1. Paul.Gromball@tmg-muenchen.de 1
Diskussion Paper
Oct 2014
Cross-Country Business Performance
Simplifying complex work.
How
SharePoint/Lync
enables

2. The TMG Approach
2
For Sales & Marketing Managers who need to create value in complex business environments TMG provides an Organization Platform that delivers results by existing Digital Technologies.
For Company Managers who have to meet cross-country performance requirements, TMG provides a Digital Cooperation Platform that enables achieving business goals through simplifying of complex work

3. Improving cross-country Business Performance
Ziel
Business Goal
Technology Layer
Producers
Consumers
Seeds
Governance Layer
The Digital Cooperation Platform
3

4. Meet the cross-country Performance Requirement…
4
Growth
Speed
Reliability
Global Scale
Local Responsiveness
Efficiency
Innovation
Profit
Anew Requirement…
…adds new Structure, Process, Systems
The Strategy
The Organization
The traditional Approach:
•Unavoidable
•Underserved
•Unproductive
•Urgent
•More Boxes
•More Coordination
•More Reporting Lines
•More Procedures

5. More Productivity
More Engagement
+
Stagnant Productivity
Dis- Engagement
+
Traditional Approach
Cooperation Approach
Result-Focused Communities
More Complicatedness
Leveraging Complexity for competitive advantage
Before
After
New Performance Requirement emerges:
Two Pillars of Management
•Hard: Structure, Processes, Systems ,
•Soft : Feelings, Relationships, Traits,..
Interplay of the Parts
•Connections, Interaction, Synapsis
•Nervous system of adaptability
•Cooperation & Autonomy
Functional Areas
Why Digital Cooperation?
5
The „Doom“ Loop
The Virtuous Circle
Alternative to meet new Performance Requirements in the age high Business Complexity
New Performance Requirement emerges:

6. 6
The Digital Cooperation Difference
Freeing Resources for value-creating Activities and Growth
Resources
(costs, email time..)
Cooperation
Structured Organization
Digital Cooperation
The Effect on Business Performance
Digital Transformation
Time-Reduction
30 -50%
SpeedFast Responses
Reduction of
non-value added expenses
25 -30%
Efficiency
Work Productivity
Additional Value-Creation
by Cooperation between “Boxes”
20 -25%
Growth
Collective Creativity
Limits of Growth: Knowledge Resources
Growth Effect

7. 7
The Digital Transformation:
The DC-Platform moves Companies from linear Processes to networked Organizations
Value-creation in linear Processes: The Pipe
Value-creation in Networks: The DC-Platform
Think Roles, not Functional Areas
Marketing
Production
Distribution
Sales
Consumer

8. 8
Example: The DC-Platform for Marketing & Sales
Business Layer
Marketing
Sales
Marketing
Sales
Pharmacy Profile
•OTC Potential
•BI Share of Wallet
•Share of the Brands
•Share of Competitive Brand
•Pharmacy Key Success Factors
•Shopper Segments
•Potential Brand Synergies
•Objectives: Higher Share/ Pharmacy sells more
•…
Pharmacy Profile
•OTC Potential
•BI Share of Wallet
•Share of the Brands
•Share of Competitive Brand
•Pharmacy Key Success Factors
•Shopper Segments
•Potential Brand Synergies
•Objectives: Higher Share/ Pharmacy sells more
•…
Customer Profile
•OTC Potential of Customer
•Shopper Segments
•BI Share of Wallet
•Share of the Brands
•Share of Competitive Brand
•Pharmacy Key Success Factors
•Potential Brand Synergies
•Objectives: Higher Share/ Pharmacy sells more
•…
Marketing Playbook
Interaction I
Top-down view
Interaction II
Bottom-up view
Digital Cooperation Platform
Mastering the complex cross-functional and cross-country cooperation with platform enabled Interactions for achieving the collective goal
Governance Layer
Producers
Consumers
Seeds
Technology Layer
(using Client Standard Systems)

9. Tailor
Online Interaction
By customizing of the Technology Layer
9
Lync
SharePoint

10. 10
Client CEO Statement
•I personally believe this is the interaction model of the future.
•Most of our core business goals can only be achieved in a complex cross-functional, cross-country cooperationwith clear central governance/coordinationand strong local engagement and feed- back loops as well as execution.
•We operate in a constantly changing and increasingly competitive environment were business success cannot be managed anymore in a either central or de-central fashion, but rather a high level of agility while leveraging knowledge and resources –faster, better, cheaper.

11. Platform Power:
Installing the high performance global Ecosystem
Channels
Customers
HQ
Country--Org
Followers
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12. What if you could work like a network?
Use-Case
Coaching on-the-Job
Digital Cooperation Platform
Platform Design Tool
…for Performance Improvements...
…for shared Success..
…for achieving Goals…
TMG Services and Solutions
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..forCommunity Management…
Digital Cooperation Training