SAP Customer Business Planning - TekLink

Transcription

SAP Customer Business PlanningArvind BhaskarTekLink International Inc.

Revolutionize your Trade Management Capabilities usingSAP Customer Business PlanningASUG Session 2/2Arvind BhaskarTekLink International Inc.TekLink International PUBLICMay 3, 2016

Speaker BiosSession 2May 3, 2016Arvind BhaskarAssociate Vice President, TekLink International Inc. Session 1April 19,2016Over 15 years of experience working with SAP products (ECC, BW, CRM integration, BOBJ).Involved largely with projects at consumer packaged industries .Focus is delivery of BW-IP & BW on HANA. Very Hands-on.Strong function knowledge of area: such as TPM, SD, CO-PA (P&L etc)Lead BW architect for Accelerated TPM on HANA at Kelloggs’Part of Customer Business Planning testing & feedback team for SAP GermanyMBA Finance – Booth School of Business, University of ChicagoHariharan MargabandhuSenior Director, Business Analytics, TekLink International Inc. IT and Management consulting leader with 20 years cross-functional and cross-industryexperience in IT / Analytics strategy, roadmap and execution.Hari leads TekLink’s Analytics Advisory and Trade Management Solutions practice.A trusted partner to Analytics and Business Process Leaders, Hari’s expertise includes designingand improving information systems and business processes, and managing large programs witha focus on SAP tools and technologies. Hari is a SAP BW certified professional.Bachelors in Mechanical Engineering from Delhi UniversityMBA from Kellogg School of Management, Northwestern University.Teklink InternationalInc. 630-778-2115 CBP ASUG session 2Prevedére.com888-123-4567 tware.com5-Aug-143 3Page

AgendaWhy ng BlocksImplementingCBPWrap up andQ&ATeklink InternationalInc. 630-778-2115 CBP ASUG session 2Prevedére.com888-123-4567 tware.com5-Aug-144 4Page

Agenda Why Customer Business Planning Solution overview and Business Value Demo Plan overviewCustomer product hierarchyBuyer set upP&LPromotion Planning CBP Building blocks Implementing CBP Add-ons required How to roll up promotions, baseline and rates Wrap Up and Q&ATeklink InternationalInc. 630-778-2115 CBP ASUG session 2Prevedére.com888-123-4567 tware.com5-Aug-145 5Page

Why ng BlocksImplementingCBPWrap up andQ&ATeklink InternationalInc. 630-778-2115 CBP ASUG session 2Prevedére.com888-123-4567 tware.com5-Aug-146 6Page

Why CBP ? - an attempt to address some of Industry’s concerns:Retailers are expectingmanufacturer support toachieve their revenue andprofitability targetsRetailers are demandingbusiness plan tailored for thebuyer in their own languagesand KPIsRetailers look to their CPpartners for advice toimprove businessRetailers expect coordinatedsales promotions andmarketing campaigns to betailored to their shoppersTeklink InternationalInc. 630-778-2115 CBP ASUG session 2Prevedére.com888-123-4567 tware.comAbsent analysis – inability tomeasure profitability andeffectiveness of a customerbusiness plan-19% average ROI on tradepromotions (Capgemini)Source: SAP partner material7 7Page5-Aug-14

What is Customer Business Planning?a real-time collaborative solution, empower your Account manager,increase sales profitabilitynon-promotional& chyVersionSAP CBPSAP TPMInternal &Retailer TargetsMonitoringSAP ECCPredictiveAnalysisSAP DSiMSource: SAP partner materialTeklink InternationalInc. 630-778-2115 CBP ASUG session 2Prevedére.com888-123-4567 tware.com5-Aug-148 8Page

Why ng BlocksImplementingCBPWrap up andQ&ATeklink InternationalInc. 630-778-2115 CBP ASUG session 2Prevedére.com888-123-4567 tware.com5-Aug-149 9Page

