Winshuttle Whiteboards
WINSHUTTLE WHITEBOARDS Current Draft – September 3, 2014 Abstract Whiteboard frameworks for engaging conversations with customers and prospects
These whiteboards are the results of an ongoing collaborative effort across Winshuttle. Please direct feedback and questions to your Partner Manager:
List of Partner Managers by Region
ATTENTION! This document is strictly confidential and as been made available to Winshuttle Partners only This document should NOT be distributed outside the Partner company.
Contents Why Change? ..............................................................................................................................2 Why Winshuttle? ......................................................................................................................10
Why Change?
Page 2
Why Change?
If you are a company running on SAP, you keep most of you important business data in SAP. The data in your SAP system is the foundation for everything else. All operations, including business processes and transactions depend on this data. Most decisions also rely on the data in the system.
Page 3
Why Change?
Gartner and other analysts will tell you that, on average, 25% of the data in your system is either incomplete or inaccurate. This will cause interruptions in your operations. E.g., delivery trucks turning up at the wrong customer addresses or spare parts not being located with needed. [Prep: Before talking to your prospect think of examples of data-related business interruptions relevant to their specific industry and business] Bad data also affects decision-making. Important decisions rely on accurate data and making wrong or suboptimal decisions can be very costly and steer a company in the wrong strategic direction.
Page 4
Why Change?
In the coming years, all companies are facing an enormous data growth. The growth could be driven by:
Organic growth Acquisitions Supply chain segmentation (product variations) More distribution channels (mobile, web, etc.) Larger vendor or partner network Entry into new markets Etc.
All companies will experience huge data growth, but the drivers are difference in different industries. [Prep: Do you your homework before talking to a prospect and find out what specific trends or strategic initiatives will drive data growth for the that specific industry and company]
Page 5
Why Change?
Feeding the SAP system with all the data required to run the business is a significant task. Not only does a huge amount of data need to be entered into the system, there is also a huge manual workload involved in collecting and validating this data before it goes into the system. This is often done with basic email-based processes. Paper forms are still commonplace in many scenarios too. Many companies are also experiencing new sources of data. E.g. mobile devices, business partner collaboration, smart machinery, etc. This only adds to the flow of incoming data. Companies invest in SAP so they can run their business on it and make better decisions based on the aggregated enterprise-wide reporting. However, this all relies on the data being loaded into the system in the first place and most companies are taken by surprise when they realize the amount of time and resources required to “feed the beast.”
Page 6
Why Change?
All of the work associated with collecting data, validating data and moving data into the system, creates a data management “tax.” This tax will increase exponentially over time as the amount of data grows. This tax is twofold:
Direct Costs: Lots of people time is dedicated to dealing with this data “tax” overhead. Not only are people in dedicated data teams spending fulltime on this, throughout the business 100s or 1000s of individuals are spending 1-3 hours a day dealing with manual SAP work. Time that would be better spent on value-added work. Indirect Costs: You can never eliminate human errors and manual work does not scale, so more and more delays and errors will creep into your data. Delays and errors in your data can cause costly business interruptions and suboptimal decision-making. [Note: Drilling into the indirect costs and identifying what those mean to the business takes the conversation beyond simple efficiency gains.]
Urgency: Even if you did nothing right now, you will keep adding to these costs because of the growth in data.
Page 7
Why Change?
You will need to reverse this trend. You can do this by automating data management tasks and relying less on manual work.
Implement workflows that automatically collects data from multiple stakeholders. Smart interfaces that validates the data at the point of entry. Deploy data upload tools that emanate manual data entry.
This will move you from delays and errors to a world of speed and accuracy.
Page 8
Why Change?
As an example of a customer we have worked with that have gone through this transformation is a $19 billion dollar Fortune 500 consumer products company. As a consumer product company, they face facing enormous data growth from supply chain segmentation and a multitude of new sales channels. To stay competitive, this company is highly focused on constantly reducing the time-to-market when introducing new products. The entire process from idea to shelf takes roughly 18 months. In those 18 months, they had a 60-day period where all they did was collecting, validating and moving data before manufacturing could start. They managed to reduce this data tax from 60 days to 15 days. Now new products enter the market quicker, making this company more competitive and they can realize revenue sooner. [Prep: Replace this example with an appropriate success story that is relevant to the prospect’s industry.]
Page 9
Why Winshuttle?
Page 10
Why Winshuttle?
Throughout your organization, there are potentially 1000s of use cases where people are dealing with manual data work, whether that be keying data into SAP or collecting data from other people. Let us classify all these use cases based on complexity and volume. And by volume we mean number of users, amount of data, frequency of use case, etc.
Page 11
Why Winshuttle?
For use cases where the data volume is low and the complexity is also relatively low, you will probably just keep dealing with it manually. In the other end of the spectrum, you have use cases where the data volume is high and the complexity is high. These use cases are worth solving with “big solutions” that requires significant time and budget. We are consistently seeing in large companies that there is a huge gap in the middle of unmet needs that are significant problems that you cannot keep dealing with manually, but they are not quite big enough that you can justify “2 million dollars and 18 months” to solve the problem. This gap presents a backlog with IT and the business often ends up trying to solve the problems themselves with ad-hoc solutions.
Page 12
Why Winshuttle?
Winshuttle provides a platform for building lean solutions that replace all of the uncontrolled and inefficient ad-hoc solutions. Winshuttle empowers business analysts, in IT or in the business, that are close to the problems to take a more active role in solving the problems. Core capabilities are everything you need for building apps that deal with the data management “tax”:
Data Collection Data Validation Data Movement
Complementing these capabilities Winshuttle provides the needed infrastructure for security, governance and solution lifecycle management. [Prep: For existing customers, use current use cases that are already implemented as examples of Winshuttle solutions.
