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Mulfingen-Heimhausen, 19. Mai 2011

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1 Mulfingen-Heimhausen, 19. Mai 2011
5. Strategietreffen der Weltmarktführer Supply Chain Collaboration – Das Management globaler Logistiknetzwerke in dynamischen und volatilen Märkten Mulfingen-Heimhausen, 19. Mai 2011

2 SAP in Zahlen und Fakten
109,000+ SAP Kunden weltweit in 120 Ländern in 25 Industrien mit 37 Sprachen aus 75 Büros mit 53,500+ SAP Mitarbeiter weltweit Instructions: Purpose: Depict in a compelling way for our customers what their world could look like from a LoB – Value Scenario focus viewpoint. Identify the desired outcomes and key benefits for each aspect of the value scenario – solving the issues presented in the previous slide. Questions to help the customer answer/gain agreement to: What could the process area look like within this LoB for the area impacted by the Value Scenario? What key outcomes and benefits could be achieved? (in metrics or business performance terms) Do the outcomes and benefits show how SAP is better than any alternative? Are we describing things we can do, that none of our competitors can? Are we describing how we do things better than our competition? Quality Check: Are the outcomes and benefits compelling for the LoB audience? Are the outcomes and benefits easy to understand in the customer’s language? Is this depiction on the slide easy for the audience to grasp and understand? Do the outcomes and benefits and the associated story show how SAP is better than any alternative? Content Pointers: Use graphical representations that depict end-to-end processes – both within a company, but also potentially within an “eco-system” Ensure key “stakeholders” – either organizations or categories of companies are represented. Use metrics and examples that are commonly used in the Industry/LoB area, and are highly relevant. Add explanatory facts and figures in the notes area to enliven the discussion with the customer. Ensure that these are the benefits that SAP will deliver as part of the value scenario. Ensure we clearly describe what our solutions do that can’t be done by competitor solutions. For the preceding two items above, make sure this can be described clearly in business – productivity, financial, operational - not technical terms. In the talk track, identify that each of these solutions is helpful by itself, but when you add them all together, there is a benefit multiplier. Talk Track 12.5 Mrd. € Umsatz (2010) 2 2

3 SAP Produktspektrum On DEVICE ORCHESTRATION On DEMAND On PREMISE
Technology Foundation On DEVICE On DEMAND On PREMISE ORCHESTRATION SAP Business Suite 7 SAP Business ByDesign LoB on Demand Collaboration Analytics Mobile Mobile Lösungen „In-Memory“ Verarbeitung von Massendaten Transparente Kennzahlen, Analysen und Berichte Lösungen für den Mittelstand , Tochtergesellschaften und einzelne Prozesse „aus der Steckdose“ Unser „Klassiker“ für integrierte ERP-Lösungen Instructions: Purpose: Depict in a compelling way for our customers what their world could look like from a LoB – Value Scenario focus viewpoint. Identify the desired outcomes and key benefits for each aspect of the value scenario – solving the issues presented in the previous slide. Questions to help the customer answer/gain agreement to: What could the process area look like within this LoB for the area impacted by the Value Scenario? What key outcomes and benefits could be achieved? (in metrics or business performance terms) Do the outcomes and benefits show how SAP is better than any alternative? Are we describing things we can do, that none of our competitors can? Are we describing how we do things better than our competition? Quality Check: Are the outcomes and benefits compelling for the LoB audience? Are the outcomes and benefits easy to understand in the customer’s language? Is this depiction on the slide easy for the audience to grasp and understand? Do the outcomes and benefits and the associated story show how SAP is better than any alternative? Content Pointers: Use graphical representations that depict end-to-end processes – both within a company, but also potentially within an “eco-system” Ensure key “stakeholders” – either organizations or categories of companies are represented. Use metrics and examples that are commonly used in the Industry/LoB area, and are highly relevant. Add explanatory facts and figures in the notes area to enliven the discussion with the customer. Ensure that these are the benefits that SAP will deliver as part of the value scenario. Ensure we clearly describe what our solutions do that can’t be done by competitor solutions. For the preceding two items above, make sure this can be described clearly in business – productivity, financial, operational - not technical terms. In the talk track, identify that each of these solutions is helpful by itself, but when you add them all together, there is a benefit multiplier. Talk Track Platform für Prozess- und Datenintegration 3 3

