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TRANSCRIPT
Best in France case study
SAP in FranceBest in France Case Study
September 2003 – May 2004
Mrs. Chalandon – Mr. Duchesne – Mr. Egret – Mr. Fischer – Mr. Hébert
Best in France case study
• Part 1 : You said SAP ?
• Part 2 : Conquest of France
• Part 3 : Golden Rules
Best in France case study
Part 1 : You said SAP ?
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dSAP ?
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Golden
Rules
Best in France case study
• German company• Created in 1973• 28 900 employees, in 50 countries• Number 1 in ERP software • 12 500 clients, 1 500 partners, 23 industry
solutions• 2003 turn over / profits : 7,025 / 1,08 Billion €
SAP AG
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dSAP ?
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Golden
Rules
Best in France case study
• ERP software: SAP R/3, Business One (solution for SMB)
• Maintenance (follow-up of the current customers)
• Consulting
• Training
Products & services
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dSAP ?
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Golden
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Best in France case study
• SAP clients are companies
• 12 500 companies, 12 million of users
• 800 companies in France
Clients
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dSAP ?
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Golden
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Best in France case study
SAP in France (SAP France SA)
• SAP came to France in December 1987
• 366 M€ of sales
• 639 employees
• 40% on the French market
• More than 800 clients
• Business: ERP software, maintenance, consulting and training
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dSAP ?
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Golden
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Best in France case study
SAP in France (European HQ)
• Corporate entity in Paris• In charge of international operations
management• Directed by Leo APOTHEKER
• Vice-president of SAP AG• President of SAP France
Crucial position of the French BU
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dSAP ?
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Golden
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Best in France case study
SAP in France (SAP Labs)
• R & D entity in Sophia Antipolis (1998)• Leads the research in innovative technology to
ensure that SAP remains on the cutting edge of e-business development
• Bridges the gap between local market demands and SAP's development organization
• Facilitates the country-specific and industry-specific enhancements to software
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dSAP ?
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Golden
Rules
Best in France case study
Part 2 : Conquest of France
You sa
idSAP ?
Conquest o
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France
Golden
Rules
Best in France case study
• Proximity to their French customers
• Contact B to C primordial, but difficult to do from Germany
• Permit to develop the French business network
Why did SAP come to France?
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idSAP ?
Conquest o
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France
Golden
Rules
Best in France case study
• Corporate value : Spirit of INNOVATION
• European state of mind– Integrity– Responsibility– Customers’ satisfaction
Company Values
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idSAP ?
Conquest o
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France
Golden
Rules
Best in France case study
• Labour law• Complexity due to the 35h law (consulting)• Labor unions• French “comité d’entreprise”
• Company Law• NRE (New Economic Regulation)
– Financial Security Law– People and company Tax system
• Consulting market very competitive
French market constraints
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idSAP ?
Conquest o
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France
Golden
Rules
Best in France case study
• Size of the potential Market• No major concurrent settled in France• Skills of employees• Financial advantages when installing in certain
parts of France• French culture is an European one• The French Riviera presents ideal working
environment for R & D teams
French Market Advantages
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idSAP ?
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f
France
Golden
Rules
Best in France case study
Adaptations to French Market
• At the beginning:• Necessity of German speaking people (enabling
communication with the corporate)• SAP France founded by a French-German
Manager
• Nowadays:• French management• Multicultural teams (cross-cultural benefits)
You sa
idSAP ?
Conquest o
f
France
Golden
Rules
Best in France case study
Adaptations to French Market
• In general:– Need for translation of the Software– Development of the consulting activity– Understanding of the French culture
(particularly its social aspects)– France is one of the two hardest cultures for
SAP, along with the Japanese oneYou
said
SAP ?
Conquest o
f
France
Golden
Rules
Best in France case study
Part 3 : Golden Rules
You sa
idSAP ?
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f
Franc
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Golden
Rules
Best in France case study
• Use French consultants for good integration aware of :– Social and company law– Local implementation in such a business
• Take care of the juridical status of the firm– SAS ? SARL ?– SA ?
• Be careful during social negotiations• Acquired advantages generally are long-lasting
Advices for other firms
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Golden
Rules
Best in France case study
• Recruit a good HR Manager first !• Experienced in social negotiations
• Take note that there’s a thin gap between social and political unions’ claims
• Make employees to take advantage of the French quality of Life
Advices for other firms
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idSAP ?
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Golden
Rules
Best in France case study
• Emmanuelle BRUN• Chief Financial Officer
• Sylvie PAUTOU• Administrative and financial director
• Sandrine LAFUENTE• Large Accounts manager
Thanks to
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Best in France case study
• Site SAP France• www.sap.com/france
• Bun & Bradstreet• www.dnb.com
• Site des marchés extérieurs• www.dree.org
Bibliography
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Golden
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Best in France case study
• Anne-Sophie Chalandon [email protected]
• Edouard [email protected]
• Michael [email protected]
• Viktor [email protected]
• Quentin [email protected]
Our Team
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Golden
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