SAP BI Project ASAP Methodology

Hi Experts
Correct me if i was wrong,With regrads to the steps followed in ASAP Methodology
1)Requirements Gathering
2)GAP Analysis
3) FUNCTIONAL SPECIFICATIONS DOCs
4) Technical Specificaion Docs
5) Build
6) Test
7) Golive

Here are the steps in the ASAP Methodology:
Project Preparation
Project team identified and mobilized
Project standards defined
Project work environment setup
Blueprint
Business processes defined and documented
Business requirements defined
Gap Analysis
Business Blueprint document created and published
Realization
Functional Specification documents, including data mappings and data requirements, created and published
Configuration
Technical Specification documents created and published
Development
Unit Testing
Mock data migration or ETL
Final Preparation
Integration Testing
System Testing
User Acceptance Testing
End-User Training
Final mock data migration or ETL
Knowledge transfer
Go-Live and Support
Data migration or ETL
Application made available to general end-user population
Post-Implementation (Warranty) Support by development team
Turnover to Production Support team for steady-state support

Similar Messages

  • SAP best practice and ASAP methodology

    Hi,
            Can any body please explain me
                                                          1. What is SAP best practice?
                                                           2. What is ASAP methodology?
    Regards
    Deep

    Dear,
    Please refer these links,
    [SAP best practice |http://www12.sap.com/services/bysubject/servsuptech/servicedetail.epx?context=0DFA5A0C701B93893897C14DC7FFA7D62DC24E6E9A4B8FFC77CA0603A1ECCF58A86F0DCC6CCC177ED84EA76F625FC1E9C6DCDA90C9389A397DAB524E480931FB6B96F168ACE1F8BA2AFC61C9F8A28B651682A04F7CEAA0C4%7c0E320720D451E81CDACA9CEB479AA7E5E2B8164BEC98FE2B092F54AF5F9035AABA8D9DDCD87520DB9DA337A831009FFCF6D9C0658A98A195866EC702B63C1173C6972CA72A1F8CB611798A53C885CA23A3C0521D54A19FD1B3FD9FF5BB48CFCC26B9150F09FF3EAD843053088C59B01E24EA8E8F76BF32B1DB712E8E2A007E7F93D85AF466885BBD78A8187490370C3CB3F23FCBC9A1A0D7]
    [ASAP methodology|https://www.sdn.sap.com/irj/sdn/wiki?path=/display/home/asap%2bfocus%]
    ASAP methodology is one methodlogy used in implementing SAP .
    The ASAP methodology adheres to a specific road map that addresses the following five general Phases:
    Project Preparation, in which the project team is identified and mobilized, the project Standards are defined, and the project work environment is set up;
    Blueprint, in which the business processes are defined and the business blueprint document is designed;
    Realization, in which the system is configured, knowledge transfer occurs, extensive unit testing is completed, and data mappings and data requirements for migration are defined;
    Final Preparation, in which final integration testing, stress testing, and conversion testing are conducted, and all end users are trained; and
    Go-Live and Support, in which the data is migrated from the legacy systems, the new system are activated, and post-implementation support is provided.
    ASAP incorporates standard design templates and accelerators covering every functional area within the system, as well as supporting all implementation processes. Complementing the ASAP accelerators, the project manager can create a comprehensive project plan, covering the overall project, project staffing plan, and each sub-process such as system testing, communication and data migration. Milestones are set for every work path, and progress is carefully tracked by the project management team.
    Hope it will help you.
    Regards,
    R.Brahmankar

  • CRM ASAP Methodology

    Hi Experts,
    we are in advanced stage of discusssion with one of our client who is in construction industry for implementing SAP CRM using ASAP methodology. Problem is i am aware of ASAP methodology and its 5 phases but i am somehow very new to CRM module, so dont know really how to frame various phases of ASAP for CRM.
    I am supposed to give a write up on various kinds of documentations in different phases of ASAP methodology for CRM by today evening.
    Kindly reply ASAP
    Regards,
    Kant

    Hi,
    I can give you a basic idea of this process.
    1. Scoping will be done by Lead Consultant after the project is finalized.
    2. 2 types of Projects - Time & Material or Fixed Price Project.
    3. Prepare and Enterprise Scoping Doc (excel sheet).
    4. Now ASAP comes into picture.
    ASAP Stages:
    1. Project Preparation
        -> Project Management will be formed
        -> Prepares a steering committe
        -> statement of work will be prepared
        -> Charter
        -> High Level Project Preparation
        -> Templates like MoM & others.
       -> Sizing the landscape
    2. Business Blueprint (6 weeks)
         -> collect requirements through workshops.
        -> Prepare Blueprint docs(BBP).
             --> BBP should have flowcharts for business requirements.
             --> SAP mapping with requirements
             --> gaps in business process and how the gaps are resolved.
         -> Parameters in BBP are Time, Scope, Effort or Budget.
    3. Realization
      -> Write func specs for gaps
      -> customization
      -> coding+tech.specs by Tech consultant
    4. Final Preparation
    5. Go Live & Support
    Hope this helps you.
    Regards,
    Krishna

  • Implementing ASAP Methodology using SAP Solution Manager

    Hi All,
    Can any one help me with any documentation regarding ASAP methodology implementation using Solution Manager.
    The step by step process and transaction codes used for implementing it are there any guides provided by SAP for implementing the ASAP methodology in Solman.
    It's an implementation project that we would like to track each phase in Solman.
    Kindly help me to get more details.
    Thanks in advance.

