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Copy of Generic Annual Report Template Editable

Here is our generic Annual Report Template designed with bespoke icons and colour scheme. Share with us how you can use this template to tell your story
by

Shahrukh Patel

on 17 October 2014

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Transcript of Copy of Generic Annual Report Template Editable

SAP
SINGAPORE
BUSINESS
REVIEW
FINANCIAL
SUSTAINABILITY
OPERATIONAL
OUR BUSINESS in 2015
OUR CUSTOMERS
OUR PEOPLE
OUR BUSINESS in 2013
KEY STAKEHOLDERS
SIMPLE STRATEGY
ACHILEES HEEL
FINANCIAL
SINGAPORE
BY NUMBERS
BOOKINGS
REVENUE
PROFITABILITY
€ 37,474
32.0%
€ 19,262
- Booking - Exceeded H1 Target
- Exceeded Q3 Booking Target
- End Q3, exceeded FY 13' booking actual

- Q4 Forecast - 8,200 (Consulting - 3,493)
- Q3 Revenue Forecast expected to be ~64% of Target
- Multiple modes being used to explore revenue increase (e.g. Review of all T&M SO to evaluate how we can fully utilize additional man-days and maximize revenue)


FY14 (end Q3)
FY13
FY14 (end Q3)
FY13
FY14 (end Q2)
FY13
32.0%
48.0%
37,474
33,960
19,262
49,900
SUSTAINABLE BUSINESS
Singapore has signed on for the Franchisee 4 Success Sales Model. We have started the journey to look at our business using the 4Q model with SAP CRM as our single source of truth.
KEY METRICS
OPERATIONAL
OPTIMIZATION
REVENUE & PROFIT
60
72 DAYS
1
EXISTING PROJECTS
DSO
PROJECTS IN RED
- Have a 360 degree view of our Business

- Manage the Business by Exception where only significant deviations from a Budget or Plan are brought to the attention of SEA Management.
SCALING THE SALESFORCE
- MOVING NON PERFORMERS OUT OF THE BUSINESS
- COACHING FOR HIGH PERFORMANCE
- HIRING FOR FITMENT
OUR BUSINESS
SINGAPORE
KEY STAKEHOLDERS
PRACTICES
RISK
LICENSE
FINANCE
$0.7b
63 Properties valued at
€ ~20,000
v/s
Budget
€ 76,404
Difficult business climate due to Global Economic Uncertainty
ECONOMY
REVENUE CARRY
INTO 2013
OUR BUSINESS IN 2013
THE ROAD AHEAD...
TEAM BUILDING @ SG

IT'S MORE THAN
JUST NUMBERS
OUR
PERFORMANCE

OUR
STORY

2014
INCREASE REVENUE
IMMEDIATE REVENUE
Maximize T&M SO Billing
SELL ALM & LEARNING HUB
SELL PE & CD
76,404
48,819
PMO
LEGAL
SIMPLE STRATEGY
FOCUS ACCOUNTS
MARKET COVERAGE
3 Focus Accounts per CP
80% of Business through Focus Accounts
20% on Opportunistic basis
APPROACH TO SELLING
Simple
- Have fewer, deeper relationships
Differentiate
- Sell services that are unique to SAP Consulting
Account Plans for each Focus Account
Use Design Thinking to develop Focus Accounts
PE - Target Top 26 Maintenance Customers
Position Education in Coverage Accounts
VPS - Position VPS in new Accounts
Plan on a Page
Asia
Achieve work-life balance (with focus accounts - do more with less)

Have a driven & successful services sales team that works closely with license sales

Reward SAP Passions

Plan Breakout
PE and Mobility – identification of initiatives complete, will operationalize in Q1

SMS – identify customers in Q1 and operationalize in Q2

Education – in planning phase

Personas & FBS - in planning phase





CP’s identify 3 focus customers in their patch (
complete
)

Update account planning template for focus customers (WIP)

Lalit to enhance the plan through Design Thinking (workshop planned – will require funding)

