Oliver Wang Director, SAP Labs China

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Solution Innovation _at_SAP Labs China Introduction
Training

• Oliver WangDirector, SAP Labs China

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Solution Innovation Chain _at_ SLC
Solution Innovation
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Solution Management in A1S the SAP Strategic
Development Project

• A1S Solution ManagementSAP Labs China

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A1S SM Mission, Goals
What is the A1S mission?

• Establish and maintain market leadership in the
  global mid market by delivering a leading edge
  suite in a box business solution which
  exceeds the expectation of the mid market
  prospects, customers, and partners. Leverage
  SAPs new Business Process Platform
  technology to achieve this goal through better
  usability, easier deployment, reduced TCO, and
  comprehensive business processes that can
  be utilized by customers and partners to
  create superior value.

• Objectives for 2005
• Finalization of mid-market scope for release 1
  and 2 as well as roadmap for next years for
  applications, cross topics and integration topics
• Incorporation of TCO reduction and User
  Productivity increase across the suite
• Embedded innovation in each application area and
  team
• Completion of UI Mockups for all applications and
  cross topics
• Focus on Implementation Configuration
• Continuation of Support concept and set up of
  Service infrastructure
• Everyone must be able to demo the entire suite by
  the end of 2005
• Close cooperation with Go-to-Market, Global
  Marketing and Development

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A1S SM China
Team Structure

• Productive

• Team Building

• Goal Setting

• Preparation

Jun. Aug. 2004
Sep. Oct. 2004
Oct. Dec. 2004
Jun. Jul. 2004

• Build working model
• Focus areas tasks

• Initial education package
• Research work in Labs China

• Strategy definition by C. B.
• Work plan meeting

• Preparation
• HR process

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Put Idea in the Work
SM - SCM
SM BPI
SM-FIN
Demand Planning Manufacturing Execution
Collaboration in SCM
ESS in Control Center Collaboration (Cross
Topics) Personalization (Cross Topics)
Managing Work Center Localization Specification
China
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Business Process Renovation
BPR, SAP Labs China
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What is BPR?

• BPR stands for Business Process Renovation
• BPR is a SAP initiative to
• Find the major pain points in the business
  processes delivered by SAP solutions
• Enhance the business processes with the latest
  management philosophy technology
• BPR ? Business Process Re-engineering

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Organizational Structure

• BPR is a global team, we currently have 18
  colleagues located in Palo Alto (US), Shanghai
  (CN) and Walldorf (DE)

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Role of BPR China Team

• Main Developing Force in BPR Global
• Expert in SAP Latest Technology and Management
  Philosophy
• Part of Research Breakthrough Innovation Chain
  in SAP Labs China

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Solution Architect- Bridge between Field and
Development

• Solution Architect TeamSAP Labs China

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Mid-Market Segmentation Focus on design that
ultimately allows for maximum coverage

• Key Characteristics
• Based on internal SAP view of customer accounts,
  which is out of synch with industry standard
  definition
• Boundaries vary considerably across countries/
  regions with few common guidelines
• Confusion regarding how subsidiaries of large
  corporations should be treated

• Key Characteristics
• Consistent criteria used to define MM by country
  tier SAP market penetration
• MM is defined considering
• Account size ( of employees revenue),
  industries, and subsidiary procurement model
• Segmentation considers customer needs and channel
  preferences
• Clearer approach to subsidiary coverage

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Solution Architect Team in APA MM Program

• Joint portfolio planning
• Feedback RTM to Business Backbone
• Feedback RTM to development

Program Blueprint VirtualOrganization
Business Unit End-to-End RTM Portfolio
Planning

• Part of APA MM Virtual Org.
• Contribute in program blueprint from product view

• Joint partner solution planning
• Partner solution certification
• Partner enablement plan

• Capture ROI Feedback to development
• Roll-in Feedback

Partner Framework 11 Planning
Value Capture Business Improvement

• Project Quality Assurance
• Project Support

• Product Life Cycle Mgt
• Localization
• Back office for Packaged Services

Product Services
Implementation

• Sales Support
• Tools Specification to Development to manage
  volume business

Sales Execution
Field Enablement Communication

• Industrialized Training
• Demo Landscape/Laptops
• Instructors Program
• Product communication
• Roll-out Ramp-up

MarketingExecution
Lead Allocation Management

• Support Demand Gen Marketing Event
• Joint Marketing Plan based on product release

Solution Architect representing development in
front of field and partners to keep single contact
Product Services
Solution Architect Manager
Solution Architect
Enablement Team
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Role Responsibility Overview

• 4 categories Basic Mode for a solution architect
• Solution Architecture Activities Bridge between
  Development Field
• Development Support and Field Support
• Products Survive in 3 days or first contact
• is broken down by solutions and afterwards in
  the specific product
• Administration Coordination
• Is partitioned in Contacts, Meetings, Business
  Development, Templates and Presentations
• Tools Knowledge Transfer
• eCATTs, BC-Set, SAP Tutor, Solution Composer and
  VSDK are the main folders
• 3 categories Advanced Mode for a solution
  architect
• Country Ownership
• Products Lifecycle Management
• Business Development