1. An introduction to Epicor ERP
16th June :30 BST/10:30 CET
Welcome to this introduction to Epicor and Epicor ERP

2. An Introduction to Epicor ERP
50 Minutes + Q&A
Use the Webex Chat function to register your questions
The webinar presentation should take about 50 minutes which leaves us some time to answer your questions.
Your lines have been muted but you can still speak to us through the Chat or Q&A functions provided by Webex. Simply type your questions, we will be monitoring them, answering what we can as we go along or asking them on your behalf during the Q&A session.
If we don’t manage to answer your question during todays session we will contact you individually afterwards to make sure you get the answers you need so please don’t be shy in asking whatever question you may have.

3. Agenda Presenter Topic 09:30 Martin Hill Introduction to Epicor
VP Marketing, International
Presenter
Topic
09:30
Martin Hill
Introduction to Epicor
Malcolm Fox
Epicor ERP
Ian Ashby
Epicor Service & Support
Hesham El-Komy
Epicor Partner Program
Q&A
10:30
Close
Malcolm Fox
VP Product Marketing
Ian Ashby
SVP Global Support
My name is Martin Hill, VP Marketing for Epicor International and I’m joined today by Malcolm Fox, Vice President of Product Marketing, Ian Ashby, Senior Vice President of Global Support, and Hesh El-Komy, Senior Director of Sales and architect of our Partner Program.
The bulk of todays presentation will be led by Malcolm who will give you an overview of Epicor ERP, but we also wanted to take a few minutes to give you a quick overview of the professional service and support organisation here at Epicor, and also the highlights of our partner program engagement models we have in place to work with organisatons such as your own.
Hesham El-Komy
Sr. Director, Sales

4. Introduction to Epicor
So lets start with a very brief overview of Epicor
Martin Hill
VP Marketing, International

5. Your Priority is Our Priority
Epicor promotes business growth by providing flexible, industry-specific software—designed around the precise needs of our customers—that dramatically improves performance and profitability while managing complexity.
Growth is the #1 priority for CEOs and Senior Executives.
Gartner
Our purpose is to help our customers grow.
We do that by providing comprehensive, flexible, industry specific business software designed to meet the specific needs our customers.
Our priorities are guided by our customers priorities and number one on their mind is growth. Our job is to help them improve their performance and profitability whilst helping them manage the complexity of running their business.
Small business owners say growth is their top priority.
American Express Open Research

6. We recently surveyed more than 1800 business leaders and established that that growth means many different things. It’s interpreted differently by different businesses and by different people within those businesses.

7. Negative Aspects of Unplanned Growth
Business leaders agreed that there can be some negative aspects of growth if it isn’t properly managed.
When you boilit down, it means essentially one of two things, growth in revenue and growth in profitability. The strategies organisations pursue in order to achieve that growth can include the introduction of new products, expansion in existing and in new markets whether they be different industries or geographies.
Our focus is on helping our customers improve their productivity whilst managing the additional complexity that accompanies growth.

8. That’s why we use the slogan “grow business, not software”.
It really represents who we are and what our focus is. Our focus is on our customers and on helping them to grow business. We realize that our software is a tool they use to help achieve this growth, not the end in itself. It’s only ever as good as the growth they achieve, however they measure it.

9. Epicor At a Glance ~$1 billion revenue ~3,800 employees 150 countries
~20,000 customers
So we’re a near billion dollar revenue company ourselves, employing nearly 4000 people across 150 countries to serve around 20,000 customers. We’re a substantial, global organisation with a global customer base.

10. 150+ Countries 35+ Languages Bracknell, UK Austin, TX Shanghai, CNHQ
Austin, TX
Shanghai, CN
Monterrey, MX
Bangalore, IN
Singapore
We have offices on every continent and a presence in more than 150 countries. We’re providing our solutions in approximately 35 languages
150+ Countries
Sydney, AU
35+ Languages

11. Industry Focus Manufacturing Distribution Retail Services
Aerospace & Defense
Automotive
Capital Equipment
Electronics
Fabricated Metals
Food & Beverage
Industrial Machining
Instruments & Controls
Medical Device
Printing / Packaging
Pharmaceutical
Rubber & Plastics
3PL/Logistics Services
Automotive
CPG
Industrial
Electrical & Plumbing Supply
Heating & Air Conditioning
Medical Supply
Pharmaceutical
Value-added Distributors
Farm Supply
General Merchandising
Hardware
Home Improvement
Lumber & Building Materials
Nurseries & Garden Centers
Pharmacy
Specialty Retailing
Aged Care
Financial Services
Hospitality (Food)
Hospitality (Property)
Non-Profit
Professional Services
Sports & Entertainment
Our strategy is one of focus. We market solutions serving four focussed verticals. Manufacturing, Distribution, Retail and Services.
In International our primary focus is Manufacturing and Distribution and it’s worth noting that the Retail business is primarily US based.

