Social Supply Chain and Sales Pipeline Bridge

Single Line of Sight: Plan, Perform, Profit

Social Supply Chain: Linking Sales Intelligence to Supply Chain and

Finance

What Do Cloud, Your Demand Plan, S&OP and Sales Pipeline Have in Common?

2 © 2014 Steelwedge Software, Inc. Confidential.

Bruce Richardson

Background

Bruce Richardson is an SVP and Chief Enterprise Strategist in the Industry Business

Unit at salesforce.com. He brings with him more than 30 years of experience in the

technology field. In this role, he is responsible for expanding the company’s reach into

the value chain.

Bruce joined Salesforce in October 2011. Bruce’s link to Salesforce began during his

tenure as Chief Research officer at AMR Research. During his 20 year career there,

he led the firm’s coverage of ERP, enterprise applications, virtualization and cloud

computing, visual applications, and the “future of work.” Over that period, the

company grew from a three person startup to become the leader in research and

analysis of enterprise applications and supply chain management.

AMR was acquired by Gartner in December 2009. Bruce graduated from Boston

College. He is a member of the BC Technology council.

Chief Enterprise Strategist Salesforce


Ed Lewis

Background

With over twenty years of experience leading design, development and marketing of

S&OP and supply chain solutions, Ed is responsible for market assessment,

requirements definition and go to market strategy.

Prior to Steelwedge, Ed was CEO and President of Amitive, Inc. (acquired by GXS)

which he founded in 2004. Under his direction the company grew from start-up to a

leading cloud supply chain planning provider controlling complex supply chains

around the globe.

Prior to launching Amitive, Ed designed and implemented global SCM solutions for

numerous companies, including Mitsui & Co., as a Sales and Operations executive

and consultant. Ed holds a Juris Doctorate from Western State University, College of

Law.

Vice President, Product

Marketing and Planning

Steelwedge Software Inc.

3825 Hopyard Rd

Pleasanton, CA 94588

Tel : (949) 588-1495

[email protected]

mailto:[email protected]

http://www.steelwedge.com/about/

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Supply Chain? You’re a CRM Company!

SCM Evolution Over 30+ Years:

1980s Mini-

Computers

Reign

Custom Systems

MRP II

DRP

Supply Chain Execution

Finite Capacity

Scheduling/

Leitstand

Early 1990s

RISC/Unix

Boxes

First Memory-

resident apps:

Birth of APS

Mid-1990s

Client/Serve

r Computing

First Planning

and Execution

Suites

2000s

Mobile

Native Mobile

Apps

POS, TMS,

Labor, Inventory

Mgmt,

Dashboards,

Catalogs

2014-2017:

Everything is

Connected

Social Business Processes,

The Social Supply Chain

Big Data/Analytics

Internet of Things

1999:

Cloud

Computing

Trading Hubs,

Web Apps for

Procurement,

Transportation,

S&OP

Poll #1

What is your role?

All Business Processes Are Social!

Supply Chain

Sourcing

Logistics

Product Development New Product Launch

Trade Promotion Mgmt

Talent

S&OP

Convergence of structured data from

execution and planning systems and

unstructured data/collaboration used in

real decision-making.

Need a closed-loop “system of

engagement” that captures the major

“events” and the corresponding

commitments and decisions made

internally and with customers, suppliers

and logistics partners.

Tie sales insights to planning.

Use Social Listening tools for demand

sensing and competitive advantage.

#Orders, Shipments, Payments,

Forecasts, Inventory, Shortages in near

real-time …

Defining Social Supply Chain:

Here’s What Chatter Looks Like:

September 2012:

• Facebook: 900 Million

• LinkedIn: 177 Million

• Twitter: 140 Million

Today:

• Facebook: 1.3 Billion

• LinkedIn: 277 Million

• Twitter: 646 Million

Social Listening for Competitive Advantage:

Will We Ever Balance Demand and Supply?

Infamous Missed Opportunities

Still Haven’t Learned Our Lesson!

And Still It Continues.

It’s Only Going to Get More Complicated.

How Can We Sense and Shape Demand?

Connected Customers

Serve Customers

Everywhere

Connected

Service

Sell 1:1

from

Anywhere

Connected

Sales

Market 1:1 in

the Digital

World

Connect

Customers

Everywhere

Connected

Marketing Connected

Products Connected

Employees

Poll #2

Is your CRM data integrated into

your planning process?

That’s Why We’re Partnering with

Product Customer Supply Source

Attribute 1, 2, 3, n Attribute 1, 2, 3, n Attribute 1, 2, 3, n

Hierarchy

Attributes

All

BU

Series

Family

Sub Family

Product

All

Geo

Country

Region

Territory

Customer

All

Supply

Region

Supply Site

Supply Resource

Ensure Time to Value with the Cloud.

Demand Visibility & Sales Pipeline

Bridges

the Planning Gap

between CRM & ERP

ERP

TIME >

SA

LE

S >

Existing Business

Account Management &

Reoccurring Business

Pipeline

Forecast

New Business

+ Close Trends Pipeline Fill

New

Business

SFDC

Sales Pipeline Bridge Links Sales Opportunities to Drive Operations Plan

Delivering on the Promise of S&OP:

Steelwedge

S&OP is about human

collaboration.

Interaction and teamwork

“Network effect”

Key to S&OP success is

technology adoption.

Inclusive

Valuable to all participants

…But most technology on the

market today is not fit for S&OP.

