Your company may be running SAP, Oracle or other legacy ERP systems, but are their collaborative S&OP modules really the right choice for your company? Put another way: ERP systems create a solid “body” for your company, but the “brains” may be lacking. In this webinar, we will discuss how the Steelwedge Sales and Operations Planning (S&OP) solutions provide the brainpower for SAP and Oracle offerings. Join us to learn the key criteria to use when choosing an S&OP solution. This webinar is designed for companies considering implementing collaborative S&OP technology who need to understand how to overcome common business, technical and organizational challenges. Join us to learn from our S&OP experts about the recommended project phase components and key project milestones, as well as the inherent value found in the newest features and functionality. We will also discuss the primary function of S&OP: to ensure adherence to strategic business objectives. Doing this will provide demonstrable results, including: Reduction of planning cycle times Improvements in forecast accuracy Reduction in stock-outs Increase in revenue and/or margin

1. 1© 2014 Steelwedge Software, Inc. Confidential.
Single Line of Sight: Plan, Perform, Profit
Agility Webinar Series
S&OP RFP 101
S&OP Automation: ERP Vendor vs. the Best-of-Breed

2. 2© 2014 Steelwedge Software, Inc. Confidential.
Today’s Presenter
Background
With over twenty years of experience leading design, development and
marketing of S&OP and supply chain solutions, Ed is responsible for market
assessment, requirements definition and go to market strategy.
Prior to Steelwedge, Ed was CEO and President of Amitive, Inc. (acquired
by GXS) which he founded in 2004. Under his direction the company grew
from start-up to a leading cloud supply chain planning provider controlling
complex supply chains around the globe.
Prior to launching Amitive, Ed designed and implemented global SCM
solutions for numerous companies, including Mitsui & Co., as a Sales and
Operations executive and consultant. Ed holds a Juris Doctorate from
Western State University, College of Law.
Vice President, Product
Marketing
Steelwedge Software Inc.
3825 Hopyard Rd
Pleasanton, CA 94588
Tel : (949) 588-1495
elewis@steelwedge.com

3. 3© 2014 Steelwedge Software, Inc. Confidential.

4. 4© 2014 Steelwedge Software, Inc. Confidential.

5. 5© 2014 Steelwedge Software, Inc. Confidential.
Agenda
• S&OP/IBP: High Level Overview
• Problem: The Spreadsheet Approach
• Solution: S&OP Automation
• Solution Evaluation Criteria
• Project Milestones and Challenges
• Q & A

6. 6© 2014 Steelwedge Software, Inc. Confidential.
S&OP: Led By and For Senior Management
What it is: Aggregate Planning, How Much, Big Picture, Product Families
What it’s not: Detailed Planning & Execution
Operational Planning: Master Scheduling, Plant/Supplier/Distribution
Scheduling

7. 7© 2014 Steelwedge Software, Inc. Confidential.
Pre-ESOP
Ground Reality: Trying It With Spreadsheets
Demand
Planning,
SCM/APS
Systems
ERP, Financial,
& Transactional
Systems
SAP, Oracle, etc.
Industry
Data
Consolidation,
Review,
Overrides
Data
Collection,
Reconciliation
Consensus
Process ESOP
Operations
Marketing
Sales
Finance
Manual
Complex
Security Risk
Not Scalable
Does this Give Executives
an Agile Decision Making Process?
Systems Landscape

8. 8© 2014 Steelwedge Software, Inc. Confidential.
Poll: Does this look familiar?

9. 9© 2014 Steelwedge Software, Inc. Confidential.
Change Your Reality; Drive S&OP Adoption & Values
Time
L1
L2
L3
L4
Q1 Q2 Q3
Step Change
Maturity &
Performance
Avoid Process
Failure
Q4
Value
Accelerated
Time to Value
“Companies can have a hard time getting past basic levels of S&OP without
technologies like Steelwedge to support the process”
-Tim Payne
VP Supply Chain Analysis, Gartner

10. 10© 2014 Steelwedge Software, Inc. Confidential.
IBP/S&OP Solutions: Heterogeneous Landscape

11. 11© 2014 Steelwedge Software, Inc. Confidential.
Best Practice S&OP
Aligns People, Process & Systems
“We continue to look at S&OP as an
aspect of business that needs terrific
improvement…
It’s hard to argue this shouldn’t be a
central piece of management
software”
–Rob Kugel, Ventana Research

