TRADE PROMOTION MANAGEMENT

Marketing

IntroductionOverview on Marketing Planning and Campaign ManagementOverview on TFM and TCMSegmentationTarget Groups

Trade Promotion Management (TPM)

Overview of CRM TPMIntegration with CRM, R/3, APO & BICRM TPM ConfigurationMaster data set up for TPM scenarioBasic SettingsTrade Promotion Detail SettingsTrade Spend MaintenanceStandard Condition GenerationCondition TechniqueCondition Maintenance GroupERP TPM ConfigurationCondition TechniquePricing for DiscountsCampaign DeterminationRebate AgreementsCRM & BI TPM IntegrationPlanning Profile group integration with BPS LayoutsKey Figure Planning – Baseline / UpliftTPM Reports integration with BI system

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Standard Reports/FM's/BAPI's in CRM TPM:

DB tables associated

CGPL_PROJECT – Project Master containing TPM general details CRM_JEST – Object status table CRM_MKTPL_ATTR – Attribute table containing TPM attribute data CRMD_MKTPL_COSTA – Contains Trade Spend values for TPM CRMD_MKTPLTP_PCG – Details of Product Category associated with TPM CRMD_MKTPLTP_PGR – Details of Product Group associated with TPM CRMD_MKTPL_PROD – Assignment of Product in Marketing Planning TPM

Function Modules associated

MKT_ELEMENT_READ – To read details of Trade Promotion like general data MKT_ELEMENT_STATUS_READ – To read TPM user and system status BAPI_MKTPL_PROD_ASSIGN_READ – To get products assigned to TPM CRM_MKTTG_TG_READ – To get accounts in a Target Group BUPA_HIERARCHY_BW_READ – List of accounts in a customer hierarchy CONVERSION_EXIT_CGPLP_INPUT – Conversion of External Project ID to Project

GUID CONVERSION_EXIT_CGPLP_OUTPUT – Conversion of Project GUID to External

Project ID CRM_MAP_SALES_ORG – Convert SAP CRM Sales org to ERP sales Org

 

Class associated

CL_CRM_MKTPL_APPL_BASE - Marketing Projects API for External Usage. Can be used to extract details of TPM using API.

Enhancement Spot: CRMTPL

                           BAdI: CRM_MKTPL_OL_OBJ

What is Fund base Accrual and Event Base Accrual ?

1) What is fund base accrual ? ( SAP CRM TPM Integrated)

2) What is the Event Base accrual ?

3) What is the factor which firms consider before deciding which type of accrual to go for.

Ans: please refer to the onine help: 

Marketing Funds Management - Campaign Management - SAP Library

fund based accruals: for fund based accruals the fund usages are created for a fund - the reference object for the accrual calculation is the fund itself

reference based accruals: for reference based accruals the fund usage is created for the trade promotion - the reference object for the accrual run is the marketing project that uses the fund but not the fund itself

The setting needs to be done in the accrual method customizing in the CRM system using the following IMG path;

SAP Customizing Implementation Guide > Customer Relationship Management > Funds Management > Accruals > Define Accrual Methods

 You will find some additional information using the F1 help of the 'fund based accruals' field

 If you want to perform an accrual calculation using the fund usage for this fund once it is released, select this checkbox. The accrual profiles that use the associated accrual calculation methods with this checkbox selected are then available at the fund type level to identify how the fund amount will be accrued.

 If you want to accrue amounts using a fund usage from another object (for example, trade promotion management or market development funds), do not select this checkbox.

TPM: off invoice& status:finished

I'm working on a button, which changes promotion's status from released to finished. The point is, when promotion is finished (status), buy date changes automatically as today's date. It works for all spend categories, but it has a problem with off-invoice. There is an error message about it. It says, can't chance the promotion's status because of off-invoice. Do you have any idea about it?

Ans: is this issue coming when manually changing the status to 'finished' as well? Can you manually change the end date to today's date - will this change the discount dates?

If this all is not working, please check if the following note is implemented in your system:

1644003 - Cannot change End Date of a released Off-Invoice Promotion

https://service.sap.com/sap/support/notes/1644003

This note solved similar issues. If the issue is related to the button usage only this may be related to the way the status is set.

Difference Between Campaign Management and TPM:

1)Campaign Management, Here Market do the  Mass camapaign in  the specific sales area regarding theire Products and Brands (Aware ness of new Products or rebuilding the Brand image )  by spending some Budget.

