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Case Study: Onboarding campaign execution Reveal Conference Frankfurt, 16.10.2014 1
} WACKER is a technology leader in the chemical and semiconductor industries.
} We forge ahead with technical innovations and the development of new products for the world’s key industries.
} We offer solutions and innovations for a broad range of sectors.
Products and Solutions for Key Global Sectors
Automotive & Transport
Construction Energy, Electrics & Electronics
Coatings & Paints
Adhesives & Sealants
Consumer Care
Elastomers & Plastics
Paper, Films & NIP
Renewable Energies
Textile, Leather & Nonwovens
Semiconductor Pharma
Food Healthcare Composites Agro Chemical Industry
Industrial Biotechnology
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Case Study: Onboarding campaign execution Reveal Conference Frankfurt, 16.10.2014 2
A Century of Success
Wacker Chemie AG
} Founded in 1914 by Dr. Alexander Wacker
} Headquartered in Munich
WACKER Group (2013)
} Sales:
} EBITDA:
} R&D:
} Investments:
} Employees:
€ 4.48 billion
€ 679 million
€ 174 million
€ 504 million
16,009
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Case Study: Onboarding campaign execution Reveal Conference Frankfurt, 16.10.2014 3
Globally Present and Close to Customers: The World of WACKER
Production Sites Production Sites and Technical Centers
Sales Offices Sales Offices and Technical Centers
Production Sites and Sales Offices
Production Sites, Sales Offices and Technical Centers
} Our entrepreneurial activities are customer-centered to help meet customer goals and needs.
} With 25 production sites and some 100 subsidiaries and sales offices worldwide, we are close to our customers no matter where they are.
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Case Study: Onboarding campaign execution Reveal Conference Frankfurt, 16.10.2014 4
Tailored to our customers’ needs: Wacker E-Solutions Portfolio
Login4more Customer Portal
Elemica QuickLink E-Mail
Elemica QuickLink ERP
State-of-the-art webshop
Purchase reports
Download of order related documents
Automation of order entry for PDF orders
No IT efforts on customer side
E-Mail order response
Full integration of order process:
Purchase order or Demand forecast
Order Respose, ASN and Invoice
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Case Study: Onboarding campaign execution Reveal Conference Frankfurt, 16.10.2014 5
QuickLink ERP Projects 1 year ago
} Need for a faster, cheaper and easier way to on-board QuickLink ERP partners
Inefficient project management on both sides
} Every customer onboarding request managed as stand-alone project
} Different contact persons within Elemica
} Insufficient up-front information
} No clear timelines and responsibilities – project durations of up to two years
} High project management cost
Increasing number of requests from customers
} Supplier roll-out initiatives
} Only alternative to using the customer’s supplier portal
} Requests for e-invoices or ASN automation
} More requests also from mid-sized customers
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Case Study: Onboarding campaign execution Reveal Conference Frankfurt, 16.10.2014 6
A common workshop helped to define the new roll-out program
} Switch from one-by-one project management to a continuous roll-out program
} One Elemica contact person for this roll-out program, one single point of contact for Wacker
} The roll-out is managed in waves to be able to communicate a clear start and end date of the project for the partners
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Definition of standards and continuous project management reduces cost per project
Exemplary project cost per wave } Fixed pricing for standard connectivity options and mapping
} Clear definition and pricing for off-standard maps
} Continuous project management instead of a fixed project management block per project
Project management
Partner 1
Partner 2
Partner 3
Partner 4
Partner 5
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Case Study: Onboarding campaign execution Reveal Conference Frankfurt, 16.10.2014 8
Information material and clear deliverables for the Plan and Assess Phase facilitate communication with partners
Together with Elemica, we defined an information package that includes:
} A presentation to explain the business processes in scope
} Standard connectivity options
} Standard message formats
} E-Readiness Form
} Standard NDA
This can be provided to partners at any time.
Based on the feedback, the partners can be scheduled for a specific wave.
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Case Study: Onboarding campaign execution Reveal Conference Frankfurt, 16.10.2014 9
Key take-away from the first 6 months
Easier management of new customer requests We have developed and executed a framework to make it predictable, cost effective and a positive experience for the partners Increased speed for new customer connections 8 new connections with the first two waves compared to an average of 4 onboarding projects per year before the program Commitment of customers is a key success factor Customers cannot be pushed by the supplier to participate and give timely feedback, this can cause delays and increase cost
} The new method works and provides the basis for a roll-out with a larger number of partners
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Case Study: Onboarding campaign execution Reveal Conference Frankfurt, 16.10.2014 10
Advantages from the onboarding campaign execution The Elemica point of view
} Reduce the project management effort (multiple PMs vs. one)
} Quick and easy overview of the overall roll-out program
} Offer competitive and reduced prices (program rollout vs. single projects)
} Shorten of sales and implementation cycle
} Efficient resource planning
} Accurate budget planning
} Build and maintain strong customer relationship, with strategic planning
} Client expert, in depth knowledge of the customer specific needs and processes
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Case Study: Onboarding campaign execution Reveal Conference Frankfurt, 16.10.2014 11
Thank You for Your Attention.
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LUNCH & NETWORKING PROS TO KNOW AVAILABLE AT 13:30
RETURN TO MAIN HALL AT 14:00
