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Sales Forecasting for Manufacturing

Name, Title

Ease-of-use for sales reps to ensure timely and accurate forecast data

Actionable insights that help all managers see and react to changes

Partnership with Oracle to serve manufacturing

On-Demand Sales ForecastingDesigned for Manufacturing

Our benchmarking studies show that the best forecasters have 15% less inventory, 17% stronger fulfillment, and 35% shorter cash-to-cash cycle times, all having a direct impact to the bottom line.

Rob BoisAMR Research

Research Director

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Three Essential Steps in Sales ForecastingAccurate and Insightful Sales Forecasting Requires Three Steps

Easy for sales to capture forecasts

Align marketing, sales, finance and production

See changes and understand why

What to Buyand When

What to Build?And When?

ProductionCustomers

Capture Collaborate Act

Three Essential Steps in Sales ForecastingAccurate and Insightful Sales Forecasting Requires Three Steps

• Quick Capture • Rapid Rollup• CRM Integration

• Change Collaboration• Forecast Modeling• Integration Services

• Change Alerts• Forecast Analytics• Personal Reports

Changes

What to Buyand When

What to Build?And When?

ProductionCustomers

Capture Collaborate Act

Three Essential Steps in Sales ForecastingAccurate and Insightful Sales Forecasting Requires Three Steps

Capture Collaborate Act

Changes

Sharp improved user adoption to 95%

WJ cut forecasting time 60%

Quantum went from six AOP’s to one

Intelleflex eliminated inter-departmental debates

Centillium reduced inventory 50%

WJ improved margins 44% to 52%

What to Buyand When

What to Build?And When?

ProductionCustomers

Forecasting in Oracle and Right90

Forecast Over Time Top-down revenue forecast Forecast by unit, price and time across customers, products and regions

Forecasting Productivity Tools

Not available for forecasting Import and export to Excel, ramp/decay and do bulk updates

Forecast Suggestion Not available Forecast recommendations based on statistical forecast data

Forecast Rollup Single-level rollup Multiple-level rollup with products, regions and customers

Forecast Change Management

Not available Track changes to forecast and reasons behind changes

Multiple Forecast Plan Comparison

One forecast owner with multiple contributors to forecast

Create, compare and identify variance across plans

Forecast Alerts Not available Proactive email alerts for key changes to sales forecast

Forecast Reports Reports must be designed from scratch

Pre-built industry-specific reports based on high-tech best practices

Leading SaaS CRM Vendors

Ideally Suited for High-Tech Manufacturers

• Fits the High-Tech Design Process: Optimized for the design win, forecast modeling, and new/existing business processes prevalent in high-tech

• Fits High-Tech Product Lifecycles: Easily accommodates frequent changes in price/quantity over time and new product introductions found in high-tech product lifecycles

• Fits the Way High-Tech Manufacturers Sell: Extendable to the rep firm and distributor networks used by high tech manufacturers

• Fits the Way High-Tech Thinks: Deep in-house expertise at Right90 quickly garners credibility in high-tech accounts

COMPANY OVERVIEW

Quantum, a global leader in storage, delivers highly reliable backup, recovery and archive solutions that meet demanding requirements for data integrity and availability with superior price/performance and comprehensive service and support.

CUSTOMER PERSPECTIVE

“Throughout our history with Right90, they have continuously demonstrated true professionalism and a deep desire to meet our business requirements.”

Patricia Warble, Sr. Manager, Sales Ops

CHALLENGES/OPPORTUNITIES• Integrate sales and forecasting process with

recent acquisitions• Reduce time needed to roll up monthly forecast• Consolidate disparate views of sales data• Increase visibility into changes• Reduce inventory stockouts RESULTS

• Consolidated 6 AOP’s into 1• Reduced forecasting time by 80%• Eliminated stockouts due to

forecasting issues• Enabled real-time visibility into

forecast changes• Increased alignment across divisions• Improved sales productivity

SOLUTION

Right90 Sales Forecasting

November 2007

Quantum Transforms Sales Forecasting

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See Change. Manage Change.

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Appendix

Additional SlidesRight90 Screenshots

Easy Updates and Automated Forecast Rollups

Compare Multiple Plans and Identify Variances

Executive Forecast Alerts and Analytics