DISTRIBUTOR CHANNEL INFORMATION PACK

August 2016

CONTENTS

TEAMWORK 2016, VIENNA………………………………………………………….……..4

TEAMWORK 2016 REGISTRATION IS OPEN 4

NEW QAD PARTNER PORTAL 5

TRAINING NEWS 5

e-Learning 5

Upcomming trainings & exams in Europe 6

PRODUCT / MATERIALS ANNOUNCEMENT 6

QAD 2016 EE Turkish 6

QAD 2016 EE Russian 6

QAD 2016 EE Lithuanian 6

QAD QMS Module Templates version 1.0 7

Automation Solutions 7

QAD’s videos 7

QAD FINANCIAL RESULTS 7

FY17 Second Quarter Financial Results 7

SALES & MARKETING PRODUCTIVITY NEWS 7

New Automotive Case Studies 7

Automotive Newsletter 7

Life Sciences Newsletter 12

COMPETITIVE BITS 15

C-Bit: Microsoft Delays New Dynamics AX On Premise 15

C-Bit: Plex Buys DemandCaster to Prop up Planning 15

C-Bit: Oracle Tidbits 15

C-Bit: Oracle Aims for Lock-in by Ending JDE Support on IBM Middleware 16

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C-Bit: Steelwedge Announces Product Update and Tries to Steal SAP Customers 16

C-Bit: Infor Piles Starmount on Top of GT Nexus and Predictix. 16

C-Bit: An Early Look at Microsoft Dynamics 365 16

C-Bit: SAP and Oracle Keep Making Cloud Moves 17

USEFUL LINKS 17

DEALS FROM THE WORLD 17

DICHTOMATIK 17

MEMRY CORPORATION 18

MOOG INDUSTRIAL 18

COORSTEK 19

NEXTEER 19

HENDRICKSON 20

OAKWOOD LABORATORIES 20

PHENOX 21

TEAMWORK 2016……………………………………………..

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TEAMWORK 2016 REGISTRATION IS OPEN !!!

 

 

 

Vienna, Austria / November 6th - 8th

  

It is our pleasure to invite you to EMEA Teamwork 2016, held this year from November 6th to 8th at the Renaissance Wien Hotel in Vienna, Austria. 

QAD has again prepared an intensive 2 day agenda with a strong focus on helping our

customers in EMEA Build the Effective Enterprise using QAD Enterprise Applications 2016. The

Monday afternoon and Tuesday breakout sessions will include detailed solutions updates as well

as marketing and sales news. We are also pleased to offer three extended product training

classes again this year. 

QAD Teamwork is always a great opportunity to educate your employees, network with QAD

executives, consultants and your peers in the QAD EMEA partner community and we look

forward to welcoming you in Austria. 

  

Sincerely, 

 

Jean-Claude Walravens 

Senior Vice President, EMEA  

Register Now

 

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QAD | 100 Innovation Place, Santa Barbara, CA, 93108This email was sent to dib@qad.com. If you no longer wish to receive these emails you may unsubscribe at any time.

NEW QAD PARTNER PORTAL

QAD is proud to announce that a new Partner Portal is available on QAD website.

QAD Partner Portal is a place where you can find all the resources you need to be a successful QAD Partner.

QAD Web Account is required to access to the Partner Portal.

NEW Partner Portal: www.qad.com/partner-portal

TRAINING NEWS e-Learning

QAD encourages using e-learning portal where you can find a lot of trainings available. QAD Web Account is required to access and register on Certification Exams and Trainings.

 http://learning.qad.com

If you want to select Certification Exam or Training which will take place near to your area you have to select place in the search window:

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Upcomming trainings & exams in Europe

Schiphol-Rijk The NetherlandsEE Financials Advanced September 12 - 15Q-Xtend September 19 - 20 Wroclaw PolandCertification Exam September 21

If you are interested please enroll on Learning Center.

PRODUCT / MATERIALS ANNOUNCEMENT QAD 2016 EE Turkish

 QAD Enterprise Applications 2016 – Enterprise Edition (EE) Turkish language is now available.

QAD 2016 EE Russian

 QAD Enterprise Applications 2016 – Enterprise Edition (EE) Russian language is now available.

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QAD 2016 EE Lithuanian

QAD Enterprise Applications 2016 – Enterprise Edition (EE) Lithuanian language is now available.

QAD QMS Module Templates version 1.0

Version 1 of the Module Templates provides out-of-the-box functionality for all 10 QMS Modules: APQP, Auditing, CAPA & NCR, Document Management, Equipment Management, Gauge Management, Inspection & SPC, Risk Management, Supplier Management, and Training Management.

Please note that QAD QMS version 2.4 is required for use of the Module Templates and a service engagement is required for deployment.

