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
© SAP Solution Management – Mobility - Daniel H. Bianchin - 2011 SAP AG. All rights reserved. 3
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
© SAP Solution Management – Mobility - Daniel H. Bianchin - 2011 SAP AG. All rights reserved. 4
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
© SAP Solution Management – Mobility - Daniel H. Bianchin - 2011 SAP AG. All rights reserved. 5
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
© SAP Solution Management – Mobility - Daniel H. Bianchin - 2011 SAP AG. All rights reserved. 6
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.
© SAP Solution Management – Mobility - Daniel H. Bianchin - 2011 SAP AG. All rights reserved. 7
Potential Use Case Discovery - Variables
What makes a
business use
case a good
mobility
candidate?
It is necessary to
examine the key
variables involved:
© SAP Solution Management – Mobility - Daniel H. Bianchin - 2011 SAP AG. All rights reserved. 8
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…)
© SAP Solution Management – Mobility - Daniel H. Bianchin - 2011 SAP AG. All rights reserved. 9
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….
© SAP Solution Management – Mobility - Daniel H. Bianchin - 2011 SAP AG. All rights reserved. 10
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.
© SAP Solution Management – Mobility - Daniel H. Bianchin - 2011 SAP AG. All rights reserved. 11
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?
© SAP Solution Management – Mobility - Daniel H. Bianchin - 2011 SAP AG. All rights reserved. 12
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.
© SAP Solution Management – Mobility - Daniel H. Bianchin - 2011 SAP AG. All rights reserved. 13
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.
© SAP Solution Management – Mobility - Daniel H. Bianchin - 2011 SAP AG. All rights reserved. 14
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:
© SAP Solution Management – Mobility - Daniel H. Bianchin - 2011 SAP AG. All rights reserved. 15
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
© SAP Solution Management – Mobility - Daniel H. Bianchin - 2011 SAP AG. All rights reserved. 16
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.
© SAP Solution Management – Mobility - Daniel H. Bianchin - 2011 SAP AG. All rights reserved. 17
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
© SAP Solution Management – Mobility - Daniel H. Bianchin - 2011 SAP AG. All rights reserved. 18
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
www.sdn.com | www.linkedin.com
© SAP Solution Management – Mobility - Daniel H. Bianchin - 2011 SAP AG. All rights reserved. 20
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