Monday, August 2, 2010

Top Business Objectives When Adopting PLM

Although product lifecycle management (PLM) can help business organizations achieve a variety of goals, some benefits of adopting PLM are more frequently sought than others. Research focusing on business objectives that PLM users have in mind prior to evaluating specific PLM solutions demonstrates that drawing and product documentation management, product collaboration, and engineering change management are among the most popular areas on a PLM buyers’ priority list.

Every year, Technology Evaluation Centers (TEC) helps thousands of users compare and select PLM solutions via TEC’s PLM Evaluation Center. In order to better assist TEC users in identifying the most suitable PLM solutions in accordance with business requirements, one of the 17 questions that the TEC PLM Evaluation Center asks in the online questionnaire is about users’ business objectives when adopting PLM systems. To answer this question, users can choose from a multiple selection list of over 50 options. Although this list is not exhaustive, TEC believes it covers the majority of business objectives that are related to PLM adoption.

Within the pool of thousands of PLM initiatives recorded each year, TEC was able to select and verify a certain number of PLM selection projects using consistent selection criteria from 2007 to 2009. In total, TEC included 485 PLM selection projects for this study—over 100 projects for each year.

The demography of this study stays relatively consistent from year to year and companies of all sizes have been included. Within the 485 selection projects, we managed to maintain a variety of industries with the six major industries that account for 60% of the total. These industries are electronics/high-tech, industrial and commercial products/machinery, aerospace and defense (A&D), engineering and construction, automotive, and consumer packaged goods (CPG).

Based on this data, the table below shows the top 10 business objectives selected in 2009 and its rankings in the previous two years.


Table 1. Top 10 Business Objectives When Adopting PLM, 2009

Most of the objectives in the top 10 list are steady from year to year. After looking through these 10 items, we separated nine out of the 10 business objectives into three categories: drawing and product documentation management, product collaboration, and engineering change management.

Drawing and Product Documentation Management

There are three business objectives in this category and “better manage drawings and product documentation” has been ranked first for the last three years. Without a doubt, PLM has roots in managing computer-aided design (CAD) drawings and all other product documentations if we trace back to PLM predecessors such as engineering document management (EDM) and product data management (PDM). Although today’s PLM is capable of offering much more than product documentation management, this remains the top priority for many organizations.

If you feel that “better manage drawings and product documentation” is a rather generic objective, the other two objectives (both ranked fifth in 2009) may give you clearer ideas about what organizations are looking for in PLM for product documentation management. These two objectives indicate that improving accuracy and decreasing costs are the major priorities for product documentation management. Generally speaking, they are negatively correlated—better accuracy usually comes with higher costs. However, today’s organizations must achieve both objectives at the same time in order to survive and to excel against competitions. A PLM solution can help resolve this negative relationship by ensuring that product data is effectively and efficiently captured, stored, protected, and distributed.

Drawings and other product documentations need to be managed because most product definition information resides within these documents. Although recent technology advancements (such as Google Wave that may empower content generation and knowledge collaboration processes) have the potential to transform traditional document-based product development to a more structured manner, we expect that “better manage drawings and product documentation” will be kept as a priority for many organizations in the near future.

Product Collaboration

Nowadays, PLM is not only in place to help product designers and engineers but also used in a wider range of business processes including marketing, manufacturing, and services. In other words, PLM is expanding its coverage to the entire life cycle of a product just as its name suggests. Hence, instead of using “product development collaboration”, we decided to use “product collaboration” to describe the second category of business objectives of adopting PLM. Within this category, we were able to include four business objectives from the top 10 list. These are “decrease cost of new product development and introduction projects”; “improve design review and approval processes; “communicate manufacturing processes or work instructions to manufacturing”; and “increase speed of new product introductions”.

As we can see, except for “improve design review and approval processes”, which focus on the product design department, the other three objectives all have significant interactions between product design and other business functions. For product oriented companies, new product development and introduction (NPDI) has become a critical business process that companies want to build their core competences on. The two major goals that many companies have regarding NPDI are to make it more cost-efficient and faster. In addition, organizations also want to build tighter connections between product design and manufacturing. TEC believes that this requirement represents the need of a two-way communication—product design and engineering design providing information for what and how to produce in one direction, and manufacturing feeding back data for how to design better and faster in the other direction.

Engineering Change Management

Technically speaking, engineering change management is part of product collaboration. However, due to the specificity and importance of engineering change, we decided to categorize this specific product collaboration in a stand-alone set.

Engineering change management is the process by which changes to product designs are implemented in the production process. This process covers simple material substitutions as well as major process changes that require plant engineering. When distributed and outsourced product design and production become more frequent in business practices, “decrease errors for engineering changes” and “reduce engineering change cycle time” receive higher priority. The ranking changes of the two business objectives over three years also suggest the same trend.

“Improve product quality” is the only business objective from the top 10 list that is not assigned to any of the above categories. Since product quality is the result of many activities that a company does, PLM is not the only system that companies use to improve product quality. In fact, software solutions such as enterprise resource planning (ERP) and manufacturing execution system (MES) also contribute significantly to product quality. The difference is that ERP and MES are more for the immediate quality of physical products from operation and execution control perspectives, whereas in PLM, quality improvement is a longer-term result achieved through more frequent and constant product collaboration among a wider range of product stakeholders.



SOURCE:-
http://www.technologyevaluation.com/research/articles/top-business-objectives-when-adopting-plm-20492/

Can ERP Speak PLM?

Product lifecycle management (PLM) promises significant benefits to manufacturers, and the market is full of vendors claiming to provide faster new product introductions, reduced product costs, reduced product development costs, increased revenue, better quality products, enhanced product innovation, and other valuable benefits. Because of the high appeal of these benefits and their associated return on investment (ROI), PLM has become one of the fastest growing categories of enterprise applications.

The PLM market today consists of vendors offering a variety of solutions that in some way offer value to the product life cycle, but there is no single vendor that is supplying all of the solutions required to support a full PLM program (please see The PLM Program). Many PLM solutions have their roots in the engineering department, but make no mistake—PLM is an enterprise application suite, and it has all of the additional requirements that come with enterprise-class applications.

The PLM concept pulls together information and business processes from multiple disciplines within the enterprise and across enterprises. While product design plays a crucial role in the product life cycle, PLM is not just a series of add-on tools for computer-aided engineering (CAE) and product data management (PDM). PLM is a suite of applications that can be used by a company to get the highest value from its products to improve its business results. And like any other new suite of enterprise applications, as learned from supply chain management (SCM) and customer relationship management (CRM), companies may have to choose between the potential tradeoffs of best-of-breed solutions and solutions from their enterprise resource planning (ERP) vendors.

Innovation Is King

PLM is not just another module of the ERP system. At the risk of simplifying things too much, PLM enables innovation and relies on flexibility and loosely structured information, while ERP enables control and relies on discipline and structure.

Without getting into a philosophical debate, let's examine what that means in practical terms by looking at an example. During the process of developing a new product, companies typically go through multiple iterations of the design. The designers may procure or produce component materials to use in the product and go through many different sets of specifications before delivering the final design. In addition to the product design, information about internal design reviews, market analysis, customer preferences, supplier input, pricing, and other documentation is generated. Many finished designs will never see production, however, let alone the components, ingredients, or specifications.

ERP applications supply the discipline to control these materials on a large scale from an inventory, costing, and regulatory view. This level of control, which is required to plan and execute a global supply chain, may not be appropriate for the product innovation environment. In addition to avoiding too much "ERP overhead" in the design process, we also don't want to pollute the ERP system with a lot of experimental material definitions and documentation that may never be used again.

Integration Might Be Queen

If innovation is the highest priority, then integration is not far behind. Integrating the business processes and information flow across the enterprise and the supply chain is a key component of enabling PLM. Many of the benefits from a PLM implementation come from better communication between departments and trading partners, and the integration of different people and perspectives on the new product introduction processes. An enterprise-level view of the design process promises to result in a design that takes into account the strengths and possibilities of all departments and business partners involved, and a design that can be efficiently and effectively introduced into current operations.

While some business processes rely solely on the PLM system, others cross the line between innovation and execution. Let's explore the engineering change process, for example. Assuming that some simple file transfers between ERP and PLM are in place, it is a relatively easy task to populate the PLM system with the current bill of material (BOM) or recipe, if it is not already there. As the new design is developed, many tools provide a compare utility that will show the net change between the new and old structure. That defines one important aspect of the engineering change: the changes in materials used in production.

The next aspect of change is the timing of when the change should be implemented. In order to plan the execution of the engineering change, information about levels and locations of inventory, costs, planned production, planned purchases, and current demands for the product must be taken into account. This information resides in the ERP application, and is critical to making the optimal decision on when to introduce an engineering change. Without that information, the impact of making this change based on a set date—the date when existing inventory is consumed or for a particular production run—cannot be understood.




SOURCE:-
http://www.technologyevaluation.com/research/articles/can-erp-speak-plm-19380/

Commerce One: Connectivity Improved

On February 22nd, during the eLink conference, New Era of Networks, Inc., (Nasdaq: NEON) an e-Business infrastructure platform provider, and Commerce One, Inc., (Nasdaq: CMRC), announced the availability of the Commerce One BuySite to ERP Connector for SAP R/3. The Connector, based on NEON's e-Business infrastructure products, integrates Commerce One Buysite 6.0 with SAP R/3.

