steve waters vice president of worldwide marketing
DESCRIPTION
Press and Analyst Tour. Steve Waters Vice President of Worldwide Marketing. February 1999. Agenda. FirePond At A Glance. Market Position. Interactive Selling and Electronic Commerce. FirePond News. FirePond Customer Applications. FirePond At A Glance. Market Position. - PowerPoint PPT PresentationTRANSCRIPT
Steve WatersVice President of Worldwide Marketing
Press and Analyst Tour
February 1999
FirePond At A Glance
FirePond News
FirePond Customer Applications
Agenda
Interactive Selling andElectronic Commerce
Market Position
FirePond At A Glance
FirePond News
FirePond Customer Applications
Interactive Selling andElectronic Commerce
Market Position
FirePond At-A-Glance
Deliver breakthrough competitive advantage through enterprise commerce systems unprecedented in functionality, integration and ease of use.
Revolutionize the sale and marketing of complex products and services in the digital age.
Mission
Vision
FirePond At-A-Glance
Founded in 1983
360 Employees
Executive offices in Boston
12 office locations worldwide
Over $100 Billion in sales revenue processed every year through FirePond systems
Over 20,000 dealerships worldwide use FirePond systems
200,000 users in production
Vertical Markets & Clients Transportation
High-Tech / Telecom
Manufacturing
Health Care and Services
Executive Team
Lee GinsburgSVPOrganizationalGrowth
Scott SchwartzmanVPProfessionalServices
Ilya GorelikSVPProduct Strategyand Development
Paul LavalleeEVPAmericas Sales
Steve WatersVPMarketing
Graham WilliamsSVPEurope/Asia
Klaus BesierCEO
Paul McDermottCFO
“Keep and eye on Mr. Besier and his team as the new millennium dawns”
AMR Research, November, 1998
Jerry JohnsonFounder and
Chairman
FirePond At-A-Glance
FirePond News
FirePond Customer Applications
Interactive Selling andElectronic Commerce
Market Position
State of the Market
$15.7B
$42.7B
1998 2002
Front Office Software Market*
Bill
ions
* Source: IDC, January 1999
TES CRM OMS Customer Care Sales Force Automation TERM Guided Selling Interactive Selling
? A volatile mix of Front Office vendors
clamoring to get their messages heard
Focus on call tracking, forecasting, and opportunity management
SFA = “Sales Force Administration”
Linked directly to revenue generation
Enhance all of your customer interactions
Provide a compelling and personalized BUYING experience
Post-sales interactions Includes help desk,
customer service, warranty, and fulfillment operations
Only manages existing customers
Prospecting
ServiceSales
A Customer’s Perspective
CustomerC U S T O M E R
Prospecting
ServiceSales
Front Office Application Families
CustomerC U S T O M E R
SFA/OMS
Customer Care Interactive Selling
Sales AdministrationSales Force AutomationOpportunity Management SystemMarketing Campaign Management
Interactive CatalogsSales ConfigurationMarketing EncyclopediaPrice and QuotationPersonalized Content
Customer ServiceHelp DeskOrder FulfillmentWarranty ServicesAccount Management
Prospecting
ServiceSales
Front Office - Key Players
Customer
SIEBEL SYSTEMSSALES LOGIXPIVOTALBAAN/AURUM
FIREPONDCALICOBAAN/AURUMTRILOGYNICHE PLAYERS
VANTIVECLARIFYSIEBEL/SCOPUSREMEDY
C U S T O M E R
Front Office Application Value
SFA/OMS
Customer Care
Interactive Selling
“Enterprise contact management.”
GartnerGroup, October 1998
“CRM projects have a disturbingly high (55%-75%) failure rate”
Yankee Group, October 1998
“About 80 percent of sales automation projects fail to deliver
ROI” Giga Group, January 1999
“The single highest ROI investment a company can make in sales technology”GartnerGroup, October 1998
“FirePond will be the only ISS leader through the year 2000”
December 1998
Interactive Selling Systems Leadership
Why are we leaders in ISS?
