PSL2_EN_Col54_FV_Show.pdf

5/24/2018 PSL2_EN_Col54_FV_Show.pdf

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PLS2 PreparingServices for

Packaged Solutions

Services Enablement Training

PSL2 Creating your Creating your Implementation ServicePackage for All-in-One packages using the ASAP Focusmethodology


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SAP AG 2006

Copyright

Copyright 2006 SAP AG. All rights reserved.

No part of this publication may be reproduced or transmitted inany form or for any purpose without the express permission ofSAP AG. The information contained herein may be changedwithout prior notice.


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SAP AG 2006

Agenda PSL2

Discussion0:3017:3017:00

041Presentation on approach for success (Sales &Consulting).

What is changing?0:4517:0016:15

042Effort, Costing, target pricing, Packaging.Consulting part of the customer presentation.

Service Packages: Effort &Pricing considerations

0:3016:1515:45

Break0:1515:4515:30

060Why productization. What is it? Tour of the

major accelerators and how to localize them.

Creating Service Packages1:3015:3014:00

054Training required for a consulting organizationpersonnel; Know the solution, know SAP BP,know the approach, know the tools, Skillsrequired.

Enabling your organizationdelivery personnel

0:3014:0013:30

Lunch1:0013:3012:30

063Evaluation & Implementation RoadmapOverview, no exercises.

ASAP Focus methodology1:1512:3011:15

Break0:1511:1511:00

002What is SAP's approach for ME; A consulting

organization perspective. What are All-in-Onepackages. The Midsize enterprises, SAPpositioning and SAP Approach.

Midsize Enterprise All-in-One

package

1:1511:009:45

001Show a scenario of what selling an All-in-Onepackage looks like when you are fully enabled.

Executive Pitch0:309:459:15

Welcome & Introduction0:159:159:00

IDMessageTheme and TitleEndStart

Creating Implementation Service Package for All-in-one packages & ASAP Focus methodology


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SAP AG 2006

Disclaimer

These materials are subject to change without notice. Thesematerials are provided by SAP AG and its affiliated companies("SAP Group") for informational purposes only, withoutrepresentation or warranty of any kind, and SAP Group shall notbe liable for errors or omissions with respect to the materials. Theonly warranties for SAP Group products and services are thosethat are set forth in the express warranty statementsaccompanying such products and services, if any. Nothing hereinshould be construed as constituting an additional warranty.

Any effort shown in these Presentations only constitute anestimate of the efforts needed to implement the packaged solutionand shall act as a guidance only for the pre-sales/sales/Consultingpreparation. Exact figures will need to be calculated based oneach individual customer engagement"


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002

SAP All-in-One packagesfor Midsize Enterprise

Safe, Predictable & AffordableImplementations

Field ServicesSolution Management


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SAP AG 2006, SAP Field Services, Solution Management / 2

Objectives

At the end of this presentation you will:

Understand the characteristics of midsize enterprises

Know why midsize enterprises are so important to SAP

Understand All-in-One packages & Consulting approachtowards midsize enterprises

What should be your Service Packages to thoseenterprises


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0

20,000

40,000

60,000

80,000

100,000

120,000

140,000

1992 1996 2000 2004 2008

Estimation

Annual Report

150.000

26.150

SAP Must Reach 150,000 customers by 2010

SAP Customers

This time this is not an option for SAP It is a Must-Win!


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Understanding the Customer Base

Large Businesses (1,000+ Employees)

200 M Employees (18% of Total) $503 B IT Spending (49% of Total) 3 to 4% CAGR

78.3 Million

Firms

(99.2%)

613,700Firms

(0.8%)

45,000

Firms

(0.06%)

The SME Opportunity is now largerthan the Enterprise

Mid-Sized Businesses (100-999 Employees) 190 M Employees (17% of Total)

$208 B IT Spending (20% of Total) 9 to10% CAGR

Small Businesses (1-99 Employees)

700 M Employees (65% of Total)

$321B IT Spending (31% of Total) 13 to14% CAGR


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Traditional

Enterprise VendorsTake on software that was designedfor the large firms that is verycomplex, expensive and risky.Very real possibility of being a failedimplementation thatbusts their TCO

budget, never meets expectationsand whose ongoing opportunity costsincludes business criticalinvestments: e.g. plant, equipment,personnel.

Midsize enterprises face the same problems andchallenges as large enterprises in their industry

, but when they look to acquire and implement enterprise software they have foundthemselves dealing with three poor market choicesthat fail to meet their uniquebuying, deployment and using criteria:

Do Nothing

(Estimated by AMR to beabout 50% - 70%)

Do nothing and hobble along withinefficient processes and antiquatedor partial systems thatmake future

growth difficultat best andput thebusiness at riskas it fails to meetcustomer demand.

ERP

Small Business or

Niche ApplicationVendors

Stretch the capabilities and scalabilityofsoftwarethat was reallydesignedfor small businesses or niche

business processes. Face futurebusiness disruption as the solutionsfail to adapt and scale to support agrowing, sophisticated business

1 2 3

Buying and deploying an enterprise software solution should

NOT be perceived as being highly risky.


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How midsize enterprises perceive SAP

SAPs solutions are too big andcomplex overkill for a midsizeenterprise

SAP is too expensive = risky

Implementation

Ongoing operations

SAP takes too long to implement &requires too many resources

SAPs solutions are only for biginternational companies


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The characteristics of midsize enterprises are challenging

Midsize enterprises

Dont differentiate between software andimplementation

Have small IT budgets

Need quick & tangible benefits

Demand high quality solution individually tailored

to their needs Require industry-specific solutions

Have limited project resources

Are worried about long and painful implementations

Need a solution that can grow with their business

Influenced by their network (recommendations)


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ERP market leader

The safest choice

Great functionality

High quality

Good industry solutions

We will never outgrow it

Vehicle for introducing best business practices

Very strong references

Good for my career

However, SAP is also perceived

Jim ShepherdSenior Vice President, Research Fellow

AMR Research @ FKOM 2005


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Perception Change Required !


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ASAP Focus Methodology

Midsize Enterprises, A Challenge, An

Opportunity

SAP All-in-One packages

Value & Benefits


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SAP All-in-One package - Overview

mySAP ERPIndustry Functionality Built-in

SAP Best PracticesIndustry Processes Built-in

Implementation Services(Packaged) Implementation Experience Built-in

SAL

ES

& MARKETING

ASAP Focus ApproachSafe, Predictable, Affordable

SAP All-in-One package


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Goals of an All-in-One package

Winning New Names

The main Focus is winningnew customerswithout an existing SAP

Footprint, based on mySAP ERP.Volume business.

The All-in-One package offered ispre-determinedto address the requiredCore Processes allowing the new customer to generate immediate value

InMidsize enterprises

Low Risk, Ease of Use and Fast Implementation

Usingtested pre-configured solutions localized fromSAP Best Practices;Solution is proven and low risk.