4 Leistungsspektrum SAP Consulting
Wir helfen Unternehmen aller Branchen … … ihre Geschäfts- und Prozessanforderungen zu definieren … diese in Anwendungen und Lösungsarchitekturen umzusetzen … sowie den langfristigen Betrieb zu gewährleisten und zu optimieren Plan Build Run Lösungsbetreuung und Nutzenüberprüfung Lösungserarbeitung Lösungsumsetzung Strategie/ Geschäfts-architektur Potenzial-ermittlung Prozess-/ Organisa- tionsdesign Implemen- tierung / Training Betrieb Permanente Optimierung Branchen- und Prozessverständnis Instructions: Purpose: Depict in a compelling way for our customers what their world could look like from a LoB – Value Scenario focus viewpoint. Identify the desired outcomes and key benefits for each aspect of the value scenario – solving the issues presented in the previous slide. Questions to help the customer answer/gain agreement to: What could the process area look like within this LoB for the area impacted by the Value Scenario? What key outcomes and benefits could be achieved? (in metrics or business performance terms) Do the outcomes and benefits show how SAP is better than any alternative? Are we describing things we can do, that none of our competitors can? Are we describing how we do things better than our competition? Quality Check: Are the outcomes and benefits compelling for the LoB audience? Are the outcomes and benefits easy to understand in the customer’s language? Is this depiction on the slide easy for the audience to grasp and understand? Do the outcomes and benefits and the associated story show how SAP is better than any alternative? Content Pointers: Use graphical representations that depict end-to-end processes – both within a company, but also potentially within an “eco-system” Ensure key “stakeholders” – either organizations or categories of companies are represented. Use metrics and examples that are commonly used in the Industry/LoB area, and are highly relevant. Add explanatory facts and figures in the notes area to enliven the discussion with the customer. Ensure that these are the benefits that SAP will deliver as part of the value scenario. Ensure we clearly describe what our solutions do that can’t be done by competitor solutions. For the preceding two items above, make sure this can be described clearly in business – productivity, financial, operational - not technical terms. In the talk track, identify that each of these solutions is helpful by itself, but when you add them all together, there is a benefit multiplier. Talk Track SAP Lösungskompetenz Architektur- und Technologie-Expertise 4 4

