north american sales application reseller eseminar series monday january 28, 2008 getting ready to...

North American SalesApplication Reseller eSeminar Series

MondayJanuary 28, 2008

Getting Ready to Sell AGILE PLM in Getting Ready to Sell AGILE PLM in <$100M Emerging & Midsize <$100M Emerging & Midsize

CompaniesCompanies

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Welcome!• Webcast Communications

• Always recorded• Posted replay on OPN in about 5 – 7 working days• OPN > Company Initiatives > North American SMB Applications

Resellers > Webcast Replays

• Call Attendees• Oracle’s Application Reseller Partners

• Executives and Management• Sales and Marketing Representatives• Delivery Consultants

• Our Presenters:• Andrea Pitts Regional Manager, Agile

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Agile PLM for Emerging MarketsJUMPSTART Ready-to-Sell &Advanced Qualification Skills

HOSTs: Andrea Pitts, Sales Manager - Agile PLM <$100M

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The following is intended to outline our general product direction. It is intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making purchasing decision. The development, release, and timing of any features or functionality described for Oracle’s products remains at the sole discretion of Oracle.

Safe Harbor Statement

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Agenda – JUMPSTART Ready-to-Sell& Advanced Qualification Skills

• Agile PLM and Business Overview• Agile PLM Solution Overview • Sales Tools Overview• Agile PLM <$100M Sales Team Region Alignment

• Who to Call?• Key Messaging based on business role• Qualifying a potential opportunity• Handling objections• Sales Tools Available

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PLM @ OraclePLM Completes the Enterprise Application Footprint

Planning

New Product Introduction

Order to Fulfillment

Manufacturing

SRM

Product Innovation

Fulfillment

Sales & Marketing

Service &Support

Order Management

Financials

Inventory

HRM

Project

GRC

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Agile PLM Solutions

Agile PLM - Industry leading, best-in-class, flagship enterprise PLM solution for High Tech & Electronics, Life Sciences, Industrial, Automotive and A&D. We offer a pre-packaged, lower TCO PLM solution for emerging markets and midsize companies.

Agile PLM for Process - CPG and Retail solution for product recipes and specification management, Food & Beverage is sweet spot

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Agile PLM for <$100M

• Agile has delivered more than 600 successful PLM implementations to

emerging and mid size companies since 1995 – We understand emerging / mid

size companies and we know how to make them successful!

• Emerging / mid size companies face the same challenges as larger companies

– complex supply chain, outsourced design and manufacturing, doing business in

global markets, compliance regulations, etc.

• Emerging / mid size companies don’t have the same resources (money,

personnel, IT Staff and infrastructure) to address these challenges

• Most Emerging / mid size companies don’t plan on staying this way forever

• PLM must deliver solutions to big challenges while at the same time minimize

overall investment and disruption and have the ability to grow with them as

they prosper

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Agile PLM Benefits to Emerging Customers

• Low up-front costs

• Easy to Implement, Deploy, and Manage

• Quick time to benefit

• Full function (“right-sized”) solutions

• Scalable

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Net New Agile PLM Emerging Customers – One Quarter

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Agile PLM <$100M Customer Base Overview

Revenue by Industry Revenue by Size

*EHT = Electronics High Tech

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Agile PLM <$100M opportunity in our target industries*

*Computers & Electronics, Communications Equipment, Medical Equipment & Supplies, Fabricated Goods, Automotive & Aerospace

Geography # Prospects

North America ($0- $100M) 29,000

Europe ($0 - $150M) 14,000

APAC ($0 - $150M) 14,000

Total 57,000

Source = OneSource (many are private companies not listed in OneSource)

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Huge potential to tap Oracle’s extensive Worldwide Channel

• Oracle-Agile Sales resources • 5 field sales reps and 1 SC co-primed with Oracle <$100M

organization

• Oracle Direct Application Sales Representatives & SCs, &

BDCs actively engaged• Extensive North American Reseller channel

• Tremendous leverage

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Agile ProductAgile ProductCollaborationCollaboration

