Intergraph Software Value Proposition Analysis

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Questions and Answers

What was the initial misconception the customer had about the software's point of parity?

  • The customer thought it was a point of contention. (correct)
  • The customer believed it was a unique feature.
  • The customer considered it irrelevant.
  • The customer thought it was too complex to use.

What does the software do to help customers avoid costly mistakes during the design process?

  • Requires reentry of data to reduce margin for error.
  • Creates complex P&ID graphics faster than CAD.
  • Checks all upstream and downstream data using engineering practices, rules, and simulations. (correct)
  • Integrates with downstream tasks like instrumentation design.

How does the software handle tasks related to process simulation and instrumentation design?

  • Does not interact with these tasks at all.
  • Integrates with these tasks, eliminating the need for data reentry. (correct)
  • Delays completion of these tasks due to integration issues.
  • Requires manual data reentry for each task.

What benefit does the software provide in terms of project execution and data management?

<p>Links remote offices to execute projects and merges data into a single deliverable database. (D)</p>
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What is the purpose of the annual real-world contest staged by Quaker for the chemical program managers?

<p>To provide a platform for managers to showcase their proposed savings projects. (A)</p>
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How does Quaker judge the proposed savings projects submitted by the chemical program managers?

<p>Based on their financial viability and feedback provided by the director of chemical management. (B)</p>
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Why does Quaker believe the training program for chemical program managers is valuable?

<p>To improve their skills in identifying savings projects for customers. (D)</p>
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What is the significance of 'bragging rights' in Quaker's competitive culture?

<p>Highly valued recognition for having the best proposal in the simulation. (D)</p>
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What is the main benefit of using the online tracking tool at GEIW&PT for customer managers?

<p>Documenting the execution and results of each project (A)</p>
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How does suppliers' experience in documenting value provided to customers influence their confidence levels?

<p>It increases their confidence in predicting future cost savings for customers (B)</p>
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What role did Quaker Chemical play in assisting the global automotive engine manufacturer?

<p>Identifying potential cost savings through process improvements (D)</p>
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How do best-practice suppliers differ from other suppliers mentioned in the text?

<p>They are willing to guarantee a certain amount of savings before a customer signs on (B)</p>
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