Automation Solutions

Have you ever wondered how to integrate QAD's Automation Solutions into your current demonstrations? See the new "Serialization Make to Stock (MTS) with Data Collection" demo guide on Sales Resources. This guide includes production reporting, inventory movement, packaging and shipping using Data Collection. It also shows how you can print and view labels.

QAD’s videos

All QAD’s videos are available here: https://vimeo.com/qaderp

QAD FINANCIAL RESULTS

FY17 Second Quarter Financial Results QAD Announces Fiscal 2017 Second Quarter Financial Results.

 Earn Release Q2 FY17.docx

 Earn Release Q2 FY17 Financials.xlsx

SALES & MARKETING PRODUCTIVITY NEWS New Automotive Case Studies

Metalsa and Automotive Glass and Components

Automotive NewsletterAugust 2016

In this Newsletter:

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QAD Presence in Top 100 Global Automotive Suppliers QAD Global MMOG/LE Events Reached 797 Attendees in Two Months

o Hangzhou Forum Frank Wu closes net new deal in two months!

o Zhejiang Association of Automobile Industry (ZAAM) Forumo Ford Mexico

QAD Mexico team delivered three MMOG/LE Q-Scans in two months!

o GM International Operations Suppliers (China)o FCA (Korea)o KOTRAo AIAG Supply Chain Summit

QAD Explore Automotive SC Risk Session Gets Mentioned in Forbes Detroit China Business Association Welcomes Charlie Eggerding to the Board Supply Chain Risk Campaign Overview to be Released in August Supply Chain Risk Campaign Training at the QAD UK Office New QAD LinkedIn Community for “Managing Automotive Supply Chain Risk” Congratulations to the New QAD Automotive Professional Students How to Stay Connected with Automotive Forums for Sales and Services

QAD Presence in the Top 100 Global Automotive SuppliersIn June 2016, Automotive News published their annual Top 100 Global Automotive Suppliers based on 2015. Thank you to Jay Pena on the QAD CRT team. Based on this list, Jay discovered the following:

QAD is used by 90% of the top 10 companies  QAD is used by 85% of the top 20 companies 

If you would like a copy of the Top 100 Global Automotive Suppliers, feel free to email me at tjo@qad.com and I will provide you with a copy of the PDF.

QAD Global MMOG/LE Events Reached 767 Attendees in Two MonthsThe following is a summary from seven MMOG/LE events held globally during the April-June timeframe of this year. Below is a brief summary of the results of each of the events that took place in China, Mexico and Korea. In total, there were 797 attendees from these 8 events.

1. Hangzhou Forum2. ZAAM Forum3. Ford Mexico Supplier Event4. GM International Operations (China) Supplier Event5. FCA (Korea) Supplier Event 6. Korea Trade-Investment Promotion Agency (KOTRA) MMOG/LE Training7. AIAG Supply Chain Summit

Hangzhou and ZAAM ForumsIn April, we held two events in China to promote MMOG/LE to members of Zhejiang Association of Automobile Industry (ZAAM) and Hangzhou Forum. Frank Wu, Ben Ban and I presented MMOG/LE to these audiences. At the Hangzhou Forum, QAD customers Mr. Qiao Hao, CFO of Autoliv China and Mr. and Steven Li, Manager IT Procurement Asia Corporate IT Procurement,

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addressed the audience as well. There were 60 attendees at ZAAM Forum and 105 attendees at the Hangzhou Forum.

As a result of the Hangzhou Forum, Frank Wu closed a net new customer of 30 users on-premise to Zhejiang Longsheng Auto Parts Co., Ltd in a two-month sale cycle following this event! Longsheng is a local producer of parts for seats and is a supplier to JCI, Lear, and local Chinese OEMs.

Frank worked directly with Founder and President Yu and Vice President Mr. Wu in closing this deal. Longsheng didn't know QAD well before the Hangzhou Forum, but they took auto industry compliance seriously which aligned perfectly to our QAD advantage. They also wanted to leverage having global capabilities as required in MMOG/LE to gain more business from OEMs and the Tier 1 suppliers.With this success, QAD China is now talking with Ningbo Auto-Part Association to do a similar event with suppliers in this region.

Ford Mexico Supplier TrainingIn April, Ford Mexico invited QAD to speak at a MMOG/LE event for 60 suppliers who are currently going for their Q1 award. Ford suppliers are required to go through the Q1 process for new business or if they become a problematic supplier. A MMOG/LE endorsement from the Ford supply chain team is required in order to earn Q1 status. Several of the suppliers in attendance will be supporting the new Ford plant that will start production of a compact car (model not revealed by Ford yet) in 2018. Ford Mexico wants to do more of these events with QAD in the future as there will be many suppliers in the coming year that will need Q1 in order to support this new production at this new facility.

QAD presented the top 10 areas for improvement when completing the assessment for an OEM audit during this MMOG/LE event. Additionally, QAD and AIAG Mexico and Ford were members of a panel discussion held at the end of this event.

