Stacey Bennett Portfolio

Work Experience at
Siemens PLM Software
June, 2007 – September, 2008

Part-time: October, 2008 – Present

Stacey Bennett

© 2010. Siemens Product Lifecycle Management Software Inc. All rights reserved
Page 1 Siemens PLM Software

Summary / Goals

I co-oped with Siemens PLM software from 2007-2008 and am a graduate
from the University of Cincinnati working part-time with Siemens. I worked for
the Pricing Management Office and Strategic Marketing doing marketing
research and business analysis. I have 3 years of experience in Pricing
Strategies with the Pricing Management Office, Discount Analysis, Market
Analysis, and throughout my co-op experience (as well as part-time work) I
have improved my research, analysis, computer, and communication skills.

 I hope to continue improving these skills, as well as:
 Apply the knowledge I have gained from my work experience thus far to
start contributing immediately to the company full-time post graduation.
 Take on more responsibility, gain new knowledge and experiences, and to
make more of a presence within the company.


Skills

Ability to conduct in-depth analysis, generate reports, and develop
presentations supporting pricing and discounting evaluation, market
sizing / market analysis, and sales analysis. Supporting in Siemens
PLM the PMO, Strategic Marketing, and Strategic Pricing activities

 Utilized Siemens PLM tools including:
 SAP Business Warehouse
• Product Line Reporting (PLRC)
• Install Base Cube (IB)
• Discount Management & Reporting (DMRS)
• Sales Order Analysis (SOA)
• Billings
 DecSup (Access based business analysis)
 Excel
 PowerPoint
 Access

School Experience

 Related Classes:
• Direct Marketing
• Marketing Research • Sales Management
• Decision Making in Marketing • Advertising
• Business Finance • Managing Cultural Differences
• Accounting • Japanese Language and Asian
• Economics Studies Courses
• Business Administration • Business Strategies
• Business Statistics • Management Integration
• Global Business Environment • Writing for Business
• Operations Management • International Management
• Quantitative Analysis • International Marketing
• Information Technology • East Asian Economies
• Information Systems
• Business Law


Projects

 PMO Projects
Over 56 projects ranging from a  DMRS License Discount Reports
few hours to 2-3 weeks covering all  DMRS Maintenance Discount Report
aspects of Siemens PLM Software  Maintenance Discount % Analysis
 Average Seat Price Analysis - Research and
business Conclusions
 Strategic Marketing Projects  Sales Management Reports
 Teamcenter Express business analysis  Sales Organization Trial Reports
 Sales profile of selected Tecnomatix products  DMRS Quality Improvement Analysis
 Penetration in selected Japanese customers  BW Query Template Development
 Oracle revenue reporting for potential  Price Book / Price Book Management
allocation changes  Pricing Restructuring & Increase Analysis
 Business Warehouse cube and query  Teamcenter Integration
consistency / alignment
 Siemens installed base profile for Sales  Strategic Pricing Projects
planning and analysis  Pricing Management System Evaluation Support
 Services attach rate analysis to support  Teamcenter Applications – Author & Access
Services marketing effort Analysis
 Environmental Compliance customer analysis  Zone Discount vs. US Price List Discount
 Competitive comparison data update  Currency Conversion & Uplift Effects
 Solid Edge seat count analysis  Impact of Pricing Change Proposals on
 ASP by Industry for Industry Marketing Maintenance Revenue
 New / Existing Customer Analysis
 Orders with $0 Analysis

Projects Cont.