Commerce One BuySite is an e-procurement application that provides direct access to suppliers and to Commerce One's Global Trading Web.

The XML-based Connector works with NEON e-Biz Integrator, NEON adapter for SAP R/3 and NEON adapter for Commerce One. It provides business logic to perform account checking, create and change purchase orders, perform real-time order status checks and synchronize data.

NEON and Commerce One are currently developing additional Connectors for Buysite 6.0, including a Connector for Oracle and a Connector for JD Edwards. The product is available immediately from Commerce One.

Also during eLink 2000, Adexa, Inc., (formerly Paragon Management Systems), a provider of business-to-business (B2B) collaborative solutions and Commerce One (Nasdaq: CMRC), announced they have entered into a relationship to integrate Adexa's collaborative planning solution, iCollaboration, with Commerce One MarketSite Portal Solution addressing the B2B direct material market.

iCollaboration will enable MarketSite to better link buyers and suppliers as well as synchronize order procurement and fulfillment activities through the use of dynamic business-to-business collaboration tools.

iCollaboration is designed to provide MarketSite customers - Fortune 500 to 2000 buyers - improved customer service levels through order promising, intelligent allocation, and collaboration capabilities. The solution will also provide MarketSite's suppliers with services such as demand visibility and order allocation capabilities, allowing them to more rapidly respond to changing demand.

Market Impact

When selecting a new application, IT and business professionals almost always ask if a new application will interface with an existing system. Legacy connection impacts how and what companies are willing to invest in. Commerce One's new relationships speak to the importance of connectivity and synchronization on both the "buy" and "sell" side of the equation. If the connections work and the data can help speed implementation and increase collaboration, the results will be positive for Commerce One.

The impact of this announcement may force other organizations to accelerate their marketplace strategies. mySAP.com's Marketplace touts an open framework where clients can connect with other exchanges. If Commerce One's procurement and marketplace solution successfully integrates with R\3, they have effectively "jumped the fence" and can provide SAP customers additional choices.






SOURCE:-
http://www.technologyevaluation.com/research/articles/commerce-one-connectivity-improved-15374/

Comparative Analysis: Are You Still Confused About APS, SCM, and ERP?

In today’s business world, operations have moved globally, which has added more complexity into the equation. In other words, an organization has to rely on more than one application to support its business processes.

When an organization starts buying software without understanding how it will resolve problems, it creates a conflict within the business structure. Each system used by the organization needs to be integrated with other applications in order to optimize information and business processes.

Organizations in manufacturing and retail are now using multiple applications like enterprise resource planning (ERP), supply chain management (SCM), and advance planning and scheduling (APS) to optimize the production and distribution processes. Each business application has its own features and functions, but there is a definite overlap between these applications. When these applications integrate with each other they can deliver optimized business operations, increased return on investment (ROI), which gives greater value on investment (VOI) for the organization. In this article I will explore the major differences between APS, SCM, and ERP are and how these applications complement each other.

What is APS?
APS is an application used as a decision support mechanism for logistics and manufacturing processes. An APS system takes into account short- to long-term planning horizons. It uses advanced mathematical algorithms to optimize and stimulate the business processes from demand planning to production planning/scheduling to distribution planning to transportation planning. In other words, an APS application works as an umbrella covering the organization’s entire supply chain and manufacturing processes. The diagram below represents the stages within advance planning and scheduling software.

The main objective of an APS system is to optimize and provide the best possible solution based on optimal cost benefit analysis for orders, demand, supply, capacity, and logistics. Also, an APS system helps companies collaborate and communicate with other organizations.

What is SCM?
SCM is the management of multiple business processes starting from product planning and ending with delivery. A SCM system helps organizations develop processes that integrate their manufacturing activities with logistics. To understand the entire SCM flow of an organization, let’s have a look at the multiple components within the supply chain.

The objective of an SCM application is to provide end-to-end visibility into each component of the supply chain network without losing the long- and short-term goals of the business. So what does “long- and short-term goals” mean? Basically, the organization needs to have a long-term understanding of where the product and market will be with respect to customer demand and the product life cycle. With the long-term goal in mind, business information is structured in a manner within SCM applications to work in conjunction with midterm and short-term objectives. The main objective of any SCM application is to manage the flow of information between buyers, suppliers, production, warehouse, and logistics. In essence, each SCM link has strategic, tactical, and operational layers. The overall objective of an organization’s supply chain is to produce and deliver a product with maximized profitability without investing too much into the entire process.



Due to global manufacturing and delivery operations, each link within the supply chain needs to be integrated in four forms: physically, informational, managing, and organizationally.



What is ERP?
In basic terms, an ERP system is business software that integrates a variety of functions from finance to human resources (HR) to manufacturing and sales. In other words, it means to manage enterprise wide resources. An ERP system is designed around multiple business functions, which means that modules communicate with each other via central database. Information between departments is shared because the structure of an ERP application makes it possible to communicate over processes. The major drawback of this application is that its manufacturing resource planning (MRP) mechanism has limited capability for planning and decision making. ERP applications are transactional systems, which operate using standard repetitive tasks.



Another drawback is that ERP systems don’t provide enough details when it comes to the customer order perspective. For this reason, many organizations are looking towards SCM and APS applications in order to optimize and fine tune the plan, source, make, store, and deliver processes. Below is a visual description of how ERP links different business functions.



The Difference Between an APS, SCM, and ERP Application

One of the critical problems organizations face today is that they are fully aware of the scope of ERP. It is obvious that an ERP system cannot always be used as a strategic decision-making application—only an APS or SCM system can be used to better understand what needs to be planned and scheduled for optimal operations. These applications have different objectives and the results are based on how they are implemented, integrated, and used. The APS application is used for planning and scheduling, SCM application is used for visibility, collaboration, and optimization of the supply chain network and an ERP system provides required data and business rules for various business functions.



The prominent difference is that planning for demand, material, manufacturing, and logistics in an ERP application is usually done in isolation from each other so there is less visibility of constraints among business functions. This is not the case within a SCM or APS application. All planning for constraints are performed simultaneously in real-time, which helps the user understand the impact on each business process. For example, when a customer’s order delivery date is changed within the SCM application, it calculates simultaneously what needs to be communicated to the supplier with respect to raw material delivery, adjustments within the manufacturing process to accommodate the change in date, where and when to start putting the product in the warehouse, and logistics process without creating additional costs within the supply chain process.



An ERP system lacks the ability to quickly calculate how a change in the customer’s order date will impact the overall business functions. With the help of an APS application, an analysis can be done in order to see the impact an order change will have on other customer orders. An APS system can also calculate what the optimal solution based on material, capacity, and logistics constraints will be. Furthermore, an APS application takes into account long- to short-term planning horizons. It provides businesses with the capability of doing what-if scenarios in order to understand what the most efficient and effective manner to deal with a change is without creating additional costs.








SOURCE:-
http://www.technologyevaluation.com/research/articles/comparative-analysis-are-you-still-confused-about-aps-scm-and-erp-20533/

Mid-Market ERP Vendors Doing CRM & SCM In A DIY Fashion Part 1: Recent Announcements

Microsoft's acquisition of Great Plains, MAPICS' acquisition of Pivotpoint, and the merger of former Navision Software and Damgaard in 2000, combined with the anxiety of the then only looming economic slowdown, triggered the spate of mergers & acquisitions throughout 2001 (see The Mid-Market Is Consolidating, Lo And Behold). As the ground seems to be settling down from quakes and tremors of these mergers, some renown, still independent mid-market ERP vendors seem to be on the course to natively deliver some 'must have' functionality beyond core ERP. These Tier2/Tier 3 vendors are prepared to endure the onslaught of the likes of SAP, Oracle, and PeopleSoft, as well as of proverbial mid-market leaders such as J.D. Edwards, Baan, Intentia, QAD, IFS and Epicor, and newly formed mid-market juggernauts like Microsoft Great Plains, Best Software (formerly Sage Software), and Navision, to name some.

These vendors include:

* Frontstep with Frontstep Capacity Promiser
* Frontstep CRM
* Syspro Group with IMPACT CRM and IMPACT eCRM

This is Part 1 of a two-part analysis of recent news from Tier 2 and Tier 3 ERP vendors.

Part 2 will discuss the market Impact and makes User Recommendations.

Frontstep Capacity Promiser

On March 19, Frontstep, Inc. (NASDAQ: FSTP, www.frontstep.com), a prominent global mid-market provider of business applications and services for manufacturers and distributors, announced the release of Frontstep Capacity Promiser, which is devised to allow companies to automate the promising of delivery dates that accurately reflect their current inventory and capacity.

In today's highly competitive environment, providing accurate and up-to-date information on item availability should be critical to a manufacturer's ability to meet customer expectations. Therefore, they must have accurate and timely information to make delivery date promises that can be kept. Frontstep Capacity Promiser, a single site capacity availability engine, provides a way for make-to-order (MTO) manufacturers to promise their customers, at order entry time, a delivery date that can be met. By filling the gap between simple available-to-promise (ATP) applications and robust advanced planning and scheduling (APS) applications, Frontstep Capacity Promiser provides capable-to-promise (CTP) dates based on inventory and capacity without necessarily having the data for manufacturing bills of material (BOM) and routings.

