Daniel Horacio Bianchin - SAP Solution Management Mobility ...

Plan your Mobility Strategy

Daniel Horacio Bianchin - SAP Solution Management Mobility

May 2011

© SAP Solution Management – Mobility - Daniel H. Bianchin - 2011 SAP AG. All rights reserved. 2

Agenda

Introduction

Business Benefits

Challenges

Paradigm shift in IT

Potential Use Case Discovery

Variables

Calculate business Impact : “Sales

Agent” Exercise

Other Candidates

Summary


Introduction – Business Benefits

Mobility is hot topic everywhere,

Companies understand the potential, but innovation efforts are required

What could my business expect from this?

Lead the change and generate competitive advantages!

Business To Consumer / Reseller

• Trendy online store

• Product Introduction

• Marketing positioning

• Customer feedback channel

• B2C CRM as a whole

Business cycle optimization

• Workflow lead-times pushing request approvals

• workforce empowerment with online and geo location information

• dynamic information enrichment (floor plant / sales force / warehouse)

• MRP /PP with real-time accurate sales forecast


Introduction - Challenges

Challenges

Innovative thinking to fully exploit that

potential.

Design concrete applications.

Implementation Roadmap.

Understand the new challenges:

Heterogeneous environments

Ever-changing devices, technologies, services…

GRC/LCM challenges

Out of IT comfort zone

Mobility represents a whole shift in IT, not

a temporary fashion


Introduction- Paradigm Shift in IT

Typical IT use cases are unconsciously restricted by typical by PC-like

functionalities.

Currently mobile devices include peripherals which enrich the possibilities

but are restricted to size, weight, price, etc….

Camera + Audio + Data Push + Communication & Geo-location* + Touch Screen+

Gravity/Inertial/Impact Detection

Small screen + communication

challenge + small keyboard

• One application at a

time

•Analytical/Transactional

data mixed

•Personalization to

determine information

summary per role

•Caching required

•Reduce and simplify

typing as possible

•RFID, Barcode

•Still and moving pictures

•Voice player and

recorder

•Distance, road and time

calculations.

•Proximity to target or

opportunities

•Alerts

•Availability and

accessibility

•Movement detection

*Communications: Voice Conversation (regular + VoIp + UHF), MMS, SMS, Instant

Messaging or email, over WiFi, Mobile Phone Network, UHF Radio, Satellite or

BlueTooth links. Geo location could be based on Satellite or Triangulation


Introduction – Mobility Evolves IT

Devices are Evolving:

Devices are evolving and adding functionalities on

daily basis

Coming up with new ways to exploit capabilities is

just starting

Applications are Evolving:

Design and Lifecycle is different

Must summarize information, merge transactional

and analytical information, enrich with multimedia,

etc…

Company sensitive information spread on “easy-

to-loose” devices

User are Evolving:

Private and Company Information shared one

employee own device.


Potential Use Case Discovery - Variables

What makes a

business use

case a good

mobility

candidate?

It is necessary to

examine the key

variables involved:


Potential Use Case Discovery – Variables – Positioning

Leader brands positioning involves attachment to trendy state-of-

the-art technology.

Leader products/application information most be present/available in

tablets and smart phones.

Additionally is a good way to:

Exploit a new sales channel

Measure customer interest (NPI)

Distribute information (FAQ/ Nutrition/ Usage/ Installation/ Posology/ Handling,

etc…)


Discovering candidates - Perspectives – Target Users

There might be 2 target groups:

Employee / Sub contractors Scenarios

The number of users and target devices is known in

advance, it simplifies development , deployment and

sizing.

Same applies to some degree to B2R

Customers (B2C)

This is a different type of project

– Usually marketing is deeply involved

– It is harder to determine right sizing

– Market analysis on devices to be supported should be

executed.

– The more the devices supported the more the effort spent on

customization, tuning, cosmetics, etc….


Discovering candidates - Perspectives – Business Impact

The selection of the scenario should prioritize

business impact and competitive advantages.

Accelerating some business process may positively

affect related business processes downstream.

See “Sales Agent” exercise

Sales, B2C or L1/2 scenarios may require some

additional investment in cosmetic and simplification

compared to general internal employee applications.


Discovering candidates - Perspectives – Implementation

Costs (& Efforts)

There is a high number of scenarios

which can be mobilized very quickly:

Transactional Information

SUP Container without modification

required

Little customization (other than styles).

For medium/complex applications

some things must be clarified (ROI):

Does it provide a direct / quantifiable

business impact?

Is it tied to marketing strategy or other

indirect business benefit?


Discovering candidates - Perspectives – Device

Dependence

Device manufacturers implement different technologies.