 Seagate - Migration - NX Statistics Analysis
 Strategic Marketing Projects  NX10101 Seat Definition Request
 Top Ten Customer Analysis based off of  Teamcenter Integration Analysis
Recognized Revenue  Teamcenter Requirements Analysis
 ISID & DIPRO License Revenue Analysis  Americas Active Customers with out License
 VARs CAE License Revenue Analysis Sales Analysis
 Locating Canon Discount Over Time within  Ideas Customer Information
DMRS  Industry Segment Information for Nordic End
 Average Seat Price by Product Brand (Direct Customers
and Indirect) Analysis  Japan Rental Orders Analysis
 CAM Express Product Summary
 Teamcenter Community stats for Teamcenter  PMO Projects
Product Marketing  B&IC Data SW & ME&S Data Analysis
 Customer Samples for IDC Survey  3rd Party Royalty Report
 Average Deal Size for Sales  Kapp Configuration – Upgrade or Not?
 Product Revenue Analysis  DMRS Training for 2010 New Co-op
 Ideas Seat Trend Analysis  Price Change Analysis
 Imageware information for exchange to NX  Maintenance & License Discount History
 New License Type Data Analysis Analysis
 Penetration Company List - Seat Penetration  PMO Dashboard DMRS Data Generator
 Potential User Population Analysis
 Strategic Pricing Projects
 Upgrade Product Analysis

Pricing Management Office Project Examples

License Discount Reports:
 Business Purpose: To report discount metrics on software license transactions by
geography and product line to facilitate management communication, monitoring of
pricing initiatives, and process improvements
 For: Pricing, Sales and Executive Management

Sales Management Reports
 Business Purpose: Provide reports in the Sales Management organization structure so
that individual rep and manager discounting performance could be tracked
 For: Global Sales, Vice President of Special Projects, for distribution.

Supported PMO Finance in Detailed Maintenance Customer Analysis
 Business Purpose: Understand customer maintenance profile for potential process
improvement
 For: Pricing Management Office Finance

Upgrade Products Analysis
 Business Purpose: Determine if we could isolate the effects of Upgrades on
Discounts
 For: Vice President of Pricing Program

License Discount Reports
 Created multiple element License Discount
reports on a quarterly basis beginning in
Q107.
 These reports are delivered to worldwide Sales
Management at Zone, Country and Sales
Territory / Industry levels.

 Developed queries with appropriate filtering
to produce all necessary data elements
 Establish process to identify and assure that
Academic customers were eliminated from
analysis
 Any >$100k list price orders with large discounts
separated for review
 Communication with standardized emails to
Order Processing established to resolve
questions
 Established process to eliminate any Installation
Customers deemed to have special conditions
from analysis. Also applied to Academic
customers not resolved above.
 Maintain data for these customers for
ongoing use in Business Warehouse
 Established QA / Check List process to assure
report accuracy and consistency


Average Seat Price

Business Purpose
 Establish standard metric for Average Seat Price of
key elements of the Siemens PLM product portfolio
to track key product pricing trends
Approach:
 Analyze NX, Solid Edge, and Teamcenter seat
products
 Quarterly trends of all seat products 2004-2007
 Quarterly trends of top ten seat products 2004-
2007
 Quarterly trends of seat products generating
80% of revenue 2004-2007
 Consider Direct / Indirect differences
 Consider portion of revenue to include in Seat
Price calculations
 Consider variations in Teamcenter packaging
 Make adjustments to Tecnomatix results to
consider legacy product definition anomalies
 Develop sample results
Decisions / Results:
 Based on analysis results & PMO
discussion, selected desired approach and
products to track
 Publish to Business Performance Dashboard on a
quarterly basis for management access.Siemens Product Lifecycle Management Software Inc. All rights reserved
© 2010.

Training

 Created materials to aid training of new
employees in Discount Management
Reporting
 Includes information on:
 Starting / using Business Explorer Analyzer
 Necessary filtering of variables and data
 Understanding what the Discount
Management Reporting System does with
data
 Profit Center business hierarchy structure
 Example and exercise outlining important
aspects of reports


Strategic Pricing Project Examples

Teamcenter Applications – Author & Access Analysis
 Business Purpose: Reevaluate Teamcenter pricing and packaging for potential
improvements
 For: Director of Strategic Pricing

Zone Discount vs. US Price List Discount
 Business Purpose: Determine the effects of currency conversion and local country
pricing uplifts on discounting to guide improvement of local country pricing practices

Impact of Pricing Change Proposals on Maintenance Revenue
 Business Purpose: Model potential impact of price change proposals for assessment
of maintenance revenue impact as part of change proposal process.

