Post on 28-Apr-2018
transcript
Agenda
3-3:15 Introductions: Andy MoorePublic Sector Organization
Current Status
Outlook
Why we need Partners
3-15- 4-30: Line of Business Market OverviewsCivilian: Jen Morgan, VP of Sales
DoD: Mark Scallion, VP of Sales
A&D: Steve Fehr, VP of Sales
Mission: Bill Pessin, VP of Sales
SLED: Art Dorfman, VP of Sales
VP Round Table Q&A
4:30-4:45: Break
Agenda
4:45-5:00 Business User Market Overview: John Tomaselli, SVP of Sales
5:00-5:45 Product DemosHANA
Dashboards
Mobile
5:45-6:00: Call to Action/Wrap Up: Mark Testoni, President SAP Public Sector
6:00-7:00 Meet the Sales Teams/ Happy Hour
Federal Civilian
SAP Account Executive ResponsibilitiesMike Anthony State, DHS, Commerce, JusticeDavid Robinson Amtrak, USPS, NASA, Dept of Energy, OPMTony Antzoulatos Business Objects focus on above territoriesKatherine Hamilton USDA, DOI, Treasury/IRS, CDCSteve Ulmer United Nations, UNICEF, World Bank, IDBPaul Chesen Business Objects focus on above territoriesJamie Sirois GSA, HHS, VA, SSABob Coen SEC, FRB, DOT, FDIC, FCC, HUD, Education
Federal CivilianMarket Overview
Trends Data transparency and analysis, predictive analytics Focus on lighter apps, cloud, quicker time to deploy, quick success Mobility
Opportunities Data Management Business Intelligence/Predictive capabilities Mobility
Needs from the Partner Ecosystem Understanding SAP beyond ERP (we can provide training)
Scallion, DoDTeam and Assignments
Army – PCN account Mike Lennon, Steve Risseeuw & Scott Williams (BOBJ)
Navy – PCN account Mike MacCormack, Paul Moser (GAD)
DLA – PCN Account Phil Freedenberg, MaryAnn Magee (BOBJ), Paul Moser (GAD)
MHS Mike MacCormack
Business Development Cathy Benson
USAF, USMC & Miscellaneous DoD Agencies Business User Focus
Scallion, DoDMarket Overview
Trends: Program Selling Extend SAP Core footprint Align more with Functional & Program sponsors (outside of IT & CFO) ERP / Analytic combo solutions in the white space (i.e., Analytics, Extending
Legacy Systems, BOBJ Up-sell / Cross-sell) Opportunities: Leverage significant SAP & BusinessObjects assets/footprint throughout DoD Analytics, Mobility, In Memory Information Management (i.e., Data Quality, Data Migration, Data Management)
Needs from the Partner Ecosystem Aggressively go after the analytics business (i.e., classic BOBJ business) We want a partner identified on every DoD opportunity Align directly with the AEs for joint account planning Drive attendance to Sapphire together
Aerospace and DefenseTeam Assignments
Dawn Gershinzon: AAI ( Subsidiary of Textron Systems), AAR Corp, Alliant Tech Systems, ARINC (sub of Carlyle Group), BAE NA, BE Aerospace Inc, Blackwater, Booz Allen Hamilton (Federal), CACI, Comtech Telecommunications Group, DynCorp, Gentex Corporation, Mantech, National Preston Industries Inc, Quinetiq NA, SRA International Inc, Thales NA, VSE Corporation
Carmen Kruger: Aerospace Corporation, EADS NA, American Eurocopter, Esterline Technologies Corp, Gencorp Inc, General Dynamics, Harris, Jacobs Engineering Group Inc, SAIC, KBR, Lockheed Martin, Meggitt USA, Orbital Science Corp, Precision Castparts Corp, Sierra Nevada Corporation, Teledyne Technologies Inc, United Launch Alliance, United Space Alliance, UTC Pratt Rocketdyne, Woodwared Governor Company
Aerospace & DefenseTeam Assignments
Greg Rietske: Allegany Technologies Inc, Boeing, Boeing Enterprise and DDS, DRS Technologies ( Subsidiary of Finmeccanica), Force Protection, Hexcel Corporation, ITT Corporation, Moog Inc, Raytheon, Triumph Group Inc
Phil Freedenberg: Huntington Ingalis Industries, Northrup Grumman, TASC
Aerospace & DefenseMarket Overview
Trends: Globalization – both commercial and defense are looking outside US for growth More Effective Program Management – execution and insight Supply Chain Optimization and Effectiveness Going Mobile – safe and secure
Opportunities: Program Analytics Mobility - Strategy and Use Cases
Needs from the Partner Ecosystem Need partners to add IP on top of SAP – strategy, use cases and insight BOBJ, In memory computing and Sybase are key
Need proactive lead generation – do not just follow SAP sales team
Mission & BA&TTeam and Assignments
Dave Melvin – Mission AE
Mike Stern – Mission AE
David Korn – Mission Solution Specialist
Mission
Robin Pollino–AF/USMC/COCOMS/JCS
MaryAnn Magee –DLA/Agencies/OSD
DoD BA&T
Jon Blair – Traditional OEMs
Bob Coen – Traditional SI
Berry Gibson – Industry Principle
A&D BA&T
Jamie Sirois – HHS/VA/…
Bob Coen – FAA/DOT/…
FED BA&T
What is Mission Sales?
