Matinée PMI-Montréal - Quotation model deployment 1er mars 2017 Céline Guérini Senior Project Management Dassault Systemes

1. Dassault Systemes (DS)
WorldWide(WW)
Quotation Model Deployment
Success & Challenges
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2. WW Quotation Model Deployment
Success & Challenges beyond Theory
Céline Guérini
DASSAULT SYSTEMES
2017-03-01
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3. 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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4. WHY DO WE NEED A WORLD WIDE
QUOTATION MODEL IN SERVICES
ORGANIZATION?
LET’S DIVE INTO THE SUBJECT!!!
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5. Content
Why do we need a Quotation Model?
WW Quotation Model Objective
Where to use the WW Quotation Model?
Quotation Model Values
WW Quotation Model Workflow Overview & Approach
Success & Challenges
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7. The Vision: Fast and Furious Proposal building 7
SOW
ROM
Pricing
T&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

8. The Means: assets based on best practices 8
Transform 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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10. 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
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Quotation Model Values

11. Quotation Model How to Use Overview 11
Based on Business and Functional Scope – Focus Core Solution System

12. Quotation Model within DS PERFORM Framework 12
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

13. Based on Best Practices PERFORM
methodology and on development
customer requirements complexity
Provides % OOTB coverage computation
Provides number of workshops estimates
for the ASSESS, DEFINE & DESIGN phases
Provides development effort estimates for
the BUILD&TEST phases to implement
customization
Includes onshore/offshore delivery model
Generates estimated workload per profile
per activities and planning
Inputs 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 it
DOES NOT provide staffing plan
• Staffing plan managed in PSFT
DOES NOT provide customer
workload
• Might be considered into a future
release
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DOs and DONTs Core Solution Quotation Model
DOs DONTs

14. Management & Executive
Management Sponsorship
Project Planning
Dashboard
Communication
Champions
Resistance to Change
• Negativity
• Skepticism : « This will
not work »
Resource Availability
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Success & Challenges
Success Challenges

15. YOUR TURN! Questions, Comments,
Experience Sharing
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16. THANK YOU! MERCI!
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