Business Consulting Center (BCC), one of the leaders in the market of SAP R/3 system implementation, announced their development strategy for the next three years. The most important strategic choices consist in focusing on R/3 implementation for medium-size companies, and in solutions, based on R/3, dedicated for individual segments of the market.
Dynamic development within the changing environment
At the time when Business Consulting Center was established, that is in 1995, ERP systems market was a virgin market in Poland. When R/3 system was localized, the first implementations conducted by SAP Polska and their first partners, including BCC, took place.
Since the very beginning, BCC wanted to provide high quality services. Thus, they trained their staff in SAP Training Centers in London, and Walldorf. And, they arranged their internal procedures of actions. Such approach effected in reception of the quality assurance certificate – ISO 9001, and in VAR (Value Added Reseller) status granted by SAP Polska. Due to the consequence in building their potential and in providing high quality, customers more and more willingly used the services by BCC. Thus, the company doubles, at least, their income year by year.
At the present time, BCC has a strong position in the R/3 implementation market. BCC customers are, among others, Amica Wronki SA, Aral Polska sp. z o.o., Bosman Browar Szczecin SA, Elbrewery Co. Ltd. sp. z o.o., GlaxoWellcome Poznan SA, Volkswagen Poznan Sp. z o.o., Zaklady Chemiczne Zachem, Zespol Elektrocieplowni Bydgoszcz SA All implementations effected by BCC have been successful.
This success is even more expressive if we look at the history of other companies in the R/3 market, who started from similar position as BCC. Most of them does not exist or were overtaken by big international companies.
However, the market success of any company is not a granted thing – it may pass as the company, because of self-satisfaction of its position, loses contact with still changing market.
The market demands from BCC, on one hand – decision about specialization to allow distinguish it from competition, and on the other hand – to develop new products or new methods of provision. Development of new products, modification of the existing ones, and in result of these – distinguishing from competition, requires deep analysis of the company and the market. New trends and symptoms must be found. Some number of questions answered, and some conclusions, essential for development, must be drawn out. The company should select its goals to be reached, and to determine the way to these goals – that is, to develop strategy for the company.
Considering the above facts, decision to develop a strategy for the company was a natural step. Process of its forming lasted 6 months. At the time, the appointed Strategy Team of BCC gathered data, made various analyses, and made some strategic choices on their basis.
Strategic Choices
Based on outside market analysis and internal company analysis, some strategic choices were made to determine directions on which the company actions will be focused.
Such determined strategic goals are:
- entering into medium-size companies market with pre-configured R/3 system, and reaching leader position in this market within 3 years.
- entering into the market of specialized R/3-based solutions for selected market segments of big companies, and reaching leader position in this market within 3 years.
Pre-configured system for medium-size companies will include:
- product with: "Conceptions for R/3 system implementation", transports with R/3 configuration settings, training and operating documentation
- system Ready To Run: ready hardware platform with installed R/3 system
- dedicated implementation methodology
- service in form of technical outsourcing
- flexible financing of the entire project (credit, leasing)
The product will be addressed to companies with:
- income from 80 to 250 million PLN,
- employment from 100 to 1000 persons.
Natural maturing process for this market will be gradual transition to services based on full outsourcing of R/3 system.
Specialized solutions based on R/3 for big companies in selected market segments will include the following components:
- R/3 standard system prepared for the package needs
- functionality extensions of R/3 in ABAP/4
- complementary products
- expert knowledge of processes
- extended implementation methodology
- dedicated service
Solutions in a form of entire component packages will be addressed to the following segments in the market:
- fast-rotating goods
- power production and delivery (including heat)
- industrial discreet production
Market segments were selected with respect to particular customer group requirements toward functionality of the information system. Solutions package for individual market segment is aimed to fully satisfying information-related needs that given customer group has, including specific business processes. Due to this, it will have a unique value in the market.
Comprehensive result card
To measure realization of BCC strategy, the control tool in a form of Comprehensive Result Card (KKW) has been created. KKW is a system of indexes that join the companys strategy with the companys goals, and with any measure of work efficiency (financial, market, operating and development). For every index, some specified planned values to reach will be determined for particular periods of time.Index values will be measured within monthly or quarterly periods, depending on the kind of index. Members of the company management, who translate the strategic goals into actual actions taken by staff, will be held responsible for reaching the planned index values. Apart from the strategy realization measured by KKW, some, independent on accepted strategy, indexes will be considered to allow evaluation of BCC operating.