New / Existing Customer Analysis
 Business Purpose: Model effect of potential price increases on new vs. existing
customers and overall revenue.


Strategic Marketing Project Examples

Teamcenter Express Software and Maintenance Analysis
 Business Purpose: To assist the Velocity Marketing / Products team in
understanding status of Teamcenter Express in the market.
 For: Velocity Marketing / Products team

Japan Customer Analysis
 Business Purpose: Support Hitachi Sales engagement with similar customer
penetration data
 For: Quality Product Management

Service Metric Data
 Business Purpose: Provide background data to support services marketing project
 For: Director of Strategic Marketing

Teamcenter Integration
 Business Purpose: Provide data that shows the percentages, by industry, of the
customers that use Teamcenter integrated with other vendors products
 For: Sr. Director of Teamcenter Marketing


Strategic Marketing Projects
Teamcenter Integration
 Business Purpose: Provide data that shows
the percentages, by industry, of the customers
that use Teamcenter integrated with various
vendor products. To be used for Marketing
“proof points”.

Process
 Provide a break down by Industry of
Engineering, Enterprise, and TC UA Customers
with "TC Integration Products" & "Bundles that
have TC Integration Products" Aerospace and Defense
 Within each industry there is a break down
by Vendor: % of Total
Count Seat QTY by Industry
Aerospace and Defense AutoDesk 200 200,000 27.0%
Aerospace and Defense Cadence 100 100,000 13.5%
Aerospace and Defense ClearCase 90 90,000 12.2%
Aerospace and Defense Dassault 80 80,000 10.8%
Aerospace and Defense Mentor 70 70,000 9.5%
Aerospace and Defense NX 60 60,000 8.1%
Aerospace and Defense Other 50 50,000 6.8%
Aerospace and Defense PTC 40 40,000 5.4%
Aerospace and Defense Other Enterprise 30 30,000 4.1%
Aerospace and Defense Solid Edge 20 20,000 2.7%


Market Research Projects

Pricing and Licensing Gathered data from research pubs such
 Software licensing practices as: Forrerster, AMR, Gartner, Oracle, etc.
and consolidated into a word document for
 Metrics use by the PMO team for planning
 Models
 Software discounting practices
 Software maintenance pricing practices
 Software pricing practices
 Global pricing practices

Future of Manufacturing Researched Mass Production, Mass
Customization, Build to Order, Social
For Strategic Marketing / Business
Production using
Development AMR, Abeerdeen, CIMData, Forrerster, and
doing Google searches for each to find the
future of Manufacturing
Market Demographics Gathered Data from ILO, Federal Bureau of
Labor Statistics, D&B World Base, IB Cube
(to get potential Siemens PLM User
Population)


Market Demographics

 Business Purpose: For planning
purposes, document the size of the potential
worldwide user communities for Siemens PLM
Software
Process
 US manufacturing industry population data
gathered from U.S. Bureau of Labor Statistics
 Contacted and received guidance from US BLS
economist with direction to:
http://www.bls.gov/oes/2008/may/naics2_31-33.htm
 Gathered international population data from the
International Labor Organization (ILO) using
multiple approaches
1. Based on ILO Data gathered data on Manufacturing
Employees
 Then, applying US Percentages to Worldwide (based off
of %s from BLS)
2. Based on ILO Data gathered data on Economically Active
Population by Industry & Occupation
 Then, applying US Percentages to Worldwide (based off
of %s from BLS)
3. Directly from ILO, found Economically Active Population


Training, Seminars and Trips

 Gained understanding of markets and products through extensive review of
Siemens PLM Software marketing and training materials, and Analyst reports
 Created presentation summarizing the market and Siemens PLM Software
position

 Received internal training on all tools used

 Dare to Compare: Solid Edge Seminar in EMI Office
 Hands on experience with 3-D modeling

 Group meeting in St. Louis
 DMRS
 Discussion of Average Seat Price

 Ongoing learning through project execution


Stacey Bennett Portfolio

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