12. 12© 2014 Steelwedge Software, Inc. Confidential.
S&OP Technology Requirements
Demand
Planning,
SCM/APS
Systems
ERP, Financial,
& Transactional
Systems
SAP, Oracle, etc.
Industry
Data
Single Planning
Environment
Interactive planning for:
• Cross-functional Roles
• Plan Review
• Overrides
• Assumptions
• Scenarios
• Consensus Process
• Pre-S&OP
• Executive S&OP
• Audit Trail
Systems Landscape
Product / Sub-Family
Customer
Revenue
Product / Family
Territory / Region
Revenue
Product / Family
Promotions
Revenue
Product / Family
Region
Units & Revenue
Product
Stock Locations
Units and Inventory
Family / Series
Territory / Region
Revenue, Margin & Cash
Family / Series / BU
Geo
Revenue, Margin & Cash
Product
Production Site
Units and Capacity
Family / Series / BU
Geo
Revenue, Margin & Cash
Family / Series / BU
Geo
Revenue, Margin & Cash
Planning TermsStakeholders
Account Managers
Sales Managers
Marketing
Demand Planners
Supply Planners
Production Planners
Finance
Executives
Customers
Suppliers
Cross-functional
Planning
Environment
S&OP
Technology

13. 13© 2014 Steelwedge Software, Inc. Confidential.
Poll: What are your value drivers?

14. 14© 2014 Steelwedge Software, Inc. Confidential.
Return on Investment is Substantial
Value Levers
50-70% Reduction
15-30% Improvement
20%-25% Reduction
25% Reduction in
Stock-outs
1-2% Lift in Revenue
Typical Results

15. 15© 2014 Steelwedge Software, Inc. Confidential.
Key Selection Criteria: Functionality
ERP, Financial,
& Transactional
Systems
SAP, Oracle, etc.
Industry
Data
Systems Landscape
Cross-functional
Planning
Environment
S&OP
Technology
Stakeholders
Account Managers
Sales Managers
Marketing
Demand Planners
Supply Planners
Production Planners
Finance
Executives
Customers
Suppliers
Demand
Planning,
SCM/APS
Systems

16. 16© 2014 Steelwedge Software, Inc. Confidential.
Key Selection Criteria: Functionality
ERP, Financial,
& Transactional
Systems
SAP, Oracle, etc.
Industry
Data
Systems Landscape
Cross-functional
Planning
Environment
S&OP
Technology
Stakeholders
Account Managers
Sales Managers
Marketing
Demand Planners
Supply Planners
Production Planners
Finance
Executives
Customers
Suppliers
Demand
Planning,
SCM/APS
Systems
Key Functionality
Category Description
Sales Revenue Planning
Statistical Forecasting
Consensus Demand
Management
Source, Inventory and
Master Planning
Rough Cut Capacity
Product Allocation
Key Material Planning
Procurement Planning
Rough Cut Financials
Executive S&OP
Trading Partner
Collaboration

17. 17© 2014 Steelwedge Software, Inc. Confidential.
ERP, Financial,
& Transactional
Systems
SAP, Oracle, etc.
Industry
Data
Systems Landscape
Cross-functional
Planning
Environment
S&OP
Technology
Stakeholders
Account Managers
Sales Managers
Marketing
Demand Planners
Supply Planners
Production Planners
Finance
Executives
Customers
Suppliers
Demand
Planning,
SCM/APS
Systems
Key Functionality
Category Description
Sales Revenue Planning Planning Activities
• Customer, Territory, Regional
Sales Plan
Stakeholders
• Sales Management
• Account Executives
• Key Customers
Planning Terms
• Product and Family
• Account and Territory
• Revenue and Units
Basic Features
• Anytime access from the web.
• Intuitive / user friendly interface.
• Excel-like usability features.
• Drill-down access to detail.
• Assumption documentation.
• On-line and off-line planning
• Audit trail of changes.
• Real-time override updates.
• Scalable to large user group.
• Forecast performance analysis.
Statistical Forecasting
Consensus Demand
Management
Source, Inventory and
Master Planning
Rough Cut Capacity
Product Allocation
Key Material Planning
Procurement Planning
Rough Cut Financials
Executive S&OP
Trading Partner
Collaboration
Key Selection Criteria: Functionality

