SAPC BAIO 004 Master Presentation Sales

18
8/20/2019 SAPC BAIO 004 Master Presentation Sales http://slidepdf.com/reader/full/sapc-baio-004-master-presentation-sales 1/18 SAP Business All-in-One Solutions for Midsize Enterprise  An Introduction to the new Approach CSE Portfolio and Operations

Transcript of SAPC BAIO 004 Master Presentation Sales

Page 1: SAPC BAIO 004 Master Presentation Sales

8/20/2019 SAPC BAIO 004 Master Presentation Sales

http://slidepdf.com/reader/full/sapc-baio-004-master-presentation-sales 1/18

SAP Business All-in-One Solutions

for Midsize Enterprise An Introduction to the new Approach

CSE Portfolio and Operations

Page 2: SAPC BAIO 004 Master Presentation Sales

8/20/2019 SAPC BAIO 004 Master Presentation Sales

http://slidepdf.com/reader/full/sapc-baio-004-master-presentation-sales 2/18

Lesson Overview Diagram

How can SAP usiness All!in!One Solutions support Sales

SAP usiness All In One Solutions" An introduction to the new Approach

#idsi$e Enterprises% A Challenge% An Opportunit&

'hat are SAP usiness All!in!One Solutions

Page 3: SAPC BAIO 004 Master Presentation Sales

8/20/2019 SAPC BAIO 004 Master Presentation Sales

http://slidepdf.com/reader/full/sapc-baio-004-master-presentation-sales 3/18

How midsize enterprises perceive SAP

SAP)s solutions are too *ig and co+ple, -o.erill for a +idsi$e enterprise 

SAP is too e,pensi.e ris&

Implementation

Ongoing operations

SAP taes too long to i+ple+ent 1 reuires

too +an& resources

SAP)s solutions are onl& for *iginternational co+panies

Page 4: SAPC BAIO 004 Master Presentation Sales

8/20/2019 SAPC BAIO 004 Master Presentation Sales

http://slidepdf.com/reader/full/sapc-baio-004-master-presentation-sales 4/18

!e c!aracteristics of midsize enterprises are

c!allenging

#idsi$e enterprises 4

 Are .er& +uch e,posed to +aret pressures for 5ow

Prices% Speed and High 6ualit&

5ac of speed and high costs of i+ple+entations are

the +aor *arriers to proper E8P in.est+ent

9he& cannot afford length& i+ple+entations or +aor

usiness Process 8eengineering e,ercises:

9he& need lower ;<irst Cost= of s&ste+s

 At the sa+e ti+e #ediu+ si$ed co+panies are

de+anding Software technolog& and s&ste+s

architecture ust ad.anced as those eno&ed *&larger co+panies% *ut within +ore afforda*le

sche+as:

Page 5: SAPC BAIO 004 Master Presentation Sales

8/20/2019 SAPC BAIO 004 Master Presentation Sales

http://slidepdf.com/reader/full/sapc-baio-004-master-presentation-sales 5/18

!e c!aracteristics of midsize enterprises are

c!allenging

#idsi$e enterprises 4 ?on@t differentiate *etween software and

i+ple+entation

Ha.e s+all I9 *udgets

eed uic 1 tangi*le *enefits

?e+and high ualit& solution indi.iduall& tailored to

their needs

8euire industr&!specific solutions

Ha.e li+ited proect resources

 Are worried a*out long and painful i+ple+entations

eed a solution that can grow with their *usiness

Influenced *& their networ Breco++endations

Page 6: SAPC BAIO 004 Master Presentation Sales

8/20/2019 SAPC BAIO 004 Master Presentation Sales

http://slidepdf.com/reader/full/sapc-baio-004-master-presentation-sales 6/18

E8P +aret leader  9he safest choice

reat functionalit&

High ualit&

ood industr& solutions

'e will ne.er outgrow it

Fehicle for introducing *est *usiness

practices

Fer& strong references

ood for +& career 

However" SAP is also perceived #

Jim ShepherdSenior Vice President, Research FellowAMR Research @ FKOM 2!