 

2) In Trade Promotion, Market makes the Trade agreement ( To sell the Particular Products ) with the Particular BP ( Like Distributor/Whole saler ) by giving the Trade promotional discounts, if he sells will get the TPM discount with in the planned period .

 Basically Campaign is using Mass advertise and TPM is to be targetting to the Particular BP to sell theire prodcuts by offering promotional discount.

Trade Promotion Management is an activity which is done with the help of your channel partners. The check here is "trade", which means distributors, retailers, wholesellers, re-sellers etc. The purpose remain the same like to increase customer base or sale revenues but here the incentives are given to your channel partner.

For ex; Commision to the wholesaler/distributor for selling 100 cartons for a particaular month.

SAP Trade Promotion Management

As the need to serve the consumers with the best-in-class-products at the most cost-effective price points becomes highly competitive, the trade promotions are often the most effective formats in building brand awareness, nurturing customer loyalty and improving sales in today’s globally networked organizations with complex distribution channels – especially in retail and consumer packaged goods industry.

 The IT processes and systems supporting trade promotions are the backbone and are the integral components, however can’t exist in isolation. With the SAP Trade Promotion Management, companies can streamline their trade promotions by establishing systems with completely integrated value chain processes. The integrated processes and systems are those that connect business units, bind together different functions and departments to create a unified ecosystem.

 The following illustrates (See Figure 1) a connected SAP Trade Promotion Management ecosystem. The central component SAP TPM provides key capabilities to plan, create, optimize and execute complex trade promotions and all the relevant integral components shown around support with vital yet indispensable functions in order to create a sustainable process flow.

 

To illustrate how, the-sum-is-greater-than-the-parts, here is a distinctive business scenario designed along the time lines of a characteristic trade promotion. It essentially summarizes the life-cycle of a trade promotion right from planning to execution to analysis (See Figure 2).

Trade funds are planned at the headquarter level and are then allotted to business units to spend on trade promotions. The integration of Funds Management with the SAP TPM strengthens the functionality. The key account Managers, product managers and the brand managers at these individual business units can then create funds plan and link to various trade promotional activities.

The funds can be grouped and planned for accounts, products, trade spends, target group, combination of trade spend and product included in the trade promotion. When planning a specific trade promotion, the managers use the funds to budget for the planning expenses. It allows respective line managers to manage administration, distribution, and consumption of funds.

With the central component SAP TPM, a trade promotion can be planned for a specific time period with the objectives to increase sales, launch a new product, create brand awareness, and market share. The trade promotions are integrated with trade deals and agreements. The deals and agreements in SAP TPM are used as a basis for creating trade promotions – they serve as reference points and guidelines. The trade deals and agreements comprise information such as accounts, products, dates and trade spends.

The trade promotions encompass information such as intended key account, planning basis, objective, funds plan, and status. In addition to this, all the relevant promotion details like dates, products, planning, and casuals are delivered within the overview of the trade promotion for easy access. If the business scenario requires to work with large number of trade promotions with common attributes, templates provides an effective way to manage and can be used as a basis for trade promotions.

SAP TPM has the capability to optimize the trade promotions to increase its effectiveness by predicting and simulating the trade promotions for the best possible scenarios. Trade promotions are mapped to SEM-BPS key figures in trade promotion planning layouts. It enables the key account managers to assess optimal combinations of price and merchandising decisions for subsequent detailed promotion planning.

Here one can define different parameters such as the optimization goal and the assessment time as well as tactics and price range. The system will then create all possible combinations of tactics, price points and timing. Based on the combinations presented by the system, we can choose the scenario(s) we would like to realize.

Integration of SAP APO with TPM can be very effective in demand planning to ensure that adequate availability of the products during promotional periods.

In an integrated scenario, pricing condition and rebates are maintained in SAP ECC and are then downloaded to SAP TPM for further processing. The trade promotion’s subsequent processes like billing, logistics and claims settlement can be handled in SAP ECC. It provides a definitive platform for financial integration for SAP TPM.

SAP BW/BPS is altogether integrated with SAP TPM and provides the most effective and comprehensive analytics solution for the trade promotions. Pre and post trade promotion analytics provide truly delightful insights one can count on. With this information we can effectively plan, design and launch successive trade promotions.