Establish a continuous engagement cycle with focus customers

Institutionalize customer wins and go-live stories


Retain Satish to grow Pertama + assist with other Retail opportunities (WIP)

Identify an anchor for a large potential deal at SRC (Sridhar N - Global Hub Head for O&G + Mining)

Staff a full time Healthcare expert in the CoE for iHIS

Lalit/Guisseppe to assist Singapore team with Design Thinking Workshop for a target set of customers

JK
Retail / CPG
O&G
(A working plan to achieve 2014 Goals & Targets)




CP portfolio’s clearly identified by Industry (
complete
) – to be communicated to Sales colleagues

CP’s to participate in Account planning sessions led by AE’s in 2013


Approach to Selling
SG – 80% business through Focus accounts

SG – 20% on opportunistic basis

Other Countries – 100% on opportunistic basis
Develop SRC and roll-out a comprehensive SAP landscape
Make SAP Services the partner of choice for Retailers
Business Initiatives
Services Retail Forum
Selected Retailers to speak about their experience with SAP Services as their Trusted advisor
Awareness on SAP Services Portfolios, Success with Retailers
Latest Trends for Retailers and How SAP can help them run better
Target Audience: Existing Retail Customers & New Retailers
Frequent : Quarterly or Bi-annually


SSEM to support in driving the following:
Mobile & Omnichannel for Retailers
BIG Data or Data Hub for Retailers & CPG
FBS for retailers & CPG
PE for partner led accounts

Focus Accounts
NTUC Fairprice
DFS
Singapore Refining Company

How Jelita will exceed her Quota

Follow through SRC ERP roadmap & get Customer commitment to spend with SAP Services
Estimated deal value: Worse Case –

1.5M - Best Case –

5M
O&G Deal Exec Sponsor to Convey Why it has to continue be SAP Services even for the ERP implementation!!!!
Continued engagement with Fairprice to drive the Roadmap which Fairprice & SAP has started to define and embarked in late 2013
Estimated deal value: Worse Case –

1.5M - Best Case –

2.5M
Follow through DFS opps & new opps
Estimated deal value: Worse Case –

1M - Best Case –

2M
Booking Target

€ 5M
Consulting Services
€ 2,647 K
Account Mapping
Sales Focus
SSEM Initiatives
Cultural Transformation
Customer Initiatives
"Shah"
GM Singapore
Dra
g
onboat Challenge (plan submitted for approval - will require funding)

SG CFO breakfast (will require funding)

SG Customer Day - Focused on SAP Solutions

Market Initiatives
Focus Accounts
3 Focus accounts per CP (max of 5)
Key account plans for each customer
Use Design Thinking approach to identify key initiatives, jointly with customer
Market Coverage
PE – Top 26 Maintenance customers
FBS & Personas - run a targeted campaign
Mobility / Big Data – Identified key customers for coverage
SMS – Cover partner led deals + all existing customers
Education – WDA + embedded (deal >1Mn)
Cloud – Led by Single Cloud Team
HANA – SSEM led
P
Plan
by
Quarter




CP portfolio’s clearly identified by Industry and accounts (
complete
) – to be communicated to Sales colleagues
CP's to create their plan on a page (
complete
)
CP’s to participate in Account planning sessions led by AE’s in 2013
Face 2 Face meeting with key stakeholders of all focus customers
CP's to nominate 1 customer each for Design Thinking workshop - use opportunity to deep dive into customer challenges
Mobilize coverage plans for PE & Mobility


Q1
Q2
Q3
Q4




CP's to drive their focus account plans
Opportunities identified
Key internal Stakeholders appointed

CP's to complete patch/industry coverage

SG team to identify 3 large opportunities to nurture and grow. Get buy in from SEAL team