Frontstep Capacity Promiser provides realistic CTP dates that consider manufacturing constraints such as materials, parts production, family production, shift schedules and business priorities. Frontstep Capacity Promiser furthermore provides:

* Real-time availability information based on unallocated inventory, planned supplies and capacity
* Comprehensive constraint representation for accurate availability information
* Integration with different order entry systems
* 24x7 visibility for accurate promise dates for orders entered not only during the day, but also at night or over weekends
* Minimal data entry needs, supported with a simple spreadsheet upload using Microsoft Excel
* Additionally, depending on the customer's requirements, Frontstep Capacity Promiser will report either the date that the requested quantity of an item is available, or the quantity of an item that is available by a requested date.

Frontstep CRM

A day earlier, on March 18, Frontstep announced the release of Frontstep CRM, its new business process-driven customer relationship management (CRM) solution. By providing companies with an integrated view of prospect, customer, product and service information, Frontstep CRM hopes to help companies maximize the value of existing relationships.

Frontstep CRM, built specifically for manufacturers and distributors of discrete products, is a Web-based application that provides a consistent view of customer and order information across the enterprise to improve and extend sales, marketing, and support business processes. Frontstep CRM reportedly goes beyond traditional sales force automation (SFA) and contact management tools and allows organizations to realize the true benefits of CRM with integrated product catalog, configuration, quotation, inventory availability, ordering and support capabilities. Frontstep CRM offers the following traits:

* Cross-departmental access to data - Multiple departments, including sales, customer service, support, and marketing can act as one team by managing complete business processes using common customer and order data.
* Order management - Sales or customer service representatives can search product catalogs, create new orders, leverage previous orders, configure products, and prepare or change quotes, complete with complex pricing and item availability.
* Integrated - Frontstep CRM seamlessly integrates with SyteLine, Frontstep's flagship extended ERP solution, and is also architected to integrate with other ERP and supply chain management (SCM) systems. Frontstep CRM consolidates the information from multiple back-end systems including: customer and product data, product availability, pricing data, estimate and order transactions, and return material authorization (RMA) status information.
* Flexible user interface - User interfaces can be tailored for specific job functions and departments to meet the unique requirements of different organizations. These personalized attributes migrate forward when Frontstep CRM is upgraded.
* Complementary tools - Productivity tools, like Microsoft Outlook and Microsoft Excel, used in sales, marketing and service areas can be leveraged to support current business processes and enhance team effectiveness.

Syspro Group - IMPACT CRM 3.5

Also on March 18, the Syspro Group, a privately held provider of enterprise software for small to medium enterprises (SMEs), with its US headquarters in Costa Mesa, CA (www.sysprousa.com), announced a major new release of IMPACT CRM 3.5, which features numerous system enhancements as well as IMPACT eCRM, an option that enables remote on-line access.

IMPACT CRM is an enterprise software system that enables a business to manage internal resources, customer, supplier and prospect relationships, marketing campaigns, sales opportunities as well as service contracts and incidents within a single, CRM/SRM program. IMPACT CRM is part of Syspro's IMPACT Encore, its flagship ERP solution. In addition to the IMPACT eCRM option, significant new features in IMPACT CRM 3.5 include:

* Business Process Automation -- IMPACT CRM 3.5 features a built-in Process Definition Language (PDL), a new table-based tool for modeling complex business processes. Syspro touts PDL expands the use of IMPACT CRM beyond traditional CRM to true "computer aided management." Using PDL, businesses can, e.g., automate the following functions: Automatically trigger processes; Automatically generate alerts to employees and customers; Automate marketing campaigns; Schedule proactive service calls; Automatically respond to Web-based leads; Run telemarketing scripts; and Automatically follow up on important activities.
* Related Accounts, Activities, Tasks -- A new facility allows the tracking of vertical account relationships (e.g., parent company that owns a subsidiary) and horizontal relationships (e.g., accounts which are referred to/from other accounts.) Activities and tasks can be linked to individual accounts and to "related accounts" on whose behalf the action was, or is to be performed. In addition, users can roll up details of "child" accounts from the record of the "parent" account.
* Interactive Scripting Capabilities -- IMPACT CRM 3.5 permits the easy creation of on-screen, interactive "scripts" for users involved in telemarketing campaigns. These scripts serve as guides and can contain instructional text and user-defined input fields, which can be captured during outgoing or incoming calls. The scripts are available at the push of a button directly from the activity screen.
* Added Microsoft Outlook Integration Features -- IMPACT CRM 3.5 extends Outlook email integration capabilities, while adding task and appointment synchronization. For users of Microsoft Outlook, IMPACT CRM 3.5 will optionally use the MS Outlook email editor for composing emails, making available the full editing, spell check, formatting and other facilities that Outlook provides. The contents of sent email messages are automatically copied as activities in IMPACT CRM. In addition, incoming MS Outlook email messages along with any document attachments can be automatically copied into matching account records. Furthermore, when tasks and appointments are created in IMPACT CRM, an option "Write to Microsoft Outlook," is offered. When this option is engaged, IMPACT CRM will automatically create a copy of the same task or appointment in Microsoft Outlook.
* Extended Customer Service System -- IMPACT CRM 3.5 offers an improved customer service management system that enables organizations to track and proactively support customers through an unlimited number of user-defined service contracts. Among the newly configured features are: Service Queue Management; Enhanced routing system; Simplified escalation system; Automatic triggering of service processes; Inclusion of a roles table; Tracking of user-defined milestones; Embedded RMA tracking; Improved item tracking; Item and serial number searching; Support for multiple service contracts per customer; and User-defined billing parameters.
* Improved Security and System Administration Tools -- IMPACT CRM 3.5 features a new, rights-based security system that enables system administrators to restrict access to any high-level function, specific feature, as well as access to any IMPACT Encore records, down to the field-level. For system administration, a new "merge" tool allows users to merge multiple account records into a single record. Duplicate records are automatically deleted, and all history and transactions associated with the deleted records are moved automatically to the main record. Another new utility enables the transfer of any data to or from any IMPACT CRM database - not just account records. This tool facilitates the transfer of data from other contact managers or customer databases into IMPACT CRM without losing any history or detail. It also eases the copying of specific accounts between IMPACT CRM databases. In addition, IMPACT CRM now includes the newer North American Industry Classification System (NAICS) for classifying business types. Users have the option of loading the entire six-digit set of NAICS codes into the ADAPT business types table.
* Remote User Support -- IMPACT CRM 3.5 introduces a new replication tool to support remotely located employees, including field salespeople and service technicians. For users who do not have Internet access and need to run IMPACT CRM "unplugged" from any network, IMPACT eCRM includes bi-directional database synchronization with the main office. Bi-directional, entity-level synchronization is achieved using Microsoft SQL 2000's database replication feature. The synchronization process can occur via any type of network connection, including LAN, WAN or VPN (over the Internet).






SOURCE:-
http://www.technologyevaluation.com/research/articles/mid-market-erp-vendors-doing-crm-scm-in-a-diy-fashion-part-1-recent-announcements-16638/

A User Centric WorkWise Customer Conference

WorkWise (www.workwiseinc.com) has provided enterprise-wide solutions for make-to-order, engineer-to-order, repetitive, make-to-stock and mixed-mode manufacturers for over 20 years. Their product, WorkWise TCM (Time Critical Manufacturing) is installed in over 500 companies worldwide. With a staff that averages 10 years TCM product experience the company provides extensive consulting and support services including implementation, process re-engineering, enhancements and ongoing support services.

We spent some time with the two top guys at WorkWise, Michael Dunham, Chairman and Wayne Wedell, President. They discussed their business model in detail and we were pleased to see how well these execs understand their business, the business model and their dedication to the users.

Dunham has experience as the CEO of a public software company in the 1990s and pointed out the advantages of being a private company and running a company dedicated to existing customers not to the on-going search for new accounts. "Our business objectives and those of our customers are very much in alignment. For example, we drive our development strictly off what our existing customers need. The history of public, new account driven companies has been driving development by responding to the competition or stretching for new markets to chase after even more new accounts."

Wedell has been involved with the TCM product for years starting as an implementation consultant and moving up within the organization in consulting and support management roles. The fact that Wedell has a consulting and support background as compared to the typical sales and marketing background of most software company executives tells us that this business is different. Wedell pointed out, "We are not investing in the sales and marketing required for a new account objective. That yields a significant impact on our P&L, allowing us to invest in efforts that are more closely aligned with what our customers need."

The Conference

The conference theme was "Taking Care of Business" and WorkWise defined their business as a "Strategic focus on the TCM customer base". In keeping with their focus on the customer base, management noted that they would pursue select, "opportunistic" new sales defined as opportunities with companies that approach WorkWise, normally through the introduction by an existing customer. In the last year, WorkWise added four new customers with this limited approach.

Approximately 300 users attended the conference, held in Milwaukee WI. The two-day event included keynote speakers, breakout sessions, a solution center and post conference training. Also present were application partners offering products and services to extend or enhance TCM.

Content

Key announcements included support for existing customers plus application and technical enhancements. The company announced continued support for all Y2K enabled versions of TCM on all current platforms (Windows, Open VMS and Unix). Although not announced at the conference, customers discussed WorkWise's array of offerings geared to existing users included refreshes and upgrades, modifications, application and technical consulting and a variety of training, including refresher, courses.