Since this event, QAD Mexico has already closed and completed three MMOG/LE Q-Scans for Dana Monterrey, Conductores Tecnologicos de Juarez (Los Mochis Plant) and Burgess Norton. Dana has indicated they will be requesting more QAD services in the coming months as they go for their Q1 as well as receive more training on QAD Supplier Portal (SP). QAD SP is a key requirement of obtaining Ford Q1.

In addition to Ford Mexico, FCA Mexico will have a similar supplier MMOG/LE event with QAD on August 10-11.Congratulations to Gonzalo Vega, Eric Gomez and Vicente Albarrán for successfully delivering these three MMOG/LE Q-Scans.

KOTRA MMOG/LE TrainingJohn Kim, from Orca IT Co., Ltd. (QAD Partner in South Korea), provided the AIAG MMOG/LE Training class to 83 students over three days in June. KOTRA was a sponsor of this MMOG/LE training. KOTRA is a state-funded trade and investment promotion organization operated by the Government of South Korea.

FCA (Korea) Supplier TrainingBrandon Seo, from Orca IT Co., Ltd., conducted MMOG/LE training in June in Jeju for FCA suppliers where 29 students attended the class. 

GM International Operations (China) Supplier Event

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In June, GM International Operations (GMIO) export operations held a supplier event in China where Kimson Zhang presented an overview of MMOG/LE to 230 suppliers! 

AIAG Supply Chain SummitIn June, AIAG sponsored the annual Supply Chain Summit in Livonia, Michigan. This session had over 230 people who attended. I moderated a panel session with Ford, GM and April Dines of Cascade Engineering. It turned out to be a great day for QAD QMS – CEBOS, specifically:

April discussed how Cascade uses QAD QMS to address controllable risks, non-controllable risks and for managing risk with suppliers

Ford and GM shared what they are expecting from suppliers in terms of managing supply chain risk. April was their case study during the panel. The OEMs actually insisted that April include QAD QMS on her slides as they thought what Cascade was doing with QAD QMS was a great example of how a Tier 1 supplier should manage risk with sub tier suppliers.

Ben Brown from CEBOS taped April giving her case study on his iPhone. If you want to see it, let me know and I can share it with you.

I also gave an additional presentation called, "Insights into Automotive Risk Assessment Requirements.” The presentation focused on how having risk plans is no longer an option but a must-have with MMOG/LE and the related TS/16949 requirements due out at the end of the year.

QAD Explore Automotive SC Risk Session Gets Mentioned in ForbesSteve Banker, from the ARC Advisory Group, attended our Explore automotive panel session on Supply Chain Risk. Our panel featured Dan Howe who is a Strategic Risk Manager at General Motors. Steve contributed this article to Forbes base on what he learned about GM’s management of supplier risk. 

One of the key benefits Dan shared with the audience (mentioned also in this article) pertained to value of mapping GM’s supply chain. Following the 2011 tsunami in Japan, it took GM six weeks to find their suppliers located within the affected area. Whereas the 2016 earthquake in Japan, it only took GM six hours to understand the supplier impacts from the earthquake. By mapping suppliers, it allowed GM to draw a circle around the earthquake and answer the question “Which of our suppliers are located within 100 miles of the epicenter?” and quickly obtain the answer to begin the follow-up process.

Detroit China Business Association (DCBA) Welcomes Charlie Eggerding to the Board The DCBA board added Charlie Eggerding as a member and on May 17, he attended his first meeting. Founded in 1995, DCBA aims to foster a bilateral business relationship between U.S. and Chinese companies. DCBA has established close relationships with American and Chinese government agencies, automotive OEMs and Tier 1 suppliers, and many other manufacturing and service companies and organizations. 

Jason Luo, CEO of Key Safety Systems, Laurent Bresson, Global COO of Nexteer Automotive and Jason Forcier CEO of A123 are QAD customers who are also on the DCBA board.

QAD Ford F-150 Customers at ExploreAt this year’s annual QAD Explore conference held in Chicago, QAD customers who provide parts to the Ford F-150 gathered for a special photo. The Ford F-150 is the number one selling truck in the world. There were so many QAD customers who supply to the Ford F-150 at this year’s event you can barely see the truck in the background!

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Supply Chain Risk Campaign Overview to be Released in August In August, I will be releasing a two part Q-Bit series to educate you on this campaign. In part one, you will get an overview of the campaign and its components. In part two, I will give the Supply Chain Risk presentation as you would give it to a customer or prospect. Watch for your regional marketing manager to assign it to you in the coming months.

Supply Chain Risk Campaign Training at the QAD UK OfficeIn June, while I was supporting the EMEA teams in the UK and Netherlands, the UK team had me stop in and discuss our current supply chain risk campaign. Representatives from sales, marketing and services attended the presentation.

