zero costs of error • Time-to-quote reduction of over 95% business impact + 3 Mio EUR @ 100 Mio EUR
  8. 8. © In Mind Cloud. All rights reserved. ‹#› Success Story 2019 30% 60% 90% Before After 50% 70% 0 20 40 Before After 28 6 0 20 Before After 12 4 Cost of Error$0 $250,000 $500,000 Before After $300,000 $50,000 ✓ Fast Manufacturing-Ready Quotes • Speed-up cycle times on quote generation • Zero-out errors in the proposal phase ✓ Global Pricing and Margin Control • Master price book with regional conversations, always up- to-date pricing and margin • Insights into performance of price changes • Accurate approvals beyond discount limits ✓ End-to-End Integrated Workflows • Direct integration with ERP backend for account, price and product details, including payment and other commercial terms • Direct order creation, removing of manual work, opening business opportunities in the spare parts and consumables business ✓ Fast And Informed Business Decisions • Centralized forecast allows more accurate business planning, to identify pipeline and utilization gaps and a more strategic procurement to reduce order lead times Outcome Results Forecast Accuracy Cost of Error Change in Orders [nb. of changes per order] Order Lead Time [weeks]
  9. 9. © In Mind Cloud. All rights reserved. ‹#› Optimal customer journey with manufacturing CRM Manufacturing CRM ERP
  10. 10. © In Mind Cloud. All rights reserved. ‹#› Process Issues & Pain Standard Products CRM ERP Where do manufacturers face challenges supporting proper manufacturing CRM? manual product catalogues Excel spreadsheets 3rd party or in-house standalone configurators Configuration in ERP via Sales Ops Excel/Word manual templates copy & paste
  11. 11. © In Mind Cloud. All rights reserved. ‹#› CRM ERPCost Calculations Excels Sheets Customer Cost Breakdown Component Price Databases CAD and Product Specification Process Issues & PainManufacturing as a Service
  12. 12. © In Mind Cloud. All rights reserved. ‹#› 120 Second DEMO
  13. 13. © In Mind Cloud. All rights reserved. ‹#› A Manufacturing Sales Platform for a True All-Sales-Channel and Engineering Experience DIRECT SALES SCENARIO Leverage the platform within your own direct sales force DISTRIBUTION SALES SCENARIO Open the platform to your distribution partners CUSTOMER PORTAL SCENARIO Allow customers to send inquiries easily via portal
  14. 14. © In Mind Cloud. All rights reserved. ‹#› SALES OPTIMIZATION SALES SIMPLIFICATION SALES MANAGEMENT SALES PORTAL ENGINEERING SALES Fast & Profitable Business Decisions from Opportunity to Production Spend less time quoting at full accuracy and get more time actively selling. Strike the Perfect Offer – Balancing Requirements & Profit Tender Composition, Validate and execute based on Lowest Possible Cost and e.g. drawings, Production Knowledge, Engineering Collaboration Rapid self-service to boost your business and get ahead of your competition A Manufacturing Sales Platform for a True All-Sales-Channel and Engineering X-perience
  15. 15. © In Mind Cloud. All rights reserved. ‹#› Supported Business Models Mass-production of standardized, yet complicated products or dependencies Demand - Supply Planning: Make To Stock (MTS) Configure to Order (CTO) Industries Machinery and Equipment Metal Products Electromedical and Control Instruments Fabric & Paper Manufacturing Key Success Criteria Speed and Efficiency End-to-end digital processes User friendly, still advanced product selection and configuration Advanced Pricing Capabilities Margin and Discount Control Support for special requests Standardized Products On-off engineered solution for a specific customer built from standardized components with standard assets Demand - Supply Planning: Engineer To Order (ETO) Assemble To Order (ATO) Industries Electrical Equipment Electrical Appliances Machinery and Equipment Metal Products Key Success Criteria Built-in ‘engineering knowledge’ Ability to price and cost components and activities incl. work-break-down (with ERP integration) Built-in collaboration Easy to consume by sales and partners Projects & Solutions Mass-production of customer specific, specialized components with standard and specialized assets Demand - Supply Planning: Engineer To Order (ETO) Make To Stock (MTO) Industries Motor Vehicle Parts Metal Products Rubber & Plastic Fabric & Paper Key Success Criteria Advanced costing and pricing Process Configuration In-built collaboration Cost and price re-negotiation capabilities KPI driven approvals and reporting Custom Products
  16. 16. © In Mind Cloud. All rights reserved. ‹#› Manufacturing X Platform MX Foundation API Connectors MX Engines Web Shops Sales Management Engineering Sales Sales Optimization Sales Portal Sales Simplification CRM ERP PLM MES XLS MX Sales Apps
  17. 17. © In Mind Cloud. All rights reserved. ‹#› Standardized Products & Solutions What does my customer want to achieve with my machines? Which machines are required to full-fill that requirement? Which machines fit together? Which configuration is required? Which accessories are needed? Which consumables should be included? Any spare part kit required?
