excellence on the new dimensional offerings of sap for … upgrade_casestudy_ict.pdf · excellence...
TRANSCRIPT
Excellence on the new dimensional offerings of SAP
for one of the largestSAP services provider
l
www.tvsinfotech.com |1
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
l
www.tvsinfotech.com |2
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.
l
www.tvsinfotech.com |3
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