Program Mercury

Latest Scenario

January 2014

Page 2

Narrative Storyboard

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Narrative

► Peter, who is a Partner in the EY German practice, identifies a customer transformation opportunity, for a new BMW plant in Germany. Peter creates this new plant as a prospect in EY’s CRM system. He then logs the opportunity in the system. Soon after identifying the opportunity, Peter prepares a proposal for the BMW prospect, supported by an initial pricing plan in MMT. In addition, Peter also completes the GTAC assessment for the prospect and opportunity in order to confirm that EY can perform the planned work.

► After the final proposal meeting, BMW informs Peter that they would like to proceed with EY. A slightly different final pricing amount is agreed upon with the client than what was proposed and an ‘SOW’ is signed between BMW Germany and EY Germany. Peter updates the sold-at price to reflect the new fee.

► After evaluating the scope of the work, Peter realizes that he needs to involve an EY team based in Austria to complete a part of the work. Peter calls Marc (EY Partner based in Austria) and agrees to work together on completing this engagement. In order to effectively manage the project, Peter and Marc agree that they each would need to create a detailed budget and manage their resources separately. From a fee sharing perspective, Peter and Marc agree to share fees based on actuals. Since the client is based in Germany and had also indicated they would like a consolidated bill (in the SOW), a combined bill will need to be sent from EY Germany to the client.

► Peter opens the engagement for the work to be performed in Germany. Similarly, Marc also opens an engagement for the work to be performed by the EY team in Austria (after confirming that the GTAC performed in Germany can be used). Peter and Marc assemble their teams and begin executing on the engagements. The team members charge their respective engagements and complete the work on time. Peter prepares a combined invoice and sends that to the client.

► The invoice exceeded the payment due date allotted. Five days later, Dunning and Collection’s actions commence. Based on the client’s score, actions taken over the next two months were 2 emails, then 2 letters, then 1 call and finally after 75 days, escalation to Peter. Peter is able to review the actions and see the escalation flag in My Engagements. Using links in My Engagement, he’s able to record the actions he personally takes to recover the debt.

► When the final billing has been issued, Peter and Marc change the engagement status to ‘PreClosing’.

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Mercury Client Server Journey

Peter creates the initial pricing plan

A GTAC Assessment is

performed on the client and

engagement

Peter signs the SOW but at a

slightly different pricing amount

Peter and Marc each create a detailed budget

for their respective engagements

Teams are assembled by the Resource Managers

Germany Team

Austria Team

Peter sends a combined invoice to

BMW

BMW

Peter and Marc review budget to actual and

update their Estimate to Complete

Dunning and Collections perform

collections of invoice payments.

Invoice payments exceeded their due

dates so Dunning and Collections notify

Peter to take actions

The teams do the work and charge

their time and expensePeter and Marc each

create a detailed budget for their

respective engagements

Peter updates the sold-at price

in MMT

Peter enters the new German

BMW plant as a prospect and logs the opportunity in

CRMBMW

When the final billing has been issued, Peter and Marc change the engagement status to

‘PreClosing’

Complete

Page 5

Process / Visualization Flow

► User creates Opportunity Header and line item and edits Pursuit Team

► System: CRM On Cloud

Create Opportunity header/line item Peter √Star

t►User creates

pricing plan at ‘sold at’ level

► System: MMT

Create Pricing Plan

(Sold at level)

Peter √►User

performs acceptance

► System: GTAC

Perform Acceptance

Peter √► Proposal meeting► A SOW is signed

with a reduced Sold at price

► Non System step

Proposal and ‘SOW’ Signoff

Peter √

End

►User schedules resources

►System: MRS

Schedule Resources

Scheduler √► Users charge

time & expense

► System: CATS / Expense

Charge T&E

Client Servers √

► User moves project status to ‘’PreClosing’

► System: PPM

Close Engagement

√

► User changes status of the opportunity to ‘Won’

► System: CRM on Cloud

Update Opportunity

Details

Peter √► User updates

pricing plan and locks it as the final ‘sold at’ value

► System: MMT

Update Pricing Plan

(Sold at level)

Peter √

► User performs billing

► System: Custom

Initiate and Perform Billing

Peter √ ► User reviews engagement details for any action on collections.

► System: My Engagement / SharePoint Forms

Dunning & Collections

Peter √

► Users create detailed engagement budgets

► System: MMT

Create Planned at

BudgetsPeter & Marc √

► Users create engagements

► System: CRM/SAP PPM

Create Engagements

√► Users send

resource requests.

► System: PPM

Send Resource RequestPeter √►Users

review their financial Metrics

►System: MMT

Review Metrics and

Approve Budget

Peter & Marc √

► User review engagement economics

► System: My Engagement

Manage Engagement Economics

Peter √

► User creates a prospect

► System: CRM On Cloud

Create Prospect

Peter √

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Peter & Marc

Peter & Marc