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Transcript of ® PeopleSoft Enterprise SRM Overview and Positioning Hosts: Steven Demetriou GSS Solutions...
®
PeopleSoft Enterprise SRMOverview and Positioning
Hosts: Steven Demetriou GSS Solutions Architect, SCM
Marc Weintraub Apps Marketing, Enterprise SRM
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Right now….
There is $1.1 in SRM Deals waiting for you in your territory…
SRM Sells!SRM Sells!
…we want to help you get it!
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Identifying where SRM opportunities exist in your
assigned territory
Initiating sales opportunities in your target accounts
Closing business in SRM sales cycles
The goal of this presentation is to make you better at:
Victory DefinedVictory Defined
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Key SRM “Take Aways”Key SRM “Take Aways”
Large demand in the market place
Hard dollar value proposition drives sales
We are the leading SRM solution provider
We are successful at winning deals
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AgendaAgenda
PeopleSoft SRM Suite Overview
Procurement Trends
Identifying Opportunities
Winning Deals
Solution Positioning
Competition
Supporting Resources
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PeopleSoft Enterprise SRM Suite OverviewPeopleSoft Enterprise SRM Suite Overview
FunctionFunction ProductProduct Value PropositionValue Proposition
Spend Analysis Spend Mart Identifies procurement savings opportunities and documents results.
Sourcing Strategic Sourcing Drives supplier competition and selection through online collaboration.
ContractManagement
Supplier Contract Management*
Adds automation, consistency and control to the agreement process
EmployeeSelf-Service
eProcurement,Services Procurement
Self-service requisitioning and approval management application.
Procure-to-PayeProcurement,
Payables, eSettlementsStreamlines purchase order processing while strengthening policy compliance.
SupplierEnablement
eSupplier Connection,Open Supplier Network**
Automates transactions & interactions between buyer and supplier.
Supplier Performance Management
Supplier Rating System,Procurement Mart
Monitors supplier KPI’s and evaluates supplier performance.
**Available in release 8.9 **Available through 3rd party partner, Perfect Commerce
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DemandCollection
IndirectGoods
DirectMaterials
EngineeredGoods
Services ApprovalRoutingApprovalRouting
TouchlessBuyingTouchlessBuying
Automated PaymentAutomated Payment
Budget-BasedProcurementBudget-BasedProcurement
ContractManagementContractManagement
SupplierPerformanceSupplierPerformance
CategoryManagementCategoryManagement
OnlineSourcingOnlineSourcing
SpendAnalysisSpendAnalysis
SupplierCollaboration
Settlement
Orders
ProfileManagement
Logistics
SupplierPortal
SupplierNetwork
PeopleSoft Enterprise SRM OverviewPeopleSoft Enterprise SRM OverviewThe Integrated Suite that Dramatically Cuts
All Supply Management Costs
Enforce Policy ComplianceEnforce Policy Compliance
Reduce Spend on Goods and ServicesReduce Spend on Goods and Services
Streamline Procurement ProcessesStreamline Procurement Processes
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When you hear this…When you hear this…• Internal Compliance• Transaction
Efficiency• Maverick Spend• Demand
Management• Product
Standardization• Catalog
Management
• Purchase price Reduction
• Cost takeout• Category
Management• Tactical Sourcing• Risk Management• Vendor
Rationalization
• Supplier Compliance
• Supplier Performance Management
• Supplier Enablement• Supplier On-boarding• Supplier Portal• EIPP• Supplier Self-Service
• Direct Materials Management
• CPFR• Business Process
Outsourcing
……think this.think this.• eProcurement• (Purchasing)• Services
Procurement• GL’s Commitment
Control
• Strategic Sourcing• Contract
Management*
• Spend Mart• Supplier Rating• Procurement Mart
• Community Portal• eSupplier Connection• SC Portal Pack• Open Supplier
Network**• eProcurement (Direct
Connect)
• Call in Specialists in the IBU to Help Support Sales and Solution Strategy
**Available in release 8.9 **Available through 3rd party partner, Perfect Commerce
PeopleSoft Enterprise SRM OverviewPeopleSoft Enterprise SRM Overview
Buzz Words, Industry Terms, & Solutions
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Procurement TrendsProcurement Trends
Goal Achievement Strategies Advanced sourcing & supplier relationship approaches Improve supplier development and collaboration Out sourcing, low-cost country sourcing Increasing spend under management Extend and enhance procurement process automation
Procurement’s Charter Positively impact corporate operating margins Provide goods and services at a reduced cost and
managing corporate spend patterns Provide year-over-year savings
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Identifying OpportunitiesIdentifying Opportunities
1 in 9 dollars is from SRM…
CY2004 PeopleSoft Enterprise Revenue by Pillar
…with core products dominating…
CY2004 PeopleSoft Enterprise SRM Revenue by Product
…and strong Public Services selling…
CY2004 PeopleSoft Enterprise SRM Revenue by Industry
…FY06 Goal: $55.8M in SRM
FY2006 PeopleSoft Enterprise SRM Revenue Goal by Product
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Identifying OpportunitiesIdentifying Opportunities
General Target Account Profile
• >$1B for SRM, >$2B for SPro & Strategic Sourcing
• Enterprise 8.4 or greater, or Upgrading from 8.0
• Owning Purchasing is a plus
Summary of Opportunity Areas
• Financials Install Base Up-Sell
• SRM Suite Extensions
• Contingent Workforce Management Up-Sell
• Enterprise Upgrade Up-Sell
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Identifying OpportunitiesIdentifying Opportunities
Financials Install Base Up-Sell
• 1800 target accounts
• ERP integration lowers TCO, leverages existing investments
• Position: eProcurement, Strategic Sourcing, Services Procurement, and Supplier Contract Management
*overlapping with target in Financials Install Base Up-Sell
SRM Suite Extensions
• 1400 target accounts*
• Next wave of strategic value-add, extend hard dollar savings
• Position: Strategic Sourcing, Services Procurement, Supplier Contract Management, Spend Mart, Procurement Mart and Supplier Rating System
