Scope: Introduce Duet Enterprisethe problems it solvesthe solutions it can buildWhite Board Intro: Included in the deck are 2 sets of challenge slides; one set with questions to stimulate a customer discussion; one set that defines the goals and business value of Duet EnterprisePreferred use are the white board discussion slides Use both slides in setCustomer Example Sets: Included in the deck are multiple sets of 3 slides, each set covering a customer implementation.Focus on one customer example setSelect the customer example that will be the most beneficial for your audienceUse all three slides in the set to tell the story
White Board Intro Slide 1:This slide is to stimulate a discussion about the business’ goals in enabling the infrequent business user.This discussion may include both negative pain points and challenges as well as positive goals. Allow everyone to have a chance to contributeAs points are brought up, write them on the white boardKeep the discussion at the idea level rather than diving into the details If you have not yet uncovered key pain points, challenges and goals with regards to IT enabling business users, here are some questions you can ask to start the discussion.Do you have business users that need access to SAP on an infrequent basis?What are your goals in enabling these business users? - write these on the white boardHow are these infrequent business users currently accessing SAP?Are you getting any complaints from these infrequent users regarding their access to SAP – write these on the white boardAre there any issues you are experiencing due to this infrequent use – write these on the white boardHow have you tried to enable infrequent users in the past? What has been the response?If you have already uncovered key pain points, challenges and goals with regards to IT enabling business users, then Start by reviewing what pain points, challenges and goals you have already heard from the customer – write these on the white boardAsk if these issues continue to be a problem Ask if there are other issues that haven’t been covered – write these on the white boardAsk if there are other issues that are associated with these – write these on the white boardAsk if there are any other goals that haven’t been covered – write these on the white boardDo not erase the white board as we will use these goals and challenges to address business issues in the next stepTransition: Now that we have looked at your goals and challenges, let’s understand what the impact of these are on your business
White Board Intro Slide 2:This slide is to stimulate a discussion about the business impact of goals, pain points and challenges around infrequent business user.Prior to this slide, you should have written business user challenges on your white board.If you have not yet uncovered thebusiness impact of the infrequent business user access to SAP, here are some questions you can ask to start the discussion.How does the current infrequent business user enablement to SAP impact your business?Are there issues with respect to business processes – elapsed time to complete, bottlenecks?Are there issues with respect to business data – quality, timeliness, accuracy?Are there issues with respect to productivity – personal productivity and team productivity?Are there issues with respect to business insight and decision making?Are there other areas that are affected by the business user challenges?If you have already uncovered the business impact with regards to IT enabling infrequent business users, then Start by reviewing what business challenges you have already heard from the customer – write these on the white boardAsk if these issues continue to be a problem Ask if there are other issues that haven’t been captured – write these on the white boardAsk if there are other issues that are associated with these – write these on the white boardMake sure that you capture these pain points and issues as you will use them in subsequent presentations and later in the sales process to bolster the value proposition.Transition: So, let’s take a look at how Duet Enterprise helps you with address these challenges and reduce their impact on your business
Alternative to White Board Intro Slide 1:This slide is an alternative - about pain points, challenges and goals around infrequent business user, SAP enablement. Use this slide if you are limited in time, uncomfortable leading a board talk discussion Understand that by putting words on this slide, this approach limits the valuable discussion you would get by starting a discussionOur customers tell us that enabling their business people continues to be one of their top goals.To get the most out of their talented workforce, that workforce needs Instant access to the timely and accurate information they need in the context of that need Ability to share relevant information from the business systems (like SAP) and from their own work products Ability to effectivelycollaborate with the team (formal or ad hoc)By enabling the team to contribute to that informationSo that everyone is basing their analysis, conclusions, solutions, and decisions on the correct business insightAsk the question:What are the goals you would like to achieve around more effectively enabling your business people?Transition: Now that we have looked at some goals and challenges, let’s understand what the impact of these are on the business
Alternative to White Board Intro Slide 2:This slide is an alternative - about the business impact of goals and challenges around enabling the infrequent business user. Use this slide if you are limited in time, uncomfortable leading a board talk discussion Understand that by putting words on this slide, this approach limits the valuable discussion you would get by starting a discussionIf there was no business impact of the issues we have seen around business people’s access to business insight, we could end our discussion right here.But we know that there are significant advantages the business will realize when we better enable our people:Acting on the business insight delivered with Duet Enterprise solutions leads to Stimulating new innovations with the team collaboration fueled by this insight Improving the performance of your employees through increased productivity and smart choicesLeading to increased competitiveness in your marketplaceMultiplying your business’ growth Ask the question:What are the biggest impacts to your business when your workforce has the business insight it needs?Transition: So, let’s take a look at how Duet Enterprise helps you with address these challenges and reduce their impact on your business
