C-FRAME PRESSES

• Heavy Gauge Steel Design

• Press Bed bolted on, not welded, to prevent distortion.

• Large press bed to accommodate a variety of tooling other than just punching.

• Pump, motor, valve and reservoir are all easily accessible for maintenance.

• Large rectangular tubes used at base of machine to give safe, instant portability.

RG - It is becoming more important in the Cloud and SaaS work. We are in the process of transitioning a lot of our applications which are running on the desktop in an independent mode, and getting them to work in the Cloud.

#SMBVALUEPROPOSTION #SINGLEVENDORSOLUTIONS #INTEROPERABILITY

TB - So the SMB space, small-medium business space, what is the value proposition for SMB? From my perspective this allows a company or person to “plug-in” and become part of a team, or part of a collaborative network where they couldn’t do that before.

RG - There are multiple things in the SMB space which we are doing, which is already making it very easy for small and medium sized companies to start adopting our technology. I will give you an example. Number 1 is this cloud-based portfolio of capabilities, which makes it very easy to use without having to invest a lot of money up front.

TB - The subscription model?

RG - yes, the subscription model. It makes it very easy for the SMB space. Keep adding users and only pay by the month or by the year. This allows a company to move along as its operational needs grow. Number 2, the big thing is we are seeing more and more of is the SMB companies would rather deal with one vendor versus many, many vendors and having to buy through many, many different people. Siemens is probably the only company that has all of the necessary capabilities under one “roof.” It makes it so much easier for them because a larger enterprise company can buy more technologies from different independent entities and work through the process of bringing all of those integrations together.

TB - Interoperability issues are a huge challenge.

RG - Huge. As an SMB company, you don’t have to worry about that when you start working with Siemens, because we have already done that integration. We have already built those capabilities. The SMB company just starts figuring out how and when to start using those different capabilities. To me that is a big factor, having one single vendor. And areas where we do not have capabilities, we have done a lot of partnerships. Tony spoke about one of them today, IBM, where they are making some capabilities that we do not have. We have built those necessary integrations so you as a customer don’t need to worry about how you are going to bring that capability in. One of the other partners he did not talk about was Salesforce.com. Salesforce has a big CRM solution. We have built an integration between our PlM systems and Salesforce. So as an independent company, if you are trying to manage your design information for a specific customer, and you are trying to manage all your customer relationship information in Salesforce, now you can see them all together.

TB - Just based on a serial number someone provides?

RG - Exactly.

TB - That is fantastic.

RG - To me I think from an SMB perspective there are a lot of things we are doing that make it very easy for smaller sized companies to start adopting our solutions. We are also industrializing our solution. For example…

TB - Security?

RG - Security and cybersecurity is something we have baked into our core processes. When I say industrialize the word I should have probably used was “verticalized.” The needs of the medical industry versus an aerospace company versus an automotive company. We are tailoring the solution to the specific needs of that industry. There is a lot of work we have already done in that regard, and we continue to work on that. We have specific solutions for medical companies, we have specific solutions for machining companies, even for automotive suppliers, and for aerospace suppliers. It enables an easier transition for those companies when they are able to say this is already the best practice and all these companies in this space are already using it, so I might as well use this instead of figuring out how I should do this. It has been tried, it has been tested, it has been developed, let me start using it.

The adoption curve is greatly reduced. The best practices are already built in there. The processes are already built in there. Start using this process it works. For the 15-25 years of experiences that we have had in industry, now we have incorporated that into our SaaS solutions so it makes it very easy for them to start getting ready and getting online very quickly. Which is what SMB companies want right? They don’t want the headache of trying to go learn…

TB - They don’t have an IT shop. Most don’t have a CIO with a staff where they can go and build all these extensible connections. They need to get stuff done. GSD.

RG - Exactly. That’s a good one.

TB - Thanks Rahul for your time. you hit all of your topic areas, and we appreciate speaking with you.