Midsize Enterprise: SAP Business All-In-One Solutions

Midsize Enterprise
SAP Business All-In-One

Solutions
A New Paradigm
CSE Portfolio and Operations

Objectives
Understand what are “paradigms” and how the affect us
Understand some of the current paradigms at SAP that can affect

the success of Pre-Determined Solutions for:
 Sales
 Consultants
 Customers
Use a “Pre-Manufactured Home” metaphor to illustrate the

paradigm shift implied by Pre-Determined Solutions (What are the
preferred new behaviors?)
SAP INTERNAL AND

 SAP AG 2006, SAP Field Services, Solution Management / 2 CONFIDENTIAL!
Paradigm: a Definition
Set of rules and regulations that:
 Within the boundaries of a territory,
 Tell us how to act to achieve some measure of

success.
Joel Barker, Paradigm Principles
SAP INTERNAL AND

Current Paradigms Affecting Pre-determined Solutions
Sales
“SAP solutions are great because of their depth and flexibility.
We need to show off”
“Sales success = Meeting ALL customer requirements”
“We must first sell the product. Implementation is a topic that we

address later”
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Consulting
“Customer satisfaction = meeting ALL requirements. We cannot say
“NO””
“Sales makes promises: Consulting lives with the consequences…”
“I can configure this faster and better alone than with SAP Best
Practices”
“Custom tailored configuration is what made us king. Pre-configuration

is not really usable”
“Quick = Dirty. You always have to come back to fix it up”
“Good things take there time”
“Growing the project scope = more billable days = better bonuses”
“I do not have to worry about Change Management. It is the

responsibility of the customer”
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Customers
“The new system will solve ALL our problems”
“SAP Implementations are long and painful”
“Data migration is easy. My legacy data is clean!”
“Fixed price means I can add many more requirements at no

cost”
“Change management is not really needed. My employees are

asking for change”
SAP INTERNAL AND

The “Pre-Manufactured Home” Metaphor
Objectives
 Illustrate some of the behaviors (Sales, Consultants, PM’s &
Customers) required for the success of Best Practices Solutions
 Support the paradigm shift through discussions of “what has to be
done differently (from what we used to do) if this is to work”
Format
 Basic PowerPoint multimedia (pre-set animation using illustrations
with voice-over dialogue & music)
 6 short scenes of approx. 2 min. each. “Buying an SAP Pre-
Determined Solution is like acquiring and moving into a Pre-
Manufactured home”
Target Audiences
 Primary: SAP Sales, CEM’s, Consultants, PM’s
 Secondary: During project kickoff meetings
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The “Pre-Manufactured Home” Metaphor
The “Pre-Manufactured Home” metaphor

 Buying a new home has universal appeal. Link to family values
(strong in mid-size firms)
 World-wide phenomenon: alternative to traditional building
techniques (8% in US, growing rapidly)
 Higher quality (factory-built components + thorough testing)
 Lower cost (5 to 30% less)
 Faster construction (assembly: 1-2 days, finishing: a few weeks)
The concept of pre-manufactured homes is to reduce on-site

work to a minimum
Introduce Predetermined Solution as “Assemble-to-Order”
Versus traditional “Engineer-to-Order” projects
SAP INTERNAL AND

Debrief After Each Scene
The purpose is to be able, later on, to refer to

the metaphor
to highlight a desired behavior,
drive a point,
correct an undesired behavior
when we are confronted with paradigms.
SAP INTERNAL AND

Actors
Mr. Watson :
 SAP Account executive.
 Watson = finds solutions
Mr. Columbus :
 Customer owner, Customer Sponsor;
 Ultimate responsible.
 Columbus = explorer of new worlds
Mrs. Columbus :
 Customer employee, Customer project team member
Jason and Mary :

 Customer employees affected by the move (or change)
John :
 Contractor or SAP Project Manager
Carpenter:
 SAP Project team Member
SAP INTERNAL AND

Mid-Market
SAP All-In-One Solutions
A Paradigm Shift
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The Buying Decision
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The Buying Decision
Introduction to the metaphor
Faster & Cheaper Project doesn’t mean lesser Quality or Value
Introduction of Pre-Project Work
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The Buying Decision
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Slide 3
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Slide 4
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Slide 5
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Slide 6
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Slide 7
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Slide 8
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Slide 9
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Slide 1
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Slide 11 Two Houses
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Slide 12
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Slide 13
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Slide 15
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Slide 14 Three industries
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Slide 16
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Slide 17
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Slide 18 Nice Home
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Slide 19
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Slide 20
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Slide 21
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Slide 22
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Slide 23
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To Be Continued…
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To Be Continued…
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The Buying Decision
Introduction to the metaphor

 Mr. Columbus: “We can’t decide between a made-to-measure, custom-built
house or a pre-manufactured home.”
 Mr. Watson: “Buying an SAP Business All-In-Onee Solution is like buying a
pre-manufactured home”
Faster & Cheaper Project doesn’t mean lesser Quality or Value

