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Building an Effective SAP ERP Delivery Organization

November 5th, 2012 by
Effective SAP Delivery

Effective SAP Delivery

There are generally 3 big components for improving SAP delivery.  These 3 components have the capability of improving SAP and technology delivery in general while impacting corporate business performance and marketplace success.

  • Delivery Approach
  • Delivery Methodology
  • IT Organizational Development

The following content is written with a focus on SAP, however it can be completely generalized to virtually any IT organization.

  1. A careful focus on the delivery approach is needed.  Here there are 2 key paradigms to focus on.  The first paradigm is service delivery vs. value delivery (SAP Service Delivery versus Value Delivery), and the second paradigm is software engineering vs. business process engineering (SAP Implementation Focus: Engineer Software or Business Processes?).
  2. A formal, structured, internal delivery methodology.  This should include a “checklist” of all project requirements including templates, tools, and resources for project delivery.  Because I know SAP I use it, however they have a powerful methodology which can also be generalized to virtually any IT project.  For more information see Why Use the SAP ASAP Methodology?
  3. A strong focus on IT organizational development.  The current “best practices” around IT Organizational Development includes a 3 tiered maturity structure:  Service provider, Business Partner, and Business Peer (Organizational Change Management Inside the SAP IT Support Organization).  The second part of that is a structured approach to creating the premier IT “Center of Excellence,” converged business-IT delivery organization (see SAP Service Provider to Business Peer Through Center of Excellence Maturity).  You can use 3 Development Phases for SAP Center of Excellence Maturity as a completely structured organizational outline.  It includes key activities and maturity steps.

Adopting these three pillars will create a great foundation for your company or organization for the long term.  They will also help immediately and transform your enterprise in the mid-term.




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SAP Change Management Program Success

July 30th, 2012 by
SAP Change Management

SAP Change Management

Lots of literature, information, and resources focus on change management for successful enterprise application projects.  To help address SAP change management the SAP ASAP Methodology provides lots of resources, tools, and templates along with guidance for Change Management during your SAP project.  This is one of the key reasons for Why to Use the SAP ASAP Methodology?

Even though the ASAP methodology and various other resource provide some great sources the high level guiding framework always seems to be a little vague.  For example, there is a constant message that people resist change and that it is so hard.  That is not true.  As I have often said, if people resisted change no new product or service would ever be sold.  No new invention, gadget, method, or anything else would ever be developed.  There would be NO innovation in anything.

People do NOT simply resist change–, they resist change they do not understand and change they perceive is a threat.

Applying Sales and Marketing Principles to SAP Change Management

If sales and marketing departments for every type of organization in the world manage to sell new products or services maybe we should look to them for what works.  For both marketing and sales there are four key phases for customers considering a purchase:

  • Awareness (Marketing)
  • Consideration (Marketing, sales)
  • Evaluation (Sales, marketing)
  • Purchase (Sales)

These four general stages or phases of buyer behavior correlate well to a solid change management program–, messaging, engagement, credibility, and commitment.  To be successful you must be committed to Leading Change (and Change Management).

1.  Messaging – This is the beginning of the stakeholder analysis process.  Exploration, active listening, and facilitation are critical.  At this stage messaging is outbound.

Product or Service Sales Phase

Awareness

Customers understand and can communicate their desire or problem or need.  What are your constituents facing?  What are their struggles and what will help them do what they need to do better?  If the change will add more burden to them then why is the change necessary? 

Enterprise Change Phase

Discovery and blueprinting

A good SAP or enterprise application change program must start right from the beginning of the project.  First the identification of the key stakeholders at all levels of the organization must be made.  Afterward a clear effort must focus on the benefits to the affected users.  You must focus on the WHY of Achieving Business Value from SAP Investment.

A system-centric blueprint which does not connect to user needs will only breed mistrust and fear.

Analysis

Surveys are distributed and results tabulated.

2.  Engagement – Deeper determination of the issues, active communication, and targeted messaging.  Stakeholders at all levels must be encouraged to participate and be heard.  At this stage communications and messaging just start to go both ways (inbound and outbound).