18. 18© 2014 Steelwedge Software, Inc. Confidential.
ERP, Financial,
& Transactional
Systems
SAP, Oracle, etc.
Industry
Data
Systems Landscape
Cross-functional
Planning
Environment
S&OP
Technology
Stakeholders
Account Managers
Sales Managers
Marketing
Demand Planners
Supply Planners
Production Planners
Finance
Executives
Customers
Suppliers
Demand
Planning,
SCM/APS
Systems
Key Functionality
Category Description
Sales Revenue Planning Planning Activities
• Statistical forecasting
• Causal Factor Modeling
• NPI / EOL / Supersession
• Promotional Planning
• Attach Rate Planning
Stakeholders
• Demand Planners
• Marketing Executives
Planning Terms:
• Product and Family
• Configurations / Bundles
• Region and Geo
• Units and Revenue
Key Features - Including Basics
• Statistical Forecast Engine
• Curve-fit Modeling
• Time Phased Attach Rates
• Demand Consolidation (Ind/Dep)
• Demand segmentation
• Top-down, bottom-up and
middle-out planning
Statistical Forecasting
Consensus Demand
Management
Source, Inventory and
Master Planning
Rough Cut Capacity
Product Allocation
Key Material Planning
Procurement Planning
Rough Cut Financials
Executive S&OP
Trading Partner
Collaboration
Key Selection Criteria: Functionality

19. 19© 2014 Steelwedge Software, Inc. Confidential.
ERP, Financial,
& Transactional
Systems
SAP, Oracle, etc.
Industry
Data
Systems Landscape
Cross-functional
Planning
Environment
S&OP
Technology
Stakeholders
Account Managers
Sales Managers
Marketing
Demand Planners
Supply Planners
Production Planners
Finance
Executives
Customers
Suppliers
Demand
Planning,
SCM/APS
Systems
Key Functionality
Category Description
Sales Revenue Planning Planning Activities
• Consensus Planning
Stakeholders
• Sales Management
• Account Executives.
• Demand Planners
• Marketing Executives
• Finance
Planning Terms
• Product and Family
• Account, Territory, Region, Geo
• Revenue and Units
Key Features - Including Basics
• Cross-functional planning
environment
• Plan translation for different
roles.
• Multiple planning terms:
Revenue, Units, Average Sales Price
• Single Sign-On
Statistical Forecasting
Consensus Demand
Management
Source, Inventory and
Master Planning
Rough Cut Capacity
Product Allocation
Key Material Planning
Procurement Planning
Rough Cut Financials
Executive S&OP
Trading Partner
Collaboration
Key Selection Criteria: Functionality

20. 20© 2014 Steelwedge Software, Inc. Confidential.
ERP, Financial,
& Transactional
Systems
SAP, Oracle, etc.
Industry
Data
Systems Landscape
Cross-functional
Planning
Environment
S&OP
Technology
Stakeholders
Account Managers
Sales Managers
Marketing
Demand Planners
Supply Planners
Production Planners
Finance
Executives
Customers
Suppliers
Demand
Planning,
SCM/APS
Systems
Key Functionality
Category Description
Sales Revenue Planning Planning Activities
• Source Planning
• Inventory Planning
• Master Planning
Stakeholders
• Supply Planners
Planning Terms
• Product and Sub-family
• Stocking Location
• Units and inventory investment.
Planning Profile
• Mid to long term horizon.
• Volume to mix translation.
Key Features - Including Basics
• Segmentation Analysis
• Stocking Strategy
• Replenishment Parameters
• Simulation and Scenarios
Statistical Forecasting
Consensus Demand
Management
Source, Inventory and
Master Planning
Rough Cut Capacity
Product Allocation
Key Material Planning
Procurement Planning
Rough Cut Financials
Executive S&OP
Trading Partner
Collaboration
Key Selection Criteria: Functionality