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Identifying OpportunitiesIdentifying Opportunities
Contingent Workforce Management Up-Sell
• 673 target accounts*
• Services is an untapped source of value
• Position: Services Procurement and complimentary HCM applications
*not overlapping with target in Financials Install Base Up-Sell
Enterprise Upgrade Up-Sell
• 836 target accounts
• Path to project Fusion, reduce overall upgrade expense
• Position: 8.9 release of customer owned modules, plus appropriate SRM modules additions: ePro, Strategic Sourcing, Contract Management
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Tales from the FieldTales from the Field
Big SRM Wins…
• Qwest: $2.5M full SRM/Materials Management solution
• HP: $2.8M Services Procurement deal in SAP lighthouse account
• IBM: $2M Services Procurement deal
• Leggett & Platt: $1M SRM deal lead by hosted Strategic Sourcing solution
• FedEx: $1.1M eProcurement Ariba replacement
• Kaiser: $12M Enterprise license deal precipitated by$700K eProcurement and Catalog Management opportunity
Winning DealsWinning Deals
Tales From the Field
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Why We Win…
• Single solution vendor preference, TCO a priority
• Strong account relationships
• Proactive selling and road-mapping
Winning DealsWinning Deals
Why We Lose…
• Fail to do strategic discovery early
• Fail to position and differentiate our unique value proposition
• Fail to effectively sell to procurement and appropriately leverage our account relationship strengths
• Fail to foster the perception of thought leadership, market leadership, experience and trust
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Winning DealsWinning Deals
Strategic Discovery – Elevated Q & A
• Prerequisite for a successful sales cycle
• Defines you (and the solution) in a leadership role
• Uncovers and clarifies economic value & pains
• Identifies and expands the opportunity
• Builds trust and rapport
Solution Value Positioning & Differentiation
• Requires industry-specific solution value knowledge
• Requires account and decision-maker knowledge
• Requires competitive capabilities & activity knowledge
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Industry Positioning
• Industry implication solutions and messaging are critical.
• SRM processes and value propositions vary by industry.
• Addressing industry practices and value propositions builds sales credibility and solution differentiation.
Oracle Industry Vertical SupportOracle Industry Vertical Support
Aerospace & DefenseAutomotiveChemicals, Oil & GasCommunications & MediaConsumer GoodsEducation & ResearchFinancial ServicesGovernmentHealthcare
High TechnologyIndustrialsLife SciencesProfessional ServicesPublic ServicesRetailTravel & TransportationUtilities
Winning DealsWinning Deals
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Winning DealsWinning Deals
Engage Decision-Makers, Leverage Relationships
• Play out the successful sales cycle in reverse:
– Who was involved and why – Think CEO, CFO, VP HR
• Find solution relevance for must-have decision-makers
• Knowledge and credibility is key
• “We speak Procurement” – get informed, use resources
Thought Leadership
• Know our SRM/Procurement story, it’s a good one
• Leverage our experts (Strategy, Marketing)
• Have an opinion when it comes to our competitors
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CompetitionCompetitionWeaknessesStrengths
Narrow, point solutions not inclusive of other enterprise functions
Higher TCO due to required interfaces Lack flexibility Questionable financial viability Unproven business model mixing s/w & services Limited capacity to scale across spend areas Limited support in certain industries e.g. Public Sector due to
lack of encumbrance accounting
Lagging 2 years behind in SRM functionality e.g. no contract management story
Netweaver is unproven and untested Limited understanding of the purchasing domain Very slow release cycles, many beta customers "Per Supplier" pricing penalizes supplier ramp-up—
questionable viability CCHubwoo, limited presence in North America
Too focused on expensive services—creates dependency Fails to link procurement with key disciplines e.g. Financials,
Engineering, Maintenance, etc Few proven ERP integrations—creates yet another
information silo No references using ‘end to end spend management’ Too focused on indirect materials—no strategy for direct
materials
Functional depth Focused on purchasing domain Strong references—especially by industry Easy deployment Proven ROI
Nic
he V
endo
rs
Breadth of solution Netweaver architecture Focused on vertical industries—especially Manufacturing Commitment to product enhancements Strong supplier enablement—partnership with CCHubwoo World’s largest applications vendor
SA
P
Strong focus on & understanding of purchasing ERP agnostic Strong services offering & deep expertise Strong references Strong brand identity End-to-end spend management offering
Arib
a
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Solution PositioningSolution Positioning
Key Needs/Business Drivers
• P.O. processing overwhelming, department spending out of control
• Corporate cost reduction is a priority
• Costly legacy system upgrade is needed Key Benefits
• Cost savings, cycle time reduction, compliance & control Related Modules
• OSN, Services Procurement Competitors/Tactics
• Competitors: Ariba, P-Net, Home-Grown, Supplier Provided (Staples/Dell)
• Tactics: Domain expertise, proven solution/references, ease of use, feature function, low cost hosting options
Selling Themes/Tactics
• Selling Themes: ERP integration, broad & deep process integration, TCO, SOX compliance, single technology vendor with strong enhancement futures
• Tactics: Sell to Procurement, bring in the experts, reference early, broaden selection decision base, vendor viability
eProcurement
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Solution PositioningSolution Positioning
Key Needs/Business Drivers
• Corporate cost reduction is a priority
• Sourcing practice maturity requires new capabilities and technology tools
• Paper, paper everywhere Key Benefits
• Broader & deeper cost savings, supplier reduction, contracting process standardization and efficiency
Related Modules
• Spend Mart, Supplier Rating Competitors/Tactics
• Competitors: Ariba, Emptoris, Procuri, Frictionless, VericalNet and more….
