Name: Learn How Drees Homes is Transforming Key Business Outcomes across Home Configuration, Sales, Operations, and Finance with Oracle CPQ
Uploaded: 2025-07-24T19:31:05.161Z
Duration: 58 min 48 s
Description: Learn How Drees Homes is Transforming Key Business Outcomes across Home Configuration, Sales, Operations, and Finance with Oracle CPQ

Transcript for "Learn How Drees Homes is Transforming Key Business Outcomes across Home Configuration, Sales, Operations, and Finance with Oracle CPQ": Welcome, everyone, and thank you for attending today's webinar to learn how Drees Homes is transforming key business outcomes across home configuration sales, operations, and finance with Oracle CPQ. Before we begin, I wanted to cover a few housekeeping items. If you have technical or content related questions during the presentation, please use the q and a box, and we will address them. Closed captioning is enabled by hovering over the stage area and clicking the CC button at the bottom of the screen. To access today's resource materials, simply select the docs tab on the right hand side of your screen. All registrants will receive a link to the recording post webinar. Now I would like to introduce today's first presenter, Jeremy Trimble, vice president of construction and engineering at Argano. Jeremy, welcome. You may now begin. Alright. Thank you, Carrie. I appreciate it. Well, good afternoon, everybody. Want to do a quick introduction or excuse me. Talk about our agenda real quickly, and then I'll go through our introductions. It's a pretty simple agenda today. Nothing that's gonna be earth shattering in terms of our topics, but we we hope to provide you with a a dynamic set of information that you can take with you and and to to take next steps in what might be your CPQ journey. So we're gonna talk quickly about the industry. Drees Homes is going to present to us about their specific journey that they've been on, and we'll have a demo of our CPQ product, and then we'll talk about what the next steps are and and talk about q and a. So with that, I'm gonna take a step backwards here and introduce the team. As I said, my name is Jeremy Turnbull, vice president of construction and engineering here at Argano. I've got with me today Rahul Sharma, who is our vice president of in our customer experience area. A lot of wonderful experience that he's gonna bring to table here with our demonstration. Rachel Atkinson is joining us from Drees Homes. She is the project program manager, excuse me, in IT and for Drees and and, has a great, bit of information to share with us about their journey. And then finally, I've got Anthony Mas, who is the area vice president for construction for Oracle. And with that, Anthony, I'm gonna turn it over to you and let you give a quick industry overview, for the Oracle piece. Excellent. Thanks, Jeremy. Welcome, everyone. Happy to be here. As Jeremy mentioned, I manage our construction business for the application side of Oracle here. And, that also means home building, but also the folks that you're working with in the field, all of your specialty trade contractors, we work very extensively with. Look. I think that the big news here is that, you know, and then most of you are already aware that there's been some, you know, changes in our industry, over the last twelve, twenty four months and, you know, the trends continue. But ultimately, volume, velocity, and really pricing, have been really impacted, you know, as we continue not just coming out of what was a really hot market, but also looking at some of the dynamics that are impacting us as we take a look forward and move into '25 and '26 and beyond. And I wanted to share just a few insights that we've been trending and watching, in the news recently. And so according to US News, sales of newly built single family homes were down 13.7% from April and 60 6.3% year over year. Supplies rose to 9.8 months, and that was 10% of that was really homes that were already built and, ready to go, ready to to sell, and the remaining amount of that was already under construction. However, this more than doubles the existing family supply or, single family supply out of the market right now at four point four months. So it's certainly trending in the wrong direction. Also, the housing starts, which peaked at an annualized rate of 1,500,000 in '22, have now since retracted to 2,019 levels at an annualized rate of 1,300,000. It's still strong, but certainly trending in the wrong direction. Also, in June, the National Association of Homebuilders put out a survey which showed 37% of the builders have reduced prices by an average of 5%, and that's up from 29% in April. They do estimate, however, there's still pent up demand for single family housing, which remains at 4,500,000 units and is expected to be fulfilled through '25 through '30. I think that's the encouraging news here is while things are under pressure, things are constrained, certainly the trends are pointing in a direction that makes us all, look a little more cautiously at our market opportunities. I think the fact is there's still tremendous opportunity in the market. There's a pent up demand. Supplies are still off from what was required to fulfill really the the hungry market for The US housing and single family. So some encouraging news I think to look at there. The reality is that we're we're faced with a lot of challenges on our marketplace today, and one of those big challenges is just the labor shortage. And that's specifically noted in the construct construction industries. We have over 500,000 open requisitions for trade labor, which directly impact both the commercial and also residential markets, and it's not getting better. We've got nearly, 40% of our workforce in that space is looking to be affected by retirement by the 2030 or sorry, by the end of, yes, 2030. And, also, we've just got a tremendous amount of pressure on the new incoming resources that are looking to come into the space and not necessarily wanting to get into trade. So, I think that there's a lot of pressure there just in terms of getting enough people to do the work. Also, supply chain disruptions coming out of COVID were severely impacted. While most of that has caught up, I think that our customers are looking for new ways to, you know, leverage the labor shortage in in constant, challenges with supply chain and have better control over how we're delivering materials to the site and really expediting how they build in the field in order to increase efficiency. And look, we can't ignore the fact that the geopolitical and regulatory policies that kinda swing left to right have had significant impacts and will have, you know, I think bigger impacts over the next twelve to twenty four months, especially on those top two, the labor shortage and supply chain. We've got tighter enforcement of the immigration laws, and also we have tariffs that are putting significant strains on what was already a pretty challenging market for us here in North America. I think the the biggest thing that most people are looking at is the one on on the right there, which is the high interest rates. This continues to be the number one challenge for driving velocity in our market. It's making housing unaffordable in many cases for first time buyers, which ultimately