Application enhancements include Supply Chain Management (SCM) and Manufacturing Execution Systems (MES) directions plus increased Access to TCM Data via Report Writing and Business Intelligence tools. WorkWise is also enabling Partner Products through TCM Data Import & Export plus Connectivity to the Internet. Applications announced for eCommerce included TCM eSales and TCM eFrontOffice.

TCM eSales is built on a business-to-business model allowing orders to be placed via the web and accepted into TCM. These orders are then imported into TCM Customer Order Processing to create the order and once accepted, an order confirmation is e-mailed to the buyer. Your customers and Sales Representatives, if authorized, can check order status and inventory information. TCM eFrontOffice includes a series of centers for employees, customers (both B2B and B2C) and partners. Of special interest to mid-size companies is the a web presence application which provides a Company Home Page, Product Line Home Page, Site map, Dealer Locator, Customer Contact Page and Product Information Pages Technical announcements included new releases on current platforms (Windows, Open VMS & Unix) plus adding Linix in the near future. The company also endorsed Open Source. However, currently nearly 60% of all TCM implementations are on Windows and the company expects that number to grow.

Education was a key theme of the conference with extensive sessions aimed at introducing existing and new products to the attendees plus educating them on their uses, technical issues, etc. Directly following the conference, the company offered half-day classes on popular topics.

Recommendations

Customers Existing TCM users should be encouraged by the WorkWise announcements and business model. WorkWise's willingness to drive their direction based upon the needs of their customer base means that users should communicate their needs to the company. Since the long-term value of the relationship to both parties rests on the retention of a sizable user base, customers are urged to stay involved to ensure that the relationship yields value for themselves and other users. Success in numbers should not be forgotten.

WorkWise The Company is progressive with a business model dedicated to serving the customer base rather than the search for new accounts. Is this a business model that will work? The ERP industry has little experience with companies that have a "love the customer" approach to the business. Further, companies that have tried this approach before have not all had success.

So far, WorkWise has achieved consistent profitability since their inception in 2001. This business model, by definition, has a tightly defined and limited market (for WorkWise, the existing TCM users) and that gives them both an advantage and a disadvantage. The advantage is they can focus on exactly what the customer base wants and needs. The disadvantage is their "Love the Customer" business model for the software industry is new and they must prove the long-term viability of this model.

WorkWise needs to understand and evolve the business model to ensure long-term profitability. A key to long-term success is continual communication with the customers at all levels of the organization (both the customer and WorkWise organizations) and WorkWise needs to focus on building and maintaining the lines of communications.








SOURCE:-
http://www.technologyevaluation.com/research/articles/a-user-centric-workwise-customer-conference-16974/

Composing Collaborative Financial Applications

Founded in 1979, and headquartered in the United Kingdom, CODA Group is a finance management systems specialist, and part of the publicly traded CODASciSys plc. group (AIM: CSY). After a series of changes which began in the late 1990s when it was first acquired and then divested by former Baan to Science Systems, and then in early 2000, CODA changed its name to CODASciSys. (See Baan Posts $236 Million Loss and Sells Off Coda for Nearly $40M Less Than It Paid). The group offers a broad suite of products and services designed to meet the needs of financial and accounting departments. Its offerings range from financial, accounting, and procurement systems linked to a complementary suite of applications that support finance, reporting, and analytic processes across the organization, through to planning, budgeting, consolidation, reporting, and analytics. It also encompasses process control and compliance management. Its traditional transactional systems are applications that optimize accounting, procurement, asset management, and e-commerce across (and beyond) the entire, often distributed, user enterprise.

Lately, the vendor has expanded into a range of integrated business intelligence (BI), planning, forecasting, and consolidation analytic tools to deliver a more complete, near real time picture of the user organization's finances, performance, and opportunities. Among these complementary applications, which will explained in more detail in this article series, is a range of new collaborative applications that will streamline and automate key business processes, such as regulatory compliance, financial period-end close, and corporate responsibility programs.

Currently CODA employs more than 550 people around the world and delivers global sales, service, and support through its own offices in 11 countries. It has a carefully selected network of partners in a further 17 countries to provide implementation services, training, and support for over 2,500 customers in over 100 countries. Of its total number of employees, about 170 are in research and development (R&D), 60 in support (with 15 based in the US), and 110 in consulting. Its worldwide customer base includes medium and large user organizations found across many industry sectors, such as insurance, shipping, transportation and logistics, retail, banking and finance, professional services, and the public sector. While retail is one of the stronger sectors for CODA in the UK, transportation and shipping and financial services companies are the frequent users in North America.

CODA Financials, Inc., located in Manchester, New Hampshire (US) is one part of the CODA Group. Present in the US and Canada since 1988, CODA Financials has a rich history of helping finance departments solve complex problems where issues of scale or high transactional volumes, reliability, and performance are of primary importance. While many may not have heard of CODA itself, many have heard of some of the global, blue chip organizations that are using CODA products and services to support their business. CODA has more than 250 customers in the US and Canada, including Booz-Allen & Hamilton, Maher Terminals, Texas Pacific Group, Lin TV, Pan-American Life Insurance, and Reno Depot, that have delegated their financial intelligence requirements to CODA. Globally, and across some industry sectors, clients include IKEA in retail, AMBAC Assurance Corporation in the financial services, Central Ohio Transit Authority (COTA) in transportation and logistics, and the Fashion Institute of Design and Merchandising in education.

CODA's Strengths

A key attribute of CODA's offerings is its "multi" features. It can handle multiple companies, multiple currencies, multiple languages, and multiple charts of accounts in a single product's instance or database. Thus, its single or "unified" ledger architecture, which processes and holds the user company's financial data in a single ledger and in real time, eliminates traditionally lengthy and tardy batch updates between sub-ledgers. Consequently, a near real time financial position is always maintained, and the entire general ledger (GL) should always be balanced. Additionally, the Multiple Dimensional "Flexchart" capability supports up to eight variable length account code segments, which enable revenue and expense tracking at a highly detailed level. The Hierarchies and Account Groups features add virtually unlimited account "roll-ups" to meet inquiry, reporting, and drilldown needs.

Additionally, the complementary CODA analysis and collaborative solutions have been designed to integrate seamlessly both with CODA applications and other leading operational systems to capitalize on customers' existing information technology (IT) investments. Increasingly, CODA solutions are also being used to address the complex requirements of companies that need to intelligently share information with business partners, customers, and suppliers. Furthermore, "upgrade friendly" interfaces underline the vendor's technical vision for integration. For instance, CODA's application programming interfaces (API) "de-couple" the source and feeder applications, thereby enabling system upgrades without having to reengineer interfaces. Application-driven form and report customizations are preserved during upgrades.

Last but not least, the open and standards-based product architecture supports multiple platforms, third party reporting tools, secure Microsoft Office integration, and extensible markup language (XML) and Web services integration. Earlier in 2005, Microsoft Corp. and CODA announced a multiyear alliance intended to enable CODA to deliver a range of financial accounting, management, analysis, and control solutions that take advantage of the Microsoft platform. In addition to CODA's existing line of financial management products for the Microsoft platform, versions of the company's next generation of analysis and process control solutions—including CODA-Analytics and CODA-Intelligence for corporate performance management (CPM), and CODA-Control for compliant process management—will be built using Microsoft technology. Among these are the Microsoft .NET Framework, Structured Query Language (SQL) Server 2005 Integration Services and Analysis Services, Microsoft Office System, Windows Server 2003, and SharePoint Portal products and technologies. CODA maintains that the alliance should help it deliver solutions that will allow enterprises to analyze, control, and exploit changing business dynamics and realize greater value from their financial systems investments. By building on the Microsoft platform, CODA pledges to deliver greater customer value with solutions that are even easier to use, deploy, and maintain, and will help reduce ownership and integration costs.

The alliance between CODA and Microsoft builds on the late 2004 announcement that highlighted CODA's support for the new Microsoft Development Center in Denmark. CODA was the first Microsoft independent software vendor (ISV) partner to take advantage of the center to design, develop, and improve solutions that use the latest advancements to the Microsoft platform. The resulting system architecture designs now include a number of new technologies that aim to helping performance and customer usability, as well as to accelerate CODA's time-to-market with its new application architecture. The new technologies include

* Information Bridge Framework (IBF). Allows data from line of business (LOB) systems (such as CODAFinancials) to be "brought to life" inside the Microsoft Office Suite and related systems that use MS Office technology (such as CODA Collaborative Control and CODA XL)

* Microsoft BizTalk Server 2004. Microsoft engineers reportedly helped the CODA team understand the tight integration of BizTalk into CODA applications, facilitating complex hub-and-spoke back-end business integrations.

There is also an apparent commitment to Microsoft technologies; for example, analytics solutions like Analytic Explorer and CODA Intelligence will exploit SQL Server 2005 integration services, analysis services, and reporting services, while process automation and modeling solutions like CODA-Control will exploit latest Microsoft Office technologies. However, other CODA transactional solutions for financial management support many other platforms and configurations, including OpenVMS (Virtual Memory System), IBM iSeries (AS/400), UNIX, open source, client/server, Web technologies, and Web services (without imposing the choice between client/server and Web-based configurations on the customer). On the application server side, with the choice of the Microsoft SQL Server, Oracle, IBM DB2/400, or Sybase database platforms and the choice of Windows Server, UNIX (HP UX, Sun Solaris, and IBM AIX versions), and IBM iSeries operating systems (OS), application services provide and enforce business rules, security, and validation. The application server includes a single point of maintenance for users, roles, business rules, account validation, reporting roll-up structures, master file details, document posting rules, inquiry templates, pay, matching, etc. The system features a scalable financial engine that can accommodate between tens and thousands of concurrent connections with a farm enabled Web server.

