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Strategic Business Controls




               Morgan Legend Software
Value proposition
               Communicate




  Improve                          Align
               Simplified
                Change
               Execution

      Reward                 Execute


                                 Morgan Legend Software
Value proposition

Communicate the strategy
Align the organization
Execution
Reward success
Improve


                           Morgan Legend Software
Communicate the
   Strategy


         Morgan Legend Software
Strategy Map
                                      EBITDA Dollars & Percentage | Sales Growth
Financial




            Sales                         COGS                          Costs                     Capital
Customer




                                Implementation of Group Sales & Marketing Policy




                           Tollgate
Internal




                                        GAM
            Segmentation

                                                                              EOQ                Lean
Supply




                                                                                       Consoldiation
People




                       Values                                                       Selection
                                            Training               Rotation




                                                                                        Morgan Legend Software
Align the organization



             Morgan Legend Software
KPI model
                 Corporate

      BU            BU            BU

   Team   Team   Team   Team   Team   Team



                 Individual




                                       Morgan Legend Software
KPI tracking




               Morgan Legend Software
Execution/Performance



            Morgan Legend Software
Profit management

• Profitability trending
• EBITDA contribution
• Margin trending

                          Morgan Legend Software
Dimensions of analysis

• Class
• Rank
• Type
• Tollgate
• Segment
                  Morgan Legend Software
Profit trending
Profitability Trending       Period 1: Jan 1, 2008 to Jun 30, 2008      Period 2: Jul 1, 2008 to Dec 31, 2008                      Currency: CHF




                                                                                                                             Period 2 -
                    Period 1         SPV              ACP           Growth           Win           Lost Sales   Period 2                    %
                                                                                                                             Period 1
    Sales           4,235,906                                       -868.582      1,301,114        1,224,667    3,443,762    -792,145      -18.7
    COGS            2,748,884                                                                                   2,159,418    -589,466      -21.4
     GP1            1,487,023       58,062           -87.466        -282,847       540,110          431,338     1,284,344    -202,679      -13.6
    GM1%               35.1                                                         41.5              35.2         37.3         2.2




                                                                                                                  Morgan Legend Software
Whale chart & trending




                   Morgan Legend Software
Margin trend analysis




                    Morgan Legend Software
Sales analysis
• Sales volume, margin and EBITDA trending
 • Variable period comparisons by
   • Class
   • Rank
   • Type
   • Tollgate
   • Segment
                                    Morgan Legend Software
Sales & margin trending - rank




                     Morgan Legend Software
Sales & margin trending - sector




                        Morgan Legend Software
Sales pipeline management

• Sales funnel from prospect to account
  penetration
• Project sales funnel tracks new deals at
  existing accounts
• Uncover hidden costs of account
  dominance


                                     Morgan Legend Software
Active pipeline analysis
                                                                                          TG 6
                           TG 1
                                                                                                                                    10
                                                                                                                               TG
                                     TG 2
                                                                                                                      TG 9
                                                   TG 3
Existing Customers




                                                                                                              TG 8
                                                                  TG 4          TG 5                TG 7


                                                                                                     # 12
                                                                                                       $
                                                                                                               #7
                                                                                                    1,170K             # 14
                                                                                            #3               $ 875K              #6
                                                                                                                      $ 744K
                                                                                         $ 1,230K
                             #8                                                                                                $ 390K
                                                                                  #3
                                                    #4          #4
                           $ 560K                                               $ 290K
                                                  $ 360K      $ 440K
                                      #6
Prospects & New Projects




                                    $ 420K




                                                                                                    Time to Money
                                                                                                    TG1 - 108 days - $120
                                                                                                    TG2 - 82 days - $252
                                                                                                    TG3 - 55 days - $144
                                                  Time to Money      108 days
                                            TG1
                                                                                                    TG4 - 42 days - $179
                                                  Value today        $120K
                                                                                                    TG5 - 28 days - $261

                                                                                                    Total = $956 in 108 days




                                                                                                             Morgan Legend Software
Reward success &
   alignment


         Morgan Legend Software
Compensation management

• Personalised & higher-level KPI
• Align compensation to contribution
• Controls to adjust based on compliance
• End-user compensation modelling