Engineering, Engineering, Operations & Operations & Supply ChainSupply Chain

Enterprise product record visibility, management & collaboration

Agile Enterprise Agile Enterprise VisualizationVisualization

Native document collaborative

visualization across the global enterprise

Cross-EnterpriseCross-Enterprise

Agile Agile Engineering Engineering

CollaborationCollaborationEngineering desktop

integration & collaboration

DevelopmentDevelopment& Engineering& Engineering

Agile Product Cost Agile Product Cost ManagementManagement

Product sourcing and lifecycle cost & risk management

Procurement Procurement ProfessionalsProfessionals

Agile Product Portfolio Agile Product Portfolio ManagementManagement

Integrated product, program, resource & portfolio

management

Executives & Program Executives & Program OfficeOffice

Agile Product Agile Product Governance Governance

& & ComplianceCompliance

Product & program compliance against

standards & regulatory

requirements

Compliance Compliance OfficeOffice

Closed-loop product quality management

across the extended enterprise

QualityQualityProfessionalProfessional

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Agile Agile Quality Quality

ManagemManagementent

What is Agile PLM?

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What is Agile PLM for <$100M?

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DevelopmentDevelopment& Engineering& EngineeringAgile Product Portfolio Agile Product Portfolio

ManagementManagementIntegrated product, program,

resource & portfolio management





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Agile PLM – Scalable for Business Growth

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DevelopmentDevelopment& Engineering& EngineeringAgile Product Portfolio Agile Product Portfolio

ManagementManagementIntegrated product, program,

resource & portfolio management






requirements





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management






requirements





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management






requirements





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NOTE: Complex Solutions come with complex implementations $$$

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Manage 2000

(Axapta, Great Plains& Navision)

Sample Agile to ERP Integrations

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Agile PLM <$100M Engagement Process

Overall Goal:

Achieve compliance with Oracles All-Partner model for <$100M Segment by FY09

• Plan:• Q3 – Q408: Direct & Indirect• Q109 : 100% compliant w/All-Partner Model <$100M

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Sales Engagement Process -What do you do when you find a PLM opportunity

• Call Partner Manager or SB ASM to discuss opportunity

• Register the opportunity with OPN

• Until Partner is enabled, referral fee will apply

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Sales Tools

• Primary tools• Sales Kit• Master presentations

• Solution Overview• Pre-Demo Presentation

• Hardware Requirements

• Supplementary Tools• Technical FAQs, Architecture & Security write ups• Best Practices documentation• White Papers• Customer Success Stories

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Commerical Partner Management Sales Team

Director, ERP/CRM Applications Reseller Sales Team

Burt Morse 781.744.0638

[email protected]

ERP Partner Manager Team

Angela Sims [email protected]

Chuck Daniels [email protected]

Susan Gallagher 714.445.4653

[email protected]

Jeff Trujillo* [email protected]

*Jeff Trujillo also, covers the IBM VMA program

CRM Partner Manager Team

Donna Bailey [email protected]

Jon Duncan [email protected]

Michael O’Connor [email protected]

Peter Yung [email protected]

Applications Reseller Go-To-Market Team

Director - NA, Applications Reseller Program

Michelle Hoover 949.340.0137

[email protected]

Applications, Reseller Pre-Sales Consulting Mgr.Michele Camisa [email protected]

Applications, Reseller Marketing Mgr. Kristen Lenfest [email protected]

Applications, Reseller Sales Go-To-Market Mgr. Rene’ Chapman [email protected]

Applications, Reseller Program Mgr. Bill Carroll [email protected]

Applications Reseller, Accelerate Solutions Mgr. John [email protected] 703.364.1251

