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De Montil Wednesday June 16, 2005

by Jürgen HelmerConsultant

Channel Congress

The SMB Market

Some of the most common mistakes made by vendors and resellers

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x ICT Window

ICT Advice

Collaborative consultancy for companies with similar ICT issues

KMO-IT Centrum is a non-profit organisation providing Flemish companies with independent advice on the implementation of ICT within their organisation.

Collaborative advice on ICT solutions for1. external and mobile workers

2. company-wide information stream management

Corporate performance management and KPI

Basic ICT Infrastructure

Management

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x ICT within the SMB

(often) conservative approach towards ICT

Take the right decisions, invest in:

The right technology The right partner(s),

Corporate Performance Management (CPM) Applications, ICT Basic infrastructure

The right business processes

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x - Defensive investment strategy

ERP “because we have to” No payback

(cost)- Cost-saving investment strategy

lower “cost of ownership” decreased payback

(low)- Offensive investment strategy

optimised customer service measurable result through ICTincreased payback

(higher)

Three basic ICT investment strategies

The SMB’s expectations towards ICT

SMB should opt for:Offensive strategy = significant logistic optimization

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x Integration of all processes within the organisation!

Sourcing planning Demand planning

Suppliers RawMaterials

Finished Goods Customers

Materials planning Distribution planning

AddedValue

Capacity

The ‘new’ SMB

“Customer centric-collaborative real time extended enterprise”

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Currentsituation

ICT

Bus

ines

s

a

c

b

ICT Consultants

ICT Providers

Desiredsituation

BPR

-con

sulta

nts

Value of ICT to the business

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x The ICT Providers, Market Approach

Technology Providers:

Microsoft, SAP, Progress, Oracle, etc

Main target is to sell licences!!!

VAR experience pressure form technology providers

Often miss the SMB’s target

= better support for their business

SMB must gain control over the promised solution!!!

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x The Challenge

Towards a structured approach:

ERP selection? RFO, ICT Architecture en Functional Analysis Objective evaluation Making a “Shortlist” “Business case”

Demo scenario Pilot

Contract for provisional implementation Implementation

Workshop Complete test GO/ NO GO – Licences Final implementatie Migration of data System testing

Go Live Post Live - support

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x The Challenge

Towards a structured approach:

Basic ICT infrastructure C/S or Central server approach Performance Risk Analysis and Business Continuity

Reduce risk!

Immediate response to failure

Time

BusinessActivity

Disaster

RPO oramount ofdata lost

Hardware

Software

Data

Test & release

Backup at D-1

Recovered topoint D-1

DD-1 D+n

Manual bypass procedures

RTO orunavailability ofnormal business

environment

Recovered to date

Catch-up dataRMO or

minimumrecovery level

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KMO-IT Centrum vzwJürgen Helmer

Technologisch AdviseurCelestijnenlaan 300C

B-3001 Heverlee016-32 28 14 016-32 28 17

info@kmo-it.be www.kmo-it.be