21. 21© 2014 Steelwedge Software, Inc. Confidential.
ERP, Financial,
& Transactional
Systems
SAP, Oracle, etc.
Industry
Data
Systems Landscape
Cross-functional
Planning
Environment
S&OP
Technology
Stakeholders
Account Managers
Sales Managers
Marketing
Demand Planners
Supply Planners
Production Planners
Finance
Executives
Customers
Suppliers
Demand
Planning,
SCM/APS
Systems
Key Functionality
Category Description
Sales Revenue Planning Planning Activities
• Rough Cut Capacity Planning
Stakeholders
• Production Planners
Planning Terms
• Product and Sub-family
• Production Site
• Units and capacity
Planning Profile
• Mid to long term horizon.
• Volume to mix translation.
Key Features - Including Basics
• Aggregate Capacity Planning.
• Target Utilization Analysis.
• Time Phased Capacity Modeling.
• Production Site Transitions
• Simulation and Scenarios
Statistical Forecasting
Consensus Demand
Management
Source, Inventory and
Master Planning
Rough Cut Capacity
Product Allocation
Key Material Planning
Procurement Planning
Rough Cut Financials
Executive S&OP
Trading Partner
Collaboration
Key Selection Criteria: Functionality

22. 22© 2014 Steelwedge Software, Inc. Confidential.
ERP, Financial,
& Transactional
Systems
SAP, Oracle, etc.
Industry
Data
Systems Landscape
Cross-functional
Planning
Environment
S&OP
Technology
Stakeholders
Account Managers
Sales Managers
Marketing
Demand Planners
Supply Planners
Production Planners
Finance
Executives
Customers
Suppliers
Demand
Planning,
SCM/APS
Systems
Key Functionality
Category Description
Sales Revenue Planning Planning Activities
• Finished Goods allocation to
customer, channel or stocking
location
Stakeholders
• Demand Planners
• Sales Managers
• Account Managers
Planning Terms
• Product and Sub-family
• Configurations / Bundles
Planning Profile
• Mid to long term horizon.
Key Features - Including Basics
• Product Allocation to:
o Channel
o Stocking Locations
• Rules-based Allocation
o Forecast, Targets, Backlog
Statistical Forecasting
Consensus Demand
Management
Source, Inventory and
Master Planning
Rough Cut Capacity
Product Allocation
Key Material Planning
Procurement Planning
Rough Cut Financials
Executive S&OP
Trading Partner
Collaboration
Key Selection Criteria: Functionality

23. 23© 2014 Steelwedge Software, Inc. Confidential.
ERP, Financial,
& Transactional
Systems
SAP, Oracle, etc.
Industry
Data
Systems Landscape
Cross-functional
Planning
Environment
S&OP
Technology
Stakeholders
Account Managers
Sales Managers
Marketing
Demand Planners
Supply Planners
Production Planners
Finance
Executives
Customers
Suppliers
Demand
Planning,
SCM/APS
Systems
Key Functionality
Category Description
Sales Revenue Planning Planning Activities
• Key materials dependent
demand planning.
• Key material allocation to
product, option or bundle.
Stakeholders
• Supply Planners
Planning Terms
• Key Materials
• Configurations / Bundles
Planning Profile
• Mid to long term horizon.
Key Features - Including Basics
• Bills of Materials
• Demand Consolidation (Ind/Dep)
• Key Material Allocation
• Key Material Segmentation
• Key Material Stocking Strategy
Statistical Forecasting
Consensus Demand
Management
Source, Inventory and
Master Planning
Rough Cut Capacity
Product Allocation
Key Material Planning
Procurement Planning
Rough Cut Financials
Executive S&OP
Trading Partner
Collaboration
Key Selection Criteria: Functionality

24. 24© 2014 Steelwedge Software, Inc. Confidential.
ERP, Financial,
& Transactional
Systems
SAP, Oracle, etc.
Industry
Data
Systems Landscape
Cross-functional
Planning
Environment
S&OP
Technology
Stakeholders
Account Managers
Sales Managers
Marketing
Demand Planners
Supply Planners
Production Planners
Finance
Executives
Customers
Suppliers
Demand
Planning,
SCM/APS
Systems
Key Functionality
Category Description
Sales Revenue Planning Planning Activities
• Commit planning for outsourced
products and key materials.
Stakeholders
• Supply Planners
• Suppliers
Planning Terms
• Outsourced products
• Key materials
• Stocking Locations
Planning Profile
• Mid to long term horizon.
Key Features - Including Basics
• Trading Partner Collaboration
• External collaboration views and
permissions
• Access or data exchange
options
o Manual Entry
o Data Upload
o Data Exchange
Statistical Forecasting
Consensus Demand
Management
Source, Inventory and
Master Planning
Rough Cut Capacity
Product Allocation
Key Material Planning
Procurement Planning
Rough Cut Financials
Executive S&OP
Trading Partner
Collaboration
Key Selection Criteria: Functionality

