Sunteți pe pagina 1din 28

Selling Edge Planning and Consolidation to the Mid-Market Finance Organization Talking Their Talk

Agenda

 What Does the Finance Function Usually Look Like?  Summary of SAP BusinessObjects Edge Planning and Consolidation  Pain Points and Solution Enablers by Role (Controller, FP&A and CFO)  Qualification Questions & Profile of Ideal Customer  Case Studies  More Information

SAP 2009 / Page 2

Agenda

 What Does the Finance Function Usually Look Like?  Summary of SAP BusinessObjects Edge Planning and Consolidation  Pain Points and Solution Enablers by Role (Controller, FP&A and CFO)  Qualification Questions & Profile of Ideal Customer  Case Studies  More Information

SAP 2009 / Page 3

Introduction to Finance As the Primary Buying Audience




Finance departments are primarily responsible for:


  

General accounting Cash management External (statutory) and internal reporting

Finance headed by Chief Financial Officer (CFO), or a VP of Finance, with several high-level direct report managers responsible for:
    

Accounting (controlling) Treasury Financial Planning & Analysis Audit/Risk Tax

The finance departments role and structure may vary widely depending on company size and industry

Typical Finance Organization CFO Buying Center


Chief Financial Officer (CFO)

Controller

Controller/Chief Accounting Officer


Accounting and External Reporting Managerial Accounting Accounts Receivable Accounts Payable Internal Audit

Treasurer

Financial Planning and Analysis


Planning and Forecasting Performance Reporting Mergers and Acquisitions Strategic Planning

Head of Audit/Chief Risk Officer


Compliance Audit/Statutory Reporting Risk Management Duty Reduction

Cash Management Financial Risk Management External Financing Investments Bank Relationships

What They Do
Chief Financial Officer/VP Finance
Chief Financial Officer (CFO) Manages finance department and financial stewardship of the organization Reports to the CEO and is often a member of the board of directors

 Ensures correct and accurate recording of accounting transactions  Ensures accurate statutory financial reporting  Ensures the organization has adequate liquidity and access to financing  Overall financial planning  Shareholder relations  Advises the board of directors on financial matters  Oversees internal controls  Oversees preparation of external financial statements  Oversees creation of reports to aid company managers in understanding business performance  Responsible for compliance with both governmental and accounting regulations

What They Do
Controller / Chief Accounting Officer
Controller / Chief Accounting Officer Responsible for accounting function and periodic preparation of statutory financial reports Responsible for fair and accurate representation of companys financial condition

 Manages companys accounting function, which includes the proper recording of transactions, managing accounts receivable and accounts payable  Responsible for the periodic preparation of external financial statements  May be responsible for the accounts receivable and accounts payable functions  Manages the financial reporting or financial close cycle, including period end accounting entries, consolidating accounting data from multiple organizational divisions and producing a set of consolidated financial statements  Ensures measures are taken (called internal controls) to ensure accounting entries and reports are free of fraud and are a fair and accurate representation of companys financial condition

What They Do
Treasurer
Treasurer Responsible for ensuring adequate cash flow and liquidity to conduct normal operations Responsible for protecting cash flows and asset values from fluctuations in external market factors
 Manages the companys cash, liquidity (sources of cash) and financial risks  Responsible for securing external financing either through banks or the capital markets and investing surplus company cash in order to earn financial returns  Responsible for forecasting the timing and amount of cash inflows and outflows and maintaining cash balances in banks across multiple geographies to ensure the company can meet its obligations  Responsible for financial risk management to ensure that the company doesnt lose money due to foreign currency and interest rate fluctuations

What They Do
Head of Financial Planning and Analysis
Head of Financial Planning and Analysis Responsible for analyzing business performance and advising managers during the planning and budgeting process Plays key role in business planning, mergers, acquisitions and divestiture decisions

 FP&A varies widely from company to company, but generally includes strategic planning, forecasting, analysis and other business advisory roles  Financial analysts are number crunchers who analyze all aspects of business performance with the goal of informing tactical and strategic decisions about the business  FP&A may also play a key role in analyzing potential mergers and acquisitions to determine the actions effect on company performance and shareholder value  FP&A also drives the companys periodic planning and budgeting cycle

What They Do
Chief Risk Officer/Head of Audit
Chief Risk Officer Responsible for managing enterprise risk and compliance initiatives Role varies widely by organization and industry