12. Market Focus Very Small Small Lower Mid-Market Upper Mid-Market Large
In all these sectors our focus is the mid-market. In the retail market we do extend to small enterprises but for manufacturing and distribution we focus on the organizations of $50m turnover, 100 employees and above. Of course we have some very large customers, but our focus is primarily on the mid-market.
1–19
Very Small
20–99
Small
100–499
Lower Mid-Market
500–999
Upper Mid-Market
1,000–2,499
Large
>2,500
Very Large
<$25M
$25–49M
$50–99M
$100–249M
$250–999M
>$1B

13. Epicor Target Markets Epicor ERP Epicor Tropos Epicor BisTrack
Industry
Discrete Mfg/Distribution
Process Manufacturing
Specialist Distribution
Subsectors
Fabricated Metals
Industrial Machinery
Rubber & Plastics
Automotive
Aerospace & Defence
Medical Devices
Electronics/Hi-tech
Food & Beverage
Chemicals
Pharmaceuticals
Timber/Building Materials
Plumbing/Heating
Electrical
Geographies
Global
UK & Ireland
Size
$50m+ T/O
Examples
Hayward Tyler
Xtrac
Rutland Plastics
WD-40
James T Blakeman
Kettle Produce
Giles Foods
Bruichladdich
Arnold Laver
Sovini Group
JT Atkinson
CP Hart
Here in the UK we are driving our growth with three primary solutions, Epicor ERP, Epicor Tropos and Epicor BisTrack. Today we are focussed on introducing you to Epicor ERP but I wanted to point out that we have two very specialised and extremely competitive solutions in Tropos, serving the Process manufacturing markets (one of the very few remaining process dedicated solutions available on the market today), and BisTrack which serves specialist merchants in Building products, plumbing and heating and electrical distribution (with 40% of the …..). If you’d like to hear more about either of these then please let us know and we’ll be happy to share more information with you.
I've also given here a few example customer names, almost all of whom you’ll be able to find case stories describing them on our website epicor.com. It also helps me make the point again about our focus, we’re focussed on the mid-market, not typically house-hold names or consumer brands, these are the bedrock of manufacturing and distribution industry. They’re operating in highly competitive markets where growth is based on excellence in what they do and how they do it. Their competitive advantage has a heavy dependency on their ability to leverage technology.
On that note, I’ll now hand over to Malcolm Fox, Vice President of Product marketing here at Epicor to introduce you to Epicor ERP.

14. Epicor ERP
Malcolm Fox
VP Product Marketing

16. ERP Industry Focus
Core ERP supplemented by integration with Epicor Mattec MES:
Industrial IoT – Machine to ERP communication
Real-time performance data
Automatic production monitoring
Active cavity mgt. and family molding
Tool and die management
Support for high run production
Project mgt. for new mold projects
Traceability and Quality
Cost Management
Supply Chain Management
Lean Production
Core capabilities built out for Electronics manufacturing:
Global operations
Multi-level part tracking
Change management control
Quality
Document Control
Product Lifecycle management
RMA management
Industry regulatory compliance
RoHS
WEEE
Aerospace & Defense
Automotive
Capital Equipment
Electronics
Fabricated Metals
Food & Beverage
Industrial Machining
Instruments & Controls
Medical Device
Printing / Packaging
Pharmaceutical
Rubber & Plastics
Internet of Things

17. Embedded Data Analytics
Cloud based easy to use drag & drop data visualization BI tool that is tightly integrated with Epicor ERPs with out of the box KPIs and dashboards
Drill down into the data to spot issues and opportunities
To help drive this transformation of business analytics Epicor are exploring new ways of helping you visualize and explore your data. We are working hard on the next generation of tools to further improve the use and adoption of analytics within your business so you can more readily spot issues, opportunities and take the necessary actions. We want to deliver solutions that not only look at the transactional information from your Epicor ERP but also bring in and make sense of relevant external data sources too so that we can drive towards controlling and predicting future opportunities
(1)

