Enabling customer-centric supply chainsAndy RobertsonSales Director EMEA, icon-scm30th August 2012
commit with confidence    Can your organisation make and keep commitments to meet and exceed your customer’s    expectatio...
adapt with agility  Can you continuously adjust operational plans based on volatile demand or supply to gain  market share...
prioritize for profit  Can you balance revenue growth and operational costs and steer competing expectations  proactively ...
icon-scm – company profile   Founded in 1992   Transition to software vendor   SAP Strategic Partnership   Jan Aggerbe...
icon-scm solutions   icon-scm enables customer-centric supply chains that accelerates top-line growth and   profitability ...
SAP and icon-scm history           Early Engagement            Engaged in 2H’2009 as part of make vs. buy vs. partner app...
the 5 elements of the new supply chainDECIDE BETTER, OPERATE BETTER, COLLABORATE BETTER                                   ...
more innovation with SAP supply chain management                                                                Evolution ...
real-time visibility across the supply chainPage 10 ©icon-scm                                                  5
summary of icon-scm planning capabilities  Priority Manager           User workbench to maintain flexible demand priority...
icon-scm customer listPage 12 ©icon-scm   Andy Robertson, Sales Director EMEA andy.robertson@icon-scm.com, +44 (7530) 4017...
HP realises value with icon-scm   “icon-scm has provided Hewlett Packard exceptional order commitment and supply   plannin...
JDSU realises value with icon-scm   “We’re now gaining new business based on our ability to accurately and quickly commit ...
Tellabs realises value with icon-scm   “icon-scp solution dramatically accelerates the decision process and gives us the i...
Canon realises value with icon-scm   Successful roll-out across EMEA icon-scm   Key Metrics    To be releasedPage 16 ©ico...
Project outcomes      Enabler                 Business Challenges                                       Results      Commi...
tangible business impact     Improved customer satisfaction          5-30% increase in on-time deliveries          30-7...
contact Andy Robertson Sales Director EMEA andy.robertson@icon-scm.com +44 (7530) 401775 Europe Karlsruhe, Germany +49 721...
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Enabling customer-centric supply chains

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Enabling customer-centric supply chains.

by Andy Robertson, Sales Director EMEA, icon-scm

Presented at the SAP Procurement & Logistics Day 2012.

Published in: Technology, Business
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Enabling customer-centric supply chains

