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facilities planning and deployment (c) Maintenance services for SAP and IT infrastructure
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Table of Contents
EXECUTIVE SUMMARY ....................................................................................................................................... 4 OUR UNDERSTANDING OF CEMENTCOS REQUIREMENTS.................................................................... 5 OUR UNDERSTANDING OF CEMENT INDUSTRY SCENARIO AND CHALLENGES ............................. 6 OUR UNDERSTANDING OF KEY BUSINESS DRIVERS AND IT LEVERS ............................................... 14 OUR PROPOSED TEAM FOR CEMENTCO..................................................................................................... 16 SUMMARY OF RELEVANT PROJECTS DELIVERED BY OUR TEAM MEMBERS ............................... 17 OUR PARTNERSHIP WITH SAP........................................................................................................................ 19 OUR VALUE PROPOSITION FOR PROVIDING END TO END SAP AND IT INFRASTRUCTURE IMPLEMENTATION AND MAINTENANCE SERVICES FOR CEMENTCO ............................................. 20 OUR RECOMMENDATIONS ON RIGHT ERP FOR CEMENTCO............................................................... 22 OUR RECOMMENDATIONS ON RIGHT ERP FOR CEMENTCO............................................................... 23 CEMENT INDUSTRY SPECIFIC REQUIREMENTS SUPPORTED BY SAP............................................... 24 HOW SAP SUPPORTS INTEGRATED PROCESS FLOW IN A CEMENT PLANT ................................................................ 25 EXAMPLE 1: COST AND PROFITABILITY MANAGEMENT ......................................................................................... 26 EXAMPLE 2: PRODUCTION PLANNING FOR CEMENT INDUSTRY .............................................................................. 31 EXAMPLE 3: SALES AND DISTRIBUTION FOR CEMENT INDUSTRY ........................................................................... 32 EXAMPLE 4: PURCHASE OF RAW MATERIALS FOR CEMENT INDUSTRY ................................................................... 33 SUCCESSFUL SAP IMPLEMENTATIONS IN CEMENT INDUSTRY.......................................................... 34 ADVANTAGES OF A GREEN FIELD IMPLEMENTATION.......................................................................... 36 BEST PRACTICES SOLUTION MAP OF SAP FOR CEMENT INDUSTRY ............................................ 37 OUR PROPOSAL FOR PHASE WISE IMPLEMENTATION OF SAP AT CEMENTCO............................ 38 OUR PROPOSED SCOPE FOR FIRST PHASE AT CEMENTCO .................................................................. 39 OUR PROPOSED IMPLEMENTATION METHOD: ASAP FOCUS .............................................................. 41 EVOLUTION OF ASAP FOCUS METHOD .................................................................................................................. 41 ASAP FOCUS METHOD KEY STAGES AND DELIVERABLES ................................................................................... 46 HOW INNOVATIVE CONSULTANTS PLAN TO ADAPT ASAP FOCUS METHOD FOR CEMENTCO IMPLEMENTATION ... 47 OUR VALUE PROPOSITION TO CEMENTCO BY ADAPTING ASAP FOCUS METHOD .................................................. 47 OUR PROJECT GOVERNANCE MODEL......................................................................................................... 48 OUR PROPOSED RESPONSIBILITY MATRIX FOR PROJECT DELIVERABLES .................................. 50 OUR PROPOSED IT INFRASTRUCTURE MODEL AND FACILITIES SOLUTION FOR CEMENTCO52 Page No. 2 of 62
OUR DEPLOYMENT METHODOLOGY........................................................................................................... 53 OUR PROPOSED SCOPE FOR SAP MAINTENANCE SERVICES ............................................................... 55 OUR SAP MAINTENANCE SERVICES DELIVERY METHOD .................................................................... 56 EXCLUSIONS FROM MAINTENANCE SCOPE .............................................................................................. 57 COMMERCIAL PROPOSAL FOR SAP PROJECT (PHASE I)....................................................................... 59 COMMERCIAL PROPOSAL FOR ANNUAL MAINTENANCE SERVICES FOR SAP.............................. 60 PAYMENT TERMS................................................................................................................................................ 61 SAP LICENSES ....................................................................................................................................................... 61 SAP CONSULTING SERVICES .................................................................................................................................. 61 ANNUAL MAINTENANCE CONTRACT ..................................................................................................................... 61 BUDGETARY PROVISION FOR OTHER EXPENSES.................................................................................... 62
