Global Implementation Of Sales Performance Management System

Global Implementation of a Sales Performance Management System John Seiler Director Global Sales and Services Siemens PLM Software

Agenda ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Siemens PLM Software One of 11 Independent Divisions within Siemens A&D LD Large Drives Dr. Brandes Dr. Stock (BA) MC Motion Control Systems Dr. Rathjen Höppner (BA) ET Electrical Installation Technology Schneider Kiehle (BA) CD Low-Voltage Controls and Distribution Siegers Lopez (BA) SC Sensors and Communication Kumpfmüller Platsch (BA) Group Departments AS Industrial Automation Systems Franke Dr. Böckel (BA) SD Standard Drives Helmrich Rathmann (BA) PL PLM Software Affuso Ludwig Bichara (BA) A&D Salesforce Germany: 9 Sales Regions Advanced Technologies and Standards Business Development Controlling and Accounting Corporate Information Office Global Logistics Global Procurement Group Communication Human Resources Internal Audit Legal Support, Export Control and Customs Manufacturing, Quality Management MD Mechanical Drives Egelwisse Glasemann (BA) EA Electronics Assembly Systems Lauber Dr.Gruschwitz (BA) Mergers and Acquisitions Service & Customer Support Strategic Tasks top + Office International: 58 Regional Companies 24 Regional Representatives SE Systems Engineering Dr. Ludwig Dr. Staubitzer (BA) Gierse Apitzsch Dr. Drexel Huber BA = Business Administration Sales FY 06 € 12.8 B Workforce FY 06 ~ 70,500

Siemens A&D Offers the Largest Integrated Product Portfolio for Industrial Automation A&D's product portfolio contains more than 137,000 products LV Power Devices, Control Products and Systems Electric Motors, Power Conversion and Motion Control Systems Sensor and Communication Systems Automation and Control Systems Industrial Software PLM, MES Siemens A&D Siemens PLM Software TIA TIP PLM Automation design Manufacturing Factory design Product design

Siemens PLM Software Profile ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

SPM at Siemens PLM Software Jan 2001 Jan 2006 Home Grown System TrueComp and TrueInformation V2.5.2 V4.2 Jun 2004 V4.2.07 US & Canada V1.7 Global Expansion TrueRes - Workflow May 2007

Why Callidus and TrueComp? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Global Expansion – What Were we Trying to Accomplish? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Old New

Global Expansion ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Comp Plan ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Global Migration Project Planning Information Gathering Data Analysis Direction Setting Design Financial Modeling Transition & Implementation Planning Rollout Direction Setting Plan Design Jan 06 Oct-Dec Jan-Feb May-July Mar-Apr Aug-Sep ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],CEO staff approvals Mar Jun Sep Oct Nov

Global Migration – TrueComp Updates ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

TrueComp Organization ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Global Migration – Process/Responsibilities Order CSS Entry SAP Order TrueComp Interface TrueComp TrueResolution Manual Adj Error Reports Reports PCT Data Payroll Account Assignments Sales SOP IT Finance HR Comp Admin Legend Comp Plan Design GSS Mgmt SAP Recon

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Multiple Currencies ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Currency Identification on Participant Record ,[object Object],Quota Currency Payment Currency

Measurements Global Currency Local Currency

TrueResolution – Workflow Solutions ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

TrueResolution – Summary View ,[object Object],Order Error Transactions from SAP Line Item (Invoice) Error Transactions from SAP

TrueResolution – Detail Transaction View ,[object Object],Detail transaction with specific error messages for Comp Admin to review and resolve.

New Order Validations on fields that we have defined ensure correct data is being entered. Create New Order – Select Period and Business Unit

Workflow Approvals ,[object Object],[object Object],[object Object],[object Object]

Lessons Learned ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Lessons Learned ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Global Implementation Of Sales Performance Management System

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