Driving Greater Value from SAP through Effective IT & Business Partnership (Session 1513)
Suzanne Passante, VP, IT Integration ServicesDay & Zimmermann, Inc.
[
Real Experience. Real Advantage.
[ How do you drive greater value from SAP?
2
leverage existing software?
get the latest and greatest?
make IT do more?
speed up improvements?
Real Experience. Real Advantage.
[
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Engineering,
Construction &
Maintenance
Government ServicesEng., Const. & Maint. Munitions Workforce Solutions
� Engineering and EPC� Fabrication & machining
Markets: Power, process and industrial
� Global logistics� Security & protective
force services
Customers: US DoD, DoS, Army Corp of Eng
� Load/Assemble/Pack � Conventional
munitions production
Customers: US Army
� Temporary staffing� Managed staffing
services
Markets: A&D, Eng., Health Care, IT, Telecom
Real Experience. Real Advantage.
[ Today’s SAP Technology Landscape
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� Go-Live in 2000
� 3,000 end users
� 24,000 contract employees
NetWeaver 7.0+
Enterprise Portal
(XSS, Recruiting, Performance Management, Procurement, CRM, SRM, Reports, Custom Apps etc.)
Solution Manager 7.0Solution Manager 7.0 Oracle 11gOracle 11g MySQL 5MySQL 5
ERP
6.0CRM 7.0 ERecruit BW 7.3* BO/BI 4.0
SRM
5.0*
� Centrally controlled IT with decentralized local office support
� 85 IT staff
Real Experience. Real Advantage.
[ Definitions
5
Partnershipa condition of joint interest and mutual benefit
Demandthe desire for technology in a business context
Valuethat which brings tangible benefit to the business
Supplythe resources needed to meet technology demand
Real Experience. Real Advantage.
[ The IT Factory
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Technology Order
Technology Order
Business Value
$$$’s
Solutions Delivery & Operations
Resources
Real Experience. Real Advantage.
[ Hitting Our Stride after Go-Live: 2002-2006
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Life is good
SAP is stable
achieved major operating efficiencies
IT easily meeting demand
IT sets the direction & pace
consumers are satisfied
Real Experience. Real Advantage.
[ Signs of Stormy Weather: 2007-2008
It’s not so simple any more
technology more complex, more systems, more data
feeling the company’s growth
supply not quite meeting demand
mostly incremental improvements
consumers still satisfied
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Real Experience. Real Advantage.
[ The Storm Hits: 2009
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A new economic reality
compressed margins; intense competition
innovation as a strategic thrust
do a lot more with a lot less
lack of alignment in business affects IT delivery
perceptions of SAP value are changing
relationships are strained
Real Experience. Real Advantage.
[ The Plan: 2010
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Predictability
“control” demandopportunity pipelineforecast resources
Become strategic
take a longer view maximize technology investmentbe innovative
Alignment
establish prioritiesidentify & measure benefitsincentive goals aligned
Real Experience. Real Advantage.
[ A New Focus: IT Integration Services
We will be a highly-respected Partner to Day & Zimmermann’s businesses and staff service providers to produce innovativetechnology solutions that generate sustainable value for the enterprise and our customers.
We will achieve this by:
� Managing Opportunities for Technology
� Developing D&Z’s Process Organization
� Effectively Integrating Solutions
� Developing End User Competency
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Real Experience. Real Advantage.
[ New IT Organization: Integration Services
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CIO
CEO
Integration Services
Strategy &Apps Dev
Ops & Technology
PMO
Business Unit
IT Business Partner
Business Unit
Business Unit
Business Unit
IT Business Partner
IT Business Partner
IT Business Partner
Real Experience. Real Advantage.
[ Who can do this?
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Real Experience. Real Advantage.
[ Initial Talent Profile for IT Business Partners
� Existing IT talent
� Avg. 10 years with D&Z; 15 years in IT
� PM, consulting, customer relations experience
� Director level
� High EQ
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25%
25%30%
10%
10%
Initial Accountabilities
Client Relations
Opportunity Mgmt
Integration
IT Strategy
Process Expertise
� Dotted-line to business president; member of leadership team
� Yearly incentive goals tied to business/IT portfolio
Real Experience. Real Advantage.
