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SAP Business All-in-One Solutions
for Midsize Enterprise An Introduction to the new Approach
CSE Portfolio and Operations
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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$e Enterprises% A Challenge% An Opportunit&
'hat are SAP usiness All!in!One Solutions
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How midsize enterprises perceive SAP
SAP)s solutions are too *ig and co+ple, -o.erill for a +idsi$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
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!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:
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!e c!aracteristics of midsize enterprises are
c!allenging
#idsi$e enterprises 4 ?on@t differentiate *etween software and
i+ple+entation
Ha.e s+all I9 *udgets
eed uic 1 tangi*le *enefits
?e+and high ualit& solution indi.iduall& tailored to
their needs
8euire industr&!specific solutions
Ha.e li+ited proect resources
Are worried a*out long and painful i+ple+entations
eed a solution that can grow with their *usiness
Influenced *& their networ Breco++endations
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E8P +aret leader 9he safest choice
reat functionalit&
High ualit&
ood industr& solutions
'e will ne.er outgrow it
Fehicle for introducing *est *usiness
practices
Fer& strong references
ood for +& career
However" SAP is also perceived #
Jim ShepherdSenior Vice President, Research FellowAMR Research @ FKOM 2!
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"arge #$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 #$sinesses %&5 (mplo)ees* 7 M (mplo)ees %8! o- .otal* /02&# I. Spending %0& o- .otal* &0 to&1 3A4R
!e SME Opportunit3 is now larger t!an t!e Enterprise
4nderstanding t!e 5ustomer Base
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Lesson Overview Diagram
How can SAP usiness All!in!One Solutions support Sales
SAP usiness All In One Solutions" An introduction to the new Approach
#idsi$e Enterprises% A Challenge% An Opportunit&
'hat are SAP usiness All!in!One Solutions
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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
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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$s Methodolog)
Design
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SAP Best Practices
Installation
Auto+ated installationprocedure
uilding locs
Personali$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
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!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:
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ASAP (ocus Met!odolog3 > Safe& Predicta:le&
Afforda:le&
(<al$ation Roadmap
6ualif& Prospect to the Solution Brather than 6ualif& Solution to Prospect ?e+o using custo+er specific protot&pe
Identif& 1 ?esign ?elta reuire+ents
et Custo+er started *efore the proect startsL
Implementation Roadmap et people read& instead of getting the solution read&
Earl& focus on custo+er data readiness 1 Change #anage+ent
/
+
Built-in Positioning ; 7mplementation Met!ods
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Lesson Overview Diagram
How can SAP usiness All!in!One Solutions support Sales
SAP usiness All In One Solutions" An introduction to the new Approach
#idsi$e Enterprises% A Challenge% An Opportunit&
'hat are SAP usiness All!in!One Solutions
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!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&
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!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)
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Sophia Ersi <ilatou
CSE Portfolio and Operations
ASAP <ocus #ail*o,
5ontact