is driving buyer preferences in new directions and putting a lot of pressure on the builders to rethink and almost reimagine what products they're putting out there that meet the right price point, that meet the right, location, and really the right constraints that the customers are looking for. And, ultimately, customers are looking for technology to help solve many of these problems, from labor shortages to even analyzing information better to put out products that they know their customers want, are ready to buy, can afford, and really drive profitability for the organization. This is where I think Oracle is in a great position to help you. We work with some of the top, home builders in our marketplace today. We provide a combination of field execution solutions for actually building the the homes in the field as well as all the back office operations. Our customers are really, a combination of on prem solutions through our JD Edwards products, which many of the top home builders are using today. And many of those builders are either looking to fully transform their operations to adapt to the new market, the challenges that are happening and and the technology that is available like AI, machine learning, and really information management. And, others are looking to incrementally sort of modernize solutions along the way. We're gonna take a look at some of those use cases today around how Drees Homes is is actually modernizing the user experience for their employees and their sales folks as well, and most importantly, their their buyers increasing that experience with them, which is driving a higher profit both at a increase in revenue from an options perspective as they look to outfit those homes as well as making sure that they're doing it in a very profitable way and understand margins at an options level. So incredible results that we're gonna be talking about here today, but Oracle's well positioned across all of our operational technology to either help you transform your entire operational business or help you modernize along the way. And finally, I think the the trend, that everybody's hearing in the market today is really around AI, and we talk about those challenges there on the previous screen. And ultimately, AI becomes a big contributor, a big helping agent in terms of how we can help you optimize and really automate many of the processes along the way. And ultimately, organizations are doing this to help their employees get more lift, make it easier for them to do their jobs, make them more efficient. But also at an agent level, we're really looking at how we help automate and orchestrate very complex processes across the organization and help get some lift at the organizational level as you continue to grow. It's all about managing that bottom line and not growing the the overall employee base at the same pace as the revenue growth of the company. And ultimately, McKinsey put out a report and out of the nearly third of the customers out there that are that are using, AI today, about 31% of the overall market is using AI at some level in the organization. 92% of them have already reported in our ROI there, and they estimate about 40% of the actual work can be touched in a positive way through AI. So I'll leave you with this message. Oracle is here to help. We've got AI that's both built in our fusion applications, and we also have the ability to provide external AI applications for customers using on prem solutions to help further extend and and customize those workflows to get efficiency out of the product. So we're happy happy to help you. We're happy to engage, and we're really excited to work with our large and, exciting growing homebuilding customers in the market today. With that, Jeremy, I'm gonna hand it back over to you. Great. Thank you, Anthony. Appreciate those those words on the industry and and certainly appreciate your partnership as we go about trying to tackle some of these challenges in the home building space. Oh, I actually hit stop sharing. So just you you need to reshare. Sorry about that. Not a problem. See if I can find the button now. Alright. Is that showing now for everyone? Anyone? Alright. So I wanna talk a little bit about who Argano is. I wanted to, many of you don't know our name yet. Right? Argano is a a fairly recent addition to the marketplace. Not new in terms of the companies that are a part of Argano, but certainly new under that brand name. So in essence, what's gone on in the last five years is Argano has brought together about 20 companies, actually a little over 20 companies now to that are best in breed or what they do and and coming in under one brand that can that can really impact the marketplace. And so in the Oracle business unit specifically, where I where I sit, we've brought in about five companies that have come together and to to really round out, our service offering in the Oracle space. So you can see there on the right, we go anywhere from strategy and consulting through implementations, kind of the bread and butter of what we do. We also have the cloud migrations, robust change management group that we've got, managed services. And so from a managed services perspective, we offer not only transition from our implementation, practices to a managed services and support area, but also if you come in, as a brand new customer, we can come in and get you some support as well. And then finally, assessments and tools. And and assessments and tools for us is something we love to provide to to all of our potential customers to to really have a chance to let them see where we think they are, in terms of of the life cycle with with their products and then how we can help them to improve. And then specifically about the the Oracle business unit, you can see there on the left hand side, we've got approximately 800 people done a multitude of implementations as we go on, continue to to see some awards for our excellence. And one area that I really want to focus on and that we're very proud of within the walls of Argano is our Net Promoter Score. And for those of you that are unfamiliar with the Net Promoter Score, it's really a measurement that indicates how willing a client that has done business with you in the past is what is to do business with you in the future. And so you look at that score and say 86, well, that's that's a great b plus average. I'm glad you guys are excited about that. That's that's not exactly how it works, so just a quick explanation. The scale goes from negative 100 to 100. So 86 actually puts us in top echelon of companies, that are that are providing services. And quite frankly, it's it's well above many of our peers in this space, and it really is near and dear to everyone at Argano to make sure that we're providing excellence in everything that we do. And, of course, I'd be remiss if I didn't at least mention that, in 2024, we were the partner of the year in the innovation category for Oracle. So not only do we strive to be the best that we can for our clients, we strive to be relevant and and very much impactful in the Oracle community. And so this is something that we've been proud of for a while and and as we, we're gonna keep touting this until the 2025, Partner of the Year Awards come out, but so, thank you to to Oracle and that partnership