Capture Knowledge - Structure Sales

CAS Software AG

Germany (Karlsruhe) | Hungary (Szeged)locations

Configuration Management | CRMmain business areas

Airbus | Daimlermain customers for configuration management

480employees in whole group, 270 in core company

~250.000users in 25 countries and 10 languages

AToS | P3teaming agreements

CAS Aviation Suite

Rising need for transportation Rising need for aircraft

Growing competition Riding need for sales support systems

Rising need for standard products

Need to sell solutions from catalogues supported by configurators

Increasing importance of

after-sales services

Need to seamlessly connect processes:pre-sales, sales and after-sales

Aviation IndustryMajor Trends and Effects on your Business

CAS Aviation Suite

• Are you confident your sales process is ready for these new challenges...

• Then, clearly you engineer a lot more than you sell!

Your sales process?It is ready for the future?

CAS Aviation Suite

Or does it still take days or even weeks to create a

proposal?

Or does sales spend a lot of time in endless discussions with

engineering?

And do you design similar solutions over

and over again?

Drawbacks• Slow: It takes days to weeks to generate a proposal • Effortful: Generates lot of work in the engineering department • No reuse: similar solutions are designed again and again• Not scalable: number of customers is limited by the number of well-

trained engineers

Typical Sales Process TodayStill Engineer-to-Order (ETO)

Sales Person EngineerCustomer

Request for product Request for technical design

Technical solutionProposal

• Design product• Check technical feasibility

Compile proposal

CAS Aviation Suite

ClassificationETO vs. ATO

Engineer-to-Order (ETO)

• Free customization, “everything is possible”

• Customer, Sales and Engineering do a joint project

• Low costs for common engineering, high engineering costs for each project

Assemble-to-Order (ATO)

• Assemble product by combining pre-defined items from a sales catalogue (“IKEA”)

• Not for free: requires capturing of common product knowledge in a knowledge base

• Standard in automotive industry for >30 years

Common engineering,

sales catalogue

$$$$$

Standard products/optionsfrom catalogue

Common engineering

$$$$$$$

Customer-specificengineering

cost cost

CAS Aviation Suite

To-Be ProcessGoal: 80% Assemble-To-Order

“standardised”: ATO

“handcrafted”: ETO

Customerrequirements

Specificsolution

Highly individualsolution

Proposal / Definition

Pre-definedstandard solution

Customised standard solution

Catalogue / Configurator

suggestions of standard products validity checks; suggestion of catalogue items

Engineering

technical approval

Feedback Loop(transform specific solutions

into standard solutions)

80%

20%

CAS Aviation Suite can help you preparing your sales processes for the new challenges.

It allows you to... formalise your product knowledge in a structured, yet

understandable and intuitive mode

accelerate and professionalise your sales processes

create seamless links between sales, engineering and after sales tasks

transform monolithic and engineering-oriented sales processes into modular, catalogue-oriented processes

CAS Aviation SuiteAim

CAS Aviation Suite

CAS Aviation Suite

CAS Aviation SuiteSupported Industries

Aircraft Manufacturers Aircraft Technology Suppliers

MRO Providers

In general:Aviation companies having complex products with a high number of variants

CAS Aviation SuiteModules

SalesConfigurator

IntelligentCatalogue

Services &Spare PartConfigurator

OpportunityEvaluation

Bill-of-MaterialGenerator

AviationConfigurationKnowledge

Management

CAS Aviation Suite

DeltaConfiguration

Pre-Sales

Sales

After-SalesCustomerService

Marketing

Production

Product ManagementEngineering

Use Cases for CAS Aviation Suite Intelligent Catalogue

Advantages• Transparency: Complex product space gets tangible for the customers• Customer-Self-Service: Customers have a good first understanding when

contacting sales people

Customer

Request for solution

First product ideas

IntelligentCatalogue

Configuration

Knowledge Manageme

nt

Internet

• Information about products and modules• First analysis on technical feasibility in the

concrete case

CAS Aviation Suite

Use Cases for CAS Aviation Suite Sales Configurator

Advantages• Fast: Proposals can be sent out to the customer on the same day• Reuse: Most solutions can be compiled from existing, pre-defined modules• Robust: Proposals are 100% error free• Scalable:

• Work load is largely reduced at Engineering• Sales can cope with a huge and increasing number requests

Sales PersonCustomer

Request for product

Proposal

Sales Configurator

• Find best fitting products• Configure from existing modules• Automatically generate proposal document

Configuration

Knowledge Manageme

nt

Intranet

CAS Aviation Suite

Use Cases for CAS Aviation Suite Delta Configuration

Examples• Requests for Product Upgrades (e.g. an engine)• Requests for Product Overhaul (e.g. an aircraft)

Advantages• Fast: Change Proposals can be sent out to the customer on the same day• Solid: Proposals are 100% error free also for tricky change requirements

After-Sales PersonCustomer

Request for changeof existing product

Change Proposal with alternatives

DeltaConfigurator

• Analyze pre-state of product (from database)• Analyze requested post-state• Calculate alternative technical change options

