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Welcome to a New Dimension of Business Solutions an introduction Singgih Wandojo SAP Indonesia Welcome to a New Dimension of Business Solutions an introduction Singgih Wandojo SAP Indonesia

Information Technology is NOT a Software Purchase But a Business System Purchase Information Technology is NOT a Software Purchase But a Business System Purchase

Building an Information Technology is NOT JUST to Automate the Business Processes Building an Information Technology is NOT JUST to Automate the Business Processes

Building an Information Technology is to ENABLE the Business Strategy Building an Information Technology is to ENABLE the Business Strategy

Information Technology is a BUSINESS DRIVER Information Technology is a BUSINESS DRIVER

The New Business Environment Shareholders l Active l Real-time information l. . . Employee The New Business Environment Shareholders l Active l Real-time information l. . . Employee l Mobility l Job enrichment l. . . Enterprise Society l Local competition l “made in” “made by” l. . . Customer Partner l Less loyal l Price transparency l. . . l New competitors l Mergers and acquisitions l. . . …A highly unpredictable place to do business ã SAP AG 2000 Executive Overview / 6

What is SAP? “SAP enables you to positively transform your company so that the What is SAP? “SAP enables you to positively transform your company so that the maximum potential for your business and your people can be reached. We always strive for excellence to become your long-term partner and to provide the tools you need to improve your company’s value”. ã SAP AG 2000 Executive Overview / 7

From Internal Efficiency to Creating Value Resource Optimization & Customer Orientation Beyond ERP l From Internal Efficiency to Creating Value Resource Optimization & Customer Orientation Beyond ERP l Customer Insight l Value chain optimizer l Value based management l + Doing e-business l + Web-based collaboration Integration & Automation Enterprise Resource Planning l Cost reduction l Reduce cycle times l Reduce lead times l Transactional processing l Automating Business Process l Traditional technology Internal Efficiency Requirement ã SAP AG 2000 Executive Overview / 8 Solution

SAP Extended Integrated Business Solutions 19 l Finance & Accounting l Human Resource Management SAP Extended Integrated Business Solutions 19 l Finance & Accounting l Human Resource Management l Logistics ã SAP AG 2000 Executive Overview / 9 l SAP Customer Relationship Management l SAP Supply Chain Management l SAP Business Intelligence l SAP Strategic Enterprise Management

Why SAP? . . . Industry focus SAP High Tech & Electronics SAP Engineering Why SAP? . . . Industry focus SAP High Tech & Electronics SAP Engineering & Construction SAP Consumer Products SAP Oil & Gas SAP Transport Business Information Warehouse SAP Utilities Sales Force Automation SAP Health Care. . . R/3 SAP Automotive SAP Media SAP Aerospace & Defense SAP Service Providers SAP Mills ã SAP AG 2000 Executive Overview / 10 Advanced Planner & Optimizer SAP Public Sector SAP Telecom SAP Chemicals B 2 B Procurement SAP Pharmaceuticals SAP Retail SAP Banking

Workplaces Marketplace s Portals Employee Business Customer Self Services e-Commerce Intelligence Relationship Business Management Workplaces Marketplace s Portals Employee Business Customer Self Services e-Commerce Intelligence Relationship Business Management Scenarios Industry Supply Chain Solutions Management Partnering Platform XML-enabling Business Framework Technology, BAPIs 9 4 ã Enterprise Resource Planning SAP AG 2000 Executive Overview / 11 Outsourcing From Integration to Collaboration Internet Application Components Continuous 97 Inter-Enterprise Cooperation Knowledge Transfer 99 e-Community Collaboration

my. SAP. com principles BUSINESS PERSONAL Portals Structured access for business User Empowering the my. SAP. com principles BUSINESS PERSONAL Portals Structured access for business User Empowering the Empowerment individual Self service User Roles Role-based, Web access Value Creation Partnership Collaboration Active knowledge Users form new markets Open environment One-step business Business contextual integration INTERNET Outsourcing Implementation outsourcing Community Building relationships Technology Scalable Internet architecture ã SAP AG 2000 Executive Overview / 12

How do I manage the complexity my. SAP. com Workplace R/2 legacy open 3 How do I manage the complexity my. SAP. com Workplace R/2 legacy open 3 rd non my. SAP. com Internet party standards 3. 1 H single sign. Workplace on industry-specific Cockrole-based pits personalized drag & relate Web browser access FI R/3 4. 6 LO HR SEM APO B 2 B my. SAP. components KM BW CRM CFM com pany other Internet services ã SAP AG 2000 Executive Overview / 13 inside dary boun Partner Marketoutside place my. SAP. com Internet services SAP

