撰写者 晚上10:27 市场驱动, 卓越供应链, 供应链计划

三月风信号春天?

我住在巴尔的摩的水边;当我写这篇博客时,春天的风正猛烈地吹在我的窗户上。玻璃在面板上嘎嘎作响。他们正努力承受强大的阵风。一整天都很凶猛。吹来的风象征着冬天的结束,以及一个称为SPRING的新周期的开始。作为园丁,我喜欢SPRING!

我觉得 三月风 是此博客的一个很好的隐喻。供应链管理(SCM)应用程序经历了漫长而寒冷的冬天。市场从未从BOOM和BUST周期或失败的承诺中完全恢复 i2技术Manugistics。  作为独立技术或对企业资源规划(ERP)的扩展,高级规划系统(APS)技术应用程序均未达到期望。但是,我认为这里有新的风向。我觉得 树液 再次认真对待SCM。我坚信这是个好消息。在这里,我分享了我认为这对您,市场以及整个企业应用程序世界的意义。

背景

This week, I was one of two analysts invited to 树液’在宾夕法尼亚州新镇广场举行的客户价值网络(CVN)会议。 (你可以说 “I attended the 树液 CVN SCM Event” 不笑不笑?我不能。)SAP的缩写是众所周知的。此事件也不例外。)

With attendance by over 240 attendees from 97 manufacturing/retail corporations, 树液 met their goal to have a well-attended customer event.   The audience was primarily IT (CIOs 和 Directors of IT). (I seldom see Line of Business leaders at 树液 events…this remains an achilles heel.)  In many ways, for me, it was like old-home week. (I enjoyed catching up with many clients 和  discussing my new business model over a glass of wine.)  For 树液, I felt like it was a warm-up event for the larger 和 more popular 树液 Insider event in Orlando on March 21st (http://www.scm2012.com/)。 (您将可以在Twitter主题标签#SCM2012上关注SAP Insider。)在本博文中,我分享了重点,见解;当然还有巫师’的观点(POV)。

头条新闻

The headline news was all about products. 树液 has invested in two new solutions built on the 汉娜 architecture (Sales 和 Operations 规划和需求信号管理),他们已经与三家解决方案技术提供商更紧密地合作– ICON-SCM,Llamasoft SmartOps — in the building of the SCM framework .  The roll-out of 树液’供应链执行应用程序–Transportation Management 和 Enterprise Warehouse Management (EWM) is maturing, 和 there is stability in the product team. (I have worked with 20 of the 22 people on stage for the past five years.  Hans Thalbauer, now head of SCM Solution Management for 树液 is shown on the left 和 Stephen Kreipl, 树液 AG,  is shown in front of the Demand Signal Management presentation below.)

解决方案架构已加深以包含协作应用程序–Streamworks — for internal collaboration 和 there are now cloud-based solutions in the stack.  Not everything must be on premise.  Both of these developments are still a bit awkward within the TRADITIONAL 树液 要么 ganization, but they signal needed change.

SCM的春天也催生了新的咨询生态系统。该活动由顾问赞助,其中许多我从未听说过。你听说过的名字吗 物流,Intrigo,ITC信息技术,GOPA,K2专业服务,MySupplyChain, 要么 线性物流?对我来说,这些是新的联系人。他们以我很熟悉的名字参加了活动赞助 Bristlecone,催化剂,认知,日立咨询,Llamasoft, Plan4Demand。 活动中明显缺席的是 埃森哲,德勤,双子座,Infosys, 塔塔咨询。  关于产品,有太多事情要告诉读者,我认为我将在接下来的几天将见解分解成一系列文章。在此博客中,我将分享高级概述。

潜语

In the sessions, there were often more questions than answers.  There was no pricing information available on the new applications, 和 树液 could not answer how the solutions were to be priced.  It was obvious that the pricing strategy is still an intense discussion amongst 和 within the team.  My experience with customers is that anything that uses the word 汉娜 贵了一个数量级。因此,如果您对新的应用程序感兴趣,请系好安全带。

The user of 树液 products can expect no relief on maintenance revenue costs to fund these new products. While SCM budgets have grown from 38% spending on maintenance to 45% spending on maintenance, there is no relief in sight for the 树液 user.  I believe that 树液’我们的目标是销售更多产品,并且仍然保持许可费用结构。

与上面列出的三个解决方案提供商的合作关系正在加深。其余的变得不那么重要了。 Netweaver合作伙伴关系为客户提供多个合作伙伴选择的最初承诺已被与几家公司的更深层次的关系所取代。此外,与 逻辑工具 用于网络设计的伙伴关系已被替换 Llamasoft 和以前的伙伴关系 视觉链 has taken a back seat with the pending release of the Demand Signal Management. The software partners of choice in 树液’新解决方案框架的发布现在很明显 ICON SCM,Llamasoft SmartOps。   产品讨论甚至包括与这组供应商开发与ERP ECC 6.0的高度往返集成(例如像APO中的CIF接口的深度集成)。

在这个足迹中捆绑了一些非常新的东西。我很高兴看到情感分析(与 NetBase) 作为需求信号管理中讨论的一部分。这是需求信号存储库(DSR)的第一个示例,它结合了结构化和非结构化数据,不仅可以回答何时出售商品,还可以回答出售原因。 (有关详细信息,请参阅后面的博客文章。)

Net/Net.  This is the most new news that I have seen from 树液 in a LONG time.  And, you know that the SHAMAN has been covering SCM for more years that she would like to count.