Configuration

Knowledge Manageme

nt

Customers’ products DB

CAS Aviation Suite

Use Cases for CAS Aviation Suite Service & Spare Part Configuration

Employee fromCustomer Service

Customer

Abstract service or repairrequirement for a product

Concrete Proposalwith alternatives

Services & Spare Part

Configurator

Calculate options for necessary• Spare parts• Repair services• Maintenance services

Configuration

Knowledge Manageme

nt

Customers’ products DB

Advantages• Fast: Service Proposals can be sent out to the customer on the same day• Solid: Proposals are 100% error free also for tricky requirements

CAS Aviation Suite

Use Cases for CAS Aviation Suite Opportunity Evaluation

MarketingPerson

PotentialCustomers

OpportunityEvaluation

Periodic report containing• Potential customers• Concrete upgrade & overhaul suggestions• Concrete maintenance & service suggestions

Configuration

Knowledge Manageme

nt

Customers’ products DB

Advantages• Pro-active: Sent out suggestions even without concrete requests• Targeted: Gain new customers with optimally fitting suggestions

Periodic report

Customer-specificpro-active offers

CAS Aviation Suite

Use Cases for CAS Aviation Suite Bill-Of-Material Generation

Manufacturer

BoMGeneration

• Automatic configuration-dependent refinement of sales items into engineering items • Automatic check of availability of resources

Configuration

Knowledge Manageme

nt

Advantages• No double work: Accepted proposal is automatically transferred to a bill-

of-material• Fast: Manufacturing can start immediately after proposal is accepted

Bill-of-Material

Sales Person

Accepted Proposal

CAS Aviation Suite

Use Cases for CAS Aviation Suite Product Management & Engineering

Formalize product from sales perspective

Configuration

Knowledge Manageme

nt

SalesKnowledge

Editor

Advantages• Externalized: Knowledge transfer from the “heads” to central knowledge base• Formalized: Machine-understandable representation of the knowledge

EngineeringKnowledge

Editor

Engineer

Product Manager

Product structure, modules, packages, prices…

Product breakdown, parts, dependencies, rules…

• Correctness check• Regression tests• Collaborate, validate and publish

Formalize product from technical perspective

CAS Aviation Suite

CAS Aviation SuiteScreenshot Engineering Knowledge Editor

CAS Aviation Suite

CAS Aviation SuitePossible Architecture

CAS Aviation Suite - Clients

CAS Aviation Suite - Server CAS AviationConfiguration Knowledge

Management

CRM System

Configurator MerlinRules Engine

Document Generation Engine

Marketing

Opportunity Evaluation

Sales

Proposal Generation

BoMGeneration

Contract Generation

Service

Spare Parts Mgmt

UpgradeProposals

Production Procurement After-Sales

ERP System PLM System

ProductModeling Language

CAS Aviation Suite

References @

Airbus EngineeringConfiguration Knowledge Management System

Airbus Customer ServicesSystem Upgrades Configurator

Airbus MarketingOpportunity evaluation

Airbus EngineeringFAL Configuration Testing

CAS Aviation Suite

• Scope: • Complete modelling of avionics for all programmes:

SA, LR, A350 and A380• Level of modelling: Modifications / EPACs / SBs• Graphical representation as modtree (becoming

standard)• Based on CAS Aviation Suite

• Target Users: Engineers

References @ AirbusConfiguration Knowledge Management System

CAS Aviation Suite

• Challenges:• Model-based knowledge management • Graphical Modelling• Configurations on different levels of abstraction

• Industrial solution, in production since 2008• Consulting, design, development, 3rd-level support, maintenance, further extensions

References @ AirbusSystem Upgrades Configurator

• Scope: Automatic check of customer requests for system upgrades on feasibility and creation of technical offers

• Target Users: After-Sales people

• Challenges: • Configurations on different levels of abstraction• Uncertain configurations• Efficient delta Calculation for huge data sets

• Industrial solution, in production since 2008• Consulting, design, development, 3rd-level support,

maintenance, further extensions

Awards for Excellence “Innovation” 2008

CAS Aviation Suite

• Process and technology consulting• Business Process Analysis• Requirements Analysis• Research Projects / Feasibility Studies• Show Cases / Mock-ups / Prototypes• Customized Industrial Solutions • Training / Support / Software Maintenance

CAS Aviation SuiteSurrounding professional services

ConsultingResearch

PrototypingCustomized

SolutionsSupportTraining

CAS Aviation Suite

CAS Aviation Suite

CAS Aviation SuiteBenefits for your company

Eliminate uncertainties in your proposals

Instantly create custom-tailored, yet 100%

correct product variants

Base your decisions on a formal product

knowledge representation outside of the engineers' heads

Finally: reduce your costs,save precious time,and fully meet your

customer needs!

Dr. Michael KleinManaging Director of CAS Aviationmichael.klein@cas.de | phone +49 721 9638 758www.cas-aviation.aero

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