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ERP Business Case Study


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ERP Practice Built from Scratch

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ERP Business Case Study

  1. 1. Submitted by Hari Kumar 06 January 2010 ERP Practice Built from Scratch, 2002-07 A case study
  2. 2. Index: <ul><li>Hero Group- Introduction </li></ul><ul><li>Values </li></ul><ul><li>Group Companies </li></ul><ul><li>Birth of Munjal eSystems- Dynamics practice </li></ul><ul><li>Team growth </li></ul><ul><li>Vision & Mission </li></ul><ul><li>Value Proposition </li></ul><ul><li>Target Audience </li></ul><ul><li>Marketing Strategy </li></ul><ul><li>Sales Methodology </li></ul><ul><li>Delivery mechanism </li></ul><ul><li>Countries served for consulting services </li></ul><ul><li>Achievements </li></ul><ul><li>Some press releases </li></ul>
  3. 3. Hero Group <ul><li>&quot;Hero&quot;, the brand name symbolizing the steely ambition of the Munjal brothers, came into being in the year 1956. From a modest manufacturer of bicycle components in the early 1940's to the world's largest bicycle manufacturer today, </li></ul>
  4. 4. Values <ul><li>The odyssey was fuelled by one value - to build long-lasting relationships with everyone, including workers, dealers and vendors. This philosophy has paid rich dividends through the years. </li></ul>
  5. 5. Group Companies <ul><li>Hero Honda Motors Limited </li></ul><ul><li>Hero Cycles Limited </li></ul><ul><li>Hero Motors Limited </li></ul><ul><li>Highway Industries Limited </li></ul><ul><li>Munjal Showa Limited </li></ul><ul><li>…… . </li></ul><ul><li>…… . </li></ul><ul><li>Hero Corporate Services Limited ( HCSL) </li></ul><ul><ul><li>Hero Mindmine </li></ul></ul><ul><ul><li>Hero ITES </li></ul></ul><ul><ul><li>Munjal eSystems- I started and headed this division of HCSL </li></ul></ul><ul><ul><li>Easy Bill Limited </li></ul></ul><ul><ul><li>EnsurePlus </li></ul></ul>
  6. 6. Birth of Munjal eSystems <ul><li>HCSL had a division called Herosoft which was in to SAP practice in 2002 </li></ul><ul><li>While they were pitching in for SAP in the market, they used to face competition from local vendors and home grown applications in SME sector </li></ul><ul><li>It was then that late Mr. Yash Nagpal MD of Navision India approached HCSL for starting practice for Navision, (Navision was not taken over by Microsoft by then). </li></ul><ul><li>I was then picked up from my previous organisation and made to start just the sales </li></ul><ul><li>So, I started with </li></ul><ul><ul><li>One functional consultant </li></ul></ul><ul><ul><li>One Technical consultant </li></ul></ul><ul><ul><li>And one customer, where the implementation was going on </li></ul></ul>
  7. 7. My reporting structures- at start of Dec 2002 CEO & MD President Vice President Navision Sales Head (Self) Navision Delivery One functional consultant One Technical consultant SAP delivery SAP sales
  8. 8. My reporting structures- at the end of July 2007 CEO Business Head (Self) MS Dynamics Practice Sales manager Delivery Head Three pre sales resources 5 project managers 10 project leaders 20 functional consultants 25 technical consultants 10 trainees 15 trainees Quality Officer Accountant Two HR executives 2 Sales officers
  9. 9. Vision <ul><li>To be the most preferred vendor of MS dynamics in the manufacturing sector in India </li></ul><ul><li>To give the highest level of Client Satisfaction and value for money. </li></ul><ul><li>Become the best knowledge solution provider in the world in Microsoft dynamics Navision. </li></ul><ul><li>Recognition as a Top Notch Professional company and leader in ERP implementations worldwide. </li></ul><ul><li>Recognition as specialized leader in MS Dynamics in domestic and International markets. </li></ul>
  10. 10. Mission <ul><li>To ensure all ancillaries/group companies/vendors to be offered our services and are brought on MS Dynamics platform </li></ul><ul><li>While doing the above, to develop competence to serve similar industries across geographies </li></ul><ul><li>To bring in the group’s domain expertise and competencies to offer world-class consulting services in the ERP </li></ul><ul><li>While utilizing the existing contacts, to also build an effective and efficient MS team for supporting the MS Partner Eco system and also to offer quality implementations to direct customers worldwide at the most spirited advantage of quality and cost </li></ul><ul><li>To also help/support/assist IT initiatives of the group worldwide </li></ul>