Competitivedefined A la carte pricingfor the whole Solution (SW,Services). Services are packaged. Target of $1 Consulting = $1 Software list.

Fast delivery based onASAP Focus Methodologyin 12-14 weeks

Repeatability to Ensure Profitability

Speed up Sales Processes externally with clearly defined and articulatedSolution Offers and internally withupfront agreed cross LOB offers

Better profits withrepeated deliveriesbased on new roadmap, preferablywith dedicated team.

Base entry pointinto new customers (Controlled up sell potential pick &

choose -Follow on projects)


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Transform Selling & Implementation Approaches

..., Blueprint, Realization, ...

Different every time

..., Realization, ...

Volume business

BlueprintSAP Best Practices

+Service Packages

+

ASAP Focus

SME Solution Center

Traditional ASAP

Sell Software

Sell Services

Demo Software

Joint sellSoftware & Services

Prototype demo

Delta requirements &Pre-Project activities

Traditional: Large Enterprises : Ask model

All-in-One packages: Midsize Enterprises : Tell or Designed model: Built-in Expertise

Follow-on


Design


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SAL

ES

& MARKETING




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What are SAP Best Practices?

Time Risk

Pragmaticmethodology

Proven

pre-configuration

Extensive

documentation

SAPBest Practices

Cost

Extensive pre configuration to set upa) the complete system landscape

b) end-to-end business scenarios

Detailed documentation on settings &processes

Clear Installation methodology:comprehensible step-by-step approach

Components

SAP Best Practices arethesound foundationfor packaged ready-to-

use business solutions

SAP Best Practicescover well-provenbusiness scenarios

that help to exploit thepotentials ofmySAP

Business Suite

Flexiblebuilding blocktechnologyenablesyou to implement and

adapt your solution in a

very flexible way


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Evolution of SAP Best Practices

Preconfigured Systems

Configuration TransportTest Catalog for Master DataFast InstallationFast Installationlittle Flexibilitylittle Flexibility(New Customers,(New Customers,empty Systems)empty Systems)

Industry specific Best Practices

TechnicalAdd-onMaster Data replicated (Backend)

Role based approach

More Flexibility, Adaptation toMore Flexibility, Adaptation to

existing (Backend)existing (Backend)--SystemsSystems

Cross IndustryBest Practices

End 2000

Building BlocksTechnical Add-onRole based approach

High Flexibility, Adaptation toHigh Flexibility, Adaptation to

existing (R/3) Solutionsexisting (R/3) Solutions

Best Practices formySAP All in OneSince Dec 2002

How to combineUsabilityandRe-usability?

New Technical Design

Separation Content TechnicalFramework

OneStep Installation

High Flexibility, Fast InstallationHigh Flexibility, Fast Installation

SAP BestPractices2005

First DeliveryQ4/1997

First Prototypes1995/1996

First Customer Project1998


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SAP Best Practices

Installation

Automated installationprocedure

Building Blocks

Personalization Assistant(Rapid Prototyping)

Documentation

Scenario description

End user documen-

tation

Installation Guide

Configuration Guide

Data migration sheets

Training material

Documentation CD

With business documentation,technical documentation,documentation templatesand conversion forms

Delivery

Pre-configuration

Configuration Settings

Business Configuration Sets

Master Data

Test cases

Print forms

User roles

System add-on

The Add-On contains allnecessary elements that areneeded for the installationprocess of Best Practices

Delivery


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SAL

ES

& MARKETING




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Systematically reuse business andimplementation content into SAP

service offerings to improve time tovalue and to minimize TCO for ourcustomers

Enable ecosystem by deliveringpremium project management,

quality assurance and specialist

product services

Partner Enablement

SAP Field Services Supporting the Transformation

Open up new and protect existingmarkets for SAP by delivering thestrategic reference projects which

prove SAP solution success

Create References

Service Productization


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Service Productization: Built-in Expertise

Most consultants carry material in his personal tool box to make himmore efficient

This material is your consulting organization Intellectual capital

Productization is the process of gathering and documenting thatIntellectual property to make it available to all your personnel

This is capitalizing on your experience and providing your customer withBuilt-in experience.

69% of the partsare the same

Efficiency: Systematic re-use

across employees &across solutions

Quality: Unprecedented level

of qualitySpeed: Shorter time to

market andscalability


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Goals for Service Packages

Service

Packages

VolumeBusiness

Affordable

Fastdelivery

Low Risk

Built-inDeliveryExpertise

Repeatablefor

Profitability


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Midsize Enterprises: Fixed Price Implementation

Safe Do not put my enterprise at risk

Minimal disruption to my operations

Easy transition to the new system

Predictable

I need to know how it will happen

I need you to prove it to me before we start

Affordable

I will decide what we can afford. I need to know up front withcertainty.

I need visibility into the services Im buying


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Without Implementation Package!

How much will theimplementation project

cost?

Well It depends.


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Implementation Service Package: What does it depend on?

Success Factors for Service Packages = Built-in Expertise

Solution scope is pre-determined (Viable solution for target market)

The assumptions are known and documented

All the necessary content for an efficient delivery is already created

The deliverables are complete and fully documented Many components are re-used

The services are pre-determined, documented and packaged

Tested to assure quality and reduce the risks

Has a prescribed implementation roadmap. ASAP Focus Methodology(12-14 weeks)

Value proposition with initial selling price for the implementation knownand communicated. Ratio 1:1 Software:Implementation

Delivered by a team trained on its prescribed delivery and solutioncontent

Collection of defined services at a set pricetodeliver in a prescribedmannerapre-determined, pre-tested and pre-documented SAP solution.


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With Implementation Package!


cost?

For the Solution scopeyou saw and based on thefollowing assumptions, it

will cost 150.

Th I l t ti S i P k


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The Implementation Service Package :

Services included for the

base implementation offering

are known.

The effort required for the

implementation areestimated and priced.

Provide transparency of

services to be delivered.

Project Management

Delta Requirements Workshops

Implementation of defined scope

Technical installation of system

End User training

End user Documentation

Predefined sheets for data migration

Predefined Forms & Printouts

Go-Live Support

Exampleimplementation scope

Additi l S i P k


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Additional Service Packages

Additional service packages offered A la carte Solution Scope

BI, Portal for the Basic offering

Services

Data Cleaning, Chart of Account adaptation,

End-User training, Change management,

Interface development, After Go-Live support,

Examples Data migration services,

Training / Education

Financing

Hosting Offshore-delivery

Wh S i P k A l t


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Why Service Packages A la carte

Your key differentiator in the market

Potential for up-selling

Can address major risks

Demonstrate your expertise to deliver successfully

Transparency

be prepared : There must be the right amount of services A la carte

If you have too much, it may feel like a car salesmen !!!

