Best in France case study SAP in France Best in France Case Study September 2003 – May 2004 Mrs....

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Best in France case study SAP in France Best in France Case Study September 2003 – May 2004 Mrs. Chalandon – Mr. Duchesne – Mr. Egret – Mr. Fischer – Mr. Hébert

Transcript of Best in France case study SAP in France Best in France Case Study September 2003 – May 2004 Mrs....

Best in France case study

SAP in FranceBest in France Case Study

September 2003 – May 2004

Mrs. Chalandon – Mr. Duchesne – Mr. Egret – Mr. Fischer – Mr. Hébert

Best in France case study

• Part 1 : You said SAP ?

• Part 2 : Conquest of France

• Part 3 : Golden Rules

Best in France case study

Part 1 : You said SAP ?

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Best in France case study

• German company• Created in 1973• 28 900 employees, in 50 countries• Number 1 in ERP software • 12 500 clients, 1 500 partners, 23 industry

solutions• 2003 turn over / profits : 7,025 / 1,08 Billion €

SAP AG

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• ERP software: SAP R/3, Business One (solution for SMB)

• Maintenance (follow-up of the current customers)

• Consulting

• Training

Products & services

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• SAP clients are companies

• 12 500 companies, 12 million of users

• 800 companies in France

Clients

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SAP in France (SAP France SA)

• SAP came to France in December 1987

• 366 M€ of sales

• 639 employees

• 40% on the French market

• More than 800 clients

• Business: ERP software, maintenance, consulting and training

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SAP in France (European HQ)

• Corporate entity in Paris• In charge of international operations

management• Directed by Leo APOTHEKER

• Vice-president of SAP AG• President of SAP France

Crucial position of the French BU

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SAP in France (SAP Labs)

• R & D entity in Sophia Antipolis (1998)• Leads the research in innovative technology to

ensure that SAP remains on the cutting edge of e-business development

• Bridges the gap between local market demands and SAP's development organization

• Facilitates the country-specific and industry-specific enhancements to software

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Best in France case study

Part 2 : Conquest of France

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Best in France case study

• Proximity to their French customers

• Contact B to C primordial, but difficult to do from Germany

• Permit to develop the French business network

Why did SAP come to France?

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• Corporate value : Spirit of INNOVATION

• European state of mind– Integrity– Responsibility– Customers’ satisfaction

Company Values

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• Labour law• Complexity due to the 35h law (consulting)• Labor unions• French “comité d’entreprise”

• Company Law• NRE (New Economic Regulation)

– Financial Security Law– People and company Tax system

• Consulting market very competitive

French market constraints

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• Size of the potential Market• No major concurrent settled in France• Skills of employees• Financial advantages when installing in certain

parts of France• French culture is an European one• The French Riviera presents ideal working

environment for R & D teams

French Market Advantages

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Adaptations to French Market

• At the beginning:• Necessity of German speaking people (enabling

communication with the corporate)• SAP France founded by a French-German

Manager

• Nowadays:• French management• Multicultural teams (cross-cultural benefits)

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Adaptations to French Market

• In general:– Need for translation of the Software– Development of the consulting activity– Understanding of the French culture

(particularly its social aspects)– France is one of the two hardest cultures for

SAP, along with the Japanese oneYou

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Part 3 : Golden Rules

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Best in France case study

• Use French consultants for good integration aware of :– Social and company law– Local implementation in such a business

• Take care of the juridical status of the firm– SAS ? SARL ?– SA ?

• Be careful during social negotiations• Acquired advantages generally are long-lasting

Advices for other firms

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• Recruit a good HR Manager first !• Experienced in social negotiations

• Take note that there’s a thin gap between social and political unions’ claims

• Make employees to take advantage of the French quality of Life

Advices for other firms

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Best in France case study

• Emmanuelle BRUN• Chief Financial Officer

• Sylvie PAUTOU• Administrative and financial director

• Sandrine LAFUENTE• Large Accounts manager

Thanks to

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• Site SAP France• www.sap.com/france

• Bun & Bradstreet• www.dnb.com

• Site des marchés extérieurs• www.dree.org

Bibliography

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• Anne-Sophie Chalandon [email protected]

• Edouard [email protected]

• Michael [email protected]

• Viktor [email protected]

• Quentin [email protected]

Our Team

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