Steelwedge Agility Webinar Series Featured Presenter - Dennis Omanoff, a well respected leader, consultant and lecturer who has lead end-to-end global supply chains at major multi-billion dollar public companies and start-ups Kick off the New Year with perspective from Dennis Omanoff, whose deep experience as Chief Supply Chain officer at some of the High Tech industry's largest manufacturers like Seagate and MacAfee will illuminate a discussion on the hit-and-miss realities of using S&OP to make a difference in High Tech business. Mr. Omanoff will offer his view and real world examples, of where S&OP strategy, practice and technology could be better used to sense and respond to the changing dynamics that are a particular challenge in the High Tech industry. Register for this webinar to learn about how you can approach the most overlooked potential of S&OP in High Tech customer value networks: Driving Top Side Revenue. Key topics include: • the biggest, and most overlooked opportunity of S&OP • connecting “the other side” of the sales order • changing focus from 30 day P.O.’s to daily/weekly change response Presenters: Dennis Omanoff is a well respected leader, consultant and lecturer who has lead end-to-end global supply chains at major multi-billion dollar public companies and start-ups in the Information Security, Networking, Storage, Telecom and Retail sectors. Nari Viswanathan is the VP of Product Management and Marketing at Steelwedge and was previously the lead Supply Chain analyst at Aberdeen. For more information about S&OP, please visit: http://www.steelwedge.com/solutions/

1. © 2013 Steelwedge Software, Inc. Confidential. 1Plan. Perform. Profit.
High Tech Perspective:
Overlooked Opportunity from S&OP
Jan 15, 2013
Single Line of Sight: Plan, Perform, Profit

2. © 2013 Steelwedge Software, Inc. Confidential. 2Plan. Perform. Profit.
Presenter: Dennis Omanoff
Dennis is a seasoned executive in Supply
Chain and Procurement with experience
across security, storage, networking,
telecom and retail sectors. Recent
leadership positions at Seagate and McAfee
resulted in low inventory backlogs, low cost
of goods as a percentage of sales , and high
annual inventory turnover rates.
Dennis was appointed by the U.S. Secretary
of Commerce to serve as a Malcolm
Baldridge National Quality Examiner. A
member of the advisory board for SCM
World, he lectures at universities and is a
frequent keynote speaker at industry events.
President, Omanoff Consulting
Twitter: @DennisOmanoff

3. © 2013 Steelwedge Software, Inc. Confidential. 3Plan. Perform. Profit.
High-Tech Challenges• Volatility: Manufacturing supply chains face ever-increasing
threats from unexpected natural disasters such as the
Japanese tsunami and Thai floods
Increasing High Tech Demand/Supply Pressures:
• Escalating Variability: Configure-to-order customization
demand growing
• Uneven Markets: Emerging markets lead growth but high
buy/use fluctuation
• Fickle demand:
Consumers change
mobile devices
every 7 months

4. © 2013 Steelwedge Software, Inc. Confidential. 4Plan. Perform. Profit.
The Over Looked Value of S&OP
In High Tech: Driving Top Side Revenue

5. © 2013 Steelwedge Software, Inc. Confidential. 5Plan. Perform. Profit.
Poll #1
Do you use S&OP to deliver top side revenue?
1. Yes
2. Not yet, but it is a priority for 2013
3. Not yet, but want to understand how to do it
4. No

6. © 2013 Steelwedge Software, Inc. Confidential. 6Plan. Perform. Profit.
Value Captured from S&OP Today
Source: SCM World, 2012

7. © 2013 Steelwedge Software, Inc. Confidential. 7Plan. Perform. Profit.
• Leadership/Internal Engagement
• Customer Engagement
• Connecting the “other side”
of the order: Supplier Engagement
• Information Visibility
Getting to the Value of S&OP

8. © 2013 Steelwedge Software, Inc. Confidential. 8Plan. Perform. Profit.
Poll #2
Who runs your S&OP?
1. Finance/General Management
2. Sales & Marketing
3. Supply Chain/Operations
4. Other

9. © 2013 Steelwedge Software, Inc. Confidential. 9Plan. Perform. Profit.
Supply Chain Runs Most S&OP Today
Source: SCM World, 2012

10. © 2013 Steelwedge Software, Inc. Confidential. 10Plan. Perform. Profit.
When Sales is involved in S&OP, things
work better
Source: SCM World, 2012

11. © 2013 Steelwedge Software, Inc. Confidential. 11Plan. Perform. Profit.
When Sales is involved in S&OP, things
work better
Source: SCM World, 2012

12. © 2013 Steelwedge Software, Inc. Confidential. 12Plan. Perform. Profit.
Connecting Customers and Suppliers
to the “Other Side” of the Sales Order
Common practice: focus
on sales order
Downside: Supply disruptions -
amplified by poor visibility into
customer inventory and
supplier capability
Value of getting it right:
Maximize revenue and
customer loyalty;
Create stockholder and
stakeholder value

