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SAP Business All-in-One

Solutions for Midsize Enterprise Value and Benefits

CSE Portfolio and Operations

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SAP Business All-in-One Solutions for Midsize

Enterprise: Unit Objectives

 At the end of this presentation you will

!now how to position the SAP Business All "n One Approa#h

$nderstand the %alue proposition of the SAP Business All "& One

 Approa#h for you and your 

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SAP Business All-in-One Solutions for Midsize

Enterprise: Unit Overview Diara!

SAP Business All(in(One Solutions for )idsi*e Enterprise

Positioning the Approa#h

Value + Benefits

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SAP Business All-in-One Solutions - Overview

SAP E"P  #ndustr$ %unctionalit$ Built-in

SAP Best Practices  #ndustr$ Processes Built-in

#!ple!entation Services  &Pac'aed( #!ple!entation E)perience Built-in

SALES

& MARKETING

ASAP %ocus Approac*  Safe+ Predictable+ Affordable

SAP Business All-in-One

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,raditional #!ple!entation Approac*

.he traditional ASAP approa#h eans

e design the solution with the #ustoer 

e deli%er an 1Engineered to Order solution

Engineered to Order solutions are ore ris3y 4espe#ially in 5i6ed Pri#e Proe#ts8

So9 Consulting is itigating the ris3 :y adding 1.ie :uffers or #ontingen#ies

.his is not %ia:le for idsi*e enterprises

.oo e6pensi%e

&o deal;

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SAP Best Practices

SAP Best Pra#ti#es :ring Built(in "ndustry e6pertise

=o#uented9 Configured9 .ested

.he only ipleentation option is still using ASAP

 A##elerated with SAP Best Pra#ti#es

B$.

=oing a :lueprint with the Custoer is still a #ustoi*ed solution;

.his is not ideal for idsi*e enterprises

Still too e6pensi%e

&o deal;

e need a new "pleentation approa#h designed for SAP Business All("n(One

Solutions to deonstrate Built(in "pleentation e6pertise

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ASAP %ocus Met*odolo$ . Safe/ Predictable/

Affordable/

Evaluation Roadmap

>ualify Prospe#t to the Solution 4rather than >ualify Solution to Prospe#t8 =eo using #ustoer spe#ifi# prototype

"dentify + =esign =elta re?uireents

@et Custoer started :efore the proe#t starts;

Implementation Roadmap

@et people ready instead of getting the solution ready Early fo#us on #ustoer data readiness + Change )anageent

0

1

Built-in Positionin 2 #!ple!entation Met*ods

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1. Qualification,

 define ent! point

ER"

ASA"#u$ine$$

All%in%ne

 '(ocu$)#u$ine$$

ne

#u$Suite

ASA"

3oint Sellin Approac*

>ualifi#ation of prospe#t and the right entry point are #ru#ial

Position the %ision9 :ut sell %alue now 4with a SAP Business All("n(One Solution8 and

position follow(on proe#ts

S"@ to o%er#oe per#eptions 4eg deo prototype8

$p sell9 :ut in a #ontrolled fashion =o not pri#e yourself out of the ar3et;

 *.  + o n

 t  o  l  l e d

  , p  $ e  l  l 

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3oint Sellin Approac*

Sell O$ "ndustry e6perien#eF "t lends a lot of #redi:ility to the pre(deterined

solution

)idsi*e enterprises donGt differentiate :etween software and ipleentation

Sales + Consulting ha%e to ointly approa#h the #ustoer 

Position the new "pleentation approa#h

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SAP Business All-in-One Solutions for Midsize

Enterprise: Unit Overview Diara!

SAP Business All(in(One Solutions for )idsi*e Enterprise

Positioning the Approa#h

Value + Benefits

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4onsultin Oranizations Benefits

SafeE6pertise 1:uilt(in

Predi#ta:lePre(deterined s#ope + )ethods

 Afforda:leS)E Solution Center 

epeata:le + Profita:le

"n#reased in rate

Custoer for IifeVolue :usiness

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SME Solution 4enter 

hat is itJ

 A regional organi*ation to s#ale SAPKs and

partnersK #apa:ilities to effe#ti%ely ser%e

idsi*e enterprise #ustoers

.his is a##oplished :y

de%eloping lo#ali*ed SAP Business All("n(

One Solutions

ena:ling the #reation of ?ualified SAP All(

in(One partner solutions

a#ti%ely in%ol%ing and supporting partners

#reating a glo:al networ3 for le%eraging

idsi*e enterprise solutions

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Custoer 

5*at does an SME Solution 4enter Pac'ae ,oet*er to

Serve 4usto!ers and to Enable Partner Develop!ent6

SAP E"P  #ndustr$ %unctionalit$ Built-in

SAP Best Practices  #ndustr$ Processes Built-in

#!ple!entation Services  &Pac'aed( #!ple!entation E)perience Built-in

SA

LES

& MARKETING

ASAP %ocus Approac*  Safe+ Predictable+ Affordable

Pac'ain

Bill of aterial

Partner 

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,*e 7alue Proposition to 8OU" 4US,OME"

Pro%ide #ustoers a highly ?ualityipleentations tailored to their needs and in ashort tie and low pri#e apid tie to %alue

"pleentation starts alost fro first #onta#twith the #ustoer 

edu#e the ?uantity of surprises en#ounteredduring ipleentation phase "t is safe andelia:le

.he a:ility to show the #ustoer the solution %eryearly allows hi to %iew the desired to :e

situation and a3e #oparisons against the as is1hat you See in hat ou @et with apidPrototype

.he ser%i#es in#luded help #lients in :oth le%elsG=oing the right thingK and G=oing the thing rightK

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9esson Su!!ar$

&ow you should

!now how to position the SAP(All("n(One Approa#h and what is the added

%alue of ASAP 5o#us )ethodology

$nderstand the Value Proposition of the SAB Business All "& One Approa#h for

you and your #ustoers

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Sophia Ersi 5ila3tou

CSE Portfolio and Operations

 ASAP 5o#us )ail:o6

4ontact