New QAD LinkedIn Community for “Managing Automotive Supply Chain Risk”As a part of our Supply Chain Risk Campaign, I have created discussion forum on LinkedIn for the community to share thoughts, ideas and concerns regarding supply chain risks. As of this writing, we are almost at 100 members in just a short period. The current members are from the following areas:

OEMs (GM, Ford, Toyota, FCA, Jaguar/Land Rover) Suppliers at the VP, General Manager, CIO, Directors, Manager levels from both customers and

non QAD customers Industry Associations (AIAG, Odette, SMMT, VDA) Others (Quality auditors, lawyers) QAD and CEBOS employees

If you would like to join this group, go here to join. Please feel free to invite your customers and prospects to join the conversation as well.

Congratulations to the New QAD Automotive Professional StudentsCongratulations to the students who attended the Automotive Professional class held at the QAD Schipol office in July. 

How to Stay Connected with Automotive Forums for Sales and ServicesThere are two forums if you would like to subscribe to keep communication within the community who works with our automotive customers and prospects.

For a general automotive forum, you can join our Chatter Group on Salesforce here. For the services forum on QSN (all are welcome), you can go here.

Thank you.

Terry OnicaDirector, Automotive

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Life Sciences NewsletterAugust 2016

In this Newsletter:

Key Customer Wins Global Medical Device Industry Prepares to Transition to New ISO Standard Is 3D Printing the Wave of the Future? CEBOS Life Sciences Quality Workshop Regulatory Review

Phenox Goes Live on QAD Cloud ERPSince its founding in 2005, Phenox has been dedicated to developing innovative, breakthrough and clinically proven technologies and solutions for the treatment of neurovascular diseases. Phenox's products are used by endovascular specialists to treat ischemic and hemorrhagic stroke. The company offers a growing portfolio of innovative treatment options, including the primary interventional technologies used today. 

The product range includes pREset, a mechanical thrombectomy device, the p64 Flow Modulation Device for the treatment of complex intracranial aneurysms and dissections as well as the pCONus Bifurcation Aneurysm Implant which is intended to treat complex, wide neck intracranial bifurcation aneurysms.

In early 2016 Phenox established a brand new purpose built manufacturing facility in the rapidly growing medical device cluster in Galway, Ireland. They chose QAD Cloud ERP to manage the manufacture of their products at the new Irish location. Thanks to the efforts of the Glantus and QAD team the Phenox Ireland site has successfully gone live on QAD Cloud ERP despite their extremely challenging project time lines.

Laerdal Extends EDI Functionality for Greater Supplier CollaborationLaerdal is a developer and manufacturer of life-saving and emergency response educational products. Product offerings include CPR manikins, self directed learning products, patient stimulators, and AHA materials. Educational services are offered through their distributor networks that specialize in the pre-hospital, hospital, occupational health, education, industrial, law enforcement, and school markets.

Laerdal Medical A/S was founded in 1940 and is headquartered in Stavanger, Norway. The company is still family owned. The group has four key manufacturing locations - Stavanger, Norway; Tokyo, Japan; Texas, US; and Shanghai, China. The group supports their partners through a network of 26 sales and distribution offices in 22 countries worldwide. The company employs over 1400 people across the globe.

Laerdal opted to move to the cloud a few years ago and are now running their entire global business on QAD Cloud ERP.

As part of the wider ERP project Laerdal also re-architected their complex EDI structure and moved to QAD Cloud EDI. The first phase of the EDI project saw the company re-architect their inbound and outbound messages, while phase 2 saw Laerdal implement QAD's new bank drivers.

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It was always Laerdal's intent to extend their EDI functionality to allow their key suppliers to collaborate more effectively with their plants. The QAD EDI team worked diligently with the Laerdal team to plan this additional project and delivered a detailed scoping document earlier this month. This next phase of the project will deliver $155K of services revenue to QAD. Congratulations to Ruth Pitt, Carlos Garcia and the QAD Team.

Alfa Wasserman Converts to the Cloud Alfa Wasserman, based in West Caldwell, New Jersey is a Life Sciences company that designs and produces medical diagnostic instruments, chemistry systems, and reagents used in clinical laboratories.

For over 50 years, Alfa Wassermann, Inc. instruments and products have been used in clinical laboratories all over the world for a wide range of diagnostic applications. They are the preferred supplier of the world's leading vaccine manufacturers and provide the production capacity necessary to cope with potential global pandemics.

A QAD customer since 1998, Alfa Wasserman found themselves stuck on an old version of QAD (eB2.1) which was not servicing the business well. Sales Executive Wendy Bauer, with a big assist from Steve Lamb and Coach Eric Graham, convinced the customer to upgrade to QAD 2016EE in the Cloud. This is Wendy’s second Life Sciences win and the 5 year Cloud deal is valued at $631,000!!! 