13. © 2013 Steelwedge Software, Inc. Confidential. 13Plan. Perform. Profit.
The Missing Link: Flexibility Pricing
Source: SCM World, 2012

14. © 2013 Steelwedge Software, Inc. Confidential. 14Plan. Perform. Profit.
The Missing Link: Flexibility Pricing
Source: SCM World, 2012

15. © 2013 Steelwedge Software, Inc. Confidential. 15Plan. Perform. Profit.
Poll #3
What are you doing to deliver information visibility?
1. Collecting data in functional systems for respective departments
(CRM for sales, SCM for operations, ERP for finance, etc.)
2. Connecting functional data manually with spreadsheets for
monthly S&OP meetings
3. Connecting company-wide data with S&OP specific tools for
monthly S&OP meetings
4. Connecting company-wide data with S&OP tools for updated
access anytime

16. © 2013 Steelwedge Software, Inc. Confidential. 16Plan. Perform. Profit.
Getting Better Insight from Information
Power Internal/External Collaboration
With an integrated S&OP technology platform, you can:
ü Connect sales forecast, revenue plan and operational budget
ü Visualize external demand from channel partners, VARs, and
distributors
ü Anticipate vendors’ supply disruptions, constraints
ü Balance inventory levels, on–time delivery and customer service levels
ü Forecast option attach-rates
ü Allocate capacity and raw materials across multiple suppliers
ü Plan new products via historical performance and curve modeling
ü Enable configure-to-order as well as build-to-stock business models in
the same environment.

17. © 2013 Steelwedge Software, Inc. Confidential. 17Plan. Perform. Profit.
High Tech Case Study
• High value, configure-to-order product mix
• Extremely volatile global demand
A single, inaccurate forecasting decision can cost
$5M in lost revenue/surplus inventory
Therefore, planning MUST:
• Allow visibility across sales, manufacturing and senior executives
• Access latest customer demand and supplier constraints
• Deliver aggregate and drill-down level of data views for meaningful
insights
• Provide an automated, forward-looking estimate of working capital
investment

18. © 2013 Steelwedge Software, Inc. Confidential. 18Plan. Perform. Profit.
Steelwedge Solution
• Scalable data-integration platform integrates:
– Oracle (CRM), SAP (Manufacturing), Business Objects (Sales), Essbase (Corporate
Finance)
• Powers collaboration and forecast visibility between 150 users
• Institutionalizes consistent demand data and revenue risk assessment
– 8 global business units and 17 customer accounts
• 24/7 reporting: real-time data and on-the-fly reports
– Customers (~ 15 parameters across 2000 locations)
– Products (~ 20 parameters across 115 SKU’s)
– Demand Opportunities (~ 40,000 across 7 years)
– Data @ Historical Points-in-time (~ 180 = 6 months)
– Forecast Perspectives (3 – Account Managers, Sales VP + Manufacturing)

19. © 2013 Steelwedge Software, Inc. Confidential. 19Plan. Perform. Profit.
Optimizing S&OP for High Tech Manufacturers
For the Sales Team
ü Collaborative forecasting:
VARs, distributors, customers
& sales
ü Plan at any level of detail:
including configuration
packages
ü Opportunity management:
CRM integration
ü AOP visibility
ü View Cross-functional
demand

20. © 2013 Steelwedge Software, Inc. Confidential. 20Plan. Perform. Profit.
Optimizing S&OP for High Tech Manufacturers
For the Product Management Team
ü Develop attach-rate forecasts
ü Support Fixed Bill of Material Planning
ü Forecast at the option level or the planning
BOM level
ü Control planning granularity

21. © 2013 Steelwedge Software, Inc. Confidential. 21Plan. Perform. Profit.
Optimizing S&OP for High Tech Manufacturers
For the Planning Team
ü Drive company specific planning
processes with One-Click Planning™
alert-driven workflow
ü Provide planning process visibility and
progress reporting
ü Drive assigned or exception-based
review policies

22. © 2013 Steelwedge Software, Inc. Confidential. 22Plan. Perform. Profit.
Optimizing S&OP for High Tech
Manufacturers
For the Executive Team
ü Consolidate supply, demand and
finance hierarchies into one model
ü Model business complexity and
global volatility risks
ü Explore options to resolve gaps
ü Generate upside/downside demand
scenarios
ü Enable capacity-adjusted scenarios
to resolve exceptions.
ü Enable detailed planning
assumptions

23. © 2013 Steelwedge Software, Inc. Confidential. 23Plan. Perform. Profit.

24. © 2013 Steelwedge Software, Inc. Confidential. 24Plan. Perform. Profit.
For more information, contact us at www.steelwedge.com