 Proactively manages risk and maintains a proper balance between risk and reward  Oversees risk mitigation controls and plans  Ensures continuance compliance with regulatory requirements and company policies  Oversees controls to ensure prevention of unauthorized access to sensitive, key corporate access  Oversees compliance with trade regulations while maximizing trade value

Agenda

 What Does the Finance Function Usually Look Like?  Summary of SAP BusinessObjects Edge Planning and Consolidation  Pain Points and Solution Enablers by Role (Controller, FP&A and CFO)  Qualification Questions & Profile of Ideal Customer  Case Studies  More Information

SAP 2009 / Page 11

Departmental Spreadsheets Are A Major Problem


Services Sales

Typical issues
 

Demand Forecast Expense Modeling

 

Revenue Forecast Commission Plan

 

Data and formula errors Inconsistent formats and assumptions No change tracking and audit trails Weak security and access control Manual process and workflow

Finance


 

Annual Budget Period Close

MFG

HR

 

Inventory Plan Capacity Modeling

 

Headcount Plan Compensation Modeling

How Are Most Companies Organized Today?

Data Sources

PM Application Suites / Modules


Reporting

User Interfaces

Structured Data

?!
Planning

X
Consolidation

Unstructured Data

The Solution: Unified Planning and Consolidation


Data Sources Unified Performance Platform Adaptable User Interfaces

Structured Data

SOA
(Service Oriented Architecture)

Business Process Flows


Microsoft Office Data Management

Application Services

Platform Services

Web Browser

OLAP
Microsoft Analysis Services

Unstructured Data

Custom Portal

OLTP
Microsoft SQL / SAP

SAP Can Help Gain Efficiency and Transparency Now How?


Business planning
    

Forecasting and modeling


  

Budgeting Sales/revenue planning Capital expenditure planning Headcount/staffing Expense planning

Rolling forecasts Continuous planning Collaboration

Edge Planning and Consolidation


Consolidation
    

Financial reporting and analysis


  

Inter-company matching/reconciliation Inter-company eliminations Currency conversion Management roll-ups Legal consolidation

Ad hoc query and reporting Automated variance analysis Driver analysis (industry, growth, capacity, etc.)

Agenda

 What Does the Finance Function Usually Look Like?  Summary of SAP BusinessObjects Edge Planning and Consolidation  Pain Points and Solution Enablers by Role (Controller, FP&A and CFO)  Qualification Questions & Profile of Ideal Customer  Case Studies  More Information

SAP 2009 / Page 16

Selling to Finance CFO/VP Finance Issues and Pain Points

   

How effective is my planning / forecasting process How often do I need to change planning assumptions and re-forecast? How well is my process controlled? How quickly does my annual budget become obsolete?

Selling to Finance Controller Issues and Pain Points

How do I streamline finance processes and decrease the overall cost of Finance department operations? How do I ensure secure and accurate accounting and financial reporting? How do I improve cash flow, reduce DSO and reduce bad debt risk? How do I obtain accurate, granular and reconciled cost accounting information?

Selling to Finance Financial Planning & Analysis Issues and Pain Points

How do I cascade strategy across all levels of the organization? How do I overcome my lack of accurate costing information and grow profitability? How do I accelerate the speed of decision making within our organization? How do I improve accuracy and reduce inefficient and timeconsumptive forecasting and planning cycles?

Agenda

 What Does the Finance Function Usually Look Like?  Summary of SAP BusinessObjects Edge Planning and Consolidation  Pain Points and Solution Enablers by Role (Controller, FP&A and CFO)  Qualification Questions & Profile of Ideal Customer  Case Studies  More Information

SAP 2009 / Page 20

Qualification Questions: Planning Solutions


      

Are you currently leveraging Excel as a financial tool? Would you like to see how you can drill down to the details within the same report? Do you think that this could reduce the manual processes? Are you able to keep up with organizational changes such as restructures and new product lines using Excel? Is your existing tool SOX/IFRS compliant? How long does it take for your company to close the books? How long does the forecasting and budgeting process take? Do you have Hyperion in-house? Would you like to hear about the upgrade path? Have you heard about PPS Planning being discontinued as a CPM solution? Would you like to hear more about our unified solution as a platform for growth instead of using separate tools?
21

Profile of Ideal Customer: Qualifying Considerations Finance


Ideal Opportunity
New CFO  Heavy M&A activity
   

Poor Opportunity
Just upgraded to Hyperion System 9 Note: Tough, but not impossible!

