From e9c066d293e7ba269ffb5bf48e474e9571ae2df3 Mon Sep 17 00:00:00 2001 From: cyork Date: Sun, 9 Dec 2018 10:05:24 -0500 Subject: [PATCH] updated article issue 167 and index text --- .../sap-ssc-solution-sales-contracts.html | 30 +++++++++---------- src/pages/index.html | 12 +++----- src/pages/industries.html | 20 +++++-------- src/pages/privacy.html | 6 ++-- src/pages/services.html | 6 ++-- src/pages/terms.html | 6 ++-- src/pages/testimonials.html | 6 ++-- src/partials/slider/slide2.html | 5 ++-- 8 files changed, 42 insertions(+), 49 deletions(-) diff --git a/src/pages/articles/sap-ssc-solution-sales-contracts.html b/src/pages/articles/sap-ssc-solution-sales-contracts.html index 373d9ee..96a9920 100644 --- a/src/pages/articles/sap-ssc-solution-sales-contracts.html +++ b/src/pages/articles/sap-ssc-solution-sales-contracts.html @@ -1,8 +1,8 @@ --- layout: default page-title: Ketch Partners -page-description: Ketch Partners About Us Page -canonical: https://ketch.partners/about.html/ +page-description: Ketch Partners Subscription Contract Article +canonical: https://ketch.partners/articles/sap-ssc-solution-sales-contracts.html robots: noindex, nofollow rating: og-title: @@ -27,17 +27,17 @@

Published on: 1 December, 2018 - 3 min read

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- Configurable Subscription Contracts Drive Higher Revenue and Margin Growth + Subscription Contracts Drive Revenue And Margin Growth

- by Chris York + by Chris York

@@ -60,30 +60,30 @@

- SAP Greenfield Implementation + SAP Configurable Contracts
-{{#markdown}} +{{#markdown}} ### CHALLENGES -Our client in the hi-tech IT services industry struggled with offering subscription-based services (contract entitlements) that aligned with their business model. The client offered nine core service pillars each of which had numerous service offerings. This challenge coupled with their rapid pace of acquisitions and ever-expanding service options demanded a flexible solution that made the sales process as well as the servicing of the contracts manageable for the future. +Our client in the hi-tech IT services industry recognized the market was changing. They struggled with offering subscription-based services that aligned with their business model. The client offered nine core service pillars each of which had many service offerings. Their rapid pace of acquisitions demanded a flexible solution. Ever-expanding service options required a simple sales process. Servicing the contracts was a challenge for a national field service team. ### INSIGHT -Ketch partnered with our client to define a single contract that allowed line item control of a sale, internal lease, or external lease for any regular product or configurable product or service. We also solved merging quantity and value-based subscription offerings onto a single contract in SAP, minimizing the number of documents in the system and simplifying the periodic billing process. To support this contract we leveraged the SAP product, **SAP SSC** (Solution Sales Configurator) to deliver guided selling along with configuring the contract terms to deliver a transformative user experience. - +Ketch partnered with our client to deliver a contract that supported their business. This single contract allowed line item control of the transaction. The line item supported a sale, lease, or rental for any regular product or service. We merged quantity and value-based subscription offerings onto a single contract in SAP. This minimized the number of documents in the system. The single contract simplified the periodic billing process. We leveraged the SAP product, **SAP SSC** (Solution Sales Configurator) to deliver guided selling. This allowed configuring the contract to deliver a transformative user experience. + ### SOLUTION -We focused on three major areas to deliver an optimized business process – the recurring revenue contract model, configurable services, and CPQ (configurable pricing and quotation) to deliver the end user experience. First, we delivered a structured, configurable service that bundled the nine pillar services options and various values to allow a platform for offering all services through a configurable user experience. SAP provides functionality to model configurable materials affording multiple options and choices to be selected during the sales process. This is utilized most often in a manufacturing industry (think of cars, air conditioning, or industrial pumps), but Ketch leveraged this capability for services. We delivered a structured (nested), configurable service that made quoting recurring services straightforward and consistent. Proof of concept services was modeled to allow key decision makers to see the trade-offs based on each approach. Once defined the option values created in the configurable model gets mapped to the recurring service that shows up on the quote i.e., the customer wanted backup service, for a Linux server, 500GB. +We focused on three major areas to deliver an optimized business process. The recurring revenue contract model supported all service offerings. Configurable services ensured accurate pricing and margins. And CPQ (configurable pricing and quotation) to deliver the end user experience. We first delivered a structured, configurable service that enhanced the sales process. All services were presented through configurable options in a web based user experience. SAP provides functionality to model configurable materials. These materials allow multiple options to be selected during the sales process. A classic example is the manufacturing industry. Cars, air conditioning, or industrial pumps are a few classic use cases. Ketch leveraged this capability to deliver configurable services. We delivered a configurable service that made quoting recurring services straightforward and consistent. We modeled proof of concepts options to allow key decision makers to see the trade-offs. The option values created get mapped to the service that shows up on the quote i.e., the customer wanted backup service, for a Linux server, 500GB. -Next, this service was leveraged by SAP’s SSC (Solution Sales Configurator) to deliver guided selling along with configuring the contract terms. An additional challenge to overcome was margin analysis on the quote – typically, unless services are procured at a specific cost they do not normally have a cost since your cost is actually accrued when you deliver the service by your employee posting time. To solve for this each service was analyzed for historical average costs and a statistical cost was assigned to allow a margin to be calculated at the quote stage. -The team used an agile approach to prototype process flows and screens and then transitioned to custom developed web apps to support the process. These apps were then connected to the CRM SQL database for storing and updating transactional data before it was synchronized with S/4HANA. +Next, this configurable material was leveraged by SAP’s SSC (Solution Sales Configurator). SSC delivered guided selling along with configuring the contract terms. An additional challenge to overcome was margin analysis on the quote. Procured services have a cost from the supplier. Services delivered internally don't have a cost until employee time is captured. To solve for this each service was analyzed for historical average costs and a statistical cost was assigned. This allowed a calculated margin at the quote stage. +The team used an agile approach to prototype process flows and screens. Then they transitioned to custom developed web apps to support the process. These apps were then connected to the CRM database. This transactional data was then synchronized with S/4HANA. -Finally, the recurring revenue contract was a challenge because the client wanted a single contract model to support any type of service – in some cases services were quantity based (Qty of 2 ea. Backup, Linux Server, 500 GB) and in other cases, they were value-based ($10,000 of on-site support). SAP provides different contract documents to handle value and quantity contracts, but Ketch was able to combine all offerings onto a single contract making servicing and maintenance of the customer much simpler over the lifecycle of the contract term. +Finally, the recurring revenue contract was a challenge to deliver. The client wanted a single contract model to support any type of service. In some cases services were quantity based (Qty of 2 ea. Backup, Linux Server, 500 GB) and in other cases, they were value-based ($10,000 of on-site support). SAP provides different contract documents to handle value and quantity transactions. Ketch was able to combine all offerings onto a single contract. This made servicing and maintenance of the customer much simpler over the lifecycle of the contract term. @@ -128,4 +128,4 @@