18. Driving Growth: Omni-Channel Commerce
Epicor ERP
Talking points
In the early days of ERP commerce was simple – orders were entered into the business system
With all the various commerce channels opened up by digitalization it has never been more important to have a single source of truth
Consistent user experience regardless of channel
Realtime stock status
Up-to-date credit availability
Not just about driving transactions but also (and this leads into the next topic)
(2)

19. Built on a Global Foundation

20. Epicor ICE Architecture: Our “Secret Sauce”
Open
Flexible
Connectable
Upgradable
Scalable
Business Process Management
Services
Master Data Management
Orchestration
1400 Services drive the product (no “private” APIs)
BPM controls service behavior
MDM provides ERP data synch
Data services for access to entities and views
Orchestration controls long-running conversations
…without compromise in the cloud …
Data Services

21. Epicor ERP 5 Key Principles

22. Deployment Choice: Journey to true cloud
Epicor ERP is the exact same product, however deployed:
On-Premises
IaaS – “Private Cloud”
Single Tenant, rent VM’s from Azure or AWS
Single Tenant, Hosted by Epicor Managed Services
SaaS
Dedicated Tenancy
Multi-Tenant, Cloud ERP
Hybrid

23. Cross-Platform, Single Code Base, Web and Mobile Applications
This is possible through the Epicor Mobile Framework which is built to support ERP 10, P21, Eclipse, iScala and other product lines to allow our developers today, and ISV partners in the near future, to easily build cross device applications. Stay tuned for more details in the coming months.
Next generation mobile development platform for Epicor ERP mobile applications
Being developed over 2+ years - currently used by Epicor internal developers only
Cross-Platform, Single Code Base, Web and Mobile Applications
Increase productivity and maintainability across developers.
Cross-Platform Responsive Design
Use responsive design techniques - same UI across all modern browsers and devices.
Cross-OS/Device - Hybrid Approach for Native Apps (Desktop & Mobile)
Use hybrid compiler techniques to build native apps to leverage device functionality.
Cross-Device Modern User Experience
Create a platform that provides the latest “modern” user experience for our customers.
REST API Integration to Epicor ERP Systems
“Epicor standardized” REST API for easy to consume to build mobile solutions.
(2)

24. Mobile: Driving Productivity at Cylicron LLC
Mobility and web access no different from desktop
Drives productivity on shop-floor and with mobile sales resources
Faster information has led to process improvements and increased customer satisfaction

26. Collaboration: Business Benefits @ Enpress LLC
Social ERP in the workplace with ERP10
Sharing information between shifts
Maintenance not on every shift
Some positions missing
Lack of communication between shifts
Replaces hell
Hold people accountable
Issues are brought to everybody's attention
IT provided user instructions “but they didn’t need it”
Brings everyone together and on the same page

27. Next-Generation Solutions…Today
Industry-specific, vertically focused, highly intuitive
End-to-end functionality for better business management
Industry leading 100% SOA based on Microsoft .NET
Flexible deployment—On premises, hosted or in the cloud/SaaS
Support for the virtual enterprise, multisite, multiplant, multicompany
Personalization by user including social ERP for effective collaboration
Integral business insights for stronger business performance
Global footprint with low total cost of ownership

28. Epicor Service & Support
Ian Ashby
SVP Global Support

29. Today’s Discussion Epicor Professional Services and Consulting
Epicor Global Support
Customer Advocacy and Customer Satisfaction
EpicCare
Working with Epicor

30. Professional Services & Consulting
Approximately 1,000 worldwide consultants and more than 400 partners
Industry, product and technology certified
Best practice implementation methodology
Extensive education and training resources
Classroom, on-site, eLearning, embedded
Strategic outsourcing services
Hosting, application management, helpdesk, managed services

31. SignatureTM Implementation Methodology
Prepare
Plan
Design
Validate
Deploy
Requirements Discovery
Scope Definition
Project Initiation
Epicor Process Review
Project & Resource Plan
Foundation Education
Configuration
Business Procedures
Proof of Concept
User Acceptance
Preparation
Testing
Analysis
End-user Training
Deployment/Go Live
Project Close
Support Hand-off
Project Governance
Collaborative Implementation
Continuous Improvement

32. Your Global Source for Lifelong Learning
Instructor-Led Courses
Self-Paced Learning
Documentation
Classroom
Virtual courses
Worldwide access to over 100 courses with instructor, solution, and real business data
Embedded courses
Epicor Knowledge Mentor
On-demand tutorials
Learning available at any time
Illustrated, detailed instructions of major application functions
On-line, printed, or eBook options

33. So what is Epicor ‘Global Support’ ?
EMEA + APAC + the Americas
Epicor 1st & 2nd Line Support Services
For End-User Customers
For Channel Partners
For all Epicor Products
On-Premise, Hosted and Cloud/SaaS
Maintenance Renewals
Multi-channel options, including Customer Portals
International CS Management Team
Many Common Challenges
Sharing Best Practices
Resource sharing and optimisation
E.g. Budapest for ANZ Manufacturing calls
Monthly Support Surveys in APAC
Consistent bonus structures, etc.

