Cloud Based CRM Overview GLOCO Cloud Based CRM Overview g5 Consulting Team 1 Yee Lisa Chan, Xiang Chen, Anil Kodali, Tim Ogawa, Benjamin Young Confidential g5 Consulting

Overview Business Problem, Functional Req – Tim As-is and To-be Processes – Xiang Architecture, Solutions Selection – Anil Data Flow, Project Timeline - Lisa Financials, Success Metrics - Ben Confidential g5 Consulting

New Platform: Cloud-based CRM System Integration g5 Business Solutions As-Is To-Be Business Problems Business Solutions Missed Opportunities Communication Delays No Real-Time Data Input Errors Expiring Shelf-Life Legacy System Retention Standardize with new CRM platform Seamless Integration of CRM to As-Is ERP ERP Vendor Agnostic Flexibility New Platform: Cloud-based CRM System Integration Confidential g5 Consulting

Business Problems Sales staff unable to access ERP based data through CRM Manufacturing needs access to sales forecast data Proliferation of CRM systems due to poor integration Confidential g5 Consulting

Functional Requirements Full Integration between CRM and ERP system Addresses data flow between CRM and current ERP and future ERP systems. Import capability into the CRM Address consolidating CRM acquired company CRM systems Flexibility in modifying the interface Addresses usability Confidential g5 Consulting

Current Sales Process Confidential g5 Consulting

To-be Sales Process Confidential g5 Consulting

Process for Newly Acquired Companies Confidential g5 Consulting

ERP Integration Approach Persistent, Point in Time, and Partial Confidential g5 Consulting

Cloud Based SaaS + Middleware Architectural Approach Cloud Based SaaS + Middleware Confidential g5 Consulting

Solution Selection Process Pugh Matrix Defining Criteria Weighing Scoring Confidential g5 Consulting

SalesForce.com Platform CRM Application SalesForce.com Platform Only “Sales Cloud” is used Confidential g5 Consulting

SalesForce Integration Confidential g5 Consulting

Single Sign-On Architecture SalesForce.com Login using GLOCO’s SSO Confidential g5 Consulting

Data Flow - Inquiry To Order (ITO) Confidential g5 Consulting

Enabling Sales Information On The Fly Product, Inventory, and Contract Record in SFDC Enabling Sales Information On The Fly Confidential g5 Consulting

Enabling Sales Forecasting Dashboard Report in SFDC Enabling Sales Forecasting Confidential g5 Consulting

Implementation Timeline & Milestones Regional Deployment North America Europe Asia Release Versions Pilot Full Confidential g5 Consulting

Agile Development & Tasks Breakdown Confidential g5 Consulting

Project Deliverables by Phase Planning (1 month) Design (2 weeks) Requirement list Prototypes demo Governance process documents Design diagrams Sign off on project plan Functional specifications Sign off on SLA and contracts Test plan Integration and Development (2 months) Test (6 months) SFDC system ready for test, dev, and prod Release Pilot version for Deployment Clean data migrated to SFDC databases Release Full version build for Deployment Release SFDC web interfaces User feedback report from UAT testing Setup single-sign-on connection to SFDC app Test pass on all test activities Regional Deployment (3 months) Runtime, Maintenance, and Support (2 months) Pilot release to all three regions Monitoring implemented Full release to all three regions Complete training for support team Lotus Notes application removed Hand off knowledge documentations   Onboard supportability for each region

Operational Governance: Stakeholders and Roles

Project Overall Cost Estimation Tollgate 1 Cost Estimation Estimated Project Budget - 40% In-Scope: CRM 2,000 GLOCO SFDC Users licensing subscriptions Consulting: Project plan / Discovery /Implementation / UAT / Training / Support / Metrics Infrastructure upgrades or tech refresh Out-of-Scope: ERP, Inventory, Oracle HR, Oracle Purchasing, Oracle Payables, Data Center Consolidation Project Overall Cost Estimation 1 yr Implementation Cost: approx. $2,780,000 Consulting $1,440,000 SFDC License (100 user) $ 180,000 Premier Unlimited Support SFDC License (900 user) $ 810,000 Enterprise Data Migration S/W $ 25,000 Pervasive Data Integration Infrastructure $ 125,000 T&L, Materials $ 200.000 2+ yrs Running Cost approx. $2,290,000 Enhancements $ 400,000 License (100 user) $ 180,000 Premier Unlimited Support License (1900 user) $ 1,710,000 Enterprise Tollgate 1 Cost Estimation Discovery Consulting $ 80,000 Slide 22 g5 Consulting Confidential g5 Consulting

Cost-Walk Analysis Investment Payback: 10-months In ‘000 Confidential g5 Consulting

GLOCO Communication Plan Go Live Activities Stakeholders What How Frequency Start date Core Team Members Status, process requirements, communications to local users E-Mail, teleconference calls/WebEx Weekly, or more frequently as needed 05/2012 Executive Leadership Status, risks Tollgate reviews Tollgate reviews – As scheduled 06/2012 Sales / Product Management SFDC CRM benefits, project status, roll-out plans, training schedule E-Mail, best practices, course schedule calendar Bi-Monthly, beginning Aug Trainers Process and system input, training, rollout plans E-Mail, calls, training sessions 07/2012 Super Users Bi-Monthly, beginning Aug 21; Weekly schedule 08-09/2012 Users System input, training, rollout plans E-Mail, training sessions 09-10/2012 Confidential g5 Consulting

GLOCO Training – the story from initial release to where we want to be Super User Training Regional Roadshow Major Release Training Train the Trainer Sessions Regional Roadshow – for untouched Regions Jul 2012 Digitized Training Confidential g5 Consulting

GLOCO Best Practices & Crowdsourcing What you can share… Great examples of teams incorporating Sales Force into P&L and regional operating rhythms! Highlighted best practices: Adoption: Dashboards created SFDC iPad Challenge Confidential g5 Consulting

End-User Adoption Dashboards Granular End-User Activity Confidential g5 Consulting

Defect Metrics Missed opportunities, expiring shelf life, back orders, workarounds, over-stocking = Process Defects

Yee Lisa Chan, Xiang Chen, Anil Kodali, Tim Ogawa, Benjamin Young g5 Consulting Team 1 Yee Lisa Chan, Xiang Chen, Anil Kodali, Tim Ogawa, Benjamin Young Thank You