On the other hand, by leveraging extensible markup language (XML) and transmission control protocol/Internet protocol (TCP/IP), Web servers (which can be either the open source Apache on UNIX/IBM iSeries/Linux or Microsoft Internet Information Server [IIS] on Windows) enable a scalable delivery of CODA functionality to a Web browser and to Web service-enabled user interfaces (UI), and also serve as gateways for integration. They enable location independent, tailored, intuitive user operation. Form modifications are stored as separate XML documents, and thus become "upgrade friendly" as customizations are preserved during future upgrades. In addition, the use of hypertext markup language (HTML) over HyperText Transfer Protocol (HTTP)/ Secure HTTP (S-HTTP) enables multi-window, browser-based access to complete CODA functionality, as well as centralized configuration, rollout of the user's desktop environment, and a zero-client footprint installed across a secure intranet connection. Moreover, CODA-Portal provides a common platform to view both live CODA data and non-CODA data published as Web documents.

Finally, programmatic access to CODA application services are available through XML, Web services, Java, Microsoft .NET, or traditional batch loads. Whichever technology is applied, it must respect the same CODA security, validation, and business rules. The approach, which is both Microsoft .NET and Java 2 Enteprise Edition (J2EE) compatible (see Understand J2EE and .NET Environments Before You Choose), aims at secure integration across the firewall, as well as platform and device independent integration. Furthermore, integration routines are independent of the CODA server version, whereas there is a traditional batch loading of historical/legacy system data.

Despite the technology's nascent nature and the challenges that relate to this, Web services have increasingly been offering the following high level benefits to businesses that subscribe to CODA and Microsoft:

* Application to application (A2A) communication across the firewall. Provides a secure communication method across a standard S-HTTP Web connection. Nowadays, enterprise applications can communicate across geographically diverse locations and networks without the need for highly expensive dedicated links.

* Common integration approach across platforms, vendors and devices. Since Web services have been adopted and supported by a wide variety of technology providers including Microsoft, Oracle, IBM, Sun, and open source vendors (see Liberty Alliance versus WS-I; J2EE versus. .NET; Overwhelmed. YET?). As a result, businesses can be confident that a common integration approach can be employed to provide higher levels of investment protection and reuse resources and skills, regardless of the disparate IT policies used in-house and by their business partners.

* Rapid application development. Modern application development tools are now engineered to accept or "consume" Web services, and greatly reduce the amount of software coding required to develop functionally rich business applications. This typically translates into significantly lower costs when developing, testing, and supporting applications that are built in this way. It can also enable more nimble and flexible platforms for organizations to respond to changing business needs and market conditions.

* Reduced costs of software deployment and integration. Web services provide a framework to integrate existing applications on existing platforms and use existing World Wide Web (WWW) network connectivity. De-coupling applications means that discrete components can be upgraded and modified, and that major code changes will not impact other enterprise applications.







SOURCE:-
http://www.technologyevaluation.com/research/articles/composing-collaborative-financial-applications-18263/

Seagate Technology Refocuses its Software Business

Over the past six months, Seagate Technology has made major moves to refocus their majority-owned subsidiary, Seagate Software, and put all the emphasis on their business intelligence products. These products were acquired in the early to mid-1990's with the purchase of Crystal Computer Services (Crystal Reports), and Holistic Systems (Holos OLAP product).

Steps taken by Seagate:

*

Reorganized the Seagate Software subsidiary. This effort was begun in May of 1999 with the sale of the Network and Storage Management Group (including the Palindrome and Arcada disk backup products, among many others) to Veritas Software Corporation. Seagate Software now contains only the Information Management Group, which consists of Crystal Info, Crystal Reports, Crystal Reports for Microsoft BackOffice, and Holos. In fiscal 1999 the Information Management Group products contributed 41% of Seagate Software's revenue. Seagate Technology stated that "management believes that the separation of Seagate Software's Veritas stock (the network and storage management products) and the IMG business (Crystal and Holos) will provide a clearer incentive for employees of Seagate Software to focus on the future development of the IMG business".
*

On June 15, Seagate announced the "free software initiative", the distribution of millions of copies of Seagate Analysis and a 50-user copy of Seagate Info 7. By July 21, over 35,000 copies had been requested.
*

On July 26, Seagate announced participation in the Microsoft Visual Studio Integration Program, which gives Seagate access to the developer community. Crystal Reports will now ship directly with Visual Basic.
*

On September 3, Seagate announced the repurchase of the small minority of stock held by various employees, directors, and consultants so that Seagate Technology will own 100% of Seagate Software. The reorganization and repurchase are expected to require that 8 million shares of Seagate Technology stock be issued to stockholders and optionholders of Seagate Software. Seagate Technology expects that charges of approximately $216 million will be recorded during the quarter in which the reorganization closes.
*

As part of its continuing free software initiative, Seagate distributed over 200,000 free copies of Seagate Analysis and Seagate Info 7 to Microsoft BackOffice users.
*

On September 28, Seagate announced that they had achieved "Oracle E-Certification" by meeting the technical requirements of Oracle Corporation's Product Certification Program. Seagate successfully demonstrated their products' integration with Oracle's warehouse products to achieve certification.
*

On September 29, Seagate distributed a new free "Reporting and Analysis Solutions" CD for Microsoft BackOffice users. Microsoft BackOffice now ships with Seagate Info bundled into the package. The product ships with pre-built reports for machine configurations, network traffic patterns, and others, with over 100 administrative reports in total. Seagate also stated that the product fully supports the new features of Microsoft SQL Server 7.0.
*

On October 5, Seagate extended the free software initiative to users of SAP products, by shipping Seagate Analysis and Seagate Info with SAP R/3 drivers and sample reports for several SAP applications. These drivers and reports can simply be plugged in and used immediately. Once again, the product is shipped with a free 50-user license. This product can access R/3 data via the ABAP dictionary and report directly from the SAP database. It also has an ABAP query driver, which allows reporting from pre-built ABAP queries (Crystal Reports only). In addition, the products are BAPI certified against SAP's Business Information Warehouse (BW).

Market Impact

Seagate Technology has made it clear that their Seagate Software subsidiary will be focused on the query/reporting segment of the business intelligence market. Their free software initiative has allowed deep penetration into the market space, and will allow customers to evaluate and implement Seagate's software without cost or risk. This move will increase their market share and will affect the sales of competing products such as Cognos Impromptu, Oracle Reports, Computer Associates/Platinum Technology Forest and Trees and InfoReports, and Brio/Sqribe reporting tools, among others. Given the strong commitment displayed by Seagate, customers should feel confident that the products will continue to be supported and improved.




SOURCE:-
http://www.technologyevaluation.com/research/articles/seagate-technology-refocuses-its-software-business-15483/

Acta Technology Helps Add Business Intelligence Capabilities to Major ERP Vendors

"Montreal, Quebec--December 14, 1999 - Sand Technology Systems International Inc. (NASDAQ: SNDT), a leading provider of business intelligence (BI) solutions, announced today that it is partnering with Acta Technology, Inc. (Acta) to provide guaranteed and cost-effective BI results for users of SAP R/3. Acta is a leading provider of data warehousing solutions for both internal decision support and business-to-business eCommerce. SAP R/3 is the widely implemented ERP (enterprise resource planning) system from SAP (NYSE: SAP). Both Sand and Acta will be featuring the Nucleus RapidMarts as preferred solutions for the increasing numbers of customers seeking effective ways to handle BI applications with SAP. Using the power of Sand Technology's Nucleus Exploration, Acta's RapidMarts,a suite of packaged data marts for analysis in specific business areas, can be quickly implemented without ABAP programmers and without the extensive expertise and hardware typically required for SAP BI implementations. Using Nucleus, RapidMarts also allow for the full integration of decision support applications involving both SAP and non-SAP data. The Nucleus-powered RapidMarts are available for a broad range of SAP applications, including Cost Analysis, Sales Analysis, Human Resources, Inventory Management, and Account Analysis. RapidMarts are powered by ActaWorks, Acta's award-winning extraction, transformation, and loading (ETL) platform (DBMS Magazine: Editor's Choice)."

Market Impact

As customers increasingly realize how difficult it is to extract value from the data in their ERP systems, the need for products that can move this information into integrated, enterprise-wide data warehouses and tighter-focus data marts has become increasingly evident. Acta has specialized in the Extract/Transform/Load (ETL) of data from ERP databases for 5 years, and has active alliances with SAP and PeopleSoft. Acta's SAP BW (Business Information Warehouse) interface has also been certified by SAP. Sand Technology's vertical focus should allow a tight integration between the products.





SOURCE:-
http://www.technologyevaluation.com/research/articles/acta-technology-helps-add-business-intelligence-capabilities-to-major-erp-vendors-15464/

Generating Revenue from Service

Service, generating revenue is a concept not normally considered. The normal assumption is that service, at best, can become more efficient and thereby save money and reduce costs. Applying the real concept of Customer Relationship Management (CRM) allows the possibility of a profitable service organization as not only feasible but expected.