Outset Medical Comes AboardOutset Medical, a medical technology company, develops a hemodialysis system for kidney patients. It offers Tablo, a dialysis machine that makes clean water, produces dialysate, takes blood pressure, and delivers medication. The company serves patients, families, providers, and physicians. Outset Medical is based in San Jose, California.

John Fiala with the help of Amy Vasquez, Ray Greenwood, Suzy Reno, Jo Ann Leach, Laura Frease, Mike Cook, Doug Novak from SIG and Doug Gilkey and Debbie Coyle from QAD brought in the $43k deal in license and maintenance revenue! Our Life Sciences expertise, great references, integration to Agile capability and Service & Support Module helped us beat out Net Suite, Expandable and Dynamics AX.

Global Medical Device Industry Prepares to Transition to New ISO StandardIn March, the International Organization for Standardization (ISO) overhauled the longstanding ISO 13485 global standard for medical device quality management systems. The change is relevant to QAD not only because of our sharp focus on the medical device industry, but because our solutions have so many potential GMP (Good Manufacturing Practice) touchpoints. Device manufacturers are now assessing the implications of the overhaul and comparing the new standard to the old. They will need to make provisions to update their respective systems over the next three years to adhere to the new standard.

Given the potential impact to our customers and in order to help position QAD as a thought leader in the Medical Device industry, Public Relations Manager Scott Matulis began shopping an abstract regarding the updated standard to several industry publications in the spring. In May, Scott secured an article contribution with Medical Device and Diagnostic Industry (MD+DI), an online and print resource exclusively for original equipment manufacturers of medical devices and in vitro diagnostic products.

I contributed and edited with the help of Scott Matulis and Evan Quinn and the full article appeared in MDDI in June. The article discussed how new standard reflects the transformation of the industry, and its expansion beyond just the design and manufacture of devices. The updated standard provides greater emphasis on risk management and quality throughout the supply chain and over the complete product lifecycle, including post-market surveillance and product disposal. As Device manufacturers and supply chain partners are assessing their quality management systems with the aim of adapting them to the dynamic global environment and easing regulators’ concerns about device quality and performance, it is a prime opportunity to discuss how QAD can help them become more effective and compliant enterprises.

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Thank you to Scott Matulis and Evan Quinn. The full article on MDDI online can be found here.

Is 3D Printing the Wave of the Future?The medical device industry has a proven and storied history of innovation and recently QAD learned how some of our customers are embracing 3D printing to stay on the leading edge. In July, Catherine Wagner, a Market Research Analyst for the life sciences, consumer products and food & beverage industries at QAD, contributed a blog article that discussed how the medical device industry is embracing the technology and how some QAD customers are evaluating it as well. 

Catherine discusses the recent trend around additive manufacturing or 3D printing and how the concept has made an impact in the life sciences community. While medical device companies will see the largest short term benefit, pharmaceutical companies may reap rewards as well. Organovo, which designs bioprinted human tissue models used for testing new drugs, recently developed a model of human liver tissue that lasts over a month — a vast improvement over previous tissue models, which lasted mere hours. 

The benefits of 3D printing are certainly not limited to pharma. Scientists at New York based startup, Epibone, have discovered methods to create human bone using stem cells in conjunction with 3D printed scaffolding. Epibone has successfully implanted their bone replacements in pigs and other animals.

Thank you to Catherine Wagner for the contribution and the complete article can be found here.

CEBOS Life Sciences Quality WorkshopDuring the first week of August the CEBOS team hosted a Life Sciences Quality workshop to discuss quality positioning and messaging, product roadmap, implementation methodology and best practices. The session was led by myself and attended by Bob Herdoiza, Jeff Phillips, Eric Welke, Dave Rendel, Craig Rozelle, Mark Lania, Dave Medina, Chris Hageman and Ed Boclair.

The team had an interactive and spirited two day discussion around industry best practices and GMP regulations, medical device processes and solution fit, value propositions and messaging, competitive overview, target geographies, validation and services capabilities, product roadmap and solution and services gaps. 

Action items from the meeting included updated messaging and positioning for CEBOS in Life Sciences, prioritization of key product needs based on industry feedback and addressing implementation and project management requirements for Life Sciences projects. 

Thank you to the CEBOS team for hosting and to all of the attendees.

Regulatory ReviewComplaints, everybody has them. However, for Life Sciences companies, the handling of customer complaints has a regulatory definition.

For Medical Device companies, Title 21 CFR Part 820.198 reads:

“Each manufacturer shall maintain complaint files. Each manufacturer shall establish and maintain procedures for receiving, reviewing, and evaluating complaints by a formally designated unit.”

For Pharma companies, Title 21 Part 211.198 says:

“Written procedures describing the handling of all written and oral complaints regarding a drug product shall be established and followed.”

