r
`
`From:
`To:
`Cc: [-)
`
`Bee:
`Subject:
`
`Page I of3
`
`Bernhard Neumann.
`Jane Biddle; Laurie McGrath; Elizabeth Reeves; Mayur Shah; Paul Wahl.
`Fernando De Allende; Fernando DeAIIende; Manfred Hirn; Wilfried Merkel; Bernhard Neumann; Wolfgang Nieswand;
`Lucille Penn; David Silverman ; Paul Wahl.
`
`Sent:S/17/1997 8:55PM.
`
`R/3 Pricing Vs Trilogy.
`
`-------------- Note------------
`Hallo Wilfried, hallo Wolfgang, ich dachte das interessiert euch.
`Es gibt in USA z.Zt Fragen, wie weit unsere Sales Organisation aktiv
`Trilogy propagiert (was nun wohl nicht mehr sein so lite ... )
`Gruss
`Bernhard
`
`------------ End of note-----------
`
`Mayur:
`
`(I updated this a bit late Friday.)
`
`Trilogy released SC Pricer at ASUG in April '97. They created a lot
`of buzz at the show and leveraged this via press releases
`
`While I did attend the show, I was unable to view the presentations due
`to the large crowds at their booth. Trilogy attributes the enthusiastic
`crowds to their product announcement. The fact that they raffled off
`BMWs, Exotic Vacations and other prizes to attendees that sat through
`their demos might have contributed to the excitement.
`
`<A HREF="http:/fwww. trilogy. com/press/ma041697 asug.html"> Trilogy
`Pricing App for SAP wows at ASUG</A>
`<A HREF="http:/fwww. trilogy. com/press/ma041697 asug.htm I"> Trilogy's >
`Pricing App For SAP Wows ASUG Conference</A>
`
`SC Pricer was developed by Deloitte-Touche, Trilogy, and Norand and
`from what I can tell, they followed SAP's condition techniques fairly
`closely. It also offers remote pricing from a laptop which SAP won't
`offer until 02 '98, (currently under development in Walldorf, NO
`announcement@ Sapphire).
`
`Note Trilogy's announcement: "Trilogy's SC Pricer will link with
`Norand's newly implemented back-office system, SAP's R/3 enterprise
`resource planning (ERP) solution, ..... "
`<A HRE F="http:/fwww. trilogy. com/press/pr040797norand. htm I"> Norand
`Chooses Trilogy's SC Pricer</A>
`
`VERSATA EXHIBIT
`PX70
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`C.A. No.2:07-C V.()0153-CE
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`VERSATA EXHIBIT 2081
`SAP v. VERSATA
`CASE CBM2012-00001
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`Page 2 of 3
`
`I haven't been able to find out much more about SC Pricer's
`capabilities, however I do have calls into our consultants at Norand.
`
`I did some research and did locate the following situations of Trilogy's
`SC Pricer and R/3:
`
`US Surgical: (Sales Cycle) Already selected Trilogy. DT is pushing
`solution of calling SC Pricer from Sales Order Entry via user exits
`because of perceived Performance problems
`
`Baxter Healthcare: (Implementation) Elected to go with Trilogy for
`pricing during implementation. Spoke with Richard Lynch who stated that
`decision was based on Trilogy's ability to manage complex buying
`groups.
`
`Norand: (Live) Had existing relationship with Trilogy. Chose SC
`Pricer for remote pricing capabilities.
`
`************************************************************************
`****************
`
`Overall, most product engineers and consultants in the I spoke with in
`the NE haven't encountered Trilogy at all. The major issue clients have
`with R/3's pricing functionality is Performance. Other issues that
`surface include Maintenance and perhaps ability to price Commissions and
`Promotions, (and of course R/3's current inability to run standalone).
`
`However, most customers are very pleased with R/3's pricing
`capabilities,
`and we have many high-volume clients running complex pricing w/o
`issue, (Boston Scientific, Osram-Sylvania . ... )
`
`Here's some more detail on some potential trouble-spots:
`
`Performance:
`Some customers with complex pricing rules and large order volumes
`encounter
`significant performance issues. (Stream , Bristol-Myers Squibb,
`Medline ). Unfortunately even after significant database and
`application tuning some problems remain. Usually the customer is
`told to reduce their pricing procedure's complexity to improve
`performance.
`
`I don't believe there are any significant pricing performance gains
`coming in 4.0, though I'm still awaiting some replies from PRP.
`
`Maintenance:
`
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`R/3 is getting better, and has made significant strides since 2.2
`but as in other areas, R/3 may lack the glitz of some other Windows
`tools. Trilogy claims ability to manage and analyze
`complicated pricing strategies: "SC Pricer includes a Windows-based
`"drag and drop" maintenance tool that enables non-technical users to
`quickly input complicated pricing logic and pricing data." Additionally
`Trilogy offers pricing analysis tools.
`
`Pricing Promotions:
`Apparently one pricing scenario that R/3 doesn't handle well is
`promotions:
`
`A. Buy 2 Prod-X ---> Get 1 Prod-Z Free
`B. Buy 3 Prod-X & 2 Prod-Y --> Get 1 Prod-Z free
`C. Buy 2 Prod-X ---> 10% off Prod-Z
`D. Buy 3 Prod-X, 2 Prod-Y ---> 10% off Prod-Z
`
`Standalone Pricing
`As I mentioned, Trilogy announced with much fanfare their SC Pricer
`at ASUG. It was developed with Norand to enable Norand's sales
`force to Configure and Price both Orders & Quotes from the field.
`At Norand ALL pricing and other data originates
`from and is maintained in R/3. SC Pricer gets periodic data transfers
`via the "Bridge". Therefore it is unlikely that Trilogy has added much
`pricing functionality over and above SAP's.
`(It's important to note that with Sales Builder, SC Config and SC
`Pricer, No rand's sales force never logs on to R/3.)
`
`SAP is developing a Standalone Pricing Engine, (SPE), to complement
`the Standalone Configurator Engine, (SCE). The development is ongoing
`in Walldorf and has made progress. Again we will not be announcing the
`SPE at Sapphire, though if you watch closely, you may see it within
`some SCE demos.
`
`The SPE is expected to be released in conjunction with the SCE.
`(General availability Q1/Q2 '98). I do not know anything about
`planned functionality. But due to interfacing and compatibility issues,
`I
`would imagine it wi ll be equivalent to, or a subset of, existing R/3
`pricing functionality.
`
`Let me know what else you need in this regard. We can follow up with a
`more detailed analysis after Sapphire if required. However I get the
`impression that CPG would be a lot closer to the situation as their
`clients seem to have the most complicated, (convoluted}, pricing.
`
`Richard
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