SAP Value Engineering
Saturday, August 15, 2009
As part of my recent travels to Ontario, I spent three days with the Open Text APJ SAP team and some smart guys (Bill & Kris) at Open Text's head-office learning the in's and out's of SAP's Value Engineering process, specifically how it pertains to Open Text's solutions for SAP.
- Value Discovery: How do you align your business and IT strategy?
- Value Realization: How can the business value be captured?
- Value Optimization: How can you maximize the value from your investment?
During the training, our focus was on the Value Discovery process - essentially building the business case.
Now, for the cynics out there, you'll be chuckling away wondering: what sane customer would put any value on an IT vendor's business case?
Having gone through this process and having spent years working in the SAP ecosystem, I can tell you the key reason customers value this process is not solely for the initial business case itself - although that is quite value.
What is truly valuable is gaining a thorough understanding of what you need to deliver in order to generate value from an investment. This insight is equally useful for both parties and helps create a partnership on the road to actually realising that value.
The alternative process is that an organisation sets their budget for a project, engages vendors, picks the lowest price offer and delivers a project that could be on-time and on-budget... but totally misses the opportunity to deliver spectacular business transformation and returns because the parties involved don't really understand where the opportunity was.
Labels: Open Text, Sales and Marketing, SAP
posted by Lee Gale @ 1:12 AM,
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