I F H006 Thorpe 091807

transcript

Sell More, Faster with integrated OnDemand Sales Quoting ToolsGodard Abel – CEO and co-founder, BigMachines, Inc.

Hendrik Fischer – Vice President Sales Support, Bowe, Bell + Howell

Franco Anzini – Sales Operations Manager, Aruba Networks

2:30-3:30PM, Tuesday, September 18, 2007

This document has been submitted on a confidential basis and contains proprietary information belonging to BigMachines, Inc. No part of this document may be circulated, used or reproduced in any manner whatsoever without prior written permission from BigMachines, Inc.

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Agenda

• Hi-Tech Industry Quoting Challenges• Hi-Tech Customer Case Studies

Bowe, Bell + Howell (document lifecycle solutions) Aruba Wireless (wireless networking solutions)

• BigMachines Solution and Capabilities• Q&A• Demo (time permitting)

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Key Challenges in Growing High Tech Sales

#1How can you efficiently sell complex solutions?

#2How do you enable diverse sales channels? Large direct and reseller networks Limited visibility; difficult to forecast Complex pricing and discounting

#3How do you create a seamless user and transaction flow across CRM, ERP, and channels?

#4How do you keep up with rapidly changing products and pricing?

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Key Issues #1 – Complex Solutions

How do you configure the best solution without an army of sales engineers relying on tribal knowledge?

Software

HardwareServices

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Selling Complexity

Low High

Manufacturer

PartnerCustomer EDI

Distributor

Marketplace

Distributors

Customers

Partner

Collaborative

Multichannel

Order Mgmt Complexity

Key Issues #2 – Complex Channels(source: Gene Alvarez, Gartner Group)

Distributors

PartnerCustomers

Manufacturer

Partner

Distributor

Call Center

Distributor

WebCustomers

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Key Issues #4 – Introducing New Products & Pricing

How do you quickly introduce new products with up-to-date pricing across channels?

New ProductsOffline Price Lists

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Gene Alvarez,VP CRM Research

Leading companies enabling online channel collaboration

Create a single view of customer and partner experience.

Integrate service-oriented eBusiness application with CRM/ERP.

Buy, don’t build: Large customized installations are dead.

Breakdown channel and customer information barriers

Distributors

Customers

Partner

Collaborative

Multichannel

Hi-TechCompany

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Agenda

Bowe, Bell, and Howell (document processing)

Aruba Networks (networking equipment)• BigMachines Solution and Capabilities• Q&A

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Customer Background

BÖWE BELL + HOWELL – Complete solutions for the document life cycle

BÖWE BELL + HOWELL - Company Background• Formed by 2003 acquisition of BÖWE Systec AG and Bell + Howell• 65 year history of delivering innovative, industry-leading solutions• Sells via direct sales representatives• Complex, solution oriented sales environment

Software and Service Solutions

High Speed Mail Inserting Systems

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• Successfully implemented Salesforce.com CRM

• Successfully implemented BigMachines Configure, Price, Propose (CPP) Application to add sales configuration and quoting capabilities for direct users

• Leveraging On-Demand BigMachines administration to implement and maintain solution

• Rolled out to all internal sales users to allow quoting with full CRM integration (~55 users)

Challenges and Solution

SolutionChallenges

• Rapidly changing products with mix of hardware, software, and services

• No integrated product configuration , sales quoting and CRM tools

• Difficult to update and maintain Excel pricelists

• Lack of responsiveness due to cumbersome solution definition process

• Difficult to learn how to configure and quote due to lack of configuration capabilities

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Configuration Features

• Intuitive user screen for error free configuration

• Configuration process starts with application questions

• Rules-driven configuration excludes not available configuration choices

• Screens can be customized by product management

• Flexibility giving through special quote fields

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Pricing & Proposal

• Highly customizable workflow capabilities• Ability for price adjustments with discount with level validation• Generate printer-friendly proposal and internal documents in PDF format• Close loop to populate values back to SFDC Opportunity

Proposal Package

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1. Doing over 200 accurate quotes and orders per month with BigMachines

2. Improved quoting time from days to under 1 hour3. Automatic updating of SFDC opportunities from BMI CPP

application with quote data has improved SFDC forecasts substantially

4. Reduced price list maintenance cost/effort

Results

Customer Contact for More Details:Hendrik Fischer, Vice President Sales Support, BÖWE

BELL+HOWELL (919) 767-7613, hendrik.fischer@bowebellhowell.com

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Agenda

Bowe, Bell, and Howell (document processing)

Aruba Networks (networking equipment)• BigMachines Solution and Capabilities• Q&A

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Aruba Networks – Wireless LANs on the Mobile Edge