SAP Workplace and Marketplace - Business Portal my. SAP. com Overview my. SAP. com SAP Workplace and Marketplace - Business Portal my. SAP. com Overview my. SAP. com Workplace Company/ Organization boundary my. SAP. com Marketplace Business Scenarios SAP & non-SAP Components Information and services within company context ã SAP AG 2000 Executive Overview / 14 Communities Web Services Information and services outside company context

The www. my. SAP. com Marketplace Pilot installation of the Marketplace product Commerce Community The www. my. SAP. com Marketplace Pilot installation of the Marketplace product Commerce Community l Business directory l Business document exchange l Buying and selling l Global catalog l 20 industry-specific and 4 horizontal communities l Chat/forum One-Step Business Content Collaboration l High quality content for business professionals l News, etc. ã SAP AG 2000 Executive Overview / 15 l l Distributor reseller mgmt Collaborative forecasting RFP/RFQ Dynamic pricing

Needed : A new type of management processes Translate the Strategy Rationalize & Align Needed : A new type of management processes Translate the Strategy Rationalize & Align the Organization Comprehensive Communication to Create Awareness Testing Hypotheses, Adapting and Learning Formulate Executive Teams Manage Strategic Themes STRATEGY Communicate Align Goals & Incentives Align Resources & Navigate Create Knowledge Networks Execute Reengineer Processes Initiatives Strategic Feedback Encourages Learning Business Execution System Human Resource Management Extended Financials Customer Management Supply Chain Management ã SAP AG 2000 Executive Overview / 16 Source: The Balanced Scorecard Collaborative, Inc.

How will companies do it ? Research Has Identified Four Barriers to Strategic Implementatio How will companies do it ? Research Has Identified Four Barriers to Strategic Implementatio The Vision Barrier Only 5% of the work force understands the strategy The People Barrier Only 25% of managers have incentives linked to strategy 9 of 10 companies fail to execute strategy The Management Barrier 85% of executive teams spend less than one hour per month discussing strategy The Resource Barrier 60% of organization don’t link budgets to strategy ã SAP AG 2000 Executive Overview / 17 Source: The Balanced Scorecard Collaborative, Inc.

The Enterprise as an Information Model long term short term Capital resources Logistic process The Enterprise as an Information Model long term short term Capital resources Logistic process Production Procurement Purchase orders n materials Warehouse Processes Sales Warehouse n services Vendor Client Raw Material Products Material resources Capacity resources ã SAP AG 2000 Executive Overview / 18 Sales orders n products

The Total Eco-system Enterprise Partners Collaborative Planning & Forecasting Collaborative Applications Online Service Buying The Total Eco-system Enterprise Partners Collaborative Planning & Forecasting Collaborative Applications Online Service Buying / Procurement Invoicing / Payment Finance Online Personalization Strategic Enterprise Management Sales & Marketing Order Fulfillment Human Resource Supplier Logistics/ Production Knowledge Mgmt. / Research Online Selling/ Catalog Employee Self Service Employees ã SAP AG 2000 Executive Overview / 19 Billing / Payment Customer

Information Model For Consumer Industry Strategic Enterprise Management (SEM) Business Information Warehouse (BIW) Customer Information Model For Consumer Industry Strategic Enterprise Management (SEM) Business Information Warehouse (BIW) Customer Relationship Management (CRM) Supply Chain Management (SCM) SAP Consumer Industry Component FINANCE Management L O G I S T I C S Management H U M A N R E S O U R C E Management ã SAP AG 2000 Executive Overview / 20

SAP Consumer Products, Edition 2000 Enterprise Management Strategic Enterprise Business Intelligence & Data Warehousing SAP Consumer Products, Edition 2000 Enterprise Management Strategic Enterprise Business Intelligence & Data Warehousing Management Customer Relationship Management Sales Force Management Marketing & Innovation Market Research & Analysis Product Management Brand Management Marketing Program Management Advertising & Consumer Promotion Supply Chain Planning Demand Forecasting Procurement Manufacturing Distribution Human Resource Management Procurement Treasury Fixed Asset Management Knowledge Management Supply Chain Management Business Support ã SAP AG 2000 Executive Overview / 21 Sales Cycle Management Customer Service Managerial Accounting Key Account Management Financial Accounting Trade Promotions Category Management

