The presentation by Scott Moore outlines the challenges faced by Intergraph's sales automation systems and proposes a global sales automation project using Salesforce and APTTUS to improve data visibility and reduce redundancy. Key goals include consolidating customer data, enhancing automation, and increasing collaboration across regions to boost sales. Lessons learned emphasize the importance of change management, listening to sales reps, and enforcing system usage mandates.

1. #AccelerateQTC
Scott Moore / May 3, 2017
Building a Globally Integrated Business Platform
from the Ground Up

2. CFO/COO Intergraph PPM Division
Scott Moore

3. Is this presentation going to resonate with my problems?
• Are you frustrated with the lack of the global sales pipeline within
your organization? Surprise quarter end activity both good and bad?
Poor forecasting ability?
• Does your current organization have multiple systems for CRM,
quotations, & sales opportunity tracking? Make acquisition
integration more difficult?
• Does your organization struggle with the lack of a global 360 view of
your own customers in terms of support statistics, customer
assets/spend, contracts, etc? Is the access to that information in
multiple locations and internal systems?
• Are you tired of the local subsidiary kingdoms vs. the standard
global/corporate approach?

4. Agenda
• Intergraph Company Overview
• Hexagon AB Overview, our Parent Company
• Current Sales Automation Footprint, Challenges, and Issues
• Overview of our Global Sales Automation Project
• Conclusions

5. Intergraph Today – Two Distinct Operating Divisions
Hexagon Safety & Infrastructure (HS&I)
Hexagon Geospatial (HGD)
Process Power & Marine (PP&M)
Industry-leading design & data-centric information
management software for plants & marine facilities
Geospatially-powered solutions for the security,
intelligence, military and infrastructure industries

6. Intergraph PP&M, a division of Hexagon AB, is the world’s leading provider of
enterprise engineering software, enabling smarter design and operation of
plants, ships and offshore facilities.

7. PP&M / Broadest Solutions Portfolio for the Entire Plant Lifecycle
INTEGRATED SOLUTIONS WHICH CAN
RUN IN OUR CLOUD INFRASTRUCTURE
FEED DETAIL
DESIGN
PROCUREMENT
& MATERIALS
FABRICATION CONSTRUCTION OPERATION,
REVAMP &
DECOMMISSION

8. PP&M / Revenue by Region
North America–
30%
EMIA–37%
APAC–23%
South America–
3%
CHINA –7%

9. Key Customers – Engineering Firms

10. Key Customers – Owner Operators

11. Powerful Engineering Design Tools

12. Powerful Engineering Design Tools

13. Powerful Engineering Design Tools

14. Hexagon – Parent Company of Intergraph (NASDAQ OMX Stockholm – HEXA-B.ST)

15. Hexagon Industry Segment Overview

16. The HEXAGON Advantage
Enabling The Hexagon Advantage
Sensors capture the as-is/as-built. Software actions the as-planned/as-designed. Hexagon SMART
Solutions fuse both worlds, transforming how critical industries tackle increasingly difficult
challenges.
REAL
World
Events
DIGITAL
World
Models
Fusing the real
world with the
digital world is
at our core.
SENSORS
SOFTWARE

17. Sales Automation Project –
Formula 1 Turbo

18. PPM CPQ State of the Union – 2016
• Top Down CEO decision in 2006 to use SF.com worldwide
• Myriad of different quotation systems (Siebel, Iquote, Oasis, Excel, PDF, Word etc.) –
double entry required by Sales for quotes and opportunities
• SF.com only used where sales management requires and typically only updated with
late stage opportunities
• Order Admin is cumbersome, multiple touch points and manual processes
– Customer PO to sub, manual entry into ERP, I/CO order to HSV, rekey, fulfill back to
Sub, sub fulfills to customer
• Siebel only used in ~80% of the entities for Customer Support tickets
• No data exists for Customer Assets/Licenses in single place (many spreadsheets)
• Contacts separately and locally stored. Lack reference accounts & contacts visibility.
• Limited Electronic Delivery, the few exceptions are mostly manual today
• Price book administration is cumbersome and manual