In other words, the base offer should be complete in itself.

Solution & Services Deliverables


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Solution & Services Deliverables

As a result of the service packaging effort, you have capturedand documented your solution and services deliverables asaccelerators.

This is your company expertise built-in.

Your Built-in Implementation Expertise

Consulting Team


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Consulting Team

Dedicated Implementation TeamKnowledgeable of Solution scope

Speaks the customers language

Trained on SAP Best Practices installations

Trained on ASAP Focus Methodology

Understands and use pre-populated

accelerators

Believing they can do it!

Repeat makes better

Selling Services

Know the service packages offerings and

underlying assumptions

Speak the industry language

Understand the different value message

Position Follow-on projects

Value of Service Packages


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Value of Service Packages

69% of the parts

are the same

Service Productization

=Capitalize on your experience,

Provide Built-in delivery

expertise

Customer Satisfaction

Enhanced quality

Increased speed of implementation

High transparency and predictability of

outcome and costs

Scalability

Run many more smaller projects

Reduces need for expert resources -> Canstaff projects from a broader resource

base Can be leveraged across a large and

global customer base

Fast and easy transferability to ecosystem(essential for volume business)

Efficiency Faster to deliver value; re-use of content,

repeated prescribed delivery

Reduced need for expert resources;improve margins through lower cost of

delivery


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Opportunity


Value & Benefits



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SALES

& MARKETING



Traditional Implementation Approach


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Traditional Implementation Approach

The traditional ASAP approach means We design the solution with the customer

We deliver an Engineered to Order solution

Engineered to Order solutions are more risky (especially in FixedPrice Projects)

So, Consulting is mitigating the risk by adding Time buffers orcontingencies

This is not viable for midsize enterprises Too expensive

No deal!

SAP Best Practices


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SAP Best Practices

SAP Best Practices bring Built-in Industry expertise Documented, Configured, Tested

The only implementation option is still using ASAP

Accelerated with SAP Best Practices

BUT

Doing a blueprint with the Customer is still a customized solution!

This is not ideal for midsize enterprises Still too expensive

No deal!

We need a new Implementation approach designed for All-in-Onepackagesto demonstrate Built-in Implementation expertise

ASAP Focus Methodology Safe. Predictable. Affordable.


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gy

Evaluation Roadmap Qualify Prospect to the Solution (rather than Qualify Solution to Prospect)

Demo using customer specific prototype

Identify & Design Delta requirements

Get Customer started before the project starts!

Implementation Roadmap Get people ready instead of getting the solution ready

Early focus on customer data readiness & Change Management

1

2

Built-in Positioning & Implementation Methods

A Different Type of Accelerators


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yp

Above & beyond standardroadmap accelerators, yourService and solution dependent

content is linked in theroadmap.

This is your personalization ofthe Roadmap.

ASAP Focus brings you at theright moment the populatedaccelerators embedded in theRoadmaps.


Our DNA (January 2004)


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( y )

Global Sales Organization Mid-market initiative from Sales

GBU-/GPU- based existing packaged solutions

AIP (USA) Strong content for delivery support

End user training covered

SAP Best Practices SMB BU owned

Continuous heavy investment

Good industry & solution content

With support from partners

APA Best Practices for mySAP ERP Innovative Sales approach (Laptop, ...)

Netherlands initiative

Nordics LA initiative

Switzerland Best Practices Sound industry expertise

Latin America - Local Accounts Program

UK initiative ...

SAPConsultingS

ervicePackages

formidsizeenterprise

s

Experience Rollin; January 2005


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y

Project Managers

Services Select (USA) Max-Value (SAP-SI)

Eastern Europe Australia New-Zealand

UK-ERP Steeb

Latin-America Greece

RoadmapsImprovements

Country Contentas starting

points

SAP ASAP Focus Methodology


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Plan project

Build projectcharter

Set upImplementationstandards andprocedures

Execute kick-off

System setup(DEV&QA)

Productionhardwareinstallation

Quality check:Projectpreparation

Monitor liveenvironment

Close open

issues

Start long termsupport plan

Quality check: GoLive

Project closing

Refine cutoverplans

Establish long

term support plan

Train end users

Create & staffhelp desk

Systemmanagement

Execute cutover

Quality check:Final preparation

Start ofproduction

Realization Final

PreparationGo Live &

Support

Present solution/implementationapproach

Validatecustomer fit

Set expectationswith customer

Create ProposalDocument

Review and

submit proposal

Review datarequirements anddata cleansing

planTrain projectteam

PrepareOrganizationalChangemanagement

Set up project

teamenvironment

Decide systemlandscape andInstall hardware

Order SAP BP

Presentprototype system

Assess data

complexity

Identify Deltarequirements

Design Deltasolution

Get customer tosign off blueprint

with DeltaFinalizeStatement ofwork

Evaluation Pre-Project

ActivitiesDelta

Requirements

Evaluation Roadmap Implementation Roadmap

Validateorganizationalconfiguration

Validate businessprocesses

Realize deltarequirements

Conductorganizationalchangemanagement

Planning forproductionsupport andcutover

Run Integration &acceptance test

Plan end user

trainingInternal review

time

Go-Live

Projectkick-offStart

ProjectPreparation

Customerqualified

Contractsignature

SAP ASAP Focus Methodology - Evaluation


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Joint Selling Approach


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1. Qualification,define entry point

ERPASAP

All-in-One

package(Focus)B1

BusSuiteASAP

Qualification of prospect and the right entry point are crucial

Position the vision, but sell value now (with a All-in-One package)and position follow-on projects

WYSIWYG to overcome perceptions (e.g. demo prototype)

Up sell, but in a controlled fashion. Do not price yourself out ofthe market!

2.Cont

rolled

Upsel

l

Joint Selling Approach


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Sell YOUR Industry experience; It lends a lot of credibility to thepre-determined solution

Midsize enterprises dont differentiate between software andimplementation

Sales & Consulting have to jointly approach the customer

Position the new Implementation approach

Questions and facts to steer your thought process


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Qualification Criteria: Does the pre-determined solution cover

enough of the customers needs

Will the customers culture allow and be ableto cope with rapid change

Willingness to focus on critical functionality

Is the organizational scope at the customerfeasible

Positioning with Customer: Emphasize quick returns within a focused

project scope

Position multi-phase implementation

approach, incremental Limited investment budget & can achieve

quick ROI

SAP ASAP Focus Methodology - Implementation


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3 Key Components of Implementations


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Migration tools tested Started pre-project Can be supported with

backoffice specialists

Get the

peopleready

Focus forConsultants

Get the

system

ready

Commodity

Mostly done inWeek 1

Get the

dataready

Reducing Implementation Timeline & Costs


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Pre-Determined scope, alreadydocumented in blueprint andtested

Predictable Price and Timeline Minimal Delta Blueprint

SAP Best Practices Get system readyLeverage existing Industryknowledge base

Pre-Project Activities Early Customer involvement.Reduced TCO & risk for Customer

Tactic Impact

Dedicated team Continuous improvement = QualityEfficiency gain = + Profits

Bring a lot of value efficientlyRe-use experience!

