SAP Cloud for customer. NATS and CapgeminiTrish Griffiths, Jason Jarvis, Nathan Pearce

SAP Cloud for CustomerNathan Pearce – Capgemini

Jason Jarvis & Trish Griffiths - NATS

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Agenda outline Introduction - 3 Mins

NATS overview - Trish – 3 mins

Business drivers for the implementation – Trish – 5 mins

Implementation approach – NP 4 mins

Business process and technology solution (C4C) – NP -8 mins

IS with project challenges and how these were overcome– JJ – 8 mins

Summary including benefits realised –5 mins - JJ

Q&A – 5 mins

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Jason Jarvis - NATS IS SAP Manager

Nathan Pearce – Capgemini Head of SAP front office solutions

Trish Griffiths – NATS Business Development Process Owner

Introduction - TG

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NATS Overview TG Leader in innovative air traffic solutions and airport performance

Turnover £900m (FY 13/14)

Employees 4,500

Annual flights handled 2.1m

Global sales through Service Lines:

Airports

Airspace

Consultancy

Defence

Engineering

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Business benefits TG

Supports NATS growth strategy

Global access to real time data/reports

Multi-device access (3g and WiFi)

Replaces obsolete system

Intuitive User interface

Ability to integrate into IS estate

Electronic workflow (bid process)

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Implementation approach

SAP Release Upgrades

Realise (4 weeks) Go live (5 weeks)Prepare (2 weeks) Support (4 weeks)Verify (5 weeks)

F&O: -SAP C4CSAP CRM 7MS DynamicsSales Force

SLT Approval – Nov-13Requested Demo (SAP Product)!Look at other productsSLT Approval – Dec-13Demo providedUI better than MS DynamicsIntegration with SAP (Key Requirement) PD approved

ImplementationWaited for SAP UpgradeShort ImplementationAnother Upgrade from SAP!Impacting UAT & TrainingSoft Launch / Phased rollout approachAlmost complete – 85 Users / 130 LicensesWent Live two days early!!

Integration

Acquire ServiceSell

Plan Capture Nurture Qualify Convert Quote RequestAssign & Prioritize

Resolve

Channels

Mobility

Social Analysis*

Social Engageme

nt

Social marketing*

Social Profiling*

Sales

Leads

Marketing Leads

Marketing Execution*

Campaign Manageme

nt

Territory

Manageme

nt

Account

Manageme

nt

Partner

Manageme

nt

Sales

Target

Planning

Create Quote

Forecastin

g

Opp

Manageme

nt

Marketing Segmentati

on

Knowledge Base

integration

Routing / assignment

Service Request

Template responses

Warranties

Registered Products

Pricing

Analysis

Technical Integration: API’s, Excel / CSV Import, Enterprise Service Bus (NetWeaver PI / SAP HANA Cloud Integration Single

Sign-On

Role-Based

Access to

Application

Sales Methodolog

y

Outlook&

Lotus Notes

Integration

Adaptation

mode for

Key users

Software

Developmen

t Kit

Activity

Manageme

nt

E-mail

sales

campaigns

Portal access

Products

Competitor

insight

Mass data

Maintenanc

e

Pipeline

Simulation

Social to Lead

Content Library

Text Analysis

Prioritization

Personalisat

ion

Communities

Enterprise

Search

Visit

Reports

Data Integration: Account, Contacts

Process Integration: Campaign, Lead, Opportunity, Quotation, Sales Orders, Recent Orders, Sales Documents, Pricing check, Service Request,

Telephone E-MailSocial Media

Live Chat* Customer Portal Partner Portal Communities

Dashboards, slice and dice, In context navigation from report to transaction, Microsoft Excel reporting,

In ScopeSolution scope

SAP.. But not as you know it..

•Intuitive, flexible UI

•Multi device (IOS, Android) supported

•Real-time reporting giving immediate visibility to the sales pipeline

•MS outlook, excel seamless integration

•Collaboration and feeds

Business process and solution overview

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LEAD OPPORTUNITY BID and APPROVAL PROCESS

Key Challenges

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The Challenge of selecting a SAP Cloud Solution

Standard Solution Mind-set change for Cloud Solution

C4C Release Management (Quarterly)• Quarterly Releases • Hot Fixes (2 or 3 Hot Fixes during Release & Go Live) • Includes: Outlook/Excel Plugin & Mobile Apps

On Going Support Model Capgemini to SAP

Key Success Factors

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One Team - Collaboration NATS business, NATS IS and Capgemini dedicated team. Project Sponsorship

Dedicated Customer Success Manager from SAP

Communication Regular communication to the user community. Daily Project Team meetings including SAP

Pre-Build Demonstration Solution User Community Buy-in Requirements Gathering & Blueprinting

Summary including benefits realised - JJ

User group engagement

Global access

Positive early feedback

Faster monthly reporting

Electronic workflow

Self-service dashboards

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