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1. Modernize Monetization
with New Ways to Pay and
Stay Competitive
Mark Fodor,
Chief Digital Architect VP
SAP Hybris Live: Global Summit
Oct 17-19, 2017 | Fira Barcelona Gran Via | Barcelona

2. Modernize Monetization with New Ways to Pay and Stay Competitive | Mark Fodor | October 17-19 | 2017
C opyright © C apgemini 2017. A ll Rights Reserved.
Modernize Monetization with New Ways to Pay and Stay Competitive | Mark Fodor | October 17-19 | 2017
C opyright © C apgemini 2017. A ll Rights Reserved.
Index
§ Digital Disruption
§ Enabling Success
• A Case for Transformation
• Global Digital Sales Transformation
• Subscription Management Platform
2

3. Digital Disruption &
Transformation
Observations, Trends & Imperatives

4. Modernize Monetization with New Ways to Pay and Stay Competitive | Mark Fodor | October 17-19 | 2017
C opyright © C apgemini 2017. A ll Rights Reserved.
The Subscription Economy is disrupting the
traditional business model
4

5. Modernize Monetization with New Ways to Pay and Stay Competitive | Mark Fodor | October 17-19 | 2017
C opyright © C apgemini 2017. A ll Rights Reserved.
Modernize Monetization with New Ways to Pay and Stay Competitive | Mark Fodor | October 17-19 | 2017
C opyright © C apgemini 2017. A ll Rights Reserved.
Subscription Economy
5
Subscription model based businesses have grown at approximately
twice the pace of US retail and S&P 500 company sales
Why are subscription
models growing so fast?
Changes in buying behavior are now bleeding into
changes in consumption and usage behavior.
These Subscription Economy Companies are
allowing their customers the adaptability to either:
a) Pay-as-they-go,
b) Pay-per-monthly-subscription or,
c) Pay via-long-term contract.

6. Enabling Success
A Case for Transformation

7. Modernize Monetization with New Ways to Pay and Stay Competitive | Mark Fodor | October 17-19 | 2017
C opyright © C apgemini 2017. A ll Rights Reserved.
Modernize Monetization with New Ways to Pay and Stay Competitive | Mark Fodor | October 17-19 | 2017
C opyright © C apgemini 2017. A ll Rights Reserved.
At A Glance
7
Financials
FY 2016: $6B
Size
80+ Countries
22,000 Employees
Sector
Automation
Solutions
History
113 years old
World’s largest
company dedicated to
industrial automation
and information

8. Modernize Monetization with New Ways to Pay and Stay Competitive | Mark Fodor | October 17-19 | 2017
C opyright © C apgemini 2017. A ll Rights Reserved.
Modernize Monetization with New Ways to Pay and Stay Competitive | Mark Fodor | October 17-19 | 2017
C opyright © C apgemini 2017. A ll Rights Reserved.
Corporate Strategy
8
World’s largest
company dedicated to
industrial automation
and information
Understand our customers and the best
opportunities for productivity in their
industries and applications.
Combine our technology innovation and
domain expertise to deliver positive business
outcomes for our customers.
Simplify our customers’
experience, because simplification
drives productivity for our
customers and for us.
From the CEO

9. Modernize Monetization with New Ways to Pay and Stay Competitive | Mark Fodor | October 17-19 | 2017
C opyright © C apgemini 2017. A ll Rights Reserved.
Modernize Monetization with New Ways to Pay and Stay Competitive | Mark Fodor | October 17-19 | 2017
C opyright © C apgemini 2017. A ll Rights Reserved.
Corporate Strategy
9
§ R.A SBU chartered to transition from physical CD software sales to an
“iTunes-like”, self-service, download revenue model.
§ Additionally, create an entirely new business paradigm and
engage clients with a subscription-based
eCommerce model along with net-new services.
§ Enable success imperatives like:
• 70% of software purchases conducted online
• Elevate & simplify customer experience
• Provide instantaneous product & service access.
§ Enabled event-driven integration through automating
the quotation and order management processes
§ Product configuration and feeds from CRM to
Hybris and bundling synced to CRM
§ Capgemini implemented and went live with the SAP
Hybris Commerce Platform in 8 Weeks. The
fastest implementation reported in company history.

