거래관리에서관계관리로 나아갈길: SAP와 SRM · 2006-10-18 · ©SAP AG 2005, The...
Transcript of 거래관리에서관계관리로 나아갈길: SAP와 SRM · 2006-10-18 · ©SAP AG 2005, The...
거래 관리에서 관계 관리로
나아갈 길: SAP와 SRM박범순 (Adam Park), 마케팅 팀장, SAP 코리아
© SAP AG 2005, The Road Ahead: SAP and SRM / 2
발표 내용
구매 환경 변화
SAP의 SRM 비전
SAP의 SRM 로드맵
귀사의 SRM 로드맵
© SAP AG 2005, The Road Ahead: SAP and SRM / 3
현재의 구매 전문가
평균연령 46.2세
여성비중 33%
학사학위보유자비중 68%
구매경력평균 12.3년
매년출장평균 4.6건
조직체에더욱중요한인물로자리매김
자신의업무를좋아하는사람
출처: Purchasing Magazine (2004년 9월 16일자)
© SAP AG 2005, The Road Ahead: SAP and SRM / 4
5년 후 구매 환경의 변화
1 B2B는 죽었다, B2B여 장수하라
시장은방향을바로잡았지만때와장소를잘못만난것뿐
2 기업은 공급 기반을 저비용 지역으로 이동한다
원가차이의활용은생존의필수요건
3 기업은 혁신 추진을 위해 공급업체에 의존한다
신제품개발에공급업체를참여시켜리스크완화
5 구매는 현명해지고 전략적 중요성을 더한다
스킬개발및인재채용이최고우선순위차지
6 전략 소싱의 범위가 확대된다
현행공급관리정의범위를초월해제약조건에기초한의사결정
1
공급 관리 부문의 혁신이 가속화된다
엔터프라이즈아키텍처는유연성과통합편의성증대7
공급 관리 분야의 새로운 관행이 등장한다
1회성프로젝트나실험대신지속적인프로그램운영4
© SAP AG 2005, The Road Ahead: SAP and SRM / 5
발표 내용
구매 환경 변화
SAP의 SRM 비전
SAP의 SRM 로드맵
귀사의 SRM 로드맵
© SAP AG 2005, The Road Ahead: SAP and SRM / 6
공급업체 참여다중 채널 커뮤니케이션
비즈니스 혁신서비스 조합
체계적 구매 관리종단간 업무 프로세스 완성
지속 가능한 비용 절감예측 가능한 성과
구매 및 SRM 부문에 대한 SAP 비전
전화, 팩스, 이메일
공급업체포털
문서 교환
프로세스협업
ERP PLM SRM GTS ERP CRM
SRMmySAPSRM
RENT
BUY
© SAP AG 2005, The Road Ahead: SAP and SRM / 7
SRM 2005
향후 초점:카테고리관리입찰분석및최적화계약관리복합서비스공급업체지원
Receiving
Requisitioning
SupplierQualification
SupplierNegotiation
CategoryManagement
ContractManagement
OrderManagement
FinancialSettlement
Replenishment Acknowledgement &Delivery
Quality Assessment
ReturnsHandling
Contract Development
Contract Execution
Contract Monitoring
Contract Development
Contract Execution
Contract Monitoring
Invoice Verification
Evaluated Receipt Settlement
Invoice Payment
EventPreparation
Request for Quotation
Reverse Auction
Bid Evaluation & Awarding
Source of SupplyAssignment
RestrictionValidation
Order Generation & Tracking
SupplierEnablement
Requirement Definition
Requisition Approval
RequisitionAnalysis
Demand & Market Analysis
SpecificationDevelopment
SupplierIdentification
SupplierEvaluation
ApprovedVendor List
ProgramManagement
Spend & OpportunityAnalysis
SupplierDevelopment
PurchasingControlling
DataImprovement
PurchasingPlanning*
PurchasingGovernance
RiskManagement
Procurement OfficePlanning
StrategyDevelopment
DocumentExchange
SupplierNetwork
SupplierPortal
SupplierCollaboration
NEWNEWNEWNEW
mySAP SRM은 체계적 구매 관리를 위한 플랫폼으로서
SRM 2002
초기 초점:지출내역리포팅RFQ 및경매계약집행셀프서비스조달주문처리협업
Supplier Collaboration
Design Collaboration
Order Collaboration
Supplier Connectivity
Collaborative Replenishment
SupplierRegistration
Strategic Purchasing& Sourcing
Spend Analysis Supplier Selection Contract ManagementSupply Strategy Development
Operational Procurement Services Procurement Plan-Driven ProcurementSelf-Service Procurement
© SAP AG 2005, The Road Ahead: SAP and SRM / 8
소싱 호스팅
판매 가속화 도구:신속한비용절감서비스방식으로제공가치입증전문역량에투자
출발점
NEWNEWNEWNEW엔터프라이즈 소싱
플랫폼 접근법:지속가능한비용절감프로세스통합지속적인개선플랫폼에투자기업이바라는도착점
지속적인 비용 절감 효과를 제공하며…
© SAP AG 2005, The Road Ahead: SAP and SRM / 9
