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Understanding Department of
Defense clients
Adam Younce
Sr. Solution Architect
Hitachi Solutions
Agenda Topics

Industry Trends

DOD
Requirements

Microsoft and how are we positioned
Industry Trends

DOD is looking
for 1 General
Contractor vs.
specialized one

Vendor
Consolidation

Spare, Repairs and Ret...
Requirements

DEPARTMENT OF DEFENSE
Major Pain Points

Complex
Departments
Structures

Departmental
Compliancy

Departmental
Accountability

ITAR –
Internatio...
Requirement - WBS

Support for
Complex WBS

Multi-Level
structures

Multiple Funding
sources

Accounting at all
WBS struct...
Requirements - Contract Types

Cost Plus

Percent
Complete

Time & Material

Fixed Price

Units Delivered

Milestones
Achi...
Requirements - Contract Inventory

Specific Cost
structures by
Contracts /
Customers

Inventory
Traceability
Free for next...
Requirements - Quality

Sampling and
batch testing

Documentations

First Article
Testing

Selective and
Criteria based
QA...
Requirement - Borrow/Payback

Complex
Accounting
Structures

Detail
transaction audit

Multiple Payees
and Funding
sources...
Requirements - Production Splits

Multi-Level
BOMs & routes

Order Splits

Outsourcing and
sub-contracting

Fixed fee
prod...
Requirements - Revenue Recognition

Invoicing and
billing rules

Cost Realization
= Billing

Management
open
commitments

...
HOW WE WIN
Why Microsoft
Industry Trends

Competitors

Cost Pressures

Vendor
Consolidations

Microsoft Dynamics AX capabilities

Pro...
Known Gaps, what’s missing
Awareness

Aggressive
message

Compelling
offers

Vertical
Solutions

Microsoft Dynamics - Gaps...
Thank you
Questions
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12 department of defense

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12 department of defense

  1. 1. Understanding Department of Defense clients Adam Younce Sr. Solution Architect Hitachi Solutions
  2. 2. Agenda Topics Industry Trends DOD Requirements Microsoft and how are we positioned
  3. 3. Industry Trends DOD is looking for 1 General Contractor vs. specialized one Vendor Consolidation Spare, Repairs and Retrofit Vendors have to diversify products and services Cost Pressures
  4. 4. Requirements DEPARTMENT OF DEFENSE
  5. 5. Major Pain Points Complex Departments Structures Departmental Compliancy Departmental Accountability ITAR – International Traffic in Arms Regulations Departmental Auditability Departmental Traceability
  6. 6. Requirement - WBS Support for Complex WBS Multi-Level structures Multiple Funding sources Accounting at all WBS structure Contractors and Labor associations Earned Value – Revenue Recognition
  7. 7. Requirements - Contract Types Cost Plus Percent Complete Time & Material Fixed Price Units Delivered Milestones Achieved
  8. 8. Requirements - Contract Inventory Specific Cost structures by Contracts / Customers Inventory Traceability Free for next Job With or En-Route to Client Where is the inventory: @ Warehouse Inventory consumption tracking
  9. 9. Requirements - Quality Sampling and batch testing Documentations First Article Testing Selective and Criteria based QA Digital Signatures and workflow Multi Level QA and Inspection Checks
  10. 10. Requirement - Borrow/Payback Complex Accounting Structures Detail transaction audit Multiple Payees and Funding sources Multiple Procurement Sources Utilization of specialized subcontractors Inventory or Material transfers or on consignment
  11. 11. Requirements - Production Splits Multi-Level BOMs & routes Order Splits Outsourcing and sub-contracting Fixed fee production Billing and Invoicing based on Unit delivered Order Prioritizations
  12. 12. Requirements - Revenue Recognition Invoicing and billing rules Cost Realization = Billing Management open commitments Retainage Earned Value Management
  13. 13. HOW WE WIN
  14. 14. Why Microsoft Industry Trends Competitors Cost Pressures Vendor Consolidations Microsoft Dynamics AX capabilities Production Capabilities Quality Controls Procurement Capabilities Project Capabilities Technologies Support of Hub and Spoke
  15. 15. Known Gaps, what’s missing Awareness Aggressive message Compelling offers Vertical Solutions Microsoft Dynamics - Gaps Commitment Accounting Contract driven MRP ITAR Compliance DOD e-services integrations EVM Reporting
  16. 16. Thank you Questions

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