  11. 11. Value Proposition (Created over the period) <ul><li>Well known and respected promoters across the industry </li></ul><ul><li>Number one group in the automobile industry with verifiable contacts and references </li></ul><ul><li>Strong financial background/support and track record of launching many successful ventures </li></ul><ul><li>Dedicated MS Dynamics partner (No other practice) </li></ul><ul><li>Domain expertise with clear focus on industry specific processes </li></ul><ul><li>Highly qualified/trained resources </li></ul><ul><li>Gold certified partner of Microsoft </li></ul><ul><li>Award winning partner of Microsoft </li></ul><ul><li>Many completed projects to credit </li></ul><ul><li>Maximum number of published case studies on Microsoft site </li></ul><ul><li>Many reference able clients </li></ul><ul><li>Largest resource pool of all categories </li></ul><ul><li>By virtue of many completed projects, we could actually scale down the implementation time drastically and so very cost effective </li></ul><ul><li>Used time tested implementation methodologies </li></ul><ul><li>Strong maintenance and support of implemented sites </li></ul>
  12. 12. Target Audience domestic and international <ul><li>For direct sales mainly domestic </li></ul><ul><ul><li>All tier II Group companies </li></ul></ul><ul><ul><li>All tier II ancillaries to Hero Honda </li></ul></ul><ul><ul><li>All tier II auto & Steel manufacturing companies in North and west of India </li></ul></ul><ul><ul><li>All tier II industrial equipment manufacturing units </li></ul></ul><ul><ul><li>All tier II manufacturing units which had discrete manufacturing processes </li></ul></ul><ul><li>For consulting services, mainly international </li></ul><ul><ul><li>All MS dynamics partners in US, UK and APAC regions </li></ul></ul><ul><ul><li>Existing users of MS Dynamics </li></ul></ul>
  13. 13. Marketing Strategy- Domestic <ul><li>Domestic </li></ul><ul><ul><li>Tele calling </li></ul></ul><ul><ul><li>Reference/contact meetings </li></ul></ul><ul><ul><li>Email campaign to TA </li></ul></ul><ul><ul><li>Organized seminars and road shows along with Microsoft </li></ul></ul><ul><ul><li>Selective audience gathering for round table meetings </li></ul></ul><ul><ul><li>Good PR with Microsoft local guys for leads </li></ul></ul><ul><ul><li>Customer reference schemes </li></ul></ul><ul><li>International </li></ul><ul><ul><li>Email campaign </li></ul></ul><ul><ul><li>Tele calling </li></ul></ul><ul><ul><li>Attending Microsoft worldwide conference to meet other partners and discuss our services </li></ul></ul><ul><ul><li>Few free consulting services to gain confidence </li></ul></ul>
  14. 14. Sales Methodology Lead received Qualified for requirements, budget, time frame, Reference or contacts checked, if any Study of requirements at high level A brief document made for the high level requirements and sent to prospect Demo given and critical gaps noted A proof of concept for the complete process made with solution recommendations Commercial proposal, site visits or reference checks if required and negotiations
  15. 15. Delivery Mechanism Contract received Project plan made, resources allocated, Kick off meeting/project plan finalized With customer Detailed system study and preparation of FRD (As is Then gap fit analysis, and EDD (to be) document made <ul><ul><li>Customization & testing phase </li></ul></ul>Trial run on dummy servers, gaps identified (if any) and rectified Deployment, training and on going support
  16. 16. Countries served for consulting services <ul><li>Middles East </li></ul><ul><li>US </li></ul><ul><li>UK </li></ul><ul><li>France </li></ul><ul><li>Poland </li></ul><ul><li>Denmark </li></ul>
  17. 17. Achievements <ul><li>Played a pivotal part in launching Division with following Accolades: </li></ul><ul><ul><li>Best Regional Dynamics Partner- North for FY 06 during Microsoft partner Summit held in August 2006, at Goa, India </li></ul></ul><ul><ul><li>President’s club 2006 of MBS which is a club for the top 5% best solution partners in the world </li></ul></ul><ul><ul><li>Gold Certification Status </li></ul></ul><ul><ul><li>Built Expertise to be one of the Best Partners in Manufacturing Sectors for Steel and Automobile Solutions on MS Dynamics in India </li></ul></ul><ul><ul><li>Customer Connection Award at Microsoft Partner Submit 2005 for largest number of MBS Navision Customer Reference Sites & Case Studies. </li></ul></ul><ul><li>ISO Quality Certification of Marketing & Delivery Processes. </li></ul><ul><li>Proficiently developed strategies to augment business including Global Delivery Model; Intensive Growth Strategy; Periodic Training & Development (Technical/Sales/Soft Skills); Frequent Client Interactions; Review progress of Implementation of Systems. </li></ul><ul><li>Distinction in introducing 16 hour helpline for technical queries to enhance the client servicing. </li></ul><ul><li>Efficiently developed key clients like Monet Ispat, Tricolite Electrical Industries, Sigma Freudenberg NOK Private Ltd, Vardhman Textile, Caparo Group, Projects in Poland, Dubai, Lithuania (Eastern Europe) & US. </li></ul><ul><li>Bagged a major contract with a leading European provider of Enterprise Resource Planning (ERP), for joint promotion of Navision in UK. </li></ul><ul><li>Initiated MS Dynamics training centre concept for the organisation by tying up with MCA institutes and taking a first batch of 20 trainees on board in Mrch’07 </li></ul>
  18. 18. Taking award from MD of Microsoft
  19. 19. Some press releases
  20. 22. Thank you for your time, Please feel free to call me on +91 99100 34764 or write to me at [email_address] for any information