Users demand native user experience across all devicesRapid proliferation of device manufacturers and operating systemsOne-off applications specific to each device platform not scalable
Users demand native user experience across all devicesRapid proliferation of device manufacturers and operating systemsOne-off applications specific to each device platform not scalable
Key Message: Duet Enterprise was designed to help you improve business insight for a workforce that needs infrequent access to SAP.There are four key values that Duet Enterprise provides to address these issues.Enables IT to more rapidly deliverBusiness solutions that facilitate and improve business insight and team collaborationTo the bulk of your workforce that doesn’t need to become power usersWith the effect of driving personal productivity through that workforceDuet Enterprise does this by bringing the worlds of SAP business systems and Microsoft user experience together.Transition: Let’s look at a sample Duet Enterprise solution to see how it delivers on these characteristics
Key Message: Duet Enterprise enables IT to build a new type of composite solution that melds SAP and other business information and activities with team collaboration facilities.So, what are the key components of a Duet Enterprise business solution?Familiar user experience contributed by Microsoft SharePoint (and Microsoft Office components)A team collaboration environmentInvite and equip team members (point out team member profiles)To participate in the discussion and decision making (point out IM capabilities next to each team member profile and team discussions)Easy access to:SAP data – point out Customer Details and Sales Contacts with the ability to view, update, create new instance, shareSAP reports – point out three reports posted from SAP with the ability to pull, schedule, view, shareSAP workflow activities – point out the list of workflow activities specific to this individual along with the ability to initiate, work a task, approve/rejectIncorporating Information and actions from other business systems – point out the list of shared documentsNote that other systems might be able to participate in the same manner as SAPIndividual and team work products – also with the list of shared documentsIn summary, a Duet Enterprise solution creates a unified view for a team that providesContextualRelevantBusiness insightTransition: So, what are the features of Duet Enterprise that enable the creation of these types of solutions?Possible questions: I can do this already today with customer development. Why should I do this via Duet Enterprise?Supported product by both SAP and MSFTBased on the standard platform Duet Enterprise (“you always know how the flow is working; even if you switch partners, developers, … you know how it works and can maintain the solution”)Whatever solution you build on top of Duet Enterprise – it is secure. (several customers have run external security audits on top of their Duet Enterprise implementations and came out fine)Developers can concetrate on the business requirements (e.g. create a purchase order scenario) not on the technical stuff (SSO, Secuirty, Monitoring, …)Via tools like CTS+ both SAP and MSFT development can be bundled and the whole TCD is reducedUsually point to point connections are used. So you develop one for your SharePoint integration; once for your Outlook integration; once for your mobile integration. With Duet Enterprise – based on SAP NetWeaver Gateway – an abstraction layer (Gateway) is introduced which makes the development more flexible. You develop once your Gateway object and then can easily expose these objects to SharePoint (via Duet Enterprise), to Outlook (via the Gateway promotion) or even mobile devices (either direct or via SUP).
Key Message: Duet Enterprise features behind the Duet Enterprise key values.What features enable IT to build the composition solutions that deliver the key values:To enable IT to deliver rapidly, Duet Enterprise provides:SAP-Microsoft foundation – already coded integration in the areas of authorization, security, user management, Tools – functionality that is plugged into the SAP and Microsoft development environments to speed up composite creationReady-to-use templates – that quickly enable the visualization and manipulation of workflows, SAP business objects, and reports in SharePointTo create these contextual and relevant business solutionsComposition – configuration and assembly to surface business objects, workflows, reports, and profiles in SharePoint collaborative workspacesTo expand the reachFamiliar and ubiquitous SharePoint environment makes SAP business objects, workflows, and reports accessible to everyone who is authorizedNo SAP training is requiredDrive personal and team productivityCollaborative environment facilitates teamworkContextual and relevant solutions eliminate time spent by infrequent users in power user environmentsEveryone on the same page – pricelessTransition: How does Duet Enterprise impact the IT organization?
Key Message: Duet Enterprise enables IT to deliver more efficiently.IT can more rapidly build these high value, composite solutions because Duet Enterprise Plugs into your existing SAP, SharePoint 2010, and Office 2010 systemsIn fact, Duet Enterprise allows you to integrate multiple SAP systems including your older R/3 systemsLeverages your in-house or partner talent and skill setsDevelopment is done with the same talented development team – SAP ABAP, SharePoint Designer, and .NET developersIn their familiar development toolsUsing their current skill setsTransition: A key factor in delivering IT efficiency is based on how will Duet Enterprise fits into our existing IT landscape. Let’s take a look.
