BUSINESS INNOVATION FORUM 23. SEPTEMBER 2009 DARMSTADT

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1 BUSINESS INNOVATION FORUM 23. SEPTEMBER 2009 DARMSTADT Global Deal Desk A Really Good Deal Ursula Porth Senior Manager Audit, Processes & Quality BUSINESS INNOVATION FORUM DARMSTADT 23. SEPTEMBER 2009

2 Why Process Excellence in Software AG? Global presence in 70 countries Challenging to manage Organization structure based on a global matrix Increase of complexity Growth strategy including M&A activities End of informal networks Leader in SOA Technology Possibility of drinking our own champagne Process excellence is key for Software AGs business! Business Innovation Forum Darmstadt 23. September 2009 Folie 2

Increase of complexity Growth strategy including M&A activities End of informal networks Leader in SOA

3 Value Chain Process: Software AGs Sales Process (simplified) Business Innovation Forum Darmstadt 23. September 2009 Folie 3

4 What does Request Approval mean? Global Deal Desk for License, Maintenance and Global Consulting Services deals worldwide. we use our own technology Six Sigma DMAIC Project Approach Business Innovation Forum Darmstadt 23. September 2009 Folie 4

5 Process Participants Deal approval is a task that affects complete Software AG in its local and headquarter functions depending on the type of deal that is issued: Local Sales / Sales Management Local Global Consulting Services / GCS Management Local Finance / Corporate Finance Legal Partner Management Corporate Business Operations Corporate Support Management Board Three Global Deal Desk Managers, each responsible for one Sales region, are the process owners and ensure: Process compliance Tool improvements User management Support Business Innovation Forum Darmstadt 23. September 2009 Folie 5

Management Corporate Business Operations Corporate Support Management Board Three Global Deal Desk Managers, each responsible for one Sales region,

6 We Drink our own Champagne : Global Deal Desk Component Model GDD User MY WEBMETHODS SERVER gdd.softwareag.com upon submission/approval of the deal, portal triggers the webservices on IS all the business logic is developed using developer tool while connected to the IS server WEBMETHODS DESIGNER 7.1 WEBMETHODS DEVELOPER 7.1 Notification IS generates and sends approval notifications and edit requests to users based on the criteria web services Client software used to connect to above servers WEBMETHODS INTE- GRATION SERVER WEBMETHODS JBBC ADAPTER Deal Approvers and Initiators MICROSOFT SQL SERVER 2000 SQL SERVER DB TABLES webmethods Suite supports all functions and user groups from analysis and modeling to implementation and monitoring of new or improved business processes. Solutions implemented with webmethods BPMS are based on a serviceoriented architectore model, so existing IT components can be integrated seamlessly protecting investments that have already been made. Business Innovation Forum Darmstadt 23. September 2009 Folie 6

7 Deal Approval - A Tool-Supported Process Global Deal Desk s underlying set of rules determines the exact workflow of an offer according to what kind of customer and what type of deal is involved. Depending on the individual case, the workflow then passes through the approval authorities and the individuals, responsible for them. Business Innovation Forum Darmstadt 23. September 2009 Folie 7

Depending on the individual case, the workflow then passes through the approval authorities and

8 Benefits The Global Deal Desk educes the following benefits for initiators and approvers of a deal: Controlled and accelerated approval lead time Critical approval information provided in automated workflow-based system Enhanced process monitoring as basis of continuous process improvement Standardized review of deal profitability and business risk Increased transparency of approval status Easy-to-use tool for initiators and approvers Easy-to-use tool for initiators and approvers Harmonized approach worldwide Business Innovation Forum Darmstadt 23. September 2009 Folie 8

improvement Standardized review of deal profitability and business risk Increased transparency of approval status Easy-to-use tool for

9 Next Step: Telling The SOA Story Sales Process Tool Integration: 1. Integrating all systems along the Sales Process 2. Adding a workflow layer 3. Implementing a sales activity portal 360 Degree Customer View: 1. Integrating all systems that contain customer history information 2. Displaying customer history information in a browser Business Innovation Forum Darmstadt 23. September 2009 Folie 9

Implementing a sales activity portal 360 Degree Customer View: 1.

10 BUSINESS INNOVATION FORUM 23. SEPTEMBER 2009 DARMSTADT Closing slide Thank You! BUSINESS INNOVATION FORUM DARMSTADT 23. SEPTEMBER 2009

Process-Driven IT Modernization Strategy. Tim Ward tim.ward@softwareag.com

Process-Driven IT Modernization Strategy Tim Ward tim.ward@softwareag.com The Value of the Process Business Process is driving modernization activities, not the other way around it is about the most bang