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An SAP Services Webcast - June 12th, 2012
Introducing SAP Advanced Delivery
Management: The New Way of
Implementing SAP Solutions
Marianne Heer Senior Vice President of Delivery
SAP Consulting North America
Ann Rosenberg Director, Strategy and
Transformation
SAP Services Delivery
Peggy Swalwell Vice President
North America Sustainability Services
Follow along on Twitter #SAPCNS
Introducing SAP Advanced Delivery Management:
The New Way of Implementing SAP Solutions
Marianne Heer Senior Vice President of Delivery
SAP Consulting North America
© 2012 SAP AG. All rights reserved. 3 Confidential
Introduction:
Key Customer Requirements
… highly predictable and accelerated
means to adopt and deploy business
solutions
… rapid integration of business
requirements to start and grow without
compromises and quicker innovation with
new technologies
… choice from a modular, ready-to-use
portfolio of solutions, with flexible
deployment and pricing options
…and of course, at lower cost!
© 2012 SAP AG. All rights reserved. 4 Confidential
Agenda
SAP Advanced Delivery Management: An
Overview
Examples of Services delivered via the new
SAP Advanced Delivery Model
Assemble to Order and Industrialized Delivery Model
Design based Delivery Model
How to get more information and Upcoming
Events & Resources
Discussion and Q&A
© 2012 SAP AG. All rights reserved. 6 Confidential
Agenda
SAP Advanced Delivery Management: An
Overview
Examples of Services delivered via the new
SAP Advanced Delivery Model
Assemble to Order and Industrialized Delivery Model
Design based Delivery Model
How to get more information and Upcoming
Events & Resources
Discussion and Q&A
© 2012 SAP AG. All rights reserved. 7 Confidential
Mission: Radically Change Traditional Services Model
Shorten
Implementation
Time to Weeks
Deliver in Factory
Mode that Scales
Globally
© 2012 SAP AG. All rights reserved. 8 Confidential
The Big Idea – Apply Modular* Approach to Services
START four variants with high
effort of creation
MODULARIZATION two configurable
parts (modules)
RESULT any number of variants
possible with minimal effort
* Source: Porsche Consulting, „Caracho― 07, „Varianten Reichtum―
© 2012 SAP AG. All rights reserved. 9 Confidential
The 4 Delivery Models Which Drives a Consistent Shift
Towards Assemble-to-order Delivery
9
Expert Based Design based Assemble to Order Industrialized
Highly skilled
consultant delivering
―one-off‖ results. e.g.
QA Services, Expert
on demand
Traditional projects,
with strong reliance
on blueprinting. e.g.
CRM,ERP,SCM, PLM,
SRM projects
Assembled using
predefined building
blocks. e.g. Fast Track
to deliver ERP solution
Highly
packaged
service with
fixed scope,
fixed price.
e.g. RDS,
Technical
Upgrade
DELIVERY
APPROACH
DEPLOYMENT
MODE
REMOTE
SHARE
ASPIRATION
Build to Order Assemble to
Order
Local, Nearshore, Offshore
HIGH MEDIUM to HIGH LOW to MEDIUM LOW
Shift towards Assemble to Order
© 2012 SAP AG. All rights reserved. 10 Confidential
Mapping Customer Requirements to our 4 Delivery
Models…
An Automotive Customer may reach out to SAP for one of the following
scenarios…
Scenario 1 : Customer would like SAP experts to review the project and identify
any quality concerns.
Scenario 2 : Customer would like to design and innovate to-be sales processes
and implement SAP solutions utilizing industry standards and best practices.
(Detailed Blueprinting, Rapid Deployment of SAP CRM and SAP CRM rapid-
deployment solution for customer segmentation with SAP HANA)
Scenario 3 : Customer would like to implement defined to-be sales processes
according to industry standards and best practices as well as enhance the
capability to target potential customers using SAP solutions. (Rapid Deployment of
SAP CRM and SAP CRM rapid- deployment solution for customer segmentation
with SAP HANA)
Scenario 4 : Customer already has a strong sales process running with the help of
SAP CRM. Customer wants to further improve performance of analyzing customer
data. Hence they need Customer Segmentation with SAP HANA (SAP CRM rapid-
deployment solution for customer segmentation with SAP HANA)
© 2012 SAP AG. All rights reserved. 11 Confidential
How SAP Advanced Delivery Model Answers Customer‟s
Requirements..