Product or Service Sales Phase

Consideration

Marketing and communications are directed at addressing customer desires, problems, or needs.  Assurances are provided that the product or service will meet those issues.  The customer begins to solidify whether or not to explore a purchase decision.

Enterprise Change Phase

System functionality demonstrations and stakeholder feedback

Key stakeholders have the first part of their issues addressed.  There are 4 key types of change categories each user fits into here.  They are:

  • Opposed
  • Unsure, anxious, or fearful
  • Accepting or willing
  • Promoting

This phase of the change process is designed to aggressively uncover and then address those who are opposed or anxious about the upcoming changes.  These key stakeholders must be heard and their concerns answered.  It is also where the key message around SAP Service Delivery versus Value Delivery is promoted.

Analysis

Survey results are synthesized, reviewed, and then communicated to the broader enterprise.  Action plans to address the survey results are developed.  Any evaluation metrics are defined.

3.  Credibility  – benefits messages, demonstrations, insight, and information.  Change activities must promote openness and clearer understanding of the reasons for change.  More of an inbound and outbound dialog begins to occur.  Communications are actively going both ways.

Product or Service Sales Phase

Evaluation

Understanding of key features of a product or service and how they are different or better than competitors occurs.  Price considerations are also important.

Enterprise Change Phase

Aggressive information sharing and open dialog

One way you can Achieve Business Benefit is Through SAP Prototype Demonstrations.  Part of the communication and benefits program involves live system demonstrations (demo days), active engagement of super users, subject matter experts, and key change agents throughout the organization.  Messaging would also include external web resources, links, presentations, and other information to help “sell” the organization on the coming changes.

The goal of this phase is to overcome objections, fear, and anxiety.

Analysis

Action plans from the surveys are communicated to the organization and execution activities are carried out.   Evaluation metrics are refined, communicated, and adjusted to the organizational requirements.

4.  Commitment  – full user participation is critical at this stage.  If they are not involved in the process all of the previous effort falls apart here.

Product or Service Sales Phase

Purchase

For the purchase of a car this is the test drive and price negotiation.  For services or other items it is the understanding of key differentiators and how the service will help or enhance the customer’s issue, customer references, and possibly case studies.

Whether it is a test drive, understanding differentiators, price negotiations, or the benefits of a product or service these are all directly related to building a level of trust which in turn produces commitment.

Enterprise Change Phase

Acceptance, Adoption, and Promotion

More user demonstrations, training, super user network, subject matter experts, and pilot processes are all important here.  This is where everything starts to come together. 

This is also where any changes to originally expected benefits or reductions in scope must be carefully managed.  Another key area is the Organizational Change Management Inside the SAP IT Support Organization.  A key component at this phase involves Change Management Strategies and Knowledge Transfer Processes for a Successful SAP Project 1 (and Part 2).

The goal of this phase is to produce acceptance and even promotion of the changes.  However acceptance, adoption and promotion are not possible if the stakeholders have not established trust in the coming change. 

Analysis

Execution activities are carried out and nearing completion.  Reviewing, analyzing, and then distributing the results of the previously defined metrics results occur.  Lessons learned are captured and communicated.

Conclusion on SAP Change Management for Business Application Project Success

Every phase of your SAP or enterprise application project must be wrapped in the appropriate change management processes.  Just as with sales and marketing people do not resist change as much as they resist change which they perceive as a threat or do not understand.  So the key is to learn to sell the change and its benefits so that the perception of a threat is removed.  In doing so you will help to transform your project and company into a winner, both now and in the future.




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SAP Contract Requirements for a Center of Expertise

July 2nd, 2012 by
Deliver SAP Excellence

Deliver SAP Excellence

If not all, most new SAP contracts and agreements contain provisions which require customers to create a “Center of Expertise” (or CoE). This is a customer’s, and SAP’s, first line of maintenance support. The CoE terms and conditions define a great aspiration that your organization will support “efficient implementation, innovation, operation and quality of business processes and systems” based on the Phase 6 RUN SAP ASAP Methodology. Good luck with all that!