  18. 18. © In Mind Cloud. All rights reserved. ‹#› Guided Selling and Visual Product Finder Guided Selling Easy to use and administrate questionnaires to navigate the product portfolio Interactive Images Allow to see product relationships and add them to the shopping basket
  19. 19. © In Mind Cloud. All rights reserved. ‹#› Product or Solution Configuration ➢ Choose from controls to present a product attribute ➢ Add images ➢ Use Manufacturing configuration from ERP to build Sales BOM configuration outside of ERP ➢ Constraints among attribute ➢ Rule based showing / hiding of attributes ➢ Rule based selection of attributes ➢ Rules between different BOM items ➢ Customer scripts to control configuration ➢ Generate description based on configuration ➢ Leverage configuration for costing and pricing Solution Configuration End-to-end product and solution configuration
  20. 20. © In Mind Cloud. All rights reserved. ‹#› Internal and External Collaboration Note Taker Take notes on Account, Opportunity Inquiry or Quote and address different people directly to generate targeted notifications Tasks Assign tasks to person in charge or team and get notifications on completion
  21. 21. © In Mind Cloud. All rights reserved. ‹#› 2D / 3D CAD Generator ➢ Generate CAD drawings from product or solution configuration using script logic ➢ View CAD online and measure, turn and zoom in browser without any CAD software installed ➢ Embed existing CAD libraries ➢ Download PDF and DWG files ➢ Handle multi-page CAD drawings
  22. 22. © In Mind Cloud. All rights reserved. ‹#› Workflow and Approvals Multi-Level Approvals Approval API to connect to external systems via script Workflow Rules ➢ Based on any datapoint of quotation ➢ Based on any datapoint of line item ➢ Based on any datapoint of product ➢ Based on any datapoint of account Matrix Approvals Multiple Rules can be used in Parallel
  23. 23. © In Mind Cloud. All rights reserved. ‹#› Proposal Generation Choose from: ➢ Multiple templates ➢ Product specification ➢ Attachments …. to create one account Powerful Template Engine to generate beautiful quote, project summaries or other documents in different format: ➢ PDF ➢ Word ➢ Excel …. in the language of your choice
  24. 24. © In Mind Cloud. All rights reserved. ‹#› ERP Documents (Material, Quote, Order) Direct ERP Integration for ➢ Material, BOM, Routing ➢ Quote ➢ Order Fully customizable to support custom requirements or 3rd party backends Supports ➢ All quote header fields ➢ All line item data points ➢ Configuration Price ➢ Header price conditions ➢ Item price conditions
  25. 25. © In Mind Cloud. All rights reserved. ‹#› Quantities, Sizes, Materials Equipment Cost Material Costs Labour Costs Indirect Costs Financial Costs Price and Profit Specialized Products & Engineered Solutions
  26. 26. © In Mind Cloud. All rights reserved. ‹#› Case Study: Steel Tube Manufacturer ❖ Pain Points • Heterogeneous quoting practices across • partially manual – for standard items • In ERP – for non-standard • No central reporting for • … quote volume • … profitability at quote stage • … trends and conversions ❖ Challenge • Re-use highly sophisticated, but custom production planning and costing program from ERP ✓ Ease of use and Manufacturing-Ready Quotes • Speed-up cycle times on quote generation • Zero-out errors in the quotation phase • Full standardization of customer offer documentation • Self-service customer request for standard products ✓ Global Profit and Cost Control • Direct integration with existing backend configuration, production, costing and pricing methods (SAP Variant Configuration) • Complete mapping of value-added processes, estimated and actual profit under SAP for analytics ✓ End-to-End Integrated Workflows • Workflow support for the entire process incl. technical validation, approval and offer tracking • Seamless integration with existing front and backend system architecture ✓ Fast And Informed Business Decisions • Flexible reporting function for all necessary KPIs $ > $$$