RDS CRM
QA
Services
Industry
Business
Process
Content
RDS
Customer
Segmentati
on with SAP
HANA
QA
Services
QA
Services
QA
Services
RDS
Customer
Segmentati
on with SAP
HANA
RDS
Customer
Segmentati
on with SAP
HANA
RDS CRM
Scenario 1
Scenario 4
Scenario 3
Scenario 2
Expert-based
Industrialized
Assembled-to-order
Design-based
© 2012 SAP AG. All rights reserved. 12 Confidential
The Methodology Behind the 4 Delivery Models –
ASAP for Advanced Delivery Management
Mapping of Delivery Model per Service
Introduction of tasks for every deliverable
Delivery Models with clear work breakdown structures
which include
Deployment mode (local, nearshore, offshore)
Delivery mode (on-site, remote)
Q-Gate acceptance criteria
Tasks
Skills level needed per task
PMI accreditation
1
2
3
0
1
2
3
4
© 2012 SAP AG. All rights reserved. 13 Confidential
Pre-packaged Content and Lean Implementation
Technology (Supported by SAP Solution Manager)
Content
Content
Delivery
Content Task
Repository
Bid
Scoping Assembling Estimation,
calculation,
pricing
Initiation,
planning
Execution,
monitoring
Start
Scoping
Start
Assembling
See Automated
Calculation
See Planning
Cockpit
Start Guided
Deployment
Systems & Tools
Aligned Content Architecture is key to assembling building blocks
(structured assembly)
‒ Enabling reuse ‒ Ensuring consistency ‒ Common standards
Task Repository key component for content reuse
Need for clear assembly Guidelines
(e.g. to cover dependencies between Services, implementation sequence)
© 2012 SAP AG. All rights reserved. 14 Confidential
Project Efficiency and the Reaction from Customers is
Very Encouraging
…SAP would not have won the Services deal
had it not been for the Advanced Delivery
Management approach. ADM (ERP FIS) was
the deal maker for SAP services and a big part
of SAP signing a group software deal as
well….―
Trevor Harding, CIO, RainbowFoods
The rapid deployment allowed us to implement
the solution with minimal staff – our dedicated
CRM IT employee started two weeks after
going live…‖
Craig Pedersen, Director of ecommerce,
Hunter Douglas, Inc
Customer Service company completed SAP ERP
implementation in 12 weeks.
Manufacturing customer implemented SAP CRM
solution in 16 weeks.
Life Sciences company implemented SAP CRM solution
in 13 weeks.
Chemical company implemented Sybase Mobile Sales
for SAP CRM in 7 weeks.
Public Services Organization implemented SAP SRM
and Master Data Management in 16 weeks.
Pharmaceutical Company implemented SAP CRM in
15 weeks.
Public Services Organization implemented SAP
Learning Solution in 13 weeks.
Implementation Projects
© 2012 SAP AG. All rights reserved. 15 Confidential
SAP Receives 2012 Vision Award from the Technology
Services Industry Association
“Introduced in 2010 and growing year over year, the TSIA Vision Awards recognize game-changing ideas in technology
services that propel the industry ahead and shape emerging trends,” said J.B. Wood, CEO of TSIA. SAP not only delighted
and impressed the audience with its new SAP Advanced Delivery Management Approach, but it demonstrated a most
unique and compelling approach to driving technology services toward the future. We were proud to honor them at our TSW
Best Practices event.”
More information on the Vision Awards and the Service Revolutions competition can be found at
www.tsia.com/awards_and_certifications/service_revolutions_awards.html.
SAP Demonstrates Game-Changing Innovation in Technology Services
SAP was named as the winner of the 2012 TSIA Vision Award in the Services Practitioner category
during the TSIA Awards Luncheon at Technology Services World 2012 Best Practices conference in
Santa Clara.
The awards were the result of TSIA‘s third annual Service Revolutions competition, featuring a
series of on-stage demonstrations revealing the latest innovations in technology services—from
cutting-edge services new to the market, to start-ups with innovative service models, to the newest
advances in service technology, to the latest breakthroughs from the emerging world of service
science. Winners were selected by a live audience of industry practitioners along with a panel of
expert judges.
The 2012 Vision Awards are based on the theme, ―True vision is having the intelligent foresight to
define a better, more productive future.‖ SAP demonstrated its new SAP Advanced Delivery
Management Approach.