34. Epicor Support Global Footprint
Helsinki
Warrington
Toronto
Moscow
Minneapolis
Bracknell
Denver
Budapest
Philadelphia
Dublin
San Diego
Monterrey
Bangalore
Kuala Lumpur
Melbourne
Auckland
16 Major support centres worldwide
600+ Epicor support personnel, average tenure 6+ years, certified through the Epicor University
‘Local Support’ focus; ‘Follow-the-Sun’ support available as an optional extra

35. Investing in Customer Advocacy
People
Technology
Investment in Senior Resources to form a Global Customer Advocacy team
Investments in Systems and Tools to monitor pulse of the customer
Voice of the Customer
Measure & Monitor Customer Satisfaction
Continuous Process Improvement
Charles Clayton

36. EpicCare - Overview
Major transformational project focused on improving the overall customer and partner experience with Epicor Support
Multi-million dollar investment, driven from customer feedback
Combination of systems and processes
A single support system across all products, all geographies, based upon the ServiceNOW platform
Consistent support processes, leveraging best-in-class ITIL/ITSM practices and cultures
EpicCare global roll-out scheduled in waves, April-Dec 2016

37. Working with Epicor Flexible win-win approach
Catering for your specific circumstances and preferences
Ability to engage Epicor Professional Services, Epicor Support, Epicor Sales, Epicor Pre-Sales, etc., aligned to a specific engagement model

38. Examples of Partner Engagement Models
“Direct”
“VAR”
“Referral”
“Mix & Match”
Sales
Partner
Pre-Sales
Commission
n/a
Install/ Prof. Services
or Partner
1st Line Support
2nd Line Support
Partner /
3rd Line Support/Dev’t

39. Epicor Partner Program
Hesham El-Komy
Sr. Director, Sales

40. Onboard Enable Support Engaging with Epicor Bring you up to speed
Material
Onboard
Product Knowledge
Certification
Enable
Sales Cycle
Operational support
Support
As an influencer our requirements for you are very different to those of a reseller – although you will encounter the same or similar screnarios.
As Epicor we will help you understand our business and where our products fit as quickly as possible, if you have the need to go through technical training that will be made available.
Support from our side will also come in the form of we will own and manage the sales cycle – so limited time/resource from you
If you need references or help jumping hurdles we are here to help.
General rewards/benefits
Financial rewards
Resources
Product Demo material
Referral programme
Technical enablement
Revenue based discounts
Margin based deal registration
Eligibility to sell vendor services

41. What can partners expect?
Business partners are entitled to more than regular referral partners but all partners are entitled to move up and down their types to what suits them best – even at deal level.
Financial – quota and revenue, renewals, NN, up and X, collection
Technical – ability, training, engagement, support, Presales, Sales
Operational & Functional – systems, tools, forecast, pipeline visibility, business plan, QBR, marketing, lead gen, marketing plan
Revenue – based on rolling 12 month against agreed and approved quota

42. Margins & Deal Protection
Level
Base
Revenue
Total
Referral 5%
10%
Influencer
7.5%
12.5%
20%
Case
Protection Level
No tender
Up to 12 months
Tender
Life of tender or 20 months
$1mn +
24 Months
$2mn +
36 months
Revenue is based on a sliding scale – up to 12.5 depending on deal size, so as an influencer you an reach 20%

43. Thankyou Hesh. And thankyou Malcolm and Ian.
I hope the presentation has given you an insight into Epicor the company, our motivation and focus.
I hope you can see why Gartner have rated Epicor ERP as visionary for four consecutive years. The functional breadth and depth of Epicor ERP, along with its inherent flexibility delivers a real competitive advantage to our customers in the mid-market industry sectors we serve.
We’ve also touched on how our professional services and support are focussed on helping our customers grow, and how our partner program gives you the opportunity to engage with Epicor and build business relationships that work to our mutual benefit.
We have a few minutes left before our allotted hour is up so I’d like to invite your questions. Please use the Q&A functions provided by webex.
So, our first question….

44. Q&A