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Executive Summary
We understand that CementCo, a fast growing organization in the business of trading, cement manufacturing and captive power generation considering implementing SAP. We believe that, with our partnership with SAP for enterprise solutions and a strong SAP team having 15 to 30 years experience in SAP, we can add value to your strategic initiative of implementing SAP. Based on our overall assessment of ERPs on different parameters like ability to address key business drivers, industry vertical specialization, Indian statutory requirement, scalability, market position, add-on products, cost and user friendliness, we recommend SAP All-in-One Enterprise Solution for CementCo. SAP has an impressive credential in Indian and global cement industry for both large and SMB segments. Since this is a proposed green field implementation, CementCo has an additional advantage of standardizing their business processes and leveraging best business practices of SAP from day one. SAPs freely available business process mapping tool Solution Composer will be of great use in this process. This also makes the data migration process substantially less complex resulting in less business disruption during cut-over. We recommend a phase wise implementation of SAP enables your ERP to scale-up with time & growth of your business. The scope of the proposed first phase of implementation at CementCo includes project management including costing, financial accounting (general ledger, accounts receivables & payables, cash management, asset accounting and period end reporting), controlling (cost centre accounting, internal orders), management reporting, human recourse (payroll & timekeeping) and transportation management. Our SAP implementation method is built on ASAP Focus method using preconfigured SAP system for cement industry. The business blueprint is signed off before contract signing and project kick-off making the implementation safe, predictable and affordable for the client. CementCo will be buying xx user licenses of SAP All-in-One and additional license for payroll for a block of 500 employees. We estimate an implementation time frame of 12 elapsed weeks for the above scope. Our commercial quotation for SAP product license and consulting services for implementing the scope of work defined in first phase is Rs. xx lakhs. We are also happy to provide annual maintenance services for 3 years for the SAP system for the scope as defined in first phase at an annual price of Rs xx lakhs for first year, Rs. yy lakhs for second year and Rs. zz lakhs for third year. Apart from SAP implementation and maintenance services, we have capability and credential to design, deploy and maintain IT infrastructure for CementCo. We would be happy to submit a separate proposal on IT infrastructure design, deployment and maintenance after a detailed site study.
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1. Indian cement industry is poised for an unprecedented steady growth of 10% YOY
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3. In spite of consolidations, the growth is largely fuelled by small and medium sector cement plants. Plants with less than 2 MTPA contribute to almost 50% of the installed base of the country.
4. While WPI is likely to increase steadily, the industry as a whole is expected to be in a surplus situation putting pressures on price and profitability
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5. While West Bengal is the 8th largest cement consuming state, it is not one of the highest cement producing states.
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6. The Eastern region has the biggest deficit of cement (between production and domestic consumption)
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9. Though the net margin has increased, the operating margins have remained same
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10. Energy, raw materials and freight costs remain the key cost components
11. The gap between the industry best practice and Indian cement plants are increasing with respect to efficiency
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Cement requires around 80 separate and continuous operations. Cement prices in India are market driven and volatile. Retrospective changes are routine. Prices vary from district to district and customers are invoiced at the specified rate for consignees location. Even though cement companies try to create product differentiation, market share is highly dependent on price and hence cost control in production as well as logistics is very important. Prices include taxes and freight and hence realisation calculation is complex. Most payments are on-account types and not linked to invoices. Complex system of discount and incentives. Consignments of both road and rail sometimes need to be reallocated. Incentives and associated debit/credit generation is complex. Delivery tracking is critical. Accounting for damaged cement (bags) is necessary. Transporter billing on retrospective basis is necessary. Environment, health and safety is increasingly playing a key role in cement industry.
