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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
2
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
3
Agile PLM for Emerging MarketsJUMPSTART Ready-to-Sell &Advanced Qualification Skills
HOSTs: Andrea Pitts, Sales Manager - Agile PLM <$100M
4
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
5
<Insert Picture Here>
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
6
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
7
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
8
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
9
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
10
Net New Agile PLM Emerging Customers – One Quarter
11
Agile PLM <$100M Customer Base Overview
Revenue by Industry Revenue by Size
*EHT = Electronics High Tech
12
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)
13
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
14
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
ss
Agile Agile Quality Quality
ManagemManagementent
What is Agile PLM?
15
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
Closed-loop product quality management
across the extended enterprise
QualityQualityProfessionalProfessional
ss
Agile Agile Quality Quality
ManagemManagementent
What is Agile PLM for <$100M?
16
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& EngineeringAgile Product Portfolio Agile Product Portfolio
ManagementManagementIntegrated product, program,
resource & portfolio management
Executives & Program Executives & Program OfficeOffice
Closed-loop product quality management
across the extended enterprise
QualityQualityProfessionalProfessional
ss
Agile Agile Quality Quality
ManagemManagementent
Agile PLM – Scalable for Business Growth
17
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& EngineeringAgile Product Portfolio Agile Product Portfolio
ManagementManagementIntegrated 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
ss
Agile Agile Quality Quality
ManagemManagementent
Agile PLM – Scalable for Business Growth
18
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
ss
Agile Agile Quality Quality
ManagemManagementent
Agile PLM – Scalable for Business Growth
19
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
ss
Agile Agile Quality Quality
ManagemManagementent
Agile PLM – Scalable for Business Growth
NOTE: Complex Solutions come with complex implementations $$$
20
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
24
Commerical Partner Management Sales Team
Director, ERP/CRM Applications Reseller Sales Team
Burt Morse 781.744.0638
ERP Partner Manager Team
Angela Sims [email protected]
Chuck Daniels [email protected]
Susan Gallagher 714.445.4653
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
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
27
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
28
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
29
• 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
30
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
31
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.
32
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
33
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
34
Sales Strategy – Holistic QualityPLM completes the Enterprise Application footprint
Product Innovation
New ProductIntroduction
Order to Fulfillment
35
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
36
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
37
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
38
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.
39
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
40
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
41
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
42
From Qualifying Questions Doc
43
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?
44
From Objection Handling Doc:
45
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
46
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
47
Questions
48
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
49
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
50
SAP Competitive Update – Understanding Business by Design and A1S Companies
Monday, February 11th
11:00am Pacific / 2:00pm Eastern
Upcoming Reseller eSeminars:
51
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
52
AQ&
Q+A