This is a build slide. Key Message: Duet Enterprise is built on the platforms (SAP and Microsoft) you already have (standardized on)Duet Enterprise works with: A wide variety of older and current versions of SAP ERP systems (including R/3 4.6c and higher) Including multiple versions and systems at once SAP NetWeaver 7.02 Microsoft SharePoint 2010 (Enterprise) Microsoft Office 2010 (Pro Plus – optional)(Click mouse) Duet Enterprise is designed as server-based extensions that deliver interoperability between SAP and Microsoft systems Duet Enterprise SAP Add-on enables simplified access to SAP data models and delivers security, user and system management Duet Enterprise SharePoint Add-on enables the connectivity to SAPthe integrated security and authorization and data model that enable consumption of SAP enterprise services in SharePoint The Duet Enterprise Service Consumption Layer ( project “Gateway”) enables a simplified access to SAP data models, delivers security, user and system management.Client Access does not require any client installation Users use Browser, Mobile or Microsoft Office to access SharePoint SharePoint to Microsoft Office provides offline access All content push is done seamlessly(Click Mouse)Duet Enterprise is:SimpleBuilt on your core platforms (SAP and Microsoft SharePoint)Without a client footprintTransition: Now that we have a basic understanding of what Duet Enterprise is, let’s see an example of how a customer used it to solve a business problem.
Simple and reliable design approachAdd-on to SAP NetWeaver technology platform and Microsoft SharePointSimple architectural approachJoint design, development, and supportSupports key integration areasSecurity/SSO/authorizationAdministration/supportabilitySimplified access to processes and information from SAPLeverages existing platforms and skill setsOptimized IT landscapeUtilization of standard management tools Builds on existing IT team knowledge
Sandvik ToolingCorporate Background:A high technology, engineering firm with leadership in:Sandvik Tooling Sandvik Mining and Construction Sandvik Materials Technology Unique expertise in materials technology and extensive insight into customer processes# Employees: 46,224Market Cap: 22.62BSAP and Microsoft are strategic IT vendorsThe Challenge:Enable 2,000 authorized business users around the company to approve invoices without having to be trained or to log into SAP FinancialsMost of these business user haven’t been training on SAP Financials – time and cost make this expensiveMost of the business users only need to participate in invoice review and approvals, they don’t need the full functionality of the SAP user interfaceBut without other viable options, these business users must use the SAP user interfaceAs infrequent SAP user interface users, they find it difficult to access the information they need to complete their invoice-related tasksThis, in turn, slows down workflows and hampers the process’ efficiency300,000 invoices are processed annuallyOn average each invoice requires 2 approvals (approximately 600,000 approvals per year)Creates approval bottlenecks that are lengthening the invoice approval processTransition: Let’s look at the Duet Enterprise solution Sandvik created to address this challenge
This is a build slide.Capabilities of the Sandvik Invoice Approval Solution(Click mouse for close-up) View invoice details including invoice image (upper right) from SharePoint 2010(Click mouse for close-up) Approve invoices with one click from SharePoint 2010(Click mouse for solution summary)
Implementation Time: 6 weeksRoll-out of the SolutionTest Roll-out: 25 users, Nov 29, 2010Go Live: 1,500+ users, est. Mar 1, 2011Duet Enterprise Implementation Components Used:Duet Enterprise “site”Ensures SAP role and authorization maintainedSharePoint universal work listNew Invoice approval scenariosSolution Landscape:Microsoft SharePoint 2010SAP ECC 6.0Transition: So, how did this solution translate into benefits for Sandvik?
Sandvik realized the following benefits from this Duet Enterprise solution:The business people (2,000 invoice approvers) were able to:Remain in their familiar MS environmentNot have to go to the unfamiliar and confusing SAP system to perform their invoice reviews and approvalsComplete their invoice approvals in one easy step because the key information they need to make the decision is there with the approval actionNot have to go through costly, time-consuming training on the SAP system for their infrequent useIT, who designed and implemented the solution was able to:More rapidly deliver a solution with business value – they were able to do this becauseThey didn’t have to build the integration plumbing between SAP ECC and SharePointThey got a quick start by using ready-to-use sites from Duet EnterpriseUse in-house talent for the implementationLeverage MS and SAP development skillsLeverage MS and SAP technologiesThe bottom line for the business:With more timely, accurate data, the management team was able to more accurately determine the availability of working capitalThey were able to significantly reduce invoice bottlenecks Invoice approval time decreased by 50%They increased the information worker productivity when performing the invoice approvals (300,000 invoices a year)Because the information and actions needed were presented together, in one placeThey created happy business users by reducing their frustration Transition: This was just one example of a business scenario addressed with Duet Enterprise. Duet Enterprise supports a wide range of scenario implementations.
