6 tonya deweese_-_critical_success_factors_-_final

CRITICAL SUCCESS FACTORS

Presented By: Tonya DeWeese

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Level Setting – Implementation Experience

B2B and B2C

Diversity of Products and Equipment

Single instance of SAP with

18 Languages

400,000+ Customers

Contract and Non-Contract with Direct and Indirect channels

FORTUNE 300 INDUSTRIAL CHEMICAL & GAS COMPANY

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The Starting Point

3

Hybrid systems

Raw materials volatility

100,000’s SKUs

50,000+ finished

materials

Material pricing

using charges

Price groups & NRPs with discounts in SAP

Cross-selling between

businesses

Movement of products

Complex

cost-to-serve

Diverse supply

chain


Creating Scale and Sustainability

Benchmarking Internal

Assessment Proof of Concept

RFQ for Vendor Selection

Implementation of Analytics, Deal Module, Price

Guidance Module

4

Organization and change management

Business Process

Technology


Themes

5

1. Leading and Managing Leaders

2. Change Management

3. Transforming Business Processes to Deliver Value

4. Leveraging data as an asset

5. It’s not about the Tool…. It’s about a Holistic Change


Leading and Managing Leaders

6

• Support from all levels of leadership is essential

• Program Board or Advisory Council with members that

have clout

• Use your political capital selectively

• Involve Security and Risk Management Team

• Consistent Core Team with Breadth and Versatility


Change Management

7

• Know the end-state

• Ask yourself and your team again and again… Who, What, When

and How

• Communicate even if it seems there is nothing new

• There will be interest by everyone – leverage it!

• Know the long term needs and implications of the short term

decisions


Transforming Business Processes to Deliver Value

8

• Think beyond the traditional boundaries of Price and

Margin Management (i.e. order processing)

• Understand the use of existing systems

• Seamless integration to ERP updates

• Rationalize and harmonize Business Processes

• Map your detailed processes to fit the software

functionality


Leveraging Data as an Asset

9

• Expect to evolve in understanding your data and

adjust accordingly

• Permanent team member to shepherd all aspects

of data

• Create visibility to the data and drive ownership


Remember …It’s not about a Tool, It’s about a Holistic Change

10

• Due Diligence and going very deep during discovery will help you

chart your course and ensure success

• Create a true partnership with the software vendor

• Your level of sophistication will grow – ensure your vendor can

grow with you

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