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The selection of right ERP for a cement plant is based on how the KPIs are getting addressed through the ERP solution.
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All these IT levers mentioned in the above diagram are critical in selection for the right ERP for your company. Right kind of IT levers helps you in deciding proper business levers, which in turn helps you in achieving your profitability objectives.
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The project involved around 2000 user licenses. The project was executed in 2 phases the first phase for order generation and fulfillment process and the second phase involved the other business processes around the manufacturing plant in Steel Nagar. The business benefits from the SAP implementation in SteelCo was published in press few months after go-live. Following is an excerpt on the benefits, as quoted by SteelCo executives. Roles of our team members in the project: Our team members were responsible for managing the project end-to-end and were senior members of the Core Team deployed by SteelCo for the implementation.
Roles of our team members in the project: Our team members played key role as consultant in production planning and quality management areas.
Roles of our team members in the project: Our team members were involved as team lead in plant maintenance module having end to end responsibility of business blueprinting, realization, training and post go-live hyper-care support.
The project involved around 500 user licenses. Roles of our team members in the project: Our team members were involved as independent consultant employed by Sarda for quality review of the business blueprint and system testing.
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Our value proposition for providing end to end SAP and IT infrastructure implementation and maintenance services for CementCo
We believe that we can add value to your SAP implementation as well as IT infrastructure consulting and facilities management because of the following reasons 1. Our partnership with SAP for enterprise solution All-in-One enable us to be a one stop shop for all your SAP services. 2. Deep experience in mill products industry of our team members provide the requisite industry expertise and best practices knowledge. 3. Deep experience of our team members in implementing complex SAP implementations in mill products industry helps us to provide high quality implementation services. 4. Global SAP experience of our team members helps us to bring global expertise in our implementations. 5. Our extensive service offerings meet most of clients requirements in SAP space. 6. Our capabilities in associated services like infrastructure management & facility management help us to provide integrated end to end services in a cost effective way. 7. Our innovative project delivery method built on ASAP Focus method together with our industry and business process expertise is geared towards a rapid high quality implementation. 8. Our workshop model of business blueprinting ensures optimal usage of scarce time of your business managers. 9. Our well defined project governance model and joint responsibility of deliverables provide an efficient mechanism of managing the project with clear and fast escalation path for issue resolution. 10. Our templates for project documentation provide standardization and fast documentation of project deliverables. 11. Innovative Consultants has deep experience in consulting and implementation of new IT infrastructure and data centers. 12. Our services, starting from load assessment & capacity planning, network design, security & threat migration, assessment of power system and load, fire alarm and control, HVAC/precision a/cs and UPS/gensets, have established us as a single point nodal agency for large projects. 13. Innovative Consultants facilities management services cater to every operational requirement of an IT services and data centre. Our services cover desk top management, network management, server management, mail/messaging systems and security & change management. These facility services are available on-site at customer location or remotely through our NOC based remote monitoring system. 14. Our expertise in networking technology and products from all major vendors including Cisco, Lucent, Nortel, HP and 3Com gives our clients the flexibility to choose the network environment of their choice.
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Market Positioning
* ERPs who position themselves comparable to SAP Enterprise solutions ++ Including other ERPs positioning themselves with SAPs Business One solution ** With our deep industry and SAP experienced team and SAPs ASAP Focus method, we provide an accelerated implementation path which helps to reduce the implementation costs significantly.
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Solution Composer, a Business Process Management tool provided by SAP, has a special section on Building Materials with built-in best practices for building materials industry including cement. The best practices scenarios are available pre-configured.
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SAP has the capability to support the integrated business process flow in a cement plant.
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The subsequent screenshots show how Estimating standard cost estimate including itemization Cost component-wise fixed and variable cost estimates Activity-wise cost estimate Actual costing including multi-level price estimates Profitability Analysis
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SAPs extensive feature on costing allows you to estimate the standard cost, capture the actual cost and measure variances at the lowest level.