                                   Morgan Legend Software
Improve



     Morgan Legend Software
Strategic Segmentation
• Holistic market & segment demographics
• Relative market share & threat analysis
• Account specific opportunity & threat
  tracking
• Align sales-costs with strategic
  opportunities


                                     Morgan Legend Software
Penetration by segment




                   Morgan Legend Software
Segment competition




                  Morgan Legend Software
Competitor’s activity - segment




                        Morgan Legend Software
Competition size analysis


            0




                    Morgan Legend Software
YMC by segment by growth
 7




 6




 5




 4




 3




 2




 1




                 Morgan Legend Software
HYMC by rank by growth
  7




  6




  5




  4




  3




  2




  1




                  Morgan Legend Software
Customer satisfaction
• Repeated surveys to capture the Voice of the
  Customer
• Track changes in perception pre and post change
• Track advocacy - do your customers support
  you?
• Plot your successes and barriers within
  customers

                                    Morgan Legend Software
The One Number




                 Morgan Legend Software
Satisfaction by function
                                                                 Mrs. xxx yyy
                                        Mr. xxx yyy
                                                                   P - KDM
                                         P - KDM
                                                                 S - Advocate           xxx yyy
                         10
                                       S - Advocate
                                                               Director - Supply     Head of Finance
                         pts
                                   Director - Asia Pacific
                                                                     Chain
                                         Materials
                                                                   CSI - 73




              Mr. xxx yyy
                                        Ms. xxx yyy
             P - Evaluator                                        Mr. xxx yyy          Ms. xxx yyy
                                        P - Coach
             S - Advocate                                         P - Coach             P - Coach                  xxx yyy
                                       S - Advocate
6 pts
             Senior Mgr -                                        S - Advocate         S - Advocate            Finance Manageer
                                       Manufacturing
              Purchasing                                     Procurement Manager   Purchasing Manager
                                         Manager
               CSI - 82




                                        Mr. xxx yyy               Mr. xxx yyy          Ms. xxx yyy
             Ms. xxx yyy                                                                                        Mrs. xxx yyy
                                         P - KDM               P - Key Decision          P - KDM
               P - KDM                                                                                            P - KDM
                                       S - Advocate                  Maker               S - User
               S - User                                                                                            S - User
2 pts
                                      Supplier Quality           S - Advocate      Supplier Performance
             Procurement                                                                                      Senior Purchasing
                                         Engineer              Quality Engineer          Engineer
               Engineer                                                                                           Executive
                                         CSI - 76                  CSI - 84              CSI - 63



        Legend
                                                  Missing
                    CSI > 79       CSI < 65


