Cincom Overview

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Cincom Overview
Headquarter in Cincinnati
55 Merchant Street Cincinnati, Ohio
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Cincom Overview

• Company
• Founded in 1968 as a DBMS Company
• 93 Offices in 20 Countries
• Thousands of Customer worldwide
• 800 employees worldwide
• 50 technical staff
• in Europe since 1972
• over 200 employees in Europe
• Revenue in FY 2004 ------- 150 Mio.

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Cincom Overview

• Technologies
• Database Management Solutions
• Advanced Development Technologies
• Manufacturing Business Solutions
• ERP
• Domain Expertise in
• Complex Manufacturing,
• ATO, MTO, ETO,
• and Manufacturing Project
• Financial Business Solutions
• CRM
• Call Center Solutions
• Document Solutions

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Cincom Overview
EMEA Organisation
EMEA North
EMEA Central
EMEA West
EMEA South East
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Cincom Overview
EMEA Central
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Sales Support for Socrates and Cincom Sales
Configurator?
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Positioning
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Positioning
Source Gartner Research
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Socrates Cincom Sales Configurator?
Delivering high Value low cost
low
risc and rapid ROI
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Product Overview
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Product Overview
What is Socrates ?
Socrates is an enterprise strength environment
for developing and deploying Knowledge Based
(Expert) Applications

• Modeling Tools to easily capture and maintain
  rules in a Knowledge Base
• Decision Engines to
• Provide recommendations and advice on the most
  suitable products, services and courses of
  actions
• Decide on the next task/action in a workflow
  system, based on current events and available
  data
• Configure products, services, and workflows

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Product Overview
How Cincom Knowledge Builder works
Order, Proposal, Contract, BOM automatically
based upon valid customer requirements and
back-office business rules.
Quotation automatically generated based upon
customers Needs.
Product Service Configuration
Products Services
Selection Knowledge to select a subset of
Products Services which deliver the
functionalities and features required by the user.
Constraint Knowledge to define the valid
combinations of features and options available
for user selection
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Product Overview
Types of Cincom Knowledge Builder Applications

• Making Recommendations Advice
• Products Services / Cross-selling
• Best Practice

• Capturing Customer Requirements
• Guided Process
• Present only relevant choices

• Configuration Applications
• Products Services
• Documents

• Diagnostic Applications
• Customer Support Help Desk
• Risk Condition Assessment Monitoring

• Complete Expert Applications (Quotation
  Management)
• Tailor able by end user
• Web or Windows deployment

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Product Overview
Cincom Knowledge Builder Key Features for
Business Experts

• Intuitive Rule Creation
• Attributes Selection Lists
• Graphical Decision Trees

• Rapid Knowledge Capture
• Cases (truth tables, examples)
• Combinations

• Easy Maintenance
• Changing or Adding Attributes
• Changing Rules
• Tools to assist

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Product Overview
Socrates Key Features for Application Experts

• Rapid Development
• Complete application environment
• Modular Approach
• Graphical program representation
• Drag drop approach
• Design, Build Test in
• one environment

• Knowledge Management
• List Case data stored externally
• (maintenance by Domain Experts)
• Graphical representation

• Integration
• ODBC/COM/XML

• Deployment Options

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Product Overview
Socrates
Sales Domain
Domain Experts
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Product Overview
How is Socrates different than other Rule Based
Systems?

• Breadth of integrated knowledge
  technologies
• Selection Rules (Decision Knowledge)
• Constraint Rules
• Configuration Rules (Generative Knowledge)
• Procedural Rules

• Comprehensive development environment
• User Interface
• Application Flow
• Business Rules
• Database Connectivity
• External Interfaces via (COM, XML, ODBC)

• Flexible deployment options
• Web
• Rich Client
• Thin Client
• Windows
• C/S
• Mobile
• Asynchronous Server

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Product Overview
The Results with Socrates

• Accelerated Sales Cycles
• more accurate quotes, faster
• get new products to market sooner
• keep sales people / partners up to date

• Sales Channel expansion
• Easier to do business with build loyalty
• Sell more complex products
• Decrease training

• Reduce costs
• Redeploy experts to more productive work
• Cut rework, returns, inventory
• Knowledge maintained by domain experts

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Customer Success

• manage Sales Order entry, engineering design and
• manufacturing information for its GASGUARD
  product line
• Key Results
• reduced Unit cost by 28
• Average lead time brought down from 14 weeks to
• less than 6 weeks
• two weeks removed from the design process
• Product quality increased due to near
  elimination of
• product configuration errors
• Improve customer costs due to isolation of
  options
• from base equipment design