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Ketch Partners Logo



-
Learn Why Ketch Partners Is Your Best Choice For SAP HANA Systems Integration
+
Learn Why Ketch Partners Is Your Best Choice For SAP HANA Systems Integration

Play the video to learn more

@@ -90,8 +90,4 @@

Latest News

- - - - - + diff --git a/src/pages/industries.html b/src/pages/industries.html index 31e9b7d..592ff20 100644 --- a/src/pages/industries.html +++ b/src/pages/industries.html @@ -1,8 +1,8 @@ --- layout: default page-title: Ketch Partners -page-description: Ketch Partners About Us Page -canonical: https://ketch.partners/about.html/ +page-description: Ketch Partners Industries Page +canonical: https://ketch.partners/industries.html/ robots: noindex, nofollow rating: og-title: @@ -92,7 +92,7 @@

Retail

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Public Sector

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Supply Chain

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Professional Services

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- - - - - + diff --git a/src/pages/privacy.html b/src/pages/privacy.html index 9a7a3f8..511cfe7 100644 --- a/src/pages/privacy.html +++ b/src/pages/privacy.html @@ -1,8 +1,8 @@ --- layout: default page-title: Ketch Partners -page-description: Ketch Partners About Us Page -canonical: https://ketch.partners/about.html/ +page-description: Ketch Partners privacy Page +canonical: https://ketch.partners/privacy.html/ robots: noindex, nofollow rating: og-title: @@ -170,4 +170,4 @@

Priva - \ No newline at end of file + diff --git a/src/pages/services.html b/src/pages/services.html index 921815f..34d6ade 100644 --- a/src/pages/services.html +++ b/src/pages/services.html @@ -1,8 +1,8 @@ --- layout: default page-title: Ketch Partners -page-description: Ketch Partners About Us Page -canonical: https://ketch.partners/about.html/ +page-description: Ketch Partners Services Page +canonical: https://ketch.partners/Services.html/ robots: noindex, nofollow rating: og-title: @@ -62,4 +62,4 @@ - \ No newline at end of file + diff --git a/src/pages/terms.html b/src/pages/terms.html index cccc134..0bbca02 100644 --- a/src/pages/terms.html +++ b/src/pages/terms.html @@ -1,8 +1,8 @@ --- layout: default page-title: Ketch Partners -page-description: Ketch Partners About Us Page -canonical: https://ketch.partners/about.html/ +page-description: Ketch Partners Terms Page +canonical: https://ketch.partners/terms.html/ robots: noindex, nofollow rating: og-title: @@ -109,4 +109,4 @@

Terms - \ No newline at end of file + diff --git a/src/pages/testimonials.html b/src/pages/testimonials.html index 7a5a694..a3a2c2f 100644 --- a/src/pages/testimonials.html +++ b/src/pages/testimonials.html @@ -1,8 +1,8 @@ --- layout: default page-title: Ketch Partners -page-description: Ketch Partners About Us Page -canonical: https://ketch.partners/about.html/ +page-description: Ketch Partners Testimonials Page +canonical: https://ketch.partners/testimonials.html/ robots: noindex, nofollow rating: og-title: @@ -45,4 +45,4 @@ - \ No newline at end of file + diff --git a/src/partials/slider/slide2.html b/src/partials/slider/slide2.html index b6ad4b3..d0c023c 100644 --- a/src/partials/slider/slide2.html +++ b/src/partials/slider/slide2.html @@ -3,6 +3,7 @@
Ketch Partners

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Decades of business strategy across industries. Over 30 years of business and digital transformation. Trust Ketch as your partner to transform your business.

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