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SAP provides complete visibility at multi-levels on actual cost and profitability thereby assisting in controlling the cost of production and sale.
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The preconfigured production planning scenarios for building materials industry specifically caters to both bulk and packaged production planning requirements of cement industry. Page No. 31 of 62
The preconfigured sales and distribution scenarios for building materials industry specifically caters to both bulk and packaged requirements of cement industry. It includes features like credit management, transportation management, rush orders, etc
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The preconfigured purchasing and inventory management scenarios for building materials industry specifically caters to bulk and packaged raw materials procurement of cement industry. It includes features like incoming quality control, invoice verification, etc Page No. 33 of 62
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You have the opportunity to standardize your business processes from day one. You have the opportunity to leverage best industry practices from day one. Organizational change management is easy. Data migration is absent this reduces the implementation time upto 20 30% compared to brown field projects. You can phase your implementations according to your project commencement timelines. This phase out the effort, complexity as well as the cost. There is no disruption in business during cut-over. You can manage your project phase through SAP. Examples of some companies who have reaped the benefit of a green field SAP implementation Haldia Petrochemicals Arvind Mills SteelCo CRM plant
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Based on the above business scope, we propose to implement the following SAP modules and sub-modules in first phase Project Management including Project Costing Financial Accounting General Ledger Accounts Payables Accounts Receivables Cash Management Asset Accounting Period end reporting Controlling Cost center accounting Internal Orders Procurement and Inventory Management Capital goods procurement Sundry purchases Management Reporting Human Recourse Management Payroll and Timekeeping Logistics Execution-Transportation Management We propose to implement the following geographical scope Head Office of CementCo at Project site at
SD
Financial Accounting
FI
MM
Product Planning
PP
R/3 R/3
HR
CO
Controlling
TR
Treasury
Quality Mgmt.
QM
Plant MainteMaintenance
Project System
IS
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Traditional Deployment
Customerspecific requirements
+ SAP Best Practices + SAP Consulting Packaged Solution Roadmap & Accelerators
In some countries the micro-verticals are standardised e.g. US has around 1350 micro-verticals.
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SAP standard
SAP standard product was available only at generic business process level. Consultants from implementation partners will configure and customise the rest during the implementation phase. The process was NOT SAFE: the configuration was done for the specific project and was not proven. PREDICTABLE: the testing method was not rigorous as it dependent on the consultants expertise from project to project. AFFORDABLE: the implementation timeframe and number of consultants as well as users required were high leading to high cost.
SAP standard
In 2000 SAP came up with industry solutions e.g. IS-Auto, IS-Oil, IS-Banking, etc. This reduced the degree of configuration/ customisation. However, still there was significant amount of configuration and/or customisation to be done by consultants during implementation. The process was still NOT SAFE PREDICTABLE AFFORDABLE
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ASAP Focus method and pre-configured industry subtremendously verticals has reduced on-site configuration tremendously SAP standard SAP Partners like Innovative Consultants, with deep industry knowledge, develops pre-configured microverticals (if not provided by SAP) Only process specific to your company (beyond the micro-vertical your company belongs to) need to be configured on-site practices With extensive research from SAP and best practices of sub-verticals global companies belonging to the same sub-verticals and micro verticals built-in and India specific statutory requirements also built-in, such cases should be few and far between This process makes SAP implementation Pre-configured microverticals by SAP/ Partner On-site configuration/ customisation SAFE: The configuration is proven in other microindustries in the same sub-vertical and/or microvertical PREDICTABLE: The configuration is tested chances rigorously at SAPs lab in Walldorf and chances of failure is minimal AFFORDABLE: The cost of implementation as well as the timeframe is significantly lower as there is very little configuration to be done on-site for the project