for for helping us make this happen. Alright. So finally, I wanna talk a little bit about the industry. Obviously, Anthony gave us some great data points as we looked at it from a from a macro level, and and we wanna look at exactly what you do from from a similar level from from a software perspective. Right? So we start in the in the far left there with customer experience or CX as you see. You know, whether that you're talking about your first touch of a client from a marketing campaign or when they first walk into your sales center, all the way through configuring a home with you and getting into contracts. That customer experience is is one of the the first and most important touch points that you have for your customers. Right? And we look at how does that then flow into the remainder of the way you do business. As we as we make our way around the bottom of the screen here, we talk about the the normal things from a home builder perspective. Setting up of your communities, looking at how you're doing your purchasing, how you're how you're setting up your lots and and your options and all of the different elements that you need to control from a home building perspective. Going then through how the construction of the home is done, obviously, there's a lot of integration there as we talked about some of the the industry leading pieces of software like hyphen build pro and things of that nature that are helping from a scheduling perspective. And then finally, growing into the finance area. This is a this is, to me, one of the most important areas, within the software. The ability to, number one, see where you've come from a reporting perspective, but but number two, and and probably more importantly to me, where you're going, that forecasting element and being able to bring in Oracle's, enterprise performance management tools to really see and forecast where you're going with the product, with your your product mix or with your new communities that you bring online, or even just managing to to where any community stands at a given point in time. From there, we we continue to up the the side there into the warranty side. This is a nice booking for for you folks, right, to make sure that as you initially touched your your your target market in the CX element, We wanna bring it full circle and and give the similar experience in warranty. Obviously, nobody wants to have warranty, claims against that. But if you do, we want them to we want you to know that you've got that same level of service surrounding your customers the whole way through. And then, of course, the one of the single most important parts that haven't even touched on yet is the land up piece. Right? None of this happens without getting a good piece of land. And and whether that's land acquisition or land development or even how you're financing it with it, if you're doing it yourself or if you're going through a land bank, we've got you covered from a solutions perspective all the way through. And as Anthony mentioned upfront, you know, we're seeing a softening of the market right now. We look at this holistically because we want to help make you efficient and effective when the market is soft so that you weather that storm, but also set you up to take advantage of the opportunities that present themselves when the market gets hot. So we look at this from a holistic perspective to make sure we've got you covered all the way through. So today, the relevant piece that we wanna talk about and where I'm gonna hand it over to Rachel here is to talk about the customer experience section, specifically the CPQ element and how Drees is using that CPQ tool to really drive them forward. Rachel? Alright. Thank you. So for those of you that don't know, Drees Homes started in 1928, and we're headquartered in Fort Mitchell, Kentucky. We currently build in 11 metro areas and the newest being San Antonio. So, actually, sorry. Gotta skip screen. There we go. So we primarily build single family homes, but we also do patio, condo, townhome, and paired villas. We currently build mostly built to orders, but we also do plenty of market homes, and we really try to flex with what the market needs. With that, a lot of our focus, which I think is pretty much industry wide, is a lot on efficiency and how we are currently using our systems. And we saw a big gap in the last year, with our our sales process. So we have been really honed in on how we are going to make that more efficient, by also but encouraging our customers to continue to make their dream home. So we really want them to be continue to make custom options. And through the that time, while we we built a lot of custom applications, five, at least in total, that all go into our sales process, which led to a lot of issues that we were having. Our sales teams were going to different programs, but that also just led to a lot of inefficiency getting the con not getting the contract in front of our customers fast enough. So we went into this this year knowing we needed to have that goal of making it as efficient as possible, being able to make all of those custom options that we are used to providing to our customers, but making it seamless, and quicker. And I'll really eliminating a lot of, you know, data entry that we are currently doing, and keeping everything in one place in a real system of truth. So that's kind of where we've led into what we are going over today, which is the CPQ. So we really wanted to reduce our, our contract process and automate as much as possible. Our pillars and our company are Oracle, so for JDE and then Salesforce for CRM. Our sales team lives in Salesforce. They're going through creating our customers, so we wanted them to feel really like they were in that system moving all the way through and not having to jump to a bunch of other systems. So I'm gonna jump to this next screen where you can kinda see the different systems that we're trying to replace with the CPQ. So we have our home design management, portfolio, contract management, market home management, and even our CDR process. So all of those would lead, our sales team to different applications, which we were just getting out developed on. They didn't work as well with our current JD, and they didn't work as well with our Salesforce. We really wanted to bring those all together, and that's where we landed with Oracle CPQ and Argano. I mean, what we saw was able to really focus in on that UI to to make it as easy as possible for our our sales team, but knowing a customer sitting over their shoulder seeing every piece of it as well. We wanted it to be visually appealing, but also really easy to understand as they're walking through, each piece of that process. So on this next slide, you can see really the key functionalities that we were looking to cover, on this journey. A big piece is the configuration. So it's that walking through, you're sitting down with your customer. They're they're coming in from different ways. Maybe they only know their neighborhood. Maybe they only know their plan. Maybe they have a lot in mind and need to go through that whole process. Or maybe a market managers building out a home that they need from a market managers or from a market home perspective. All of those needed to be entry points into our contract manager