Extending the reach of ERPArchitecting Seamless Business Processes for the Mid MarketJeremy Palmer – Partner Technology Specialist, Microsoft Ltd.

Introduction

• Case study session

• Mid-market focus

Customer Segmentation

  Lower Small Business

Core Small Business

Lower Mid- Market

CoreMid- Market

Upper Mid- Market

Corporate (CAS)

# PCs 1-4 PCs 5-24 PCs 25-49 PCs 50-250 PCs 250-500 PCs >500 PCs

# Employees

1-9 employees 10-49 employees

50-99 employees

100-500 employees

500-1,000 employees

>1,000employees

#WW Entities

27M 11M 763K 434K 43K >16K

Average Software Spend per entity

$898 $1,529 $8,540 $78,000 $203,000 13M+

Mid-Market @ Microsoft

• SMS&P – Small & Mid-Sized Solutions & Partners

• Over 20,000 UK Partners

• Indirect Model

A Partner Perspective

Richard Jones – Anglia Business Solutions

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Anglia Business Solutions

25 Year Track Record Consulting and Software Company Microsoft Certified Gold Certified Partner

Information Worker, Advanced Infrastructure,

Microsoft Business Solutions & Mobility Competencies

Solid Financial ProfileProfitable : No Borrowings: Strong Balance Sheet

Award Winning Company

The complete ‘One Stop Shop’IT Partnership

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Anglia Business Solutions

Successful Track Record in Enterprise Systems Supply Chain Focus 80 + Dynamics NAV Deployments Extensive Dynamics NAV Development Expertise Largest European Deployment in 2004 Extended Solutions Via .NET Mobility & e-Commerce Featured by Microsoft as Case Studies

Wide Commercial Expertise and Exposure

Interesting Facts about ERP

• Only reaches 15% of users

• 46% of licensed seats are unused

• 28% of CRM installations fail to go live

• 60% of implementation costs are spent on training

• Not usually implemented in isolation

Business Objectives of Seamless Processes

• Lowered cost

• Improve organisational efficiency

• Better business insight

• Improve business agility

• Gain and maintain the competitive edge

The Last Mile of Productivity

PersonalProductivity

Business ProcessAutomation

Finance

Operations

Sales and Marketing

Typical Mid-Market Processes

• Timesheet entry

• Expense reporting

• Service call management

• Purchase order entry / procurement

• Mobile data capture

• Supply chain management

Case Study: Consuming ERP From The Field

Richard Jones – Anglia Business Solutions

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A Brief Summary• 18 Mobile Projects Now Deployed

Industry Sectors Include:• Fresh Produce, Agriculture, Manufacturing, Pharmaceuticals, Automotive, Transport & Logistics

• 3 Years of R&D, Close Links To Microsoft

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Our Opportunity

• Using Mobility to extend our ERP proposition

• We are in the business of real-world application development and delivery

• Mobility Integral To Our Supply Chain Solutions

Making technology pay!

Built From Components

• RFID• Barcode• Location Aware Technology

• Network Independent:• 3G, GPRS, Satellite, WIFI, WIMAX etc...

Fully Endorsed By Microsoft

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Traditional Approach

• Propriety Locked Down Solutions

• Useable In Range of The Network

• Mobile Dumb Terminals

• No ability to support emerging standards

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Useable Anywhere...• Deck• Vessel Hold• Storage Area• Offsite• In The Pack House• In The Back Of A Lorry

Translated For Use In Variety Of Languages

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• Periodic or manual synchronisation of data• Priority based synchronisation• Optimised for available bandwidth• Data sliced for circumstances (based on user)• Delivery of mission-critical data from any source• Built on industry standard product set – SQL Mobile/SQL Everywhere

Internet or Private Network

Windows Mobile Device Firewall

Mobility Server

ERP System/Legacy System

Data ConnectorDrizzle Replication Technology

Drizzle Technology

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Working In The Warehouse

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Stock Pick & QC

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In The Field..

Working With:• GPS Connected Devices• Mappoint Web Service• Location Server• Memory Map/GIS• 3G/GPRS

Using:• SQL Everywhere• Direct To SQL• Web Service

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Imaging

Both On Device & Visualising Data Captures

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Device Integration

• Mobile Printing• Bluetooth Serial Port

Devices• WeighBridges & Scales• Camera’s

Making technology pay!

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Label Check

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And Now For A Demonstration….

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Making technology pay!

* Any Device

* As Long As It Runs Windows Mobile

What’s the Mid-Market Integration Tool of Choice?

Traditional ERP Scenario

ERP User ERP System

Other Users

Indirect

Direct Direct

Case Study – Employee ExpensesCompany Overview

• Typical “Core Mid-Market” organisation

• £35 million turnover

• 250 employees (>125 Field Based)

• >100 expense claims / week• Average claim £200

• Average turnaround (claim to payment) 3 weeks

• 25% with error

• Handled by at least 3 persons

• No tracability

Case Study – Employee ExpensesSimple Scenario

1. Completes Expense Form

2. Submit Form to Manager

3. Manager Approves and Passes Form to AP

4. AP Enters Information in ERP

5. Payment Processed

Case Study – Employee ExpensesExceptions

• Doesn’t Adhere to Policy

• Manager is Unavailable

• AP can’t read Handwriting

• Bank Details are Missing

What If?

Case Study – Employee ExpensesBusiness Overheads

• Each claim passes via 3 persons• Employee (ave 15 minutes / claim – 25 hours / week)

• Manager (ave 3 mins / claim – 5 hrs / week)

• Accounts Payable ( ave 7.5 mins / claim – 12.5 hrs / week)

Mid-Market Challenges

• Out of reach for mid-market business

• Cost of implementation

• Complexity

• IT seen as an overhead

• “Not my core business”

Technology Challenges

• ERP often has complex, inconsistent APIs

• Broad skills required to bridge ERP and other applications

• Bespoke implementation not off-the-shelf

• In-house IT resources scarce

Case Study: Extending the Reach of ERP

Richard Jones – Anglia Business Solutions

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Reflecting ERPOut TO Mobile

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So Lets See It...

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But Then It All Went Wrong

• Code Produced By Different Developers Inconsistent

• An ERP Change Breaks All Surround Applications

• Building Bespoke At The Speed ERP Demands

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DataMaker Overview

Integrated Business Process

ERP System

ERP Users

Other Users

Mid-Market Trends

• Portals

• CRM

• Business Intelligence

• Mobility

Case Study: Portals & Collaboration

Richard Jones – Anglia Business Solutions

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Converged Communication

A transaction from any device looks the same to Nav...

web portal, mobile device, sensor, etc...

Linked together by a Workflow engine

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Web Based Portal

• Built On Sharepoint Portal Server

• Using The Web Based SQL Reporting Services

• Built Consistently To Plug Into Dynamics Nav Workflow

Making technology pay!

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A Vessel Management Dashboard

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Mid-Market Futures

• Hosted applications

• “Real World” SOA

• Office as the user interface

Questions?

© 2007 Microsoft Corporation. All rights reserved.This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.