© 2012 SAP AG. All rights reserved. 17 Confidential
Agenda
SAP Advanced Delivery Management: An
Overview
Examples of Services delivered via the new
SAP Advanced Delivery Model
Assemble to Order and Industrialized Delivery Model
Design based Delivery Model
How to get more information and Upcoming
Events & Resources
Discussion and Q&A
© 2012 SAP AG. All rights reserved. 18 Confidential
The New Services Playbook and Organization
People
Skills Enablement Adoption
Organization
Local Near-shore Off-shore
Systems and Infrastructure
Content Methodology
Service Portfolio
Customers and Partners
© 2012 SAP AG. All rights reserved. 19 Confidential
Overview
Customer Segmentation with SAP HANA
SAP Rapid Deployment
Solution for Customer
Segmentation with SAP HANA
Solution for customer segmentation
analysis that…
Defines the set of customers who should be
part of your marketing campaign.
Enables Target group identification ready for
execution at any time using a range of
customer parameters and customer
behavior metrics
Provides flexibility on creation of filters to
segment data.
Create more effective marketing campaigns
and improve performance of your product
Core Features
Scalable solution that allows marketers
deal with large number of end-
consumers to reach their target
audiences with relevant marketing
messages
The solution falls under the ‗HANA
accelerator‘ category for driving high
performance for huge data volumes
Clear visualization in graphical modeler
through Waterfall approach
– Gain transparency by dividing complex process
into steps
HANA data load facility for initial build
HANA delta-replication capability
Plug-and-play activation
© 2012 SAP AG. All rights reserved. 20 Confidential
Implementation
Testing
Key User Training
Successful rollout and
adoption
Configuration
documentation
Get Up and Running in as Little as 5 Weeks!
Run (Go-Live Support) Deploy (Realization) Start (Preparation)
Expectations
1 3
Project management
Kick-off workshop
participation
Preparing technical
infrastructure
Mutually-approved scope
document
Working SAP HANA™
system
User-acceptance testing
Onsite and remote support
Superior support to ensure
smooth functioning
2
Note: This slide represents a typical deployment. Exact details may differ according to solution.
Results
© 2012 SAP AG. All rights reserved. 21 Confidential
Pre-defined Services for Rapid-Deployment Solutions
Your path to Go-Live: fast, efficiently and at predictable cost
Fixed-price Implementation Services Pre-defined Project Methodology
Ready-to-use Accelerators
Start (Preparation)
Run (Go-Live Support)
Deploy (Realization)
1 3 2
Project management
Kick-off workshop participation
Preparing technical infrastructure
Accelerators / Deliverables Consulting Delivery Guide Project schedule WBS
Service Delivery Model, roles and responsibilities
Request for consultants template Process descriptions Process-flow-documents Kick-off presentation Consumption Guide Pre-delivery requirements and
checklist
Solution Realization
Master Data Load
Refinement Workshop &
Refinement Realization
Knowledge Transfer to Key Users
Accelerators / Deliverables Installation guide
Solution Documentation
Solution Manager content
Best-Practices content
(pre-configuration)
Configuration activities
Consulting Delivery Guide
Implementation Content
Performance Tests
End User Training
Sign off of solution
Go-Live Preparation
Go-Live
Post go-live support and activities
Improvements and road map
workshop
Accelerators / Deliverables Test cases
Deliverable acceptance forms
Training Materials –
Process-flow recordings etc.
Go-Live Checklist
Note: This slide represents a typical deployment. Exact details may differ according to solution.
© 2012 SAP AG. All rights reserved. 22 Confidential
Configuration Guide
Scoping Questionnaire
Kickoff Workshop
Project Schedule
Support Portal Check Lists
Implementation Methodology – ASAP for ADM
Start Run Deploy 1 3 2
Note: This slide represents a typical deployment. Exact details may differ according to solution.