CRM is designed to provide a single view of the business, in other words the customer doesn't identify one person, or group, as salesmen or another as service - this is done through business cards / job descriptions and the like (even down to the cars provided or dress code expected). The customer has been trained to treat them all differently, and more importantly we have trained these individuals to act differently. The assumption is that a salesperson can't service and a serviceperson can't sell. By applying the true concept of a CRM solution, such rigid demarcations do not need to apply. This is shown schematically in Figure 1 where CRM acts as the lens for the customer to focus all the different operations into a single view for the customer.


Figure 1

If the skill of CRM is to develop customer relationships, then there is a legitimate argument to promoting the service team as potentially better equipped and therefore more able to establish a long term relationship with the customer, than the sales team.

The biggest hurdle to overcome is to get the business to realize this as a potential revenue generator. In many businesses, revenue is considered the prerogative of the sales department and is why most sales personnel are measured by volume of sales and not margin. In addition, there is an assumption that as long as the volume of sales is maximized and the rest of the operation is cost controlled, the margins will be delivered. In most service environments this is not the case, particularly when sales become value based, not cost based: the need to manage by margin, as well as volume, puts a very different pressure on the business. This is particularly true when the emphasis in the business moves towards customer relationships rather than product-based selling.

Achieving a targeted return on investment (ROI) depends on how a project is set up and the way it is viewed in the business. If the key value of a CRM solution is to produce satisfied customers and improve customer retention, it does not seem sensible to value only cost reduction. Focusing on Customer Retention and Customer Satisfaction and their delivery, will improve the bottom line. Given that one of the major advantages of CRM is increased customer retention, and that research indicates that re-acquiring existing customers costs one tenth of the costs of acquiring new customers, then the value of a CRM, solution and its significance becomes obvious. A reduction in selling costs will result, and if the percentage of retained customers rises by 10%, then the significant increase in revenue will be easy to measure.

Integration for a Successful CRM

A CRM solution, to be successful, has to support cross-business processes and a number of operations within the business, from Marketing to Service, including Sales. This integration of what, historically, has been treated as very separate parts of the organization, provides the opportunity to rethink existing operational mechanisms.

The most obvious is the role of sales and service working together under account managers who are associated with customer retention and who manage accounts or - in the new jargon - manage customer relationships. If such account managers were part of service, not sales, this would release the sales team to focus on new sales and could significantly increase sales performance while enhancing existing service-led retention projects.

The following outlines, in very simple terms, a generic structure of the way in which businesses are established when selling, and shows the possible impact of applying the practical aspects of a CRM solution into day-to-day working.

The two scenarios consist of a renewal contract and new business. It becomes clear that there is very little significance in the team composition though numbers will vary according to the client.

Scenario 1 Renewal Contract

In most cases the account team will use existing information on the client to understand the current situation.

In the worst case they will only look at the opportunity to sell new products, parts exchange, or contract extension. The one certainty is that they will sell whatever brings the highest commission. This is not a risk if the commission structure is effective and designed to drive the right behavior, but, in some cases this is not so and sales, in true terms, can drop, but the full sales commission will still have to be paid out.

In the best case the account team will review the client with the following departments:

* The Commercial group: to examine the existing contract to determine the profitability of the client and the potential to maneuver and create options for negotiation.
* The Service group: to assess Service levels delivered and the Customer Satisfaction performance currently, and historically, delivered.

If it appears that the renewal will become competitive and the client is no longer acting as a retained client then the Sales group will be invited to assess the competitive nature of the bid and help win the sale, on the grounds that their expertise and their desire to earn commission will defeat the competition.

Scenario 2 New Business

In most cases, the steps outlined in the best case example above, would be reversed in that the sales department would be the first to review the opportunity and the commercial department then would be asked to help prepare the bid, and the service department brought in to see if the proposal could be delivered to the proposed costs. Information may be hard to come by and require additional research from the Marketing Group.

The difference in cost, to most businesses, of winning new business and retaining existing, is much smaller than 10 times and at best is more like 2 times under these scenarios. In reality, not enough focus is placed on winning new business and those responsible for retaining existing business do not usually receive rewards, so they often become cynical, and not supportive to the process. This point has to be carefully considered as businesses are beginning to put improved measures in place and thereby recognize the true costs and values across the business.

In a product-centered environment, service support was very much ancillary to the product, with the business placing the reliance for success on sales supporting innovative leading edge products. Then, the quality and caliber of the sales team was paramount, justifiably, as the margins and costs of products were tightly controlled, so providing sales commission on volume made sense. As customers, from our own experience, we know that this is no longer, acceptable; amounts are readily spent on keeping customers happy after the event, yet most businesses maintain the product centric view, paying lip service to customers' needs and underestimating the value of their service organization in delivering renewals at a fraction of the cost of sales teams.

Summary

Reduced costs of sales as a strategy to retain existing customers, can operate as a consequence of not having to pay sales personnel to deliver them, as it is considered an easier sale because they are existing and satisfied customers who have been provided with good service. Many businesses today measure customer renewals and customer retention as a gauge of customer satisfaction of their service operation, but then pay their salesmen commission for delivering on this service performance. This sets a dangerous precedent by effectively paying the sales department for the efforts of the service delivery department.

A CRM solution, if properly used, will deliver the necessary visibility of the situation, and provide clarity on the value of the service operation to customers and should enable real cost savings to be made. If this proves to be so, it is necessary to assess how a CRM solution should be valued, and how the investment should be assessed in terms of return, considering the total marketing sales and service operation. In addition, and one of the lynch pins of CRM, is that the best customer is one who is loyal because of their satisfaction with the service provided, and does not require heavy selling techniques to buy again. This is obviously a long-term objective, not achievable at a stroke.





SOURCE:-
http://www.technologyevaluation.com/research/articles/generating-revenue-from-service-17001/

Challenges of a Business Intelligence Implementation

More than 70,000 students enroll each year at the University of Illinois, which offers more than 150 fields of study in 30 colleges, free-standing schools, and institutes across 3 campuses: Chicago, Springfield, and Urbana-Champaign (US). The university, one of the original land-grant colleges, opened its doors in 1867, and since then has awarded more than 500,000 degrees.

The Urbana-Champaign campus houses the largest public engineering library and third-largest academic library in the US, after Harvard and Yale. The university is recognized as a world-class center for medical, computing, engineering, and agricultural research. Faculty and staff, for example, built the first computer owned entirely by a university; developed a computer-based learning system; and created Mosaic, the first popular computer browser. Its Chicago-based Medical Center is well-known for organ transplantation and research into diabetes. Nearly twenty faculty and alumni have received Nobel Prizes, and sixteen have won Pulitzer Prizes. Alumni have also created leading companies such as Oracle Corp., Netscape Communications, and Siebel Systems. Its annual operating budget is more than $3.6 billion (USD), and sponsored research exceeds $600 million (USD).

Business Problem

As an extension of a university-wide initiative in 2001 to replace the university's course systems, the question became how to access data and report on it using the new enterprise resource planning (ERP) system. The university planned to implement the ERP system in phases, enabling it to develop a system incrementally, and to design in stages the output required to meet users' needs. Based on the depth and breadth of the university's core systems, the development of a centralized system incrementally allowed each department's and business unit's needs to be assessed and met.

The issue associated with the new implementation involved whether to use the ERP system for report generation, or to leverage the features and functionality of a system tailor-made to provide these features. With the help of Linda Bair, executive director of Illinois University, a decision support (DS) group was created. Bair had done the required research to determine which type of software would meet the needs of the university's reporting and analysis requirements. The decision to create a data warehousing architecture with a business intelligence (BI) layer on top seemed to best meet the organization's business requirements. The DS group's responsibility was to develop a data warehousing and reporting environment, which would provide users access to the information they needed for reporting and analysis.

The data warehousing group was directly aligned with the development of the ERP system. As each module was built, the DS group identified the reporting needs of the associated departments. The DS group developed the data warehousing, reporting, and BI structure as an application layer on top of the ERP system to identify the required data needed from the system. By identifying the reporting and analysis needs in parallel with the ERP system, the DS group was able to identify the requirements that would later be transferred to help in vendor selection. Although the data warehouse was being built simultaneously, application layer development required the tools of a third party vendor. With this structure in place, the choice of BI vendor became key.

Business Solution

To identify the appropriate BI tool, the University of Illinois took a user-centered approach. Focus groups were established to interview over 200 users from various user communities to identify requirements. The needs assessment was two-fold. Firstly, it would identify the requirements for static reports; and secondly, it would assess the functionality for ad hoc reports that would enable users to create their own reports. One of the key needs of user-enabled report building was a user-friendly environment. Due to the new ERP implementation, user focus would be concentrated on the new enterprise-wide system, as opposed to access to data for reporting. Additionally, the DS group identified several static reports, such as standardized budgets and student lists. Based on the focus group results, a team of core users was chosen to help with the software selection process. This selection extended beyond the simple features and functionality provided by vendors. In addition to the criteria collected, the vendor's scalability, growth, costs, support, and technical expertise were taken into account.

