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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!