Solution & ServicesAccelerators Pre-Filled

ASAP Focus Methodology Maximize value of SAP BP

Get data readyGet people ready

Suggested Initial Approach


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Sell Vertical (industry)

Using SAP Best Practices

References are key

First Implementation Horizontal Quick ROI

Using SAP Best Practices

Service Packages


AVEX Production


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Opportunity


Value & Benefits

Consulting Organizations Benefits


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SafeExpertise built-in

PredictablePre-determined scope &Methods

AffordableSME Solution Center

Repeatable &Profitable

Increased Win rateCustomer for Life

Volume business

SME Solution Center


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What is it?

A regional organization to scale SAPs and partners

capabilities to effectively serve midsize enterprise customers

This is accomplished by:

developing localized SAP All-in-One packages

enabling the creation of qualified mySAP All-in-One partnersolutions

actively involving and supporting partners

creating a global network for leveraging midsizeenterprise solutions

What does an SME Solution Center Package Together to ServeCustomers and to Enable Partner Development?


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Partner

Packaging

SALES

& MARKETING



Implementation PackageImplementation Experience Built-in


Customer

Customer Benefits


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Rapid Time to ValueProven & Reliable

Safe

Lower CostsAffordable

Rapid PrototypeWhat you see is what you getPredictable

Smooth Go-Live

Flexible IncrementalApproach



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SALE

S

& MARKETING



Next Step: When will you have a PRICED Service Packages?

When Can You Demonstrate : Safe, Predictable &Affordable?


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cost?


will cost 150.


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002

Midsize EnterpriseAll-in-one Packages

Safe, Predictable & Affordable

Implementations

Field ServicesSolution Management

Disclaimer


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These materials are subject to change without notice. Thesematerials are provided by SAP AG and its affiliated companies("SAP Group") for informational purposes only, withoutrepresentation or warranty of any kind, and SAP Group shall notbe liable for errors or omissions with respect to the materials.

The only warranties for SAP Group products and services arethose that are set forth in the express warranty statementsaccompanying such products and services, if any. Nothingherein should be construed as constituting an additionalwarranty.

Any effort shown in these Presentations only constitute anestimate of the efforts needed to implement the All-in-One

package and shall act as a guidance only for the pre-sales/sales/Consulting preparation. Exact figures will need to becalculated based on each individual customer engagement"


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ASAP FocusMethodology

Evaluation & Implementation Roadmaps

SAP Field Services

Solution Management

063

Objectives


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At the end of this presentation you will:

Understand the major activities and accelerators of theRoadmap

Know the differences between the ASAP FocusMethodology and the traditional ASAP ImplementationMethodology


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1. Background and Evolution

3. Implementation Roadmap

4. Benefits

2. Evaluation Roadmap

5. Conclusions and Impact to Consulting

All-in-One package - Overview


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SALE

S

& MARKETING


SAP All-in-one package


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Why are SAP Best Practices not enough?


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SAP Best Practices are a set of documented

pre-configured

tested

business processes that are

tailored to the customers industry

a starting point for the customers implementation

SAP Best Practices are a set of configurationtools, not an implementation methodology.SAP Best Practices are great ingredients, butwithout information on how to cook.

Why is ASAP not enough?


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The traditional ASAP approach assumes that Blueprinting is a major activity (effort driver)

in projects

designs the complete solution specifically for ONEcustomer

means we accommodate all customer requirements in thefirst implementation step

ASAP is an implementation methodology, butdoesnt fit a midsize enterprise requirements orusing SAP Best Practices as Built-in Industryexpertise.ASAP is a cookbook without ingredients.

Why do we need a specific methodology?


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The midsize enterprise requires more rapid implementations with a tight budget

fast ROI

involving less resources

Therefore SAP needs a specific methodology, that

is using SAP Best Practices as major ingredients

is simplifying and speeding up the implementation

is more focused than ASAP for quicker ROI

considers solution-specific content

Provide a specific methodology to implement apre-determined solution in a midsize enterprise.Provide a specific cookbook with the customer sfavorite recipes, and also provide the ingredients.

Our DNA (December 2003)


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Global Sales Organization Mid-market initiative from Sales

GBU-/GPU- based existing Solution Packages

AIP (USA) Strong content for delivery support

End user training covered

SAP Best Practices SMB BU owned

Continuous heavy investment

Good industry & solution content

With support from partners

APA Best Practices for mySAP ERP Innovative Sales approach (Laptop, ...)

Netherlands initiative

Nordics LA initiative

Switzerland Best Practices

Sound industry expertise Focused on IM&C

Latin America - Local Accounts Program

UK initiative ...

SAPCon

sultingSe

rvicePac

kages

for

midsizee

nterprises

Experience Rollin; January 2005


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Project Managers

Services Select (USA) Max-Value (SAP-SI)

Eastern Europe Australia New-Zealand

UK-ERP Steeb

Latin-America Greece

RoadmapsImprovements

Country Contentas starting

points

ASAP Focus Methodology Safe. Predictable. Affordable.

Evaluation Roadmap1


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Evaluation Roadmap

Qualify Prospect to the Solution (rather than Qualify Solution to Prospect)

Identify & Design Delta requirements

Get Customer started before the project starts!

Implementation Roadmap

Get people ready instead of getting the solution ready

Early focus on customer data readiness & Change Management

1

2

Built-in Positioning & Implementation Methods

SAP ASAP Focus Methodology

Evaluation Roadmap Implementation Roadmap


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Plan project

Build projectcharter

Set upImplementationstandards andprocedures

Execute kick-off

System setup(DEV&QA)

Productionhardwareinstallation

Quality check:Projectpreparation

Monitor liveenvironment

Close openissues

Start long termsupport plan

Quality check: GoLive

Project closing

Refine cutoverplans

Establish longterm support plan

Train end users

Create & staffhelp desk

Systemmanagement

Execute cutover

Quality check:Final preparation

Start ofproduction

Realization Final

PreparationGo Live &

Support

Present solution/implementationapproach

Validatecustomer fit

Set expectationswith customer

Create ProposalDocument

Review andsubmit proposal

Review datarequirements anddata cleansingplan

Train projectteam

PrepareOrganizationalChangemanagement

Set up projectteamenvironment

Decide systemlandscape andInstall hardware

Order SAP BP

Presentprototype system

Assess data

complexityIdentify Deltarequirements

Design Deltasolution

Get customer tosign off blueprintwith Delta

FinalizeStatement ofwork

Evaluation Pre-Project

ActivitiesDelta

Requirements

p p p

Validateorganizationalconfiguration

Validate businessprocesses

Realize deltarequirements

Conductorganizationalchangemanagement

Planning forproductionsupport andcutover

Run Integration &acceptance test

Plan end usertraining

Internal review

time

Go-Live


ProjectPreparation

Customerqualified

Contractsignature

What Happened to the Blueprint?

