ATG Quote 2 Cast Summit

Excellence in Quote to Cash Implementation

Edwin Meijer

Raju Iver

Practical advice from leaders who are knee-deep in the glory of CPQ or Billing Implementations

Ted Brookbank

Theresa Dirker

ATG Quote 2 Cast Summit

ATG Quote 2 Cast SummitATG Quote 2 Cast Summit

Excellence in FISHING?

ATG Quote 2 Cast Summit

Excellence in Quote to Cash Implementation

ATG Quote 2 Cast Summit

Theresa Dirker

Why is IBM transforming Quote to Cash?

Our Vision

Redesigned Workflow

Optimized Squads

Data Insights

Modern Platforms

Digital Workers Powered by AI

Enabling Outcomes

Speed

Efficiency

Advocacy

Growth

Limited Visibility

Fragmented Processes

Siloed Roles

Multiple Legacy Systems

Long Cycle Times

Case for ChangeOur Mission

Design and deliver innovative Quote to Cash

capabilities for an exceptional user

experience

ATG Quote 2 Cast Summit

Excellence in Quote to Cash Implementation

ATG Quote 2 Cast Summit

Raju Iver

Quote 2 Cast SummitSchiphol Group

Edwin MeijerJuly 17th 2019

IntroductionEdwin Meijer1 Year part of Digital Finance Program 18 Years at Schiphol GroupOver 20 years in finance48 Years in Amsterdam

MissionConnecting the NetherlandsFacilitating optimal links with the rest of the world in order to contribute toprosperity and wellbeing in the Netherlands and elsewhere

AmbitionTo develop Amsterdam Airport Schiphol into Europe’s Preferred Airport for travelers, airlines and logistics service providers alike

Royal Schiphol Group

129

Business Model Royal Schiphol Group:four business areas

130

Revenu € 182 millionEBITDA € 191 million

Revenu € 873 millionEBITDA € 153 million

Revenu € 338 millionEBITDA € 241 million

Revenu € 204 millionEBITDA € 50 million

Fact & Figures Royal Schiphol Group

131

With the DFP we realize an automated platform, which is future proof with standardized processes.

Goal and principles of Digital Finance Program

DFP will take steps in the field of analyses, so the Business can be supported with more insight for decision making

One Finance means adopting one way of working throughout Finance with one leading ERP Cloud system

DFP will push for far more simpler processes between Finance and the Business

All processes in scope will be standardized. This allows us to become the best-in class by being able quickly respond to changes

DFP will bring a high degree of process automation. In this way Business employees can save time on tasks they previously perform manually

DFP guiding principles

DFP Governance

Steerco DFP

Program Management Office

Dragan Jacobi Justa de Graaff

Niels Bijkerk

Program architectMark Schravesande

Project SponsorJabine van der Meijs

Quality AssuranceEY

Configuratie ERP + GTV(Edwin Meijer)

Configuratie EPM(Frank Härte) Reporting

(Niels Bijkerk)Migration

(Hakan Biroglu )Testing

(Hakan Biroglu )

Master Data Management(Marian Looijen)

Business transformation

(Ingmar Pul )

Interfaces, infra(Dennis

Wüstefeld )E2E ProcesBPM’s

Oracle(Sander Rossen)

GTV(Viswa)

Onestream(Jason)

Pro

cess

en(E

dwin

Mei

jer)

Stefan KosterErik

KoppedraaijerGerard Dohmen Mathijs van der

Vlis

Wouter jans Jiri GrundemannMarc Smeenge

BPMSME

End users

Marc van AarleMichelle van

GeelClint Rosier

Christian Dargel

Communication: Iris Zondervan

Peter OvermeerGerwin van

Haarlem John van Lith

R2R

Marc de Graaff Anneloes Captein

Martijn Duijn P2P

Niels WesbeekMartine

MathijssenEdwin Heil Jos Brouwer P2A

Ethlyn VonseeKristina Källberg

GTV (Jim, Joel, Elle) O2C

Linda KraakmanSonja Vlasveld

KPMG

Mathijs van der Vlis C&C

Gisela TokkieAnneloes Captein

Contracts

Fran

k H

ärte Stephan van

BarneveldJos Brouwer P2F

Program ManagementLydia de Jong

• To support the Order 2 Cash process a dedicated subscription & billing tool will be implemented. • Gotransverse (GTV),a product leader (Forrester Wave) that has shown proven technology and has

demonstrated broad possibilities for monetizing existing and future SG revenue streams, has been selected as SaaS solution and implementation partner.

Within Schiphol Group the following 17 revenue streams, each with their own stakeholders and specifications can be distinguished:

Order2Cash

135

1 Schiphol Telematics(ST)

6 Concessions 11 Ciss 16 P/BER miscellaneous

2 Staff Parking 7 Media advertisement 12 Schiphol International

17 Security

3 Airport Charges 8 Retail sales 13 Photo/ Film

4 Utilities 9 Firedepartment 14 ICT

5 VIP 10 Privium 15 VTC Training

Process Decomposition1 Purchase to Pay

2 Supply Chain Planning & Inventory Management

4 Order to Cash

5 Project to Assets

6 Record to Report

7 Master Data Management

8 Plan to Forecast

3 Reverse Logistics

1.1 Strategic Sourcing1.4 Travel & Expense

Reimbursement1.5 Receiving

1.2 Contract & Supplier Relationship

1.3 Operational Purchasing

1.6 Accounts Payable / Invoicing

1.7 Payment

4.4 Manage Order 4.5 Billing4.3 Provisioning4.6 Collections & Dispute

Management4.7 Cash Settlement4.2 Order Fulfilment

5.1 Portfolio & Project Management

5.2 Asset Management

6.1 Manage GL and Intercompany Processing

6.2 GL Closing, Consolidation and

Reconciliation6.3 Analyses & Reporting

8.1 Perform Target Setting

8.2 Create Budgets 8.3 Perform Forecasting

7.1 Master Data Request 7.4 Maintain Master Data 7.5 Deliver Master Data7.2 Process Master Data

Request 7.3 Approve Master Data

Request7.6 Receive and use

Master Data

4.1 Create order4X. Contract management

Lessons Learned So Far

• Business Change far more important than Configuration

• Use employees in project and use hired staff for back fill

• Every company can be unique in what they do, but stick to Best practice

• Financial processess touch almost all business processess

• Don’t make assumptions