and quoting that system. So we were covering a lot of that. We wanted to be visually appealing here and this as well because our sales team, we wanna make it as easy as possible and assist them they know. They know Salesforce. A lot of that is geared to what you're what you'll see in some of these demos, coming forward as well. And then as I kinda touched is the integration piece was a huge part for us because we wanted everything to go back into JD and make sense, all the way through. I think your cancels, your transfers, anything that's out of the norm even for a normal contract, you're picking your options. But then you have those those custom requests that come through that we really try to meet for our customers. We do tens and thousands of these custom design requests every year, and we wanna make sure that process gets back in into the contracts to eliminate extra documents that are being processed through our customer. So with those integrations, again, is Salesforce for our CRM, JDE. And then you also see here on Envision. So getting to our design center was also extremely important to us. They wanna know did they choose that those extra bump outs and they need, you know, extra windows, anything of that nature that gets suited to the design team to make those selections. But then also what's getting back sent back to our sales team to see what our customers did choose in that design center. Obviously, DocuSign for any of the legal signatures that need to happen, and then really any of the extra back end pieces. So everyone that needs access to that contract can be able to see, make an internal approvals on them as needed, and we can keep a lot out of our customer's hand where they are seeing just that final contract or only addendums that are needed versus a lot of the other background noise that might come to a customer. We wanted to keep it as seamless as possible, but also having that audit for us to really see that approval process. And then on this last slide, you'll see let's see. There it goes. There it goes. So for this last, you'll see some, of those key parts that I mentioned on the visual appearance. We really wanted a lot of photos, you know, being able to see your renderings, being able to see all your elevations, being able to see your floor plan, the map to choose your location, and knowing again, knowing that customer can see all of that as as our sales team is walking through. Choosing their lot, choosing their plan, their elevation, and tying that all back into Salesforce to make it make sense for our customer and having that whole customer journey, within the systems is just really key for us moving forward. So with that, I'm gonna hand it back over to Raul to kinda go through that demo. Thank you, Rachel. I am I did stop sharing. That's that's fine. I'm gonna share my screen anyways. But, thank you for that, Rachel. So, as Jeremy mentioned, so I'm the vice president of Oracle CS application. So I'm gonna go through a demo instance that we have that we are using for, building this home builder demo. So let me share my screen. While I bring up my screen, you guys should be able to ask any questions. Go ahead and in the q and a section if you have any questions throughout the whole process. Just go ahead and, just submit this question, and one of us will answer on there. So what you see right now is a CBQ screen. This is basically where you have all your contracts that you're working on with a customer. I have one that's already created, in the, the sense of time. We'll open that. What we see is it's one of the words that you hear a lot of as well is Redwood and AI enablement. So Oracle has this Redwood UI which enables a lot of embedded AI within it, and we'll kinda see some of these, today on this demo. It allows you to, kind of the way it's structured is makes it very, sensible for a user and and makes it more predictable as to what you're doing in the whole process. What we see here is the transaction detail. This is just the high level page of, of the contract header, where you if you were syncing it from a CRM, Rachel's point, they have a CRM that integrates with CPQ. We can bring all that customer information, the buyer information into the the transaction that we see here. So we're starting from CPQ, so we are already defaulting some of the values in here. What we'll do is we'll go and start configuring the home. Right now, I don't have anything selected, so I'm gonna go and say I'm gonna add a home configuration. This is, this piece is taking me into the c piece of CPQ, which is the configuration. So it's configured price quote to CPQ. So this is where we configure. So we're gonna go ahead. You'll see a chevron on top, where it says it'll take me through steps, different steps, of of what I wanna do. From the first attribute that I see, let's say you wanted to pick Houston or Denver as your area. If I pick Houston, you will see that there's a bunch of different communities that are available. But if I went with Denver, I'm gonna see different set of communities that are available. So we'll go with Brighton Crossing, and we'll go hit next. What it does is CPQ is a rule engine. Right? It allows you to add rules in the system so that the user, the salesperson that's working on it, is not just sitting there and guessing what to do next, or what to pick. The system will do that for you. It's almost like a guided selling where the system's guiding you through the whole process. You might have a new sales rep that joined your company, and the system will kind of ask them questions. And they will just answer those, and it will guide them to what the right selection needs to be. So once we kinda pick our, area and community, next is to pick a plan. And you will see on top here, as when I pick certain things, this description keeps extending and adding everything that I'm doing so that as a user, when you come back to this transaction, you don't have to figure out what that what, transaction you're on. It's it's right in front of you. We'll scroll down, and you will see that Brighton Crossing is already selected because that's what I said in the first page. We'll scroll down more, and you'll see there's plans and elevations. And there's images down below with it. So community plans for that particular Brighton Crossing, there's about four plans that are available, and each plan has certain sort of elevations with it. You'll see the plan view shows up down below, and then elevation shows up down below, the images and stuff. We'll go ahead and say I want an elevation b, and you'll see the image is real time rendering it. Again, these images can be pulled from any document management system that you use. It could be from Box, SharePoint, any any other system that you have out there where you manage all these marketing, assets, that you might be showing on your own website. Like, Drees Homes does it on their, website. So you can pull all of those. You're not maintaining images at different places. It's all just coming from the same source of proof. We'll say it's b, but I also wanna show if we go with the vintage plan, you will see that elevation a is not available. So system, again, is smart enough to make those differentiations as to based on the plan that you're picking, what are the elevations available? You