  27. 27. © In Mind Cloud. All rights reserved. ‹#› Sales KMAT (Standard SAP VC) Manufacturing KMAT (highly custom) Sales Model (used in Sales & defined ERP) Manufacturing Model (ERP Quote and Order) Maps to Standard VC Pricing Costing Scheme Sales VC Logic Manufacturing Logic (ABAP) Base Geometry Additional • Standard • Standard Group • Delivery Condition • Add Info Man. Program • Division • Surface • Product Group • Table Pricelist • Steel grade • Product Data Text • add. Information Standard int. • Length type • Outside diameter - Pricelist • Tolerance Minus • Wall thickness - Pricelist • Tube Length • Outside diameter - Pricelist • Inside diameter – Pricelist • Dimension Type • Tolerance Plus • Wall thickness - Pricelist • Code • Packaging • Protection • Certificate • Standard • Standard Group • Delivery Condition • Surface • Steel grade • add. Information Standard int. • Length type • Tolerance Minus • Tolerance Plus • Tube Length • Outside diameter • Inside diameter • Packaging • Protection • Certificate • … • … • … Base Geometry Additional Raw Material Process Quality Case Study: Sales & Manufacturing Model
  28. 28. © In Mind Cloud. All rights reserved. ‹#› Production Planning (Backend Process) Sales Product Model (Frontend Configuration) Manufacturing Product Model (Backend Configuration) Business Segment (Frontend Process) Geometry, Tolerance, Steel Grade, Surface, Protection, Standard, Packaging Regional UoMs & Standards, Customer Segment Rules: Grades, Surface, etc. Customer Hierarchy Discounts, Standard Geometry Prices, Cost+ via Manufacturing Model for non-standard products Marketing Logic Pricing Logic Sales Features Manufacturing Logic Costing Logic Raw materials, raw material amounts, recipes, quality, packaging, work centres and activities, etc. Stock, raw materials stock, semi-finished products, set-up, labor, machine times, etc. Raw material costs, labor rates, machine rates, cost centres, capacities, etc. Production Features Raw Materials Activities e.g., Construction or Chemicals One-off, standardized products with account discounts, approvals and high diversity, price lists, ‘e-commerce’ e.g., Automotive or Engineering Specialized requirements, feasibility studies and approvals Framework contracts Commodity Applications Specialized Applications Case Study: Sales & Manufacturing Model
  29. 29. © In Mind Cloud. All rights reserved. ‹#› Case Study: Make-to-Order Production Sales Order Order Confirmation Sales Production Planning Warehouse Management Strategic Planner Manufacturing Billing Customer Service Event Approval Quote Credit Management ERP Quotation ERP Man. Configuration Profitability Analysis Sales Forecast Review Delayed Sales Orders Stock Available? Standard Variant? MTO Production Planning no yes Logistics Planning MTS Production Planning no yes Opportunity Inquiry ERP Costs Run & Prod. Plan Feasibility yes Bottom Price Calculation Non-Standard Delivery Terms no standard non-standard SalestoManufacturing Configuration MX Quotation Standard Price ? MX Sales Configuration no ERP Man. Configuration Standard Product ? yes Standard Delivery Dates & Terms yes no yes no ERP Sales Order ERP Man. Configuration Credit Management Profitability Analysis Daily worklist Delivery Note Customer Payment Transfer Order Processing Billing Accounts Receivable Delivery Due List Packing List Post Goods Issue Inventory COGS Credit Management