Software Applications

Mobility Controllers Access Points

Customer Background

Aruba Networks, Inc. Company Background• Provides an enterprise mobility solution • Enables secure access to data, voice, and video applications across wireless and wireline enterprise networks• Sells via both direct sales representatives and a broad network of channel partners• Rapid growth since founding in 2002 with $42 million in revenue in most recent quarter• IPO in March 2007 now traded on NASDAQ (Symbol = ARUN)

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• Successfully implemented Salesforce.com CRM

• Successfully implemented BigMachines Configure, Price, Propose (CPP) Application to add sales configuration and quoting capabilities for direct users

• Leveraging On-Demand BigMachines administration to implement and maintain solution

• Rolled out to all internal sales users to allow quoting with full CRM integration (120 users)

• Roll out to channel partners in next phase

Challenges and Solution

SolutionChallenges

• Rapidly increasing number of products with mix of hardware, software, and services

• No integrated sales quoting and CRM tools

• Difficult to update and maintain Excel pricelists

• No integrated tools for self-service by channel partners

• Difficult to learn how to quote due to lack of configuration capabilities

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• SFDC Opportunity with BigMachines CPP App and Quote Object• Mash-up interface seamless to the user• Pull SFDC account and opportunity data into BMI Quote• Complex configuration and pricing in BMI w/ approval workflow• Close loop to populate back to SFDC Opportunity

On-Demand Quoting Solution Features

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On-Demand Configuration Features

• Quick-configuration links• Ability to search by part # instead of configuring for single items• Rules-driven configuration that automatically selects the right

items based on the solution features desired by the customers• Ability to drive up-sell and cross-sell

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On-Demand Pricing & Proposal Features

• Ability to discount with level validation• Complex configuration and pricing in BMI w/ approval workflow• Generate printer-friendly proposal in PDF format• Close loop to populate values back to SFDC Opportunity

Adobe PDF Proposal

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1. Doing over 1,000 accurate quotes and orders per month with BigMachines

2. Improved quoting time by ~50%3. Automatic updating of SFDC opportunities from BMI CPP

application with quote data has improved SFDC forecasts substantially

4. Reduced price list maintenance cost/effort

On-Demand Quoting Solution Results

Customer Contact for More Details:Franco Anzini, Sales Operations Manager, Aruba

Networks (408) 754-8005, fanzini@arubanetworks.com

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Agenda

• Aruba Networks On-Demand Quoting Initiative Case Study• Hi-Tech Industry Quoting Challenges• BigMachines Solution and Capabilities• Q&A

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Traditional Front-End Process From Inquiry to Order

Multiple hands-off and manual steps occur in typical front-end processes with reliance on experts and tribal

knowledge

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BigMachines Streamlines Inquiry to Order Process

BigMachines Lean Front-End® ensures quick, accurate responses

to customer inquiries with support from virtual experts

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Joint Salesforce.com Customer Examples

Building Technologies

Packaging Equipment

Compressed Air

Systems

Industrial Products

Hi-Tech Products: Hardware, Software, and Services

Plastics Processing

Car DealerEquipment

Medical Technology

Security Appliances

Assembly TestEquipment

Network Services

Web Hosting

Medical Technology Medical Imaging

FinancialSoftware

Video/VoiceConferencing

Office Solutions

Web Hosting Mobile Apps

Storage Products

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Achieved rapid adoption• Implemented on-schedule and on-budget• 100% online quote management with reporting• 80-90% of orders flow hands-off from field to ERP

Reduced SG&A costs by 10 to 20%• Reduced quoting and ordering costs by 50-80% • Increased customer service efficiency by 20 to 50% • Achieved 100% clean orders to eliminate rework

Accelerated margin and revenue growth• Increased order value by 10-20% by cross-selling • Improved gross margins 1-2% via consistent pricing • Real-time sales reporting and opportunity management

BigMachines Customer Success

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What Makes BigMachines Different?

Rapid Lean Front-End® Implementation Guarantees Customer Success

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How do you get BigMachines CPP/SPP?

CPP for PRM

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How do I learn more about on-demand configuration, pricing and quoting?

Come see us at Dreamforce: High Tech Solutions Area and/or

Gold Sponsor booth #212!

Visit www.BigMachines.com/Salesforce

For questions and feedback: Godard Abel, CEO, BigMachines, Inc.

gabel@bigmachines.com, 847-572-0291

The Leader in Configuration, Pricing, and Proposals

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Agenda

• Aruba Networks On-Demand Quoting Initiative Case Study• Hi-Tech Industry Quoting Challenges• BigMachines Solution and Capabilities• Q&A