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Knowledge Based Selling

Knowledge Based Selling. Building a platform for profit and growth. Transformation!. SW Industry Pioneer Global (40 offices in 16 countries) 700+ employees worldwide Revenue $115M Private Core Offerings Complex Manufacturing Solutions Customer Interaction Management.

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Knowledge Based Selling

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  1. Knowledge Based Selling Building a platform for profit and growth

  2. Transformation!

  3. SW Industry Pioneer Global (40 offices in 16 countries) 700+ employees worldwide Revenue $115M Private Core Offerings Complex Manufacturing Solutions Customer Interaction Management Cincom Systems, Inc. India Australia Switzerland Italy Belgium United States Netherlands France United Kingdom China Spain Germany Canada Brazil Monaco Japan

  4. We help companies SELL MORE to MORE CUSTOMERS through MORE CHANNELS

  5. “customers are focusing on rapid time-to-value solutions that drive business growth”

  6. What is driving the Growth? AMR Research, Inc Economic environment • Customer Retention • New, Incremental Revenue Streams • Reduce Sales & Support Costs • Cross-channel / Cross-selling Cloud CRM • Faster, cheaper Implementations • More Affordable - Lower cost-of –entry • Co-existence with Enterprise wide Standards • Addressed by CINCOMAcquire Multi-channel Selling • Expand Channels • Expand Offerings through channels • Reduce Cost of Sale • Quickly & Accurately configure, price, quote • Better understand who’s buying & why BI and Analytics • Identify new Revenue opportunities • Reduce Support Costs Web & Enterprise 2.0 • Mobile support • Integration with Social Computing

  7. Multi-channel Selling Customer Field Sales Rep OEM Customer Svc Rep Factory SvcRep 70 to 80% of a channel partner’s business will go the company who is easiest to buy from! - AMR & Gartner Studies Distributor

  8. Get the RIGHT product & Get the product RIGHT = 3% better perfect order rating 1% of additional profit margin For a $600M company with a 10% Return on Sales an increase of 1% equals $6M to the bottom line

  9. Integrating the Silos

  10. The Biggest Barrier

  11. The Biggest Risk

  12. Complex Selling is Knowledge Based Selling Knowledge Worker Information System

  13. Problem: “Chasing the Expert” Need Assessment, Specification, & Pricing Design Validation Product Configuration Offer Approval Proposal Generation Drawing Generation Workflow (e.g. Specials)

  14. Integrate Sales & Engineering Knowledge

  15. Knowledge Based Selling • Customer Needs Analysis • Product and Service Recommendations • Configuring unique Product Bundles • Pricing • Cross-selling • Document Configuration • Drawing Configuration • Self-Service via the Web • Advanced, Constraint-based Scripting • Decision Support & Compliance • …wherever you are chasing an expert!

  16. Industry Applications • Manufacturing • Guided Selling, Physical & Market Constraints, Product & Service Configuration, Estimating, Pricing, Document Generation, Proposal Approval Processes • Financial Services & Insurance • Needs Analysis & Recommendation, Lifestyle & Market Constraints, Decision Support, Intelligent Scripting, Document Generation, Offer Approval Processes • Health • Medical Plan Administration, Lifestyle & Market Constraints, Service Recommendation, Intelligent Scripting, Document Generation, Offer Approval Processes • Construction • Project & Work Definition, Rule Based Cost Estimating, Pricing, Bid Approval Processes • Telco’s and Utilities • Guided Selling, Complex Service Pricing, Offer Approval Processes,Document Generation

  17. Platform vs. Point Solution High CRM Knowledge Enabled SELLING PLATFORM Worth Custom Solution Point Solution High Low Strength

  18. What is needed in a front-office platform? • Functionality: Sales, Service, Marketing • Extensible • Declarative Model • Application Modeling Tools for Administrators • Event Enabled Workflow • Role-based Security Model • Multi-language & Localization Support • Analytics & Reporting • Integration with MS Office • Accelerate Development • Scalable • Proven • Widely Adopted, Global Footprint • 3rd Party Add-on Community • Skilled Resource Base • Flexible Licensing • Low TCO

  19. Knowledge Based Application Platform Knowledge based Modeling Platform to automate Sales and Product Knowledge Sales & Product Configurator Guided Selling, Configuration, Pricing, & Quoting for companies that have complex, multi-channel selling needs

  20. Knowledge Based Modeling Platform • A composite application environment for developing and deploying knowledge-based enterprise applications • Centrally Managed KB • Supports: • Decision Rules • Constraint Rules • Generative Rules • Visual Knowledge Maintenance • Integration with Visual Studio

  21. Sales & Product Configurator • Guided Selling • Solution Specification • Product Configuration • Knowledge-based Pricing • Quotation Management • Proposal Generation • Product Catalog • Reporting • Connected & Mobile deployment • Integration Adapters • SAP • MS CRM • MS AX • Salesforce.com

  22. Dealer Portal (xRM)

  23. eCommerce

  24. “KNOWLEDGE BASED SELLING PLATFORM with the power to drive transformative PROFIT & GROWTH” • Create Competitive Advantage - be easiest to buy from • Drive Top Line Revenue – sell more, sell faster • Cut Costs –expand channels, eliminate waste, reduce COS • Reduce Risk – Integrate with existing systems and scale as you grow • Improve Operational Effectiveness Integrate Sales, Engineering & Manufacturing for optimal efficiency & effectiveness CRM

  25. Jim Wilson Cincom Systems, Inc. jwilson@cincom.com 513-612-2657 • 2010 Cincom Systems, Inc. • All Rights Reserved • Developed in the U.S.A.

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