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Pre-Sales Business Analysis (1)

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SAP Business One
PUBLIC
SAP Business One
Accelerated Implementation Program
Pre-Sales Business Analysis
Release Family 8.8
August 2011
Purpose
This document can be used during the pre-sales phase to record information about a customer’s
key processes. The information can be used to prepare demonstrations during the pre-sales
phase.
The information recorded here can be provided to the implementation team during the handover
from sales.
Contents
1.
General Business Overview .................................................................................................. 3
1.1. Introduction ................................................................................................................... 3
1.2. Analysis of the “To-Be Situation” .................................................................................. 3
1.3. Company Structure ....................................................................................................... 3
1.4. Current IT Landscape ................................................................................................... 3
1.5. Company Analysis ........................................................................................................ 3
1.6. Industry and Competitive Analysis ............................................................................... 4
2.
Business Process Snapshot ................................................................................................. 5
2.1. Financials ...................................................................................................................... 5
2.2. Purchasing Process ...................................................................................................... 5
2.3. Sales Process ............................................................................................................... 6
2.4. CRM – Opportunities .................................................................................................... 7
2.5. MRP .............................................................................................................................. 7
2.6. Inventory (Stock) Management .................................................................................... 7
2.7. Production ..................................................................................................................... 8
2.8. Country-Specific Processes ......................................................................................... 8
3.
Copyrights, Trademarks, and Disclaimers ........................................................................ 10
© SAP AG 2011
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Pre-Sales Business Analysis
1. General Business Overview
1.1.
Introduction
Include a brief description of the company and their business.
1.2.
Analysis of the “To-Be Situation”
What ar e the main r easons to look for a new ER P pac kage?
a. What problems are expected to be solved with SAP Business One?
b. What new opportunities do you see with SAP Business One?
c. Do you see any potential gaps that cannot be solved?
d. How can the critical success factors be measured?
How c an the critical success factors be meas ured?
1.3.
Company Structure
Describe the structure of the company:

Sites

Plants

Warehouses

Locations

Company organization chart
1.4.
Current IT Landscape
Describe the IT Landscape used to run the company’s core business processes:

Hardware

Purchased software

Custom (home written) software)

IT staffing level and expertise
1.5.
Company Analysis

How can the company be characterized (trade / production / services / mixed)?

How many employees work in the company?

How many divisions or departments does the company have? How many employees work
in each division or department?

Does the company physically stock materials? How many locations / warehouses?
© SAP AG 2011
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Pre-Sales Business Analysis
1.6.
Industry and Competitive Analysis

How would you classify the vertical industry of the company? Specify the characteristics of
this industry.

Describe the customer base (how many customers, relative size of customers, specific
requirements of customers).

Describe the competitors, and what distinguishes the company from the competitors? Why
does a customer make purchases from this company and not from its competitors?

Who are the suppliers? What distinguishes the different types of suppliers?
© SAP AG 2011
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Pre-Sales Business Analysis
2. Business Process Snapshot
Note: These questions can assist you in preparing demonstrations during the sales cycle. They can
also provide useful background information for the implementation team.
2.1.
Financials
What are the posting periods used within the
fiscal year?
Are there approvals or sign-off required for
financial documents?
What currencies are used by the company, its
customers, and suppliers?
Does the company track accounting by:
 Project?

Cost Centre?
Is there a budget process?
How are fixed assets recorded and
depreciated?
How are payments made to and from the
company?

Bank transfer

Cash

Check

Credit card

Direct debit

Bills of exchange

Other
2.2.
Purchasing Process
Is the procurement process centralized or
decentralized?
Describe the purchasing process for items and
raw materials, including:

External systems and interfaces

Item data used in purchasing

Documents used in purchasing

Purchase Quotation

Purchase Order

Goods Receipt Purchase Order
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Pre-Sales Business Analysis

Return

Purchase invoice

Credit Note

Other
Describe the purchasing process for non-item
related purchases (services, expenses, etc.)

External systems and interfaces

Documents used:

Purchase Quotation

Purchase Order

Goods Receipt Purchase Order

Return

Purchase invoice

Credit Note

Other
How many suppliers does the company have?
What reports are used in purchasing?
What is the main purpose of each report?
Who is responsible for:
 Managing suppliers?
 Placing orders?
 Approving orders?
 Receiving order deliveries into the
warehouse?
 Invoices and credit notes?
2.3.
Sales Process
Is the sales process centralized or
decentralized?
Describe the sales process for items and
services, including:

External systems and interfaces

Item data used and recorded during
sales

Documents used in the sales process:
 Sales Quotation
 Sales Order
 Delivery
 Return
 Sales invoice
 Credit Note
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Pre-Sales Business Analysis

Other
How many customers does the company
have?
How many items does the company use in the
sales process?
Who is responsible for:
 Managing customers?
 Sales orders and quotations?
 Returns processing?
 A/R including aging?
Does the company offer service and support
for its products or services?
2.4.
CRM – Opportunities
What general information is currently
recorded for prospects?
Does the company track and follow up
activities involving prospects?

Phone calls

Tasks/activities

Email

Other
2.5.
MRP
Is requirements planning used in the
company?
Is requirements planning based on:





Existing stock?
Purchase orders?
Customer orders?
Production orders?
Minimum stock levels?
What is the planning sequence and
interval?
2.6.
Inventory (Stock) Management
How many warehouses or storage locations
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Pre-Sales Business Analysis
are used?
Are products marked with serial and / or
batch registration?
How are items valued (standard cost price,
moving average, FIFO)?
What warehouse documents are used?

Pick Lists

Stock lists

Cycle count lists

Barcodes

Other
Who is responsible for?
 Goods receipts and goods issues?
 Stock transfers?
 Stock counts?
2.7.
Production
Are products produced or assembled by the
company?

Number of products
Are bills of materials used in the production
or assembly?
Who is responsible for:
 Goods receipts and goods issues?
 Stock transfers?
 Planning and release from
production?
2.8.
Country-Specific Processes
Include country-specific questions here. For example, bank statement processing, taxes, etc.
Business Process
© SAP AG 2011
Questions
8
Pre-Sales Business Analysis
© SAP AG 2011
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Pre-Sales Business Analysis
3. Copyrights, Trademarks, and
Disclaimers
© Copyright 2011 SAP AG. All rights reserved.
The current version of the copyrights, trademarks, and disclaimers at
http://service.sap.com/smb/sbocustomer/documentation is valid for this document.
© SAP AG 2011
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