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Goal: • Reduce quotation times • Decrease timelines for certified motor performance data generation • Maintain product and pricing consistency Challenge: • Remove manual, time-consuming processes • Shorten overall product lead times Solution: Cincom Acquire ® • Guided Selling and Product Configurator Software • Quotation and Proposal Management Key Results: • Reduced quotation times from 3 to 5 days to just minutes • Increased quote volumes (now ranging from 300 to 500 monthly) • Cut motor performance data generation time from 4 to 6 weeks to less than 1 hour • Maintains product and pricing consistency throughout the entire organisation • Escalated higher-margin product sales “In terms of productivity, this product has proven itself.” – Ron Schierberg Sr. Product Specialist Siemens Energy & Automation Profile in Success: Siemens Quotation times reduced from 3 to 5 days to just minutes! Situation Siemens has established over 100 years of market leadership in the electric motor industry through fast, efficient response to customer demand. Manufactured and sold at the Norwood, Ohio facility, their AC squirrel-cage induction motors have earned a reputation for high performance, low maintenance and long service life in some of the world’s most demanding applications. Though 3- to 5-day quotation times are common for this market, Siemens was striving for higher levels of customer satisfaction. Cincom Acquire was chosen to help Siemens automate processes that would decrease customer response time, maintain consistency and increase productivity levels.

Siemens Profile in Success

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Page 1: Siemens Profile in Success

Goal:• Reduce quotation times• Decrease timelines for certifiedmotor performance datageneration

• Maintain product and pricingconsistency

Challenge:• Remove manual, time-consumingprocesses

• Shorten overall product lead times

Solution:Cincom Acquire®

• Guided Selling and ProductConfigurator Software

• Quotation and ProposalManagement

Key Results:• Reduced quotation times from3 to 5 days to just minutes

• Increased quote volumes (nowranging from 300 to 500 monthly)

• Cut motor performance datageneration time from 4 to 6 weeksto less than 1 hour

• Maintains product and pricingconsistency throughout the entireorganisation

• Escalated higher-margin productsales

“In terms of productivity,this product has provenitself.”– Ron SchierbergSr. Product SpecialistSiemens Energy & Automation

Profile in Success: Siemens

Quotation times reducedfrom 3 to 5 days tojust minutes!

Situation

Siemens has established over 100 years of market leadership in theelectric motor industry through fast, efficient response to customerdemand. Manufactured and sold at the Norwood, Ohio facility, their ACsquirrel-cage induction motors have earned a reputation for highperformance, low maintenance and long service life in some of theworld’s most demanding applications.

Though 3- to 5-day quotation times are common for this market,Siemens was striving for higher levels of customer satisfaction. CincomAcquire was chosen to help Siemens automate processes that woulddecrease customer response time, maintain consistency and increaseproductivity levels.

Page 2: Siemens Profile in Success

Siemens Automates Manual Processes …and Gains a Competitive AdvantageEmails and faxes are examples of manual processes thatcan slow quotation times and leave margins for error.The Siemens salesforce needed to automate theseprocesses and guide the customer through thousands ofpossible configurations and pricing, without the risk ofchoosing an invalid selection. They also desired higherlevels of consistency across the organisation. Bottomline: Siemens evaluated nearly every interactive sellingand product-configuration solution on the market andCincom was the only system that could meet thesebusiness challenges.

Quoting and Performance DataGeneration Times Reduced, from Weeksand Days to Hours and MinutesFor Siemens, manual processes translated into a 3- to 5-day turnaround time for a customer quotation. CincomAcquire Quotation and Proposal Management reducedthis timeline to a matter of minutes.

Certified motor performance data ensures that themotor will conform to industry standards and is a keycustomer requirement. Now, Cincom Acquire GuidedSelling and Product Configurator software and CincomAcquire Quotation and Proposal Managementgenerates this critical sales element in a fraction of thetime, for a true competitive advantage. This newquotation and proposal system includes performancedata and CAD drawings, alleviating the need forengineers and freeing resources to help sales channelssell higher-margin products.

“Our (quotation and proposal-management system) actually creates thedesign, and now it helps them better sellhigher-margin products.”– Ron SchierbergSiemens Energy & Automation

Higher Levels of Productivity …… in the Face of VolatilityVarying timelines and volatile pricing structures forproduct materials in the electric-motor marketplacepresented a dilemma. To maintain customer satisfaction,promises need to be kept and misunderstandingseliminated. Cincom Acquire Guided Selling and ProductConfigurator software, in tandem with Cincom AcquireQuotation and Proposal Management, now bringscurrent price lines and timelines directly to the point ofsale. The Siemens salesforce delivers productknowledge to customers with new levels of accuracy andconsistency. They respond more effectively to customerdemand.

“The Quotation System can consistentlyhandle pricing data while keeping up withupgrades, service for obsolete products, aswell as other changes.”– Ron SchierbergSiemens Energy & Automation

Since using Cincom Acquire Quotation and ProposalManagement, Siemens has also benefited from higherlevels of productivity due to increased quoting volumesof 300 to 500 quotes a month for their configuredproducts (3,600 to 6,000 per year).

It was also important that the solution be easily usedand maintained by individuals with product knowledgethat could write and maintain the rules, with very limitedIT support.

“Outside resources are not necessary. Wecan develop and maintain the applicationsin-house.”– Ron SchierbergSiemens Energy & Automation

Key to Success—a Stable Partnershipthrough Cincom's Proven History ofSupportSiemens has also been pleased with Cincom technicalsupport, as a key part of their continued success.

“The support is very good in regards togetting resources and solutions that weneed, whenever we have a request.”– Ron SchierbergSiemens Energy & Automation

Cincom, the Quadrant Logo and Cincom Acquire are registered trademarksof Cincom Systems, Inc. All other trademarks belong to their respectivecompanies.

© 2003, 2005, 2006, 2008, 2009, 2011 Cincom Systems, Inc.FORM QO030324-1-A4 5/11Printed in U.S.A.All Rights Reserved

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