[ Measuring Technology Utilization
� Functionality
� Utilization
� Strategic
� Decision Support
1st
2nd
3rd
4th
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Tech
no
logy
So
luti
on
Quartile
Not used
Implemented but not optimized
Fully optimized; achieves ongoing benefit
Drives innovation & competitive advantage
Real Experience. Real Advantage.
[ SAP Technology Utilization: 2010
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1st
2nd
3rd
4th
Rep
ortin
g
Con
trac
t M
gmt
Invo
icin
g Fo
rmat
ting
Tim
e C
olle
ctio
n &
App
rova
l
Inve
ntor
y M
gmt
& A
sset
Tra
ckin
g
Proj
ect E
xec
Proj
ect C
ontr
ols
Bene
fits A
dmin
istra
tion
Labo
r D
istri
butio
n
Wor
k O
rder
Man
agem
ent
Prev
entiv
e M
aint
enan
ce
Com
pens
atio
n M
gmt
PTM
Tale
nt D
evel
opm
ent &
Tra
inin
g
Wor
kfor
ce M
anag
emen
t
Budg
etin
g &
For
ecas
ting
Trea
sury
Cre
dit
Man
agem
ent
& C
olle
ctio
ns
CATSCross Application
Timesheet SDSales &
Distribution
FICOFinance & Controlling
MMMaterials
Management PMPlant
Management
PSProject Systems
HCMHuman Capital Management
Con
solid
atio
n
Acc
ount
s R
ecei
vabl
e
Acc
ount
s Pa
yabl
e
Gen
eral
Led
ger
Payr
oll
Self-
Serv
ice
Pers
onne
l Adm
inist
ratio
n
Elec
tron
ic B
illin
g, Pr
esen
tmen
t & P
aym
ent
Proc
urem
ent
Quartile
Real Experience. Real Advantage.
[
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Business Owners
IT Business Partner
IT Delivery & Operations
Engage
DesignBuild
Go Live!
Technology Life Cycle from the Eyes of an ITBP
AlignOperate
Optimize
Real Experience. Real Advantage.
[ Opportunity Management as an IT/Business Process
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Solutions Delivery & Operations
Engage
Approve
Identify technology opportunityDiscover
Qualify Evaluate, prioritize, measure, align
Schedule, create charter, add to portfolio
Engage IT, conceptual design, planning
Value
Real Experience. Real Advantage.
[ Opening the Floodgates
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Real Experience. Real Advantage.
[ Who are we dealing with?
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process orientation
operational excellence
strategic planning
expertise
KPI’s
goals
org structures
culture
relationships
leadership
technology competence
alignment
Real Experience. Real Advantage.
[ In the middle …
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Real Experience. Real Advantage.
[
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tangible outcomes
hard and soft benefits
strategic fit
Benefit Leveragabilityexisting technology
core business process
enterprise
infrastructure
expertise
resources
timing
Readinessclear ownership
org structures to execute and sustain benefits
Accountability
Value
Qualifying an Opportunity for Technology
Real Experience. Real Advantage.
[ Building the Pipeline
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Real Experience. Real Advantage.
[ Technology Roadmap
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Real Experience. Real Advantage.
[ The ITBP Evolved Over Time
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40
25
35
30
1010
1510
0
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
At Launch After 24 Months
% o
f T
ime
Sp
ent
Process
IT Strategy
Integration
Opportunity Mgmt
Client Relations
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� 67%
� 29%
� 38%
� 34%
Real Experience. Real Advantage.
[ The Results after 24 Months
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Predictability
“control” demandopportunity pipelineforecast resources
Become strategic
take a longer view maximize technology investmentbe innovative
Alignment
establish prioritiesidentify & measure benefitsincentive goals aligned
Real Experience. Real Advantage.
[ What’s Next for the ITBP?
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[
in-depth operations expertise
enterprise technology planning
rigorous benefit measurement
focus on full solution life cycle
manage IT portfolio & budget
rotation to different business
Real Experience. Real Advantage.
[ Driving greater value from SAPembed IT with business leaders
build the pipeline of technology opportunities
develop relationships with account planning
control demand through IT/business partnership
leverage existing technology
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Real Experience. Real Advantage.
[
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[
� Thank you for participating.
Session Code: 1513
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