Devices also change the number of functionalities (e.g. camera), screen sizes,

typing capabilities, processing capabilities, communication capabilities), etc,

etc, etc…..

Creating applications to be supported on different devices represents a

challenge.


Discovering candidates - Perspectives – Confidentiality

Distributing information on mobile devices have

several challenges:

Missing devices containing company sensitive

information.

Using employee owned devices.

Provisioning applications to employees (change

roles, leave company, etc….).

Distribute new versions and patches to remote

devices over the air.


Discovering candidates - Perspectives – Accessibility

Sometimes the device is the answer and not the

scenario.

Many times the first customer requirement aims to

mobilize already existing analytics chart to exploit

device accessibility and user-experience.

Tablets offer:


Discover business Impact

“Sales agent” Exercise

Story line:

Consumer Product

Sales Agent

periodically visits

small retailers.

Main activity is a 5’

shelves refill.

Exercise:

Determine business

impact of Mobile

solutions.

Sales

Order Management

Advise retailer on new orders

(statistics / push)

New Product Introduction

Catalog

Offers

Analytical Summary

Customer Fact Sheet

Logistics

Deliver y

(shelves refill)

handle returns (expired / defective)

Visit scheduling time tables

Marketing

POP Handling

• Catalog

• Consignments managements

Marketing Campaigns

• Onsite promoters

• Advertising Material

Competitor Information

• Learn how much competitor was able to sell.

• Ongoing campaigns

Complains

Preferential locations

agreements

Financial

Contracts/Agreements/Blanket

Order Negotiation and

Execution

Credits, Payments,

Balance, History

Maintenance

POP maintenance planning and

execution


Discover business Impact

“Sales agent” Exercise - Benefit Mapping

Application Description Impact

Orders and Offers Management Handle orders at customer store

Advise retailer on new orders (statistics / push)

Boost sales onsite

Competitor Information Capture competitor sales and ongoing

campaigns to determine possible sales

Optimize purchasing, production and

stocks.

New Product Introduction Catalog Introduce and push new products Reduce market introduction times

Customer Fact Sheet Analytical Summary for sales support Help negotiation, show key facts

Deliver new products (fill up shelves) Online stock update Optimize purchasing, production and

stocks

handle returns (expired / defective) Online stock update Improve product quality and sales

forecast

Visit scheduling time Online task and resources management Optimize workforce and schedules

POP Handling (Catalog and

Consignments managements)

Online POP (Catalogs, maintenance request) Online Maintenance Requests, stock

level, availability

Marketing Campaigns (Onsite promoters

management and Advertising Material)

Support for face-to-face marketing. Execute marketing campaigns as part

of your schedule visits

Complains Capture customer complains Improve customer relationship

Preferential locations agreements Onsite location Evaluate locations onsite

Contracts/Agreements/Blanket Order

Negotiation and Execution

Allows to negotiate contracts with small

customers to foster long term relationships and

commitments.

Negotiate contracts face to face with

customer

Credits, Payments, Balance, History Review customer credit situation Improve dunning cycles

POP maintenance and renewal planning

and execution

Determine and schedule maintenance. Keep brand image prestige and prevent

sales loss.


Other potential Use Case Discovery - Samples

Scenario Industry Description Example Benefit

Provisioning and

Service

Consumer products,

Telco

Suggest real-time priority for

order execution and declare

good and time report online.

Maintenance: Optimize resources

utilization.

Logistics: improve MRP, reduce stock

difference.

Approvals All Workflow Lead-time

reduction

All: Accelerate all cycles requiring

approvals.

Online Store for

Tablet

Retail, CP Online Store Tablet version Sales: Additional channel

WMS/ YM info on

the fly (SRM-TRM)

All Warehouse manager gets

real time picture on operation

execution

Logistics: Improve WMS/YM/TRM

execution providing enriched online

information.

Floor plant –

production

execution

All productive Obtain alerts on production

errors

Production: As soon as a production line

controls detect errors beyond the limit

request supervisor to take action.

Online ATM Banking Obtain information and

execute transactions

Financial Services: Accessibility


Summary

Mobility changed the way IT services

are delivered:

Most business use cases can be

improved by mobilizing access to

information.

A change in technology and user behavior

opens new world of opportunities to be

discovered.

SAP Mobility combines all the Mobility

Experience and the business

processes execution knowledge.

Thank You!

Contact information:

Daniel Horacio Bianchin

SAP Solution Manager - Mobility

[email protected]

www.sdn.com | www.linkedin.com

mailto:[email protected]

http://www.sdn.com/

http://www.linkedin.com/


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