IBM Emptoris Supplier Lifecycle Management 90-Day Proposal


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I had an opportunity to interview with IBM's Emptoris software division. They had asked me to create a slide presentation talking about what I would do during my first 90 days with the company if they hired me.

I ended up not getting the job (they wanted someone who lived in Boston); however, I'm sharing this presentation to show what you might want to include in this type of presentation if you ever have to create one yourself. Three things you should note:

1. Always tell your audience that it's a "1.0" presentation -- this will allow you to make mistakes.

2. Skip the "Agenda" slide -- see how I used "plan / prospect / pipeline" to explain what I was going to cover without boring my audience with a useless Agenda slide.

3. Wrap things up with a "next steps" slide. This way you'll get your audience already thinking of you as an employee.

If YOU would like to offer me a job, feel free to get in touch with me via LinkedIn at:

Good luck!

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  • It was the second year of double-digit growth for the SCM software market Supply chain investments kept their priority status and moved forward, despite caution from IT budget decision makers.The SCM software market is fragmented, with a plethora of small and midsize vendors (with revenue of less than $50 million) across regions and its four primary market segmentsThe top five vendors — SAP, Oracle, JDA Software, Ariba and Manhattan Associates — collectively held 48.3 percent of the worldwide SCM software market based on 2011 total software revenue.SCM offerings delivered as software as a service (SaaS) subscriptions continued to bolster above-market growth in 2011 at 21 percent for both long-standing incumbents and many best-of-breed point product vendors, with focused capabilities for specific niche markets.Perpetual licenses also grew significantly at 15 percent.
  • IBM Emptoris Supplier Lifecycle Management 90-Day Proposal

    1. 1. IBM Emptoris Supplier Lifecycle Management:4Q12 Business / Marketing Proposal Plan, Prospects, Pipeline
    2. 2. Purpose Of This Presentation1. Plan: Establish immediate first steps in crafting a 90-day plan for the Emptoris SLM product.2. Prospect: Identify the “low hanging fruit” that can be pursued for the quickest sales.3. Pipeline: Lay out steps that will prepare the SLP product for success in 2013.
    3. 3. Plan: How Much Time Do We Have? Answer: 55 working days
    4. 4. Plan: Meet The Competition!
    5. 5. Plan: SLM Market SnapshotGartner Says Worldwide Supply ChainManagement Software Market Grew 12.3 % North America and Westernto Reach $7.7 Billion In 2011. Europe continued to be the prime consumers of SCM software, with nearly 79 percent of market revenue. European growth slowed in 2011 while Asia/Pacific continued to experience robust growth that SCM outpaced the market avg.
    6. 6. Plan: SLM Market Size (Global) $7.7B TAM: Total AvailableTAM Market $385M [SCM] SAM 5% SAM: Served Available $50M Market 12% [SLM] SOM SOM: Serviceable Obtainable Market [% that we can capture]
    7. 7. Plan: The Strategic and Operational Procurement Processes Supplier Qualification Supplier Development Supplier Risk Supplier Supplier Evaluation Classification
    8. 8. SLM Prospects
    9. 9. Pipeline: Trends In SLM1. Segmentation2. Cloud3. Sustainability4. Multi-Tier Visibility5. Control Tower Functionality6. Speed!
    10. 10. Pipeline: Next Steps1. Analytics2. Going Green3. Leverage SaaS4. Identity Management5. Supply Chain Professional Services
    11. 11. Problems!
    12. 12. Backup
    13. 13. Pipeline - Trends In SLM: Segmentation• Strategically segment suppliers into strategic partners and durable arm’s-length suppliers (no one-size-fits-all supply chain) – The objective of segmentation is to develop distinct supply chains that are able to more efficiently and profitably meet a wide range of customer needs• Match type of product and the type of supply chain – consider the nature of the demand for the products – either primarily functional or primarily innovative – each category requires a distinctly different kind of supply chain
    14. 14. Pipeline - Trends In SLM: The Cloud Arrives• Rapid adoption of Social, Mobile, Analytics and Cloud (SMAC)• “demand-driven innovation” - A supply chain that responds directly to customer needs may look quite different from the supply chains of the past.
    15. 15. Pipeline - Trends In SLM: Sustainability• Joint research by the American Society for Quality, Corporate Responsibility Officers Association (CROA), Institute for Supply Management, and Deloitte Consulting LLP that begins to provide a data- based foundation for understanding what makes a value chain sustainable (and what makes sustainable value chains more profitable).• The survey of nearly 1,000 supply chain executives identified top management practices that 1) improve sustainable value chain effectiveness and 2) reduce operating costs. The number one practice in each case was the same: “Engages with suppliers at any tier.”• Programs can accomplish this in two ways. First, by streamlining operations, consolidating orders, and making the most economical carrier decisions, companies are able to reduce usage of nonrenewable energy resources and cut down on carbon emissions. Second, by consolidating data across all partners and activities, companies are able to track and manage their carbon footprints. Aside from being worthwhile “in their own right,” such sustainability initiatives also enable companies to adhere to increasingly stringent corporate and governmental regulations.
    16. 16. Pipeline - Trends In SLM: Multi-Tier Visibility• Still struggling to make sense of the profound human and economic impact of the Japanese tsunami.• Costly shortcomings of slow, inflexible management-by-spreadsheet supply chains.• Need real-time visibility into second and third-tier suppliers• Allows a firm to identify which partners were affected by the disaster and what could be done to minimize the damage
    17. 17. Pipeline - Trends In SLM: Control Tower• What it provides: – Provides end-to-end supply chain visibility – Exception-based management and problem resolution• What it requires: – Cross-functional business processes and program governance – KPIs and dashboard – Supply chain execution and problem resolution capabilities – Real-time data enabled by trading partner connectivity
    18. 18. Pipeline - Trends In SLM: Speed• There’s a strong and compelling need for speed• Underlying accompaniment for every strategy.• To compete effectively in today’s marketplace, companies are quickly realizing that real-time information and decision making are at the crux of best-in-class strategies.
    19. 19. Comparisons • 360 degree Supplier ViewSupplier • Extensible Supplier ProfileQualification • Registration and On-boarding of New SuppliersSupplierClassification • Qualification Management • Supplier Profile Management Supplier (including Supplier Self-Service) Evaluation • Compliance and Profile Audits Supplier Risk • Performance EvaluationSupplier • Supplier SearchDevelopment • Supplier Notifications