Watch the webinar: http://bit.ly/KrDWZn Emcien’s 3-part webinar series featured executives from NCR Corporation and explored the effects of product variety on companies. The discussion began by defining the current state of the industry and how product variety is impacting organizations. We then discussed how companies can diagnose and repair the underlying causes and maintain a highly profitable product portfolio. Lastly, we wrapped up with the critical concepts around empowering sales for dramatic improvements in sales efficiency and revenue.

1. What is Product Variety
Costing your Company?
Webinar 1: Product Variety and its
Cost to your Company

2. • Director of Sales Operations for NCR
Corporations’ Global Sales team
• Responsible for improving sales
productivity
• 30-year career with NCR
• Dedicated to finding transformational
improvements
Kate Laneve
Director of Sales
Operations at NCR Corp.
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3. About NCR
• Assisted and self-service
solutions, offered for:
– Financial, retail, travel, hospitality,
gaming, entertainment, government,
telecom and technology services
• 100+ countries
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4. Customer Diversity in Global Markets
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5. Key Challenges Caused By
Product Variety
• Erodes the speed of business
• Increases time-to-market
• Reduces sales and channel efficiency
• Increases the cost of doing business
• Reduces competitiveness
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6. Key Challenges for Sales
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7. What Does Product Variety Cost
Your Sales Organization?
• Slows the sales cycle
• Lost sales due to long lead times
• Lost sales to competitors
• Reduced win rate
• Reduced revenue
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8. Key Challenges for Operations
Supply
Chain
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9. What Does Product Variety Cost
Your Supply Chain?
• Increases total overhead cost
• High inventory exposure
• High supplier risk
• High volatility
• Poor demand response
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10. Key Challenges for Engineering & PM
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11. What Does Product Variety Cost for
Engineering and PM?
• Disconnect between demand and design
• Higher product cost
• Inability to quickly respond to demand/
market shifts
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12. What Does Product Variety Cost
Your Company?
Revenue Impact is 18-25%
Sales Operations and Supply Chain
Lost Sales Inventory Exposure
Slow Response Time Longer Lead Times
Reduced Sales Efficiency Higher Volatility
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13. Product variety is a cross-functional problem
that can’t be solved in a silo’d organization.
The solution requires executive sponsorship
and support from all the functional areas.
John Bruno Peter Dorsman Peter Leav
CTO and EVP EVP
EVP Corporate ISG and Global Global Sales, PS
Development Operations and Consumables
Bill Nuti
Chairman,
President and CEO
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14. Our Vision
What’s selling where; Defined Customer
to whom; when and Go to Market Segments; where to
Guided Selling
how often? Strategy go & what to sell
Demand
Shaping
Buying Pattern
Analysis
Optimized performance;
margins/pricing, lead-
times, inventory,
customer satisfaction
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15. Multi-lane Strategy
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16. Hope is Not a Strategy: Variety
Management for Visionary Companies
Variety management
helps you:
• Increase volume
• Improve velocity
• Focus your sales
force
• Improve profits
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17. Next Webinar
Product variety and your supply chain
How companies can diagnose and repair the underlying
causes of product proliferation and maintain a highly
profitable product portfolio
www.emcien.com/webinars
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