25. 25© 2014 Steelwedge Software, Inc. Confidential.
ERP, Financial,
& Transactional
Systems
SAP, Oracle, etc.
Industry
Data
Systems Landscape
Cross-functional
Planning
Environment
S&OP
Technology
Stakeholders
Account Managers
Sales Managers
Marketing
Demand Planners
Supply Planners
Production Planners
Finance
Executives
Customers
Suppliers
Demand
Planning,
SCM/APS
Systems
Key Functionality
Category Description
Sales Revenue Planning Planning Activities
• Finance planning
• Proforma P&L, Balance Sheet
and Cash Flow
Stakeholders
• Finance executives
Planning Terms
• Revenue & Margin
• Inventory Investment
• Units
Planning Profile
• Mid to long term horizon
Key Features - Including Basics
• Live financial view of:
o Annual Operating Plan
o Demand Plan
– Unconstrained
– Constrained
o Procurement Plan
o Inventory Plan
• Revenue Recognition Shift
Statistical Forecasting
Consensus Demand
Management
Source, Inventory and
Master Planning
Rough Cut Capacity
Product Allocation
Key Material Planning
Procurement Planning
Rough Cut Financials
Executive S&OP
Trading Partner
Collaboration
Key Selection Criteria: Functionality

26. 26© 2014 Steelwedge Software, Inc. Confidential.
ERP, Financial,
& Transactional
Systems
SAP, Oracle, etc.
Industry
Data
Systems Landscape
Cross-functional
Planning
Environment
S&OP
Technology
Stakeholders
Account Managers
Sales Managers
Marketing
Demand Planners
Supply Planners
Production Planners
Finance
Executives
Customers
Suppliers
Demand
Planning,
SCM/APS
Systems
Key Functionality
Category Description
Sales Revenue Planning Analytic Activities
• Revenue, Margin, Cash
• Market Share
Stakeholders
• C-Suite Executives
• Sales and Marketing Execs.
• Supply Chain Execs.
• Finance Execs.
Planning Terms
• Revenue and Margin
• Inventory Investment
• Units
Planning Profile
• Mid to long term horizon.
• Annual Operating Plan
• Unconstrained demand plan
• Constrained supply plan
Key Features - Including Basics
• Live executive analysis of supply
and demand plans.
• Scenario based decisions and
documentation.
Statistical Forecasting
Consensus Demand
Management
Source, Inventory and
Master Planning
Rough Cut Capacity
Product Allocation
Key Material Planning
Procurement Planning
Rough Cut Financials
Executive S&OP
Trading Partner
Collaboration
Key Selection Criteria: Functionality

27. 27© 2014 Steelwedge Software, Inc. Confidential.
ERP, Financial,
& Transactional
Systems
SAP, Oracle, etc.
Industry
Data
Systems Landscape
Cross-functional
Planning
Environment
S&OP
Technology
Stakeholders
Account Managers
Sales Managers
Marketing
Demand Planners
Supply Planners
Production Planners
Finance
Executives
Customers
Suppliers
Demand
Planning,
SCM/APS
Systems
Key Functionality
Category Description
Sales Revenue Planning Planning Activities
• Commit collaboration for both
customers and suppliers.
Stakeholders
• Account Managers and
Customers
• Procurement/Supply Planners
and Suppliers
Planning Terms
• Units
• Price
• Cost
Key Features - Including Basics
• Trading Partner Collaboration
• External collaboration views and
permissions
• Access or data exchange
options
o Manual Entry
o Data Upload
o Data Exchange
Statistical Forecasting
Consensus Demand
Management
Source, Inventory and
Master Planning
Rough Cut Capacity
Product Allocation
Key Material Planning
Procurement Planning
Rough Cut Financials
Executive S&OP
Trading Partner
Collaboration
Key Selection Criteria: Functionality

28. 28© 2014 Steelwedge Software, Inc. Confidential.
Poll:
Phased S&OP implementation?