NAS Alliances & Channels North American Applications Reseller Channel

eBusiness Suite, JD Edwards, PeopleSoft Enterprise, Siebel, Agile

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ERP Products

Partner Manager Coverage

ERP APPS RESELLER PMs

Jeff Trujillo

Chuck Daniels

Angie Sims

Susan Gallagher

Note: Alan Jenkins covers

Midsize Government Resell for NA

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Mid Atlantic RM: Lance GelnettTim Becker, SB ASM610-722-2208WV, DE, MD, PAMichael Kilpatrick, OD Rep

New York/New Jersey, Some CT RM: Pat GalvinStefan Peiffer, SB ASM646-734-6644Net new all other industriesMichael Pfeffer, OD Rep

Hugh Samet SB ASM: Install BaseJay Mansfield, OD Rep (JDE)Lee Daum, OD Rep (EBS & PSFT

North Central (West)Reg. Director: Ted StuartRM: Bret SchneiderKevin Koontz, SB ASM414-704-0813: WI, TN, ILEmilia Meldrum-Taylor, SB ASM 312-651-8909 ILMadeleine Grossmith, OD Rep ( for both SB ASMs)

Southern CA – *See Zip Code List RM: Ken KaufmanDavid Binkley, SB ASM310-760-3340Robert Armstrong, OD Rep

James Stratmann, SB ASM310-760-3454Christine Scano, OD Rep

Anders Maudal, SB ASM858-509-8316 Christine Scano, OD Rep

Brian Fleming, JDE Install ASMAdam Kodish, EBS Install ASM

Pacific NorthwestRM: Tim O’TooleJohn Vanderzanden, SB ASM425-990-2581AK, ID, MT, OR, WATBD, OD Rep

AK

Northern CARM: Steve Hanson Ash HanHan, SB ASM 650-506-1584Install BaseMelodie Yue, SB ASM650-633-6587Patrick Hale, SB ASM650-633-4089California zip codes not on SMB EBS detail / Hawaii, and Reno & Sparks,NV (see zip code listing)

Andrew Paoli, OD Rep

Oracle SB ASM REGIONAL TEAMSNorth America Field Sales (Commercial) <$100m Market

Rocky Mountain RM: Scott MillerMichael Nicholls, SB ASM 720-330-8832AZ, CO, NM, UT, WYNV except RenoTBD, OD Rep

New EnglandRM: Pat GalvinJuli Jause, SB ASM781-744-0529MA, ME, NH, VT, RI, CT (All except Fairfield County, 06480-06999), Upstate NY zips 12800 & aboveKen Walo, OD Rep

Joe Rofe, Install Base ASM781-744-0634Jay Mansfield, OD Rep (JDE)Lee Daum, OD Rep (EBS & PSFT)

North Central: MN GeoReg. Director: Ted Stuart RM: Bret SchneiderJake Galt, SB ASM612-207-1201MN, IA, SD, NDStephanie Powell., OD Rep

North Central (East) Reg. Director: Ted StuartRM: Bret SchneiderMichael Ousley, SB ASM 740-881-0075IN, KY, MI, OHTBD, OD Rep

Mid-AmericaReg. Director: Ted StuartRM: Bret SchneiderMike Spencer , SB ASM 314-629-2250KS, MO, NEStephanie Powell, OD Rep

Southeast (Carolinas)RM: Don SweigartMichael Campbell, SB ASM305-260-7293AL, FL, GA, MSStephen Nicholson, OD Rep

TOLARM: Danny ThompsonRoger Bearrie, SB ASM972-401-5898 N. TX (only 75000-75799, 76000-76499, 76600-76799, 79000-79699), OK, ARSenthil Prabu, OD Rep

RM: Bill ArendBruce Bain, SB ASM832-282-0602S. TX (only 75800-75999, 76500-76599, 76800-78999, 79700-79999), LAKJ Virdi, OD Rep

Chesapeake RM: Pranab NayyarBrian McCarthy, SB ASM703-364-4125NC, SC, DC, VASudhakar Vissa, OD Rep

