Building an e. Government Procurement together Natalia Parmenova Business Development Manager SAPMarkets Europe
What we would like to share with you today l What is the profile of SAPMarkets l Where we see the e. Marketplaces business going l What solutions SAPMarkets provides to the clients l What lessons we have learned together with our partners in e. Marketplace projects l How SAPMarkets can bring value to your e. Marketplace ã SAP 2000 SAPMarkets / 2
Corporate Profile l l l ã SAP AG spin-off Headquarters in Palo Alto, California Announced March 15, 2000 Opened for business in May, 2000 Employees: ~200 initially, ~400 by 2001 SAP to retain majority control of SAPMarkets SAP 2000 SAPMarkets / 3
SAPMarkets Regional Offices Montreal - Development Center Walldorf - Development Center - Biz Development Europe Bangalore - Development Center Palo Alto - Headquarters - Marketing - Development Center - Biz Development Americas ã SAP 2000 SAPMarkets / 4 Singapore - Biz Development Asia
Mission of SAPMarkets Develop, market and operate the open business network of marketplaces. ã SAP 2000 SAPMarkets / 5
Why Form SAPMarkets? l l World wide strength driven from Palo Alto at the heart of the Internet revolution l Leverage SAP ecosystem (customers, partners, service organization and sales force) l More than buying and selling (collaborative forecasting, dynamic pricing, RFP/RFQ matching, tendering, . . . ) l Leverage SAP’s existing industry knowledge l ã Focused, agile entity Draw on SAP’s integration knowledge SAP 2000 SAPMarkets / 6
Where we see e. Marketplaces business going
B 2 B e. Commerce evolution trend B 2 B e-commerce is evolving rapidly to address more complex business processes Exchange-to-exchange Complex Business Process Direct Goods and Services Trade Facilitation Trade Services E-Marketplaces Buying and Selling Indirect Goods and Service Point-to-Point Connections Discreet Applications ã SAP 2000 SAPMarkets / 8
Marketplace Options A) Portal (e. g. B 2 C Sales - Mall) B) n: m Marketplace (e. g. Exchange) Federation D) C) 1: n Marketplace (e. g. Supply chain hub) ã SAP 2000 SAPMarkets / 9 Internal Marketplace (Integration Hub)
The New Landscape of Collaboration Enterprise ã SAP 2000 SAPMarkets / 10 Marketplace Consumer
Consumer Portals / Malls ã SAP 2000 SAPMarkets / 11
Exchanges ã SAP 2000 SAPMarkets / 12
Channel Master Marketplaces ã SAP 2000 SAPMarkets / 13
Corporate Marketplaces ã SAP 2000 SAPMarkets / 14
The New Landscape of Collaboration Enterprise ã SAP 2000 SAPMarkets / 15 Marketplace Consumer
e-Business Applications for On- and Off. Ramps On-/Off-Ramps ã SAP 2000 SAPMarkets / 16
Syndication of Services 3 rd party service provider ã SAP 2000 SAPMarkets / 18
Single Access ã SAP 2000 SAPMarkets / 19
What lessons we have learned together with our partners in e. Marketplace projects
Industry e-Marketplaces Aerospace Energy Automotive Engineering Chemicals & Pharmaceuticals Metals & Mining Consumer Products Global Utilities N. America Utilities ã SAP 2000 SAPMarkets / 21
Observation 1: PR War Turns into Delivery War Promises: l Increase shareholder value l Maximize liquidity l Increase investor confidence l Improve market efficiency Facts: l Economic value of pure exchanges is unclear l Applications create the value l “Show me the money” attitude ã SAP 2000 SAPMarkets / 22
Observation 2: Integration Continues To Be Key High Strategic nature of integration Needed: l A business plan l Openness l Partners’ components l Integration l Common messaging semantics Low ã SAP 2000 SAPMarkets / 23 Short term fix: Buy/build tactically A real plan: Integration Architecture Workplace e. Commerce CRM SCM BI ERP Marketplace Hackers heaven Go to the lab: ? Time before plan changes High
Observation 3: Applications Become Services Components migrate onto marketplaces: l Serve multiple companies l Hosted l Ubiquitous l Personalized l Partner software built-in l Integrated with back-end l Scalability, performance, availability and security A) B) Supply Chain Optimization • MRO Procurement • Direct Procurement • Planning and Optimizing • Analysis Relationship Management • Sales • Service • Marketing ã SAP 2000 SAPMarkets / 24