Page 7: SAPC BAIO 004 Master Presentation Sales

8/20/2019 SAPC BAIO 004 Master Presentation Sales

http://slidepdf.com/reader/full/sapc-baio-004-master-presentation-sales 7/18

"arge #$sinesses %&,' (mplo)ees*  2 M (mplo)ees %&+ o- .otal*  /!0 # I. Spending %1 o- .otal*  0 to 1 3A4R

$%&' Million

(irms

)**&+,

./'"$00

(irms

)0&%,

12"000

(irms

)0&0.,

Mid5Si6ed #$sinesses %&5 (mplo)ees*  & M (mplo)ees %&7 o- .otal*  /2+ # I. Spending %2 o- .otal*   to& 3A4R

Small #$sinesses %&5 (mplo)ees*  7 M (mplo)ees %8! o- .otal*  /02&# I. Spending %0& o- .otal*  &0 to&1 3A4R

!e SME Opportunit3 is now larger  t!an t!e Enterprise

4nderstanding t!e 5ustomer Base

Page 8: SAPC BAIO 004 Master Presentation Sales

8/20/2019 SAPC BAIO 004 Master Presentation Sales

http://slidepdf.com/reader/full/sapc-baio-004-master-presentation-sales 8/18

Lesson Overview Diagram

How can SAP usiness All!in!One Solutions support Sales

SAP usiness All In One Solutions" An introduction to the new Approach

#idsi$e Enterprises% A Challenge% An Opportunit&

'hat are SAP usiness All!in!One Solutions

Page 9: SAPC BAIO 004 Master Presentation Sales

8/20/2019 SAPC BAIO 004 Master Presentation Sales

http://slidepdf.com/reader/full/sapc-baio-004-master-presentation-sales 9/18

SAP Business All-in-One Solutions - Overview

SAP E6P  7ndustr3 (unctionalit3 Built-in

SAP Best Practices  7ndustr3 Processes Built-in

7mplementation Services  )Pac8aged 7mplementation E9perience Built-in

SA"(S

9 MARK(.I:4

ASAP (ocus Approac!  Safe" Predicta:le" Afforda:le

SAP All-in-One Solution

Page 10: SAPC BAIO 004 Master Presentation Sales

8/20/2019 SAPC BAIO 004 Master Presentation Sales

http://slidepdf.com/reader/full/sapc-baio-004-master-presentation-sales 10/18

ransform Selling ; 7mplementation

Approac!es

;;;, #l$eprint, Reali6ation, ;;;

Different ever3 time

;;;, Reali6ation, ;;;

<olume :usiness

#l$eprintSAP #est Practices

'Ser<ice Pac=ages

'ASAP Foc$s

SM( Sol$tion 3enter 

.raditional ASAP

Sell So-tware

Sell Ser<ices

>emo So-tware

Joint sellSo-tware 9 Ser<ices

Protot)pe demo

>elta re?$irements 9Pre5Proect acti<ities

.raditional "arge (nterprises As= model

SAP #$siness All5in5One Sol$tions Midsi6e (nterprises .ell or >esigned model#$ilt5in (Bpertise

Follow5on C

ASAP Foc$s Methodolog)

Design

Page 11: SAPC BAIO 004 Master Presentation Sales

8/20/2019 SAPC BAIO 004 Master Presentation Sales

http://slidepdf.com/reader/full/sapc-baio-004-master-presentation-sales 11/18

SAP Best Practices

Installation

 Auto+ated installationprocedure

uilding locs

Personali$ation AssistantB8apid Protot&ping

>oc$mentation

Scenario description

End user docu+entation

Installation uide

Configuration uide

?ata +igration sheets

9raining +aterial

Documentation 5D Dith E$siness doc$mentation,technical doc$mentation,doc$mentation templatesand con<ersion -orms

Deliver3

Pre5con-ig$ration

Configuration Settings

usiness Configuration Sets

#aster ?ata

9est cases

Print for+s

Kser roles

S3stem add-on .he Add5On contains all necessar)elements that are needed -or theinstallationprocess o- #est Practices