SAP Advance Planning and Optimization Network Design Supply Network Planning Production Planning/ Detailed Scheduling SAP Advance Planning and Optimization Network Design Supply Network Planning Production Planning/ Detailed Scheduling Manufactur er Supplier Production Purchasing Supply Chain Planning ã SAP AG 2000 Executive Overview / 22 Demand Planning VMI Deployment Distribution Center Retail Outlet Transportation Management Warehouse Management Global ATP Custom er Sales Service Management Planning & Execution

my. SAP. com CRM Business Scenarios Internet Retention Internet Customer Sales manage. Self Service my. SAP. com CRM Business Scenarios Internet Retention Internet Customer Sales manage. Self Service ment Tiered Servicing Customer development Service center Sales Mgmt. & Support Field Sales Relationship Intelligence Common Reporting Tools Service Interaction Center Shared Intelligent Agents Common Data Model Marketing Tele Analysis Product & Brand Internet marketing Mgmt. marketing ã SAP AG 2000 Executive Overview / 23 Field Service Business Partner Collaboration Tele Sales

SAP Business Information Warehouse Decision Support System for Middle Up Manager Business Intelligence and SAP Business Information Warehouse Decision Support System for Middle Up Manager Business Intelligence and Data Warehousing Powerful Information Analysis - innovative, intuitive user interface - powerful OLAP analysis - for all types of users Rich Business Content (financial, logistic, HR) - predefined meta data - R/3 extractors and interfaces - information models (Info. Cubes) and Reports R/3 ã SAP AG 2000 Executive Overview / 24 other systems End-to-end Data Warehousing Solution - R/3 and non-R/3 data extraction - fully automated - central control

SAP Business Information Warehouse Foundation for Benchmarking More than 250 Key Performance Indicators Return SAP Business Information Warehouse Foundation for Benchmarking More than 250 Key Performance Indicators Return on investment Delivery time Degree of fulfillment Cost variance Input quantity variance Usage variance Price key figures Headcount Revenue per employee Employee turnover Payables / receivables Depreciation Quality key figures ã SAP AG 2000 Executive Overview / 25 Service level Scheduled delivery date variance Customer analysis key figures Purchasing group analysis Vendor evaluation Credit standing Inventory turnover Range of coverage Inventory key figures Productivity rate Personnel times Absence quota Wage type distribution Fee distribution Average headcount Average Net entry rate Applications per entry Material consumption key figures Scrap rate Lead time variance capacity load utilization Scrap variance Liquidity key figures Cash management position Economic Profit Balance sheet key figures Legal consolidation key figures Returns quota Order key figures Revenue variance Percentage return on sales. . .

SAP Business Information Warehouse ã SAP AG 2000 Executive Overview / 26 SAP Business Information Warehouse ã SAP AG 2000 Executive Overview / 26

SAP Strategic Enterprise Management Integrating strategic, financial and operational information Business Process Management Strategic SAP Strategic Enterprise Management Integrating strategic, financial and operational information Business Process Management Strategic Enterprise Management Business Process Management Analyze stakeholder expectations Simulate + decide business strategy Define targets for BU`s / investments Manage performance Communicate results & manage stakeholder relations Strategic Enterprise Management Process Focus: ã Develop strategies, which meet stakeholder demands, and manage its execution (translate it into action) n Dedicate resources (capital, employees), so that this process generates returns above cost of capital / above stakeholder expectations n Constantly monitor and manage performance and adapt strategy n SAP AG 2000 Executive Overview / 27

SAP Management Cockpit Strategic Enterprise Management Performance monitoring, simulation of alternative business scenarios, resource SAP Management Cockpit Strategic Enterprise Management Performance monitoring, simulation of alternative business scenarios, resource reallocation and new target setting should be possible within one management meeting in the Management Cockpit Room ã SAP AG 2000 Executive Overview / 28

The Benefits for Your Business SAP helps to extend your company’s competitive capabilities Efficiency The Benefits for Your Business SAP helps to extend your company’s competitive capabilities Efficiency l Measure and improve profits throughout your supply chain Responsiveness l Service customers better Agility l Act quickly on new marketing opportunities Reliability l Ensuring maximum availability ã SAP AG 2000 Executive Overview / 29

Business Solutions Benefits Impact of ‘Production Execution Solution’ on Business Cycle … External Side Business Solutions Benefits Impact of ‘Production Execution Solution’ on Business Cycle … External Side Flexibility of order amendment Improved Top Line Increased customer satisfaction Improved CRM Improved Gross Margins Internal Work Cycle Reduced Cost of Good Sold Efficient raw material inventory utilization Efficient finished goods management Better Management of Supply Chain Combination/Splitting of orders to suit plant runs Reduced Plant Maintenance Better ROI Reduced Capital Expenditure Better Cashflow Reduction in Working Capital . . . We can relate ‘Solutions’ to improvement in ROI and/or Cash Flow …and hit the right chord with our customers! ã SAP AG 2000 Executive Overview / 30

