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Solution Selling The Perfect Case Study

Solution Selling The Perfect Case Study. Requirement. Manufacturing (e.net ). Ntiro. Controlware. ProActive Integrators. Solution Roadmap (e.net). TEAM SYSPRO. Syspro Lorenzo Borelli. Syspro Franz Schoeman. Initial SYSPRO Demo. Proactive Integrators. Sale to UCW. APS Demo.

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Solution Selling The Perfect Case Study

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  1. Solution Selling The Perfect Case Study

  2. Requirement Manufacturing (e.net) Ntiro Controlware ProActive Integrators Solution Roadmap (e.net) TEAM SYSPRO Syspro Lorenzo Borelli Syspro Franz Schoeman Initial SYSPRO Demo Proactive Integrators Sale to UCW APS Demo Union Carriage Wagons IEG APS Murray and Roberts Group (JD Edwards) Martin Kelley Financial Arrangement Split Commission – Syspro/Ntiro Split services – ProActive/Ntiro Controlware for SFDC

  3. Layers of skills required

  4. Solution Selling: (A Case Study of Union Carriage and Wagon) Presented by: Eugene le Roux

  5. Presentation Overview • ProActive Integrators Mission Statement • Who are we? • About Union Carriage and Wagon • Defining the Business Problem • Defining the Systems Problem • Why SYSPRO? • Architecting the Solution • Project Execution • Measuring our Success • Credits • Q&A

  6. ProActive Corporate Mission • ProActive Integrators is dedicated to building relationships with forward thinking Manufacturing and Distribution organizations that are committed to improving their businesses and information systems. • We achieve this… • by applying an integrated business approach • using SYSPRO with it’s Financial, Distribution and • Manufacturing modules • through people who have practical business experience, • a good understanding of systems and exceptional product knowledge • by agreeing with our client preferred education and • implementation strategies that will result in the transfer of • ownership of workable integrated business process solutions • .…with applied dedication and passion.

  7. ProActive: The Solution Provider • Established in 1994 • Offices in Johannesburg, Cape Town & Brisbane • 35 Consultants • Privately Owned • Focused on SYSPRO • Over 2 centuries of SYSPRO experience • Varied Skill sets – MBA’s to BEng • Committed to SYSPRO Accreditation • Business Centric • Solutions Implementers (NOT Software installers !)

  8. Our Services • SYSPRO product Implementation • Business Process Mapping • Project Management • Training & Education • ProActive Mobile Applications • Project Management Solutions • Bespoke Development, focusing on e.net • Workflow Configuration – K2.net • System Support

  9. Union Carriage and Wagon: The Client • Provide Innovative Rail Solutions (SA & Ex) • Since 1957, 13000 new Loco’s & Couches • Significant Refurbishment and Upgrades • Services: Conceptual Studies, Estimating, Procurement, Project Management, Cost Control, Production Management and Commissioning of rolling stock

  10. Defining the Business Problem • Estimate multiple contracts for a project • Estimate projected cost and profits 5 years into the future • Consider escalation conditions at base line • Commercial Evaluation of Profit and Cash flow forward • Project Management of VO, DC and RMR • Production planning and scheduling • Electronic progress tracking of production orders • Real Time project progress tracking • Drawing Ver/Rel Configuration Management • SOW configuration (Internal and External) • Sales cleared calculation • Income Statement and Balance Sheet Forecasts

  11. In-house developed AS400 system, support risk, no growth • Controlware solution batch integration to AS400 • AS400 emulation running on scanners • Microsoft projects used in isolation • Solid Edge (drawings) used in isolation • Payroll used in isolation • Excel used for Estimation and Commercial Evaluation • Manual financial reporting via Excel Defining the System Problem

  12. Why SYSPRO? • Prospective Solution Providers • Product: JD Edwards vs. SYSPRO • Solution Providers: CS-Holdings (JDE), • EOH (JDE), • ProActive/Ntiro/SYSPRO (SYSPRO) • Reasons for selecting SYSPRO • Competitive Costing Proposal • SYSPRO e.net Solutions provide greater flexibility • Open architecture provide for ease of integration • Providing a solution, not just the tool… • Rapid Implementation Schedule • Advanced Planning and Scheduling • Flexible Reporting

  13. e.net Solutions Supplier SOW and PO Commitments Custom Projects System Projects API Estimating Scope of Work Project Management File Exchange Financial Project MNG Commercial Evaluation Planning e.net Solutions Solid Edge API e.net Solutions Solid Edge API Architecting the Solution

  14. Architecting the Solution

  15. Architecting the Solution

  16. Architecting the Solution Week

  17. Architecting the Solution

  18. Go Live Go Live Req Anal Technical Specification Develop Develop Support SOW Go Live Req Anal Technical Specification Develop Support + VO Fin Project Go Live Req Anal Technical Specification Develop Support Est & PM Go Live Req Anal Technical Specification Develop Support + VO Planning Go Live SYSPRO Req Anal Doc Del Proto Prod Train Support + Reporting Control ware Scanning Sept 2004 Jul 2005 Aug 2004 Dec 2004 Feb 2005 Jan 2004 Feb 2004 Jan 2005 Jun 2005 Apr 2004 Oct 2004 Apr 2005 Jun 2004 Nov 2004 Mar 2004 Mar 2005 Aug 2005 Jul 2004 May 2004 May 2005 Project Execution

  19. Measuring our Success • Elimination of “Software Silo’s” • Real Time Project Tracking and Costing • (Spend Curve & % Completion) • Real Time Cost and Duration projection • Continues Measurement between Estimate, Plan & Actual • Real Time Job Tracking and Scheduling • Automated Cost, Sales Projections & Clearances • Precise management of VO, DC & RMR • Automated Financial Forecasting • “The Event is the Transaction”

  20. Credits • SYSPRO: Karin Pretorius (APS) • Debbie Diedericks (APS) • IEG: Martin Kelley (APS) • Ntiro: Thomas Matthee (Analyst) • Controlware: Dawie Marais (Controlware) • Meritec: Nico Moller (Scanning Solution) • 3D Solids: Trevor Berry (Solid Edge) • Mecad Solutions: Hannes Pretorius (Sigma Nest) • ProActive Integrators: Shawn de Wet (Developer) • Isak Pretorius (Developer) • Richard O’Callaghan (Consultant) • Clare McCarthy (Consultant) • Johan Liebenberg (Project Administrator) • Izak Booysen (Data Conversion) • Lorien Gamaroff (Developer) • Steven Green (Developer) • Henk Bezuidenhout (Consultant) • UCW: Louis Taljard (Project Sponsor) • Paul Buckley (Project Manager) • All the Users of the system

  21. Questions?

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