Observation 4: Revenue models impact service offerings e. Marketplace revenue streams will evolve from transaction to value-added services Current focus is on driving transactions to generate revenue for exchange Over time, value-added services revenue will become dominant revenue source Revenue Transaction revenue Value added service revenue Time ã SAP 2000 SAPMarkets / 25
Success stories of today
Success Story: ec 4 ec l Buyer / supplier involvement in business & service roadmap planning l Long-term service offering planning (18 months time horizon) l Business plan: 5 year horizon l Distinctive value proposition: n n Reduced time-to-market, therefore, lower process costs n ã Collaboration between engineers, purchasers and suppliers in creating and procuring complex components Simple, fast and cost-effective solution SAP 2000 SAPMarkets / 27
Success Story: CPGmarket l Industry issues oriented l Speed of services offering l Active marketing by all founder-participants l Third-party services l Value proposition: n n shared planning services to reduce supply chain costs n ã potential for cost reductions for sellers and buyers by sharing a technical platform and infrastructure, decreasing procurement cost, reducing the time taken to source products and services tailored information to potentially exploit new opportunities SAP 2000 SAPMarkets / 28
Success Story: EMARO l Differentiation points l Seamless integration of business processes through the marketplace l User oriented Catalog Mgt to enable flexible and comprehensive product offering l Value proposition l Lower Transaction costs l Reduced M&S costs for seller l Lower prices for buyers l Why to select SAP / SAPMarkets / Commerce One? l Availability of solution l One-stop shopping & strong integration of services & to back-end systems l Strong partnership between SAPMarkets / SAP AG and Deutsche Bank l Strong partnership for service extension, business development and sales support ã SAP 2000 SAPMarkets / 29
Success Story: hubwoo l Addressing Europe and building strong partnership with other regional marketplaces in USA and Asia l Focusing on large buyers (> 200 Mio € revenues) l e. Procurement, Reporting, Benchmarking, Logistics, Transportations l 3 rd party: Financial services l Lessons learned / experiences: Provide standard solution based on SAP standards ã SAP 2000 SAPMarkets / 30
So, all in all, what have we learned? l Business modelling is a key for proving the validity of the ideas l Rapid deployment coupled with sound service offering road map is a key for attracting participants l Differentiating your value proposition is a key for getting the traffic quickly l Long-term partnerships help to built confidence ã SAP 2000 SAPMarkets / 31
What solutions SAPMarkets provides to the clients
Component Architecture Buyer On-Ramps Market. Set Seller On-Ramps Browser Market. Set Builder Browser Enterprise Buyer Market. Set Services Framework SAP Internet Sales / SAP Customer Relationship Mgmt Desktop / Professional Market. Set Catalog Market. Set Dynamic Pricing Market. Set Life-Cycle Supply Chain Collaboration Market. Set Analytics (further to come…. ) 3 rd Party Components Oracle, People. Soft, i 2, Ariba, etc. Market. Set Platform Marketplaces SAP, GTW, dotcoms, etc. ã SAP 2000 SAPMarkets / 33 SAP Online Store / SAP Sales & Distribution / SAP Financials / SAP Document Mgmt System SAP Advanced Planner & Optimizer x. CBL 3 rd Party Components Market. Set Bulletin Board Market. Set Order Management Market. Set Connector SAP Advanced Planner & Optimizer Market. Set Procurement Market. Set Connector SAP Materials Management / SAP Financials / SAP Document Mgmt System Transport Service Provider Export/Import Service Provider Financial Service Provider Marketplaces SAP, GTW, dotcoms, etc.