19. Project Formula 1 Turbo Introduced Globally in 2016
Goals:
• Improve visibility into global pipeline
• Make Salesforce (and additional apps inside) our enterprise-wide system and
single source of truth for customer data
• Remove redundant systems and duplicated effort with silos of data
• Enable a richer picture of the customer relationship
• Increase automation and agility across all our business processes
• Collaborate across all regions, to support our common goal of increasing
revenue
• Achieve quicker access, greater insight into critical customer and prospect
data

20. F1T Project Goals - Benefits
Cost
Reduction
Sales
Velocity
Data Integrity
Global
Collaboration
Better Sales
Forecasting
Customer
Data Visibility
Fulfillment
Automation
Adoption

21. Global Decision on Tool & Process Change
• Use SF.com as our master system of record
• Eventually migrate our current Siebel customer support system to SF.com
and integrate
• Selected Apttus as our CPQ/CLM tool (and evaluating for additional
functionality)
• Turn off all legacy Quotation and Sales Forecasting Systems
• Hired Bluewolf, an IBM Company, as our global services partner to
implement globally

22. PPM Business Applications Roadmap
SalesForce
GreatPlains
DB1
Siebel
SAP BPC
Hexagon HYP
GreatPlains
DB2
GreatPlains
DB3
GreatPlains
DB…
Consolidated Data
Warehouse (To Be)
Cloud Based ERP (To Be Replace GP)
Mobile Reporting

23. F1T Lead to Cash Workflow Future State
Lead Opportunity Quote
Salesforce/Apttus Cloud ERP
Fulfillment Invoice
Marketing Sales Order Admin Finance
PO/Order

24. Why Apttus?
• Only enterprise solution that could do both CPQ and CLM
• Built on the Force.com platform (facilitated a seamless UX for Sales Reps)
• Only Force.com solution that could handle our complex Pricebook
• Our Sales Reps globally compared Big Machines to Apttus and almost
unanimously chose Apttus
• We re-evaluated after the Steelbrick acquisition by Salesforce and
determined that Apttus was still the only mature enterprise solution that
could do both CPQ and CLM on the Force.com platform.

25. F1T Roadmap
Pilot Country (Aus, US,
Spain) CPQ Deployment
Move Pricebook, Account
Master, and Quoting to
SF/Apttus
Global CPQ Deployment
All other countries will be moved
to SF/Apttus
License Order Management
Deployment
License management moves from
eLicense to SF/Apttus. Sales gets
visibility to license usage
Analytics
Data Warehouse Functionality
Worldwide
Discovery Sessions
for Apttus
Implementation
Move other functions to
Salesforce
Currently evaluating SF
Service Cloud and SF
Marketing Cloud (Pardot).
Will also evaluate Apttus for
Order fulfilment and
FinancialForce for ERP.Global CLM Deployment
Legal Contracts,
Maintenance Contracts, and
Assets move to SF/Apttus
2016 2017 2018 2019 2020+

26. What is the outcome?
1. Advantages for Sales Reps and Management
a) Avoid duplication of quotation entry effort
b) Contract flexibility given to the Sales Reps
c) Efficient Contract’s Management including e-signing capabilities.
d) Access to customer spend history on the fly
e) Better search capability in the price-book and added simplicity for customer specific parts
f) Full view of the sales pipeline
2. Advantages for the Business
a) Cost reduction from standardizing processes and eliminating redundancy associated with duplicate
systems
b) Quality improvements by creating global processes to manage, quote, approval, pricing, and
contract management.
c) Drive higher user adoption of Salesforce.com.
d) Preserve Data integrity and consistency.
e) Easy platform for M&A additions

27. Conclusions & Lessons Learned
• Top Down Decision did not work for us, was expensive, and not productive
• Change Management Process is Critical
• Spend the necessary time listening to your sales reps on the ground
• “If it’s not in SF.com, it does not exist” mandate must be enforced
• You need an executive cheerleader
• Give your sales representatives reasons to want to use the system vs. “just
update the forecast for management”
• Select a good consulting partner and keep that team stable; do not
implement a Big Bang approach

28. #AccelerateQTC
THANK YOU
Building a Globally Integrated Business Platform
from the Ground Up