 

 The time line representation of the trade promotion connects every functional unit with the close integration of business processes along the way till successful realization of it through the system.

 With the increased pace of change, it’s never been more important to understand how to make these transformations succeed. A system is as good as the integrity of its value chain processes. SAP Trade Promotion Management provides real insights to plan, create, execute and analyse trade promotions with the capabilities to optimize the promotions by predicting and simulating the best possible scenarios.

 For consumer packaged goods companies, trade promotions hold strategic as well as tactic significance and solutions like these – SAP Trade Promotion Management – are phenomenally effective and such well-built systems can make a long-lasting impact in managing trade promotions with the meaningful contributions to the sales along with additional defined objectives.

Configuring SAP CRM TFM (Trade Fund Management)

Trade Funds Management enables planning, tracking, accruing and controlling of Trade funds. All trade funds are processed through fund Management via linking between the TF’s (Trade funds) and TP’s(Trade promotions/Trade activities). Funds are used to control trade spends at different level of customer, product and spend type. This helps manufactures to manage distribution and consumption of Funds.

Funds Management is tightly integrated with other modules like

1.       TFM- Set up Funds plans and Funds

2.       TPM- Create TP’s with valid fund plans

3.       ERP Integration- Processing of orders against TP’s

4.       FI posting – Accrual run and accrual integration back to TP through Check book

5.       Claims Integration – All types of claim process

Funds Plan:- It’s a framework for the funds setup and defines Validity period, currency and other attributes that all funds have in common.  You can create Funds Plan as shown below through web UI.

Configurations:-

SPRO->CRM-> Funds Management->Funds Plans and Funds ->Define Funds plan types

 

Assign Fund types as below:-

 

Define Fund Transaction type as below.

 

Fund:- A fund is an object that allocates budgets for a specific customer-product-sales org(Expense type combination)

A fund is identified by: Funds Plan, Fund Type and Attributes (Account, product, individual hierarchies and territory).

 

Budget: It represents an initial fund amount which can use or consumer by TP’s.

Budget Distribution is done via Budget posting, budget update or budget transfer.

You can update the budget as using the transaction type: Budget update

 Budget Posting is done with status – Approved. Otherwise it won’t appear in the Funds checkbook.

 Similarly you can do Budget Transfer to exchange budget between funds.

Generally these funds are created on Business partner/ Business partner hierarchy / Product / Product Hierarchy which can be consumed in the relevant TP’s. This will be determined by fund attributes which are assigned to Fund type in the configurations.

For example: Fund type- Off Invoice, Fund attributes are Account and product category.

 

Finally you can link Fund plan to Trade promotion.

CONDITION GENERATION IN TRADE PROMOTION MANAGEMENTI would like to share my knowledge on condition generation in Trade Promotion Management in SAP CRM. Trade Promotions are discounts that are given to retailers, distributors by CPG companies for merchandising support.

Trade Promotions are run to increase the sales, launch a new product, and penetrate new markets. In order to increase the revenue, manufactures rely on providing discounts on products by which they tend to increase their sales as such their revenues. When the customer places order based on these promotions the discounts provided for the customer needs to be picked in the sales orders created. 

Introduction

In CPG industries normally the back end system is SAP ECC. As such the master data like Customer, Product, and Pricing etc. gets downloaded from ECC to CRM. Since trade promotions are created in CRM, some important customization settings are required to use the condition type from ECC to create discount condition records for those condition types in SAP CRM. For this, the condition maintenance of those condition types needs to be moved from the ECC system to CRM system.

Conditions Generated In TPM

Four different usage based conditions can be generated in SAP CRM on releasing the trade promotion. These are

1. Campaign Determination (CD)2. Rebates(BO)3. Pricing (PR)4. Free Goods (FG).

The conditions generated can be viewed under the Discounts tab of trade promotion.

Campaign determination conditions are generated for determining these promotions in the sales orders that will be created for the particular customer. Based on the CD conditions, a promotional discount is consumed in the sales order for the particular customer. In order for a

promotional discount to be determined in a Sales order, the sales order needs to be created within the promotional dates for the customer/product combination used in the promotion creation.

Moving Condition Maintenance to SAP CRMIn normal scenarios we do not create conditions for condition type that are downloaded from ECC in CRM (System will not allow the conditions to be created). Condition records for all condition types & tables created in R/3 are maintained in R/3 itself. But in TPM scenario, we need to generate the conditions for the above condition types in CRM while releasing a Promotion. As such we need to move the maintenance of the condition types & tables to SAP CRM.