Architecture Market. Set Builder et. Set Services Framework et. Set ement Market. Set Order Management Market. Set Dynamic Pricing et. Set alog Market. Set Life -Cycle Collaboration Create the front-facing marketplace experience: § User Interface builder for HTML and mobile services § Community features and services § Role based & user driven personalization features § Trading Partner Directory Market. Set Services Framework Market. Set Supply Chain Collaboration Framework for rapid integration of marketplace services: § Pre-packaged components for seamless integration of bundled, premium and third-party services Market. Set Platform et. Set etin ard Market. Set Analytics (further to come…. ) Market. Set Platform ã SAP 2000 SAPMarkets / 34 Basic infrastructure on which marketplaces are built: § Trading partner connectivity through x. CBL § Document message routing and transaction processing § EDI and Rosetta. Net gateway support § Administration console for process management § Marketplace and transaction security and Single Sign On
Architecture - Builder Market. Set Builder et. Set Services Framework et. Set ement Market. Set Order Management Market. Set Dynamic Pricing et. Set alog Market. Set Life -Cycle Collaboration Market. Set Supply Chain Collaboration et. Set etin ard Market. Set Analytics (further to come…. ) Market. Set Platform ã SAP 2000 SAPMarkets / 35 Front-facing marketplace experience: § User Interface builder for HTML and Mobile services §Based on Jetspeed rendering engine §HTML input as well as XML §Integration to SAP’s workplace business content § Community features and services § Personalization features Help market makers create a community § Templates § System for user/policy management § Role-based and user-based personalization § Methods for trading partner registration & user login
Architecture – Service Framework Market. Set Services Framework Market. Set Builder et. Set Services Framework et. Set ement Market. Set Order Management Market. Set Dynamic Pricing et. Set alog Market. Set Life -Cycle Collaboration Market. Set Supply Chain Collaboration et. Set etin ard Market. Set Analytics (further to come…. ) Market. Set Platform ã SAP 2000 SAPMarkets / 36 Rapid integration of services § Pre-packaged components for seamless integration of bundled, premium and third-party services § Software tools, APIs, documentation, and methodologies for integrating services § Documented in Business Service Framework (BSF) Cookbook Native support for x. CBL § x. CBL = XML Common Business Library -> http: //www. xcbl. org/ § Document framework for robust XML exchange
Architecture - Platform Market. Set Builder et. Set Services Framework et. Set ement Market. Set Order Management Market. Set Dynamic Pricing et. Set alog Market. Set Life -Cycle Collaboration Market. Set Supply Chain Collaboration et. Set etin ard Market. Set Analytics (further to come…. ) Market. Set Platform ã SAP 2000 SAPMarkets / 37 Security § Marketplace security § Secure document message routing § SAP Trust Center services integration Connectivity § Establish x. CBL communication points for trading partners § Integration of SAP applications via Market. Set Connector § EDI gateway for transaction services and supplier integration § Rosetta. Net gateway support Management § Administration console § Marketplace management § Performance tuning
Marketplace Services on demand People acting in roles (purchaser, employee), participating in business scenarios Marketplace front end (role based, personal user interface with access to marketplace services & application, set of html/XML templates) Marketplace Services Market. Set Builder User Management e. Procurement Analysis Market. Set Builder Market. Set Services Framework (hosted Services provided by Marketplace) Marketplace Platform ã SAP 2000 SAPMarkets / 38 MP Performance Management Dynamic Pricing Order Mgmt. Design Services Analysis Services Catalog Services Logistics Services Collaborative Planning Bulletin Board Planning Services Order Management Market Buyer Financial Services Trade Services … Market. Set Platform Market Connect e. Catalogue Collaborative Design Security
