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Configurator Application Selection Process

Configurator Application Selection Process. Why Do This?. Necessary to set a foundation for comparison based on good business practice and need Need for consistent and repeatable process

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Configurator Application Selection Process

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  1. Configurator ApplicationSelectionProcess

  2. Why Do This? • Necessary to set a foundation for comparison based on good business practice and need • Need for consistent and repeatable process • Implemented configurator applications for many customers in specific industries and found subtle use differences: • High Tech • Complex product manufacturers • Automotive manufacturers • Heavy equipment manufacturers • Telecommunication • Services organizations

  3. What is a Configurator? That depends on WHO you talk to Which company you talk to Who's going to use it? What you want "it" to do...

  4. Configurators…. How Do They Work? What’s the Difference? Sales Configuration Guided Selling Upgrade Configuration Product Configuration Service Configuration Solution Configuration Proposal Configuration/Generation

  5. Sales/Solution Configuration “Upgrade” Configuration Product Configuration Where/when/how is a Configurator used Guided Selling Proposal Configuration Generation Configure & Quote Produce Products & Ship After Market Support • Create Order specific Bill of Material and Routings • Schedule work orders • Re-configuration for order changes • Provide update for after market support for As-build/ as-shipped information (Installed Base) • Educate user on product capabilities and features • Assist user in finding appropriate solution • Generate complete solution consisting of equipment, service & financing • Include CAD drawings, sequence of operations, images • Configure components of the complete solution • Create 100% buildable and shippable equipment which matches customers needs and existing environment. • Manage installed base information • Create upgrade configuration Collaboration with TSC

  6. There are many known solutions

  7. There are many less celebrated & 2nd Tier ERP, CRM & PDM providers

  8. This is Not Like ERP – No standard for comparison • Each supplier offering is unique • Sales Configurator • with interfaces to Back Office • May create a Bill of Material • Manufacturing focus with some Sales capability • CRM based configurator is usually a “lite” version • MRP based configurator’s are historically Back Office focused • Changing to include Sales and Guided Selling • Application approach and architecture are different • Guided Selling / Needs Analysis • Mobile and web based deployment • Sales, quotation and proposal generators • Generation of BoM, Routings • Security differs with each application • Apply to many differing implementation/use scenarios • ERP • Standalone or Best of Breed • SCM • CRM • PDM

  9. Configurator Selection What is the process?

  10. What is the process? • You are familiar with this process if you have been on a selection team, but… • Configurator applications are not mature so there are few standards • The players are unique and some offer superior product vs. others • A few suppliers offer industry specific User Interfaces • Most suppliers are small except for ERP companies • all are hungry for new business • most offer incentives to buy • The terminology is not the same between suppliers and meanings vary greatly…. It is confusing • Each supplier offers a unique view of the market • Some offer only web based solutions • Some offer only sales oriented solutions • Some offer manufacturing and sales solutions • But….. Who are they? • We can help you

  11. What is the process? • Again, you may have done some of this before… • Assemble and organize a selection team that contains many disciplines including: Sales, Marketing, IT, Engineering, and anyone having vested interest • Setup a Project Management Organization • Setup needed communications • Determine approvals • Determine progress • Etc… • Review requirements as they are documented today • Else create configurator requirements • Initiate a Blueprint process including: • Review what you do today with an “As-Is” • Determine where you want to be next year and the year after with a “To-Be”

  12. What is the process? • Provide you with advice about the availability of configurator software applications in the market today • How do these match what you do • Work with you to get to a “short list” quickly • Usually in a week once requirements are known • Determine the steps to evaluate each supplier • Begin with Existing requirements • Add our Best Practices requirements • Determine importance of each requirement • How to Score results • Selection process and who makes the decision • Vendor/supplier review process • Invitation and rules of the game in the selection • 3 to 4 day in-depth, on-site demonstration for each supplier • You score what you have seen based on your requirements

  13. What Criteria is used? It’s not just the software

  14. Criteria for evaluation - Application • Core Functionality • Modeling Environment • Architecture • Integration • User Interface

