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Agile - Ensuring a Qualified Lead

Agile - 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.

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Agile - Ensuring a Qualified Lead

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  1. Agile - 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. 1

  2. Who To Sell To Agile PLM Install Base Estimates • 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 2

  3. 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 3

  4. Qualification Criteria ** See Qualifying Questions Document • Q - How do they currently manage product information A- Excel, access database, in house application • Do they Outsource any manufacturing or design? A- Yes • What is their method to communicate changes to their product? A – Any manual method (email, fax, excel, phone) • Does Design and Engineering have visibility into the quality issues after the product goes to market? A – No • Are you affected by Weee & RoHS compliance in Europe? A - Yes 4

  5. From Qualifying Questions Doc 5

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