delivering an end-to-end sales experience for food · delivering an end-to-end sales experience for...
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©2017 PROS, Inc. All rights reserved. Confidential and Proprietary.2
Sambit Dutta
Senior Director, IT Development & Enterprise
Architecture
Overall leader of the IT development and Enterprise
Architecture at Land O' Lakes. Responsible for driving
Innovation, IT strategy and IT enabled Business
Transformation opportunities across the company.
Currently working with senior executives and CIO to
drive adoption of key technologies like Big Data,
advanced analytics, enterprise mobility, digital
marketing and cloud migration.
©2017 PROS, Inc. All rights reserved. Confidential and Proprietary.3
Land O’Lakes, Inc. Overview
#203Fortune 500
50States
10,000Employees
290U.S. Facilities
60+Countries
3rd LargestFarmer-Owned Cooperative
©2017 PROS, Inc. All rights reserved. Confidential and Proprietary.4
Winfield United
Ag Services, Crop Inputs
and Precision Agriculture
Purina
Animal Nutrition and Feed
Land O’Lakes
Dairy Foods and
Ingredients
We operate four diversified agribusinesses,
driven by insights & innovation
Land O’Lakes Sustain
Sustainability
©2017 PROS, Inc. All rights reserved. Confidential and Proprietary.5
In 2015 Our Feed Business Faced
Significant Challenges
Stagnating Financial Metrics
• Core ERP 15 Year old and heavily customized
• Formulation System heavily customized and unable to take
advantage of standard functionality
• Ageing Customer facing applications
• VFD and FSMA
• Lot Trace and Track with Bar Code Scanning
• 5 year stagnating top and bottom line
• Dealer Channel vs Big Box RetailFundamental Shifts in
Customer Channels
Impending Changes in
Regulatory Environment
Complex and Ageing
Systems Architecture
©2017 PROS, Inc. All rights reserved. Confidential and Proprietary.6
Feed Revitalization Objectives and Initiatives
The Revitalization Initiatives will prioritize five
key programs to deliver the capabilities we
need to run the business.
Feed Customer Experience Management
Core ERP
Price Management
Formulation Upgrade
Lot Trace and Track
©2017 PROS, Inc. All rights reserved. Confidential and Proprietary.7
Inability to Help
Dealers Sell More
• 1:1 Marketing
capabilities
• B2B2C selling models
• Digital Coupon
integrated with
marketing campaigns
Key Challenges With Our Current
Dealer Experience
Complexity of
Doing Business
• Too many manual
touchpoints.
• Inconsistent experience
across channels.
• Timeliness of information.
Lack of
System Capabilities
• Pricing: Cost to Serve
• Targeted Promotions
• Upsell / crossell
• Marketing & Product
Information
• 15 year old custom ERP
©2017 PROS, Inc. All rights reserved. Confidential and Proprietary.8
Drive revenue growth and profitability through improved
customer experience and price management.
Substantially improve Purina
customer experience.
Utilize customer service tools
to enhance service and
drive up-sell and cross-sell.
Integrate digital marketing
and sales capabilities.
Realize cost-to-serve
benefits.
©2017 PROS, Inc. All rights reserved. Confidential and Proprietary.9
• Customer facing processes like Online Order Entry, Self Service and Pricing will move to the cloud
• Backend functions will migrate to a cloud based corporate shared services
• Inventory, Manufacturing and Supply Chain will stay in JDE 9.2 (upgraded from Xe) until there are
cloud alternatives
How PROS and Cloudcraze fits in our broader
Cloud First Application Strategy
1Customer Facing
(Order Mgmt, Pricing)
2Manufacturing, Inventory
& Supply Chain
3Finance, MDM, Procurement
Feed ERP XE
Cloudcraze
JDE 9.2
Oracle
Fusion
PROS
SalesForce ServiceCloud
Cloud Oriented Best of Breed
eCommerceCustomer
Service
Price Setting,
Price
Optimization
Inventory
Allocation, Pricing
Execution
Manufacturing,
Inventory &
Supply Chain
Finance, MDM,
Procurement
Cloud based
customer
facing
Upgrade; Add
bar code
scanning
Corporate
Shared
Services
©2017 PROS, Inc. All rights reserved. Confidential and Proprietary.10
Purina DX Architecture: Customer Experience Management with PROS, Cloudcraze
and SalesForce Technologies
Web service calls from Cloudcraze to
PROS that would trigger business rules communication to
pricing and discounts.
PricingPRO
Control
SellingPROeCommerce
PROS Configurator
Integration Layer
©2017 PROS, Inc. All rights reserved. Confidential and Proprietary.11
Commerce with Price Optimization Scenarios
Next best action based on machine
Learning
Omni-Channel dynamic pricing
Solutioning with advanced configuration
Omni-Channel Global Price Waterfall
Algorithmic Product Recommendation &
Basket MixChannel-specific pricing
©2017 PROS, Inc. All rights reserved. Confidential and Proprietary.12
Proposed Business Capability Map
E-Commerce Themes
Enrollment & Profile Mgmt
Product Data & Management
Merchandising Product Pricing Cart CheckoutContact
Center/CRMOrder Management
Reporting & Analytics
Pilot Scope
Online Account Registration
Product Setup & Attributes
Basic Promotion Setup
Up Sell (Pallet)Create/Update
PricingManage Cart
Product Availability& Lead
Time
CollaborativeBrowsing
Create Orders Search OrdersReports &
Dashboards (OOB)
User ProfileManagement
Product Hierarchy
Cross SellPromotion
CodesDynamic/
Contract PricingCart
Display/ContentAddress Book Contact Us
Re-Order Past Orders
Order Status/Upadtes
Account Hierarchy
Customer Specific Catalog
Promo Notifications
Order Level Discounts
Customer Pricing
Save CartShipping &
Delivery MethodsOrder Suggestions&
NotificationsAmend Orders My Orders
Contacts Product SearchStacked
PromotionsProduct
PromotionsQuick Item Entry Purchase Order
Header/Footer Product TypesAuto Apply Promotions
Account Promotions
Sort CartOrder Summary & Confirmation
Product Detail Split CartsPrivacy Policy &
Terms/Conditions
Future Releases Scope
Product Advanced
Search
Create/Update Pricing (Real-time
loads)
Floor Stock ListAdvanced
Shipping MethodsCSR Order Entry
Price
Adjustments
Amend Orders
w/Promos
Sales/Order
Reporting
Product Recommendation
Cart Abandon Notification
Advanced DeckScheduling
Age Old Inventory
InvoiceOrder Upload &
DownloadWeb Analytics
Product Detail (VIP)
Promo Codes Click to ChatOrder
Mgmt(Credits)Direct Ship
orders
Help & FAQsSupport EDI
Orders
Sign Up Browse Evaluate Buy Service/Maintain
©2017 PROS, Inc. All rights reserved. Confidential and Proprietary.13
PROS and Cloudcraze
• Cloud based and hence aligns with our Cloud first
strategy
• Best of Breed: Price Analytics and Optimization
• Time to Value
• Really engaged partner who is committed to make our
program successful
• Cloud based and hence aligns with our Cloud first
strategy
• Best native SalesForce platform based B2B offering, offers
similar functionality when compared with top offerings
• Time to Value• Really engaged partner who is committed to make our
program successful