Additional vendor criteria to take into account:

* scalability—the ability to meet the growth requirements of an organization with minimal impact on performance and cost
* growth—how the vendor compares in the market, and what it is doing to expand functionality by improving on its strengths and overcoming its challenges
* costs—the price of the software, licenses, servers, support, future releases, and upgrades
* support—the level of support provided by the vendor (gauged from vendor service-level agreements [SLAs], as well as references)
* technical expertise—expertise at the vendor level, and the ability to transfer that expertise to the user community

With the results captured, the DS group shortlisted five vendors and selected for vendor presentations using a sub-set of the university's data. After the demonstrations, the university chose Business Objects, for two main reasons. The first reason was scalability regarding the ability of its servers to accommodate large amounts of data and to leverage data from all required data sources. The second reason was its ease of use from the user perspective, due to its web-enabled environment.

The DS group wanted to keep the core focus on users, to keep the project business-focused as opposed to information technology (IT)-centered. The issue surrounding this strategy was the ability of the IT staff to leverage their expertise of technology and to anticipate the requirements based on their knowledge of the ERP system without overshadowing the needs of users. Additionally, the various business units would have a feeling of ownership over the process and implemented system, which would transfer into user buy-in.

Critical success factors:

* advantageous SLAs with vendors
* user focus (as opposed to IT focus)
* flexible architecture
* robust research and development (R&D) on the vendor side
* satisfaction of needs based on request for proposal (RFP)

Across all three campuses, there are over 4,500 standardized report users who source reports from the data warehouse, or directly from the ERP system. Also, 2,000 of those report users are people using ad hoc reporting functionality. Additionally, over 1,000 (this is the most current number) users are classified as active users, meaning they run a query at least once a month to access data and perform analyses. Although Business Objects is the vendor software being maintained, users can use any other program to access and run queries against the data warehouse.

Challenges

Some of the challenges encountered by the University of Illinois during the Business Objects implementation included user training, the reporting focus, and the use of BI tools, as well as user buy-in. Additionally, the scalability of the server environment and the amount of data being processed created severe issues. Although each of these areas had positive outcomes, much work was required on the part of the DS group and Business Objects to overcome the challenges associated with the implementation.

The two main challenges associated with training involved timing and selling the new system. For the actual deployment, training was conducted too early. Once the users had been trained by the DS group (themselves "super-users" trained by Business Objects), the system didn't go live for another three months. This meant that users were not able to utilize their newly acquired knowledge, diminishing the effects of the training. When the new tool was in place, a follow-up was conducted by the DS group to see how the users were doing with the new system. Subsequently, a tool was put in place to identify the correlation between users trained and the associated help desk inquiries. Labs were set up to help people create the departmental reports needed. Also, a technical support center was created by the university, and was set up to answer any subsequent questions and to solve outstanding issues.






SOURCE:-
http://www.technologyevaluation.com/research/articles/the-challenges-of-a-business-intelligence-implementation-a-case-study-18782/

Critical Business Functions: Misunderstood, Underutilized, and Undervalued Part One: Credit and A/R Management

Introduction

"In every age and time there is a turning point, a new way of seeing and asserting the coherence of the world."

Jacob Bronowski, The Ascent of Man

What is the best value proposition for the credit function in business? If we consider the most common key performance indicators (KPI)—Days Sales Outstanding (DSO) and percent of bad debt—it would seem that the major role of credit is risk management. However these measurements and the thinking behind them are flawed, out-of-date, and potentially detrimental in today's business world.

Accounts receivable (A/R) is one of the largest and most liquid of corporate assets, credit and A/R management may be the most misunderstood, underutilized, and undervalued business process. For example, the potential cash flow that can be generated when A/R is brought under control is huge. A very modest three-day reduction in A/R for a typical $20 million company can be in excess of $200,000!

Yet, most often credit and A/R management are thought to be part of accounting—a cost center and a necessary evil. However, because of the potential of credit and A/R management, they should be an integral part of the sales process, by helping establish a framework for a long term and mutually beneficial relationship between buyer and seller. They can play a critical role in the prospect-to-cash cycle.

Credit and A/R Management as a Sales Function

Credit and A/R management is a sales enhancement function whose true potential has yet to be realized by most businesses. Credit is a lubricant of commerce and allows the expanded movement of products and services. Yet, improperly applied, credit policies can hinder free flowing commerce.

There was a time not so very long ago when there were valid reasons for viewing extended credit as a privilege, as a favor to some and not for others. Following World War II, pent up demand, commercial shortages, and earnings from work in the war effort precipitated unprecedented growth. Outside of North America, much of the industrial world had been badly damaged or destroyed by the war and had to be rebuilt. The lack of readily available finances for reconstruction in Europe created even more demand for credit.

Later, the 1950s became a time of limited competition; there were no big box stores, cyber competition or aggressive foreign competitors. Credit was granted only as a last resort, and credit terms were tightly controlled and designed to limit a company's risk. If customers failed to pay on time, they were cut off from further credit and potentially "blackballed" by others.

The natural outgrowth of this economic climate was the view that credit management was aligned with risk management and the KPIs were DSO and percent of bad debt. This view was therefore appropriate for the times.

However, the current economic climate is radically different from the post-WW2 era. Rather than shortages, now there are more goods and services available then ever before in human history with more on the way. Quality in products and services is a given expectation and for businesses to be competitive they must also have quality business processes.

Yet, today many businesses still cling to the old credit philosophy of the past and track DSO and percent of bad debt. But in doing so, they are missing an opportunity to increase sales, improve cash flow, control losses, elevate customer service levels and customer retention, and decrease their cost of doing business—all of which contribute to profit enhancement.

The notion of risk management that ruled in the 1950s was applicable for that time, but this is 2005. We must rethink the role of credit.

Using Credit as a Sales Support Tool

Credit is extended when a product or service is sold on the basis of payment at a later date. The extension of credit creates additional administrative costs such as information gathering, credit checking, account establishment, billing ,and past due A/R management. There's also the cost of carrying A/R, the time value of money. Finally the customer may fail to pay and with that comes the cost of bad debt write-offs.

Some people will tell you that costs are incurred because customers require time to ensure they got what they ordered and more time to process the invoice. Others will tell you that customers need time to add value to the products or services they are buying, and to make sales to their own customers. Finally, some will tell you that they must incur the costs of credit because it's the customary way of selling in their industry, and that if they don't extend credit, their competitors will.

However, the only reason a business should extend credit is to generate a sale that would otherwise be lost—not just any sale but profitable sale. Any fool can make sales and lose money doing so.

Thus the purpose of credit is sales support. It is not an accounting function.

Major Components

In most cases the credit-to-cash function can be broken down into four major components:

* Credit/sales approval
* Billing
* A/R management
* Monitoring and improvement

Each component must have a goal which compliments the purpose of the credit-to-cash function itself. Unfortunately most companies view the first three items as separate and distinct business functions while the fourth component is ignored altogether. If the credit-to-cash cycle is not viewed as a single process with individual components that contribute, in their own unique way, to the success of the whole, this critical cycle will consistently fail to achieve its full potential.

Credit/Sales Approval

Despite the investment and the goal of extending credit, the credit approval process has, at times, been described as finding ways to say "no" and the credit department has been referred to as the "sales avoidance department". Moreover, considering that credit people are being told (via performance measurements) that risk avoidance is the goal, it's surprising that any customer gets approved for credit.

Avoiding the Wrong Message

A substantial investment is made in getting customers to the point where they want to buy. It's such a waste to then look for reasons to reject the sale and to alienate the customer to the point where they may reject you in the future.

There are three key factors that must be considered during the credit approval process. They need to be considered not just at the original sale but on all credit sales

Customer Profile: Who are your customers and, just as important, how do they do business?

Past Performance: Has the customer ever paid anyone in the past?If they haven't what makes you think you're going to be the first? As the late former US president, Ronald Regan, said "Trust but verify."

Product Value at Time of Sale: If you are operating below capacity, the only expenses that matter are variable costs. This is true for both a service as well as product-oriented environment. The actual profit margin for these incremental sales is therefore higher, sometimes substantially higher. In order to fill this excess capacity, you can adopt very aggressive pricing models or relaxed credit terms. The write-off rate may be higher, but the incremental profit more than makes up for the added risk.







SOURCE:-
http://www.technologyevaluation.com/research/articles/critical-business-functions-misunderstood-underutilized-and-undervalued-part-one-credit-and-a-r-management-17761/

How One Vendor Supplies Agility to Post-implementation Enterprise Systems

Agresso has seen an untapped opportunity in the vulnerability of most current peer enterprise resource planning (ERP) solutions, which cannot really address rapid change within a company. Background information on Agresso and its product Agresso Business World (ABW) 5.5 can be found in Enterprise System and Post-implementation Agility—No Longer Necessarily an Oxymoron?. For information on the opportunity Agresso is addressing, see The Post-implementation Agility of Enterprise Systems: An Analysis and The Modelling Approach to Post-implementation Agility in Enterprise Systems.

Part Two of the series Enterprise Systems and Post-implementation Agility—No Longer an Oxymoron?

We are aware that grandstanding slogans like "unlimited data capture, key performance indicators, and alerting capabilities for reporting and analysis"; "combined business process, workflow, and reporting into a single, unified model"; or "financial and non-financial intelligence move in a lockstep, in a Lego block-style" mean little without concrete examples. To that end, the best illustration of Agresso's ability to incorporate architectural flexibility—without encumbering ledger accounts and master data—is the possibility of creating a ledger account structure with no sub-ledgers at all. This is contrary to the conventional approach to financial analysis, which is to create complex ledger structures with several sub-ledgers (for instance, with an account structure looking like x/xx/xx/xx/xxx/xxxx/xxx) so as to accommodate all possible reporting and analysis data fields, with combinations like "fund," "committee," "cost center," "department," "balance sheet," "division," "subjective account," and so on. For instance, CODA offers a multiple dimensional capability supporting up to eight variable-length account code segments, which enable revenue and expense tracking at a highly detailed level, while the hierarchies and account groups features add virtually unlimited account rollups to meet inquiry, reporting, and drilldown needs (see Composing Collaborative Financial Applications).