Life Sciences companies need to have specific procedures for handling and managing complaints that they

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receive. Some complaints are small or insignificant, like a device causing skin irritation or a drug causing indigestion. Some complaints are more severe however and can involve patient injury or death. It is incumbent upon the manufacturer to review and evaluate complaints based on their severity and risk to patient health and to perform root cause analysis to determine the cause. 

In a previous newsletter we discussed how HeartWare had selected CEBOS as their solution for Global Complaints Management. Now live, our solution allows the recording of incoming complaints, routing to appropriate local managers, assigning complaints to multiple resources for investigation, capturing investigation results and responses to customers and reporting on complaints to regulatory authorities. 

Complaint handling is something that every Life Sciences company needs to manage and they are frequently looking for ways to automate the process and integrate it into their core manufacturing, supply chain and QA processes. QAD offers a unique solution for this need so be sure to discuss it with your customers.

Thank you.

Bart ReitterDirector, Life Sciences

COMPETITIVE BITS

C-Bit: Microsoft Delays New Dynamics AX On Premise

Microsoft announced that the release of its “Azure Stack” will be delayed until mid-2017. Microsoft originally said that Azure Stack would be available in the latter half of 2016. In March, Microsoft made its new version of Dynamics AX available on cloud only, with promises for an on premise option later in the year. The delay of the Azure Stack means Microsoft will miss its Dynamics AX on premise availability date. Microsoft has begun to let a limited number of other cloud service providers run the new Dynamics AX.

Microsoft has thus far only approved a few hardware options for Azure Stack, which means customers with their own data center investments could be out of luck when looking to upgrade. This delay may slow down some of the momentum of the new Dynamics AX and may even cause some on premise customers to consider switching from the now 4-year old latest version of on premise AX.

C-Bit: Plex Buys DemandCaster to Prop up Planning

Plex Systems announced the purchase of DemandCaster, a cloud-based solution offering primarily demand and supply chain planning solutions. The acquisition will allow Plex to compete more directly with products like QAD DSCP and will augment some of its manufacturing planning capabilities. DemandCaster functionality is primarily suitable for small and medium businesses and it has partnered with Plex in the past. It has also partnered very closely with NetSuite where it was NetSuite's go to option for customers looking for DSCP capabilities. It is unknown what action NetSuite, recently acquired by Oracle, might do to alter its portfolio to shift dependence on DemandCaster to Oracle products.

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C-Bit: Oracle Tidbits

Speaking of Oracle, here are some news updates from the past week:

Oracle plans on shuttering its Compliance and Optimization License Services unit as it continues to reshuffle personnel in search of driving cloud sales. 

Oracle had a major security breach by hackers affecting more than 700 internal systems. Despite Oracle issuing fixes, fears persist that vulnerabilities remain unfixed.

On the legal front, Oracle remains on the defensive:

Oracle denied the inflation of their cloud numbers as whistle-blower suit arrives in federal court, despite the recent launching of more shareholder suits.

Oracle filed a response to Google's request for sanctions over disclosures made by Oracle's counsel in their recently concluded legal battle.

C-Bit: Oracle Aims for Lock-in by Ending JDE Support on IBM Middleware

On September 30th, Oracle will end technical support for customers running JD Edwards on the "Blue Stack" of IBM middleware. Many Oracle customers are still dependent on the IBM technology platform and will have to choose between:

Switching to Oracle's “Red Stack,” which will entail additional Oracle license fees and a complicated migration.

Switching from JDE to another ERP provider – another complicated migration. Moving from single support to dual support: JDE for ERP and IBM for technology platform, involving

negotiations, new contracts and convoluted support processes. Dropping platform support entirely or finding a 3rd party support organization

Do not be surprised if Oracle uses this as another opportunity to force cornered JDE on IBM customers to the Oracle Cloud.

C-Bit: Steelwedge Announces Product Update and Tries to Steal SAP Customers

QAD DSCP/DynaSys competitor Steelwedge announced the latest version of its Demand Planning, Supply Planning and Response Management applications. While Steelwedge did not go into much detail about enhancements, they highlighted a new program for an “alternative upgrade” for current SAP APO and ICON-SCM customers. The program attacks the lack of “what if” scenario capabilities and the notorious slow execution of the SAP products, offering a proof-of-concept of the Steelwedge PlanStreaming capability. No deal discounting for such an alternative upgrade was unveiled.

C-Bit: Infor Piles Starmount on Top of GT Nexus and Predictix.

Infor acquired Starmount, a store systems provider serving large and mid-market retailers. Starmount offers point-of-sale, mobile shopping assistant, and inventory management functionality. Infor believes the acquisition augments the Infor CloudSuite Retail, which consists of past acquisitions GT Nexus (supply chain network) and Predictix (demand management). Infor did not go into detail of how it might integrate the three products.