 Mr. Watson: “… and because it is pre-determined, it can be delivered much
faster than with the traditional approach.”
 Mr. Watson: “… modern manufactured homes are built to the highest quality
standards, using the best materials and construction available..”
 Mr. Watson: “… they are a major trend …”
Introduction of Pre-Project Work

 Mr. Watson:“… this is a guide that helps you prepare for the Pre-project
work ...”
SAP INTERNAL AND

Pre-determined Blueprints
Advantages & Constraints
SAP INTERNAL AND

Pre-Determined Blueprints: Advantages & Constraints
Qualify the Customer for the solution
Changes are possible BUT they will cost more money
Changes should be requested BEFORE project; Delta

requirements sessions
Quality of SAP Best Practices & Faster & Cheaper Delivery
Limiting initial scope to the Pre-Determined solution
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Pre-determined Blueprints
Advantages & Constraints
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At Hometech Factory
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Slide 0
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Slide 3
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Slide 4
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Slide 5
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Slide 6
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Slide 5b
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Slide 6a House being delivered
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Slide 7
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Slide 8
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Slide 9
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Slide 10
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Slide 10a
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Slide 10b
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Slide 11
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Slide 12
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Slide 13
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Slide 14
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Slide 15
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To Be Continued…
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To Be Continued…
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Pre-Determined Blueprints: Advantages & Constraints
Qualify the Customer for the solution

 Mr. Watson: “Yes, but before you purchase a pre-manufactured home, make sure that it
is the right fit for your whole family.”
Changes are possible BUT they will cost more money

 John: “designs can be changed, but that means involving our architects and engineers
to make sure that the integrity of the structure is respected. And, of course, it
represents additional costs, time and risk for you. “
Changes should be requested BEFORE project; Delta requirements sessions

 John: “If you want an extra bedroom, we’ll do it, and now is the time to ask for a design
change, not once the house is being assembled. You can’t change your mind midway
through the assembly process.”
 John: “We can arrange for a meeting to gather all the information, have it checked and
then priced by our engineers. “
Quality of SAP Best Practices & Faster & Cheaper Delivery

 Mr. Columbus: “and because it is pre-determined, it can be delivered much faster than
with the traditional approach.”
 Mr. Columbus: “So if I buy a mid-market SAP Business All-In-One solution, the system
will be up and running sooner, and will also cost less”
Limiting initial scope to the Pre-Determined solution

 Mr. Columbus: “Good point. I have to be clear on my priorities. I have a tight budget.”
SAP INTERNAL AND

Customer
Involvement
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Customer Involvement
The whole customer team is required on the project
Introduce periodic approval requirements
Customer involvement is required for adopting change
Employees assigned to the project need to be empowered or seek

the required approval
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Customer
Involvement
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At Hometech Model Home
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To Be Continued
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To Be Continued
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Customer Involvement
The whole customer team is required on the project

 John: “But you won’t be the only one living in that house, Mr. Columbus.
You’ll need to get every member of your family involved in the decision-
making ”
Introduce periodic approval requirements

 John: “Yes. We will ask you to sign off at each milestone. ”
Customer involvement is required for adopting change

 John: “…family to meet the electrician to decide … that way you will also get
a feeling for your new house. ”
Employees assigned to the project need to be empowered or seek

the required approval
 John: “you also need to assign members of your family to meet the
electrician to decide on the placement of the cable TV outlets …”
 John: “Plus there are decisions to be made on-site that involve the whole
family. Imagine what would happen if you selected the colour of the bedroom
walls without consulting your spouse…”
SAP INTERNAL AND

Data Cleansing
& Migration
Preparing for Change
SAP INTERNAL AND

Data Cleansing & Migration Preparing for Change
Legacy data cleansing is a difficult task
Introducing the data migration worksheets
Appreciate the use of the data migration worksheets
Change Management is a key success factor
SAP INTERNAL AND

Data Cleansing
& Migration
Preparing for Change
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At Mr and Mrs
Columbus’s Home
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Slide 3
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Slide 4
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Slide 5
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Slide 6
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Slide 6b
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Slide 7
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Slide 7b
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Slide 8
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Slide 9
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Slide 10
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To Be Continued…
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To Be Continued…
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Data Cleansing & Migration Preparing for Change
Legacy data cleansing is a difficult task

 Mr. Columbus: “throw out my old football jerseys too?! I know I haven’t
worn them in 20 years, but…Oh, man, this is painful! ”
Introducing the data migration worksheets

 Mr. Columbus: “If we can clean up our lists, we can take advantage of the
Home Tech moving service with the special boxes. All we have to do is put
our things in the right boxes… “
Appreciate the use of the data migration worksheets

 Mr. Columbus: “and the moving service will place them in the appropriate
rooms of our new house. “
Change Management is a key success factor

 Mr. Columbus: “.. have you also noticed that our beloved daughter Mary
has been complaining. She doesn’t want to change schools.”
 Mr. Columbus: “.. I guess we’ll have to talk to her and highlight the fact that
we’ll have a nice pool...”
SAP INTERNAL AND