A. This customization setting is done in SAP ECC under, SPRO®Integration with Other SAP Components ® Customer Relationship Management ® Basic Functions ® Data Exchange Conditions in Customizing for SAP R/3.  Or directly maintain in table MNTCNT.

V Tab App CTyp Logical system3 521 V ZCD0 CH2CLNT600 (e.g.)

A 524 V ZCP0 CH2CLNT600 (e.g.)

 

Once these condition types & Condition tables are maintained in this table, they are downloaded using adaptor object DNL_CUST_CNDALL.

Conditions cannot be generated in ECC for these condition types even if they were defined in SAP ECC as their maintenance has been moved to SAP CRM.

replicate TPM as per status

I want to replicate a Trade Promotion to ERP for a particular user status 'x'. As per standard, it gets replicated on status 'released'.

I understand that I have to configure this in status profile of the Promotion for that particlar user status entry.

Ans: You can easily do it going into the status profile of the trade promotion, double clicking on the user status 'x' and setting the 'Transfer to ERP' Business Transaction.

TPM-WBS integration for ECC Accruals and Claims Management

we are implementing a TPM scenario where at promotion releasing we generate rebate agreements in ECC. Accruals are done in ECC and downloaded to CRM. Then in Claims Management we settle claim with integration with SD billing, so that billing document to pay customer is generated in SD.

Do we need to activate the integration between TPM and WBS (Project System) in order for the scenario to work?

Ans: If you are using "Purchasing scenario" in TPM you have to have WBS integration with PS. If not then, WBS is not mandatory...I think it would be good if you go through the below mention thread on the same topic which will give you a fair bit of idea and then I am sure you can take it from there.

http://scn.sap.com/thread/451559

Marketing -> TPM -> Agreements -> User status profile

My requirement is - Create user status profile and assign it to Agreements and not to use system status profile. (CRM 7.0 Ehp 1) I created user status profile through, SPRO->CRM->Marketing->Marketing Planning and Campaign Management->Basic data->General Settings->Define status profile for user status. I am not finding option to assign user status profile to agreements through customizing (SPRO). I tried with the following path 'SPRO->CRM->Marketing->Marketing Planning and Campaign Management->Basic data->Define Types/Objectives/Tactics' and noticed no option for Agreements.

Ans: As per my requirement, I didn't find config option to assign user status profile to agreements. I achieved this by adding some custom code in BADI and below are the details, BADI : CRM_MKTPL_OL_OBJ

Class: IF_EX_CRM_MKTPL_OL_OBJ

Method: SET_ATTRIBUTES_BEFORE    

Field: STSMA = user status profile name

Email not triggered in Campaign execution

Executed below steps:

- Create Target Group having 3 number of BPs

- All BPs have correct data like Email address etc.

- Create Mail form and insert URL for Questionare Survey

- Execute Campaign with communication medium Email , Mentioned Mail Form ID.

- Campaign executed successfully.

 Now when i do check in Job , it always display error message " Mail can not be sent to recipient , Invalid Mail ID"

 I checked all configuration steps for SCOT settings and they are well in place.

 All BPs in target group having correct mail id as well.

Ans: 1. Has the default domain been maintained? you can check that in SCOT -> Settings -> Default Domain. or a shortcut key = ctrlshiftF9

2. Check in transaction SICF, for the service name SAPConnect is the logon data correct? double click on the service name and go to tab Logon Data

 Also, Are you using an email id, below the field Form for Email? If yes, please check if that is a valid Id and also, please try to give some other email id there.

Campaign Determination In Sales Document1. Introduction

Campaign determination is one of the striking functionality in SAP CRM Marketing. There are some commonly used functionality in Marketing such as Campaign Automation, Loyalty Management, Trade Promotion Management, Campaign Planning Profile and several others. Campaign determination is unveiled topic in K-Shop and so I choose it.

Campaign determination is the process for determining campaign/trade promotions in sales document e.g. Quotations and Sales order. Campaigns/Trade Promotions are executed for promoting products with special price or discount for limited time frame and for specific group of customers. When the sales order is created for this customer campaign/trade Promotion gets determined automatically with conditions specified in it. Marketing projects get determined at item level while creating or when sales document is changed. Campaign specific price is calculated for the product. Campaign determination is controlled using condition technique. In the SAP Business Information Warehouse effectiveness of campaign can be evaluated by calculating number of sales orders placed against certain campaign.