Mobilize coverage plans for SMS & FBS/Personas




Execute on 3C's
Close
Close
Close
Dra
g
onboat Challenge





CP's to fine tune and refine account maps, brief team on desired outcomes

Put together close plans for large deals & focus account opportunities

Initiate monthly CxO breakfast

SSEM's to assist with closure of deals identified during market making activity


PE
€ 809 K
CD
(S/W & Maint)
€ 1100 K
Education
(S/W & Services)
€ 444 K
Coverage Accounts
CT
Logistics
Hi Tech
Telco
Build a large deal in the Telco space
Maximize the potential of NOL
Develop the logistics market
Business Initiatives
SLO programs on Curr Conversion and FY conversion/Finance Consolidation - Email blast for all customers which have purchased SAP ECC6
Mobility event - Syclo / Fiori


SSEM Led Initiatives for Singapore
PE
Mobility

Focus Accounts
SATS
SMRT
NOL
Mediacorp
STO Maldives

How Cher Tee will exceed his Quota

Close all spill-over deals from Q4 pipe and low-hanging transactional opportunities
SMRT Enhancement (Euro 30k)
Subsea 7
Focus on top 3 accounts (to be aligned with license)
SMRT
Tech Upgrade (Euro 560k)
Syclo (Euro 1000k)
NOL – CD TPCE project (Euro 2M)
Mediacorp – License + services for SRM (Euro 400k)
Gap of around Euro 5000k – 3760k = 1,240k
Initial Gap Plan:
Start business development activities in Q1 and Q2 for closure in Q3 and Q4 (create upside opps of 2M @4 times = Euro 500k closure
Expand and cross-sell into dormant accounts eg. STO Maldives, StatsChipac, Sony, Daimler

Booking Target

€ 5M
Consulting Services
€ 2,203 K
PE
€ 809 K
CD
(S/W & Maint)
€ 1,544 K
Education
(S/W & Services)
€ 444 K
Coverage Accounts
SB
Banking
FServices
Insurance
Develop our footprint in the BFSI space
Close MSIG - Potentially the largest deal for SEA in 2014
Business Initiatives
In Planning
SSEM Led Initiatives
CD – Working Capital Analysis (Target – DBS, UOB, Citibank etc), FBS introductoin
SMS – Introduce SMS aggressively into all BFSI accounts in SG.
PE – Increase Top Account Penetration + Extend existing engagements.
HANA – HANA Now and Analytics follow up.

Focus Accounts
United Overseas Bank
DBS
Deutsche Bank
Barclays
MSIG

How Shaunak will exceed his Quota

Premium Engagements in BFSI
Currently only 2 customers (ANZ and MSIG) Increase this to 4.
CD Initiatives – FBS and RCS (UI Logging, Personas)
Rough Numbers Split - Conservative
MSIG – 1.5M Barclays – 200K
UOB – 500K Others – 200K
DBS – 300K Gap to close – 2.3M
Deutsche – 500K
Booking Target

€ 5.5M
Consulting Services
€ 2,912 K
PE
€ 890 K
CD
(S/W & Maint)
€ 1,210 K
Education
(S/W & Services)
€ 489 K
Coverage Accounts
EA
Utilities
E&C
Oil & Gas
Engage and grow the O&G + E&C patch
Develop footprint in Utilities - SingPower & SembCorp
Business Initiatives
Design thinking workshops with specific customers in every quarter
SAP APJ Utilities Conference
SAP Events (SAP Infoday, CxO Insights, Cloud event )
Develop service partnerships with partners like Accenture, ATOS etc


SSEM to support in driving the following:
Max attention: Quality Assurance for SAP EAM, SRM and technical initiatives (functional and technical QA)
Unique CD for utility industry (Pre-payment. Billing centric-solution for Smart meters etc)