Access to the implementation
methodology materials:
http://service.sap.com/hana-
cust-seg
© 2012 SAP AG. All rights reserved. 23 Confidential
Further Details
Customer Segmentation with SAP HANA
http://www.sap.com/solutions/rapid-deployment/hana-customer-
segmentation/implementation.epx
© 2012 SAP AG. All rights reserved. 24 Confidential
How SAP Advanced Delivery Model Answers Customer‟s
Requirements – Assembled-to-order
RDS CRM
RDS
Customer
Segmentati
on with
SAP HANA
QA
Services
RDS
Customer
Segmentati
on with
SAP HANA
Scenario 4
Scenario 3
Industrialized
Assembled-to-order
Via the Delivery Model Assemble to Order you can assemble services to cover
your project scope
Assemble services to cover your project scope
© 2012 SAP AG. All rights reserved. 25 Confidential
SAP Services
Catalog Engineered Services
Assembled to Order – The New Way to Deliver
Illustrative Use Case
RDS 1
RDS 2
Deployment Phase 1
Go
-Liv
e
Value / Expert Services
Understand
Business Needs
Deliver value early and
build baseline
RDS 3
Enhance your Solution
in manageable portions / iterations
Discovery RDS 4
BPM Service
Deployment Phase 2
Go
-Liv
e
Development
RDS 5
RDS 6
Deployment Phase 3
Go
-Liv
e
Development
© 2012 SAP AG. All rights reserved. 26 Confidential
Assembled to Order – Banking out of the Box
Illustrative Use Case for Multiple RDSs over Time
Savings and Current
Accounts Life-Cycle
Consumer Loans Lifecycle
Phase 1 - Production / Settlement
Go
-Liv
e
Understand
Business Needs
Deliver value early and
build baseline
Data Migration
for SAP Loans
Enhance your Solution
in manageable portions / iterations
Discovery HANA:
Transaction History
HANA:
Financial Reporting
Phase 2 - Accounting Reporting
Go
-Liv
e
Expert Services
SAP Services
Catalog Engineered Services Value / Expert Services
© 2012 SAP AG. All rights reserved. 27 Confidential
Deliver Value Early Through Assembled to Order
Actual Customer Example for New Technologies and
Mobility
<Month 1>
Go Live in 2 months (start to finish)
<Month 2> <Month 3>
Kick Off
Deploy Sybase
Unwired Platform
Deploy Mobile Sales
CRM Expense Reporting
Deploy Afaria
Knowledge Transfer
and Go Live
Duration Milestone
Mobile Sales for SAP CRM
Knowledge transfer of
Sybase Unwired Platform
Travel and Expense (T&E)
Mobility application
Afaria
Solution Scope
© 2012 SAP AG. All rights reserved. 28 Confidential
Agenda
SAP Advanced Delivery Management: An
Overview
Examples of Services delivered via the new
SAP Advanced Delivery Model
Assemble to Order and Industrialized Delivery Model
Design based Delivery Model
How to get more information and Upcoming
Events & Resources
Discussion and Q&A
© 2012 SAP AG. All rights reserved. 29 Confidential
Overview
Industry Business Process Content
Coverage of all Layers of the
Customers„ Business & IT Reality
Core Features
The Industry Business Process Content
allows SAP to demonstrate true industry
and process thought leadership to
customers. This helps customers with
Business content in customer language for
industry and cross industry processes
Broad content: covers business process
descriptions and process expert content
(KPIs, PPIs, benchmarks, value levers,
solution mapping)
Integrated with ASAP for ADM: content used
as accelerator especially during project
preparation and blueprinting phase
Key benefits: improve blueprint quality,
lower implementation costs and create
predictable project results
Value
Process
Application
Data
Infrastructure
Information
© 2012 SAP AG. All rights reserved. 30 Confidential
Implementation
Testing
Key User
Training
Successful
rollout and
adoption
Configuration
documentation
Value Packages Are Used in the Discovery and Design
Phase - Get Up and Running Fast
Start (Preparation) Deploy (Realization)
Expectations
1
Project
management
Kick-off workshop
Preparing technical
infrastructure
Mutually-approved
scope document
Working SAP
system
3
Results
Design (Blue-print) 2
Value/ Process
Maps
RACI, KPI & PPI
workshop
Preparing
Solution
Mapping
Well designed,
improved
Process Maps
with mapped
SAP solutions
Discovery 0
Scoping
Quick scan
Feasibility study
Process
improvement
potentials
Solution
recommendation
Realization
roadmap
Use of Value Pack Use of Value Pack
© 2012 SAP AG. All rights reserved. 31 Confidential
How SAP Advanced Delivery Model Answers Customer‟s
Requirements – Design-based
RDS CRM
Industry
Business
Process
Content
RDS
Customer
Segmentati
on with
SAP HANA
QA
Services
QA
Services
RDS
Customer
Segmentati
on with
SAP HANA
RDS
Customer
Segmentati
on with
SAP HANA
RDS CRM
Scenario 4
Scenario 3
Scenario 2
Industrialized
Assembled-to-order
Design-based
Via the Design-based delivery model you can start with a Detailed Blueprinting leveraging Industry
Business Process Content and value drivers which are map to the building implementation
content and by this apply Assembled-to-order according to your scope
From Detailed Blueprinting to Assembled-to-order leveraging Industry
Business Process Content and value drivers
© 2012 SAP AG. All rights reserved. 32 Confidential
A Consolidated View of the Project Scenarios
Project Scenarios Model Service Delivery Mode Accelerators
Customer would like SAP
experts to review the project and
identify any quality concerns
Model 1 :
Expert-
based
QA Service Mainly onsite Project schedule
Service Delivery Model, roles and responsibilities
QA guidelines
…..