Complete selling functionality
Heavy investment in UI excellence and usability
Deep understanding of customer buying processes
Comprehensive sales and marketing functionality productized from best practices developed over 15 years experience
FirePond At-A-Glance
FirePond News
FirePond Customer Applications
Interactive Selling andElectronic Commerce
Market Position
In ten years, 90% of all sales people will be replaced by electronic sales assistants
Death of a Salesman
Interactive Selling and Electronic Commerce
CustomerService
Sales
Prospecting
“CustomerRelationship
Management”
C U S T O M E RClient/Server
“Interactive Selling”
Internet“E-Commerce”
Interactive Selling and Electronic Commerce
Commerce Transaction Server
Payment FulfillmentCustomer Service
Internet
How do customers
BUY on the Internet?
C U S T O M E R S
ERP and Legacy Systems
“ Electronic Commerce”
Interactive Selling IS Electronic Commerce
C U S T O M E R S
Commerce Transaction Server
Payment FulfillmentCustomer Service
ERP and Legacy Systems
Complete Buying Functionality
Order ManagementShopping CartOrder Forms
Interactive Selling IS Electronic Commerce
Interactive Selling
Proposal Generator Dynamic Personalized Content
FinancingOn-line Credit CheckPOs and Payment Terms
Pricing and QuotationPricing and PromotionsTax, Duties, Shipping
Configuration Solversand Fuzzy Logic
Parametric SearchProduct RecommendationsSales Configuration
Multimedia Presentation Intelligent Design and Navigation
Customer Information Customer Profiling
Marketing Encyclopedia Interactive Product Catalog
Electronic Commerce
- Examples -
One Software System For All The Ways You Sell
Breakthrough electronic commerce solutions will combine best of breed buying functionality with real time back-end integration
Commerce Transaction Server
Customer CareERP and Legacy Systems
Data WarehousingSupply Chain Systems
Complete Buying/Selling Functionality
Interactive SellingElectronic Commerce
Customer CareERP and Legacy Systems
Data WarehousingSupply Chain Systems
C U S T O M E R S
FirePond allows companies to maximize revenue driven through their traditional sales models while effectively transitioning to the emerging paradigm of e-commerce
The Salesman is Not Quite Dead Yet!%
of
Rev
enue
Time
Traditional Channels Electronic Commerce
FirePond allows companies to maximize revenue driven through their traditional sales models while effectively transitioning to the emerging paradigm of e-commerce
The Salesman is Not Quite Dead Yet!%
of
Rev
enue
Time
Electronic Commerce
Revenue
Traditional Channels
Customer Deployment Focus
15%
C/SFirst
% o
f D
eals
WebFirst
50%
Commitmentto Both
85%
C/SFirst
% o
f D
eals
WebFirst
80%
Commitmentto Both
70%
30%
- 1998 Deal Flow - - 1999 Deal Flow -
"FirePond's long-standing leadership in interactive selling has uniquely positioned its intuitive applications at the forefront of
electronic commerce"
Peter Firestone, Partner Ernst & Young Electronic Commerce Practice
Electronic Commerce Leadership
“As more business-to-business applications move to the Internet, we see
FirePond as well positioned to handle many of the front-end applications”
November 1998
Electronic Commerce Leadership
“Companies such as FirePond, who recently deployed GM's Web application that allows customers to configure a car on-line, are also likely to have a strong
impact on the development of e-commerce solutions in the automotive industry”
October 1998
Electronic Commerce Leadership
FirePond At-A-Glance
Interactive Selling andElectronic Commerce
FirePond News
FirePond Customer Applications
Recent FirePond News
Successful implementations GM Web - US in 100 days, Canada in 45 days Subaru of America - Phase 1 live 1/99 Cummins Power Generation
Integration to Oracle Manufacturing 1/99 KLA-Tencor - Signed 12/98, Phase 1 live 1/99
Strong new account momentum (deployment date) Blue Cross and Blue Shield of Minnesota (3/99) Bell Atlantic Data Solutions Group (5/99) Renault VI Internet System (5/99) ADP Internet System (4/99)
Recent FirePond News
New executive team members Ilya Gorelik, SVP of Product Strategy and Development Scott Schwartzman, VP of Professional Services Lee Ginsburg, SVP for Organizational Growth Paul McDermott, CFO Dan Evans, VP Health Care and Insurance Business Unit
Aggressive investment in international expansion and creative design
New international managing directors 60 overseas employees Over 30 creative design resources focused on interactive
agency services
Recent FirePond News
Established Health Care and Insurance Business Unit based on the success of Blue Cross Blue Shield
Strong Implementation partners Over 70 trained resources worldwide Strategic Ernst & Young manufacturing and health care
initiatives
Established integrator relationships worldwide Americas: Ernst & Young, IBM, Intelligroup Europe: CAP Gemini, Debis Systemhaus Asia: LG Hitachi
FirePond At-A-Glance
Interactive Selling andElectronic Commerce
FirePond News
FirePond Customer Applications
Blue Cross of Minnesota
Tie agents, delivery channels and end customers closer together through an integrated selling platform
Increase the speed and accuracy of customer quotes and proposals
Deliver branding consistency across all sales channels to minimize the perception of health plans as commodities
Simplify complex plan information to help overcome consumer confusions around managed care options
Become easiest company for agents and their customers to work with
Blue Cross Demo
“With Signature Plus ensuring real-time access to information and unsurpassed personalization to each client’s specific
health care needs, our agents see Blue Cross as the plan of choice for their clients.”
