SAPSystems Application Program in Data Processing

BA401 Case Study 2_6

SAP AG 2002, Title of Presentation, Speaker Name 2

SAP - 32 Years in the Business of Business

12 Million Users. 94,000 Installations.

1,600 Partners. 25 Industry Solutions.

30,000 employees. Located in 120 countries.

SAP is the recognized leader in providing collaborative business solutions for all types of industries and for every major market

Founded in 1972, headquartered in Walldorf, Germany

Nearly 50% of SAP Installations are in companies with annual revenues less than $200 million

SAP AG 2002, Title of Presentation, Speaker Name 3

SAP Background

SAP AG 2002, Title of Presentation, Speaker Name 4

Case Summary

How did SAP America step on the Business ??

Right Strategic Focus

Effective Market Strategy

RESOURCING EXPLOSIVE GROWH

Professional Services

Support & Infrastructure

Reorganization

SAP AG 2002, Title of Presentation, Speaker Name 5

Strategic Focus

SAP AG 2002, Title of Presentation, Speaker Name 6

Strategic Focus

“We have a grate product, and if you, Consulting Firms, are willing to make the investment we are not going to compete with you for the same consulting business”

SAP AG 2002, Title of Presentation, Speaker Name 7

Strategic Focus

Consulting Firms Partnering

SAP AG 2002, Title of Presentation, Speaker Name 8

SAP American Market Strategy

SAP AG 2002, Title of Presentation, Speaker Name 9

RESOURCING EXPLOSIVE GROWH

ICOEsIndustry Center of Expertise

SAP AG 2002, Title of Presentation, Speaker Name 10

RESOURCING EXPLOSIVE GROWH

Type of Partner

SAP AG 2002, Title of Presentation, Speaker Name 11

RESOURCING EXPLOSIVE GROWH

Competency Centers

Knowledge

Knowledge

Partner

SAP AG 2002, Title of Presentation, Speaker Name 12

Professional ServicesProfessional service were those activities provided to customers for Consulting & Training.

Consulting, ICOE

SAP AG 2002, Title of Presentation, Speaker Name 13

Professional ServicesProfessional service were those activities provided to customers for Consulting & Training.

Training

SAP AG 2002, Title of Presentation, Speaker Name 14

Support & Infrastructure

Human Resources are outsource

Human Resources

SAP AG 2002, Title of Presentation, Speaker Name 15

Support & Infrastructure

Standardized license agreementClear-cutting proposal

License and Contract

SAP AG 2002, Title of Presentation, Speaker Name 16

Support & Infrastructure

Everything must be present at the beginning of

the sales cycle

Sales

6-12 months sale cycle

SAP AG 2002, Title of Presentation, Speaker Name 17

Reorganization

Becoming the Standard

Continuing to close global deal

Increasing Sale

Moving into the midtier market

“People are working separately on the same problem, so instead of fixing something once, we fix four time”

SAP AG 2002, Title of Presentation, Speaker Name 18

Reorganization

SAP AG 2002, Title of Presentation, Speaker Name 19

Reorganization

SAP AG 2002, Title of Presentation, Speaker Name 20

Reorganization

Platinum Consultant