SAP 공급업체 네트워크
SAP의 적극적인 지원:사용자/거래건수무제한출범당시 16,000개공급업체SAP가지원세계수준의기술력XML 표준지원
NEWNEWNEWNEW
공급업체의 참여를 확대하고…
B2B 통합
지원 당면 과제:공급업체 1개사당높은비용온라인관계구축의어려움장기보장결여자체개발기술제한적상호운영성
© SAP AG 2005, The Road Ahead: SAP and SRM / 10
서비스 아키텍처
혁신에 초점:조합프레임워크신뢰성보장학습가속화서비스오케스트레이션TCO 절감
NEWNEWNEWNEW
비즈니스 혁신을 가속화 합니다
전형적인 아키텍처
통합에 초점:자체개발어댑터의심가는품질문서화불완전제한적재사용유지보수비용과다
© SAP AG 2005, The Road Ahead: SAP and SRM / 11
발표 내용
구매 환경 변화
SAP의 SRM 비전
SAP의 SRM 로드맵
귀사의 SRM 로드맵
© SAP AG 2005, The Road Ahead: SAP and SRM / 12
SAP와 SRM: 나아갈 길
SRM 5.0의초점: 전략소싱개선소싱실행능력강화
카테고리관리*글로벌계약준수모니터링
계약집행능력강화
SRM 6.0 제공예정: 지원범위확대복합서비스구매
소싱인텔리전스
계약서작성가이드
고급소싱실행능력
SRM 6.0 이후제공예정: 혁신을위한역량강화서비스지향아키텍처를통한통합신속화및저렴화
소싱기능관리를위한신규의사결정지원기능
카테고리별심화기능
신규조합 SRM 애플리케이션을구축하는에코시스템Note: this information represents SAP’s planning view in SRM. No commitments have yet been made for the plan beyond SRM 5.0.*initial release targeted for Q4, 2005 available on limited project basis only
© SAP AG 2005, The Road Ahead: SAP and SRM / 13
SRM을 위한 솔루션 맵:SAP의 비전을 소프트웨어로 실현합니다
SupplierQualification
SupplierNegotiation
CategoryManagement
ContractManagement
Contract Development
Contract Execution
Contract Monitoring
EventPreparation
Request for Quotation
Reverse Auction
Bid Evaluation& Awarding
Demand & Market Analysis
SpecificationDevelopment
SupplierIdentification
SupplierEvaluation
ApprovedVendor List
ProgramManagement
Spend & OpportunityAnalysis
SupplierDevelopment
PurchasingControlling
DataImprovement
PurchasingPlanning*
PurchasingGovernance
RiskManagement
Procurement OfficePlanning
StrategyDevelopment
SupplierEnablement
DocumentExchange
SupplierNetwork
SupplierPortal
SupplierCollaboration
*Future focus area; **Some process steps within Procure-to-Pay can be executed in mySAP SRM as well
SO
UR
CIN
G
Receiving
Requisitioning
OrderManagement
FinancialSettlement
Replenishment Acknowledgement &Delivery
Quality Assessment
ReturnsHandling
Invoice Verification
Evaluated Receipt Settlement
Invoice Payment
Source of SupplyAssignment
RestrictionValidation
Order Generation & Tracking
Requirement Definition
Requisition Approval
RequisitionAnalysis
PR
OC
UR
EM
EN
T
ERP 기반 Procure-to-Pay**를보완하는 SRM
© SAP AG 2005, The Road Ahead: SAP and SRM / 14
현재까지의 중점 분야: 조달 업무 자동화
카탈로그기반구매요청
초기 RFx및역경매기능구매자및공급자용포털기술
공급업체와 XML 기반문서교환
지출내역및공급업체성과
분석용비즈니스인텔리전스
ERP 기반 Procure-to-Pay제품수명주기관리(PLM) 통합
공급망관리(SCM) 통합
SupplierQualification
SupplierNegotiation
CategoryManagement
ContractManagement
Contract Development
Contract Execution
Contract Monitoring
EventPreparation
Request for Quotation
Reverse Auction
Bid Evaluation& Awarding
Demand & Market Analysis
SpecificationDevelopment
SupplierIdentification
SupplierEvaluation
ApprovedVendor List
ProgramManagement
Spend & OpportunityAnalysis
SupplierDevelopment
PurchasingControlling
DataImprovement
PurchasingPlanning*
PurchasingGovernance
RiskManagement
Procurement OfficePlanning
StrategyDevelopment
SupplierEnablement
DocumentExchange
SupplierNetwork
SupplierPortal
SupplierCollaboration
Receiving