Recent spin-off Straight forward financial reporting requirements

Opportunity Risks
Industry specific references  Do nothing spreadsheet use continues
   

Keys to Successful Cycle


Know their business environment  Know the companys internal structure
  

Lack of executive support Lack of perceived value for integrated planning

Understand the IT environment Discover their planning process Show the product!

SAP 2008 / Page 22

Agenda

 What Does the Finance Function Usually Look Like?  Summary of SAP BusinessObjects Edge Planning and Consolidation  Pain Points and Solution Enablers by Role (Controller, FP&A and CFO)  Qualification Questions & Profile of Ideal Customer  Case Studies  More Information

SAP 2009 / Page 23

Business Transformation Case Study using SAP Business Planning and Consolidation

Quick Facts
Company: Myron Manufacturing Corp. Industry: Office supplies/Manufacturing Location: New Jersey Revenue: 65 million USD Employees: 950 Web site: www.myron.com Solution: SAP Business Planning and Consolidation application (budgeting, financial reporting, currency conversions)

Challenges and Opportunities


Replace manual, time-consuming processes for planning, budgeting and reporting Expand limited views of information Gain control over reliability and accuracy of data Simplify budgeting process: current process causes work stations and email to freeze

Why SAP BPC


Ease of use and rapid adoption due to familiar Microsoft Excel interface Flexibility and scalability Web-based views Simplified maintenance and administration

Objectives
Reduce the time spent on the budgeting process

Benefits
50% reduction in time spent on the budgeting process

SAP BPC is such a flexible tool, it is very easy for me to analyze datamore so than I can ever remember in my careerNow we can see and make changes in the specific areas affected. In the past we cold only see the total company impact.
Robert Garvey Sr. Mgr. Financial Planning & Analysis

View timely reports and incorporate value- Enhanced views gives ability to identify risks and opportunities by cost center added analysis Monitor and report at an expanded level of Elimination of manual processes detail Timely, accurate and dynamic data

Implementation Highlights
Focused on financial reporting and budgeting activities Currency Conversion for 12 countries

Rapid adoption due to Excel-based interface

SAP 2007 / Page 24

Edison Properties streamlines budget process with SAP


Quick Facts
Location: Newark, New Jersey Industry: Professional services Products and Services: Owner/operator of office, residential, parking, and storage facility space Revenue: US$150 million Employees: 580 Web Site: www.edisonproperties.com SAP Solution and Services: SAP Business Planning and Consolidation

Challenges and Opportunities


  

Why SAP

Decrease time spent to create  Easy to use interface and import tools annual budget  Drill-through capability to view and Provide easy to use analytical tool to analyze operational costs at enhance operational reporting transaction level Provide greater visibility to operational  Strong consulting partnership data for strategic decision making

Objectives


Benefits

Our planning and budgeting processes have been significantly enhanced since we implemented SAP Business Planning. Weve reduced budgeting cycle time and delivered easy to use, yet sophisticated financial and statistical budget models to the business.
Tony Pinto
Vice President, Finance Edison Properties, LLC
SAP 2007 / Page 25

 Streamlined budget process Build advanced financial and statistical  Increased access to transaction data models that are powerful and easy for more rapid and detailed analysis to use  Leverage business modeling Empower business users and capability to support complex pricing, minimize dependence on IT and versus occupancy analysis spreadsheets Automate import of sales and operational data from multiple systems

Implementation Highlights
 

Initial roll-out for 20 users in less than three months Implementation support by Breakaway Technologies

Agenda

 What Does the Finance Function Usually Look Like?  Summary of SAP BusinessObjects Edge Planning and Consolidation  Pain Points and Solution Enablers by Role (Controller, FP&A and CFO)  Qualification Questions & Profile of Ideal Customer  Case Studies  More Information

SAP 2009 / Page 26

For More Information

Internal Information


https://portal.wdf.sap.corp/irj/portal?NavigationTarget=navurl://3 22aeef82fc805544bdc75c5a91294b5

Partner Portal


https://websmp207.sapag.de/~form/sapnet?_SHORTKEY=01100035870000723867&_SCE NARIO=01100035870000000183&_ADDINC=&

Thank you!

S-ar putea să vă placă și