CAP Gemini for MicrosoftCorporate Background:The Challenge:The existing hiring process hobbled together multiple systemsHiring Manager captured requisition information in an Office form, then emails the form to the Admin Assistant Admin Assistant enters requisition information using the Headtrax UI into SAP e-RecRecruiter edits and published the job posting from SAP e-RecRecruiter creates a recruiting plan, then emails it to the Hiring Manager Hiring Manager completes the recruiting plan, then emails it back to the Recruiter Recruiter begins candidate search The Business process took 2 weeks to completeNumerous issues existed: Overly complex processes Inefficient workflows Extended elapsed times No visibility into the candidate process status for the hiring managerTransition: Let’s look at the Duet Enterprise solution Capgemini created to address this challenge
This is a build slide.Capabilities for Hiring Managers:(Click to enlarge portal overview) Dashboard access on HR portal to all recruiting activitiesView and track the status of all open positionsSingle click drill down shows details for a position(Click to create job requisition) Easily create a job requisition in the system – no need to fill out forms or login to SAPInitiate the process for a new job requisition(Click to see candidates list) See all candidates in the process(Click to see candidate details) Related information right there (resume, candidate profile) Move candidate along in the workflow(Click mouse for solution summary)
Capgemini/Microsoft Implementation Time: 10 weeks Build time includes Ramp Up on brand new Duet Enterprise product, formal product training, and self training on SharePoint 20102-4 developers working on the project, half with MS skills and half with SAP skillsRoll-out of the SolutionAdding additional functionality for new hire on-boardingExpects to roll out in Fall 2011Duet Enterprise Implementation Components Used:Interoperability between SAP systems and SharePoint and OutlookSolution Landscape:Clients:Hiring Manager Portal User Client (Windows 7, IE 8, Office 2010)Developer Client (Windows 7, IE8, Office 2010, SharePoint Designer 2010, Visual Studio 2010)Servers:Active Directory (2008)Exchange 2010SharePoint Server 2010 (SAP IW Framework)SAP Gateway (SAP NetWeaver 7.02, SAP IW Framework, Duet Enterprise Add-on Services)SAP ERP & E-Recruiting (SAP NetWeaver 7.0, SAP ECC 6.0 EhP4)NOTE: Capgemini now offers a packaged HR solution based on this scenarioTransition: So, how does this solution translate into benefits ?
CAP Gemini’s client realized the following benefits from this Duet Enterprise solution:The hiring managers (business users)were able to:Perform their recruitment tasks from one, familiar portal Rather than with a set of disconnected and manual applicationsSee the status of both a position and its candidates as they proceed through the recruitment cycleThey never had this visibility beforeEasily access candidate profiles and resumesRather than hunt to find this information buried in emailsEngage with recruiting cycle workflowsIT, who designed and implemented the solution was able to:More rapidly deliver a solution with business value – they were able to do this becauseThey didn’t have to build the integration plumbing between SAP CRM and SharePointThey could leverage the existing HR portal as a delivery vehicle for the solutionCreate a solution that simplifies and streamlines a complex work processBringing together not just information and data from SAP and SharePointEliminating manual form and reentry Use talent for the implementationLeverage MS and SAP development skillsLeverage MS and SAP technologiesThe bottom line for the business:Improve business user productivityBy eliminated manual form and data entry steps in the processSignificantly reduce the elapsed time of the business process from 2 weeks to 2 daysBy instantly providing up-to-date statusDelivering workflow tasks with complete context to facilitate decision makingTake advantage of hiring opportunitiesNot lose high quality candidates in the process – a 2 week business process was reduced to 2 daysMore quickly complete the process and get candidates on-board Transition: This was just one example of a business scenario addressed with Duet Enterprise. Duet Enterprise supports a wide range of scenario implementations.
Key Message: There is no need to wait. You can start delivering composite solutions now and add sophistication as you go.There is no need to wait. With Duet Enterprise, you already have the skills and technologies in house. Quick Start: Ready-to-use capabilities allow you to quickly expose SAP data, workflows and reports to your people Composite: When you are ready, add functionality to the out-of-the-box capabilitiesEdit SAP dataCustomize with tabular and form-based user interfaces Extended: Add sophistication to meet more complex business scenarios Aggregate data from different systems into composite business objects Customize Office integration Add business logic into formsTransition: Now that you’ve seen the capabilities of Duet Enterprise, let’s cycle back to our goals and impact.
Key Point: Where do you see opportunities for Duet Enterprise to help you realize your vision?Realize the vision of why you bought SAP and SharePoint Enable your talented workforce To work together collaboratively and cooperatively Building tactical and strategic business insight Which equals: Note: Here you want to tie in with the vision/values the customer mentioned in your earlier white board discussions OR You want to ask them what they think the business values they will realize
Duet enterprise executive overview
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Month 00, 2012