  15. Core Functionality Bi-directional, multi level configuration is 100 % supported Effective dates are supported and usable throughout the application Seamless integration between product configuration and complex pricing Seamless integration between product configuration and guided selling Complex arithmetical calculations standard inside the application Multiple resources can work on one model simultaneously Knowledge Base constructs can be defined globally and reused in multiple models Where used capabilities available Use of tables for data driven modeling approach ….. Modeling Environment Graphical, web based modeling environment No programming skills required for 80+% of rules Architecture Support for mobile, web, and other deployment scenarios including delta download Extension capabilities to access other applications/ data API’s in place for deployment flexibility Integration Connectors to all main ERP packages available XML based data structures User Interface Data driven UI generation UI controls part of Knowledge base Best Practice definition: Application

  16. Criteria for evaluation - Organization and Management • Organization & Staffing • Domain Knowledge • Financial Stability • Partner Network • Future Direction

  17. Organization & Staffing Proven implementation methodology Successful implementations across a wide range of industries Sufficient number of R&D resources Domain Knowledge Core Management and key employees have less than 3+ years of experience in configuration technology Track record in successful product configuration implementations Financial Stability Length of time in business Profitability in software vs. consulting Positive or Negative earnings High cash burn rate Cash position Best Practice - Organization and Management • Partner Network • Strategic partners for hardware, complementary software and services • Future Direction Future release path in place for multiple releases

  18. We help YOU make the decision • We work with you to evaluate the scoring • Guide you to a group decision on scoring each requirement for each supplier • Since we are participants in the supplier demonstrations we have an insight that is unmatched • We have done this before • We have implemented many of these applications • We understand many of the “differences” or their unique features • We understand the technical side of modeling, the architecture, the maintenance after the sale, etc. • We can help determine the Total Cost of Ownership [TCO] • Develop a work product that you can understand • Excel spreadsheet scoring • Visual comparisons for senior management • Final report

  19. Best Practices Scoring Example 0 1 2 3 4 5 • Core Functionality • Bi-directional, multi level configuration is not supported • Effectivity dates not supported and usable for most objects • No out of the box integration between product configuration and complex pricing • No out of the box integration between product configuration and guided selling • No complex arithmetical calculations standard inside the application • Only one resource can work on one model simultaneously • Knowledge Base constructs cannot be defined globally and reused in multiple models • No where used capabilities available • Modeling Environment • No Graphical modeling environment • Programming skills required for 60+% of rules • Architecture • Support for some deployment scenarios • No API’s in place for deployment flexibility • Integration • Connectors to ERP packages not available • XML based data structures • User Interface • No Data driven UI generation • Core Functionality • Bi-directional, multi level configuration is 100 % supported • Effectivity dates are supported and usable throughout the application • Seamless integration between product configuration and complex pricing • Seamless integration between product configuration and guided selling • Complex arithmetical calculations standard inside the application • Multiple resources can work on one model simultaneously • Knowledge Base constructs can be defined globally and reused in multiple models • Where used capabilities available • Modeling Environment • Graphical modeling environment • No programming skills required for 80+% of rules • Architecture • Support for mobile, web, and other deployment scenarios incl. Delta download • API’s in place for deployment flexibility • Integration • Connectors to all main ERP packages available • XML based data structures • User Interface • Data driven UI generation • UI controls part of Knowledge base Vendor X (4.04) • Core Functionality • Bi-directional, multi level configuration is partially supported • Effectivity dates are supported and usable for most objects • Integration between product configuration and complex pricing • Integration between product configuration and guided selling • Some complex arithmetical calculations standard inside the application • Multiple resources can work on one model simultaneously with coordination effort • Most Knowledge Base constructs can be defined globally and reused in multiple models • Some where used capabilities available • Modeling Environment • Graphical modeling environment • No programming skills required for 60+% of rules • Architecture • Support for most deployment scenarios • API’s in place for deployment flexibility • Integration • Connectors to most ERP packages available • XML based data structures • User Interface • Data driven UI generation Vendor A (3.81) Vendor Y (3.80) Vendor D (3.18) Vendor C (3.09) Vendor B (3.07) Vendor Z (2.67) Business Risk

  20. Putting the Pieces TogetherLeading to Consistent Results

  21. What does this mean to you? • Have a standard for comparison • Provide a fair, unbiased evaluation of suppliers • Eliminate the fluff and vacant promises • Able to “see through” the suppliers sales hype • Compare real-life business issues in each vendor review • Consistent and repeatable • Includes customer requirements • Results in a more robust and complete solution: • “Best Fit” • Architecture • Modeling • Core functionality • Company viability • Ongoing Costs are known • …. • “Done it Before” expertise and experience

  22. Thank you Contact us at Sales@Integrity.vc Don.Cochran@Integrity.vc

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