Best Practices in Complex Equipment Manufacturing, Sales, and Service

SAP White Paper
Best Practices in
Complex Equipment
Manufacturing,
Sales, and Service
Version 01Copyright 2007 SAP AG. All rights reserved. HTML, XML, XHTML and W3C are trademarks or registered © trademarks of W3C®, World Wide Web Consortium, No part of this publication may be reproduced or transmitted in Massachusetts Institute of Technology. any form or for any purpose without the express permission of SAP AG. The information contained herein may be changed Java is a registered trademark of Sun Microsystems, Inc. without prior notice. JavaScript is a registered trademark of Sun Microsystems, Inc., Some software products marketed by SAP AG and its distributors used under license for technology invented and implemented contain proprietary software components of other software by Netscape. vendors. MaxDB is a trademark of MySQL AB, Sweden. Microsoft, Windows, Excel, Outlook, and PowerPoint are registered trademarks of Microsoft Corporation. SAP, R/3, mySAP, mySAP.com, xApps, xApp, SAP NetWeaver, Duet, PartnerEdge, and other SAP products and services IBM, DB2, DB2 Universal Database, OS/2, Parallel Sysplex, mentioned herein as well as their respective logos are trademarks MVS/ESA, AIX, S/390, AS/400, OS/390, OS/400, iSeries, pSeries, or registered trademarks of SAP AG in Germany and in several xSeries, zSeries, System i, System i5, System p, System p5, System x, other countries all over the world. All other product and System z, System z9, z/OS, AFP, Intelligent Miner, WebSphere, service names mentioned are the trademarks of their respective Netfinity, Tivoli, Informix, i5/OS, POWER, POWER5, POWER5+, companies. Data contained in this document serves informational OpenPower and PowerPC are trademarks or registered purposes only. National product specifications may vary.trademarks of IBM Corporation. These materials are subject to change without notice. These Adobe, the Adobe logo, Acrobat, PostScript, and Reader are materials are provided by SAP AG and its affiliated companies either trademarks or registered trademarks of Adobe Systems ("SAP Group") for informational purposes only, without Incorporated in the United States and/or other countries. representation or warranty of any kind, and SAP Group shall not be liable for errors or omissions with respect to the materials. Oracle is a registered trademark of Oracle Corporation. The only warranties for SAP Group products and services are those that are set forth in the express warranty statements UNIX, X/Open, OSF/1, and Motif are registered trademarks accompanying such products and services, if any. Nothing herein of the Open Group. should be construed as constituting an additional warranty.
Citrix, ICA, Program Neighborhood, MetaFrame, WinFrame, VideoFrame, and MultiWin are trademarks or registered trademarks of Citrix Systems, Inc.
Contents
Executive Summary. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4
Best Practices and Key Challenges. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6
Best Practices and Enterprise Applications. . . . . . . . . . . . . . . . . . . . . . . . . . . 7
Best Practices and Support for Service and Aftermarket Sales. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8
Best Practices and Price and Margin . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9
Best Practices and Compliance . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .1 0
Best Practices and Measuring Success . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11
Best Practices Versus Industry-Standard Practices . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 12
Best Practices and Eliminating Barriers to Growth . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .1 3
Best Practices and SAP Customer Success Stories for Manufacturers of Complex Equipment. . . . . . 14Schumacher Elevator Company . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 14Goss International Corporation . . . . . . . . . ... [download for more]