don't wanna go ahead and pick a, and by the end, you finish whole thing, and then you realize all the system or there's an error in your downstream ERP that, hey. We cannot build elevation a on plan b. Right? So systems, again, doing that for you from Lou's perspective. We'll say we wanted the first plan, and we'll keep this, elevation. As we scroll down, you'll see there is a list of information that we see. This is the foundational data that we pull from your ERP in in areas of Drees Homes. We're pulling it from JD Edwards from e one. So this is how they have set up the lots, the addresses, the plan, what neighborhood it belongs to. It is narrowing it down to this number of, list of, options that I have as a user. There are a bunch of different filters that I can filter on as well. If I wanted to filter based on a specific plan, I can do that, and it will only bring those records. I can filter based on elevation, or I can filter based on, you know, what is this, square feet minimum versus maximum. And these are just few filters that we have added. You can add any number of filters. There's really the this tool is so flexible that you can just configure it the way, you use it today, all the filters that you might need. We'll scroll down, and I'll show you a couple of features within it. Now this list could be huge. Right? There's about, I would say, 51 records in this. And, again, this is a demo and since it's all dummy data, but we have about 51 records. I don't wanna go through all of them. I know the customer is looking for, a lot that has a private car. So I'm gonna go ahead and say type private yard and hit enter, you will see that I have about 12 records that show up. And this extensive search is just doing it throughout the whole table. There are comments that tells a private yard. There's some that is large private yard. So this search is, you know, it doesn't matter what the, upper case or lower case of the, value is. It just searches throughout the whole dataset. So quickly bringing you exactly what you're looking for. So you don't have to go search one by one. Right? I'm gonna go ahead and remove that, and we'll go back to the search that we have. You will see that some of them already have a price. Some of them already have a lot. That means they have available lot and plan on it. I'm gonna go ahead and pick the first one. And once I pick the first one, I am pretty much done with what lot I want, what address I am gonna have, and all that stuff. So I'm gonna go ahead and hit next. At this point, we have done the plan. We have done we have configured the home, and you will see on top now we have the community. We have the plan that we're doing. We have the elevation, and we have the address. Like I said, this is gonna keep extending as and when we select certain things. It's just giving more information to your sales rep to know what they're really working on. Now we're on the sales options, section. Here again, you'll see on also on top, you'll see the total of the, what is the total right now? Running total. Right? It's real time. In this table, you will see that certain things are already selected because they are included as part of your, selections that you did. So extended porch is part of the plan that you picked. That's why it's $0. You can go ahead and add any comments that you would want. Again, these anything that you do here, any comments that you add, they flow all the way down to Oracle, down down to your ERP system, whether it's, ERP cloud or whatever ERP you're using. It will flow all the way down so that if you wanted to use this for downstream purposes, you could. It will have all of the information there. I can go ahead and add another say I wanna add a covered patio as well. I'll go ahead and add that, and you will see that it's it's adding that. And also my price went up because I'm adding the $44,500 worth of, covered patio. I'm same piece here. If this list was a huge list, you could go ahead and do a search, and you will you can figure it out and find what you're exactly looking for from a customer perspective. We'll scroll down a little, and this is just another variation of what you can do within CPQ. There is a three d visualization that you can add, on top of what you're doing. So there are, customers out there that have, that use that use a three d visualization in terms of, Drees Homes trees homes. They are using, a two d, map. That map allows them to see where are the homes that are available, what are the lots that are available. They can pick from that, and they allow that doing that, for their soldiers. Here, this is a real time, two d, three d area where I can go ahead and pick. I want the siding to be red. Once I pick that, you will see that the siding has changed to red. And as and when we are making these changes, it is capturing all of that information. So when you're showing it to the customer and picking all these options, you don't have to go back into the system and not go and figure out and type everything. It's doing it right away and keeping track of all of the changes that you're doing. Once I'm good with my sales options, I'm gonna go and hit next. And now we're going to the design center options. So, usually, design center options comes after the fact. You don't really and and there's a different you know, you have you might have a designer that might come in and do it. But I'm just for the demo purposes, I wanna show all the features that we have. Here are the way design center options is set up, and I'll show you a couple options in there. The first option is this is set by, by each room that you have in the plan that you pick. There's a primary bedroom. There is a bathroom, kitchen, living room, all of those different areas. So you can pick your design center options by room. And I'll show an option after that, which is not by room, but it's just an open ended you can just add any design center options that you like. I'll scroll down. You will see there's a summary of your base price. This was the $4,500 of sales option porch that we added. And then the other options is zero because we haven't picked anything yet. From the primary bedroom, we'll say we wanna do some electricals. I wanna add recessed light. And I will say I need four of these. I will make that change, and you will see that I have, the presenter option is updating it as I'm doing stuff. Also, if I scroll more, there's comments. If there were certain things I wanted to mention, I can enter it here. In for example, if you wanted to add an an outlet, you could select that and add a comment saying which wall it needs to go, so that you you have all the information in here and the people who are gonna actually do the work and build it, they can see it and understand what their the customer is actually looking for. Once I'm done with primary bedroom, I will just kind of close that. There is bathroom. Within bathroom, you'll see our plumbing, and then I have electricals, two different options. If I have electricals, I can pick certain options if I wanted plumbing. Again, the system is smart enough to know based on all of this is based on the data that we receive, the foundational data, that we receive from your, downstream ERP. And that's how we are, classifying them where it should show up. In the