5 Konjunktur- programme
Die Volatilität und Globalisierung der Märkte führt zu neuen Herausforderungen in der Supply Chain. 2008 Wachstum um jeden Preis 2009 „Cash is King“ 2010 Investition in den Aufschwung 2011 Aufschwung oder Talfahrt? 2012 2013 2014+ Unternehmens- strategie „Fukushima“ Weltkonjunktur- verlauf Lehmann Brothers Leichte Stabilisierung Industrie- kapazitäten Konjunktur- programme Unterbrechung der Lieferantenkette und des Absatzmarktes Instructions: Purpose: Depict in a compelling way for our customers what their world could look like from a LoB – Value Scenario focus viewpoint. Identify the desired outcomes and key benefits for each aspect of the value scenario – solving the issues presented in the previous slide. Questions to help the customer answer/gain agreement to: What could the process area look like within this LoB for the area impacted by the Value Scenario? What key outcomes and benefits could be achieved? (in metrics or business performance terms) Do the outcomes and benefits show how SAP is better than any alternative? Are we describing things we can do, that none of our competitors can? Are we describing how we do things better than our competition? Quality Check: Are the outcomes and benefits compelling for the LoB audience? Are the outcomes and benefits easy to understand in the customer’s language? Is this depiction on the slide easy for the audience to grasp and understand? Do the outcomes and benefits and the associated story show how SAP is better than any alternative? Content Pointers: Use graphical representations that depict end-to-end processes – both within a company, but also potentially within an “eco-system” Ensure key “stakeholders” – either organizations or categories of companies are represented. Use metrics and examples that are commonly used in the Industry/LoB area, and are highly relevant. Add explanatory facts and figures in the notes area to enliven the discussion with the customer. Ensure that these are the benefits that SAP will deliver as part of the value scenario. Ensure we clearly describe what our solutions do that can’t be done by competitor solutions. For the preceding two items above, make sure this can be described clearly in business – productivity, financial, operational - not technical terms. In the talk track, identify that each of these solutions is helpful by itself, but when you add them all together, there is a benefit multiplier. Talk Track Erweiterung der Kapazitäten auf max. Auslastung Fast vollständiger Abbau der Kapazitäten Schnelles Hochfahren der Kapazitäten Reaktion der Supply Chain Quelle: PRTM Studie 2011 Global Supply Chain Trends – Pushing for Flexibility in a Volatile World 5 5

6 Aktuelle Studien bestätigen diese Herausforderung im Supply Chain Management.
Hohe Nachfrageschwankungen und/oder geringe Planungsgenauigkeit 74% Fehlende bzw. geringe Informationen über den aktuellen Kundenbedarf 33% Höhere Anforderungen der Kunden 31% Mangelnde Zusammenarbeit zwischen Supply Chain und Produktentwicklung 30% Schwerpunkt der Geschäftsführung auf Gewinnspanne 28% Geringe Flexibilität um auf Herausforderungen des Marktes zu reagieren 24% Schlechte Lieferantenleistung (Qualität und termingerechte Lieferung) 23% Focus der Geschäftsleitung auf kostenoptimierte Vorratslagerung 19% … das Zauberwort heißt Supply Chain Management. Die Unternehmen haben realisiert, dass im globalen Wettbewerb nur der überlebt, der seine Waren – und Informationsströme perfekt aufeinander abstimmt. (Quelle: Financial Times Deutschland 2008) Quelle: PRTM 2010

7 Finanzielle Effekte kumulieren sich entlang der Wertschöpfungskette.
VwVtGK Qualität/Garantie F & E Logistik Fertigung / Montage Direkte Materialkosten VwVtGK F & E Logistik Fertigung / Montage Direkte Materialkosten VwVtGK Logistik Fertigung / Montage Direkte Materialkosten VwVtGK Qualität/Garantie Fertigung / Montage Logistik Direkte Materialkosten VwVtGK Qualität/Garantie Fertigung / Montage Logistik Roh- material F & E ~ 4-9% Eigene Logistikkosten > 50% Kumulierte Kosten der Supply Chain OEM 1st Tier 2nd Tier 3rd Tier Total Cost of Ownership Kostenstrukturen entlang einer Automobil-Wertschöpfungskette (schematisch)