Made for functions, not cross-functional

Designed for the wrong user

Closing the Gaps in S&OP Study 2013: CSCO

Insights

After 30+ years of S&OP, only

11% rate themselves as

Excellent or World-Class.

83% were only using

spreadsheets & limited tools.

46%

37%

Mostly Spreadsheets

Some Tools, More Needed

http://www.steelwedge.com/solutions/sales-and-operations-planning-collaboration/

There’s a Lot More to Come!

© 2014 Steelwedge Software, Inc. Confidential.

Single Line of Sight: Plan, Perform, Profit

What do Cloud, Your Sales Pipeline and Your

Demand Plan Have in Common?


Sales Pipeline Bridge


Challenges: CRM Data for Demand Planning

CRM contains valuable Demand Planning

data ... but most often is not integrated.

System of Record for the Sales organization.

Provides most up-to-date information on

current Opportunities.

No direct translation between CRM data and

demand planning terms. Often maintained at

an aggregate level - family, sub-family.

Vo

lum

e

Orders

Vague

opportunities

Time

M01 M02 M03 04 M05 M06 M07 ... M12 M13

Translation to Demand Planning terms required to

unlock the value in CRM data : value to volume,

quarter to month, product group to sub group etc.

Statistical forecast alone insufficient for Opportunity

driven business models (CTO, ETO, MTO, Projects).

Forecast


Steelwedge Sales Pipeline Bridge

Forecast Opportunity Forecast Opportunity

Sales Manager

Account Manager in Steelwedge

• Review:

• Backlog

• Shipments

• Prior Forecast

• Link to SFDC Opportunities

• Revise Field Sales Forecast

Sales Manager in Steelwedge

• Review Consolidated Sales Forecast

• Link to SFDC Opportunities

• Analyze Exceptions

• Approve Plan

Account Manager


Opportunities Forecasts

Account Manager in Salesforce.com

• Opportunity Management

• Review Consensus Sales Forecast

Sales Manager in Salesforce.com

• Review Consensus Sales Forecast

• Forecast Reports and Analysis


Best Practice CRM/Pipeline Integration

Objective: Integrate CRM Pipeline data into the Demand Planning process

Key Considerations

• CRM use case in Demand Planning;

• Information only

• Active part of the unconstrained forecast

• Business Rules and Criteria to include CRM data;

• % probability

• sales stage

• big deals

• exceptional demand

• Configure to Order attach rates for product options

• Conversion Rules

– Revenue to Volume

– Time Phased Data e.g. quarters to months

• Manual Opportunity override, inclusion or adjustment


Insert SPB screenshots here

Link to

ESOP

Opportunity Pipeline via


on

Opportunity Pipeline for S&OP Planning


2.42 Acct Mgr RE Laptops Max Stores-M

Opportunity Pipeline via


on

Opportunity Pipeline Detail


Confirmed S&OP Sales Plan


S&OP Success with Steelwedge

Demand Planning, SCM/APS Systems

ERP, Financial, & Transactional

Systems SAP, Oracle, etc.

Industry

Data

Single Cross-Functional

Planning Environment

Interactive planning for:

• All S&OP Stakeholders

• Plan Review

• Overrides

• Assumptions

• Scenarios

• Consensus Process

• Pre-S&OP

• Executive S&OP

• Audit Trail

Systems Landscape Product / Sub-Family Customer Revenue

Product / Family Territory / Region Revenue

Product / Family Promotions Revenue

Product / Family Region Units & Revenue

Product Stock Locations Units and Inventory

Family / Series Territory / Region Revenue, Margin & Cash

Family / Series / BU Geo Revenue, Margin & Cash

Product Production Site Units and Capacity



Planning Terms Stakeholders

Account Managers

Sales Managers

Marketing

Demand Planners

Supply Planners

Production Planners

Finance

Executives

Customers

Suppliers

Cross-functional Planning

Environment


Managing the Translation between Functions

Sales, Marketing, Product Management,

Demand Planning

Demand

Inventory, Production, Procurement and

Allocations

Supply

Profit & Loss,

Balance Sheet

Finance

Executive

Dashboards

Executive


Planning Dashboard

Steelwedge Enterprise Enabled Excel

Slice of view (hierarchy)

Time series of key figures

Planning data for review and updates

Planning Views Combine Planning, Analytics in Familiar UI

Capture institutional knowledge / assumptions


Steelwedge Product Brief: Sales Pipeline Bridge


Challenges

• Statistical projections alone are

insufficient for Opportunity driven

business (CTO, ETO, MTO).

• Opportunity data is higher-level,

aggregate data. Not directly useful for

Demand Planning

• Translation to Demand Planning terms

required

Value to Volume

Quarter to Month

Family to Product

Solutions

• Intelligent filtering and translation of sales

opportunities into the demand

management process render an accurate

view of demand.

• Provides systematic way to manage sales

forecasts based on opportunities period

to period

Key Features

• Intelligent opportunity

filtering and translation • Recognizes and transforms

CRM and SFA data • Correlates to ERP and SCM

data • Dramatic forecast

improvement and enterprise alignment.


1 Click Hyperlink back to the

SFDC CRM

2 Step Threshold filtering for up

to six filters on opportunity

selection

Quick Facts:

Executive S&OP

S&OP

Sales

S&OP

Operations

S&OP Collaborate

S&OP

Insight

S&OP

Apps


Appexchange Listing


Appexchange Listing – Sneak Peek


Q&A


Social Supply Chain and Sales Pipeline Bridge

Software

supply chain solutions

supply chain management

forwardlooking statements

public statements

statements of belief

statements concerningnew

profit social supply

value chain