Dedicated organization within the SAP for Public Sector solution portfolio
Focused on the operational programs and initiatives (missions) conducted by Federal government agencies and their contractors
Leverages and integrates the activities of the appropriate SAP organization to provide a comprehensive approach for our customers to leverage their SAP investments for successful mission execution
Following the MoneyGovernment Expenditures GFY 2010 –
$167,608,330,09037%
$287,177,623,04663%
FSC - Total Products Purchased By Gov't
PSC - Total Services Purchased By Gov't
Mission Sales and Expanded FED BA&T Areas of Focus GFY2010 Gov’t Contract Expenditures (PSC)
$24,079,218,657, 8% $15,072,633,121, 5%
$1,674,592,306, 1%$19,449,435,895, 7%
$67,883,068,511, 24%
$12,973,513,322, 4%
$146,045,161,23551% D-ADP and Telecom Services
J-Maintenance, Repair of Equipment
L-Technical Services
M- Operation of Gov't Facilities
R-Support Services
Z-Maintenance/Repair of Real PropertyOther Services
$141B “New” addressable market for SAP
Mission Sales – Targeted Areas
System Lifecycle Production and Sustainment programs (e.g., PBL,CLS, Fleet Management)
Operations, Maintenance, and Support contracts (e.g., BaseOpns, Range Management, Training, Support Opns, etc.)
Business Case Analysis and Quality Assurance (e.g., OMB A-76, performance based contracts, Lean Six Sigma)
Joint Use / Public-Private Partnerships (e.g., GoCos)
Offset, Military Cooperation, Nation Building, Foreign Military Sales, DoD Combatant Commands, NGO’s
Civilian agency mission execution
Intra/inter-agency public-security initiatives
Joint Cooperation Command/Control Centers
Provider’sBackOffice
Customer’sBack-Office
Mission
BA&T Market Overview
Trends: Performance and Cost Avoidance Mobility (iPad/Blackberry/…) Semantic Analytics
Opportunities: Text Analysis Agency-wide BI initiatives Hana/IQ Initiatives
Needs from the Partner Ecosystem Solutions (e.g., QASP) SAP In-Memory/Acceleration Message Drink your own champagne – promote SAP by using it yourself
SAP State and Local GovernmentProposed 2011 Generalist Model
Mike Garrow
Jeremie Colt
Sue Keith
Joey NormanJoe Taxiera
Bill Fort
Van Wolde
DC
State & Local Government Higher EducationJim Cullen
All Higher Education except HER managed accounts assigned to other AEs
SAP State and Local Government2011 Business Analytics & Technology Coverage Map5 AE’s
Local Only for BAT if letters are white
Mike Marsh
Ahmed Khan
Andrew Chen
Phil Oertli
Brian Blatt
CA CO
NV
ND
SD
UT
WY
CA
ID
MT
OR
WAAK
HW
PA
WV
KY
IL
AR
LA
MS AL
DE
GA
FL
TN
CT
ME
MA NH
VT
NJ
NY
RI
AZ NM
DC
MD
NC
SC
OH
VA
IAKS
MONE
OK
TX
IA
MI
MN
WI
White
State, Local and Education – Bus Dev Line of Business Programs
© SAP 2007 /
Accounts:
Depts of HealthDepts of Human/Family ServicesDepts of Labor / Workforce Dev.Retirement Systems
Social Service & Labor – Bruce Levick
Accounts:
Depts of Justice / Public SafetyDepts of Motor VehiclesDepts of TransportationAdministrative Office of CourtsPolice
Crim. Justice and Public Safety – Thiele
Accounts:
Depts of FinanceDepts of ComptrollerDepts of RevenueCity / Counties / Not For Profits
Finance & Administration – Daryl Kirkland
Accounts:
Depts of EducationHigher EducationK – 12
Education – Don Seaman
SLEDMarket Overview
Trends: ERP Slower Tax & Revenue, Tax Amnesty = Momentum Organizations want to do more with what they have.
Business Intelligence, Mobility, Tax & Revenue, Budget Social Service System Replacement
Opportunities: HHS – BI Public Safety - BI Tax Amnesty – PA Public Budget Formulation
Needs from the Partner Ecosystem Partnerships – your SME Our Software & Technology
Public Services, Business AnalyticsMarket Overview
Trends: Do more with Less – Business Analytics deeper insight to resource and asset allocation targeting for greatest
impact (budget cuts without increasing taxes or funding alternatives). Fraud, Waste, and Abuse – retain, recover, and apply monies lost to re-invest and meet
service level agreements. Data Insight – Data Quality relationship to Business Intelligence Multiple Sources and form (Structured and Unstructured) Data Event Alerts – data feeds triggering action Social Media Response Actions
Opportunities: Qualified and Trusted Insight Transactional & Analytic – Acceleration of large data Event Insight – cyber, vehicle sensors
Needs from the Partner Ecosystem Domain Expertise and Situational Fluency relevant to Business Analytic Solutions Repeatable use case solutions, demos, content, credible positioning Incremental Focus