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Dassault Systemes (DS) WorldWide(WW) Quotation Model Deployment
Success & Challenges
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WW Quotation Model Deployment Success & Challenges beyond Theory
Céline GuériniDASSAULT SYSTEMES
2017-03-01
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Objective of the session
Everyone has a tendency to re-invent the wheel or used the method they know. The goal of this session will be to share the experiences of WW Quotation Model deployment project by highlighting the key challenges and success beyond theory
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WHY DO WE NEED A WORLD WIDE QUOTATION MODEL IN SERVICES ORGANIZATION?
LET’S DIVE INTO THE SUBJECT!!!
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Content
Why do we need a Quotation Model? WW Quotation Model ObjectiveWhere to use the WW Quotation Model?Quotation Model ValuesWW Quotation Model Workflow Overview & ApproachSuccess & Challenges
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7The Vision: Fast and Furious Proposal building
SOWROM
PricingT&C/MSA
Proposal
Planner
COE Industry
Bid Factory
PERFORM based
Template T&C Reuse Risk Quotation Model
Bid Mgt Contract&
Finance
Objectives:• Operational Efficiency to deliver SOW• Improve SOW WIN Ratio
8The Means: assets based on best practicesTransform proposal creation in an assembly process of top notch pre-validated bricks.
Standard SOW Template
Enhanced T&Cs
Easy to access capitalized best materials
Comprehensive Risk assessment method to define risk level
Full Quotation Model based on field experience.
Best Practices are embedded in our Process, Methods and Tools.
Topics addressed in this document
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Quality• Support customer business requirements analysis• Organize workload estimates within PERFORM phases
Speed• Improve(Turn Around Time) TAT ROM Delivery• Leverage a check list with embedded implementation
know–how• Compare sizing with similar customer situation
Results• Provide business requirement’s baseline to manage project
scope• Help protecting margin by comparing financial data• Compute level of effort based on functional scope analysis
Costs• Optimize pre-sales costs by using Quotation Model
templates instead of starting from scratch• Ammunition to sell deployment projects on level of effort
supported by detailed simulation rules based on customer
Quotation Model Values
11Quotation Model How to Use OverviewBased on Business and Functional Scope – Focus Core Solution System
12Quotation Model within DS PERFORM Framework
Project Management
Solution Delivery
Infrastructure
Org. Change Management
Sales-Presales (Leverage)
Assess Define Design Build & Test
Accept Rollout Support
Execute Close
G1 G2 G3 G4 G5 G6 G7
Agile Core Solution Quotation Model
Waterfall Core Solution Quotation Model
Interface Quotation Model
Upgrade Quotation Model (WIP)
Training Quotation Model (WIP)
Data Migration Quotation Model
INPUTS QUOTATION MODEL
Key inputs such as:• Business Requirements/Process• Data Flow & Type• Customer project duration
Key Analysis factors such as : • Custo/Config Complexity• Process complexity• Technical complexity• Customer maturity• DS Understanding
OUTPUTS QUOTATION MODEL
Workload (on/offshore) per profile, per PERFORM phases based on key inputs and project management parameters in compliance with Bid Management policies.
Key Calculated Outputs such as:• Nb of Workshop for blueprint
phase• Project workload• OOTB Coverage
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Based on Best Practices PERFORM methodology and on development customer requirements complexityProvides % OOTB coverage computationProvides number of workshops estimates for the ASSESS, DEFINE & DESIGN phasesProvides development effort estimates for the BUILD&TEST phases to implement customizationIncludes onshore/offshore delivery modelGenerates estimated workload per profile per activities and planningInputs and recommended values can be changed as long as they are documented
DOES NOT provide pricing since another tool does it and is interfaced with itDOES NOT provide staffing plan• Staffing plan managed in PSFT
DOES NOT provide customer workload• Might be considered into a future
release
DOs and DONTs Core Solution Quotation Model
DOs DONTs
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Management & Executive Management SponsorshipProject PlanningDashboardCommunicationChampions
Resistance to Change• Negativity• Skepticism : « This will
not work »Resource Availability
Success & ChallengesSuccess Challenges
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YOUR TURN! Questions, Comments, Experience Sharing
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THANK YOU! MERCI!
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