Over the next few weeks I am excerpting here from the book’s case studies. They profile 12 strategies across four groupings of customers A) Un-adopters B) Diversifiers C) Pragmatists and D) Committed.
The customers profiled below are part of the second group which has four strategies in the book, “ring fencing” SAP being the first:
- The systems to support that transformation will make HP the largest Salesforce.com implementation in the world. It also boasts some of the largest Workday (for HR functions), Fieldglass (for contract
labor procurement), and DocuSign (for electronic contracts) implementations. The Workday implementation at HP covers almost twice as many employees as the Flextronics project discussed in Chapter 1 and was accomplished in just 14 months….Salesforce.com is facilitating consolidation of customer profiles, and directly generating sales quotes rather than handing them to another system for processing. Workday is replacing PeopleSoft software, as well as over 150 customizations. Fieldglass (which was acquired by SAP after the HP project started) is replacing home-grown services contracting capabilities and related payments to subcontractors. DocuSign, with its electronic signature capabilities, is streamlining many contracting processes….“When we would sign up a new reseller, it used to take five weeks in the whole transaction process. Now it’s five days. HP Financial Services would take two or three days of paperwork back and forth. Now it’s 10 minutes.” - (Dave) Smoley is widely considered a cloud pioneer, having worked with Workday at Flextronics and with Salesforce. com and Service-now.com in other roles. In the regulated industry that AstraZeneca is part of, he knows it will continue to depend on validated processes that SAP supports, but he is looking for cloud applications at various parts in the enterprise….To reflect this “whole different world”, he recruited Shobie Ramakrishnan as CTO. Ramakrishnan had previously implemented several cloud applications, including a large Google Apps deployment, at Genentech, the pioneering genomics company, and now a Roche subsidiary. She also ran portions of technology operations at Salesforce.com
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