Satish Kumar Perumal
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Tata Steel - Sales Pitch
Tata Steel already uses several SAP solutions in this process. The key challenge we had was to simplify this complex process through an integrated SAP solution in a harmonised workflow.
When SAP’s sales team struggled to sell their own product, I, along with my team, redesigned the pitch and helped create a solution which helped close the Tata Steel deal for SAP
Presentation at SAP Labs All Hands for the successful deal with Tata Steel
In 2018, SAP was about to lose one of their biggest customers- Tata Steel.
The reason, highly fragmented solutions of SAP caused major issues to their setup and faced scaling issues as their business grew. It was hard for each solution to co-ordinate and scale to Tata Steel’s demands.
Right from supply chain, transportation, warehousing, order management and business planning needed to be brought under one platform.
The Business Context
Cross functional (14+)
7 product managers
11+ engineers
Team & Collaboration
Design Team
2 Lead Designers
1 Visual designer
Sales Team
4 Sales Consultants
The Surface problem
Sales engineers needed an integrated solution (of course!) but a cleaner and intuitive interface that looks futuristic.
The Actual Problem
Tata Steel’s representative said it best:
“I understand you have all these capabilities, but I can’t see how they connect. Show me how this solves my delivery problem, procurement problem .. not how your modules work”
So, the problem wasn’t the UI - it was SAP’s architecture and integration issues that was showing up. It was designed as separate modules that enterprises would later integrate but not thought from ground-up. Basically, clients couldn’t envision the complete flow.
The actual challenge
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Email ID
satishkumar@gmail.com
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