bathroom, I'm gonna go ahead and say I wanted to add, a a sync. We'll do this. And you'll see as of when I add those links, images show up. Again, this is just for demo purposes, but you could have a link that when I click on it, it will take you to Kohler site, any of the suppliers that you might have, and wanna give some more information. You can do that as well. I'm gonna go ahead and say I wanna try pizza as well, and that can show up. So, again, you can show as many options as you want. Images, PDFs, even a YouTube video, wanna show certain things that the user might wanna look at, you can do that as well. I'm gonna go ahead and say the bathroom's done and same process. Right? We're not we're not gonna do all of these. But, again, within kitchen, you might have appliances. You have electricals. You have plumbing. Bunch of different stuff that you can pick from. Scroll down to living room, same thing. You can do it by room, like I said, or in the next option, we'll see how you can do it. Here, again, just a different option, a three d visualization just showing you once you select certain things, it will kinda start updating it. If you didn't like certain things in this situation, let's say I wanted to change my backsplash to a different color, I can go and change that. And I wanna have that. Now while you're doing these changes, again, CBQ is keeping track of all that for you. And, you don't have to go and add a part number for it. CBQ already knows what part number you're looking for and item number you're looking for. So once I'm done with all of these as well, I'm gonna hit next. And like I said, we're still on design center, but I wanted to show a different flavor of it. Now this time, we're not doing it by rooms. This time, we're doing it by all the options. So now there's a huge list. There's about 49 items that I have. I can filter them either by option name or option code. If your some of your sales reps have been working for a long time, they exactly know what option you're looking for. They can just type it in and search, and it will show up. Or you can go by category. Now I'm actually looking for appliances, and I'm looking within appliances, I wanna look for all the gas lines that I have. You will see the number reduces quickly, and I only I only see two options right here. One is 2399. One is 2599. So, again, just a different way of looking at it. You might have a particular way that some of your users use it. We can allow both of these options in c v two. I'm gonna say we're done with all of our configuration, and I'm gonna add everything that I did to my transaction. At this point, I'm coming back to the contract. Now the contract's not done yet because I have the item. You will see it's k one single design. I can open that, and I will open this whole piece. And you will see I see everything that I've done so far. This was the siding red that we we picked. There was a trim white that was there. There's by bedroom, you can see each of these options that are in there in the bedroom we picked. The electrical recessed lighting of full quantity, all that all of those options kinda show up Within the bathroom, we have some plumbing stuff. And, again, we can show description as well. All of that is showing here. You can apply discounts. Now you can apply a discount either based on an option, or you can apply it at the header level as well. You wanna apply a 5% discount on the entire house, you can do that as well. Within the discount type, you can do a percentage off, you can do an amount off, or you can override the price. Instead of $6.87, you just wanna make it $6.80. You can do that as well. You can pick all these options and and kinda move forward. There are approvals in the system, workflows. So if you gave a discount, somebody needs to look at it. You can submit this through an approval process where, it will trigger an approval to your manager, and they can approve it either based on marginal, based on discounts, or even based on price. There might be a house that you're selling for over a million dollars, and we can put those thresholds in the system that you can, have them pass through approvals. So that's kind of the pricing and products perspective. The way we send this once you're ready for submitting a contract is you will submit there'll be an action called submit action, and all of these data will go to your downstream ERP. In in case of Drees Homes, we're sending all of the option codes and all of the item numbers and everything else that they need with the price and everything down to JD Edwards. And they're able to submit and create that contract in JD Edwards. There are multiple other options you'll see. There's deposits. You can capture deposits as well in CPQ. There is one that is already added. There's an earnest money deposit that is due on the thirty first. The amount you're paying by check, there's multiple options again. You can pay by check. You can pay by ACH. You can add some notes, and you know that it's scheduled. There is another deposit that that I'm adding is locked hold. If I wanted to add another one, you could add another one just by adding one more row. Right? And then I can go ahead and say I wanted to add another deposit, which is all of these different options, option deposit, custom option deposit. So, again, very flexible and scalable in terms of what type of deposits do you wanna add. You can add them here. We'll go ahead and delete these two. We don't need them. And we'll delete. There's bunch of different options on financial calculators. You wanna do a loan loan calculation. So there's data again. If you have the data, what's the percentage again? That's not the interest rate right now. So, but we get all this data of wherever you're saving that and you wanna have make it easier for your sales rep to give some options to your customers. You can do that as well. Shows the monthly payment based on what the interest rate is. If you scroll down, there's bunch of different options you can change here. There's a 20% down payment. You can change the interest rate based on whatever it is you wanna add an HOA, what the customer's gonna have. So all of this information drives the table that we see up here. And then you can pick one, and it can be added to your contract as well for the user. Approvals we talked about. Like I mentioned, you can have this go through approvals. If I open the status, you will see this transaction has already had gone through approval approval, and the manager has rejected it. So it keeps track of everything as well. When was it sent? Did somebody approve it or reject it? All of that is also tracked within the system. So you don't have to worry about those email approvals going back and forth. Everything's tracked in the system. There's contingency. Again, you can add, stuff around contingency. If I add one, you'll forward it. You'll see the expiration date. Did did you provide the documentation? Is it a contingency? All of those different options you have available that you can pick from. Is that what is the reason for contingency? Right? You can pick all of those as well. Go ahead and delete that since we don't need that. And then the last piece I'll talk about is kind of the proposal here. Once you're done with all of the changes that you've done, everything's