  1. 1. Enabling customer-centric supply chainsAndy RobertsonSales Director EMEA, icon-scm30th August 2012
  2. 2. commit with confidence Can your organisation make and keep commitments to meet and exceed your customer’s expectations? Deliver  reliable customer service  increase revenue capture  reduce inventory  planning time icon-scm’s software enables customer-centric supply chains that accelerates your top-line growth and profitabilityPage 2 ©icon-scm Andy Robertson, Sales Director EMEA andy.robertson@icon-scm.com, +44 (7530) 401775 www.icon-scm.com
  3. 3. adapt with agility Can you continuously adjust operational plans based on volatile demand or supply to gain market share? Deliver  adapt instantly to changing market conditions  integrate and synchronise business communities  ensure consistent business strategy  defines course of action icon-scm’s software enables customer-centric supply chains that accelerates your top-line growth and profitabilityPage 3 ©icon-scm Andy Robertson, Sales Director EMEA andy.robertson@icon-scm.com, +44 (7530) 401775 www.icon-scm.com
  4. 4. prioritize for profit Can you balance revenue growth and operational costs and steer competing expectations proactively in your supply chain plans? Deliver  proactively manage cost to serve  increase margin through visibility of impact  use scenarios to predict and manage segmentation  protecting customer commitments icon-scm’s software enables customer-centric supply chains that accelerates your top-line growth and profitabilityPage 4 ©icon-scm Andy Robertson, Sales Director EMEA andy.robertson@icon-scm.com, +44 (7530) 401775 www.icon-scm.com
  5. 5. icon-scm – company profile  Founded in 1992  Transition to software vendor  SAP Strategic Partnership  Jan Aggerbeck, CEOPage 5 ©icon-scm Andy Robertson, Sales Director EMEA andy.robertson@icon-scm.com, +44 (7530) 401775 www.icon-scm.com
  6. 6. icon-scm solutions icon-scm enables customer-centric supply chains that accelerates top-line growth and profitability  Commit with confidence  Prioritise for profit  Adapt with agility  Two core products  Supply Chain Planning > SCP >> “SAP SCRM by icon-scm”  Supply Chain Collaboration > SCCPage 6 ©icon-scm Andy Robertson, Sales Director EMEA andy.robertson@icon-scm.com, +44 (7530) 401775 www.icon-scm.com
  7. 7. SAP and icon-scm history Early Engagement  Engaged in 2H’2009 as part of make vs. buy vs. partner approach to Response Management  SAP performed > one year of functional, technical and financial diligence  Solution Extension Partnership inked in Q4’2010 Initial Results  SAP and icon-scm over-achieved 2011 partnership revenue targets  icon-scm produced higher first-year revenue than any Solution Extension partner  Won customers in high-tech, A&D, Consumer Products and Industrial Equipment in 3 different continents Roadmap and the future with icon-scm  icon-scm and SAP co-developing SAP SCM roadmap  Multiple releases, including integration, scenario comparison and industry specific functionality added to the solution  Release 11 in Premium Qualification process nowPage 7 ©icon-scm
  8. 8. the 5 elements of the new supply chainDECIDE BETTER, OPERATE BETTER, COLLABORATE BETTER Integrated Sales and Operations Planning Collaborative Response Manufacturing and Demand Management Management Supply Planning Supply Chain Execution Hans Thalbauer SVP Line of Business Solutions Supply Chain and R&D© 2012 SAP AG. All rights reserved. 8
  9. 9. more innovation with SAP supply chain management Evolution SAP Sales & Operations Planning Breakthrough •Highly collaborative and analytical process, leveraging SAP Streamwork for collaboration and communication (On-Device) •Built on SAP HANA (Cloud) SAP Demand SignalSAP Advanced Planning and Management: Optimization: Integrated Sales and Operations Planning •Manages massive data volumes • User Experience from POS, Market Research and•SAP APO w/ SAP HANA: focus Mfg Network Planning Response Management Demand Management Social Networks by leveraging on Supply Chain Analytics, the Cloud B2B Network, SAP including Supply Chain Information Interchange Performance Management Supply Chain Execution (Crossgate) •Built on SAP HANA SAP Supply Network Collaboration SAP Transportation Management•Customer Connection Project with focus on functional •Most comprehensive Transportation solution for all Industries (Shippers and Service Providers), and usability enhancements leveraging the Cloud B2B Network, SAP Information Interchange (Crossgate) for Tendering SAP Response Management (ICON) SAP Global Batch Tractability •Improved integration into SAP Business Suite •Supports company-wide traceability, root cause analysis and recalls across the networkSAP Enterprise Inventory Optimization (SmartOps) SAP Extended Warehouse Management•New analytical application for Inventory Management •Focus on TCO, Retail and new applications for Door Appointment Scheduling and Labor Mgmt © 2012 SAP AG. All rights reserved. 14© 2012 SAP AG. All rights reserved. 9
