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SAP in France

SAP in France. Best in France Case Study September 2003 – May 2004. Mrs. Chalandon – Mr. Duchesne – Mr. Egret – Mr. Fischer – Mr. Hébert. Part 1 : You said SAP ? Part 2 : Conquest of France Part 3 : Golden Rules. You said SAP ?. Conquest of France. Golden Rules.

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SAP in France

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  1. SAP in France Best in France Case Study September 2003 – May 2004 Mrs. Chalandon – Mr. Duchesne – Mr. Egret – Mr. Fischer – Mr. Hébert

  2. Part 1 : You said SAP ? • Part 2 : Conquest of France • Part 3 : Golden Rules

  3. You said SAP ? Conquest of France Golden Rules Part 1 : You said SAP ?

  4. You said SAP ? Conquest of France Golden Rules SAP AG • German company • Created in 1973 • 28 900 employees, in 50 countries • Number 1 in ERP software • 12 500 clients, 1 500 partners, 23 industry solutions • 2003 turn over / profits : 7,025 / 1,08 Billion €

  5. You said SAP ? Conquest of France Golden Rules Products & services • ERP software: SAP R/3, Business One (solution for SMB) • Maintenance (follow-up of the current customers) • Consulting • Training

  6. You said SAP ? Conquest of France Golden Rules Clients • SAP clients are companies • 12 500 companies, 12 million of users • 800 companies in France

  7. You said SAP ? Conquest of France Golden Rules SAP in France (SAP France SA) • SAP came to France in December 1987 • 366 M€ of sales • 639 employees • 40% on the French market • More than 800 clients • Business: ERP software, maintenance, consulting and training

  8. You said SAP ? Conquest of France Golden Rules SAP in France (European HQ) • Corporate entity in Paris • In charge of international operations management • Directed by Leo APOTHEKER • Vice-president of SAP AG • President of SAP France Crucial position of the French BU

  9. You said SAP ? Conquest of France Golden Rules SAP in France (SAP Labs) • R & D entity in Sophia Antipolis (1998) • Leads the research in innovative technology to ensure that SAP remains on the cutting edge of e-business development • Bridges the gap between local market demands and SAP's development organization • Facilitates the country-specific and industry-specific enhancements to software

  10. You said SAP ? Conquest of France Golden Rules Part 2 : Conquest of France

  11. You said SAP ? Conquest of France Golden Rules Why did SAP come to France? • Proximity to their French customers • Contact B to C primordial, but difficult to do from Germany • Permit to develop the French business network

  12. You said SAP ? Conquest of France Golden Rules Company Values • Corporate value : Spirit of INNOVATION • European state of mind • Integrity • Responsibility • Customers’ satisfaction

  13. You said SAP ? Conquest of France Golden Rules French market constraints • Labour law • Complexity due to the 35h law (consulting) • Labor unions • French “comité d’entreprise” • Company Law • NRE (New Economic Regulation) • Financial Security Law • People and company Tax system • Consulting market very competitive

  14. You said SAP ? Conquest of France Golden Rules French Market Advantages • Size of the potential Market • No major concurrent settled in France • Skills of employees • Financial advantages when installing in certain parts of France • French culture is an European one • The French Riviera presents ideal working environment for R & D teams

  15. You said SAP ? Conquest of France Golden Rules Adaptations to French Market • At the beginning: • Necessity of German speaking people (enabling communication with the corporate) • SAP France founded by a French-German Manager • Nowadays: • French management • Multicultural teams (cross-cultural benefits)

  16. You said SAP ? Conquest of France Golden Rules Adaptations to French Market • In general: • Need for translation of the Software • Development of the consulting activity • Understanding of the French culture (particularly its social aspects) • France is one of the two hardest cultures for SAP, along with the Japanese one

  17. You said SAP ? Conquest of France Golden Rules Part 3 : Golden Rules

  18. You said SAP ? Conquest of France Golden Rules Advices for other firms • Use French consultants for good integration aware of : • Social and company law • Local implementation in such a business • Take care of the juridical status of the firm • SAS ? SARL ? • SA ? • Be careful during social negotiations • Acquired advantages generally are long-lasting

  19. You said SAP ? Conquest of France Golden Rules Advices for other firms • Recruit a good HR Manager first ! • Experienced in social negotiations • Take note that there’s a thin gap between social and political unions’ claims • Make employees to take advantage of the French quality of Life

  20. You said SAP ? Conquest of France Golden Rules Thanks to • Emmanuelle BRUN • Chief Financial Officer • Sylvie PAUTOU • Administrative and financial director • Sandrine LAFUENTE • Large Accounts manager

  21. You said SAP ? Conquest of France Golden Rules Bibliography • Site SAP France • www.sap.com/france • Bun & Bradstreet • www.dnb.com • Site des marchés extérieurs • www.dree.org

  22. You said SAP ? Conquest of France Golden Rules Our Team • Anne-Sophie Chalandon anne-sophie.chalandon@mailhec.net • Edouard Duchesne Edouard.duchesne@mailhec.net • Michael Egret Michael.egret@mailhec.net • Viktor Fischer Viktor.fischer@mailhec.net • Quentin Hebert Quentin.hebert@mailhec.net

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