Blueprinting is the cornerstone of a Customer specific solution


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Blueprinting is the cornerstone of a Customer specific solution(ETO)

Blueprinting is a major effort driver in projects

Since you are positioning a pre-determined solution, you createits blueprintonceduring the localization instead of on everyproject

It is your going-in position with the customer

So we took the blueprinting phase out of the project

However, as NO solution can match exactly the customersrequirements

We identify and design delta requirements during the Evaluation, butlimit them to a minimum

A Different Type of Accelerators


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As a result of the packagingeffort, you have captured anddocumented your companyexpertise in the accelerators.

This is your personalization ofthe Roadmap.

ASAP Focus brings you at the

right moment the populatedaccelerators embedded in theRoadmaps.


Roadmap: Packaging Your All-in-One Package


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4. Benefits




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SAP ASAP Focus Methodology - Evaluation


81/251



82/251

Roadmap: A Closer Look Evaluation Phase


83/251


Delta Requirements Phase: Key Activities

Blueprint

Project Preparation

Delta Reqirements

Pre-Aproject

Best Practices


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Define delta requirements and confirm scopeAssess data complexityDesign solution for delta requirements

Consultant

Align resources for delta requirements sessionsDocument Must have delta requirementsSigns Blueprint

Customer

Sell Pre-Determined solutionCreate and submit final proposal

Sales/CEM/PM

ResponsibilitiesRole

-10 -5 0 5 10 15

Go Live & Support

Final Preparation

Realization

Blueprint


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4. Benefits



SAP ASAP Focus Methodology - Implementation


87/251


3 Key Components of Implementations

Commodity

M tl d i


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Migration tools tested Started pre-project Can be supported with

backoffice specialistsGet the

peopleready

Focus forConsultants

Get the

system

ready

Mostly done inWeek 1

Get the

data

ready

Project Preparation Phase : Roles & Accelerators

Final Prepa ration

Realization

Project Prepar ation


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0 2 4 6 8 10 12 14 16

Go Live & Support

Final Prepa ration

Input to project charterAgree on project standardsDEV & QA setup

Customer

Ensure availability of scheduled resourcesDefine and agree on project standardsRefine Project Charter (Plan, Scope, Organization, etc.) & ScheduleEnsure installation of DEV & QA infrastructureOrganize and run Kickoff meeting

Project Manager

Install pre-determined solution, tools and documentation

Attend internal kick-off meeting

Consultant


Realization Phase : Roles & Accelerators

Final Prepa ration

Realization



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0 2 4 6 8 10 12 14 16

Go Live & Support

Adapt / document Business Process Procedures (BPPs)Approve data migration / interface testsPrepare and run integration testsPrepare training and conduct organizational change management

Customer

Plan End-user trainingManage project, scope, delta-realization and sign-off process

Assist in Organizational Change Management activitiesPlan for cutover activities

Project Manager

Refine organizational structure and validate global settings

Run business process validation workshops and adjust systemDevelop possible delta solutionsTest and review migration programsAssist customer with integration testing

Consultant


Final Preparation Phase : Roles & Accelerators

Final Prepa ration

Realization



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0 2 4 6 8 10 12 14 16

Go Live & Support

Perform final cut-over steps, data loads and manual data entryDeliver end-user trainingConfirm production readinessSet up Help Desk & support group

Customer

Manage issue resolutionSupport cutover execution, plan for long-term supportVerify organization readinessManage sign-off process

Project Manager

Ensure solution readinessConduct system testsSupport customer with migrations

Consultant


Go Live & Support Phase : Roles & Accelerators

Final Preparation

Realization

Project Preparation


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0 2 4 6 8 10 12 14 16

Go Live & Support

Monitors transaction accuracyConfirm project closureContinue change management

Customer

Open Issues resolutionManage transition to ongoing supportObtain final sign-off and close project

Project Manager

Open Issues resolutionProvide Go Live support

Consultant



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4. Benefits




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Value for Sales & CEMs

Dedicated roadmap for Sales & CEMs


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Supporting qualification checklist ( customer fit)Pre-defined roles & responsibilities, deliverables and timelines forclear customer expectation setting

Proven & Reliable approach (Increased level of comfort for CEMbecause of tested solution, transparency of implementation, earlycustomer expectation management, )

WYSIWYG approach increases solution transparency

Time savings through

pre-filled accelerators : Proposal incl. Project plan, SOW, Solution

Scope (Blueprint) Tools for costing, pricing, effort and skills

Value for Project Managers

Earliest engagement in the project (Evaluation Phase) closing gap

between Sales and Consulting


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between Sales and Consulting

Project Plan is pre-defined

Specific guidance on key risk areas (e.g. change management, Deltarequirements, Change request handling / Scope control)

Known risks are already mitigated by the approach itself (WYSIWYG,signed blueprint, focus on data migration & user readiness, repetitionmakes better, )

Checklists adjusted to midsize enterprise requirements & solutioncontent (e.g. data migration risks, phase completion)

Short & targeted methodology (100 - 150 steps; ASAP ~1300)

Early customer expectation setting:

Scope defined and agreed upon before project start Change order process positioned in the sales phase

Change Management is positioned in the sales phase

Value for Consultants

Core configuration is already done


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(Boring) documentation is already done

Dont have to go through endless blueprinting discussions

SAP Best Practices have industry knowledge built in

Consultants are driving the project being focused more on thebusiness than on technical aspects, advising the customer and

supporting the customer to get ready

Customer Benefits

Rapid Time to Value


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Rapid Time to ValueProven & Reliable

Safe

Lower CostsAffordable

Rapid PrototypeWhat you see is what you get

Predictable

Smooth Go-Live

Flexible IncrementalApproach


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4. Benefits



Transform To ASAP Focus methodology

ASAP Implementation Roadmap SAP Focus methodology


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Users documentation is developed bykey users