  10. 10. real-time visibility across the supply chainPage 10 ©icon-scm 5
  11. 11. summary of icon-scm planning capabilities Priority Manager  User workbench to maintain flexible demand priority rules  Able to set rules to ensure previous commitments are met first “Smart Allocation”  Proprietary demand-driven planning logic that improves supply Planning utilisation while always respecting demand priorities  Proposes supply planned orders that are in sync to constrained demand  Utilises substitute parts and alternative suppliers where beneficial CTO Scheduling  Plans multi-line orders as ship complete or partial deliveries Fast Performance  Plans large and complex environments in just a few minutes What-if and Analysis  Provides full pegging visibility, reporting and what-if planning scenarios Integrates to Execution  Customer commitments may be integrated to execution systemsPage 11 ©icon-scm
  12. 12. icon-scm customer listPage 12 ©icon-scm Andy Robertson, Sales Director EMEA andy.robertson@icon-scm.com, +44 (7530) 401775 www.icon-scm.com
  13. 13. HP realises value with icon-scm “icon-scm has provided Hewlett Packard exceptional order commitment and supply planning capabilities that have enabled real competitive advantages while simplifying our processes” Tony Prophet Senior Vice President, HP World-Wide Personnel Systems Group Supply Chain Key Metrics  $40B+ of business supported  On-time deliveries up 30%  Productivity up 50%  Response time down 75%Page 13 ©icon-scm Andy Robertson, Sales Director EMEA andy.robertson@icon-scm.com, +44 (7530) 401775 www.icon-scm.com
  14. 14. JDSU realises value with icon-scm “We’re now gaining new business based on our ability to accurately and quickly commit delivery dates and then deliver on them” Theresa Ende Vice President of Supply Chain, JDSU Key Metrics  Productivity up 100%  Response time down 50%  Capture 2% more revenue / marginPage 14 ©icon-scm Andy Robertson, Sales Director EMEA andy.robertson@icon-scm.com, +44 (7530) 401775 www.icon-scm.com
  15. 15. Tellabs realises value with icon-scm “icon-scp solution dramatically accelerates the decision process and gives us the insight we need to make smarter business decisions” Ed Tymick Director of Supply Chain operations, Tellabs Key Metrics  E&O down 8%  Response time down 75%  Capture 2% more revenue / marginPage 15 ©icon-scm Andy Robertson, Sales Director EMEA andy.robertson@icon-scm.com, +44 (7530) 401775 www.icon-scm.com
  16. 16. Canon realises value with icon-scm Successful roll-out across EMEA icon-scm Key Metrics  To be releasedPage 16 ©icon-scm Andy Robertson, Sales Director EMEA andy.robertson@icon-scm.com, +44 (7530) 401775 www.icon-scm.com
  17. 17. Project outcomes Enabler Business Challenges Results Commit • Volatility – Customers expect responsiveness • Deliver reliable customer service with • Complexity – Consider all dependencies • Increase revenue capture confidence • Instability – Respect previous commitments • Reduce inventory, planning time and effort • Timing – Short-term opportunities vs. long-term • Proactively manage cost to serve commitments • Increase pocket margin through Prioritize • Customers – Balancing competing customer visibility of impact and scenarios with for expectations predictability profit • Market – Grow emerging vs. protect • Manage segmentation while protecting established future commitments • Product – New launches vs. existing portfolio • Events – Slow response to unexpected change • Adapt instantly to changing market • Entities – Disparate processes and conditions Adapt organizations • Integrate and synchronize business with • Decisions – Tactical actions misaligned with communities agilityPage 17 ©icon-scm strategy • Ensure that consistent business strategy defines course of action
  18. 18. tangible business impact Improved customer satisfaction  5-30% increase in on-time deliveries  30-70% reduction in late orders Increased productivity  30%+ increase in planner productivity  75%+ reduction in planner effort Additional sales opportunities  2-5% increase in additional revenue capture Reduced waste  10-20% decrease in expediting costs  Lower inventories  10-40% reduction in overall inventoryPage 18 ©icon-scm
  19. 19. contact Andy Robertson Sales Director EMEA andy.robertson@icon-scm.com +44 (7530) 401775 Europe Karlsruhe, Germany +49 721 79008 info@icon-scm.com North America San Jose, CA +1 408 899 7643 icon-usa@icon-scm.com www.icon-scm.comPage 19 ©icon-scm
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