29. 29© 2014 Steelwedge Software, Inc. Confidential.
Key Evaluation Criteria: Crawl, Walk, Run
Key Functionality
Category Description
Sales Revenue Planning
Phase 1Statistical Forecasting
Consensus Demand
Management
Source and Inventory
Planning
Phase 2
Rough Cut Capacity
Product Allocation
Key Material Planning
Procurement Planning
Rough Cut Financials
Phase 3
Executive S&OP
Trading Partner
Collaboration Phase 1, 2 or 4ERP, Financial,
& Transactional
Systems
SAP, Oracle, etc.
Industry
Data
Systems Landscape
Cross-functional
Planning
Environment
S&OP
Technology
Stakeholders
Account Managers
Sales Managers
Marketing
Demand Planners
Supply Planners
Production Planners
Finance
Executives
Customers
Suppliers
Demand
Planning,
SCM/APS
Systems

30. 30© 2014 Steelwedge Software, Inc. Confidential.
Key Selection Criteria: Solution Profile
ERP, Financial,
& Transactional
Systems
SAP, Oracle, etc.
Industry
Data
Systems Landscape
Cross-functional
Planning
Environment
S&OP
Technology
Stakeholders
Account Managers
Sales Managers
Marketing
Demand Planners
Supply Planners
Production Planners
Finance
Executives
Customers
Suppliers
Demand
Planning,
SCM/APS
Systems

31. 31© 2014 Steelwedge Software, Inc. Confidential.
Key Selection Criteria: Solution Profile
Solution Profile
Category Description
Systems Required
Ease of Use
Time to Value
Flexibility
Proven Solution
Architecture
S&OP Experience
S&OP Focus
ERP, Financial,
& Transactional
Systems
SAP, Oracle, etc.
Industry
Data
Systems Landscape
Cross-functional
Planning
Environment
S&OP
Technology
Stakeholders
Account Managers
Sales Managers
Marketing
Demand Planners
Supply Planners
Production Planners
Finance
Executives
Customers
Suppliers
Demand
Planning,
SCM/APS
Systems

32. 32© 2014 Steelwedge Software, Inc. Confidential.
Solution Profile
Category Description
Systems Required Number of systems needed for the
featured solution?
Different applications and data bases.
Each designed from a different
perspective.
Consider the data silos created and
the amount of data exchange.
Ease of Use
Time to Value
Flexibility
Proven Solution
Architecture
S&OP Experience
S&OP Focus
ERP, Financial,
& Transactional
Systems
SAP, Oracle, etc.
Industry
Data
Systems Landscape
Cross-functional
Planning
Environment
S&OP
Technology
Stakeholders
Account Managers
Sales Managers
Marketing
Demand Planners
Supply Planners
Production Planners
Finance
Executives
Customers
Suppliers
Demand
Planning,
SCM/APS
Systems
Key Selection Criteria: Solution Profile

33. 33© 2014 Steelwedge Software, Inc. Confidential.
Solution Profile
Category Description
Systems Required Do all users have an intuitive and easy
to use interface?
Users are skilled in using Excel and
expect similar functionality.
Extent of expert level training needed?
Seamless flow of planning activity vs.
switching between multiple systems.
Seamless data flow vs. creating data
silos and latency.
Ease of Use
Time to Value
Flexibility
Proven Solution
Architecture
S&OP Experience
S&OP Focus
ERP, Financial,
& Transactional
Systems
SAP, Oracle, etc.
Industry
Data
Systems Landscape
Cross-functional
Planning
Environment
S&OP
Technology
Stakeholders
Account Managers
Sales Managers
Marketing
Demand Planners
Supply Planners
Production Planners
Finance
Executives
Customers
Suppliers
Demand
Planning,
SCM/APS
Systems
Key Selection Criteria: Solution Profile

34. 34© 2014 Steelwedge Software, Inc. Confidential.
Solution Profile
Category Description
Systems Required Typical implementation time?
Measured in months vs. quarters or
years?
Phased approach or Big Bang?
Phases can provide a quick win and
proof-point for next phase?
Long implementation has risk of being
out of date with long implementation.
Ease of Use
Time to Value
Flexibility
Proven Solution
Architecture
S&OP Experience
S&OP Focus
ERP, Financial,
& Transactional
Systems
SAP, Oracle, etc.
Industry
Data
Systems Landscape
Cross-functional
Planning
Environment
S&OP
Technology
Stakeholders
Account Managers
Sales Managers
Marketing
Demand Planners
Supply Planners
Production Planners
Finance
Executives
Customers
Suppliers
Demand
Planning,
SCM/APS
Systems
Key Selection Criteria: Solution Profile