C-Bit: An Early Look at Microsoft Dynamics 365

This article offers a preview of the new Dynamics 365, which combines Dynamics CRM and AX into one

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product. Microsoft hopes to reverse its historical struggles attracting larger enterprise business with this combination that includes: 

Common Data Model (CDM), a plan to simplify data management and integration across applications, including Office 365, with a common data model, built with Microsoft PowerApps.

Role-based Licensing: customers will also be able to buy functionality based on their role, in addition to traditional licensing.

Appsource, a marketplace for SaaS add-on apps developed by ISVs.

Questions remain around the go to market for Dynamics 365. It appears Microsoft will rely primarily on partners for implementation and service even though currently the expertise among partners to effectively implement both ERP and CRM is low. Dynamics 365 is expected to be available at the end of 2016. There will be plenty of hype about Dynamics 365, but it should not enter your competitive mix until 2017, and even then it will be an untrustworthy initial version.

  C-Bit: SAP and Oracle Keep Making Cloud Moves

SAP has begun the initial rollout of a new program called " SAP Partner Cloud Choice - Profit Option” to find more partners who will work with SAP’s cloud products. In the new program, SAP will handle customer contracts and billing with partners receiving a percentage of the initial sale, ongoing renewals and service fees.  

Oracle has appointed Dave Donatelli, EVP of Converged Infrastructure, to lead its Cloud and Industry Sales Strategy team. This is yet another move by Oracle ostensibly to drive cloud growth while controlling costs. Mr. Donatelli worked for Mark Hurd, Oracle co-CEO, while at HP. Before that Mr. Donatelli was an executive at EMC. Mr. Donatelli’s background is in hardware. 

Have some competitive insight that would benefit others in Sales? Kindly email the info to Evan Quinn at eiq@qad.com or Alex Killian at ak9@qad.com.

USEFUL LINKS NEW Partner Portal: www.qad.com/partner-portal

Sales Resources

CustomerNews

QAD Document Library: http://documentlibrary.qad.com

QAD Videos: All QAD videos are available here: https://vimeo.com/qaderp

DEALS FROM THE WORLD

DICHTOMATIK

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THE COMPANY: Dichtomatik (a Divison of Freudenberg & Co.) based in Shakopee, Minnesota, is a distributor of industrial sealing solutions providing distribution and logistics services globally.

WHY QAD Cloud: Freudenberg/Dichtomatik is in the process of moving their plants from QAD to SAP. Due to this move, their IT staff is very limited and their focus is to support the SAP rollouts. Dictomatik’s maintenance was up for renewal. They were considering dropping maintenance since they have been receiving limited support from their IT team and are planned to be moved to SAP in the next 3 years.

In addition to the limited IT support, Dichtomatik has been experiencing performance issues with their current On Premise QAD system. With the two catalysts of lack of IT support and system performance, it made Dichtomatik a great candidate for a QAD Cloud ERP conversion.

The team went in and swarm sold the value of the cloud conversion to Kevin Rodgers, the President of Dichtomatik in North America and to George Molchan the Freudenberg Global CIO.

MEMRY CORPORATION

THE COMPANY: Memry Corporation, is a global leader in the invention and development of nitinol alloys and other superelastic and shape memory alloys, as well as, the manufacture of nitinol semi-finished forms and fabricated components. They have facilities in Bethel, CT, Menlo Park, CA, New Harford, NY and Weil am Rhein, Germany. Primary markets include the medical industry for use in medical devices and instruments.

WHY WE WON:  All integrated modules Quick problem solving Manage supplier base Structured method to ensure steps to meet customer expectations Audit business process Document inspection results Gauge Calibration APQP to reduce time to automate engineering change process Training Risk Management

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MOOG INDUSTRIAL

THE COMPANY: QAD customer since 1990, Moog Inc. is a worldwide designer, manufacturer, and integrator of precision motion control products and systems with an annual revenue of $2.53B.

THE STRATEGY: QAD's overarching strategy with MOOG is Cloud! Cloud! Cloud! The Brazilian and Italian site deals follow a break-though and momentum changing initial deal with MOOG Industrial for a site in Japan in FY16 Q4. QAD now seeks to convert additional sites within the Industrial Group to the Cloud. In parallel to this, QAD is leveraging MOOG Industrial's commitment to QAD Cloud ERP with the MOOG Medical Group, and is seeking to close a QAD Cloud ERP conversion for their sites in North America, Costa Rica and Lithuania.

THE COMPETITION: SAP

WHY WE WON: .NET UI efficiency savings, L&F compliance, and platform risk and resource risk mitigation.

COORSTEK

THE COMPANY: CoorsTek Inc. is headquartered in Golden, Colorado and makes high-density ceramic parts used for several applications including tiny components used in micro-surgery applications, semiconductor wafers, the forming of turbines for jet engines, and ceramic plates for bulletproof vests and tank armor, just to name a few.

THE COMPETITION: Remain on-premise.