8 Supply Chain Collaboration (SCC) Grundsätzliche Lösungsansätze
Koordinationsprinzipien*) Erhöhung der Planungs- sicherheit in der Supply Chain durch bessere und schnelle Verfügbarkeit von Informationen Verringerung der Komplexität der Planung durch optimierte oder besser synchronisierte Prozesse Vermeidung von Aufschaukelung in der Supply Chain durch vertragliche Synchronisierung von Planungsflexibilitäten und deren Kontrolle „Data-driven“ „Process optimization“ „Process control“ Beispiele: Efficent Consumer Response (Handel) Collaborative Planning Forecast & Replenishment (CPFR) “Demand Visibility” “Pipeline Visibility” Bedarfs-Kapazitäts-Management Beispiele: Vendor Managed Inventory Postponement / “späte Variantenbildung” Build-to-Order Losgrößensynchronisation Synchronisation von Bestellzyklen Beispiele: Quantity Flexibility Verträge Auftragsglättung Order Freeze Instructions: Purpose: Depict in a compelling way for our customers what their world could look like from a LoB – Value Scenario focus viewpoint. Identify the desired outcomes and key benefits for each aspect of the value scenario – solving the issues presented in the previous slide. Questions to help the customer answer/gain agreement to: What could the process area look like within this LoB for the area impacted by the Value Scenario? What key outcomes and benefits could be achieved? (in metrics or business performance terms) Do the outcomes and benefits show how SAP is better than any alternative? Are we describing things we can do, that none of our competitors can? Are we describing how we do things better than our competition? Quality Check: Are the outcomes and benefits compelling for the LoB audience? Are the outcomes and benefits easy to understand in the customer’s language? Is this depiction on the slide easy for the audience to grasp and understand? Do the outcomes and benefits and the associated story show how SAP is better than any alternative? Content Pointers: Use graphical representations that depict end-to-end processes – both within a company, but also potentially within an “eco-system” Ensure key “stakeholders” – either organizations or categories of companies are represented. Use metrics and examples that are commonly used in the Industry/LoB area, and are highly relevant. Add explanatory facts and figures in the notes area to enliven the discussion with the customer. Ensure that these are the benefits that SAP will deliver as part of the value scenario. Ensure we clearly describe what our solutions do that can’t be done by competitor solutions. For the preceding two items above, make sure this can be described clearly in business – productivity, financial, operational - not technical terms. In the talk track, identify that each of these solutions is helpful by itself, but when you add them all together, there is a benefit multiplier. Talk Track *) Klassifikation in Anlehnung an Akkermans, H.; Dellaert, N. (2005): The rediscovery of industrial dynamics: the contribution of system dynamics to supply chain management in a dynamic and fragmented world, System Dynamics Review 21 (2005) 3, S 8 8

9 Beispiel Lebensmittelindustrie

10 Supply Chain Collaboration (SCC) Steigende Volatilität an den Rohstoffmärkten
Das Jahr 2010 aus Sicht der Lebensmittelindustrie Zitronen Wintereinbruch in Argentinien Äpfel Überschwemmungen in Polen Papier/Kartonage China kauft den Altpapiermarkt in Europa leer Gestiegener Konsum von frischem Obst und Gemüse direkt im Erzeugerland Instructions: Purpose: Depict in a compelling way for our customers what their world could look like from a LoB – Value Scenario focus viewpoint. Identify the desired outcomes and key benefits for each aspect of the value scenario – solving the issues presented in the previous slide. Questions to help the customer answer/gain agreement to: What could the process area look like within this LoB for the area impacted by the Value Scenario? What key outcomes and benefits could be achieved? (in metrics or business performance terms) Do the outcomes and benefits show how SAP is better than any alternative? Are we describing things we can do, that none of our competitors can? Are we describing how we do things better than our competition? Quality Check: Are the outcomes and benefits compelling for the LoB audience? Are the outcomes and benefits easy to understand in the customer’s language? Is this depiction on the slide easy for the audience to grasp and understand? Do the outcomes and benefits and the associated story show how SAP is better than any alternative? Content Pointers: Use graphical representations that depict end-to-end processes – both within a company, but also potentially within an “eco-system” Ensure key “stakeholders” – either organizations or categories of companies are represented. Use metrics and examples that are commonly used in the Industry/LoB area, and are highly relevant. Add explanatory facts and figures in the notes area to enliven the discussion with the customer. Ensure that these are the benefits that SAP will deliver as part of the value scenario. Ensure we clearly describe what our solutions do that can’t be done by competitor solutions. For the preceding two items above, make sure this can be described clearly in business – productivity, financial, operational - not technical terms. In the talk track, identify that each of these solutions is helpful by itself, but when you add them all together, there is a benefit multiplier. Talk Track Quelle: Flüssiges Obst Ausgabe 09/2010 10 10

