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



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



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



!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:



!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



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!



"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.,

G

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










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



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



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



!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:



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












!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&



!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)



Sophia Ersi <ilatou

CSE Portfolio and Operations

ASAP <ocus #ail*o,

5ontact

mailto:[email protected]








SAPC BAIO 004 Master Presentation Sales

Documents