1. presence. capabilities. performance. 24 Maggio 2016 CASE STUDY WITTUR: SALES PROCESS Daniele Ardu – Pivotal Senior Consultant

2. presence. capabilities. performance.

3. Bologna – 24 Maggio 2016 SALES FORCE AUTOMATION FOR MANUFACTURING Daniele Ardu – Pivotal Senior Consultant

4. presence. capabilities. performance. Manufacturing Companies Companies that develop, design, manufacture and sell their products.

5. presence. capabilities. performance. Two main business models Machines and complex plants Sales Network Size and Complexity Product Complexity Less complex products Vast catalogue Low number of quotes Products mainly configured by technical department Direct Sales Force Complex quotation document High number of quotes Products configured by salesmen High configurability Sales network with branches, sales reps and agents

6. presence. capabilities. performance. Visits on Customers Check Opportunities Manage Forecast Monitor Results Make Decisions Manage Customers Work with Prospects Manage Opportunities Manage Quotations Manage Agendas Manage commercial BOM Manage Configuration Rules Different Departments

7. presence. capabilities. performance. A flexible SFA Workflow Quotes Orders won customer requests customer visits fairs phone calls Sales Channels Opportunities Offer Management product configurator, pricing & discounts Account Management customers, contacts, emails, visits + Pivotal enables users of all departments to manage their activities. Starting from first contact up to the order through the configurator. When preparing quotations sales reps access the product configurator that drives them to the best configuration requiring the minimum set of information. Thanks to the integration with different ERP in use in the group the order enters directly into the production process at the end of the process. Data is well structured and is used to provide valuable insights.

8. presence. capabilities. performance. 24 Maggio 2016 DEMO

9. presence. capabilities. performance. Bologna – 24 Maggio 2016 WITTUR : WEST PROJECT Reinhard Böhm – Global Project Leader

10. presence. capabilities. performance. WITTUR GROUP Wittur is the leading global strategic partner for eco-efficient components, modules, systems and solutions in the elevator industry and is recognized by our customers as leader in safety, quality & technology. 4600 employees 12 manufacturing sites 20 sales offices, 60 countries

11. presence. capabilities. performance. WEST - Scope & Basics WEST - Wittur Excellence in Sales Tools All interactions between WITTUR and its CLIENTS managed in one repository - the Customer Relationship Management (CRM) system. A set of processes, linked to a centralized database, to keep contact with customers and to deal with their requests, feedbacks and purchases. WEST brings transparency and efficiency to WITTUR Sales Processes Service Sales Marketing Relation mgmt Analysis Reporting ERP connectivity

12. presence. capabilities. performance. WEST CRM System Product Configurator Wittur Excellence in Sales Tools + + = =

13. presence. capabilities. performance. WEST – Brings Efficiency WEST saves processing time – spend it with your customer sales process automation replaces repetitive manual tasks 5 steps approach create quotes within minutes single point of data entry account, contact, visit and quote management in one system

14. presence. capabilities. performance. WEST Sales Force Automation: Benefits 1 From customer contact to quotation and follow up until closing the deal visit management accounts, contacts dashboard, reporting price list management quotes authorization product configurator uniform quote layout discount management  All customer/contact info & activities in one system, right at fingertip  All accounts and contacts in one centralized repository  Integrated visit management & reports  Automated quote generation & sending  Integrated quote authorization workflow  Get rid of your spreadsheets: Dashboard, reports and searches gives instant access to your data

15. presence. capabilities. performance. WEST Sales Force Automation: Benefits 2 From customer contact to quotation and follow up until closing the deal visit management accounts, contacts dashboard, reporting price list management quotes authorization product configurator uniform quote layout discount management  Full graphical sales configurator ensures faultless quotes and orders and efficient process: “only what can be configured, can be ordered”  Automatic pricing and discount calculations  Automatic translation of offer into 12 languages  One unique Wittur template for all organizations  Facilitates “Cross Selling” and “Up Selling”: offer complementary and premium products/features  Automatic generation of data used for periodic sales calls

16. presence. capabilities. performance. RegionsArchitectureUsers (nº)Companies (nº)Customer visitsQuotes Activity centralized server & smart clients 300Over 10.000 15.000 +45.000 + web server & web clients Ramp up WEST – Usage EU & Africa APAC

17. presence. capabilities. performance. WEST - Achievements before & after rollout of WEST in EU Region: different calculation tools  one common platform crm + config heterogenic sales processes  harmonized efficient sales workflows country specific pricelists  unique EU gross pricelist different quote formats & contents  uniform quote template heterogenic & distributed data  central repository for sales activities

18. presence. capabilities. performance. WEST – Future Steps Mobile Productivity (UX) WEST availability anywhere thanks to UX Web version, rolled out in APAC, future global solution. CRM data & dashboards on smartphones & iPads Customer Web Portal (UX) relieves ASMs from standard routine offer activity, customers will send orders via web portal. Still ASM has full control on sales activities. Complete Worldwide Rollout WEST will be distributed to all the Wittur Group’s companies in the world.

19. presence. capabilities. performance.

21. BACKUP SLIDES PAST THIS POINT

22. presence. capabilities. performance. Some Manufacturing Customers Wittur: Lift components, 300 users, 20 sales offices, 10 production plants, SFA System: Decoration machines for ceramic, 50 users, 3 subsidiaries, SFA Marchesini: Pharma plants, 200 users, 6 subsidiaries, SFA and Service Ronchi: Bottling machines and plants 30 users, SFA and Service Siti B&T: Machinery for ceramic tile production, 50 users, 2 subsidiaries, SFA Artemide: Lighting, 100 users, 3 subsidiaries, SFA Valsir: Systems for waste, drainage and water supply, 150 users, 4 subsidiaries, SFA and Service Antares Vision: Inspection, track and trace systems, 40 users, SFA and Service iGuzzini: Lighting, 500 users, 10 subsidiaries, Marketing and SFA Industrie CBI: industrial fans, 30 users, 4 subsidiaries, SFA

23. presence. capabilities. performance. Quote Generation video