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Oracle SB ASM REGIONAL TEAMSNorth America Field Sales (Commercial)

<$100m MarketEastern CanadaSB Regional Sales Mgr: Patrick Galvin (Montreal and Toronto) Alain Bonsant, SB ASM514-905-8454 Ontario and QuebecBernard Methot, OD Rep

Marco Mannarino, SB ASM514-905-8454 Ontario and QuebecJason Wyjad, OD Rep

Jeff Burbine, SB ASM902-429-0452Newfoundland & Labrador, New Brunswick, Nova Scotia, Prince Edward IslanBernard Methot, OD Rep

Western CanadaRM: Tim O’TooleJared Poetker, SB ASM403-605-9025Alberta, British Columbia, Manitoba, Nunavut, SaskatchewanNT, YT

TBD, OD Rep

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JUMPSTART Plus – Adv. Qualification Skills

• Self Training• Read Message Framework by Industry• EHT Packet (& Med Device for Life Sciences)

• Today• Who to Call?• Key Messaging based on business role• Qualifying a potential opportunity• Handling objections• Sales Tools Available

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• What you need to know to get on the phone

• What is PLM?• Agile PLM Solution• EHT Industry Success Factors• Business Owners• Qualification• Objection Handling• Why Agile PLM• Agile Contacts

EHT Training for Agile PLM <$100M

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What is PLM?

PLM enables companies to accelerate product innovation and maximize product

profitability…

…through the management of the information, people, processes and

decisions about their products…

…throughout the product lifecycle and across the global product network

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What you will really say…

Agile manages all of a Company’s product information across the lifecycle (design, engineering,

manufacturing, quality), inside or outside the four walls to ensure that

the product is built right the first time, at target cost and before their

competition.

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Quality CAPAsSeparate

Tools

Every Company Has the Same Core Problem: Disconnected

Product Development Processes, Data, and Participants

Supplier BOM

Supplier Qual’sSCAR’s

ECO database

ECOForm

Engineering BOM’s

RFQ’s

CM FileDirectories

Software

DocumentsProcedures

Doc VaultCM’s

Suppliers

Customers

Program Mgmt Shared

Drives

EngineeringD Drive

Customer Complaints

BOMUpload

Tool

Env ComplianceSpreadsheets

ECADMCAD

ERP

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With Agile PLM - Product Record Is Centralized

New/updated Documents

Change RequestsNew/updated CAD Data

New/updated software

Agile will centralize and manage:

• Parts, BOMs, AVL• Document management• Drawings and Design files• Change processes• Revision History

CM’sOperations

Purchasing

SoftwareOperations

MCADECAD

DocumentsProcedures

FieldService

Engineering Changes

Build Packages

ERP can provide:• MRP• CRM• Financials• HR• POs

ECOsBOMsItemsAVL

Approved Vendors

Service Data

ERP

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Sales Strategy – Holistic QualityPLM completes the Enterprise Application footprint

Product Innovation

New ProductIntroduction

Order to Fulfillment

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ChallengeChallenge PLM Impact PLM Impact DriversDrivers

Reduce costs and increase Reduce costs and increase efficiencies thru global efficiencies thru global engineering and outsourced engineering and outsourced design & mfg collaborationdesign & mfg collaboration

Enabling Globalization & Outsourcing

Low Cost Design Centers, Low Cost Design Centers, Outsourced Design & Mfg, Outsourced Design & Mfg, AcquisitionsAcquisitions

Reduce cycle time -- 10-20%Reduce cycle time -- 10-20%Improve productivity -- 20-40%Improve productivity -- 20-40%

Accelerating Time To Market

Faster innovation Faster innovation cycles, NPI explosioncycles, NPI explosion

Reducing Costs & Risks

Intense pressure to reduce Intense pressure to reduce costs and supply risk, costs and supply risk, improve profit marginsimprove profit margins