  30. 30. © In Mind Cloud. All rights reserved. ‹#› ERP INTEGRATION SCENARIOS Different Scenarios as per Business Needs * See also SAP Note 837111 (Composite SAP note on the IPC-VC delta list ), IPC Compliance Check with T-Code CU34 ** Configuration and BOM is built only in Manufacturing-X, Compliance of MX and SAP LOVC product models needs to be ensured Bring existing Product Models to Sales under User-friendly Cloud-App Product Model Extract ERP LOVC Configuration and run in the cloud Requires IPC-Compliant Configurable Materials* Based on SAP SSC (IPC) Product Pricing Live Pricing with SAP SSC (IPC) using ERP Pricing Procedure, requires re-implementation of user exits in IPC in Java ERP Integration ERP Sales Document Creation using Standard BAPI SAP S/4 LOVC Build Sales Model on top of ERP Materials or simplify LOVC Model Product Model MX Configuration** to control and generate Sales BOM on ERP Characteristics MX Configuration** based Validation against ERP LOVC Configuration with Order Simulation Product Pricing ERP Pricing Procedure ERP Integration ERP Sales Document Creation using Standard BAPI S/4 External Pricing Build Costing Model on top of ERP Materials and other ERP Data Product Model MX Configuration** to control and generate Production BOM through Custom Table / View replication from ERP to control configuration Scripting to control Product Pricing Replication of custom tables from ERP for cost or price data MX Cost / Pricing Schema on top of external pricing Material and Price Creation Create Material, Routing, BOM and Price in ERP MX Internal Pricing Special Use Cases & Custom Solutions Product Model Custom Control Points via Scripting and Custom Tables Option to mix with LOVC product models Product Pricing MX Pricing Schema on top of pricing tables ERP Integration Customize and change BAPI name, signature and logic as required Hybrid
  31. 31. © In Mind Cloud. All rights reserved. ‹#› Accounts Opportunity Products Accounts Products Pricing Quote Document Output MX ERP Example 1: Direct Sales with MX standalone and ERP Object Flow MX + ERP Knowledge Order Materials & Prices Quote
  32. 32. © In Mind Cloud. All rights reserved. ‹#› Order Accounts Opportunity C/4 Internal Quote Prospects Products Accounts Products Pricing Accounts Products Quote Document Output Order C/4 MX ERP Example 1: Direct Sales with CRM and ERP Object Flow MX Conf + C/4 Internal Quote KB
  33. 33. © In Mind Cloud. All rights reserved. ‹#› Example 2: External Portal with CRM and ERP Object Flow MX Conf + C/4 External Quote Order Accounts Opportunity C/4 External Quote Prospects Products Accounts Products Pricing Accounts Products Quote Document Output Order C4C MX ERP Quote Website
  34. 34. © In Mind Cloud. All rights reserved. ‹#› Deep Dive DEMO
  35. 35. © In Mind Cloud. All rights reserved. ‹#› Key Features
  36. 36. © In Mind Cloud. All rights reserved. ‹#› Manufacturing X Landscape Workflow Install Base Product Configuration Proposal Generation In Mind Cloud MX Apps In Mind Cloud MX Features Pricing & Price Simulation Auto Margin Protection Custom Product Creation CAD (2D/3D) Quote Duplicate Check Advanced Product Search SAP ERP Quote/Order Customers Tablet Mobile PC Adaptive UI Identity Auth. (IDP) Product Catalogue & Configuration MX User MX Sales Management MX Engineering Sales MX Sales Optimization MX Sales Simplification Sales Team MX Sales Portal DatacenterIaaS Cloud PlatformPaaS Visual Product Finder CRM MX Sales Portal Materials / Pricing ETO / Order Cloud ConnectorFirewall S/4 HANA Firewall Products Configuration Prices Accounts etc. Google Maps integration Partners Cost Calculation

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