WHY WE WON: QAD offered to support SE 2008 in Brazil for one more year, thus not requiring CoorsTek to upgrade this year. The on-premise licenses they had in Brazil could be transferred to other on-premise licensed locations as they plan to continue paying maintenance on the Brazil licenses.

Due to the almost weekly tax changes and associated patches to the software, by moving to the cloud it removed the responsibility of applying those patches from CoorsTek IT department to the QAD cloud team. Also, CoorsTek has higher priority upgrade projects in NA and EMEA that they did not want to delay by upgrading Brazil. We allowed them to upgrade Brazil next year in our cloud environment.

NEXTEER

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THE COMPANY: Headquartered in Saginaw, Michigan, Nexteer is a global manufacturer of steering and driveline products. With more than 10,000 employees, Nexteer operates 20 manufacturing plants worldwide, 14 local customer support centers and five regional engineering centers and test centers. Nexteer is the fourth-largest steering-parts supplier by market share. It has more than 60 customers globally and manufacturers not only in North America, but in India, China, Europe and South America.

WHY WE WON: Nexteer was running 2010 SE in Brazil and coming to end of life for Brazil localizations. The system was heavily customized with high turnover in IT, leading to risk of the system. Nexteer Brazil is currently implementing new production lines so they did not want to take on any new risk or work related to systems. This created a great business case to go to the cloud via a lift and shift.

Nexteer will be bringing into the cloud the current 2008 SE environment, while the corporate QAD database which runs NA, MX and EU in a single instance with 1000+ cloud users is being upgraded from 2012 EE to 2016 EE. After the upgrade project is complete, Brazil will be added into the corporate database (shift) as a domain a few months after the corporate upgrade.

HENDRICKSON

THE COMPANY: Hendrickson USA, a Boler company headquartered in Itasca, Illinois, is a leading global manufacturer and supplier of medium and heavy-duty mechanical, elastomeric and air suspensions; integrated and non-integrated axle systems; parabolic and multi-leaf springs; stabilizers; and bumper and trim components to the global commercial transportation industry.

WHY WE WON: Hendrickson needed new hardware to support an on-premise QAD environment. QAD Application Management Services (AMS) offered an alternative to an inevitable capital expenditure to replace their inadequate hardware environment. Additionally, it redirected the day-to-day administrative and management of their infrastructure and QAD environments from Hendrickson to QAD.  

THE COMPETITION: Move On-Premise

OAKWOOD LABORATORIES

THE COMPANY: Oakwood Laboratories, a privately owned specialty pharmaceutical company, is focused on the design, development and commercial manufacture of sterile injectable sustained release pharmaceuticals. This unique class of products delivers therapeutic levels of drug to patients over days, weeks, months or even years with a single intramuscular or subcutaneous injection. Products of this class have extremely high commercial potential. Oakwood developed and owns a patented microsphere-based drug delivery platform called Chroniject to produce sustained release injectables.   LOCATION: Cleveland, OH USA

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THE COMPETITION: SAP Business One and Epicor

VERTICAL: Life Sciences

WHY QAD Cloud: Oakwoods Labs were impressed by our Life Sciences Industry Functionality and FDA Validation Expertise. They have several Executive team members with prior QAD Experience at Ben Venue Laboratories. We were fortunate to have key decision makers attend Explore 2016, which persuaded them to switch from On-premise to Cloud after attending. They also had a great reference meeting at Explore 2016 with Entellus Medical. 

Explore 2016 was a key!

PHENOX

Vertical: Life Sciences

Project: Goes Live on QAD Cloud ERP

Location: Galway, Ireland

Customer since: 2016

Since its founding in 2005, Phenox has been dedicated to developing innovative, breakthrough and clinically proven technologies and solutions for the treatment of neurovascular diseases. Phenox's products are used by endovascular specialists to treat ischemic and hemorrhagic stroke. The company offers a growing portfolio of innovative treatment options, including the primary interventional technologies used today. 

The product range includes pREset, a mechanical thrombectomy device, the p64 Flow Modulation Device for the treatment of complex intracranial aneurysms and dissections as well as the pCONus Bifurcation Aneurysm Implant which is intended to treat complex, wide neck intracranial bifurcation aneurysms.

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In early 2016 Phenox established a brand new purpose built manufacturing facility in the rapidly growing medical device cluster in Galway, Ireland. They chose QAD Cloud ERP to manage the manufacture of their products at the new Irish location.

Thanks to the efforts of the Glantus and QAD team the Phenox Ireland site has successfully gone live on QAD Cloud ERP despite their extremely challenging project time lines.

What's Next: Phenox Ireland will work with the Glantus team on post go live support and begin looking at phase 2 requirements for the Irish manufacturing site as it comes online later in 2016. Phenox are keen to deploy the QAD solution to their German HQ and another site in China. Stay tuned for more news soon!

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