There are following limitations for this functionality:

Campaigns/trade promotions cannot be assigned to an order item manually. Campaign determination takes place in quotation and sales order only. Campaign determination takes place at item level. In WEB UI navigation to campaign/trade promotion within a sales document is not

permitted.

 

2. Prerequisite

 

Before we switch to campaign determination below configuration settings should be available in system to run it successfully.

o Connection with back end ECC system via middleware

 

o Middleware setting for replication of transaction data, business partner, product and condition master data

 

o Define transaction type, item category, pricing procedure, partner det. Procedure, organization det. Procedure

 

o Basic Campaigns configuration such as define campaign type, tactics, objectives

 

o Segmentation settings for creating target group such as segmentation basis, segmentation usage, attribute set etc.

 

o Business role and authorization assignments.

 

3. Configuration Steps

3.1  ECC > Integration with Other mySAP.com Components >Customer Relationship Management > Basic Functions > Campaign Determination > Maintain Access Sequences

 

 

3.2  ECC > Integration with Other mySAP.com Components > Customer Relationship Management >

Basic Functions > Campaign Determination > Maintain Condition Types

 

3.3  ECC > Integration with Other mySAP.com Components > Customer Relationship Management > Basic Functions > Campaign Determination > Maintain Determination Procedure

 

3.4  ECC > Integration with Other mySAP.com Components >Customer Relationship Management > Basic Functions > Campaign Determination > Activate Campaign Determination

3.5  Assign campaign det. Procedure here to combination of sales  org, distribution channel, division, doc pricing procedure and customer pricing procedure.

 

3.6  Add above defined discount type in pricing procedure defined for document type.

3.7  Download all above condition data in CRM. All these setting can be viewed under CRM> Basic Functions>Campaign Determination

 

 

3.8  CRM Master Data Conditions and Condition Technique Condition Technique: Basics  Create Maintenance Group

 

3.9  Create target group as per requirement. For more details please refer published artifacts on segmentation.

3.10 Create a campaign and add TG under Segment assignment block.

3.11 Add product for with campaign is being run. After enterting all other details    save the campaign and release it.

 

 

3.12 Under discount assignment block, assign discount conditions to product.

 

 

3.13 Create quotation for one of customer in TG and make sure you enter same product which is added in campaign.

 

 

3.14 Go to Product detail screen. Campaign got determined and campaign disount also calculated.

 

3.15 Go to price details tab and check price calculation.

 

3.16 Replicate this sales doc in ECC and check table VBKD for campaign assignment to sales doc.

ASAP Methodology:

The road map is composed of five well-known consecutive phases:

• Phase 1 Project Preparation

• Phase 2 Business Blueprint

• Phase 3 Realization

• Phase 4 Final Preparation

• Phase 5 Go-Live and support

In today's post we will discuss the first phase.

Phase 1 : Project Preparation

Phase 1 initiates with a retrieval of information and resources. It is an important time to assemble the

necessary components for the implementation. Some important milestones that need to be accomplished

for phase 1 include

• Obtaining senior-level management/stakeholder support

• identifying clear project objectives

• architecting an efficient decision-making process

• creating an environment suitable for change and re-engineering

• building a qualified and capable project team.

Senior level management support:

One of the most important milestones with phase 1 of ASAP is the full agreement and cooperation of the

important company decision-makers - key stakeholders and others. Their backing and support is crucial for a

successful implementation.

Clear project objectives:

be concise in defining what your objectives and expectations are for this venture. Vague or unclear notions of

what you hope to obtain with SAP will handicap the implementation process. Also make sure that your

expectations are reasonable considering your company's resources. It is essential to have clearly defined

ideas, goals and project plans devised before moving forward.

An efficient decision making process:

One obstacle that often stalls implementation is a poorly constructed decision-making process. Before

embarking on this venture, individuals need to be clearly identified. Decide now who is responsible for

different decisions along the way. From day one, the implementation decision makers and project leaders

from each area must be aware of the onus placed on them to return good decisions quickly.