SAP implementations with ASAP Focus method (Introduced in 2007 globally and 2008 in India)
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Delta Requirements
Present prototype system Assess data complexity Identify Delta requirements Design Delta solution Get customer to sign off blueprint with Delta Finalize Statement of work
Realization
Validate organizational configuration Validate business processes Realize delta requirements Conduct organizational change management Planning for production support and cutover Run Integration & acceptance test Plan end user training Internal review
Final Preparation
Refine cutover plans Establish long term support plan Train end users Create & staff help desk System management Execute cutover Quality check: Final preparation Start of production
Review data requirements and data cleansing plan Train project team Prepare Organizational Change management Set up project team environment Decide system landscape and Install hardware Order SAP BP
Start
Customer qualified
Contract signature
Project kick-off
GoLive
time
Key difference between ASAP and ASAP Focus method: Business Blueprint sign-off happens before contract signing
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How Innovative Consultants plan to adapt ASAP Focus method for CementCo implementation
1. Innovative consultants will import pre-configured system for cement industry provided by SAP best practices in SAP system installed at Innovative Consultants premises. 2. Innovative consultants will engage CementCos key users (core team members) in workshops and demonstrate the pre-configured processes and identify gaps. 3. Experienced consultants of Innovative Consultants will resolve the gaps through additional configuration and customization. 4. Innovative Consultants will engage CementCos key users for second workshop to validate and sign-off the prototyped processes. 5. Upon sign-off of the business blueprint, Innovative Consultants will request CementCo to award the contract and make the first payment. 6. The whole process is expected to take one elapsed month and is expected to engage 10 to 12 core users of CementCo. The expected time involvement of each core user is expected to be 4 to 5 working days.
o o
We offer a PREDICTABLE implementation method o o o Extensive use of pre-configured client from SAP tested thoroughly at SAP Labs reduces the surprise elements significantly. Demonstration of the prototype before the contract sign-off ensures acceptance of the configured processes by the users before embarking on the SAP project. This makes the project timeline predictable and go live issues minimal.
We offer an AFFORDABLE solution o o o o There is no financial investment or commitment of funds from CementCo during the business blueprint stage. The commitment of fund happens only after the acceptance of business blueprint. The reduction is project implementation time reduces the implementation cost significantly (can be upto 50% compared to a traditional implementation) The time commitment required from the core users during implementation is significantly less thereby indirectly saving precious cost and time of key managers of CementCo.
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Project Sponsor
Sr. Execs from CementCo
Project Lead
Roles and Responsibilities of the Project Team Steering Committee: The Steering committee is the highest decision making body of the project. Hence the steering committee needs to be represented by senior executives from CementCo and Innovative Consultants. Innovative Consultants will be represented in the Steering Committee by one of the Directors or equivalent. We recommend that CementCo appoints relevant senior executives like Directors/ VPs in the Steering Committee. We recommend that the overall Project Sponsor be from CementCo. The Steering Committee provides oversight to project, guidance on efficient management of the project, resolution of any issues escalated to the steering committee by the project team, approval to any major change of business process, approval to any major change of scope and approval of completion of key milestones of the project.
