ICOM Software

1
I-COM Software
Xerox Purchasing Portal Experience from a
successful integrated purchasing platform for
Xerox indirect distribution channel

• February 04

2
Agenda

• I-COM Software presentation (5)
• Xerox business need (5)
• The solution Xerox Purchasing Portal (10)
• Key issues raised addressed (10)
• The results (5)
• QA (10)

3
I-COM Software

• Provider of software solutions for distribution
  channels
• Historical focus on the IT distribution industry
• Technical and functional expertise
• B2B distribution
• Internet technos and EAI (XML exchanges web
  services)
• Developed on Microsoft technologies
• Windows server, SQL server, IIS Server, Biztalk
  server

4
I-COM offering

• Channel portals

Software Solutions
Services

Business Consulting Development
Integration Hosting Administration Catalogue
Services Business Support Services
I-COM Exchange Factory EAI connectors library
I-COM Channel Portal Management Suite

I-COM Transactions Management Suite
Pan-european
Pan-european
5
Customer references

• Hewlett Packard Europe Microsoft Europe
• EasyChannel integrated e-commerce platform for 6
  000 resellers in Europe (pilot in France Greece
  in progress)
• Xerox
• Purchasing Portal for 600 dealers in Europe
• Aredia
• Integrated e-commerce platform for 34 independent
  resellers in France
• WStore France Wstore UK
• Full e-commerce platform for leading e-reseller
  in Europe
• Recall, SQP, Sintel, ACTN
• Various e-business modules for manufacturers
  distributors

6
Xerox business need

• 2002
• Xerox dealers are directly handled by Xerox for
  most products

• As of 2003
• Xerox dealers source Xerox products through
  distributors

Reduce supply chain costs Outsource inventory
management

• Xerox need in this context
• Keep a close control on the revenue stream from
  dealers
• Streamline go-to-market costs by maximizing
  productivity at dealers level
• Support dealers in the transition to indirect
  sales

7
The solution Xerox Purchasing Portal

• Electronic catalogue between all parties
• real time data sharing product content,
  availability, pricing
• Electronic management of purchase orders from
  dealers to distributors
• Automated data exchanges
• Sourcing optimisation engine
• Real-time reporting on transactionsdata
• Decisional and operational reporting

Distributors
Catalogue content
Availabilities - Pricing POs - Statuses E-invoices
X E R O X
Marketing content
Dealers
Reporting data
Customer orders -e-integration or - manual entry
End users
Multi-languages Multi-countries Multi-currencies
8
Key functional features

• Catalogue management
• Import of suppliers data (skus, availability,
  pricing, credit lines)
• Matching of products from different suppliers
• Enrichment of product data via Xerox catalogue
  content database
• Access to compared product information data
• Sourcing Fulfilment management
• Import of customer order from dealers sales
  management systems
• Sourcing optimisation (availability, purchase
  price, available credit line)
• Automated sending of purchase orders to suppliers
• Automated return from suppliers of order status
• Electronic integration of supplier invoicing
• Export of invoicing data to dealers accounting
  systems
• Reporting management
• Operational reports
• Decisional reports
• Extraction tools schedulers

9
Product main sheet in Xerox Purchasing Portal (1)
10
Product main sheet in Xerox Purchasing Portal (2)
11
Purchase order creation using the XPP
12
Purchasing Order sourcing using Xerox Portal
Recalculate freight margin
Detailed Order information
Predefined Business Rules
Internal Stock First
Best Price
Best delivery Time
13
Dealers operational reporting
14
Xerox decisional reporting
15
Issue n1 generate enthousiasm

• Bring benefits to all parties involved

• To Xerox internal services
• Control over dealers business
• Quicker back rebate calculation
• Satisfaction loyalty of dealers
• Easier roll-out of marketing programs

• To distributors
• Lower costs of order entry
• Higher loyalty of dealers
• Shift to e-orders sponsored by Xerox
• Integration with dealers ERPs

• To dealers
• Lower costs thru increased productivity
• Lower inventory
• Easier upselling
• Quicker back rebate payment
• Higher customer satisfaction

• To end customers
• Better customer support
• Quicker deliveries

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Issue n2 integrate with legacy systems

• Anticipate interconnection needs
• Packaged EAI offer
• IF to Xerox systems
• IF to distributors systems
• IF to dealers systems
• Sales management system
• Accounting package

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Issue n3 manage change

• At dealers management level
• Financial incentive over short period at start
• Change can not happen if employees do not get
  clear messages from the management
• At dealers users level
• Proactive outbound support by phone
• Continuous on-the-spot training
• Proactive calls on problems identified by
  specific reports

18
Results

• Outstanding results in pilot country (France)
• 90 of dealers using the portal every day
• Initial objective of 75 of total purchases in
  portal reached in 4 months
• Deployment in Germany, Spain, Italy
• Others to follow
• Continuous enrichment of functional coverage
• Integration of Leasing contracts management
• Management of all additional logistic services

19
The market for such solutions

• Any Distribution Channel facing the following
  challenges
• Access to end-to-end transactions data for
  improved marketing efficiency
• Cost reduction in logistics flows
• Increased productivity in transactions handling