                  CSI > 65 <80   Not surveyed




                                                                                                       Morgan Legend Software
Morgan Legend
   Software
Strategic Business Controls




                Morgan Legend Software

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Morgan Legend Software

  • 1. Strategic Business Controls Morgan Legend Software
  • 2. Value proposition Communicate Improve Align Simplified Change Execution Reward Execute Morgan Legend Software
  • 3. Value proposition Communicate the strategy Align the organization Execution Reward success Improve Morgan Legend Software
  • 4. Communicate the Strategy Morgan Legend Software
  • 5. Strategy Map EBITDA Dollars & Percentage | Sales Growth Financial Sales COGS Costs Capital Customer Implementation of Group Sales & Marketing Policy Tollgate Internal GAM Segmentation EOQ Lean Supply Consoldiation People Values Selection Training Rotation Morgan Legend Software
  • 6. Align the organization Morgan Legend Software
  • 7. KPI model Corporate BU BU BU Team Team Team Team Team Team Individual Morgan Legend Software
  • 8. KPI tracking Morgan Legend Software
  • 9. Execution/Performance Morgan Legend Software
  • 10. Profit management • Profitability trending • EBITDA contribution • Margin trending Morgan Legend Software
  • 11. Dimensions of analysis • Class • Rank • Type • Tollgate • Segment Morgan Legend Software
  • 12. Profit trending Profitability Trending Period 1: Jan 1, 2008 to Jun 30, 2008 Period 2: Jul 1, 2008 to Dec 31, 2008 Currency: CHF Period 2 - Period 1 SPV ACP Growth Win Lost Sales Period 2 % Period 1 Sales 4,235,906 -868.582 1,301,114 1,224,667 3,443,762 -792,145 -18.7 COGS 2,748,884 2,159,418 -589,466 -21.4 GP1 1,487,023 58,062 -87.466 -282,847 540,110 431,338 1,284,344 -202,679 -13.6 GM1% 35.1 41.5 35.2 37.3 2.2 Morgan Legend Software
  • 13. Whale chart & trending Morgan Legend Software
  • 14. Margin trend analysis Morgan Legend Software
  • 15. Sales analysis • Sales volume, margin and EBITDA trending • Variable period comparisons by • Class • Rank • Type • Tollgate • Segment Morgan Legend Software
  • 16. Sales & margin trending - rank Morgan Legend Software
  • 17. Sales & margin trending - sector Morgan Legend Software
  • 18. Sales pipeline management • Sales funnel from prospect to account penetration • Project sales funnel tracks new deals at existing accounts • Uncover hidden costs of account dominance Morgan Legend Software
  • 19. Active pipeline analysis TG 6 TG 1 10 TG TG 2 TG 9 TG 3 Existing Customers TG 8 TG 4 TG 5 TG 7 # 12 $ #7 1,170K # 14 #3 $ 875K #6 $ 744K $ 1,230K #8 $ 390K #3 #4 #4 $ 560K $ 290K $ 360K $ 440K #6 Prospects & New Projects $ 420K Time to Money TG1 - 108 days - $120 TG2 - 82 days - $252 TG3 - 55 days - $144 Time to Money 108 days TG1 TG4 - 42 days - $179 Value today $120K TG5 - 28 days - $261 Total = $956 in 108 days Morgan Legend Software
  • 20. Reward success & alignment Morgan Legend Software
  • 21. Compensation management • Personalised & higher-level KPI • Align compensation to contribution • Controls to adjust based on compliance • End-user compensation modelling Morgan Legend Software
  • 22. Improve Morgan Legend Software
  • 23. Strategic Segmentation • Holistic market & segment demographics • Relative market share & threat analysis • Account specific opportunity & threat tracking • Align sales-costs with strategic opportunities Morgan Legend Software
  • 24. Penetration by segment Morgan Legend Software
  • 25. Segment competition Morgan Legend Software
  • 26. Competitor’s activity - segment Morgan Legend Software
  • 27. Competition size analysis 0 Morgan Legend Software
  • 28. YMC by segment by growth 7 6 5 4 3 2 1 Morgan Legend Software
  • 29. HYMC by rank by growth 7 6 5 4 3 2 1 Morgan Legend Software
  • 30. Customer satisfaction • Repeated surveys to capture the Voice of the Customer • Track changes in perception pre and post change • Track advocacy - do your customers support you? • Plot your successes and barriers within customers Morgan Legend Software
  • 31. The One Number Morgan Legend Software
  • 32. Satisfaction by function Mrs. xxx yyy Mr. xxx yyy P - KDM P - KDM S - Advocate xxx yyy 10 S - Advocate Director - Supply Head of Finance pts Director - Asia Pacific Chain Materials CSI - 73 Mr. xxx yyy Ms. xxx yyy P - Evaluator Mr. xxx yyy Ms. xxx yyy P - Coach S - Advocate P - Coach P - Coach xxx yyy S - Advocate 6 pts Senior Mgr - S - Advocate S - Advocate Finance Manageer Manufacturing Purchasing Procurement Manager Purchasing Manager Manager CSI - 82 Mr. xxx yyy Mr. xxx yyy Ms. xxx yyy Ms. xxx yyy Mrs. xxx yyy P - KDM P - Key Decision P - KDM P - KDM P - KDM S - Advocate Maker S - User S - User S - User 2 pts Supplier Quality S - Advocate Supplier Performance Procurement Senior Purchasing Engineer Quality Engineer Engineer Engineer Executive CSI - 76 CSI - 84 CSI - 63 Legend Missing CSI > 79 CSI < 65 CSI > 65 <80 Not surveyed Morgan Legend Software
  • 33. Morgan Legend Software Strategic Business Controls Morgan Legend Software