萨满祭司’s POV:

虽然单个产品的概述很明确,但如何在套件中使用产品的路线图尚不清楚。在每个演示文稿的结尾,都有一个问答环节。每次会议’s Q&A was peppered with user questions on when to use solution XYZ with approach PRQ 要么 solution ZDN.  树液 was not ready for the questions.  It is not clear today, for either the 树液 team 要么 the customer, how these solutions fit together to solve industry-specific problems. It is my hope that this becomes a sharper message before the 树液 Insider event.  If not, the sessions at Insider will transgress quickly into confusion.

There is growing unrest within the 树液 client base on total cost of ownership.  The 要么 iginal promise was that the selection of 树液 would reduce TCO.  Many CIOs that I have talked to within the last month are angry that they have gotten very little industry-specific user enhancements for their maintenance dollars.  They see it as an increasing “tax”.  对于这些组织而言,对于解决方案定位不明确的销售电话而言,要为新的SCM覆盖面定价高昂的价格,对于销售团队而言将不是一件愉快的事情。 (萨满很想在录音带上放一个….)  我觉得 this is a shame, because it may shut down a discussion to try 树液’s的第一个实际发行版&OP或成熟且有前途的供应链执行解决方案。这将给替代最好的解决方案带来越来越大的压力。

I am disappointed that the solution framework does not provide an answer to the increasing pressures for Master Data Management (MDM).  我觉得 树液 needs to own 和 provide a solution for this increasingly problematic area.

我很高兴看到企业产品套件中包含协作应用程序,但产品的购买者需要意识到这只是一个小小的步骤。协作应用程序未与用于指导协作工作流的业务流程管理(BPM)工具集成在一起,也未与指导学习的业务分析集成在一起。它不如 Salesforce Chatter 或与内部 吉夫或锂 平台或易于使用 社交直播。  Those without an enterprise social networking tool may find it useful as a starting point; however, the expectations for a more mature group need to be calibrated.  It also does not meet the traditional SCM collaboration definition. The use of collaborative tool along with workflow management with 树液 SNC to do true 供应链 collaboration would be a beautiful thing.

为了回答如何正确使用这些解决方案的问题,我认为正确的答案是 “it depends.”  The answers to many of the questions that 树液 was being should have been framed based on 供应链 maturity 和 the goal of the business process.  If I were presenting the materials, I would encourage the audience to step-back 和 answer some basic questions 和 then design the framework for usage around the industry-specific business requirements.  The questions that were paramount for me leaving the session were:

  • 为什么HANA中的实时并行处理会有所作为,应在哪里使用?实时数据的优势是什么?什么时候使供应链更加紧张(反应性抽搐)?什么时候使供应链更加敏感?应该是实时数据还是适时数据?我认为,HANA的最佳用途将是可承诺额(ATP),响应管理和高级分析。但是,此时存在的问题多于答案。
  • 的作用是什么 订购 在这个新的足迹上?的作用是什么 预测 在新的pprocess中?我的观点是,随着组织变得越来越受市场驱动,订单作为SCM信号变得越来越不重要。我也相信,预测变得更加重要。对于消费类产品和化学工业等基于流程的行业(由于能够根据下游数据的使用来推动更多需求驱动),供应链使用渠道数据变得更加基于拉动;同样,在离散行业中,订单到现金流程已替换为合同到交付重点。我还相信,收入管理对于支持此成熟过程的重要性日益提高。收入管理作为一个主题一直缺席。
  • 的作用是什么 优化 在实现供应链目标方面?并且, 规划?   树液’s traditional audience has been focused on transactional efficiency.  The emphasis of the presentations at the CVN event was on improving operational decision making.  I believe that this is not enough.  It is easy for companies to confuse the urgent with the important; 和 I believe that planning represents the important.  I would have liked to have seen 树液 pull the discussion up a level.  I don’t believe that you have a shot at delivering 供应链 excellence without a firm foundation in 优化 和 planning; 和 for 树液 customers this means redefining 和 enhancing 树液 APO as opposed to throwing the baby out with the bath water.
  • 真正需要什么 积分 同步化 to support this new footprint?  How well does this footprint meet the needs of the extended 供应链? I believe that increasingly 供应链s need to sense.  The signal needs to be outside-in not inside out, 和 that the focus needs to be on the evolution of horizontal processes.  树液’新的解决方案在三个领域中的两个领域都取得了进展,这是重要的一步;但是今天,这不是本垒打。

What do you think?  How are you feeling about 树液’s new releases?

我将在整个星期内详细介绍这些SAP解决方案的细节。但是,我确实认为,通过SCM供应商的收购后寒冷,贫瘠的冬季,供应链应用的发展将迎来春天的解冻。

概要

这周,我应该完成与合著者查理·蔡斯(Charlie Chase)一起写的书的手稿。这本书的标题是 砖头。该手稿将于3月15日到期,当我触摸按键完成98,000个单词的最后一个词时,我将做一个快乐的舞蹈。它将在8月8日发布。

下周,我将花时间与客户讨论变更管理和S&OP。这似乎是一个热门话题。明天我将做一些有关该领域研究的视频拍摄,并将它们发布到我的新u-Tube频道上。在此之前,您可能需要查看我的视频,了解我在新公司中的表现( http://www.youtube.com/watch?v=rFhpk-3CE64)。希望下周将有新网站以及两个新报告发布。在那之前,一切顺利!