Reduce material costs -- 2-5%Reduce material costs -- 2-5%Reduce new part adds -- 10-30%Reduce new part adds -- 10-30%Reduce waste / rework by 30-40%Reduce waste / rework by 30-40%

Ensuring Environmental

Compliance

Increased Material & Increased Material & Substance Regulations Substance Regulations (RoHS, WEEE, EUP)(RoHS, WEEE, EUP)

Minimize compliance against Minimize compliance against global environmental global environmental regulatory complexityregulatory complexity

Why PLM?The PLM Value Proposition – Quantifiable ROI

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Companies to Target

• Annual Revenue• less than $100M

• Type• Net New/Greenfield • Oracle Install Base

• Company Characteristics• Discrete manufacturing• Managing bills of materials• Current or intended outsourcing• Global collaboration

EHT SIC CODES• 3651 Household audio and video equipment• 3571 Electronic computers• 3575 Computer terminals• 5045 Computers, peripherals & software, wholesale• 3661 Telephone and telegraph apparatus• 3663 Radio & TV communications equipment• 3669 Communications equipment, nec• 3571 Electronic computers• 3575 Computer terminals• 5045 Computers, peripherals & software, wholesale• 7373 Computer integrated systems design• 3578 Calculating and accounting equipment

3579 Office machines, nec• 3674 Semiconductors and related devices• 3632 Household refrigerators and freezers

3633 Household laundry equipment• 3635 Household vacuum cleaners

3639 Household appliances, nec• 3425 Hand saws and saw blades

3546 Power-driven handtools

Med Dev• 3841 Surgical and medical instruments

3842 Surgical appliances and supplies3843 Dental equipment and supplies3844 X-ray apparatus and tubes3845 Electromedical equipment

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Do Your Homework

PLM is a mission critical application…not having PLM can affect the viability of their business.

Look for their problems before calling in to provoke

•Press ReleasesAcquisition

•Financial ReleasesPlans for New Products in the coming year

•NewsProduct Recalls

Look for something to provoke using the news..if possible

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Ensuring a Qualified Lead

• Get to the Business Owner -- you will find out good info from the Engineering Manager, but in order to move the deal forward, you need to connect with a Vice President or C-level – they feel the cost pain.

• Cover your bases -- Talk with someone from Engineering, Manufacturing & Quality …connect the dots and truly show the business pain across the company.

• Address the facts -- the conception of Agile PLM for the small business, providing a scaleable solution with low Total Cost of Ownership, and a mission critical business impact.

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Who To Sell To

• COO• VP of Engineering• VP of Product Development• VP of Program Management• VP of Supply Chain• VP of Operations• VP of Manufacturing• VP of Quality• VP of Regulatory Affairs • VP of Procurement• VP of Marketing• CIO

Engineering/R&D

Operations & Supply Chain

Purchasing

Marketing &Product Management

Quality

Regulatory Affairs

Other

Agile PLM Install Base Estimates

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Messages for Key Stakeholders

• VP Operations/COO – Better manage product launch and the complex global supply chain• Do you launch new products and reach volume production cost

effectively?

• VP R&D/Engineering – Better manage the global design chain • Do you meet your cost & time targets?

• VP Manufacturing – Better manage communications with external partners.• How do you communicate product information to your CM’s?

• VP Quality/Compliance – Better manage quality incidents and complex global regulations• How do you roll up critical customer complaints and the

appropriate responses to capture knowledge for future products

• CIO – Reduce the number of disparate, non-integrated solutions managing product data

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Qualification Criteria** See Qualifying Questions Document

1.Q - How do they currently manage product information

A- Excel, access database, in house application

2.Do they Outsource any manufacturing or design?

A- Yes

3.What is their method to communicate changes to their product?

A – Any manual method (email, fax, excel, phone)

4.Does Design and Engineering have visibility into the quality issues after the product goes to market?