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Customer Success
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Customer Success
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Customer Success
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Customer Success
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Customer Success
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Customer Success
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Customer Success
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Customer Success
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Customer Success
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Customer Success
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some of our Customer
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Proposed next Step
Socrates Workshop
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Proposed next Step
Pilot-(Test) Installation Socrates
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Small Enough to Care About You
Help

• where You Need It

• when You Need It

• from People You Trust

Big Enough to Care For You!
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Positioning
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Complex Selling
Can we do this?
How do we build/deliver it?
Can you help me?
Can you help me?
Attract
Sell
Fulfill
Serve
Chasing the Expert
What should I propose?
What will it cost?
When can we deliver it?
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Integrating the Value Chain
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Product Overview
CRM for Complex Manufacturing
Channel Management

• Industrial HiTech Manufacturers
• Products and/or Services with
• High Variation
• High Value
• Complex features options
• Complex Pricing
• Sales Process heavily dependent on Knowledge or
  Expertise
• Indirect Channels - Resellers, Dealers, or Agents

Intelligent Selling Solutions (ISS)
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Product Overview
Integration Options

• ODBC
• XML
• COM
• Web Services / SOAP
• EAI
• Data Transformation
• Data Sharing / Synchronization
• Action Requests
• Synchronous or Asynchronous Processing

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Product Overview
Decision Based Rules

• Define the OUTCOME you wish to determine based
  upon knowledge
• Define the ATTRIBUTES and VALUES that determine
  the OUTCOME
• Define the RULES (decisions) based on ATTRIBUTE
  VALUES to determine the OUTCOME

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Product Overview
Building a complete application

• Define OUTPUT (Configured Product, Document,
  Workflow, Decision, etc.)
• Define COMPONENTS available to be included in the
  OUTPUT
• Define SELECTION RULES and ATTRIBUTES to
  determine COMPONENT(s)
• Define additional USER ATTRIBUTES (questions,
  choices) to drive component SELECTION RULES
• Define CONSTRAINT RULES to validate USER
  ATTRIBUTES
• Define USER INTERFACE
• Define Procedures required for Calculations,
  Integration to external applications, etc.

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Product Overview
Application of Socrates Systems
A Knowledge Base which contains knowledge and
information associated with the product in
different phases of the products life cycle e.g.
sales, design, production, assembly, service
reuse
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Product Overview
Configuration of Products Services

• Define generic Bill of Components
• Products
• Services
• Documents
• Define rules for selecting the appropriate
  component
• Generate Output
• XML
• Document
• etc.

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Deployment Environments
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Cincom Sales Configurator
Runtime Application Environment
an Extensible Interactive Selling Quotation
System

• Quotation Management Application Model
  Socrates Application Environment to facilitate
  customization
• Enterprise Database for Quotation Management
• Product Configuration Ability to integrate with
  any ERP system via flexible model definition and
  extensible APIs
• Extensible APIs for integration with ERP, CRM ,
  etc.
• Web Deployment Tools for easy deployment
  maintenance

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Web Architecture
Client
Sales Configurator

• SCRIPT
• OnStart
• load model
• initialize values
• OnPause
• get data, etc.
• OnDone
• save quotation
• confirmation

Rich Client.ocx
Server
Events
Client mode
.ASP
Local mode
SC database
SC database
NT/2000
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Cincom eChannel
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Cincom eChannel

• Web Based
• Thin Client
• Minimal Hardware
• Minimal Bandwith
• Easy to Use
• Functionality
• Personal Portal
• Accounts
• Channel Partners
• Product Catalog
• Matrix Pricing Engine
• Configuration
• Quotations
• Opportunity Mgmt
• Orders
• Activity Mgmt
• User Level Security
• Functions
• Data

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Cincom eChannel

• Site Manager
• Define user roles
• Users
• Privileges
• Data Filters
• Web Pages
• Home Pages

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Typical Socrates Milestone Phase Plan
Rollout Phase
Test Phase
Development Phase
Design Phase
Requirement Phase
Pilot Phase
Software License to Services Ratio .5 to 1
Integration Development
Training Confirm.
Config Model Template Development
Requirement Definition
Integration Design
Develop Project Plan
Internal Rollout
Test
Pilot
Product Cfg Development
Remaining families
Complete Pilot Product
Sales Cfg Installation
External Rollout
Quotation Design
Sales Cfg Tech Training
Quotation Development
Customer