Building an IT Infrastructure ã SAP AG 2000 Executive Overview / 31 Building an IT Infrastructure ã SAP AG 2000 Executive Overview / 31

Cost of Ownership Costs Country Versions l 1 x installation l 1 x release Cost of Ownership Costs Country Versions l 1 x installation l 1 x release upgrade l no interfaces l 1 x training l 1 x data transfer l 1 x rollout l n x installation l n x release upgrade l m x interfaces l n x training l n x data transfer l y rollouts Quality Management Maintenance PDM EIS Reporting/EIS Workflow Reporting/EIS ã SAP AG 2000 Executive Overview / 32 Controlling Finances PPS Sales Development Workbench System Administration Product X Purchasing Workflow Human Resources QM / PM Human Resources Controlling Finances & Assets PPS / PS Sales Purchasing System Administration

Average TCO as a Proportion of Turnover Average TCO / corporate turnover (percentage) 4. Average TCO as a Proportion of Turnover Average TCO / corporate turnover (percentage) 4. 0% 3. 5% 3. 0% 2. 5% 2. 0% 1. 5% 1. 0% 0. 5% 0. 0% ALL Source: Study by the META Group, 4/99: ‘ERM Solutions and Their Value’ ã SAP AG 2000 Executive Overview / 33

ERP Implementation Times in Months Average Lowest Highest 25 12 38 22 6 44 ERP Implementation Times in Months Average Lowest Highest 25 12 38 22 6 44 23 7 56 26 4 70 25 12 48 20 3 48 Source: Study by the META Group, 4/99: ‘ERM Solutions and Their Value’ ã SAP AG 2000 Executive Overview / 34

Gartner 1998 ERP Magic Quadrant CHALLENGERS LEADERS SAP JDE World ABILITY TO EXECUTE Intentia Gartner 1998 ERP Magic Quadrant CHALLENGERS LEADERS SAP JDE World ABILITY TO EXECUTE Intentia Marcam Protean Ross Oracle SCT Baan SSA QAD IFS People. Soft Oracle Process JDE One. World Marcam Prism Cincom JBA Platinum WDS Impresa MRO IBS NICHE PLAYERS VISIONARIES COMPLETENESS OF VISION ã SAP AG 2000 Executive Overview / 35 Source: Gartner Group, Dec. ‘ 98

ASEAN ERP Vendor Market Share 45% 42. 9% 40% 35% 30% 25% 20% 15% ASEAN ERP Vendor Market Share 45% 42. 9% 40% 35% 30% 25% 20% 15% 6. 9% 6. 4% 5. 5% 10% 5. 4% 4. 9% 5% 0% SAP BAAN People. Soft SSA JD Edwards Oracle Source : IDC ASEAN ERP Software Market 1998 * The revenue is based on software licence and maintenance * ERP is defined as providing solution for at least 3 of the components, Finance, Sales & Distribution, Production Planning, Human Resource, Sales Force Automation in this survey. ã SAP AG 2000 Executive Overview / 36

Partial List of SAP Customer in Indonesia Status l Amoco Mitsui Indonesia live (5 Partial List of SAP Customer in Indonesia Status l Amoco Mitsui Indonesia live (5 months) l Astra International Automotive-(holding) live l Astra Daihatsu Motor Automotive l Auto Serasi Raya Rental Car live (9 months) l Bank Bali Banking live (7 months) l BHP Steel-Sheet live (5 months) l Delta DJakarta Beverage l Excelcomindo GSM-Service live (6 months) l Henkel Indonesia Chemical live l Indah Kiat Pulp & Paper Pulp and paper live l Krakatau Steel Foundry, rod, bar live l Garuda Indonesia Airline live l Trypolita Chemical live l Siemens Indonesia Telecom live l United Tractor ã Petrochemical Heavy Equipment live SAP AG 2000 Executive Overview / 37 live (8 month

Partial List of SAP Customer in Indonesia l Star Motors live (5 months) l Partial List of SAP Customer in Indonesia l Star Motors live (5 months) l Van Melle Consumer live (6 months) l Telekomindo Telecom services live l Asia Pulp and Paper Pulp and paper live (4 months) l Aneka Gas Utility live l PIK Hospital live l PT Smart Corporation Agribusiness live l BSI, MGTI, Pramindo Telecom live l Conoco, Maxus, Arun Oil & Gas live l PERTAMINA Oil & Gas Implementing l Mayora Consumer live l Metrodata Electronics Implementing l Japfa Comfeed Poultry Implementing l Pelita Airline Implementing l Trakindo Heavy Equipment Implementing l Inti Keramika ã Automotive Building Material Implementing SAP AG 2000 Executive Overview / 38