11 Supply Chain Collaboration in der Getränkeindustrie Ausgangssituation
Produzent Bedarfsinformation Lieferant Ausgangssituation in der Supply Chain: Lieferanten Konsumgüter Produzent Kunden Hohe Bestände Sonderproduktionen Sonderfahrten Produktionsstillstände Sonderschichten Überquellendes Hochregallager Konventionlastrafe Warenverfügbarkeit < 70% Drohende Auslistungen Rückgang der Marktanteile Instructions: Purpose: Depict in a compelling way for our customers what their world could look like from a LoB – Value Scenario focus viewpoint. Identify the desired outcomes and key benefits for each aspect of the value scenario – solving the issues presented in the previous slide. Questions to help the customer answer/gain agreement to: What could the process area look like within this LoB for the area impacted by the Value Scenario? What key outcomes and benefits could be achieved? (in metrics or business performance terms) Do the outcomes and benefits show how SAP is better than any alternative? Are we describing things we can do, that none of our competitors can? Are we describing how we do things better than our competition? Quality Check: Are the outcomes and benefits compelling for the LoB audience? Are the outcomes and benefits easy to understand in the customer’s language? Is this depiction on the slide easy for the audience to grasp and understand? Do the outcomes and benefits and the associated story show how SAP is better than any alternative? Content Pointers: Use graphical representations that depict end-to-end processes – both within a company, but also potentially within an “eco-system” Ensure key “stakeholders” – either organizations or categories of companies are represented. Use metrics and examples that are commonly used in the Industry/LoB area, and are highly relevant. Add explanatory facts and figures in the notes area to enliven the discussion with the customer. Ensure that these are the benefits that SAP will deliver as part of the value scenario. Ensure we clearly describe what our solutions do that can’t be done by competitor solutions. For the preceding two items above, make sure this can be described clearly in business – productivity, financial, operational - not technical terms. In the talk track, identify that each of these solutions is helpful by itself, but when you add them all together, there is a benefit multiplier. Talk Track 11 11

12 Supply Chain Collaboration in der Getränkeindustrie Lösungsbausteine
+ + = Planung SMI/VMI Kapazitäts-Kollaboration CPFR Ziele Gesteigerte Kundenorientierung Erkennen von Restriktionen Transparenz in der Wertschöpfungskette Ziele Reduzierung Lagerbestände Verbesserung der Lieferbereitschaft Verbesserung des Materialflusses innerhalb der Wertschöpfungskette Ziele Reduzierung von Kapazitätsengpässen Gleichbleibende Produktionsauslastung Schnelle Problemlösung Ziele Steigerung des Umsatzes Optimierte Nutzung der Ressourcen Informationen in Echtzeit Gesteigerte Verfügbarkeit Reduzierung der Kosten Planungskalender Flexibilitätskorridor Demand Capacity Planning Gemeinsame IT-Plattform Liefer ant DCP Kunde Problemlösung Release of DSB Plan Forecast 20% 40% Frozen Zone 8 Wochen 4 Wochen DSB Meeting DSB Pre- paration Supply Check FC SAP Freeze 12 Wochen FC Kunde Instructions: Purpose: Depict in a compelling way for our customers what their world could look like from a LoB – Value Scenario focus viewpoint. Identify the desired outcomes and key benefits for each aspect of the value scenario – solving the issues presented in the previous slide. Questions to help the customer answer/gain agreement to: What could the process area look like within this LoB for the area impacted by the Value Scenario? What key outcomes and benefits could be achieved? (in metrics or business performance terms) Do the outcomes and benefits show how SAP is better than any alternative? Are we describing things we can do, that none of our competitors can? Are we describing how we do things better than our competition? Quality Check: Are the outcomes and benefits compelling for the LoB audience? Are the outcomes and benefits easy to understand in the customer’s language? Is this depiction on the slide easy for the audience to grasp and understand? Do the outcomes and benefits and the associated story show how SAP is better than any alternative? Content Pointers: Use graphical representations that depict end-to-end processes – both within a company, but also potentially within an “eco-system” Ensure key “stakeholders” – either organizations or categories of companies are represented. Use metrics and examples that are commonly used in the Industry/LoB area, and are highly relevant. Add explanatory facts and figures in the notes area to enliven the discussion with the customer. Ensure that these are the benefits that SAP will deliver as part of the value scenario. Ensure we clearly describe what our solutions do that can’t be done by competitor solutions. For the preceding two items above, make sure this can be described clearly in business – productivity, financial, operational - not technical terms. In the talk track, identify that each of these solutions is helpful by itself, but when you add them all together, there is a benefit multiplier. Talk Track Mo. Mi Do Fr Mo. Di. Mi. 12 12

