Solution Sale: Adding Value and ROI
Solution Sale: Adding Value and ROI
Set the Stage The purpose of this presentation is to showcase the
sales process implemented on a specific pursuit The presentation does not address product features Names and Identifying information has been altered to protect client confidentiality All images used are from internet public domain and do not reflect actual brands or products utilized.
Channel Partner Successful Working relationship Trust built on experience Requested support for “The Art of the Possible”
Customer: Large Manufacturer of packaging and delivery systems Founded: 1923 Revenue: $1.2B Operating Income: $102M Number of employees: 6,300 Global Presence: 27 Sites Americas Europe Mid East Asia
Customer’s Competition: Competitor A Founded: 1967 Revenue: $1.1B Operating Income: Undisclosed Number of employees: 2,200 Competitor B Founded: 1902 Revenue: $30.2B Operating Income: $6.9B Number of employees: 89,900
1. 2. 3. 4.
Energy Efficiency Waste Diversion Robust Recycling Water Conservation
Customer Meetings
- Problem Statement
“We know what we have to do, but we don’t know what we can do” - Client
Customer Meetings
- The Immediate Need
• • • •
Aging Control System – upgrade required
Obsolete Out of Support Spare parts unavailable Not cost effective – Zero ROI • Large Expense to end with identical system • Regulatory Requirement
Customer Meetings
- The Desired State
Incorporate 1 Green Initiative Upgrade Controls
Plan for Industry 4.0
Build an On-Ramp to the digital future
Customer Meetings
Project Lead IT Lead Quality Lead Manufacturing Lead
Channel Rep Services Lead SME –Software SME – Workflow
Plant tour Document Review Workflow Analysis Outcome Study ROI
Deliverables
System Owner
Sales Executive
Activities
Executive Sponsor
Sales Team
Client Team
- Detailed Workout
Project Plan Outcome Map Power Map Training Recommendations Proposal
SWOT Analysis Incumbent Competitor • • • •
S – Incumbent Control System W – Costly upgrade, Poor vision f0r the future O – Market a new control system T – End-to-end solution
Second Competitor • • • •
S – Solid Vision W – Reputation for cumbersome projects O – Build a Beachhead T – Industry Experience
The Solution
Upgrade Controls
Green Initiative
Industry 4.0
Digital Future
• New Hardware • Sub-Contractor expertise • Re-develop control logic
• Efficiency Analysis • Improve product throughput • Reduce Downtime • Reduce energy consumption
• Business Consulting • Project Road-mapping • Planning for more Initiatives
• MES Layer • Real-Time View • Predictive Response • Enterprise Historian • Actionable Data
Results Original Required Project • $500K per site (4 sites), • Total $2M Hard Expense • Hardware/Software Installation Engagement • Zero ROI • Disruptive Maintenance Effort
Final Solution • $1.7M Investment (First Site), Economies of scale for 27 sites • Total $10.2M Investment • High Level Business Value Consulting Engagement • Expected ROI < 12 Months • Productive Innovation Effort
Experienced Sales Executive Outcome/Value Driven Team Player Ready to Run
Set the Stage The purpose of this presentation is to showcase the
sales process implemented on a specific pursuit The presentation does not address product features Names and Identifying information has been altered to protect client confidentiality All images used are from internet public domain and do not reflect actual brands or products utilized.
Channel Partner Successful Working relationship Trust built on experience Requested support for “The Art of the Possible”
Customer: Large Manufacturer of packaging and delivery systems Founded: 1923 Revenue: $1.2B Operating Income: $102M Number of employees: 6,300 Global Presence: 27 Sites Americas Europe Mid East Asia
Customer’s Competition: Competitor A Founded: 1967 Revenue: $1.1B Operating Income: Undisclosed Number of employees: 2,200 Competitor B Founded: 1902 Revenue: $30.2B Operating Income: $6.9B Number of employees: 89,900
1. 2. 3. 4.
Energy Efficiency Waste Diversion Robust Recycling Water Conservation
Customer Meetings
- Problem Statement
“We know what we have to do, but we don’t know what we can do” - Client
Customer Meetings
- The Immediate Need
• • • •
Aging Control System – upgrade required
Obsolete Out of Support Spare parts unavailable Not cost effective – Zero ROI • Large Expense to end with identical system • Regulatory Requirement
Customer Meetings
- The Desired State
Incorporate 1 Green Initiative Upgrade Controls
Plan for Industry 4.0
Build an On-Ramp to the digital future
Customer Meetings
Project Lead IT Lead Quality Lead Manufacturing Lead
Channel Rep Services Lead SME –Software SME – Workflow
Plant tour Document Review Workflow Analysis Outcome Study ROI
Deliverables
System Owner
Sales Executive
Activities
Executive Sponsor
Sales Team
Client Team
- Detailed Workout
Project Plan Outcome Map Power Map Training Recommendations Proposal
SWOT Analysis Incumbent Competitor • • • •
S – Incumbent Control System W – Costly upgrade, Poor vision f0r the future O – Market a new control system T – End-to-end solution
Second Competitor • • • •
S – Solid Vision W – Reputation for cumbersome projects O – Build a Beachhead T – Industry Experience
The Solution
Upgrade Controls
Green Initiative
Industry 4.0
Digital Future
• New Hardware • Sub-Contractor expertise • Re-develop control logic
• Efficiency Analysis • Improve product throughput • Reduce Downtime • Reduce energy consumption
• Business Consulting • Project Road-mapping • Planning for more Initiatives
• MES Layer • Real-Time View • Predictive Response • Enterprise Historian • Actionable Data
Results Original Required Project • $500K per site (4 sites), • Total $2M Hard Expense • Hardware/Software Installation Engagement • Zero ROI • Disruptive Maintenance Effort
Final Solution • $1.7M Investment (First Site), Economies of scale for 27 sites • Total $10.2M Investment • High Level Business Value Consulting Engagement • Expected ROI < 12 Months • Productive Innovation Effort
Experienced Sales Executive Outcome/Value Driven Team Player Ready to Run