SAP Consumer Product Customer 630 installations Food & Beverages British American Tobacco Philip Morris SAP Consumer Product Customer 630 installations Food & Beverages British American Tobacco Philip Morris H. J. Heinz Coy of Canada Cadbury Carlsberg Danone Guinness Heineken Mars Van Houten Nestlé 280 other installations ã SAP AG 2000 Executive Overview / 39 150 installations 130 installations Apparel/ Textile Adidas Reebok 110 installations Consumer Electronics Black & Decker Bose Braun JBL Professional Osram Pioneer Electronic Rolex Samsung Sony Personal Care Beiersdorf Cheseborough-Ponds Colgate-Palmolive Helene Curtis Henkel Johnson & Johnson Lever Procter & Gamble Total installations: About 1300 Americas Asia/Pacific Europe 20% 11% 69%

Selected Customers on Food Industry Arrocera Covadonga Amecke-Mönninghof (D) Alfred Ritter (D) Astra-Calve Anheuser-Busch Selected Customers on Food Industry Arrocera Covadonga Amecke-Mönninghof (D) Alfred Ritter (D) Astra-Calve Anheuser-Busch Companies (US) appetito AG (D) Bahlsen UK Limited (UK) Bitburger Brauerei (D) Borden, Inc. Boston Beer (US) British American Tabacco (D) Cadbury LTD (GB) Carlsberg A/S (DK) Cameo S. P. A. (I) Compass Group USA Corporacion Cressida CPC International (USA) Cultor Food Science, Inc. (USA) Danone SA/NV (B) De. Kalb Genetics Corporation ã SAP AG 2000 Executive Overview / 40 Dr Oetker, s. r. o. (SK) Earthgrains Company Florida Crystals (USA) Guinness (UK) Hardenberg'sche Group (D) Heineken Italia S. P. A. (I) H. J. Heinz Company of Canada (C) Keebler Company (USA) Lacto Ibérica (ES) Lever AG (CH) Mövenpick (CH) Mott's North America (US) Nestlé (GB) Philip Morris Europe (CH) Quaker State Q. U. F. Industries LTD (AU) Schweppes, S. A. (E) TSB (ZA) Unicer (PT) Unilever SA (Pty) Ltd (ZA) Van Houten Gmb. H & Co. KG (D) Wrigley Gmb. H (D)

Selected Customers on Non Food Industry Adidas-Sarragan France (F) Bally AG (CH) Beiersdorf SA/NV Selected Customers on Non Food Industry Adidas-Sarragan France (F) Bally AG (CH) Beiersdorf SA/NV (B) Black & Decker Corporation (USA) Bosch-Siemens Hausgeräte (D) Bose Corporation (US) Braun AG (D) Cheseborough-Ponds USA (US) Colgate-Palmolive (US) Edding AG (D) Elida Gibbs (I) Heissner Gmb. H (D) Helene Curtis Limited (C) Henkel (different subsidiaries) Hoffmann Group (CH) Fantom Technologies, Inc. (C) JBL Professional (US) ã SAP AG 2000 Executive Overview / 41 Johnson & Johnson (US) Lego Sverige AB (S) Lever Europe Osram Sylvania Inc (US) Original Bradford Soap Works, Inc. (USA) Pacific Coast Feather Company (USA) Pioneer Electronic Corporation (J) Procter & Gamble Company (US) Reebok Russia (R) Rolex SA (CH) Samsung (South Korea) Sony Corporation of HK Ltd (HK) Villeroy & Boch AG (D) Wellmann Group(D) Vileda Gmb. H

SAP - the company l SAP AG in 1998 revenues: 8. 47 Bill. DEM SAP - the company l SAP AG in 1998 revenues: 8. 47 Bill. DEM (5. 05 Bill. USD) n n Largest dedicated software applications company Market Leader in Enterprise Applications Software Licenses (36% market share amongst TOPTEN; IDC, 1999) l 10, 000+ customers* in 100+ countries team with us to n n n Extend their competitive capabilities Integrate their business processes Get a better return on information at a lower total cost of ownership l Focused on users in all enterprises regardless of size n n n ã Increased customer satisfaction and stronger customer loyalty Heavy investment into SAP’s worldwide business community 20, 400+ SAP employees (as per March 1999) SAP AG 2000 Executive Overview / 42 * 21, 500+ R/3 installations and 1, 000+ R/2 installations (June ‘ 99)