13 Supply Chain Collaboration in der Getränkeindustrie Erreichte Ergebnisse
Produzent Lieferant Bedarfsinformation Bedarfsinformation Erreichte Ergebnisse in der Supply Chain: Lieferanten Konsumgüter Produzent Kunden Signifikante Lieferzeitenreduzierung Geringere Beschaffungskosten Keine Lieferausfälle Geringere Lagerbestände Senkung der Lagerkosten Reduzierte Produktionskosten Reduzierung der Ausfallzeiten Verbesserte Planungsgenauigkeit Erhöhte Warenverfügbarkeit Keine Lieferausfälle Steigerung des Marktanteils Ausweitung der Geschäftstätigkeit Instructions: Purpose: Depict in a compelling way for our customers what their world could look like from a LoB – Value Scenario focus viewpoint. Identify the desired outcomes and key benefits for each aspect of the value scenario – solving the issues presented in the previous slide. Questions to help the customer answer/gain agreement to: What could the process area look like within this LoB for the area impacted by the Value Scenario? What key outcomes and benefits could be achieved? (in metrics or business performance terms) Do the outcomes and benefits show how SAP is better than any alternative? Are we describing things we can do, that none of our competitors can? Are we describing how we do things better than our competition? Quality Check: Are the outcomes and benefits compelling for the LoB audience? Are the outcomes and benefits easy to understand in the customer’s language? Is this depiction on the slide easy for the audience to grasp and understand? Do the outcomes and benefits and the associated story show how SAP is better than any alternative? Content Pointers: Use graphical representations that depict end-to-end processes – both within a company, but also potentially within an “eco-system” Ensure key “stakeholders” – either organizations or categories of companies are represented. Use metrics and examples that are commonly used in the Industry/LoB area, and are highly relevant. Add explanatory facts and figures in the notes area to enliven the discussion with the customer. Ensure that these are the benefits that SAP will deliver as part of the value scenario. Ensure we clearly describe what our solutions do that can’t be done by competitor solutions. For the preceding two items above, make sure this can be described clearly in business – productivity, financial, operational - not technical terms. In the talk track, identify that each of these solutions is helpful by itself, but when you add them all together, there is a benefit multiplier. Talk Track 13 13

14 Beispiel Automobilindustrie

15 Koordination komplexer u
Koordination komplexer u. dynamischer Wertschöpfungs-netzwerke ist eine unternehmensübergreifende Aufgabe Komplexe Produkte, viele Varianten  Hohe Planungsunsicherheit in fragmentierten Märkten Globalisierung der Logistik  lange Durchlaufzeiten für Material und Informationen Spezifische Lieferketten mit autonomen Akteuren und verteilter Planung Komplexe Prozesse mit vielfältigen Abhängigkeiten, Rückkopplungen und Verzögerungen Begrenzte Informationsverfügbarkeit Begrenzte Mächtigkeit von Algorithmen und IT-Lösungen

