AS Lead to Cash Highlevel Process FlowWIP

1confidential | ©2015 Sabre GLBL Inc. All rights reserved.confidential

Airline SolutionsLead to Cash

22 September 2016 • Wes Hunter

2confidential | ©2015 Sabre GLBL Inc. All rights reserved.

Project Spring Is A Major Sabre Initiative

Invest in technology that supports our ability

for business growth

Move away from fragmented systems

that slow down operations

Streamline processes and improve tracking for resource related

billing

Project Springa multi-year strategy to modernize and transform corporate systems

A key program of the AS Business Technology Portfolio


We Are Updating Our Business Technology

Automated invoicing and Improved profitability reportingSAP S/4 HANA

Sunset Primavera and integrate customer projects to contractsPPM

A new mobile one-stop-shop for time entry and approvalsOneSabre Time Management

Connected processes improve efficiency and create an automation environment

A new mobile tool to manage T&ITravel and Expense


Lead to Cash: Work Order (WO) and Change Request (CR)

Initiate Opportunity

Create Contract

Approve Contract

Estimate Project

Setup Contract

Setup Network

Setup Pricing

Manage Time

Report Expenses

Key

Sales

PPM

Fulfillment (DOT)

Time Management (CATS)

Chrome River

Sabre Signature

ManageProject

DeliverProject

ManageProject

Setup Project

Approve Project

Financially

Customer Signature

Upfront Billing Milestone

Bill Customer


Lead to Order: Work Order (WO)

Send Signed Contract (Electronically)

ReviewSales

ApproveLegally

FinalizeFinancials/AR

GatherPresident’s Signature

CloseDeal

IdentifyNeed

QualifyOpportunity

DevelopValue Proposition

Build & Submit

Final Proposal

NegotiateFinal Contract

Customer Signature

Sabre Signature

Work orders govern the terms and conditions for a specific service or solution, including system/service description, license grant, pricing, delivery services, support services, etc. A Work Order may cover a single system, multiple systems, system family, product portfolio or service.


Lead to Order: Change Request (CR)

Initiate Request

Validate Change

Estimate Effort

Commercialize Price

Prioritize & Slot Work

Sign CR

Approve Contract

Change Request govern changes in the existing solution or service covered under an existing Work Order. The changes could be a modification, enhancement or naming an Activation* procured in a previous Work Order (NOT new Activations).• ONLY 1 product or service per Change Request• NO changes to the existing monthly fee structure (Only one-time fees allowed)• NO new consulting projects (Use a new Work Order)

* Partner-based activations such as IET, Codeshare, ETCI, 3PGH, and GDS Connectivity

Customer Signature

Sabre Signature


Lead to Cash: Roles S4 Hana

Professional Service

Work

Order

Change Request

PPM Project Creation

PPM Staff

Connect PPM to Contract

BU Finance Approve

Finance Approve

DOT / Project Closure Invoice

Deployment Services Implementation (slot) Y N Delivery Delivery Delivery Bus Ops Rev Rec Delivery Rev Rec

Custom Work Y Y Solution Manager Technology Sabresonic: CSS OperationsAC/AV: Solution Manager Bus Ops Rev Rec

Project Closure Sabresonic: CSS OperationsAC/AV: Solution Manager

Rev Rec

Implementation Consulting - Delivery Y Y Delivery Delivery Delivery Bus Ops Rev Rec Delivery Rev RecImplementation Consulting - Business Consulting Team Y Y Consulting Consulting Consulting Bus Ops Rev Rec Project Closure Consulting Rev Rec

Upgrade Services Upgrade, Migration, Activation Y Y Delivery Delivery Delivery Bus Ops Rev Rec Delivery Rev Rec

Product Services

Education, Health Check, System Tuning, Reporting, Deactivation, Demigration, Product Enhancement, Point Solution, Roadmap Acceleration Y Y

Delivery Delivery Delivery Bus Ops Rev Rec Delivery Rev Rec

Product Consulting Product Consulting Y Y Delivery Delivery Delivery Bus Ops Rev Rec Delivery Rev Rec

Business Consulting Business Consulting Y Y Consulting Consulting Consulting Bus Ops Rev Rec Project Closure Consulting Rev Rec

Project CRs Budget N Y Delivery Delivery N/A Bus Ops Rev Rec Delivery N/ALabor End Date N N N/A N/A N/A N/A N/A N/A N/A

Network Comms Y N Network Network Network Bus Ops Rev Rec Project Closure Network Rev Rec


Lead to Order: Standard Professional Services Agreement (PSA)

Approve Contract

ApproveProject

Financially

ManageProject

Setup Project

Time & Expenses


Create Contract

(PSA) *

SalesPPMFulfillment (DOT)Time Management (CATS) & Chrome River

Key

*Professional Services Agreement (PSA)

Standard professional services agreement is the recommended method to sell standard professional services to Airline Solutions’ customers.

Customer Signature

SetupPricing

Setup Network

Setup Agreement

DeliverProject

Bill CustomerUpfront Billing Milestone

Sabre Signature


Lead to Order: Ad Hoc Professional Services Change Request (CR)

Initiate Request

Validate Change

Estimate Effort

Sign CR

Approve CR

Commercialize Price

Prioritize & Slot Work

Time & Expenses

Customer Signature

Sabre Signature

SetupPricing

Setup Network

Setup Agreement

Deliver Project

Upfront Billing Milestone

Bill Customer

ManageProject

Setup Project

Project Financially

Approve


Lead to Cash: Long Term Vision with Automation - Work Order (WO)

Deliver Slot Manage

Milestones SAP DOT

Track Project

SAP PS

Bill Customer

SAP

Key Sales PPM SAP DOT, SAP PS

Manual Processes Automated Processes


Salesforce

Create Deal Sheet CallidusCloud

Create Contract

CallidusCloud

Build & Submit Final Proposal

CallidusCloud

Close Deal Win Opportunity

Salesforce

Custom Work

Professional

Services

Network Comms.

Business Consulting

Order Contract

SAP

AS Lead to Cash Highlevel Process FlowWIP

Documents

Transcript of AS Lead to Cash Highlevel Process FlowWIP