© 2012 Autodesk Using Autodesk ® Inventor ® for Sales Mark Keenan Business Development, Technicon Systems, Inc.

© 2012 Autodesk Class Summary This class provides an overview of how discrete manufacturers can use Autodesk Inventor to automate sales. We will discuss different types of systems for marketing, sales and engineering automation. The standard components used for different types of systems such as guided sales systems, configurators and quoting.

© 2012 Autodesk Learning Objectives At the end of this class, you will be able to:  Delineate between sales systems for marketing, sales and engineering  Describe major functional components for such systems  List potential benefits and ROI  Understand key steps to system deployment

© 2012 Autodesk 4 Technicon  Easy-to-use guided sales systems for leaders in industries representing: –Architectural & Building Products –Lighting –Electronics and controls –Industrial Parts –Contract Furniture

© 2012 Autodesk Sales systems 101

© 2012 Autodesk Overview  Sales systems come in a wide range of types to fit manufacturers and their customers  Marketing catalogs and guided sales systems for end-users  Online sales systems targeted at a dedicated sales professional  Engineering oriented systems oriented to customer engineering groups

© 2012 Autodesk Marketing catalogs  New customers  Unfamiliar with products  Few projects  System goals  Guide novices and provide confidence in manufacturer’s products  Expose a broad range of products  Provide detailed documents and product images for customers  Track activity and provide leads

© 2012 Autodesk Sales systems  Sales personnel, distribution and experienced customers  Very familiar with products  Many projects  System goals  Allow sales personnel to design in products and solutions  Foster collaboration  Create detailed proposals, quotes and project documents  Track activity and provide leads  Process orders

© 2012 Autodesk Engineer to order  Customer engineering  Intimately familiar with product construction  Comfortable with complex calculations  System goals  Allow customer engineering to validate engineering solutions or standard specials  Create engineering documents and drawings  Approve and document orders

© 2012 Autodesk Why implement a sales system?

© 2012 Autodesk Reduce cost-per-sale  Customers can make educated purchase decisions without expensive sales calls  Project documents and quotes can be generated in minutes instead of hours or days  Configuration and validation eliminate order errors  Drawing and visualization allows customers to visually confirm their orders  Lower print cost

© 2012 Autodesk Boost sales  Online catalogs mean you are always open for business  Customers order with confidence  Generate leads automatically  Target specific markets

© 2012 Autodesk Real world results  SMC Corporation  Online guided sales system serves over 300,000 users  Generates over 1000 leads per week  Increased sales at one customer by over $500,000  Cut monthly CAD cost by $25,000  Acuity Corporation  Cut engineering validation of orders from days to minutes  Cut annual print cost by $300,000 “It used to take us 2 weeks to create a submittal package..., we can now do it in 20 minutes.” - Acuity Agent

© 2012 Autodesk What components do you need?

© 2012 Autodesk Inventor ETO Bring engineering and visualization to the point of sale Proposal Documents Sales Drawings Renderings

© 2012 Autodesk Guided Sales  Catalog  Browsing, filtering and search  Pricing  Configuration rules  Product  Assemblies  System validation  Document and collateral generation  User management  Authentication  Collaboration  Favorites  Pricing authorization  Visualization  Interactive configuration  Layout

© 2012 Autodesk Content Management  Product information management  Products  Options  Rules  Pricing  System management  Guided sales  User roles  Documents

© 2012 Autodesk How do you put it together?

© 2012 Autodesk Mockup the Use and Output Guided Sales User Interface Renderings Documents BIM Output Walk throughs Drawings

© 2012 Autodesk Document Model Standards  Standards Questions  How products be configured?  What dimensions will vary?  Will products need to mate?  Will orientation need to be adjusted?  How much detail will be required?  May require new marketing geometry  “Lighter weight”  Less concern about IP  Designed for interaction

© 2012 Autodesk Architect the Rules Strategy  What types of rules will you need to guide sales?  Filtering and demand shaping?  Configuration – this option with that?  Assembly – this product with that?  System – do all these products work together?  Sizing – will the products meet engineering requirements of the environment?  How will you author and maintain the rules?

© 2012 Autodesk Next steps  Find the team  Track record  Technology and experience  Layout milestones and methodology  Proposals  Project models (detailed project requirements)  Prototypes  Release candidates Go!

© 2012 Autodesk Autodesk, AutoCAD* [*if/when mentioned in the pertinent material, followed by an alphabetical list of all other trademarks mentioned in the material] are registered trademarks or trademarks of Autodesk, Inc., and/or its subsidiaries and/or affiliates in the USA and/or other countries. All other brand names, product names, or trademarks belong to their respective holders. Autodesk reserves the right to alter product and services offerings, and specifications and pricing at any time without notice, and is not responsible for typographical or graphical errors that may appear in this document. © 2012 Autodesk, Inc. All rights reserved.