Requisitioning
OrderManagement
FinancialSettlement
Replenishment Acknowledgement &Delivery
Quality Assessment
ReturnsHandling
Invoice Verification
Evaluated Receipt Settlement
Invoice Payment
Source of SupplyAssignment
RestrictionValidation
Order Generation & Tracking
Requirement Definition
Requisition Approval
RequisitionAnalysis
© SAP AG 2005, The Road Ahead: SAP and SRM / 15
SRM 5.0의 초점: 전략 소싱 개선
소싱실행능력강화
확장성있는 “시험”경매여러회에걸친다단계입찰
로트묶음관리
대리입찰
…
카테고리관리*카테고리대시보드
프로세스관리
소싱프로세스템플릿
소싱지식관리
계약관리
글로벌계약, 공급업체, 제품계층구조계약준수현황추적관리
가격책정로직강화
권한관리강화
추가기능
복수시스템송장관리
SAP 공급업체네트워크를통한공급업체지원서비스
*initial release targeted for Q4, 2005 available on limited project basis only
SupplierQualification
SupplierNegotiation
CategoryManagement
ContractManagement
Contract Development
Contract Execution
Contract Monitoring
EventPreparation
Request for Quotation
Reverse Auction
Bid Evaluation& Awarding
Demand & Market Analysis
SpecificationDevelopment
SupplierIdentification
SupplierEvaluation
ApprovedVendor List
ProgramManagement
Spend & OpportunityAnalysis
SupplierDevelopment
PurchasingControlling
DataImprovement
PurchasingPlanning*
PurchasingGovernance
RiskManagement
Procurement OfficePlanning
StrategyDevelopment
SupplierEnablement
DocumentExchange
SupplierNetwork
SupplierPortal
SupplierCollaboration
Receiving
Requisitioning
OrderManagement
FinancialSettlement
Replenishment Acknowledgement &Delivery
Quality Assessment
ReturnsHandling
Invoice Verification
Evaluated Receipt Settlement
Invoice Payment
Source of SupplyAssignment
RestrictionValidation
Order Generation & Tracking
Requirement Definition
Requisition Approval
RequisitionAnalysis
© SAP AG 2005, The Road Ahead: SAP and SRM / 16
SRM 6.0 제공 예정: 지원 범위 확대
복합서비스구매
서비스범위정의
복합서비스사양통합관리
마일스톤대금결제
소싱인텔리전스
사전구성된공급업체성과표
구매성과모니터링개선
…
계약서작성가이드
문서저장소강화
조항라이브러리, 템플릿, 규칙통합관리계약협업
계약준수모니터링강화
추가기능
RFx/경매추가강화입찰평가시뮬레이션및최적화
신규공급업체프로세스협업플랫폼
SupplierQualification
SupplierNegotiation
CategoryManagement
ContractManagement
Contract Development
Contract Execution
Contract Monitoring
EventPreparation
Request for Quotation
Reverse Auction
Bid Evaluation& Awarding
Demand & Market Analysis
SpecificationDevelopment
SupplierIdentification
SupplierEvaluation
ApprovedVendor List
ProgramManagement
Spend & OpportunityAnalysis
SupplierDevelopment
PurchasingControlling
DataImprovement
PurchasingPlanning*
PurchasingGovernance
RiskManagement
Procurement OfficePlanning
StrategyDevelopment
SupplierEnablement
DocumentExchange
SupplierNetwork
SupplierPortal
SupplierCollaboration
Receiving
Requisitioning
OrderManagement
FinancialSettlement
Replenishment Acknowledgement &Delivery
Quality Assessment
ReturnsHandling
Invoice Verification
Evaluated Receipt Settlement
Invoice Payment
Source of SupplyAssignment
RestrictionValidation
Order Generation & Tracking
Requirement Definition
Requisition Approval
RequisitionAnalysis
Note: this information represents a planning view only. No commitments haveyet been made against this plan except for Guided Contract Authoring.