SAP Project team members are

product (modules) oriented

Business scenarios are configured fromscratch during realization phase

No use of Prototype

BPML is set up after blueprintcompletion

Business blueprint is defined duringproject implementation

First Business design, then technicalimplementation

Roadmap starts after contract sign

Users documentation is predefined

SAP Project team members are

industry oriented

Business scenarios are mapped withcustomers business procedures

Use of Prototype

Business Process Master List ispredefined

Business Blueprint is predefined andsigned before the project starts

Business and technical implementationat the same time

Sales cycle has its own Roadmap

From Engineer-to-Order to Assemble-to-Order


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102/251

ASAP FocusMethodology

Implementation & Evaluation Roadmaps

SAP Field Services

Strategy & Solution Management

063


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054

SAP All-in-One Packages

for Midsize EnterprisesEnabling your Consulting Personnel

SAP Field Services

Solution Management

Purpose of this presentation


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The purpose of this presentation is

To provide an overview of the knowledge and skills yourconsultants and project managers need to successfully

deliver A1 Packages

To show how SAP supports that and where to findadditional information or help


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1. Introduction

3. Solution Content

5. Soft Skills

2. Business/Industry Knowledge

4. A1 Package Approach

6. Summary / Example


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Required Areas of knowledge

Soft Skills


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Business Industry KnowledgeBusiness model, Processes, Typical pain points

Solution ContentSystem: Processes/Functionality, Integration, Configuration

SAP Best Practices Content: Processes & Deliverables; Used ToolsAdditional Services: e.g. OCM, BI starter pack, hosting

A new implementation approachSAP ASAP Focus Methodology & Accelerators

Details vary by target group: Consultants, Project Managers, Consulting Sales(CEMs/CSMs)


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109/251


110/251

Solution content is split into 3 areas of knowledge

1. Generalist knowledge about the ERP System

Overview of Processes/Functionality

Process Integration is key knowledge (OTC PTP etc)


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Process Integration is key knowledge (OTC, PTP, etc)

Configuration is lower priority

2. Your (predetermined) Solution Content SAP Best Practices

Processes & Deliverables

Used Tools

3. Additional (Packaged) Services

OCM

Data Migration options

Hosting

mySAP All-in-One Training for Solution Consultants

ERP020 2 hours

Level 1 Solution Consultant Curriculum in Detail (e-learnings available on thePartnerEdge Portal channel.sap.com)

SAP SMB 6 hours


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ERP001 4 hours

ManagementEmpowered by mySAPERP

NW001 8 hours

Technology Solutions

Powered by SAPNetWeaver

ERP020 2 hours

ManagementEmpowered by mySAPERP Financials

ERP030 2 hours

ManagementEmpowered by mySAPERP HCM

ERP040 2 hours

Management

Empowered by mySAPERP Logistics andOperations

WebAssessment

Certification

SAP SMB 6 hours

Welcome to SAP, SAPNavigation & SAPOverview

Level 2

Predetermined Solution / SAP Best Practices Content

RKT for All-in-One onPartnerEdge Portal:

MOMDMDConcept: Why and WhatSAP BP

Best Practices(general)

Source of InfoCEM

PM

Con

s

DetailsArea


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MOMOMDContent/Processes:availability

Best Practices(baseline &industry)

NOMD How to Activate BC Sets,Activation Log, How toInterpret the Activation Log

Customizing and TestingTools

NOMOMD An Introduction/ Whatare BC Sets?

BC Set Technology(Basics)

BusinessConfiguration

Sets

NOMDMDHow to use

NOMDMDDeliverables of SAP BP(Documentation etc.)

PartnerEdge Portal:http://service.sap.com/smb/education

internal:http://intranet.sap.com/rkt-mmps

RKT for BC-Sets:http://service.sap.com/bcsets

BPTAA course

SAP BP(general)

M = Must know O = OverviewN = Nice to know D = Detailed Consultant MD: not necessarily all consultants on a given project

Solution Content - Tools

MD C t CATT C t

RKT for All-in-OneNONOMDOverviewCATT/eCATT

Source of InfoCEM

PM

Con

s

DetailsArea


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NOMOMDTechnical Setup &Install

NOMOMDAuthorizations

RKT for All-in-One; ServiceMarketplace:http://service.sap.com/smartforms

NOMOMDPreconfiguredSmart Forms

Service Marketplace:http://service.sap.com/lsmw

NOMOMOLegacy SystemMigration Workbench

Data Migration

MD Create a CATT, CreateInput Parameters for aCATT

Create Logic for aCATT, Create a TestProcedure for a CATT



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1. Introduction

3. Solution Content

5. Soft Skills




Implementation Approach - Roadmap & Accelerators

SAPC-MMPS-002-Master-P i

MDMDMOPositioning and sellingi i h id

A1 PackageA h

Source of InfoCE

M

PM

Co

ns

DetailsArea


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Presentation.ppt

PSL2

services in the mid-market

Approach

MOMDMODetails ofImplementation Phase

MDMDNODetails of EvaluationPhase

PSL3 & PSL3B trainingMDMDMDOverview & Underlyingprinciple

ASAP Focusmethodology &Accelerators



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1. Introduction

3. Solution Content

5. Soft Skills




Soft Skills

Concept of A1 Package delivery

using ASAP Focus Methodology Get the system ready

Get thesystem

ready


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Get the data ready

Get the people ready

People skills

Help to get the customer ready (Change management)

Saying No and Not now professionally

Expectation Management Driving the process rather than being driven

Ability to sell the value of your solution

By definition the scope is pre-determined

So selling/convincing is required

Get thepeopleready

Get thedata

ready

ready


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1. Introduction

3. Solution Content

5. Soft Skills


4. Implementation approach


Available Training from SAP Field Services

PSL3 (FS) 2 daysPSL3E (e-learning)PSL3B (Sales) 1 day


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SALE

S

& MARKETING


All-in-one package

PSL2 1 dayPSL2E (e-learning)

Service Packages- How tocreate & package your localservice offering,

PSL3B (Sales) 1 day

A1 package approach &ASAP Focus Methodology

BPERP 10 days

Integrated BusinessScenarios in mySAP ERP

BPTAA 3 days

Best Practices Tools &Accelerators

on-site

training

Consulting Enablement Program 4 steps

A1P-WS* 1 days PSL3e x hours

e-Learning

optional complementary

sessions on selectedtopics

e-Learning

on-site

workshop

BPTAA 2 days

1 2 3 4

example from Spain

PSL2e 1 day

Service


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All-in-OnePackageWorkshop

Data Migration

PSL3e x hours

ChangeManagement

SAPXX x hours

tbd

SAPXX xhours

SAPXX xhours

optional mandatory

SAP BestPractices Tools

and Accelerators

Prepare &send

Questions

Note: Participants need to have finished every step in order to proceed

Participants must have finished e-learning and submit their questions tothe trainer before the workshop

Certification

* offered on cost coverage basis (room & travel)

CertificationPSL3e 1 day

ASAP FocusEvaluation &

ImplementationRoadmaps

PackagesHow to create

Process for PSL3 e-Learning

1. Attend the e-Learning (only the

following sections) SAP Solution Packages for Midsize

Enterprises

example from Spain


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Enterprises

2. Download the ASAP Focus

Methodology Available on thePartnerEdge Portal

mySAP-All-in-One Implementation (leftside frame) SAP ASAP FocusMethodology download

3. Attend the e-Learning (only thefollowing sections)

Installation of the Roadmaps

ASAP Focus - Background and Evolution

ASAP Focus - Evaluation Roadmap ASAP Focus - Implementation Roadmap

All-in-One Package Workshop

Workshop content

Quick Wrap-up Session from e-learning 45 min using the All-in-One Package CD

example from Spain


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Q & A Session (questions submitted before) 60 min

Approach

All-in-One Package ASAP Focus

ASAP Focus - Key Topics 90 min

What is Changing 60 min

Certification Exam 60 min

Remark: If questions are covered on the Key Topics or What isChanging will not be answered on Q&A.


