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Page 1: Excellence on the new dimensional offerings of SAP for … Upgrade_CaseStudy_ICT.pdf · Excellence on the new dimensional offerings of SAP for one of the largestSAP services provider

Excellence on the new dimensional offerings of SAP

for one of the largestSAP services provider

Page 2: Excellence on the new dimensional offerings of SAP for … Upgrade_CaseStudy_ICT.pdf · Excellence on the new dimensional offerings of SAP for one of the largestSAP services provider

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The client is one of the largest Information and Communications Technology

Company in South Africa, which provides its services and solutions to a

considerable client base of large technology users in both the public and private

sectors. It employs more than 3800 professionals and has specialized

knowledge in domains like public sector, mining, financialservices, retail,

manufacturing and telecommunication.

The client has considerable SAP capability and is recognized as a leading SAP

services provider in South Africa with customer competency center certification

& NetWeaver certification.

The client has excellent track record in implementing solutions in mining,

manufacturing, automotive, telecommunication, utilities, public sector and

financial industries.

The client's strength lies in its capabilities with Core SAP modules but with

minimum expertise in new dimensional products of SAP like CRM, SRM, Portal,

BI, BW, GRC etc. This was a huge opportunity for the client to tap, both with

their newer sales efforts and with their existing customers.

The client's vision was to maximize its revenues through positioning of SAP

new dimensional products and innovative pricing models to its customers. The

client was also in an inevitable need to bring in cost effective delivery models

like Offshoring, ticket based pricing, risk & outcome based pricing to improve

bottom line. They effectively needed a partner who could strategically drive this

initiative by establishing a center of excellence onsite and offshore, working

closely with the client.

With a vision to be the market leader, the client was trying to create new

demands in the market for the SAP New dimensional products, Non-

availability of skilled resources and high consultant rates were hurting the

strategy. The client did not have either an extensive practice on the new

dimensional offerings or a center of excellence to develop proofs of concept

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and run behind new opportunities

Off-shoring is a new delivery model and the external/internal customers

apprehensions about this model was derailing their strategic intent of

improving bottom-line

Lack of strength in pre-sales related to new dimensional offerings

Integration of SAP system with other best-of-breed solutions was not

making sense as new dimensional offerings from SAP was a better bet,

both in terms of revenues as well as efficiency

TVSi entered into a relationship as a consulting partner and this relationship

was driven from top-down. The executive management of the client was very

keen to take this forward and it percolated from the top to the line managers

who had to do the coordination on a day-to-day basis.

TVSi & the Client conducted joint workshops to bring all stakeholders on the

same page with respect to this initiative.

A TVSi consultant was brought in to evolve an off-shoring strategy. This

allowed the client to explore the opportunity to reduce costs, service more

clients and ensure that the gaps due to non-availability of bandwidth do not

stop them in the future.

TVSi helped them by sharing its key people on the new dimensional SAP

offerings and bridged the gap that existed between the client and their ability to

service their customers. The initial 3 months of this engagement started as a

Confidence Building measure with the intention to drive this initiative forward to

a strategic level.

TVSi is also working together with the client in promoting new dimensional

offerings of SAP in doing proof of concepts during the pre-sales engagement,

and the client does the front-ending of their customer relationship.

This strategic partnership allowed TVSi and the client to go to market together,

drawing on mutual strengths.

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ABOUT TVSi

We are an Enterprise Solutions provider for core industries like Manufacturing, Automotive, Trading and

Distribution.

Since our inception, we have built long-term relationships with our customers serving their IT & ERP needs.

We help our customers to compete and grow by collaboratively solving their business problems through

technology solutions, and partnering with them on their IT transformation journey.

We are a part of $6 billion TVS group of companies well known for a century of Trust, Value & Service with a

wide foot print in multiple domains. With the backing from such a reputed group, we are right-sized to address

comprehensive IT needs and offer the advantages of nimbleness, flexibility, longevity, commitment to

completion and excellent support to our business relationships.

TVS INFOTECH LTD.

“ASV Chandilya Towers”, 7th Floor, 5/397, Rajiv Gandhi Salai (OMR),

Okkiyam Thoraipakkam, Chennai - 600096, India

P: +91 44 4909 8874 | F: +91 44 4909 8875