© SAP AG 2005, The Road Ahead: SAP and SRM / 17
SRM 6.0 이후 제공 예정: 혁신을 위한 역량 강화
소싱계획및관리용신규
의사결정지원프레임워크
카테고리별심화기능
SAP 넷위버(SAP NetWeaver) 완벽도입
확대된파트너에코시스템을
통한신규 SRM 조합애플리케이션구축
ERP 기반 Procure-to-Pay의사용편의성증대
SupplierQualification
SupplierNegotiation
CategoryManagement
ContractManagement
Contract Development
Contract Execution
Contract Monitoring
EventPreparation
Request for Quotation
Reverse Auction
Bid Evaluation& Awarding
Demand & Market Analysis
SpecificationDevelopment
SupplierIdentification
SupplierEvaluation
ApprovedVendor List
ProgramManagement
Spend & OpportunityAnalysis
SupplierDevelopment
PurchasingControlling
DataImprovement
PurchasingPlanning*
PurchasingGovernance
RiskManagement
Procurement OfficePlanning
StrategyDevelopment
SupplierEnablement
DocumentExchange
SupplierNetwork
SupplierPortal
SupplierCollaboration
Receiving
Requisitioning
OrderManagement
FinancialSettlement
Replenishment Acknowledgement &Delivery
Quality Assessment
ReturnsHandling
Invoice Verification
Evaluated Receipt Settlement
Invoice Payment
Source of SupplyAssignment
RestrictionValidation
Order Generation & Tracking
Requirement Definition
Requisition Approval
RequisitionAnalysis
Note: this information represents a planning view only. No commitments have yet been made against this plan
© SAP AG 2005, The Road Ahead: SAP and SRM / 18
사용자의 업무 수행을지원하는 포털
구매자 자재관리자 공급자
ERP 기반 Procure-to-Pay 프로세스의 사용 편의성 개선:사용자의 업무 수행 역량 강화
사용자 생산성 제고
일관된역할별포털네비게이션
애플리케이션을초월한워크센터
액티브컨트롤 (이벤트주도형)팀협업
오피스통합
SAP 넷위버
비즈니스 옵젝트, 컴포넌트, 엔진
조합 애플리케이션임직원 및 공급업체셀프 서비스
© SAP AG 2005, The Road Ahead: SAP and SRM / 19
RFQ견적
계약
고객사 공급업체
계약생산업체
RFQ견적
계약
판매 PLM /원가관리
소싱
고객사RFQ 접수
상세기회진단
팀구성
데이터정비및가격산정
공급업체에RFQ 제출
견적제출승인및KPI 비교 견적확정 경쟁사비교 공급업체
견적반영
협업
혁신을 위한 역량 강화 - 예: 원가 견적 통합 관리
© SAP AG 2005, The Road Ahead: SAP and SRM / 20
발표 내용
구매 환경 변화
SAP의 SRM 비전
SAP의 SRM 로드맵
귀사의 SRM 로드맵
© SAP AG 2005, The Road Ahead: SAP and SRM / 21
귀사의 SRM 로드맵
비전을 현실화(V2R)하는 길:귀사와함께귀사의로드맵을정의하고 SAP 로드맵에맞도록조율하고자합니다. 이활동은 SAP의협업방법론인 V2R에따라진행됩니다.
발견 단계
평가 단계
실현 단계