CBP - Adding Sales Perspective to IBPCustomer PlanningSet companytargets and budgetCascade budgetandmarketing/categorytargets down toplanning levelAssortmentand PricePlanningFinancialPlanningPromotion ell-in OPExecuteMarket &categoryanalysisGuidelines andbudgetallocation rulesActual vsplannedvolumes andvalues percustomer P&LActual DemandPlanningSupplyInsightsPost EvaluationActual dataSource: SAP partner materialTeklink InternationalInc. 630-778-2115 CBP ASUG session 2Prevedére.com888-123-4567 tware.com5-Aug-1410 10Page

Customer Business Planning1. Manage Overall Process to drive decisionsthat balance non promotional andpromotional activities2. Allow KAM to understand how to impactvolume and margin from internal and retailerperspective while planning3. Actively manage execution and towardsoverall plan and foster shift towardsprofitable promotionsTeklink InternationalInc. 630-778-2115 CBP ASUG session 2Prevedére.com888-123-4567 tware.com5-Aug-1411 11Page

Customer Business Planning Retailer Targets and Buyers Define buyers for a category atthe retailer Maintain targets for each buyerwhich will be used for planmonitoring Planning Hierarchy &Assortment Define a planning hierarchy toalign with retailer producthierarchy and get new levels ofagility Assign buyers to planning nodesand ease the analysis of the plan List and delist products forsimulation and consideration ofnew product introductionTeklink InternationalInc. 630-778-2115 CBP ASUG session 2Prevedére.com888-123-4567 tware.com Price and Volume Planning Adjust baseline based on accountmanagers knowledge (e.g. Newstores opening, ) Simulate price changes andevaluate overall plan impact Plan based on trading units andconsumer units Real time visibility and insight onsales and promotion performance Monitor the effectiveness andprofitability of the plan frommanufacturer’s and customer’sperspective5-Aug-1412 12Page

Why ng BlocksImplementingCBPWrap up andQ&ATeklink InternationalInc. 630-778-2115 CBP ASUG session 2Prevedére.com888-123-4567 tware.com5-Aug-1413 13Page

Demo MapCalendarPromotionplanningBuyer setup &TargetsP&LCPH (customerproducthierarchy)AssortmentTeklink InternationalInc. 630-778-2115 CBP ASUG session 2Prevedére.com888-123-4567 tware.com5-Aug-1414 14Page

Why ng BlocksImplementingCBPWrap up andQ&ATeklink InternationalInc. 630-778-2115 CBP ASUG session 2Prevedére.com888-123-4567 tware.com5-Aug-1415 15Page

Building Blocks Responsibility Area Internal targets Buyer set up & external targets CPH (Custom Product Hierarchy) Assortment Promotion planning configurationTeklink InternationalInc. 630-778-2115 CBP ASUG session 2Prevedére.com888-123-4567 tware.com5-Aug-1416 16Page

Responsibility areaEmployeePositionPlan Prof. Grp.ResponsibilityAreaCRM territory1)2)3)4)Account/Hier NodeProduct category/Hier NodeShop format (SUP, HYP.)Sales AreaBuyers Responsibility area is the central object for a CBP plan The Responsibility areas define the customer/category combinations a KAM has to work with. ONLY 1 customer/hierarchy node can be assigned to a responsibility area. BAdI available to allow for implementation without CRM territory managementTeklink InternationalInc. 630-778-2115 CBP ASUG session 2Prevedére.com888-123-4567 tware.com5-Aug-1417 17Page

Buyer Setup & external targets Define buyers for responsibility area Set external-targets at the buyer levelTeklink InternationalInc. 630-778-2115 CBP ASUG session 2Prevedére.com888-123-4567 tware.com5-Aug-1418 18Page

Internal targets Internal targets are ‘Manufacturer’s targets’ Defined for a Responsibility area year Internal targets can be uploaded using a file Actuals are sourced from LE (Latest Estimate) in the monitor Enhancements to determining internal-targets maintenance are part of CBP 2.0Target uploaded from file into CRMTeklink InternationalInc. 630-778-2115 CBP ASUG session 2Prevedére.com888-123-4567 tware.com5-Aug-1419 19Page

Customer Product hierarchy Product picker view displays ECC product hierarchy User can drag & drop these to complete the customer product hierarchy Data is saved online to BW Assign buyers to nodes in CPHBWTeklink InternationalInc. 630-778-2115 CBP ASUG session 2Prevedére.com888-123-4567 tware.com5-Aug-1420 20Page

