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Level Setting – Implementation Experience
B2B and B2C
Diversity of Products and Equipment
Single instance of SAP with 18 Languages
400,000+ Customers
Contract and Non-Contract with Direct and Indirect channels
FORTUNE 300 INDUSTRIAL CHEMICAL & GAS COMPANY
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The Starting Point
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Hybrid systems
Raw materials volatility
100,000’s SKUs
50,000+ finished materials
Material pricing using charges
Price groups & NRPs with discounts in SAP
Cross-selling between businesses
Movement of products
Complex cost-to-serve
Diverse supply chain
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Creating Scale and Sustainability
Benchmarking
Internal Assessment
Proof of Concept
RFQ for Vendor Selection
Implementation of Analytics, Deal Module, Price Guidance Module
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Organization and change management
Business Process
Technology
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Themes
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1. Leading and Managing Leaders
2. Change Management
3. Transforming Business Processes to Deliver Value
4. Leveraging data as an asset
5. It’s not about the Tool…. It’s about a Holistic Change
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Leading and Managing Leaders
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•Support from all levels of leadership is essential
•Program Board or Advisory Council with members that have clout
•Use your political capital selectively
•Involve Security and Risk Management Team
•Consistent Core Team with Breadth and Versatility
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Change Management
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•Know the end-state
•Ask yourself and your team again and again… Who, What, When and How
•Communicate even if it seems there is nothing new
•There will be interest by everyone – leverage it!
•Know the long term needs and implications of the short term decisions
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Transforming Business Processes to Deliver Value
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•Think beyond the traditional boundaries of Price and Margin Management (i.e. order processing)
•Understand the use of existing systems
•Seamless integration to ERP updates
•Rationalize and harmonize Business Processes
•Map your detailed processes to fit the software functionality
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Leveraging Data as an Asset
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•Expect to evolve in understanding your data and adjust accordingly
•Permanent team member to shepherd all aspects of data
• Create visibility to the data and drive ownership
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Remember …It’s not about a Tool, It’s about a Holistic Change
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•Due Diligence and going very deep during discovery will help you chart your course and ensure success
•Create a true partnership with the software vendor
•Your level of sophistication will grow – ensure your vendor can grow with you
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