Customer would like to design
and innovate to-be sales
processes and implement SAP
solutions utilizing industry
standards and best practices.
Model 2 :
Design-
based
Industry Process Content
with Rapid Deployment of
SAP CRM and SAP CRM
rapid- deployment solution
for customer segmentation
with SAP HANA
Mix of onsite and
remote
Project schedule
Business Process Descriptions
Process Flows, RACIs
KPIs / PPIs, Benchmarks, Best Practices
Value levers, Solution Mapping
Installation guide, Solution Documentation
BCSets, Reports, Forms ….
TestCases
Training Material….
Customer would like to
implement defined to-be sales
processes according to industry
standards and best practices as
well as enhance the capability to
target potential customers using
SAP solutions
Model 3 :
Assemble
d-to-order
Rapid Deployment of SAP
CRM and SAP CRM rapid-
deployment solution for
customer segmentation
with SAP HANA
Mainly remote
Project schedule
Installation guide
Solution Documentation
Solution Manager content
Installation guide
BCSets, Reports, Forms ….
Test Cases
Training Material….
Customer already has a strong
sales process running with the
help of SAP CRM. Customer
wants to further improve
performance of analyzing
customer data
Model 4 :
Industriali
zed
CRM rapid- deployment
solution for customer
segmentation with SAP
HANA
Mainly remote Project schedule
Installation guide
Solution Documentation
Solution Manager content
Installation guide
BCSets, Reports, Forms ….
TestCases
Training Material….
© 2012 SAP AG. All rights reserved. 33 Confidential
Agenda
SAP Advanced Delivery Management: An
Overview
Examples of Services delivered via the new
SAP Advanced Delivery Model
Assemble to Order and Industrialized Delivery Model
Design based Delivery Model
How to get more information and Upcoming
Events & Resources
Discussion and Q&A
© 2012 SAP AG. All rights reserved. 34 Confidential
Upcoming Events and Resources
Upcoming Events and more information:
SAP Advanced Delivery Management please go to: http://scn.sap.com/community/advanced-delivery-management
SAP Advanced Delivery Management Webinar Series please go to: http://scn.sap.com/docs/DOC-27840
Register here and receive our Newsletter directly. – SAP Advanced Delivery Management Webinar newsletter
SAP World Forum:
Multi-city event coming in Q3/Q4 2012 highlighting SAP Innovations and Solutions Leadership
More information to come, please visit www.sapevents.com/
SAPinsider Managing Your SAP Projects 2012, “The most important event of the year for teams that
plan, manage, and support SAP and SAP BusinessObjects projects”:
Co-located with Reporting & Analytics 2012 conference in Las Vegas NV October 28th to 31st 2012
For more information please go to www.sapprojects2012.com
Questions and Resources:
SAP Advanced Delivery Management Short Overview: scn.sap.com/docs/DOC-28555
SAPinsider Article ―SAP Advanced Delivery Management - SAP´s new delivery approach enabling innovation‖ Q3 SAPinsider
Magazine and www.sapinsideronline.com (included in post-event follow-up)
SAP Press Book Coming Soon: ―The New Way of implementing SAP Solutions‖ www.sap-press.com
SAP Services web site: www.sap.com/services
Contact your SAP Services Client Partner or call 866-609-1124
© 2012 SAP AG. All rights reserved. 35 Confidential
Design Partner Council – SAP Advanced Delivery
Management
Influence
We are setting up a Design Partner
Council (DPC). If you are interested to
influence and drive our NEW Delivery
Approach ―SAP Advanced Delivery
Management― please nominate yourself!
You can sign-up for the nomination
process by just giving your Business
Card to the presenter.
We appreciate your help - thank you
very much.
© 2012 SAP AG. All rights reserved. 36 Confidential
Agenda
SAP Advanced Delivery Management: An
Overview
Examples of Services delivered via the new
SAP Advanced Delivery Model
Assemble to Order and Industrialized Delivery Model
Design based Delivery Model
How to get more information and Upcoming
Events & Resources
Discussion and Q&A
© 2012 SAP AG. All rights reserved. 37 Confidential
SAP Services Webcast:
Discussion and Q&A
Introducing SAP Advanced Delivery Management:
The New Way of Implementing SAP Solutions
Marianne Heer Senior Vice President of Delivery
SAP Consulting North America
Ann Rosenberg Director, Strategy and
Transformation
SAP Services Delivery
Peggy Swalwell Vice President
North America Sustainability
Services