Assortment List and de-list itemsTeklink InternationalInc. 630-778-2115 CBP ASUG session 2Prevedére.com888-123-4567 tware.com5-Aug-1421 21Page

Promotion planning configuration Define promotion types for CBP This will define the behavior of CBP when creating apromotion from the plan Integrated Planning profile groups This will enable the integration with integrated planningin BW In BW, planning functions are grouped in transactionRSCRM EVENTCUST Planning functions for detailed promotions/ draftpromotions Copy data (baseline)Calculate upliftCopy promotions to shadow DSOEnrich with additional data to match CBP planningstructureTeklink InternationalInc. 630-778-2115 CBP ASUG session 2Prevedére.com888-123-4567 tware.com5-Aug-1422 22Page

Why ng BlocksImplementingCBPWrap up andQ&ATeklink InternationalInc. 630-778-2115 CBP ASUG session 2Prevedére.com888-123-4567 tware.com5-Aug-1423 23Page

Software componentsCRMBWCBP add-onBW 7.4 Latest BI contentTeklink InternationalInc. 630-778-2115 CBP ASUG session 2Prevedére.com888-123-4567 tware.comCBP add-onCRM EHP3ATPM add-onSAP UI5-Aug-1424 24Page

Introducing CBP in your landscape Customers with existing A-TPM landscape consider: Evaluate if the CBP P&L meets the business requirement Build: New-DSOs, Aggregation levels. etc Queries Planning functionsby copying the delivered CBP objects Custom solution to Roll-up existing promotions to CBP planImplement planning functions make LE calculations: bring in actuals, use of list price .etcDecide if Territory management can be implemented or BAdI should be usedEvaluate TU/CU product (GTIN) applicability and implementation approachNew Customer (no ATPM) Evaluate if CBP P&L structure meets requirementAdopt the delivered structure if only minor deviations are observedDecide if the architecture to capture Actuals, Baseline etc work with your set-upUse CBP-Plan and Scenario infoobject in your ATPM DSO / Use the CBP delivered DSO for ATPMThese are Author/speaker’s (Arvind Bhaskar’s) opinion and in no way represent SAP’s position or TekLink’s positionTeklink InternationalInc. 630-778-2115 CBP ASUG session 2Prevedére.com888-123-4567 tware.com5-Aug-1425 25Page

Customer Business PlanningWhy ng BlocksImplementingCBPWrap up andQ&ATeklink InternationalInc. 630-778-2115 CBP ASUG session 2Prevedére.com888-123-4567 tware.com5-Aug-1426 26Page

Wrap-upCBP allows KAMs to get a manufacturer and retailer(buyers, Customer product hierarchy) perspectives on P&LCBP is integrated with Accelerated Trade promotionplanningAdd-ons on BW & CRM are required for using CBP in yourlandscapeTeklink InternationalInc. 630-778-2115 CBP ASUG session 2Prevedére.com888-123-4567 tware.com5-Aug-1427 27Page

ContactsArvind Bhaskar(Session 2)May 3, 2016Arvind.Bhaskar@teklink.comHariharan Margabandhu(Session 1)Apr 19, 2016hariharan.margabandhu@teklink.comTeklink InternationalInc. 630-778-2115 CBP ASUG session 2Prevedére.com888-123-4567 tware.com5-Aug-1428 28Page

Your Trusted Analytics and Planning PartnerBWoH & HANA EnterpriseTrade Promotions on HANABig Data TechnologiesBusinessObjectsBI Strategy & RoadmapBig Data Adoption StrategyBI Center of ExcellenceGlobal Delivery & SupportBPC ConsolidationBPC & IP PlanningSimple Finance PlanningInnovation Labs & PoCBPC AcceleratorsCloud & Technical ServicesTeklink InternationalInc. 630-778-2115 CBP ASUG session 2Prevedére.com888-123-4567 tware.com5-Aug-1429 29Page

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Over 15 years of experience working with SAP products (ECC, BW, CRM integration, BOBJ). Involved largely with projects at consumer packaged industries . Focus is delivery of BW-IP & BW on HANA. Very