Deliver3

Page 12: SAPC BAIO 004 Master Presentation Sales

8/20/2019 SAPC BAIO 004 Master Presentation Sales

http://slidepdf.com/reader/full/sapc-baio-004-master-presentation-sales 12/18

!e 7mplementation Service Pac8age =

Proect Management

>elta Re?$irements Dor=shops

Implementation o- de-ined scope

.echnical installation o- s)stem

(nd ser training

(nd $ser >oc$mentation

Prede-ined sheets -or data migration

Prede-ined Forms 9 Printo$ts

4o5"i<e S$pport

(BampleImplementation scope

Ser.ices included for the *ase i+ple+entation

offering are nown:

9he effort reuired for the i+ple+entation are

esti+ated and priced: S'/Ser.ices ratio J"J

Pro.ide transparenc& of ser.ices to *e deli.ered:

Page 13: SAPC BAIO 004 Master Presentation Sales

8/20/2019 SAPC BAIO 004 Master Presentation Sales

http://slidepdf.com/reader/full/sapc-baio-004-master-presentation-sales 13/18

ASAP (ocus Met!odolog3 > Safe& Predicta:le&

Afforda:le&

(<al$ation Roadmap

6ualif& Prospect to the Solution Brather than 6ualif& Solution to Prospect ?e+o using custo+er specific protot&pe

Identif& 1 ?esign ?elta reuire+ents

et Custo+er started *efore the proect startsL

Implementation Roadmap et people read& instead of getting the solution read&

Earl& focus on custo+er data readiness 1 Change #anage+ent

/

+

Built-in Positioning ; 7mplementation Met!ods

Page 14: SAPC BAIO 004 Master Presentation Sales

8/20/2019 SAPC BAIO 004 Master Presentation Sales

http://slidepdf.com/reader/full/sapc-baio-004-master-presentation-sales 14/18

Page 15: SAPC BAIO 004 Master Presentation Sales

8/20/2019 SAPC BAIO 004 Master Presentation Sales

http://slidepdf.com/reader/full/sapc-baio-004-master-presentation-sales 15/18

Lesson Overview Diagram

How can SAP usiness All!in!One Solutions support Sales

SAP usiness All In One Solutions" An introduction to the new Approach

#idsi$e Enterprises% A Challenge% An Opportunit&

'hat are SAP usiness All!in!One Solutions

Page 16: SAPC BAIO 004 Master Presentation Sales

8/20/2019 SAPC BAIO 004 Master Presentation Sales

http://slidepdf.com/reader/full/sapc-baio-004-master-presentation-sales 16/18

!e <alue Proposition to ?O4

8apid 9i+e to FalueJ2!J3 wees

5ower Costs Afforda*le: J"J 8atio

8apid Protot&pe;'hat &ou see is what &ou get=

Predicta*le

Pro.en 1 8elia*leSafe: 9ested solution

Custo+er for 5ifeS+ooth o!5i.e

<le,i*le Incre+ental Approach

Safe& Predicta:le& Afforda:le&

Page 17: SAPC BAIO 004 Master Presentation Sales

8/20/2019 SAPC BAIO 004 Master Presentation Sales

http://slidepdf.com/reader/full/sapc-baio-004-master-presentation-sales 17/18

!e <alue Proposition to ?O46 54SOME6

Pro.ide custo+ers a highl& ualit& product

tailored to their needs and in a low price

I+ple+entation starts al+ost fro+ first contact

with the custo+er 

8educe the uantit& of surprises encounteredduring i+ple+entation phase

9he a*ilit& to show the custo+er the solution .er&

earl& allows hi+ to .iew the desired to *e

situation and +ae co+parisons against the as is

9he ser.ices included help clients in *oth le.els"

@?oing the right thing) and @?oing the thing right)

Page 18: SAPC BAIO 004 Master Presentation Sales

8/20/2019 SAPC BAIO 004 Master Presentation Sales

http://slidepdf.com/reader/full/sapc-baio-004-master-presentation-sales 18/18

Sophia Ersi <ilatou

CSE Portfolio and Operations

 ASAP <ocus #ail*o,

5ontact