• Tactics: Domain expertise, proven solution/references, ease of use, feature function, low cost hosting options, sourcing category expertise
Selling Themes/Tactics
• Selling Themes: Deep SRM and ERP process integration, SOX compliance
• Tactics: Strategic discovery early, bring in the experts, sell to Procurement, broaden selection requirements
Strategic Sourcing & Supplier Contract Management
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Solution PositioningSolution Positioning
Key Needs/Business Drivers
• Concern over unmanaged Services spend: High cost, multiple fronts of legal risk, overtime/overpayment concerns
Key Benefits
• Reduced services spend, reduced corporate risk relating to contractors, improved quality and access to contracted skills
Related (HCM) Modules
• Talent Acquisition Manager, Candidate Gateway
Competitors/Tactics
• Competitors: Ariba, E-Lance, Chimes, Fieldglass, and many BPO firms
• Tactics: Domain expertise, proven solution/references, ease of use, feature function, low cost hosting options, business process outsourcing support
Selling Themes/Tactics• Selling Themes: HCM, FIN, SRM integration, robust complex services
management, single technology vendor with strong enhancement futures TCO,
• Tactics: Proactive selling, bring in the experts, sell to HCM and Procurement, leverage IT relationships to support TCO
Services Procurement
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OrganizationOrganization Value Add in Sales Cycles & Opportunity DeploymentValue Add in Sales Cycles & Opportunity Deployment
Industry Business Unit (IBU) SRM Up-Sell
Focused on identifying and closing SRM deals within the install base, provide domain knowledge and application expertise during the sales cycle.
Industry Business Unit (IBU) Industry Groups
Provide industry expertise and assist during the sales cycle with business strategies through solution recommendations tailored to specific industries.
Global Sales Support (GSS)Offers applications expertise in sales, marketing, competitive knowledge and business development to the worldwide Oracle community.
Applications MarketingBringing Oracle applications to market through the development of content, execution of campaigns, and sales cycle support.
Product ConsultingProvide detailed product knowledge and competitive differentiation to the sales cycle.
Field MarketingDrive awareness and thought leadership by managing and promoting live regional events and web-based forums.
Product StrategyResponsible for driving the future direction of requirements for Project Fusion as well as the interim strategy for each product family.
Key Support Organizations
Supporting ResourcesSupporting Resources
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Cor
pora
te S
uppo
rtC
orpo
rate
Sup
port
Fie
ld S
uppo
rtF
ield
Sup
port
IBU, Vice President IndustriesHarry Ghuman
Director, Field MarketingPerry Hardt
Sr. Director, Procurement Apps MarketingDavid Hope-Ross
GSS, Procurement Solution ArchitectSteve Demetriou
GSS, Solution Architect ManagerBill Welch
IBU, Procurement Up-Sell Greg Cozzens
Director, Procurement Product StrategyTom Anthony
OrganizationOrganizationName Name
Enterprise SRM Apps MarketingMarc Weintraub
GSS, Procurement Solution ArchitectVance Checketts
IBU, Procurement Up-Sell Miklos Gaal
IBU, Procurement Up-Sell DirectorMike Kvietkus
Key Sales Support Contacts
Supporting ResourcesSupporting Resources
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Supporting ResourcesSupporting Resources
Sales Materials on Global Xchange
• Sales Kits > Advance Procurement > PeopleSoft Enterprise SRM
• Presentations, News, Positioning, Messaging, Collateral, etc…
Ongoing Announcements
• Subscribe to Global Xchange procurement professional community
• Communities > Procurement > Subscribe
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Thank You &
Good Selling