Market. Set Architecture – Logical Diagram Buy Side On Ramps Marketplace Enterprise Buyer Pro EBP/CRM Sell Side On Ramps SAP Internet Sales Market. Set Builder Browser User Interface Community Services Jetspeed Business Service Mgmt Cocoon Trading Partner Mgt. Search Requisite Browser User Mgmt / Security ITS Internet Sales/CRM IPC Dr. Fuzzy Communities Enterprise Buyer Desk SAP APO Market. Set Service Framework Buysite APO Market. Set Procurement Market. Set Bulletin Board Market. Set DP Market. Set OM EBP/CRM BB DPE CRM Security Package Websphere ITS Security Package XDK Pro Market. Set SCC Market. Set LC Market. Set Analytics Market. Set Catalog APO Live Cache PLM BW ITS Security Package Content Engine SAP APO Live Cache ITS SAP R/3 SD FI DMS KPro i. Merge Online Store ITS SAP R/3 Logistic Service Financial Service Trade Service Marketplaces Market. Set Info Services MM News Feed FI Advertisement Feed DMS Market. Set Platform Marketplaces 3 rd Party Portal Router Sonic. MQ PDC* CCMS Sonic. MQ Transformation BDC* Foglight XPC Round Trip Firewall* Tracking BC Market. Set Connect Multicast Data Storage Load Balancer* XDK Pro 3 rd Party Mapping Oracle, People. Soft, . . etc Transformation Mapping DBs XDK Pro LDAP *not part of Market. Set Delivery SAP 2000 SAPMarkets / 39 Legacy Market. Set Connect Sonic. MQ XDK Pro Legacy ã “Oracle, People. Sof, . . etc” Mapping Transformation
What is Collaborative Business Scenario
What is a Collaborative Business Scenario? Participant Activity Acti vity Participant Collaborative Business Scenarios l Activity Acti vity l Acti vity Activity l l ã SAP 2000 SAPMarkets / 41 Are business processes that transcend the borders of individual enterprises Involve multiple parties and people with defined activities and roles Span multiple IT environments and systems Make use of internet technology and services Can take place on marketplaces and hubs
Rules of Drawing Active form is used for actions done by a user. Passive form is used for actions done automatically by the system Color Key Action done by b u yer Column Key Buyer Marketplace Seller Action done by seller Functionality of buyer´s backend system Action done by market place Functionality of Enterprise Buyer Functionality of Market. Set x. CBL, SAP XML Data passed via standard market place interface Other standard interface Application component ã SAP 2000 SAPMarkets / 42 Includes also Market Buyer and Order Management Software behind firewall of buyer, which allows access to marketplace Functionality of Internet Sales or Online Store Functionality of seller´s backend system Software behind firewall of seller, which allows access to marketplace
Introducing the Marketplace m: n Participant ã SAP 2000 SAPMarkets / 43 m: 1: n Participant Participant Marketplace Participant
Applications follow Processes Applications Processes Inter-Enterprise Collaborative Applications on Marketplace Backend ã SAP 2000 SAPMarkets / 44 Backend
RFx Process Initiator Marketplace Respondent Prepare Engineering Documents Backend Need for Business. . . Create RFx Receive RFx . . . Bulletin Board Prepare Engineering Documents Review bids and select winner. . . ã Create Bid. . . SAP 2000 SAPMarkets / 45 Backend Need for RFx
Request for Information Buyer Marketplace DP TPD Select supplier sub-set DP Submit BB Email system Product / product group is specified DP RFI is published in Bulletin Board Provide information Read notification TPD ã SAP 2000 SAPMarkets / 46 Seller Update trading partner directory Read invitation (with link to RFI) DP No automatic update of TPD so far Email system
Detail: Request for Quotation with DP (public) Buyer Marketplace DP Specify RFQ DP Submit BB RFQ is published in Bulletin Board TPD Request for registration TPD Email system Define product specifics DP Update trading partner directory Read notification Make bid DP SAP 2000 SAPMarkets / 47 Select winner(s) DP ã Seller Send out opportunity result or convert to reverse auction DP Read notification Email system
Detail: Request for Quotation with DP (non-public) Buyer Marketplace DP Specify RFQ DP TPD Select supplier sub-set DP Email system Define product specifics DP Submit Read notification Make bid DP DP SAP 2000 SAPMarkets / 48 Select winner(s) Send out opportunity result or convert to reverse auction Read invitation (with link to RFQ) Email system Read notification Email system DP RFQ follow-up DP ã Seller
Dynamic Pricing Example: Auction for Obsolete Equipment Initiator Respondent ABC Inc. XYZ Inc. Identify obsolete equipment Identify need for equipment Select sales channel: Auction Select supply channel: Auction Review bids and select winner HTML Create sales order ERP Backend XML Fulfillment and billing ã SAP 2000 SAPMarkets / 49 Auction HTML Find auction and bid on auction e. Mail Selected as winner of auction XML Create purchase order Receipt & payment ERP Backend Create quotation Market place
