And Now for Something Completely Different...Core Tenants of Panduit’s Value Proposition. SOLUTIONS APPROACH. CUSTOMER-FACING INNOVATION. MARKET LEADERSHIP. SUBJECT MATTER EXPERTISE

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Confidential © 2018 Panduit Corp. All Rights Reserved

And Now for Something Completely DifferentEnabling a Self-Service Model

Lisa GrabowskiDiane NossemAugust 9, 2018

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Today’s Discussion

• Introductions

• Brief Company Overview

• Case Study: How Panduit Leverages Qvidian Proposal Automation

• Question and Answer Session

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Confidential © 2018 Panduit Corp. All Rights Reserved 3

Brief Company Overview

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Confidential © 2018 Panduit Corp. All Rights ReservedConfidential © 2018 Panduit Corp. All Rights Reserved 4

Application Solutions for a Connected WorldData CenterEnterprise IndustrialIC/MRO OEM

The Industry’s Broadest Portfolio, Supported by a Global Partner Ecosystem

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5Confidential © 2018 Panduit Corp. All Rights Reserved

Core Tenants of Panduit’s Value Proposition

SOLUTIONS APPROACH

CUSTOMER-FACING

INNOVATION

MARKET LEADERSHIP SUBJECT MATTER

EXPERTISE

PROVEN QUALITY

PERFORMANCE

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How Panduit Leverages Qvidian

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The Results…Increased Sales Effectiveness

System Usage / Satisfaction• 37% YOY increase in usage from 2016 to

2017• 93 documents built for specific sales

opportunities projects 210% YOY increase

• 100% of users indicated satisfaction with the experience and ease of use

Productivity Improvement• 87.5% of users agree or strongly agree

system drives efficiency• 50% of users time savings between 1-5

hours to build documents and/or leverage Library content

Sales Contribution• Generated proposals / presentations

representing > $250M in potential sales volume

• Attributed to contributing to > $50M in wins since implementation in October, 2016

Please keep me in as a ‘Lifetime’ member for this tool. NEVER take me out please.

~Territory Account ManagerGo-Go Air Win - $200KComplete Self-Service

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70 85 90

4046

63

0

20

40

60

80

100

120

140

160

180

2015 2016 2017

Proportion of RFPs to non-RFPs

RF_s Prop / Preso

20% YOY

18% YOY

21% YOY

6% YOY

15% YOY

37% YOY

The Results…Proposal Team Gains

• 38% increase in productivity since Qvidian implementation

• 144% YOY increase in Top Tier accounts proposals

• Incremental 4% reduction in proposal development time

• 6.6 average calendar day turnaround; 25% YOY decrease

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72Key

Accounts

118Growth *

Accounts – Forecast

Non-named Accounts(# unknown)

Forces Driving the Need for Process ImprovementPanduit Client Segment

Level of Account / Opportunity Importance & Value

High Touch, Low Quantity

Low Touch, High QuantitySt

rate

gic

Valu

e &

Acco

unt /

Opp

ty C

ompl

exity

Support Available Based onLevel of Complexity & Work Effort

Leve

l of R

esou

rce

Enga

gem

ent

43Strategic Accounts

Proposal / Presentation Automation

Dedicated Global Proposal Manager

Global Proposal Manager assigned to large complex opportunities

Proposal-lite supportProposal Automation

* = Support level varies by complexity per account type

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A Business Case for Automation

Problem Statement• Manage increased YOY demand despite

staffing reduction• Strategic (Top Tier) account focus

driving Proposal Team resource allocation• YOY reduction in lead time while bid

complexity increases• Too much time (cost) invested in chasing

down information • Sales could not create presentations

independently with available tools

Project Objectives• Save time• Increase capacity• Ensure message consistency• Maintain brand integrity• Scale globally• Address all Panduit Business Units• Reduce cost per sale• Improve win rate / advance sales

process

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Audiences Targeted for Automation

Content Administrators

(Proposals, IMC, Training)

Represents 5% of assigned user roles

Technical Sales & Services

(NA and EMEA)


Sales(NA and EMEA Territory

Account Managers)


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Sounds Great, But How Can Qvidian Help?

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Robust Library of Client-Ready Content

Build a Personalized, Custom Presentation

Assemble a Personalized, Custom Proposal

Respond to “Simple” Client-Driven RFPs

01 02

03 04

Create an Enterprise Technical Specification

05Template to Support Statements of Work

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Demonstration of Document Architectures

https://qpalogin.qvidian.com/

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Keys to Success

Content Adoption Development Senior Sponsors

PSST…

Watch Out for Potholes and Continuous Re-justification

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A Panduit Shout Out To…

• Debbie O’Meara

• Michael Heffelfinger

• Bill Geers

• Jim Warren

• Phil McCance

• Mark Wilson

• Sheryl Drasler

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Q&A Session

Documents

And Now for Something Completely Different...Core Tenants of Panduit’s Value Proposition. SOLUTIONS APPROACH. CUSTOMER-FACING INNOVATION. MARKET LEADERSHIP. SUBJECT MATTER EXPERTISE