unwiring an enterprisesapvod.edgesuite.net/sapphirenow/sapphirenow_orlando2012/pdfs/… · unwiring...

Unwiring an Enterprise

Greg Kull – The Principal Consulting Inc.

This presentation explains how OraSure Technologies

and The Principal Consulting (TPC), an SAP partner,

leveraged a rapid deployment of mobile sales in SAP

CRM. Hear real-life lessons learned about the steps

they took to enhance production and sales operations.

The Principal Consulting Inc. 2

Company summaries

E X P E C T M O R E . AC H I E V E M O R E .


• Location: Bethlehem, Pennsylvania

• Industry: Pharmaceuticals – point of care and oral fluid collection devices

• OraSure Technologies develops, manu-factures, and markets oral fluid specimen collection devices using proprietary oral fluid technologies, diagnostic products including immunoassays and other in vitro diagnostic tests, and other medical devices

• Revenue: < $100 million

• Employees: 300+

• Web site: www.orasure.com

OraSure Technologies: Quick facts


Heritage TPC is a recognized SAP Customer Relationship Management (SAP CRM)

powerhouse. TPC’s SAP CRM experience is deep, with a noteworthy number of

their team members starting their careers at SAP Labs, developing, architecting, and enhancing the SAP CRM application. TPC is still doing this today.

Experienced team members • 70+ SAP CRM projects in 7 years

• SAP CRM 7.0 ramp-up engagements

• TPC SAP CRM 7.0 competency center

• Jointly working with SAP to develop

SAP CRM enhancements, such as

social media Integration

Strong business relationship with SAP • Designation as a “select consulting partner”

in the Consulting Partner Program at SAP

• Joint marketing activities for SAP PartnerEdge program

• Co-innovation activities with SAP

• Trained in SAP CRM 7.0 and

enhancement package 1

• Many with 10+ years of experience

in SAP CRM

• Trained in SAP Web Channel

Experience Management

The Principal Consulting: CRM origins


TPC stands out in the SAP services market as a pioneer of enterprise mobility

and as a recognized opinion leader for several reasons worth highlighting:

Early successes • One of the first SAP services partners to work with Sybase mobile technologies

• One of the first Sybase Unwired Platform and mobile sales implementations in North America

• One of the first SAP partners for mobile solutions to go through SAP-endorsed solution certification

Depth and experience TPC’s mobility architects, specialists, and developers have been enabling enterprise mobility for 10+

years. With the most Sybase Unwired Platform and mobile sales experience in North America, TPC is the

first services partner worldwide to be SAP-certified for mobile apps and infrastructure rapid-deployment

solutions, which include SAP Afaria and Sybase Unwired Platform.

Mobile sales When deploying mobile sales in SAP CRM, you need both a CRM expert and a mobility expert. TPC is

both. TPC is the only SAP services partner certified for mobile sales rapid-deployment solutions in the

United States.

Real successes and best practices Leader in successful enterprise mobile deployment with over 30 success stories to share, over 24,000

live mobile users, including SAP Afaria, Sybase Unwired Platform, and native application development

The Principal Consulting: Excellence in mobility


SAP Rapid Deployment solutions:

Mobile sales in SAP CRM



SAP CRM rapid-deployment solution for mobile sales

.

• Rapid delivery in as few as 6 to 8

weeks

• An affordably priced solution

• Includes preconfiguration content

and knowledge transfer to key

users

• Reduces resource requirement

from business and IT

• A clear path to your full mobility

vision

This offering is designed to provide compelling SAP CRM sales functionality

quickly and affordably using iPad, iPhone, Blackberry, and Windows Mobile


Features and components

Account management Quickly access all information necessary to manage sales accounts from a single, comprehensive view

Contact management Manage your contacts in rapid-deployment solution for mobile sales in SAP CRM

Activity management Manage your schedule and activities from your mobile device. All information is synchronized with the SAP CRM

back end for data consistency throughout the organization.

Lead management Manage your leads to determine their potential to become opportunities. New leads appear instantly as they are

assigned in the SAP CRM system.