Bulletin Board Marketplace BBP - Bid Invitation Dynamic Pricing RFP/RFQ Delivery Note Asset retirement Exchanges Business Applications Auctions ã SAP 2000 SAPMarkets / 50 BULLETIN BOARD
Detail: Reverse Auction Buyer Marketplace DP TPD Select supplier sub-set DP Submit BB Auction is published in Bulletin Board DP Make bid DP View best bid and make new bid DP SAP 2000 SAPMarkets / 51 Specify auction DP ã Specify product DP Close auction and sen d o u t opportunity result Seller Read invitation Email system (with link to auction)
Detail: Forward Auction (manual) Buyer Marketplace DP DP Submit BB Auction is published in Bulletin Board DP Make bid DP View best bid and make new bid DP SAP 2000 SAPMarkets / 52 Specify auction DP ã Specify product Close auction and sen d o u t opportunity result Seller
Detail: Forward Auction (unused equipment) Buyer Marketplace Seller Identify surplus equipment DP Auction is created BB Auction is published in Bulletin Board DP DP SAP 2000 SAPMarkets / 53 View best bid and make new bid DP ã Make bid Close auction and sen d o u t opportunity result PM create quotation SD Mapping in SAP Business Connector required
Detail: Forward Auction (excess stock) Buyer Marketplace Mapping in SAP Business Connector required Seller Identify and reserve excess stock APO DP SD Auction is published in Bulletin Board Excess stock is reserved MM DP Make bid DP View best bid and make new bid DP SAP 2000 SAPMarkets / 54 Create quotation BB ã Auction is created Close auction and sen d o u t opportunity result
How SAPMarkets can bring value to your e. Marketplace
Supporting the dynamic needs of the B 2 B industry Development Area Strategy l Products l l l Partnerships l l Business Services ã SAP 2000 SAPMarkets / 56 l Continued release of product features and enhancements Open Business Services Layer Developing more on-ramps Continued open standards and interoperability Further development of the Global Trading Web Building integration partners network Aggressive development of relationship with third party solution providers
SAPMarkets Solution Portfolio Enterprise using hosted on-ramp Market. Set l Webflow l Collaboration Engines for Supply Chain, Demand Chain, Life Cycle, Core … l Add-in Services . net Service Hub l Service Registry l Add-in Services Connected Enterprise Internet Sales on-ramp ã SAP 2000 SAPMarkets / 57 Financial Logistics Insurance Legal Content Auction Advertising Recruitment News/Search Learning Translation, … l Other marketplaces l l l Enterprise Buyer on-ramp
SAPMarkets dream teaming with C 1 l Leading marketplace technology + Leading b 2 b applications = one joint marketplace solution l Marketing approach to software engineering l Pre-engineered solutions (as opposite to the „product is project“ approach) l Integration capabilites Horizontal = into the value chain or network n Vertical = in legacy / LAN environment n l Openness and connectivity l Compliance to the latest industry standards l Onramps strategy: Enterprise Buyer leap frogging any alternative product within 2000 with Direct material, Multi-Enterprise, Plant Maintenance and Services and more l Delivered about 75% of today's live marketplaces ã SAP 2000 SAPMarkets / 58
Dimensions of Openness To integrate applications and technology To partner with confidence and success To build the right commercial model ã SAP 2000 SAPMarkets / 59
Global Trading Web Global Utilities Energy Telecommunication Global Trading Web N. America Utilities Aerospace Film and Television ã SAP 2000 SAPMarkets / 60
The range of services we offer to our partners Business Strategy § Alliance development § Value added services portfolio § Financial modeling and pricing strategy § Governance design and management § Organization design § Content management ã Technical Architecture § Exchange design § Buyer / supplier integration § User-interface SAP 2000 SAPMarkets / 61 Program Management Marketing Services § Partner coordination § Execution Buyer Adoption § Milestone management • Consistent § Contingency value proposition and planning pricing strategy • Effective sales strategy Supplier Adoption • Effective marketing and communication • Incorporation of supplier feedback Supply Chain Services § Sourcing strategy § Auction services § Catalog management § Collaborative planning § Virtual integration Business Process (Re)design § Procurement process redesign § Change management § Organizationa l redesign
Thank you for your interest
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