done, based on what the customer is looking for, you have an option to drag and drop from your desktop. You can put certain marketing materials, certain materials or documents that you wanna add on top of what the system's recommending. You'll have a recipient name. That's my name here. But you also see that there's an area set of, documents that were pulled up. Because we picked Brighton Crossing in Denver, these are the documents that need to go with it. You'll also see there was a document for an HOA for Brighton Crossing. If I had picked a different Houston location with a different community, this set of documents will be completely different. And here it says that these are all optional, so I can go ahead and select these if I wanted to, whatever I wanna include in it. And we can make them mandatory as well that some of these are mandatory that needs to be in your contract. We can make them mandatory as well. And once you're done with all of these, you have this information. You can send it to DocuSign. Since there's a demo and since it's not integrated with it, but this is where you can request esignature, and it will send the document, the whole PDF, and it'll append every single document that you selected or the system has selected for you, and it will send to this particular email and request a signature. Once it goes to that, recipient, they can sign, and send it back, to the sales user that is on this particular transaction, and it'll update the quote that it's signed and ready. The moment it is signed, we send all of this information down to Oracle JD Edwards for g zones, and whatever ERP you might have, and it kinda follows. After this, the process is all around change orders and and change scenarios and transfers. Everything happens within the same transaction in CPQ, keeping track of everything you're doing. Alright. I'm gonna stop sharing, and I will hand it back to Jeremy. Oh, actually, I'll take this slide, and then I'll hand it back to Jeremy. Jeremy, just I'll take two minutes on this one. So this one just kind of for the future, right, what are we focusing on after having CPQ? What are the changes that GEES is looking to see, from their perspective, growth and acquisition? We know this industry, within the home builders that it's you know, you are acquiring other companies as well and how easy it is to kinda bring them onto the system that you're using. It's scalable. It's flexible. It it allows you to be to have a real time data all the time, access to it. To to, Rachel's point, you will have a customer sitting next to the salesperson. So we're enhancing that buyer experience. Right? You can also, in the future, make it to the point where you can open up this CPQ, site to your customers to at least start configuring and sending you, information about it. All that is available as well. And then, it helps you make those decisions quickly. And then lastly, just kind of the accurate and timely financial reporting. There's a lot of stuff around, hey. What are we reading? What's the real margin on this? Right? We are capturing all of that and sending all that data to your either your Power BI or any of the reporting tool, so you can run reports on it and make your forecasting and and budgeting accordingly. So thanks everyone. Jeremy, it's all you. Great. Thank you, Rahul. Excellent job. We are going to get into our q and a section. There are a number of questions posted during the presentation, so I'm gonna just go through and read that and facilitate to, who will be able to answer those questions. So first question that came in, came in, says, can solution be used as a by a sales agent or end customer through a website? Rahul, do you wanna talk to the future of that one? Yeah. Yeah. It can remark to early on earlier point that I made. Yeah. It could be for both. So you can have a salesperson do it, but you can also open it up for your, end customer. We can allow what the end customer sees. We don't wanna show every single thing to them, even around the pricing and stuff. Right? You might wanna just show the high level pricing. We can hide and show and allow them to see and view certain things. And once they kinda configure it, they can, say, request a quote or a contract that can trigger an email to your internal salesperson, and then who can, take that and kinda move forward. So at least they have a lead and opportunity, from the customer. Thanks, Rahul. Next one is, is this tied to, or excuse me. The next one is, who does the rendering portion of this from creative to connection to the system? The rendering portion of this from creative yeah. The rendering portions, again, there are tools that are available out there, that come with it. A lot of times, it's also the marketing team that you're working in your company that might have. In terms of Drees Homes, they have a team. Rachel and her team are the ones kinda doing the renderings and and and we are just bringing them into CPT. Thanks. Next one is, is this tied to automatic ACH process where where it sends directly to the customer for deposits or for the the contracting piece? It does. It is automatic. It can connect automatically to ACH. There are areas where I know a lot of home builders don't take credit cards, but there are also credit card options. ACH, we can integrate with whatever the banking, option you have. Great. Thank you. What is the source for the financial calculator data? So the source for that data is, we are maintaining it in CPQ just for our demo, but we have had customers that they have a system that they use, where they maintain that, and we can integrate with that and that data feeds into CPQ. And we can allow those, the calculator to happen. And then the calculator that we showed, again, that's just a demo, but we can build it in a way that, functions for you and works for you. Thank you. Next is a two parter. What JD Edwards module or modules does this pull data from? And second part of that is, has Argano built out a similar integration with any other ERPs? Rachel, do you wanna explain for your Drees? I I want you to add to what how you guys are doing and what modules we're taking from JD Edwards. Yeah. I mean, for us, it's, obviously I mean, I'm trying to think of what it's not pulling from. I think that they're we're pulling over a lot of our information from JD. I'm like I'm like, what not pulling over? I was like, it's really, I mean, every bit of information from the JD side is coming over. So for us, we wanted, as much as available as possible. And I think there was a question also of what you can and turn off, for customers. There was also a lot of rules around that that we can decide what options are actually sent and what are not, what is going to be visible to the sales team. And then as in the future, it's also what is gonna be available, if we when if and when we take this online, because that is a a goal of ours. And I think it's as a as an industry, that's a very big focus as being able to purchase your home online. This is definitely a foundation to that in our eyes and where we're going. So we wanna be able to have all those options, but, you know, as we said, being able to show certain pricing and all of those rules that come into that place. That foundation would still be in JDE and what we're exposing out