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Using Autodesk® Inventor® for Sales

Mark KeenanBusiness Development, Technicon Systems, Inc.

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Class Summary

This class provides an overview of how discrete manufacturers can use Autodesk Inventor to automate sales. We will discuss different types of systems for marketing, sales and engineering automation. The standard components used for different types of systems such as guided sales systems, configurators and quoting.

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Learning Objectives

At the end of this class, you will be able to: Delineate between sales systems for marketing, sales and engineering Describe major functional components for such systems List potential benefits and ROI Understand key steps to system deployment

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TechniconEasy-to-use guided sales systems for leaders in industries representing:

– Architectural & Building Products

– Lighting– Electronics and

controls– Industrial Parts– Contract Furniture

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Sales systems 101

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Overview

Sales systems come in a wide range of types to fit manufacturers and their customers Marketing catalogs and guided sales systems for end-users Online sales systems targeted at a dedicated sales professional Engineering oriented systems oriented to customer engineering groups

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Marketing catalogs

New customers Unfamiliar with products Few projects

System goals Guide novices and provide confidence in

manufacturer’s products Expose a broad range of products Provide detailed documents and product

images for customers Track activity and provide leads

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Sales systems

Sales personnel, distribution and experienced customers Very familiar with products Many projects

System goals Allow sales personnel to design in products

and solutions Foster collaboration Create detailed proposals, quotes and project

documents Track activity and provide leads Process orders

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Engineer to order

Customer engineering Intimately familiar with product construction Comfortable with complex calculations

System goals Allow customer engineering to validate

engineering solutions or standard specials Create engineering documents and drawings Approve and document orders

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Why implement a sales system?

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Reduce cost-per-sale

Customers can make educated purchase decisions without expensive sales calls

Project documents and quotes can be generated in minutes instead of hours or days

Configuration and validation eliminate order errors Drawing and visualization allows customers to visually confirm their

orders Lower print cost

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Boost sales

Online catalogs mean you are always open for business Customers order with confidence Generate leads automatically Target specific markets

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Real world results

SMC Corporation Online guided sales system serves over 300,000 users Generates over 1000 leads per week Increased sales at one customer by over $500,000 Cut monthly CAD cost by $25,000

Acuity Corporation Cut engineering validation of orders from days to minutes Cut annual print cost by $300,000

“It used to take us 2 weeks to create a submittal package..., we can now do it in 20 minutes.” - Acuity Agent

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What components do you need?

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Inventor ETO

Bring engineering and visualization to the point of sale

Proposal Documents

Sales Drawings

Renderings

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Guided Sales

Catalog Browsing, filtering and search Pricing Configuration rules

Product Assemblies System validation

Document and collateral generation

User management Authentication Collaboration Favorites Pricing authorization

Visualization Interactive configuration Layout

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Content Management

Product information management Products Options Rules Pricing

System management Guided sales User roles Documents

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How do you put it together?

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Mockup the Use and Output Guided Sales User Interface

Renderings

Documents

BIM Output

Walk throughs

Drawings

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Document Model Standards

Standards Questions How products be configured? What dimensions will vary? Will products need to mate? Will orientation need to be adjusted? How much detail will be required?

May require new marketing geometry “Lighter weight” Less concern about IP Designed for interaction

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Architect the Rules Strategy

What types of rules will you need to guide sales? Filtering and demand shaping? Configuration – this option with that? Assembly – this product with that? System – do all these products work together? Sizing – will the products meet engineering requirements of the environment?

How will you author and maintain the rules?

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Next steps

Find the team Track record Technology and experience

Layout milestones and methodology Proposals Project models (detailed project requirements) Prototypes Release candidates

Go!

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Autodesk, AutoCAD* [*if/when mentioned in the pertinent material, followed by an alphabetical list of all other trademarks mentioned in the material] are registered trademarks or trademarks of Autodesk, Inc., and/or its subsidiaries and/or affiliates in the USA and/or other countries. All other brand names, product names, or trademarks belong to their respective holders. Autodesk reserves the right to alter product and services offerings, and specifications and pricing at any time without notice, and is not responsible for typographical or graphical errors that may appear in this document. © 2012 Autodesk, Inc. All rights reserved.