35. 35© 2014 Steelwedge Software, Inc. Confidential.
Solution Profile
Category Description
Systems Required Is the solution configurable to meet
your business model v. forced-fit
solution?
Option to leverage best practice
configuration?
Support for phased approach?
Accommodate common structure
changes or data changes (hierarchy
levels, sales organization, etc.).
Ease of Use
Time to Value
Flexibility
Proven Solution
Architecture
S&OP Experience
S&OP Focus
ERP, Financial,
& Transactional
Systems
SAP, Oracle, etc.
Industry
Data
Systems Landscape
Cross-functional
Planning
Environment
S&OP
Technology
Stakeholders
Account Managers
Sales Managers
Marketing
Demand Planners
Supply Planners
Production Planners
Finance
Executives
Customers
Suppliers
Demand
Planning,
SCM/APS
Systems
Key Selection Criteria: Solution Profile

36. 36© 2014 Steelwedge Software, Inc. Confidential.
Solution Profile
Category Description
Systems Required How well established is the solution?
• More than 10 customer deployments
in production?
• Version number greater than 2.x?
Ease of Use
Time to Value
Flexibility
Proven Solution
Architecture
S&OP Experience
S&OP Focus
ERP, Financial,
& Transactional
Systems
SAP, Oracle, etc.
Industry
Data
Systems Landscape
Cross-functional
Planning
Environment
S&OP
Technology
Stakeholders
Account Managers
Sales Managers
Marketing
Demand Planners
Supply Planners
Production Planners
Finance
Executives
Customers
Suppliers
Demand
Planning,
SCM/APS
Systems
Key Selection Criteria: Solution Profile

37. 37© 2014 Steelwedge Software, Inc. Confidential.
Solution Profile
Category Description
Systems Required Cloud-based or on-premise solution?
Cloud Advantage
• World-class Data Security
• Rapid Configuration
• Seamless Upgrades
• Simplified Integration
• Massive Scaling & Performance
Ease of Use
Time to Value
Flexibility
Proven Solution
Architecture
S&OP Experience
S&OP Focus
ERP, Financial,
& Transactional
Systems
SAP, Oracle, etc.
Industry
Data
Systems Landscape
Cross-functional
Planning
Environment
S&OP
Technology
Stakeholders
Account Managers
Sales Managers
Marketing
Demand Planners
Supply Planners
Production Planners
Finance
Executives
Customers
Suppliers
Demand
Planning,
SCM/APS
Systems
Key Selection Criteria: Solution Profile

38. 38© 2014 Steelwedge Software, Inc. Confidential.
Solution Profile
Category Description
Systems Required Years active as an S&OP solution
provider?
Core competence in S&OP?
Recognized thought leader in S&OP?
Ease of Use
Time to Value
Flexibility
Proven Solution
Architecture
S&OP Experience
S&OP Focus
ERP, Financial,
& Transactional
Systems
SAP, Oracle, etc.
Industry
Data
Systems Landscape
Cross-functional
Planning
Environment
S&OP
Technology
Stakeholders
Account Managers
Sales Managers
Marketing
Demand Planners
Supply Planners
Production Planners
Finance
Executives
Customers
Suppliers
Demand
Planning,
SCM/APS
Systems
Key Selection Criteria: Solution Profile

39. 39© 2014 Steelwedge Software, Inc. Confidential.
Solution Profile
Category Description
Systems Required Percent of provider resources focused
on S&OP?
Ease of Use
Time to Value
Flexibility
Proven Solution
Architecture
S&OP Experience
S&OP Focus
ERP, Financial,
& Transactional
Systems
SAP, Oracle, etc.
Industry
Data
Systems Landscape
Cross-functional
Planning
Environment
S&OP
Technology
Stakeholders
Account Managers
Sales Managers
Marketing
Demand Planners
Supply Planners
Production Planners
Finance
Executives
Customers
Suppliers
Demand
Planning,
SCM/APS
Systems
Key Selection Criteria: Solution Profile

40. 40© 2014 Steelwedge Software, Inc. Confidential.
IBP/S&OP Provider Comparison