Change Orders
& Sign-Off
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Change Orders & Sign-Off
Importance of Customer employees as part of the project team
How consultants should handle request for change; How to probe

and test the validity and importance of a change request (a valid
approach to saying no without saying “No”!)
Change request and change order handling
Some changes just cannot be accepted
Timely milestone sign off by customer
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Change Orders
& Sign-Off
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A Few Weeks Later
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Slide 3
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Slide 4
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Slide 5
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Mrs Meet With The Carpenter
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Slide 7
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Slide 8
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Slide 9
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Contractor Arrives
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Slide 11
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Slide 12
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Slide 13
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Slide 14
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Slide 15
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Slide 16
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Slide 17
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Slide 18
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Slide 19
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Slide 20
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Signature
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To Be Continued…
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To Be Continued…
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Change Orders & Sign-Off
Importance of Customer employees as part of the project team

 John: “I’m glad you could make it... I need your input … Without your decision, we
can’t start painting… “
How consultants should handle request for change; How to probe and
test the validity and importance of a change request (a valid approach to
saying no without saying “No”!)
 Carpenter: “You want the kitchen door moved … You realize this is a substantial
change …. Can you explain to me why you want to put it there? “
 Carpenter: “Have you considered placing the piano in a different room? “
 Carpenter: “I need confirmation from the contractor before I can proceed.”
Change request and change order handling

 John: “We’ll be able to do it, but I need to revise the plans, estimate the costs and get
Mr. Columbus’ approval before any work can be done. “
Some changes just cannot be accepted

 John: “an extra window is possible, Mrs. Columbus, but it is a major expense. It
involves sending everything back to the plant …”
 Mr. Columbus: “We can live with only one window in this wall. ”
Timely milestone sign off by customer

 Mr. Columbus: “Alright, we’ll sign off on the bathroom as completed and approved. ”
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Training & Go Live
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Training & Go Live
Change management (training) by participating in the project
External change management (vendors, customers, …)
Celebrating your successes (big and small) is also crucial
Fast implementations with quick ROI predispose the customer for

follow own phases (projects)
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Training & Go Live
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At the New Home
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Slide 3
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Slide 4
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Slide 5
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Slide 6
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Slide 7
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A Few Months Later
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Slide 9
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Slide 10
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Slide 11
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Slide 12
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The End
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Or To Be
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© SAP AG, 2004 - All rights reserved

Produced by
Alain Landry & Gregor Stoeckler
Solution Management, SAP Consulting
& CÉANS Training Tools
www.ota.ca

SAP INTERNAL AND

Training & Go Live
Change management (training) by participating in the project

 John: “Your wife was with us for the swimming pool installation, so she will
show you the proper procedure. ”
External change management (vendors, customers, …)

 Mr. Columbus: “… we’ll have to inform the post office and… Oh no! I’ll
have to inform the pizza delivery man right away. “
Celebrating your successes (big and small) is also crucial

 Mr. Columbus: “… Here’s to our new home, honey!”
Fast implementations with quick ROI predispose the customer for

follow own phases (projects)
 Mr. Columbus: “We love it! … we are thinking of adding a new garage. ”
SAP INTERNAL AND


© SAP AG, 2004 - All rights reserved

Produced by
Alain Landry & Gregor Stoeckler
Solution Management, SAP Consulting
& CÉANS Training Tools
www.ota.ca

SAP INTERNAL AND


Midsize Enterprise: SAP Business All-In-One Solutions

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Midsize Enterprise

SAP Business All-In-One

CSE Portfolio and Operations

Understand what are “paradigms” and how the affect us

Understand some of the current paradigms at SAP that can affect

Use a “Pre-Manufactured Home” metaphor to illustrate the

SAP INTERNAL AND

Set of rules and regulations that:

 Within the boundaries of a territory,

 Tell us how to act to achieve some measure of

Joel Barker, Paradigm Principles

SAP INTERNAL AND

“Sales success = Meeting ALL customer requirements”

“We must first sell the product. Implementation is a topic that we

SAP INTERNAL AND

“Sales makes promises: Consulting lives with the consequences…”

“Custom tailored configuration is what made us king. Pre-configuration

“Quick = Dirty. You always have to come back to fix it up”

“Good things take there time”

“Growing the project scope = more billable days = better bonuses”

“I do not have to worry about Change Management. It is the

“SAP Implementations are long and painful”

“Data migration is easy. My legacy data is clean!”

“Fixed price means I can add many more requirements at no

“Change management is not really needed. My employees are

SAP INTERNAL AND

SAP INTERNAL AND

The “Pre-Manufactured Home” metaphor

The concept of pre-manufactured homes is to reduce on-site

Introduce Predetermined Solution as “Assemble-to-Order”

Versus traditional “Engineer-to-Order” projects

SAP INTERNAL AND

The purpose is to be able, later on, to refer to

SAP INTERNAL AND

Jason and Mary :

SAP INTERNAL AND

SAP INTERNAL AND

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Introduction to the metaphor

Faster & Cheaper Project doesn’t mean lesser Quality or Value

Introduction of Pre-Project Work

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