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054

SAP All-in-One Packages

for Midsize EnterprisesEnabling your Consulting Personnel

SAP Field Services

Solution Management


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060


for Midsize Enterprise

Creating the Implementation ServicesPackage

SAP Field ServicesSolution Management


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1. Introduction

3. Adaptation of Services Dependent Documents

5. Skills & Effort Required

2. The Bill of Material

4. Adaptation of Solution Dependent Documents


SAP All in One package


127/251





SALES

& MARKETING



Without Implementation Package!

How much will the

implementation projectcost?


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Well It depends.

Implementation Package Key Characteristics

Services deliverables andSolution content arespecified, documented andpriced

Re-usable Content


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Required skills are specified

Explicit knowledge transferprogram in place

Interchangeable resources

Outcome is independent ofresources

Specified Skills

priced

Fulfillment process isstandardized

Outcome is predictable andrepeatable

Effective Quality AssuranceProcess in place

Clear Methodology

Standard Tools

Standardized tools to enableefficient delivery

Consistent knowledgemanagement

PSL2 & PSL3

ASAP Focus

SAP Best PracticesLSMW

SMARTFormsBC-Sets

eCATT

ImplementationPackage

Implementation Package: What does it depend on?

Success Factors = Built-in Implementation Expertise

Solution scope is pre-determined (Viable solution for target market) The assumptions are known and documented

All the necessary (reusable) content for an efficient delivery is


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All the necessary (reusable) contentfor an efficient delivery is

created

The deliverables are complete and fully documented Many components are re-used

The services offering is pre-determined, documented and packaged

Tested to assure quality and reduce the risks

Uses a clear methodology. ASAP Focus Methodology (12-14weeks)

Value proposition with initial selling price for the implementationknown and communicated. Ratio 1:1 Software:Implementation

Specified Skills: Delivered by a team trained on its prescribeddelivery and solution content

With Implementation Package!

How much will the

implementation projectcost?


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will cost 150.

Creation of your Implementation Package

This project will produce 2 sets of key deliverables for Consulting

Implementation services offering, defined and documented Accelerators and documentationspecifically adapted to your

solution and services offering. (above and beyond SAP Best


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g ( yPractices content)

This presentation is about Packaging your existing organizations

expertise! Implementation Expertise Built-in. That is a relatively small effort because we provide you with most

content.

Service Productization: Reusability of Service Components

Most consultants carry material in their personal tool box to make

them more efficient

This material is your consulting organization Intellectual property


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Productization is the process of gathering that Intellectual propertyto make it available to all your personnel

This is capitalizing on your experience and providing your customerwith Built-in experience.

69% of the parts

are the same

Efficiency: Systematic re-use

across employees &across solutions

Quality: Unprecedented level

of quality and

scalabilitySpeed: Shorter time to

market

Degree of re-usability in ERP Projects

100%

y

SolutionInstallation


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TellAsk

25%

50%

75%

DegreeofRe-us

ability

Focus FirstImplementation

Follow onProject

ASAPImplementation

Your Starting Point


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Global StarterPack/AcceleratorsSAP Best practicesSAP All-in-Onepackage

your industry in adifferent Country

your Countryyour industry and

Country

Do not re-invent the wheel Steal with pride

SME Solution Centers are fully embedded in and fullyempowered through SAPs internal SME Community

SAP All-in-One Package


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SAP Best Practices

Solution definition Configuration

Documentation

Field Services ASAP Focus methodology

Accelerators Services

Solution

Implementation

Sales & Marketing Marketing programs Sales enablement

SALES

& MARKETING



Implementation PackageImplementation Experience Built-in


Partner

SME Solution Center page on PartnerEdge Portal


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ASAP Focus Page on SAP PartnerEdge Site


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ASAP Focus Page on SAP PartnerEdge Site


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140/251

1. Introduction





The use of the Bill Of Material

Understand

Which DOCUMENTS are required

Where do they come from

Which one requires modifications


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q

How to manage them

We loosely used the term Acceleratoras the generic name for all documents

The BOM document is your localizationcontrol schedule for the accelerators

Available in the Starter PackSAPC-MMPS-031-BOM.xls

Origin and Transformation of Documents

SAP All-in-One

PackageSAP Global

Starter Pack

Qualified mySAP All-in-

One Solution


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PartnersSME Solution Center

Localization Adaptation

Usedunmodified

Types of Accelerators (Documents)

Services Dependent

Accelerators related to the services offered May also be affected by the solution scope

Requires localization/creation

Examples


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Examples

End-User training plan

Customer Team training plan

Project Plan

Project Charter

Solution Dependent Accelerators related to the solution scope

Requires localization/creation

Examples

Solution scope

Data Migration

Authorizations


Standard Roadmap Accelerators

Accelerators related to running the project Normally does not require localization (other than possible

translation of customer facing ones)

Examples:


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Examples:

Qualifying the prospect for A1 Packages End of phase Checklists


Services deliverables and

Solution content arespecified, documented andpriced

Re-usable Content

ServicesDependents

SolutionDependents

Chapter 3 Chapter 4


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Required skills are specified

Explicit knowledge transferprogram in place

Interchangeable resources

Outcome is independent ofresources

Specified Skills Standard Tools

Standardized tools to enableefficient delivery

Consistent knowledgemanagement

PSL2 & PSL3 SAP Best PracticesLSMW

SMARTFormsBC-SetseCATT

ImplementationPackage

Fulfillment process isstandardized

Outcome is predictable andrepeatable

Effective Quality AssuranceProcess in place

Clear Methodology

ASAP Focus

Standard RoadmapAccelerators

Some Terminology

Framework Documents

Documents with placeholders for Component documents

Component Documents Updated individually


146/251


Once during localization

Then with each opportunity Component documents can then be inserted in one Framework to

create a proposal then in another one to create a blueprint

Container Documents Container are *.ZIP files that can hold multiple accelerators (ex. For

Data migration worksheets, )

Since we cannot link ALL accelerators from ALL SAP Best Practicessolutions into the roadmap, we have linked these containers instead.