Richard Neuner, Chief Sales & Marketing OfficerBlue Cross and Blue Shield of Minnesota
Renault Truck Web
Achieved 100% field usage for dealer-based system Reduced the time necessary to generate a complete
proposal with product, configuration, and pricing information by 90%.
Eliminated order errors generated at the point of sale
Leveraged sophisticated FirePond dealer system for web deployment in 90 days for a small group of their largest business customers (B2B Extranet)
Includes compelling visual spec’ing and use recommendations engine.
Renault Truck Web Demo
“Signature Plus will position Renault VI as a visionary in the trucking industry in the areas
on-line selling and business to business electronic commerce.”
Bruno Chazalette, Marketing ManagerRenault VI
ADP Web
Web-based payroll solution recommendation engine Buyer needs analysis Cost breakdowns Allows users to select services beyond payroll Customers can print out branded proposal
Direct web sales to small to medium sized businesses
Transforming direct selling model to powerful self-service buying application on the web
ADP Web Demo
“With the Signature Plus system providing clients with the specific information they need to make
buying decisions, we’re able to reach new levels of client service as well as expedite the sales
process.”
Bud Angelus, PresidentADP
General Motors Web
Leverage the value of existing functionality and data (PROSPEC dealers system)
Implement a highly differentiated web selling solution for all brands in 100 days, 45 days in Canada (French and English)
Capture customer behavior data for use in data mining and product planning activities
Appendix
Target Markets and Product Detail
Automotive & Trucking
Manufacturing
Technology
Health Care
Mining & Metals
Media
Travel
Professional Services
Chemicals
Energy
Banking
Utilities
Retailers
Food
Consumer Products
Electronics
Financial Services
Insurance
Telecom
Low High
Vo
lum
e
Product Complexity
High
FirePond Target Markets
Defense
- The FirePond Sweet Spot -
FirePond Customer Fit
Company Size >$500M in Revenues
Attribute Description
Industries Transportation, Manufacturing, High Tech, Telecom,
Health Care, Financial Services
Channels E-Channel, Large Direct Sales, Partners, Kiosk Selling
Products Complex with multiple variables and dependencies;
Customized services
Key Values
Exceed customer expectations Exploit new channels One-to-one marketing and promotions Sales Channels are a strategic asset Value high ROI of selling tools Understand sales admin Vs. sales effectiveness Support sales channels, not burden them Strong, consistent POWER branding
- High-Level Criteria -
Signature Plus Sales and Marketing Framework
BACK OFFICEINVESTMENTS
BUSINESS OBJECTS
KioskPartnersSalesWeb
PRESENTATION LAYER
DATA WAREHOUSE
DATA CAPTURE
DATA
DATA MODEL
TOOLKIT
SYSTEMS
ERP
SUPPLY
LEGACY
E- BRIDGE INTEGRATION
Order
Proposal
Finance
Pricingand
Quotation
Configuration
PresentationCustomer
Information
Electronic Catalog
and Marketing Encyclopedia
CustomerDatabase
Order Fulfillment
System
Business Objects and Workflow