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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
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)
EDI
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
• Hi-Tech Industry Quoting Challenges• Hi-Tech Customer Case Studies
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, [email protected]
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Agenda
• Hi-Tech Industry Quoting Challenges• Hi-Tech Customer Case Studies
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, [email protected]
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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
CPP for PRM
SPP
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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.
[email protected], 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