You have to keep the same *.ZIP name. You can use any names forthe files within the ZIP container.

Example: Proposal Framework


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Component Document : Project Plan


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Containers for SAP BP Documentation

Realization FinalPreparation Go Live &SupportEvaluation Pre-ProjectActivitiesDeltaRequirements

Evaluation cycle Implementation cycle

ProjectPreparation

ScenarioDescription

ScenarioOverview

EssentialInformation

ScenarioOverview

InstallationGuide

InstallationGuide

BusinessProcessProcedure


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time

Go-Live


Customerqualified

Scenario

Overview


Essential

Information

Business

ProcessProcedure

ConfigurationGuide

Development

Master List

ADDONINSBusiness

ProcessProcedure

Business

ProcessProcedure

Scenario

Overview


Exact names of containers are listedin the BOM

ZIP Containers

Bill Of Material: A Closer Look

Available in the Starter Pack

SAPC-MMPS-031-BOM.xls Content

Filtering


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Accessing Documents


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1. Introduction





Plan the Services to be Delivered (Implementation)

Assume using ASAP Focus as the new implementation approach

and the solution scope is pre-determined

Select the services to be included for your implementationoffering


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Determine the estimated effort required for the implementation

Example: Implementation Service offering

Custom Forms, Reports and Interfaces Project Management

Options A la carteIn basic scope*

Implementation Service


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Custom Authorizations

Hosting

Financing

Change Management

Post Implementation Support

End user training execution

Delta Requirements Workshops

Implementation of defined scope

Technical installation of system

Key-User training on the job

End user Documentation

End user training coaching

Predefined sheets for data migration

Predefined Test catalogs

Predefined Forms & Printouts

Go-Live Support

* Deliverables in English

Plan the Additional Services to be Delivered

Additional service packages offered A la carte

Solution Scope BI, Portal for the Basic offering

Services

Data Cleaning,


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Chart of Account adaptation, End-User training, Change management,

Interface development, After Go-Live support,

Examples

Data migration services, Training / Education

Financing

Hosting

Offshore-delivery

Why Service Packages A la carte

Your key differentiator in the market

Potential for up-selling

Base offering is aggressively priced

High value services that increases your profitability


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Can address major risks Positioned during the sales cycle

May be used during project when Customer cannot meet hiscommitment

Be careful

There must be the right amount of services A la carte

If you have too much, it may feel like a car salesmen !!!

In other words, the base offer should be complete in itself.

Example Offer: Scalable, Open, ERP based

Financials Financials

Distribution

Financials

Distribution

Manufacturing

Elapse : 12 weeks

Implementation: $ 175 k

Project Team Training:$ 14 k

1 PM, 1 FI/CO, 1 BASIS

pe

BI

EP

BI

EP

BIBI

Data Migration Gold

$ 5 k

Data Migration Gold

$ 5 k

Change Management$ 15 k

Change Management$ 15 k

Core Scenario A la Carte

E d U T i i


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HardwarePre-install on

IBM/DELL or HPWintel HW

$ 50 k

HardwarePre-install onIBM/DELL or HP

Wintel HW$ 50 k

Hosting

$15 K+ $10 k/m

Hosting

$15 K+ $10 k/m

Financing

Financing for SW,Maintenance &

Consulting

Financing

Financing for SW,Maintenance &

Consulting

DefinedScop

Commercial

Options

Elapse : 14 weeks

Implementation: $ 350 k

Project Team Training: $ 20 k

1 PM, 1 FI/CO, 1SD, 1 BASIS

Elapse : 15 weeks

Implementation: $ 450 k -

Project Team Training: $ 25 k

1 PM, 2 FI/CO, 1SD, 1 PP, 1BASIS

EP

EP

End User Training$ 750 / User

End User Training

$ 750 / User

Technical Install$ 3 K

Technical Install$ 3 K

Services Dependent Accelerators

File Name SAPC-MMPS- Type F/C In container SAPC-MMPS-...

Additional-Services-a-la-Carte.doc Services dependent Additional-Services-a-la-Carte.zip

Customer-Presentation.ppt Services dependent Customer-Presentation.zip

Customer-Team-Training-Plan.doc Services dependent Component Customer-Team-Training-

Plan.zip

EU-Training-Components xxx Services dependent EU-Training-


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The table above is obtained from the SAPC-MMPS-031-BOM.xls

EU-Training-Components.xxx Services dependent EU-Training-

Components.zipEU-Training-Plan.doc Services dependent Component EU-Training-Plan.zip

Project-Pricing-Model.xls Services dependent Project-Pricing-and-

Efforts.zip

Proposal-Assumption.doc Services dependent Component Proposal-Assumption.zip

Proposal-Framework.doc Services dependent Framework

SAPC-MMPS-Customer-Presentation. ppt

Use Container

This presentation is the summarydocument to be used to sell the solution.It is an external document.

It includes

Description of services offered


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Description of services offered

Project scope Efforts required to deliver the project

Pricing (supplied at Country level)

Assumptions

Localization Complete the presentation using Your local services offered

Content of SAPC-MMPS-Proposal-Assumption.doc

Content of SAPC-MMPS-Project-Pricing-Model.xls

SAPC-MMPS-Sales-Accelerators. zip

Use

Container Documents used to sell or

position the solution.

Usually internal documents


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It includes

Quick reference guides

Battle cards

Localization

Load in container any relevantmaterial to support the sales team

SAPC-MMPS-Proposal-Documents. zip

Use Container

Localization Use SAPC-MMPS-Proposal-Framework.doc

available in container as starting point

You can use your own country document(but validate that the chapters included in


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(but validate that the chapters included in

the global framework are present) Insert information about your organization /

country

Insert local terms & conditions

Review by legal

Components used Solution Scope

Proposal assumptions

Project plan

Customer team training plan

End-User training plan

SAPC-MMPS-Proposal-Assumption. doc

Use

Describes the services offeringassumptions in complete details.

Component document used in

Customer Proposal

SOW


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SOW

Project Charter

Sales & Delivery

Localization

Revise the content based on yourservice offerings and your marketconditions

Assumptions & FRICE master list tobe harmonized.


Localization (continued)

Section and paragraph numbers are onlysupplied for easy reference.

Section 1.1: General Assumptions

The Assumption section is intended toexactly spell out what assumptions havebeen made when creating the services


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g

estimates. Depending on the situation, it can contain:

General assumptions

Assumptions regarding the customer participation

Customer deliverables that are key dependenciesin the project

Blanket exclusions and specifications

Add what is required, delete what is not pertinent


Localization (continued)

Section 1.2: Organization Scope

In order to describe the scope moreprecisely, it is important to determinethe organizational scope,

Select an organizational scope of a


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SAP AG 2