Page 13
These whiteboards are the results of an ongoing collaborative effort across Winshuttle. Please direct feedback and questions to your Partner Manager:
List of Partner Managers by Region
ATTENTION! This document is strictly confidential and as been made available to Winshuttle Partners only This document should NOT be distributed outside the Partner company.
Contents Why Change? ..............................................................................................................................2 Why Winshuttle? ......................................................................................................................10
Why Change?
Page 2
Why Change?
If you are a company running on SAP, you keep most of you important business data in SAP. The data in your SAP system is the foundation for everything else. All operations, including business processes and transactions depend on this data. Most decisions also rely on the data in the system.
Page 3
Why Change?
Gartner and other analysts will tell you that, on average, 25% of the data in your system is either incomplete or inaccurate. This will cause interruptions in your operations. E.g., delivery trucks turning up at the wrong customer addresses or spare parts not being located with needed. [Prep: Before talking to your prospect think of examples of data-related business interruptions relevant to their specific industry and business] Bad data also affects decision-making. Important decisions rely on accurate data and making wrong or suboptimal decisions can be very costly and steer a company in the wrong strategic direction.
Page 4
Why Change?
In the coming years, all companies are facing an enormous data growth. The growth could be driven by:
Organic growth Acquisitions Supply chain segmentation (product variations) More distribution channels (mobile, web, etc.) Larger vendor or partner network Entry into new markets Etc.
All companies will experience huge data growth, but the drivers are difference in different industries. [Prep: Do you your homework before talking to a prospect and find out what specific trends or strategic initiatives will drive data growth for the that specific industry and company]
Page 5
Why Change?
Feeding the SAP system with all the data required to run the business is a significant task. Not only does a huge amount of data need to be entered into the system, there is also a huge manual workload involved in collecting and validating this data before it goes into the system. This is often done with basic email-based processes. Paper forms are still commonplace in many scenarios too. Many companies are also experiencing new sources of data. E.g. mobile devices, business partner collaboration, smart machinery, etc. This only adds to the flow of incoming data. Companies invest in SAP so they can run their business on it and make better decisions based on the aggregated enterprise-wide reporting. However, this all relies on the data being loaded into the system in the first place and most companies are taken by surprise when they realize the amount of time and resources required to “feed the beast.”
Page 6
Why Change?
All of the work associated with collecting data, validating data and moving data into the system, creates a data management “tax.” This tax will increase exponentially over time as the amount of data grows. This tax is twofold:
Direct Costs: Lots of people time is dedicated to dealing with this data “tax” overhead. Not only are people in dedicated data teams spending fulltime on this, throughout the business 100s or 1000s of individuals are spending 1-3 hours a day dealing with manual SAP work. Time that would be better spent on value-added work. Indirect Costs: You can never eliminate human errors and manual work does not scale, so more and more delays and errors will creep into your data. Delays and errors in your data can cause costly business interruptions and suboptimal decision-making. [Note: Drilling into the indirect costs and identifying what those mean to the business takes the conversation beyond simple efficiency gains.]
Urgency: Even if you did nothing right now, you will keep adding to these costs because of the growth in data.
Page 7
Why Change?
You will need to reverse this trend. You can do this by automating data management tasks and relying less on manual work.
Implement workflows that automatically collects data from multiple stakeholders. Smart interfaces that validates the data at the point of entry. Deploy data upload tools that emanate manual data entry.
This will move you from delays and errors to a world of speed and accuracy.
Page 8
Why Change?
As an example of a customer we have worked with that have gone through this transformation is a $19 billion dollar Fortune 500 consumer products company. As a consumer product company, they face facing enormous data growth from supply chain segmentation and a multitude of new sales channels. To stay competitive, this company is highly focused on constantly reducing the time-to-market when introducing new products. The entire process from idea to shelf takes roughly 18 months. In those 18 months, they had a 60-day period where all they did was collecting, validating and moving data before manufacturing could start. They managed to reduce this data tax from 60 days to 15 days. Now new products enter the market quicker, making this company more competitive and they can realize revenue sooner. [Prep: Replace this example with an appropriate success story that is relevant to the prospect’s industry.]
Page 9
Why Winshuttle?
Page 10
Why Winshuttle?
Throughout your organization, there are potentially 1000s of use cases where people are dealing with manual data work, whether that be keying data into SAP or collecting data from other people. Let us classify all these use cases based on complexity and volume. And by volume we mean number of users, amount of data, frequency of use case, etc.
Page 11
Why Winshuttle?
For use cases where the data volume is low and the complexity is also relatively low, you will probably just keep dealing with it manually. In the other end of the spectrum, you have use cases where the data volume is high and the complexity is high. These use cases are worth solving with “big solutions” that requires significant time and budget. We are consistently seeing in large companies that there is a huge gap in the middle of unmet needs that are significant problems that you cannot keep dealing with manually, but they are not quite big enough that you can justify “2 million dollars and 18 months” to solve the problem. This gap presents a backlog with IT and the business often ends up trying to solve the problems themselves with ad-hoc solutions.
Page 12
Why Winshuttle?
Winshuttle provides a platform for building lean solutions that replace all of the uncontrolled and inefficient ad-hoc solutions. Winshuttle empowers business analysts, in IT or in the business, that are close to the problems to take a more active role in solving the problems. Core capabilities are everything you need for building apps that deal with the data management “tax”:
Data Collection Data Validation Data Movement
Complementing these capabilities Winshuttle provides the needed infrastructure for security, governance and solution lifecycle management. [Prep: For existing customers, use current use cases that are already implemented as examples of Winshuttle solutions.
Page 13