However, back on planet earth, the RunSAP Methodology is a good starting point. Although SAP references the need to go further the delivered methodology only covers basic technical operations. As we look at SAP Enabled Business Transformation for IT Leadership it is apparent that the RunSAP Methodology is all about Internal IT Focus. The SAP delivered CoE requirement doesn’t deliver much on How To Navigate the SAP Business Transformation Journey around Enterprise Integration or External Business Drivers.

What ARE SAP Center of Expertise Requirements (as defined in their Terms and Conditions)?

For background and insight, here is an actual SAP Terms and Conditions excerpt from the SAP ENTERPRISE SUPPORT SCHEDULE (“Schedule”):

4. Customer Center of Expertise.

4.1 Role of the Customer Center of Expertise. In order to leverage the full potential value delivered as part of SAP Enterprise Support, Licensee is required to establish a Customer Center of Expertise (“Customer Center of Expertise”, or “Customer COE”). The Customer COE is designated by Licensee as a central point of contact for interaction with the SAP support organization. As a permanent center of expertise, the Customer COE supports Licensee’s efficient implementation, innovation, operation and quality of business processes and systems related to the SAP Software Solution based on the Run SAP methodology provided by SAP (for more information on the Run SAP methodology, refer to http://service.sap.com/runsap). The Customer COE should cover all core business process operations. SAP recommends starting the implementation of the Customer COE as a project that runs in parallel with the functional and technical implementation projects.

4.2 Basic Functions of the Customer COE. The Customer COE must fulfill the following basic functions:

  • Support Desk: Set-up and operation of a support desk with a sufficient number of support consultants for infrastructure/application platforms and the related applications during regular local working hours (at least 8 hours a day, 5 days (Monday through Friday) a week).
  • Licensee support process and skills will be jointly reviewed in the framework of the service planning process and the certification audit.
  • Contract administration: Contract and license processing in conjunction with SAP (license audit, maintenance billing, release order processing, user master and installation data management).
  • Coordination of innovation requests: Collection and coordination of development requests from the Licensee and/or any of its affiliates provided such affiliates are entitled to use the Enterprise Support Solutions under the Agreement. In this role the Customer COE shall also be empowered to function as an interface to SAP to take all action and decisions needed to avoid unnecessary modification of Enterprise Support Solutions and to ensure that planned modifications are in alignment with the SAP software and release strategy.
  • Information management: Distribution of information (e.g. internal demonstrations, information events and marketing) about Enterprise Support Solutions and the Customer COE within the Licensee’s organization.
  • CQC and other remote services planning: Licensee regularly engages in a service planning process with SAP. The service planning starts during the initial implementation and will then be continued regularly.

4.3 Customer COE Certification. Licensee must establish a certified Customer COE upon the later to occur of the following: (i) within twelve (12) months after the Effective Date; or (ii) within six (6) months after Licensee has started using at least one of the Enterprise Support Solutions in live mode for normal business operations. To obtain the then-current primary Customer COE certification or re-certification by SAP, the Customer COE undergoes an audit procedure. Detailed information on the initial certification and re-certification process and conditions, as well as information on the available certification levels, is available on the SAP Service Marketplace (http://service.sap.com/coe).

What the SAP Center of Expertise (or CoE) is NOT

As previously noted, even though there are several great aspirations in the CoE requirement the details are all about a focus on technical competence. In many respects this makes sense to SAP, you make sure your internal resources are the first line of defense. You cover your own maintenance and then only if you really can’t resolve the issue internally you turn to SAP.

Several critical components of a good Enterprise level integration program are completely missing from the real detailed requirements:

  • Governance (although it is referenced in the RunSAP methodology)
  • Program or Release Management
  • Enterprise Architecture
  • Business / IT convergence or integration

It is unfortunate that the RunSAP Methodology only covers the entry level stage of support. To move to something I call the “Center of Excellence” rather than the “Center of Expertise” you must focus on much more than just the CoE step 1 of 3 Development Phases for SAP Center of Excellence Maturity. To move past the first stage requires moving from an SAP Service Provider to Business Peer Through Center of Excellence Maturity.




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