41. 41© 2014 Steelwedge Software, Inc. Confidential.
Steelwedge is a strong leader in S&OP and IBP
“Steelwedge is an ideal solution for a heterogeneous environment with multiple S&OP processes
with inputs from multiple ERP and APS technologies.”
Lora Cecere
Founder and CEO, Supply Chain Insights
“Steelwedge has grown into one of the market's leading S&OP solutions". “Steelwedge has
proven that it provides a capable and scalable Stage 3 S&OP solution suitable for global
deployments.”
Tim Payne
Research Vice President, Supply Chain Research Group, GARTNER
Steelwedge was among the highest ranked in capabilities scoring and was one of “the vendors
that were notable in portfolio strategy and portfolio benefits delivered.”
Simon Ellis
Supply Chain Practice Director, IDC

42. 42© 2014 Steelwedge Software, Inc. Confidential.
Tom Wallace – The Guru of S&OP
“ Sometimes people ask me about the S&OP
module from their ERP provider.
I respond that the next really good S&OP
software package that comes from a main line
ERP vendor … will be the first. We have yet to
see that happen.
You need to look and best-of-breed. And the
best of the best-of-breed is Steelwedge ”.
Tom Wallace,
Founder, T. F. Wallace & Co
Watch the video: http://www.youtube.com/watch?v=SVWaNiBC4Jo&index=4&list=PLF5EAC415A68DC43B
Integrated Business Planning for S&OP – Master Class with Tom Wallace: http://www.youtube.com/playlist?list=PLF5EAC415A68DC43B

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44. 44© 2014 Steelwedge Software, Inc. Confidential.
Crawl – Walk – Run Approach
• Key to success is incremental value
• Start with quick win as phase 1 & foundation
• Expand the roll-out adding value as you go

45. 45© 2014 Steelwedge Software, Inc. Confidential.
Key Implementation Milestones
• Mobilize teams
• Establish Project
• Planning
• Organization / Structure
• Governance Model
• Solution Orientation and Training
• Concepts
• Terminology
• Best Practices
• Process Driven Design Concept
• Reference System Driven
• Key business decisions:
• Design iterations
• Templates
• Reports
• Configurations
• Workflows
• Design specification
• Data Integration Guide
• Initial Customer Data
• Configured and tested system
• User acceptance testing
• Data validation
• Train the Trainer certifications
• Cutover prep and Support
procedures defined
• Execute cutover plan
• Migrate to Production
• Hypercare support
• User Q&A, issue resolution and
training reinforcement
• Transition to cloud support or
internal IT.
• Ongoing Enablement, Process
Improvement and System
Monitoring
Training &
Concept
Design
Go-live and
Enablement
Design Iterations
Configure and
Validate
Training &
Concept Design
Design
Iterations
Configure &
Validate
Go-live &
Enablement

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Key Implementation Success Factors
46
Area Success Factors
Executive
Commitment
Executive involvement; help resolve issues, scope, resources and timelines.
Regular executive communications regarding project status (good or bad).
Project Scope
Focus on current processes or expectations and how solution will support.
Maintain defined scope; avoid adding processes, functionality, components.
Project Team
An empowered project team to make decisions and resolve issues.
Key resources available for defined activities and time frame.
Data
Clear data element ownership and related system of record.
Special effort to resolve missing data or incorrect associations.
Comprehensive
Testing
Align expectations through comprehensive user acceptance.
Production
Transition
Ensure processes are in place to support business and technical issues at
go-live.

47. 47© 2014 Steelwedge Software, Inc. Confidential.
Q&A
Contact Us
Email: kdave@steelwedge.com
Telephone: North America +1 (855) 980.8800
United Kingdom +44 (0)121.232.4668
Netherlands +31 (0)70.7999.288
Japan +813-6277-8521

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49. 49© 2014 Steelwedge Software, Inc. Confidential.
Poll Question 1
Is this the reality at your company?
• Yes, almost the same situation.
• We use Excel for everything and it works fine.
• We’ve automated some but still use Excel extensively.
• We don’t have that situation; our S&OP technology works well.

50. 50© 2014 Steelwedge Software, Inc. Confidential.
Poll Question 2
What are the key drivers of your S&OP automation initiative?
• Reducing Planning Cycle Time
• Increasing Forecast Accuracy
• Increasing Inventory Turns
• Increasing Customer Service Levels
• Improved Revenue and Margin

51. 51© 2014 Steelwedge Software, Inc. Confidential.
Poll Question 3
The first phase of your S&OP automation initiative will be:
• Sales Planning
• Demand Management
• Supply Balancing
• Executive S&OP
• We will implement all at once.