10. Modernize Monetization with New Ways to Pay and Stay Competitive | Mark Fodor | October 17-19 | 2017
C opyright © C apgemini 2017. A ll Rights Reserved.
Subscription Management Platform – Our Journey towards
“Think Strategic, Start Small, Get Tactical”
10
A MVP based approach for driving customer centric business value led program funding model
Vision Objectives
Phase 1
Validating
Phase 2
Scaling
Phase 3
Integrate
Phase 3
Expand
§ Increase Revenue
& Profitability
§ Increase
Customer
Experience
§ Enable the product
and service bundling
§ Promote Software as
Service Model
§ Reduce Order Cycle
Time
§ Customer and Distributor Login
§ Selection (Product,
Catalogue & Price)
• Product Setup & Maintenance
• Product Content & Catalogue
• Bundling & Pricing
§ User Interface Design
§ Cart & Checkout
• Cart Maintenance
• Checkout Options
• Shipping, Payment
• Order Submit
§ Data Model Product, Price
and Customer data, impex
upload
§ Additional Checkout
Options, complex product
bundles, Quotations
§ Customer/Distributor Roles
and Authorizations
§ Upgrade and Renew
Subscription Contracts,
Manage Activations
§ Internationalization and
complex pricing
§ Backend IT integration
with CRM, Contract and
Taxation services
§ Multiple deployment for
extended features,
customers, products and
bundles
§ Order Fulfillment
§ Entitlement Tracking
§ Catalog Punchout
Critical to Success
§ Compelling Business
event
§ Business champion
not just as a sponsor
§ Capgemini
ecommerce readiness
assessment – process
catalogue, process
maps and data
integration
§ Core team at client
location
§ Leverage out-of-the-box
Hybris features to customize
for validation
§ Build a representative
minimum viable product that
is scalable
§ Collaboration with Business to
standardize process maps
§ UX Design complete before
the start and visualization
§ Architect to scale and
complexity but deployed for
limited products
§ Integration to critical but
stable backend services
security, Credit card
§ Data Model Product, Price and
Customer data normalized on
Hybris, impex upload
§ Email order notification to
CRM
§ Hybris Product Cockpit for
product data mgmt. and
employee onboarding
§ Championing with product
owners and extracting value
§ Working with IT for
service for backend
integration – CRM,
Quotation to contract and
entitlements
§ Successful onboarding of
Customer Transaction for
order processing
§ End-to-end business
process mapping and
identifying value chain
§ Automated Deployment
from test to production
§ Detailed business
requirements and
technical specification
§ Maximize Offshore
leverage for Dev/Ops
support
§ Automated Deployment
from Development to
Test to Production

11. Modernize Monetization with New Ways to Pay and Stay Competitive | Mark Fodor | October 17-19 | 2017
C opyright © C apgemini 2017. A ll Rights Reserved.
Modernize Monetization with New Ways to Pay and Stay Competitive | Mark Fodor | October 17-19 | 2017
C opyright © C apgemini 2017. A ll Rights Reserved.
Questions & Answers
11
Thank
You

12. Modernize Monetization with New Ways to Pay and Stay Competitive | Mark Fodor | October 17-19 | 2017
C opyright © C apgemini 2017. A ll Rights Reserved.
Modernize Monetization with New Ways to Pay and Stay Competitive | Mark Fodor | October 17-19 | 2017
C opyright © C apgemini 2017. A ll Rights Reserved.
Contact information
12
Mark Fodor
Chief Digital Architect | Digital Customer Experience
mark.fodor@capgemini.com
Capgemini Americas LLC
3475 Piedmont road, NE, Suite 1400
Atlanta, GA 30305
(331) 352-9575

13. With more than 190,000 people, Capgemini is present in over 40 countries and
celebrates its 50th
Anniversary year in 2017. A global leader in consulting, technology
and outsourcing services, the Group reported 2016 global revenues of EUR 12.5 billion.
Together with its clients, Capgemini creates and delivers business, technology and
digital solutions that fit their needs, enabling them to achieve innovation and
competitiveness. A deeply multicultural organization, Capgemini has developed its own
way of working, the Collaborative Business Experience™, and draws on Rightshore®
, its
worldwide delivery model.
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