Opportunity management Opportunity management enables you to control your sales process. New opportunities appear instantly as they

are assigned in the SAP CRM system.

Native app integration Integrate mobile sales apps with the native applications, such as calendar, contacts, maps, and phone

Analytics Run predefined reports for pipeline analysis, top opportunities, and top-risk opportunities. Review charts and key

reports, based on real-time information, to prioritize actions to achieve sales objectives in the most efficient

manner.


Key deliverables

• Project scoping and system validation

• SAP NetWeaver Mobile and gateway for SAP

NetWeaver installation

• Project documents: blueprint, project plan, and

WBS activities

• Configuration of the SAP CRM rapid-deployment

solution for mobile sales

• Configuration of SAP NetWeaver Mobile

• Install Sybase Unwired Platform and generate and

deploy entity set definition for mobile applications

(ESDMA)

• Knowledge transfer to key users on the configured

rapid-deployment solution for mobile sales

• Train the trainers

• Support for going live

• Provide the IT infrastructure (server)

• Establish fixed contact persons in the business

and IT departments to understand their processes

• Conduct end-user training

• Carry out performance testing

What did TPC deliver? What did OraSure have to do?


Implementation summary



Rapid-deployment for mobile sales: Phase overview

Start Deploy Run

1 2 3 4

Project management

Kick-off workshop

Business process

management

Technical solution

management

Implementation

Performance testing

Key-user workshop

Data management

Transport

End-user training

Customer testing

Project sign-off and

support

TPC involvement OraSure involvement


Solution landscape

• SAP CRM 7.0

• SAP NetWeaver 7.0

• Sybase Unwired Platform 2.0

• SAP Afaria 6.6 (installed and deployed separately by TPC)


• Understand OraSure’s current CRM

business process

• Install and deploy mobile sales in SAP

CRM 1.2

• Perform system and functional analysis

and finalize the reporting requirements

• Install and configure the following

software:

o SAP NetWeaver Mobile 7.0

o Sybase Unwired Platform 2.0

o SAP Afaria 6.6

• Develop custom data-distribution rules

as per business requirement

Objectives


• Perform new SAP CRM installation

• Customize SAP CRM configuration for specific load parameters, organization filters, and technical settings

• Establish technical environment for installation of infrastructure and mobile interface

• Go live with mobile sales along with the rollout of SAP CRM

• Host systems on virtual machines

Challenges and opportunities


• Implemented SAP CRM rapid-deployment solution for mobile sales on iPads

• Installed and configured multiple landscape systems

• Set up custom data-distribution rule based on territory management*

• Simultaneous sales orders and quotation*

• Deployed SAP Afaria mobile device management solution per customer policy requirements*

*Outside of rapid-deployment solution implementation

Highlights


• Enable sales teams to be in touch with the SAP CRM system for their day-to-day business transactions, irrespective of their location

• Enhance production and improve sales operations

• Provide an easy to implement, highly integrated, flexible, and scalable solution

• Provide one place to manage all sales activities

• Make it easy to obtain reports: pipeline, top opportunities, and so on

Benefits


Key takeaways for rapid-deployment of mobile sales

Faster to deploy and easier to consume

• Rapid deployment – Delivers essential mobile sales functionality in as

few as 8 weeks

• Reduced complexity – A robust mobile sales solution from a single

vendor with superior global support means fewer worries for you

1

2

3

Building for success

• Foundation for growth – Start small, prove the value of this solution,

and then grow on your schedule, if needed

Competitively priced

• Predictable costs – Low, predetermined fees, and clearly outlined

deliverables mean no hidden fees for the delivered solution


Greg Kull Managing Director

267.337.2016

[email protected]

The Principal Consulting, Inc. 18 Confidential

Always available to help . . .

Alok Shrivastava Director, Enterprise Solutions

972.333.0111

[email protected]

Booth # 336

mailto:[email protected]

The Principal Consulting, Inc. 19 The Principal Consulting, Inc. 19 Confidential

We look forward to serving you.

Thank you.


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