A – No

5.Are you affected by Weee & RoHS compliance in Europe?

A - Yes

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From Qualifying Questions Doc

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Potential Objections**See Objection Handling document

• Never heard of PLM – What is it?• No one department/person is responsible for PLM• How is it different from what we are currently using?• Enterprise solutions never deliver the intended value.• We don't need the Quality module.• We believe our processes are sufficient.• We already have an ERP system.• Although I know we need PLM, it is going to be hard

to convince the users to change how they do things.• How much does it cost?

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From Objection Handling Doc:

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Why We Win

55• Customer Success

• Best customer success track record & referenceability in PLM• Proven track record of Fastest TTV, Lowest TCO, Lowest Risk

44• Domain Expertise and Best Practices

• Deep domain expertise in key segments & enterprise function• Best practice product lines, applications, and consulting

66• CAD & ERP Agnostic; 100% PLM Focused

• MCAD, ECAD, SW Integration Breadth; CAD agnostic approach

22• Broadest Enterprise PLM Solution Footprint

• Broadest footprint, strongest adoption outside mechanical engineering• Supply chain, cost, quality, compliance, portfolio, analytics & decision support

33• PLM Industry Leadership

• PLM market & thought leader across High Tech, Medical Device & Industrial Manufacturing segments for 10+ years

11• Business Ready Applications

• Out-of-the-Box, Configurable Applications• Fastest Time-To-Implement & Time-To-Value; Lowest overall Total Cost of Ownership (TCO)

77• Product Network Built & Proven

• Built for collaboration across enterprise & product network since inception• Patented & mature network capabilities; 100s of live ‘product network’ customers

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Key Agile PLM Resources <$100M

• North America Sales Manager:• Andrea Pitts Office: (925)694 7141 AIM: AndreaAPitts

• West – Pacific NW• Dan Mitchell Office: (408)722 0708 AIM: danmitchell06

• West –Rocky Mntn, Southern California:• Dan Bacon Office: (925)694 6628 AIM: dbacon78

• West – Northern California:• Kelly Casey Office : (925) 694 7116 AIM: kcasey2008

• North Central:• Dan Bacon Office: (925)694 6628 AIM: dbacon78

• North East:• Dan Mitchell Office: (408)722 0708 AIM: danmitchell06

• South:• Jennifer Gaskins Office: (512) 689-7280 AIM: jennifergoshea

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Questions

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Upcoming Q4 Reseller Instructor-Led Training Events:

• Reseller Sales Training Class April 8th & 9th – Seattle, WA

• Extreme SC April 22nd & 23rd – Burlington, MA

• User Productivity Kit (UPK) Sales Certification Class April 24th – Burlington, MA

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Upcoming Siebel CRM Reseller Instructor-Led Training Events:

• On Premise Boot Camp February 28th & 29th – Atlanta, GA

• On Demand Boot Camp March 4th & 5th – Burlington, MA

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SAP Competitive Update – Understanding Business by Design and A1S Companies

Monday, February 11th

11:00am Pacific / 2:00pm Eastern

Upcoming Reseller eSeminars:

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For Siebel CRM ResellersDemo eSeminars over the next 4 Weeks

• The Art of the Demo: Siebel CRM On Demand – Cross IndustryThursday, January 31st @ 9:00am pacific

• The Art of the Demo: Siebel CRM On Premise – Ind. ManufacturingThursday, February 7th @ 9:00am pacific

• The Art of the Demo: Siebel CRM On Premise – Professional Srvs.Thursday, February 14th @ 9:00am pacific

• The Art of the Demo: Siebel CRM On Premise – Wholesale Dist.Thursday, February 21st @ 9:00am pacific

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AQ&

Q+A

north american sales application reseller eseminar series monday january 28, 2008 getting ready to...

Documents

agile plm benefits

agileagile plm

plm opportunityca

sweet spotagile plm

sample agile

lower tco plm solution

product recipes

management collaboration