Focus Accounts
Singapore Power
Sembcorp Industries

How Elena will exceed her Quota

Sing Power – 2M
Semb Corp – 1M
Pepisico – 0.5M
Far East- 200k
Exxon – 200k

Total – 3.9m Quota – 5M
Gap – 1.1m
Booking Target

€ 5M
Consulting Services
€ 2,647 K
PE
€ 809 K
CD
(S/W & Maint)
€ 1100 K
Education
(S/W & Services)
€ 444 K
Coverage Accounts
TBH
Public Service
Defense
Grow Educaion Services, PE & FBS/Personas in Public Services
Establish a footprint in Mindef, WDA, iHIS
Business Initiatives
In Planning
SSEM to support in driving the following:
BIG Data or Data Hub for Ministries
PE for partner led accounts
Education for WDA / Ministries

Focus Accounts
Mindef
WDA
iHIS
MoHH

How TBH will exceed his/her Quota

WDA PE -
€1
M
Continued engagement with Mindef
ALM
-
€475k
Syclo Pilot - €475k
iHIS
CoE -
€1
M
NZDT -
€1.2
M
Code Factory -
€1
M
MoHH PE -
€800k
Booking Target

€ 5M
Consulting Services
€ 2,647 K
PE
€ 809 K
CD
(S/W & Maint)
€ 1100 K
Education
(S/W & Services)
€ 444 K
Coverage Accounts
€ ~6,000
OUR PEOPLE
LEADERSHIP
OUR CUSTOMERS
Nearly 42% of our bookings in 2013 came from Consulting Services.
Only 6 customers with bookings value greater than 500 K for the full year 2013.
ACHILLES HEEL
KEY IMPERITIVES
REVENUE
Weakness in spite of overall strength, which can lead to downfall.
GREEK MYTHOLOGY
When Achilles was a baby, it was foretold that he would die young. To prevent his death, his mother Thetis took Achilles to the River Styx, which was supposed to offer powers of invulnerability, and dipped his body into the water. But as Thetis held Achilles by the heel, his heel was not washed over by the water of the magical river. Achilles grew up to be a man of war who survived many great battles. But one day, a poisonous arrow shot at him was lodged in his heel, killing him shortly after.
EXPAND FOCUS ACCOUNTS
PUBLIC SECTOR
BUSINESS DEVELOPMENT
SUSTAINING CUSTOMER RELATIONSHIPS
HEIC v/s CONSULTING GATE
42,950
69,500
REVENUE CARRY
INTO 2014
€ 33,960
BOOKING ACTUAL
JUNE 2014
SEPTEMBER 2014
Push the people bell curve towards a high performance team who understand the needs of the organization and can delivery consistently.
SEA Benchmark - 74 Days
Popular
REVENUE FORECASTING
Weekly Cadence to "GET IT RIGHT"
VSOE
SIMPLIFY PROCESS TO ESTABLISH VSOE
CRM
ALL DEALS IN CRM, CRM IS SSoT
IMPROVE PROFIT
For Q+2 and beyond
WHAT'S NEXT?
Q4 2014
H1 2015
H2 2015
ART OF POSSIBLE
CHALLENGER SELLING
BOOKING FORECAST
REVENUE FORECAST
- DREAM BIG FOR 2015!! (Planned Dec 2014)
- WHERE IS THE POTENTIAL BIG DEAL?
- WHAT HELD DO WE NEED TO REEL IT IN?
USE CSM FOR ALL LARGE DEALS

PROACTIVE USE - INTERNALLY FOR CADENCE & WITH CUSTOMERS

CURRENT - GOOD ON PQ
START WORKING ON Q+1
ACHIEVE PREDICTABILITY ON Q+1
START TO WORK ON Q+2&3
PLAN
ACT
CHECK
START TO WORK ON Q+2&3
ACHIEVE PREDICTABILITY ON PQ+1
ACHIEVE PREDICTABILITY ON PQ
REVENUE
KEY ASKS
DEAL APPROVAL SIMPLIFICATION
DEAL THRESHOLD IS VERY LOW
DEDICATED LEGAL FOR SINGAPORE
200k FOR SG AND 1M FOR SEA
- 3x8 Deal Qualification
- Customer Coach
- Account Plans
- Seek new project as we successfully close existing projects
Full transcript