16 Beispiel aus Kundenprojekt mit einem europäischem OEM
Das Zielszenario verbindet einen flexiblen Fertigungsverbund mit wertschöpfungsorientierten Zulieferprozessen … Build-to-Forecast (antizipativ, „Push“) Entkopplungs- punkt Build-to-Order (reaktiv, „Pull“) Teilefertigung Komp.-Fertigung Montage Distribution Nachfrage „Lean Thinking“ Bandbreiten- konzept im Netzwerk „Agile Thinking“ Flexibler Produktionsverbund

17 Beispiel aus Kundenprojekt mit einem europäischem OEM
… und baut auf Kooperationen mit Wertschöpfungspartnern auf. Build-to-Forecast (antizipativ, „Push“) Entkopplungs- punkt Build-to-Order (reaktiv, „Pull“) Teilefertigung Komp.-Fertigung Montage Distribution Nachfrage „Lean Thinking“ Bandbreiten- konzept im Netzwerk „Agile Thinking“ Flexibler Produktionsverbund Auslegen und Planen der Supply Chain mit Lieferanten Einbindung externer Partner in den Produktionsverbund

18 Unsere Technologieinnovationen ermöglichen neue Geschäftsfähigkeiten entlang der Supply Chain
Produktionsplanung Mobile Produktinformationen Verbrauchsprognosen Bedarfsplanung Preissuchmaschinen RFID Mobile Zahlungssysteme Lieferant Retail Produzent Endkunde Bedarfsinformation Bedarfsinformation Produktinfos Kauftransaktionen Soziale Netzwerke JIT/JIS Materialverfügbarkeit Bestandsinformationen Instructions: Purpose: Depict in a compelling way for our customers what their world could look like from a LoB – Value Scenario focus viewpoint. Identify the desired outcomes and key benefits for each aspect of the value scenario – solving the issues presented in the previous slide. Questions to help the customer answer/gain agreement to: What could the process area look like within this LoB for the area impacted by the Value Scenario? What key outcomes and benefits could be achieved? (in metrics or business performance terms) Do the outcomes and benefits show how SAP is better than any alternative? Are we describing things we can do, that none of our competitors can? Are we describing how we do things better than our competition? Quality Check: Are the outcomes and benefits compelling for the LoB audience? Are the outcomes and benefits easy to understand in the customer’s language? Is this depiction on the slide easy for the audience to grasp and understand? Do the outcomes and benefits and the associated story show how SAP is better than any alternative? Content Pointers: Use graphical representations that depict end-to-end processes – both within a company, but also potentially within an “eco-system” Ensure key “stakeholders” – either organizations or categories of companies are represented. Use metrics and examples that are commonly used in the Industry/LoB area, and are highly relevant. Add explanatory facts and figures in the notes area to enliven the discussion with the customer. Ensure that these are the benefits that SAP will deliver as part of the value scenario. Ensure we clearly describe what our solutions do that can’t be done by competitor solutions. For the preceding two items above, make sure this can be described clearly in business – productivity, financial, operational - not technical terms. In the talk track, identify that each of these solutions is helpful by itself, but when you add them all together, there is a benefit multiplier. Talk Track Personalisierte Kundenkataloge Track & Trace Variantenkonfiguration Verfügbarkeitsprüfung Individuelle Produktkonfiguration 18 18

19 Zusammenfassung Dynamik und Volatilität der globalen Märkte stellen die Herausforderung in den logistischen Prozessen von heute und morgen dar IT-gestützte Kollaboration und Flexibilitätsmanagement sind Schlüssel-Erfolgsfaktoren Technologische Innovationen werden die Prozesse fortlaufend optimieren und eröffnen neue Möglichkeiten SAP Consulting ist der richtige Systemlösungs- und Beratungspartner, um Sie bei diesen Aufgaben zu unterstützen

20 Vielen Dank für Ihre Aufmerksamkeit

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