Manufacturing & ERP. Salesforce & Rootstock Future ready
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1 Manufacturing & ERP Salesforce & Rootstock Future ready
2 Manufacturing and ERP Getting Personal on Salesforce April 13, 2018 Rootstock Software
3 WHO WE ARE Manufacturing, Distribution & Supply Chain ERP Solution Experts WHAT WE DO We develop, sell, implement & support ERP Software for companies that manufacture, distribute, service and/or repair goods. WHO WE SERVE Companies replacing legacy ERP with the cloud Midsized & Enterprise Organizations April 13, 2018 Rootstock Software
4 Rootstock Named a Leader in the Cloud ERP Space
5 Manufacturing Gets Personal & Connected Personalized Products Personalized Customer Experience Personalized Employee & Supplier Experience Connect People, Data & Things April 13, 2018 Rootstock Software
6 Unified CRM, ERP and Service On One Platform SALES MARKETING FINANCE OPERATIONS SERVICE April 13, 2018 Rootstock Software
7 Know Everything About Your Customer SALES MARKETING FINANCE OPERATIONS SERVICE April 13, 2018 Rootstock Software
8 Rootstock Cloud ERP Estimates & Quotes Configuration Sales Orders Back Order Pricing Books Rebates & Allowances Returns Contracts/Warranties Order Tax Services Product Data Quality Project Manufacturing Discrete, Process & Mixed Production Modes Materials Requirements Planning (MRP) Manufacturing Execution System (MES) Subcontractor Work Order Production Supply Chain Transportation Shipping General Ledger (G/L) Accounts Payable (AP) Accounts Receivable (AR) Asset Budgeting Shipping & Receiving Recurring Picking Billing/Subscriptions Barcode Scanning Cash RootScan Mobile Credit & Collections Claims Warehouse Inventory Financials Analytics Field Services Maintenance Case Lead Opportunity Account Bill of Materials (BOM) Routings Product Costing Engineering Change & Revision Control Requisitions Purchase Distribution Requirements Planning (DRP) Replenishment Lot Control Serial Tracking Item Attributes Allocations Cycle Counting Consigned Inventory Dashboards Customizable Reporting Drag-and-Drop Reporting Artificial Intelligence Alerts & Notifications Social Collaboration Tools Rootstock Software
9 Multi-Mode Flexibility Personalization & Scale ENGINEER TO ORDER CONFIGURE TO ORDER MANUFACTURING WHOLESALE DISTRIBUTION & SUPPLY CHAIN MAKE TO ORDER MAKE TO STOCK April 13, 2018 Rootstock Software
10 So where does this personalization lead to
11 High product variance and differentiation is required on a competitive and global market
12 High product variance drives complexity Products in Sales often have tens of options. Dependent on the number of connections, a product with 40 configurable parts has more than solutions ¹. 1. C(40,4)
13 Evolving Customer Expectations Everything Now Everything Custom Everything Easy Everything Cheaper
14 What s needed: Business logic on multiple levels interacting Customer needs Functionality of offered solution 40 tonnes load / Low TCO / Hilly driving / Timber Local Regulations Switzerland regulations for truck brakes Commercial rules Serviceability Compelling pricing to customer, yet profitable Portfolio visibility for different sales channels Promote profitable offerings Bundling Time based offerings and prices Valid and profitable service Order fulfillment effectiveness Manufacturable, shippable and installable in a cost effective way Product limitations Valid engineering structure
15 How to improve some important KPI s? Spending sales efforts on wrong prospects too little effort on the right leads. Sales reps are unable to describe the customer value of offered solution Uncertainty about offerings and order fulfillment leads to overpriced quotes Quote gets rejected at order. Order is not possible (or costly) to produce. Claims from customers when delivery does not match quote promise Unprofitable one-offs and ETOs Change orders are risky and costly Margin degradation in customer projects due to unclarity in contracts New product introductions are costly and with long lead time (lost revenue) Sales rep unable/unwilling to keep track of product updates in extensive catalog When new product gains traction in the market, competitive edge is lost
16 A likely Outcome without any change Decreased revenue Increased cost Risk increase Weakened brand
17 End-To-End Process Leads, Account, Opportunity Quotation: CPQ Demand: Sales Order, Forecast Planning: Products, Items, Inventory Production: Procurement Fulfillment: Pick, Pack, Ship Finance: Invoicing & Accounting
18 The future is here to implement industry 4.0 1
19 Thank you
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