Environment suitable for change and re engineering:

Your team must be willing to accept that, along with new SAP software, things are going to change, the

business will change, and information technology enabling the business will change as well. By

implementing SAP, you will essentially redesign your current practices to model more efficient or predefined

best business practices as espoused by SAP. Resistance to this change will impede the progress of your

implementation.

Building a qualified project team:

Probably the most important milestone early in assembling a project team for the implementation. If you are

implementing the materials management and plant maintenance modules, you need to include people from

both of these departments. The team should also represent management as well as non management or

"functional" personnel. Sometimes management is less aware of the day-to-day functions of an organization,

including how implementing SAP will tactically influence those function

 

ASAP- Second Phase- Business Blueprint

SAP has defined a business blueprint phase to help extract pertinent information about your company that is

necessary for implementation. These blueprints are in the form of questionnaires that are designed to probe

for information that uncovers how your company does business. As such, they also serve to document the

implementation. Each business blueprint document essentially outlines your future business processes and

business requirements. The kinds of questions asked are germane to the particular business function, as

seen in the following sample questions:

1) What information do you capture on a purchase order?

2) What information is required to complete a purchase order?

Accelerated SAP question and answer database:

The question and answer database (QADB) is a simple although aging tool designed to facilitate the creation

and maintenance of your business blueprint. This database stores the questions and the answers and

serves as the heart of your blue print. Customers are provided with a customer input template for each

application that collects the data. The question and answer format is standard across applications to

facilitate easier use by the project team.

 

Issues database:

Another tool used in the blueprinting phase is the issues database. This database stores any open concerns

and pending issues that relate to the implementation. Centrally storing this information assists in gathering

and then managing issues to resolution, so that important matters do not fall through the cracks. You can

then track the issues in database, assign them to team members, and update the database accordingly.

 

 

ASAP Phase- 3 - Realization:

With the completion of the business in phase 2, "functional" experts are now ready to begin configuring SAP.

The Realization phase is broken in to two parts.

1) Your SAP consulting team helps you configure your baseline system, called the baseline configuration.

2) Your implementation project team fine-tunes that system to meet all your business and process

requirements as part of the fine tuning configuration.

 

 

The initial configuration completed during the base line configuration is based on the information that you

provided in your blueprint document. The remaining approximately 20% of your configuration that was not

tackled during the baseline configuration is completed during the fine tuning configuration. Fine tuning

usually deals with the exceptions that are not covered in baseline configuration. This final bit of tweaking

represents the work necessary to fit your special needs.

 

 

Configuration Testing:

With the help of your SAP consulting team, you segregate your business processes into cycles of related

business flows. The cycles serve as independent units that enable you to test specific parts of the business

process. You can also work through configuring the SAP implementation guide (IMG). A tool used to assist

you in configuring your SAP system in a step-by-step manner.

 

 

Knowledge Transfer:

As the configuration phase comes to a close, it becomes necessary for the Project team to be self-sufficient

in their knowledge of the configuration of your SAP system. Knowledge transfer to the configuration team

tasked with system maintenance (that is, maintenance of the business processes after Go-live) needs to be

completed at this time.

In addition, the end users tasked with actually using the system for day-to-day business purposes must be

trained.

 

ASAP Methodology - Phase 4 - Final Preparation:

As phase 3 merges into phase 4, you should find yourselves not only in the midst of SAP

training, but also in the midst of rigorous functional and stress testing. Phase 4 also

concentrates on the fine tuning of your configuration before Go-live and more importantly, the

migration of data from your old system or systems to SAP.

Workload testing (including peak volume, daily load, and other forms of stress testing), and

integration or functional testing are conducted to ensure the accuracy of your data and the

stability of your SAP system. Because you should have begun testing back in phase 2, you do

not have too far to go until Go-live. Now is an important time to perform preventative

maintenance checks to ensure optimal performance at your SAP system.

At the conclusion of phase 4, take time to plan and document a Go-live strategy. Preparation for

Go-live means preparing for your end-users questions as they start actively working on the new

SAP system.

 

 

 

ASAP - Phase 5 - Go-live and Support:

The Go-live milestone is itself is easy to achieve; a smooth and uneventful Go-live is another

matter altogether. Preparation is the key, including attention to what-if scenarios related not only

to the individual business processes deployed but also to the functioning of technology

underpinning these business processes and preparation for ongoing support, including

maintenance contracts and documented processes and procedures are essential