Agresso's approach to analysis is rather that almost any financial information can be rolled up via key building blocks, starting with the "attributes" mentioned in Part One of this series. These are the basic building blocks of the ABW application suite, and shape the way in which the system can be customized to meet a variety of information needs. In broad terms, attributes define which analysis is to be captured on entering transactions, but they can also be organized into reporting hierarchies to allow information to be viewed in different dimensions. The out-of-the-box attribute definition covers all of the master data (in other words, fixed or static) within the application (such as cost category, asset type, directorate, location, employee, cost center, department, event, expense type, project, fund, payee type, and property).

However, users can add their own definitions as required to deliver the analysis most appropriate to their business. Thus, using only the standard functionality, the application can be tailored, since the validity of attributes can be limited to certain defined date ranges, or to certain user groups, whereas linkages defined between attributes enable one attribute to be "owned" by another. As a further refinement, each unique attribute or category of analysis can have multiple values. Using this facility, it is possible to analyze adjustments separately for each accounting standard, if desired, to provide another layer of analysis, accountability, and control. Additionally, attributes can be reserved to specific user groups or limited to different user-defined date ranges, in which way it is feasible to keep year-end adjustments, for instance, separate from interim adjustments.

Relationships, Rules, and Workflow

The capability to define relationships between attributes is another key differentiator for Agresso, and a major reason why it is not necessary to employ an external multidimensional reporting tool. Essentially, the definition of relationships in the system allows the systems administrator to create reporting hierarchies which are generally equivalent to the dimensions in a data warehouse. For instance, "employee" gets rolled up into (or reports to) "budget holder," which gets rolled up into "manager," which gets rolled up into "division," which gets rolled up into "directorate," etc. Remarkably, the same hierarchy can be used in reporting and enquiries to examine different data.

Furthermore, any new data gets captured based on rules—for instance, a certain account rule may determine other required attributes. Account rules within the suite govern the way individual accounts are treated in the application, as well as which information attributes must be entered when users post transactions to accounts. For instance, a direct cost account might require a cost center (which in turn requires a service area and division), a work order (which in turn requires officer, job, and job type), an element, etc. In the financial reporting context, careful use of the account rules in concert with attributes is absolutely central to the handling of complex multiple generally accepted accounting practices (GAAP), and to the ability to analyze the major geographies and business segments that contribute to the group turnover. The built-in control mentioned above also accelerates data entry, reduces input errors, and sets the basis of flexible reporting and reconciliations around all possible differing financial reporting requirements.

Furthermore, in the latest release of ABW, which incorporates workflow functionality at the attribute level, it is possible to create a controlled, auditable, and efficient response to a wide range of user needs, which also enables the system to be aware of how any new data might affect business processes and reports, which is quite awkward (if not impossible to achieve) in heterogeneous environments with multiplied metadata. In such cases, this metadata requires constant replication, and complex and costly software systems like master data management [MDM] applications—see SAP Bolsters NetWeaver's MDM Capabilities). This is particularly true for the large competitive offerings where broad application sets have been enlarged through acquisition rather than organic in-house development.

It should now be clearer how the Agresso's information warehouse, business process, and reporting and analytics information delivery models are inextricably linked in a virtual cycle. A change in any of these three core competencies automatically informs a change in the other two, and it is thus not necessary to re-architect the system or instil business disruption. For example, a new business process automatically leverages the information warehouse and reporting. Similarly, the addition of new metadata is immediately available to processes and analytics.

Finally, changes to analyses are immediately set in the business process context. In other words, power users orchestrating a new business process will automatically leverage the information warehouse and reporting capabilities. Similarly, the addition of new data from an acquisition is immediately transferred to established business processes and analytics. Also, new analysis requirements are immediately propagated directly into the organization's business process context.

Conversely, most Agresso competitors have to rely on third party solutions or less tightly bound in-house approaches, whereby superficially, information may flow between them, but in practice a change to one aspect inevitably requires a change to the other two, which quite often has to be accompanied by skilled IT intervention and thereby negatively impacted bottom-line margins.

To be fair, most ERP products now include a workflow tool (or even go to a higher level, meaning business process management [BPM] tools—see Business Process Management: A Crash Course on What It Entails and Why to Use It). To that end, Agresso has come up with the Agresso IntellAgent alerting and notification tool, which was released within ABW 5.4 SP4, to automatically monitor data and events in the suite for critical or time-sensitive conditions, and to then proactively report on business situations. Being an analytics and reporting methodology (rather than a mere workflow tool), IntellAgent generates alerts through a variety of media and devices, and takes other "intelligent" actions. In other words, it is a "sense and respond" business activity monitoring (BAM) tool that looks for certain events (such as the addition of a new row to a table, a change of field, the existence of a file within a sub-directory, etc.) and then responds with pre-determined action plans to this information. It enables the user to set up events that cover any aspect of the business (such as notification of outstanding payments or orders, or the generation of e-mails to the budget holder when actual expenses are nearing the budgeted amount). The tool is quite configurable, allowing alerts and events to be designed and set up for users with differing needs. This kind of automation of events and notifications in any user's business information system positions the enterprise to increase the effectiveness of its staff and organization, since time spent exploring ABW data for relevant information is thereby reduced significantly.

Finally, it's important to note that the combination of Agresso's information, process, and delivery model not only impacts the bottom line, but it should also impact the corporate strategies deployed by organizational management. By postponing or avoiding change that might be painful and stressful for organizational performance, companies often cripple otherwise valuable strategic initiatives. Agresso believes it is challenging corporate management to consider business strategies involving change—strategies that they might previously have discarded as "too onerous" to the business.

Where Agresso Goes a Mile Further

Moreover, what is really needed—and this is where Agresso goes a mile further—is a way to embed deep, meaningful business rules and logic down to the data (or field, or attribute level). For example, a well-devised solution will not allow anyone to reconfigure a workflow that would disregard US Sarbanes-Oxley Act (SOX) or International Financial Reporting Standards (IFRS) compliance steps (see Joining the Sarbanes-Oxley Bandwagon: Meeting the Needs of Small and Medium Businesses). Likewise, an "aware" enterprise system would not permit someone to move the drag-and-drop of a specific field to a different screen if that information is required for some other critical processing.

To be fair, some ERP systems have certain built-in controls, but these have been hard-coded without an easy way to discern pesky interdependencies, which quickly become impediments to change. As admitted by SAP's former chief executive officer (CEO) Hasso Plattner a few years ago, SAP R/3 had so much unneeded hard-coded functionality (so as to accommodate customer requirements over decades) that it eventually become too "obese"; only time will tell how the service-oriented architecture (SOA)-based SAP NetWeaver and SAP Enterprise Service Architecture (ESA) rewrite will help in that regard (whenever that colossal undertaking ends).

Further along the line of enabling post-implementation modifications (agility), the Agresso data model is accessible, allowing precise tailoring of parameters, additional fields, extensions to applications, and integration with external data sources, all without extensive IT staff input. This is also in sharp contrast to the competitive offerings, where even basic tailoring is almost always reliant on extensive consulting and programming input and configuration.

The release of ABW 5.5 heralded Agresso Flexi-fields, which is a dynamic feature that gives users the ability to straightforwardly define additional tabs, validated fields, and tables that meet their needs, when and where they desire. Users define the validation, access, and data control for these flexi-fields, and information added through flexi-fields can be in the form of external data, user-defined input fields (to expand master tables and attributes), or output from a Web browser-based template. Flexi-fields also help with customization and enhanced visibility, since customized screens speed up quality entry (with maximum validation), while grouping relevant data (internal and external), information, and transactions per entity for maximum visibility.

Furthermore, using workflow functionality, a user-definable approval process can be established at the attribute level. For example, if multiple financial reporting adjustments are implemented using attributes (as explained above, to accommodate the reconciliation of differing accounting principles at a group level, or for various units), a separate workflow or process sequence can be defined for all adjustments or particular categories of adjustment. The workflow is then created in a flowcharting tool, which describes the activities, decisions, and actions to be taken at each stage of the process. The workflow engine is integrated with Microsoft Outlook and Novell GroupWise, so that e-mails seeking approval for financial reporting adjustments can be passed automatically along the "pecking order," showing the nature of the approval required, and the individual seeking permission. Reviewers can, depending on the setup of the system, approve the request, reject the request, or change the data before passing it on to the next person, while at each stage, relevant e-mails can be automatically generated to notify users of the actions taken and the status of the workflow. Using the system in this way, it is possible to build an audit trail of the changes that have taken place and of the authorizations given. Also, by limiting the process to certain types of adjustment journals (via attribute values), time need only be spent reviewing those transactions considered to represent a risk to the organization.









SOURCE:-
http://www.technologyevaluation.com/research/articles/how-one-vendor-supplies-agility-to-post-implementation-enterprise-systems-18766/