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Project Leader (CementCo and Innovative Consultants): Project Leaders from CementCo and Innovative Consultants have the overall responsibility of delivering the project end-to-end. Hence they should be persons with adequate seniority and having relevant knowledge and experience. The Project Lead from CementCo should also be a person with adequate influence within the organization to drive this massive organizational transformation exercise. From Innovative Consultants, the Project Leader would normally be a Principal Consultant or equivalent. Innovative Consultants always attempts to assign a Project Leader who has deep experience in SAP as well as in the industry relevant for the client. For CementCo, Project Leader will be assigned from one of the members whose pen profiles have been shared earlier. Business Process Owners (CementCo): Business Process Owners are recommended to be managers/ senior managers from various departments (sales, production, purchasing, materials, etc) from CementCo. The business process owners are responsible for communicating the business requirements, validating the to-be processes and owning and communicating the changed processes for CementCo. Knowing that the time of these senior managers is scarce; our workshop model ensures that their time is effectively used. Hence they will be required to participate in the targeted workshops during business blueprinting and they will need to provide overall guidance to the team members, but their full-time involvement during the full length of the project will not be required. They would, however, be responsible for the deliverables in their respective areas. Team Leaders (Innovative Consultants): Team Leaders from Innovative Consultants will have responsibility for designing and delivering SAP system one business area (sales, purchasing, production, etc) jointly with the corresponding business process owners of CementCo. Team leaders deployed by Innovative Consultants will have deep understanding of business process in their respective area, will be of relevant industry background and will have relevant SAP knowledge in the respective areas. Team leaders will work closely with the business process owners from CementCo. Some of the key members whose profiles have been shared and/or similar members will be assigned the Team Leader roles. Team Members (CementCo and Innovative Consultants): Team members of Innovative Consultants will be SAP consultants with adequate business process and industry knowledge. The ABAP and BASIS members of the team will have relevant IT experience in programming and system administration. They will be working under the guidance of their respective team leads. They will be responsible for assisting the team leads in business blueprinting, configuration and customization of system as per the blueprint, unit testing and integration testing, assisting CementCos team members in data migration and training; etc. The team members from CementCo are recommended to be junior executives/ engineers/ supervisors. They need to be full-time dedicated for the project duration. They will work under the guidance of their respective business process owners assisting them in providing inputs on business requirements, documenting the to-be process design, end user acceptance testing, end user training through train-the-trainer programs, assisting in post implementation hyper-care support.
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VPN
Site Office
For the proposed SAP implementation at CementCo, you will require three servers for development, quality/testing and production. Based on the number of user licenses, the servers would be connected with the PCs through routers. This LAN connection helps you in sharing the data and information within your office. The servers at your site office at Site Office and corporate office at ABC will be connected through VPN. A virtual private network (VPN) is a network to provide remote offices with secure access to their organizations network. For the smooth running of your day to day activity and security of data, we propose you to create a datacenter.
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Our deployment methodology enables our customers to get the benefit through less disruption in their day to day work and timely delivery.
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L1 Help Desk (logging calls, segregating SAP issues and routing, basic user administration) L2 Help Desk (solving how to questions, assisting in correcting data errors, analysing whether the issue is a product or config/ customisation problem) Fixing Config Issues L3 Support
Fixing Customi sation Issues Minor Enhance ments
We will be happy to provide all the three levels of support to CementCo. We have the support of SAPs global team for any product related issues.
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Severity Level 1 2 3 4
Resolution Time 48 hrs 3 working days 10 working days As per estimate and mutually agreed schedule
We propose to follow the following definition for the severity levels of the issues
Severity Level Definition 1 Disruption of entire business resulting from a total outage of the SAP system. Examples - Total outage of SAP production system 2 Disruption of key business functions which might have significant financial impact. Examples - despatch of goods has stopped, payroll processing at month-end has stopped, etc 3 Disruption of processes leading to minor inconvenience but business can be managed through workarounds or manual processes temporarily. Examples - (a) goods receipt in stores have stopped (2) invoice cannot be printed (3) purchase documents cannot be printed (4) production orders not getting recorded 4 No disruption in business but the fix is essential for improvement in business process. This will also include minor enhancements. Examples - (a) a new customised report (b) adding or modifying a G/L account changing the layout of purchase order
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Payment terms
We propose the following payment terms for the various categories products and services. We will raise the relevant invoices within 15 days of the completion of the concerned milestone. We would request a payment against the invoice not later than 30 days from the raising of the invoice.
SAP licenses
1. 20% of the license sale value on order booking 2. 80% of the license sale price on delivery of software
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Cost Heads Database license (Oracle) SAP Server Equipment for last mile connectivity Total
Travel expenses of consultants to the project site during realization, go live and hyper-care stage will be billed on actual. The estimated cost of the same is Rs xx lakhs. We recommend you to make a provision of Rs. xx Lakhs/annum for annual rental for 256 kbps connection (last mile connectivity) from our office at to your office at ...
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