Lawson Marketing Building the Pipeline; Delivering the Evidence. Travis White SVP, Global Marketing

Transcription

1 Lawson Marketing Building the Pipeline; Delivering the Evidence Travis White SVP, Global Marketing

2 Travis White, Senior Vice President of Marketing Travis White joined Lawson in March 2006 with more than 20 years of experience in shaping corporate strategies and delivering marketing messages. Previously, Mr. White spent more than nine years in various executive roles at J.D. Edwards. One of his first roles there was to introduce the company's manufacturing and distribution applications. From 1999 through 2001, Mr. White was based in Paris as the J.D. Edwards' vice president for marketing in Europe, Middle East and Africa. Page 2

3 Today s Key Messages 1. Merger Transition Year Completed Successfully 2. Financial Turnaround Well Underway 3. Strategy, Management Team, and Execution Will Sustain Turnaround and Improve Performance Page 3

4 Two Phases of Marketing Before we get in the door It s all about leads Build the pipeline After we get in the door It s all about evidence Provide the evidence that proves the differentiation and wins the deal Page 4

5 Phase 1 Getting in the Door Data Driven Marketing Page 5

6 Data Driven Marketing - Summary Focused, systematic method to build pipeline in our target markets Reach our target markets with direct marketing techniques, not with general advertising Pipeline has grown significantly over the past year Page 6

7 We Start by Focusing Product-Centric Service-Centric Manufacturing Trade Service Providers Fashion Food & Beverage Distribution Retail Financial Services Healthcare Public Sector General Fabrication Equipment & Service Rental Asset-Intensive Services Professional Services Page 7

8 ..and then focusing some more Fashion Intimate Apparel Sportswear Footwear Apparel Manufacturing Page 8

9 Buy & Enhance Data Create profiles of each industry segment Purchase data from to match the profiles Enhance the data with telemarketing Probability sort the companies in the database Who is most likely to buy when? Use direct marketing & telemarketing to communicate Database currently has 140,000 companies We expect to add 35,000 to 40,000 more Total addressable market = ~175,000 Page 9

10 Direct Marketing Campaigns Page 10

11 Does it work? Pipeline Growth Q108 vs. Q107 Pipeline = all sales opportunities expected to close in next 8 quarters Page 11

12 Phase 2 Delivering the Evidence Page 12

13 Delivering the Evidence - Summary We have four major differentiators: Industry focus and knowledge TCO and Value Delivered Customer Intimacy Simplicity We deliver research, references, case studies, videos, slide sets, white papers, etc. on each of these to help our sales force make winning arguments Page 13

14 We Start by Focusing Product-Centric Service-Centric Manufacturing Trade Service Providers Fashion Food & Beverage Distribution Retail Financial Services Healthcare Public Sector General Fabrication Equipment & Service Rental Asset-Intensive Services Professional Services Page 14

15 then focusing some more Food and Beverage Confectionary Dairy Fruits and Vegetables Protein Page 15

16 TCO & Value Delivered Multiple studies show we have a TCO advantage Meta, 2003 Aberdeen, 2006 Aberdeen, 2007 Barry Wilderman internal study 2007 We also believe we deliver more value and have greater business impact Aberdeen, 2007 Lawson has best price/performance Our hypothesis: Lawson delivers more business benefits per dollar invested than any other ERP vendor We re gathering the evidence now Page 16

17 Six Steps to Simplicity Simplify the user experience Smart Client, Learning Accelerator Simplify implementations QuickStep, Global Sourcing, Opportunity Analyzer Simplify upgrades Stepping Up Programs, Global Sourcing Separate technology from applications Simplify post-sales support Total Care offerings, Lawson Community Simplify the technology Landmark, IBM technology foundation Simplify the business transaction Simplified contract, shared services centers Page 17

18 Does it work? Here s what our customers say Page 18

19 Catholic Healtcare West Profile Nation s eighth largest hospital system Challenges Inefficient IT infrastructure with 800 fragmented systems Unacceptable total cost of ownership for IT systems Increasing administrative costs - especially in supply chain Results Projected 144% ROI over first 8 years Increased on-contract orders from 60% to 92% in the first year Saved $1.5 million in supply costs by increasing compliance Reduced its annual paper costs by $1 million via online processes Vertical: Healthcare Page 19

20 Aggreko Profile Leading provider of industrial rental equipment with $1 billion in assets More than 2,000 employees at 120 locations in 80 countries Supplies generators, refrigeration, compressors and more Challenges Needed comprehensive sales & marketing solution Multi-country footprint necessitated multi-language support Lacked integrated, enterprise-wide applications Results Dramatically reduced month-end financial closing cycle Enhanced cash flow via near real-time billing Optimized fleet utilization and equipment availability Vertical: Equipment Service and Rental Page 20

21 Hannaford Bros. Co. Profile Owns and operates 143 retail locations in New England 25,500 employees Owns and operates three distribution centers supplying 28 independent supermarkets Challenges Outdated processes & systems for HR, payroll & benefits Inefficient fax & manual entry of personnel action forms Limited store-level access to automated HR/personnel functions Results Eliminated 250,000 personnel action faxes saving $125,000 Migrated 100,000 personnel actions from paper processes to online Shifted 600 transactions/month from manual entry to manager self-service Reduced employee turnover from 59% to 47% Vertical: Retail/Grocery Page 21

22 Today s Key Messages 1. Merger Transition Year Completed Successfully 2. Financial Turnaround Well Underway 3. Strategy, Management Team, and Execution Will Sustain Turnaround and Improve Performance Page 22

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