balancing global governance with local practices for rapid ... · dairy waters medical nutrition....
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![Page 1: Balancing Global Governance with Local Practices for Rapid ... · Dairy Waters Medical Nutrition. Proprietary and Confidential: 2016 Ireland Indonesia Netherlands South Africa Russia](https://reader035.vdocuments.us/reader035/viewer/2022071609/61473404afbe1968d379e7a7/html5/thumbnails/1.jpg)
Proprietary and Confidential: 2016
Balancing Global Governance with Local Practices for Rapid SaaS TPM Rollout
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Proprietary and Confidential: 2016
Ireland
Indonesia
Netherlands
South Africa
Russia
Ireland
Netherlands
France
China
Spain
Indonesia
France
Belgium France
JapanGermany
Poland
2011 2015
CN
AU
MY
AU
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Introduction
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Proprietary and Confidential: 2016 3
Thierry Soudee
CEO
Maxime Joseph
IS Team Leader Commercial Negotiation
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Proprietary and Confidential: 2016 4
Ease of UseCollaboration
CG Focus SaaSSales PlanningTrade Promotion ManagementAnalyticsOptimisation
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Proprietary and Confidential: 2016 5
20 Countries 45 clients 1800 users
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Proprietary and Confidential: 2016
€21Bn900mConsumers globally
Early LifeCare
FreshDairy
Waters MedicalNutrition
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Proprietary and Confidential: 2016
Ireland
Indonesia
Netherlands
South Africa
Russia
Ireland
Netherlands
France
China
Spain
Indonesia
France
Belgium France
JapanGermany
Poland
2011 2015
CN
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MY
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1. How it started
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Proprietary and Confidential: 2016
Spreadsheets / Custom tools
No unified process
Varied routes-to-market
Trade Planning
Data disparity
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Proprietary and Confidential: 2016
Excel prototype since 2004
Planning system integration vital
Integrated with Finance and Ops(SAP ERP and APO)
Sales(Planning)
DemandPlanning
Finance
Collaborative Planning ProcessBottom Up + Top Down: Consensus Planning
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Proprietary and Confidential: 2016
Ireland
Indonesia
Netherlands
South Africa
Russia
Ireland
Netherlands
France
China
Spain
Indonesia
France
Belgium France
JapanGermany
Poland
2011 2015
CN
AU
MY
AU
AR
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Proprietary and Confidential: 2016
Ireland
Indonesia
Netherlands
South Africa
Russia
Ireland
Netherlands
France
China
Spain
Indonesia
France
Belgium France
JapanGermany
Poland
2011 2015
CN
AU
MY
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2. Governance
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Proprietary and Confidential: 2016
Central Team
Organisation
Steering Committees
Local Teams
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Proprietary and Confidential: 2016
Global application map
Global Standards
Integration
Approved developments
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Proprietary and Confidential: 2016
Standard Pricing and Discounts
Payment Terms
Administrative Requirements
Global Administration
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Proprietary and Confidential: 2016
Ireland
Indonesia
Netherlands
South Africa
Russia
Ireland
Netherlands
France
China
Spain
Indonesia
France
Belgium France
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Poland
2011 2015
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3. Global Roadmap
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Proprietary and Confidential: 2016
Global
TPM2010 to 2016 (Revenue Management)
step-by-step guide to global implementation
The best selling IT manuals in the world
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Proprietary and Confidential: 2016
Internal Support
Critical evangelists
Champions
Facilitate change management
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Proprietary and Confidential: 2016
EIGHTY
TWENTY
GovernanceReporting
Flexibility
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Proprietary and Confidential: 2016 TWENTYFlexibility
Initial POC for China
Simpler, smaller Indonesian
Route-to-market complexity
Local support
Local language
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Flexibility
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Proprietary and Confidential: 2016
Ireland
Indonesia
Netherlands
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Ireland
Netherlands
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Spain
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France
Belgium France
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2011 2015
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4. Flexibility
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Proprietary and Confidential: 2016
SalesPlanning
TPM Payments Analytics TPO
Mark
et
Requirem
ents
Market Requirements
BluePlanner Modules
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Proprietary and Confidential: 2016 23
Maturity Matrix
Current
Desired
Potential
Target
AccountPlanning
3
5
4
4
PromoPlanning
2
4
4
5
Claims & Payments
4
4
5
5
Post-eventAnalysis
1
2
3
3
PredictiveModelling
0
1
0
1
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Proprietary and Confidential: 2016
In Ou& tSFA
Integration
Post Event Analysis?
RSP Availability?
Indirect Sales?
Demand Planning
Integration?
POS Data?Incremental
History?Predictive
Coefficients
Sell-Out Baselines?
Shipment Baselines?
Indirect Sales?
SFA Integration
Post Event Analysis?
RSP Availability?
Indirect Sales?
Demand Planning
Integration?
POS Data?Incremental
History?Predictive
Coefficients
Sell-Out Baselines?
Shipment Baselines?
Indirect Sales?
SFA Integration?
Post Event Analysis?
RSP Availability?
Indirect Sales?
Demand Planning
Integration?
POS Data?Incremental
History?Predictive
Coefficient?
Sell-Out Baselines?
Shipment Baselines?
Indirect Sales?
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““
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Deployment FrameworkMonth 1 Month 2 Month 3 Month 4
Planning, Discovery & Requirements Gathering
Project prep and planning
Discovery Workshop
Configuration
Systems configuration
User roles and access rights
Data Loads
Customer / product hierarchies
Pricing
Historical sales data
Integration
Integration with DP and ERP
Payments
Deduction management workshop
Payment configuration
Deployment Go Live
Support Materials and end user training
4 Months
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Proprietary and Confidential: 2016 27
Deployed to Supply Chain and Sales users in 3 months
Phase 1
Volume ManagementPhase 2
Financial Mechanics
Phase 1
Modern TradePhase 3
Traditional TradePhase 2
Indirect
Iterative approach to allow change management time
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Proprietary and Confidential: 2016
Ireland
Indonesia
Netherlands
South Africa
Russia
Ireland
Netherlands
France
China
Spain
Indonesia
France
Belgium France
JapanGermany
Poland
2011 2015
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AU
MY
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5. Adoption
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Proprietary and Confidential: 2016
Change Management
Language and Culture
Organisational inertia
Training and adoption
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Proprietary and Confidential: 2016
Adoption
30
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Proprietary and Confidential: 2016
Adoption
31
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Proprietary and Confidential: 2016
Ireland
Indonesia
Netherlands
South Africa
Russia
Ireland
Netherlands
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China
Spain
Indonesia
France
Belgium France
JapanGermany
Poland
2011 2015
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6. Key Learnings
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Proprietary and Confidential: 2016
Direction and governance
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Proprietary and Confidential: 2016
Local ownership and flavours
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Proprietary and Confidential: 2016
Deployment agility
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Scope and solution flexibility
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Proprietary and Confidential: 2016
Local support & collaborative growth
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Proprietary and Confidential: 2016
Ireland
Indonesia
Netherlands
South Africa
Russia
Ireland
Netherlands
France
China
Spain
Indonesia
France
Belgium France
JapanGermany
Poland
2011 2015
CN
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Any Questions