that way. Right. Yeah. And and exactly. Yeah. That's why we're at least to add that. That's what we're doing at Drees. The foundation of the data remains in JDE Works. That's where you maintain it. CPQ is just using that, and and whatever you wanna expose can be used in CPQ, whether it's rules, whether it's, configuration stuff, anything around it. And then the second part to your question around has Argano built out a similar integration. Yes. We and then we have done this over and over. CPQ Oracle CPQ is tool agnostic. So whether it's JD Edwards, whether it's Oracle EBS, whether it's Oracle Fusion Cloud, CPQ integrates with that, and we've done all of those integrations in the past. Yeah. So just to expand upon that too though, Rahul, in terms of the home building industry though, JDE is is one of the first that we've done this too, and we're currently working on, an instance of the the Oracle Fusion Cloud as well. So, those are the two that are in play at the moment. But as Raul said, we've done it countless other times and countless other industries to multiple different systems. Yep. Alright. Very good. Is this integrated into Salesforce? Can Oracle CPQ be embedded back into Salesforce? It is integrated with Salesforce. Good question. And, like Rachel mentioned, and I'll I'll ask her to answer a little bit on that too. But so CPQ sits as an iframe within Salesforce, and that's what we're doing at GIS. To our point, they wanted they were already using Salesforce as a CRM. But CBG sits in it so that from a user experience, my salesperson, they're not really going to two different systems. They only want one. Basically, you wanna add anything else to it. Yeah. But and I think from a data perspective, we're trying to keep all of our customer information, you know, as a lead and where they're coming from as an opportunity. And then we're taking that into the CPQ all within that same kind of screen. And then what information there we are sending back information back to our opportunity in Salesforce so that we can kind of keep all that information in one place so we then have history reporting all of that that comes with, those integrations back and forth. Yeah. And, Jeremy, I think we missed one of the questions in between those two, the the rules. It's great. Doug had a question. Are there rules controlling the availability of options depending on section selections of other options? How complex? Yeah. So that one, again, like I mentioned earlier, CPQ is a rule engine. We do all the inclusions, exclusions, interdependencies. If I will give you a couple examples. So an example where, you have, recessed lighting that I picked, we can have a rule on it where in a room, you can only have them in pairs. So you can have two or four or six. You can put that. If the user put a quantity of one, it will throw an error message that you can't have it according to one. Other things are you can if you pick a, a gas range, as an option, so those options are designed as an option, CPU can force you to pick a hood with it because you can't really have a gas range without a hood. So that's another kind of, making sure that you pick the right options as well. So all of those are possible within CPQ. Great. Thanks, Rahul. There was a question here. Did you say that they can change the visual and the changes will then update the CPQ? That is correct. Yes. So, an example with even for Drees Homes, they have a map that shows what lots available, what lot is not available. And then when you pick that, we can, on the back end in CPQ, select all those options automatically So you don't the user doesn't have to go and pick everything again. In my op in my demo that I was doing, that's what it was. We were picking siding and stuff, at the back end. CVQ was kind of capturing all that, for you. Great. Last question I see here is the product information management, such as physical assets, spec levels, etcetera, stored in ERP, or do you use separate for the PIM? It is all stored, in your PIN, in ERP. Even forgeries, for others, all your foundational data, again, from whether it's it's the assets, whether it's, specs, anything around that is all, in ERP, and we use that in CPQ. So anytime you make any changes or additions or removing certain items, your options, you wanna kind of, remove them because they're not available anymore. All that happens in ERP. We get that data, and then we don't show or show items based on that data in the CPU. Right. I think that's a a very important point. Right? We we in our integration perspective, we wanna make sure that there's a single point of entry a, and b, we wanna keep that single source of the truth and then certainly utilize what's already built. We don't want to manufacture and duplicate things one way or the other. We wanna make sure that we're being as efficient and effective as we pass data back and forth so that the correct proper operations can be done in the proper system and the results end up where they should end up. So Right. Yep. Alright. So that's the last question I see on the q and a. There seems to let me see if there's anything on the chat that we need to address as well. I think you covered I've got them all. Yep. What's that? I think you've covered all of them. Thanks so much. Excellent. Folks, we are about three and a half minutes from the end of our presentation here. So, hopefully, if you hopefully, all the questions that that needed to be answered were answered. If not, I do want to go ahead and let you know here as I advance the the slide, that we are here to answer your questions. Right? I would love to hear from you. If you've got something specific that you you wanna follow-up on and we can get you information on this, please reach out. Secondarily, any of the pieces that we talked about from an industry perspective, I would be happy to answer any questions that you have from that regard. Anything from a CX perspective, Rahul, Alex can absolutely dive deep into that. Please please take note of our information and and reach out to us. And then certainly, I spoke earlier on in the process about, assessments and using tool sets to look at what you've got, going on. We were we are absolutely 100% interested in coming alongside you, doing a quick assessment for you so that you can see where you are, what the future may hold for you, and then start to to go down that road together to see what we can we can create for you. So at any point, if you're interested in any of those things, please feel free to reach out to any one of us. We will gladly answer any and all questions that you folks have. Any other last minute questions? We do have a couple minutes. If not, we will, say thank you very much, and, I believe that Carrie will come on here momentarily to close us out. Thank you, Jeremy. That will conclude our webinar session for today. Again, to learn more about Argano and our home builder solution offerings, please visit the docs tab on the platform to access our latest race resources. If you have any questions about today's webinar, feel free to reach out to our contacts listed into in the contact us slide. Special thanks goes to Rachel Atkinson and Anthony Masse for presenting with us today. I also want to thank everyone for your time, and we hope you join us for future webinars. Have a great day.