De Montil

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Channel Congress
The SMB Market Some of the most common mistakes
made by vendors and resellers
by Jürgen Helmer Consultant
De Montil Wednesday June 16, 2005
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KMO-IT Centrum is a non-profit organisation
providing Flemish companies with independent
advice on the implementation of ICT within their
organisation.
ICT Window
Basic ICT Infrastructure
ICT Advice
Collaborative advice on ICT solutions for 1.
external and mobile workers 2. company-wide
information stream management
Collaborative consultancy for companies with
similar ICT issues
Management
Corporate performance management and KPI
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ICT within the SMB

• (often) conservative approach towards ICT
• Take the right decisions, invest in
• The right technology
• The right partner(s),
• Corporate Performance Management (CPM)
• Applications,
• ICT Basic infrastructure
• The right business processes

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The SMBs expectations towards ICT
Three basic ICT investment strategies
- Defensive investment strategy ERP because we
have to ? No payback (cost) -
Cost-saving investment strategy lower cost of
ownership ? decreased payback (low) -
Offensive investment strategy optimised customer
service ? measurable result through
ICT increased payback (higher)
SMB should opt forOffensive strategy
significant logistic optimization
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The new SMB
Customer centric-collaborative real time
extended enterprise
Integration of all processes within the
organisation!
Sourcing planning
Demand planning
Capacity
Materials planning
Distribution planning
Added Value
Raw Materials
Finished Goods
Suppliers
Customers
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Value of ICT to the business
Desiredsituation
Business
Currentsituation
ICT
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The ICT Providers, Market Approach
Technology Providers Microsoft, SAP, Progress,
Oracle, etc Main target is to sell
licences!!! VAR experience pressure form
technology providers Often miss the SMBs
target better support for their
business SMB must gain control over the
promised solution!!!
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The Challenge

• Towards a structured approach
• ERP selection?
• RFO, ICT Architecture en Functional Analysis
• Objective evaluation
• Making a Shortlist
• Business case
• Demo scenario
• Pilot
• Contract for provisional implementation
• Implementation
• Workshop
• Complete test
• GO/ NO GO Licences
• Final implementatie
• Migration of data
• System testing
• Go Live
• Post Live - support

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The Challenge

• Towards a structured approach
• Basic ICT infrastructure
• C/S or Central server approach
• Performance
• Risk Analysis and Business Continuity

Reduce risk!
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B
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A
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Backup at D-1
Disaster
Manual bypass procedures
Recovered to date
RMO
or
Catch-up data
minimum
RPO
or
recovery level
Test release
amount of
Recovered to
data lost
Data
point D-1
Software
Hardware
RTO
or
Time
D
D-1
Dn
unavailability of
normal business
environment
Immediate response to failure
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KMO-IT Centrum vzw Jürgen Helmer Technologisch
Adviseur ?Celestijnenlaan 300C B-3001
Heverlee ?016-32 28 14 ? 016-32 28
17 info_at_kmo-it.be www.kmo-it.be