    Hi,
    There are the 'ASAP Implementaion Roadmaps' wheras the latest available
    is the 'ASAP Methodology for Implementation 7.0' Roadmap, and there are
    the 'Upgrade Roadmaps' wheras teh lastest one of them is:
    'Upgrade Roadmap (V3.2)'.
    If you are on ST-ICO 150 SP24 both of these Roadmaps
    should be available in your system.
    There are two ways to display the roadmaps in RMMAIN.
    One is to choose a project in RMMAIN, then the roadmap assigned to
    the project in SOLAR_PROJECT_ADMIN is displayed.
    The other one is to display any available roadmap in the system
    To display one of the available roadmaps (without a project) choose
    the button 'Other Roadmap' in RMMAIN and in the upcomming popup
    hit the button 'No Project'.
    After that you should get an addtional button besides the Project
    button called Roadmaps (Other Roadmap).
    When you hit now this button you will get a list of all available
    roadmaps.
    Some further notes for referencing (although they can be old but still helpful)
    644651     How to find the Reference Model in Solution Manage
    826586     ASAP Implementation Roadmap
    Hope this helps.
    Cheers
    SH

  • XI Project plan using ASAP methodology

    Hi All,
    I need to write a XI project plan / scope documents using ASAP methodology.
    Could you point me to the sample documents?
    Thanks,
    Prasad
    Message was edited by:
            Prasad
    Message was edited by:
            Prasad
    Message was edited by:
            Prasad

    Hi can anyone send me the id, password to this id [email protected] for viewing the
    ASAP Implementation Roadmap for SAP Exchange Infrastructure"
    or else if you have a sample document that suffices my learning need. Either pdf or word what ever  it is.
    I deeply in debt for this favor.
    Anil.
    The following link is not getting accessed by me.
    [http://service.sap.com/~sapidb/011000358700004874282004E]

  • Can anyone explain steps in  ASAP Methodology

    Can anyone explain steps in  ASAP Methodology

    Hi,
    What is ASAP?
    ASAP: Accelerated Systems Application and Products in Data Processing
    All implementation projects have the the following phases:
    Scoping - What is to be implemented i.e. which submodules are to be implemented some clients may not require credit management for example. Look at the project scope document carefully it will tell you what SAP sub-modules in SAP you should be prepared for. Usually the sales people along with project manager do it.
    As is - Here you understand the existing business processes of the client . Your BPOcollect all the ISO-documentation (if client is ISO certified), reports and forms at this stage and you analyse how and when the reports/forms are generated, where the data is coming from. You also do a Level -2 training for your BPO so he is made aware of all the required transactions in SAP.
    Once this is over BPO can start learning with the consultants help more about SAP. This is crucial because if you miss out any transactions the BPO may forget about some of his Business processes which may come up later. It is a good practice to ask the BPO to make flow charts to explain business processes.
    To-Be - Parallely you map these processes to SAP. Processes that you are not sure of as to whether they are present in SAP or not you try to do a configuration of those processes, and along with the BPO(Business process owner he is the clients employee who knows about the clients business processes probably a middle management guy, ther can more than one), BPO involvement is required as he may be able to tell you his requirements better. Once you do the business modelling you
    will also be made aware of the gaps between as-is and to-be , here decisons have to be made as to wether a ABAP development/system modification is required or not and so on. Involve the BPO as much as possible and document everything it is good practice do not be lazy about it.
    Business blueprint: Here the as-is and to-be and gap analysis is explained. This is the document that you will be using to do your configuration in the realization phase.
    Realization phase: Here you do the configuration in the development server (there are three clients -development,quality, production). You also decide on the master data format, so that BPO can go collect the master data. You also gove ABAP specifications for forms, reports etc, system modifications etc. Unit testing: Your BPOs and a few key users sit down and test your configuration in your module only. It is good to test the BDCs that you need for uploading data at this stage so you have more realistic data and your BDCs are tested.
    Integration testing:
    Once all modules unit testing is over then the configuration is trasported to the Quality server, where testing for all the modules is done by BPOs and end user, this is to check if any problems are there in integration between various modules. Once all is okay from the QA server config is transported to the production server.
    Go live preparation
    Data uploading: The collected master data is checked and the uploaded into production server(sever and client I have used interchangeably). Now you are ready for go live i.e. users can now use the production server.
    Read ASAP methodology for more details you will understand better.
    ASAP methodoligy means nothing but standard process for implementation of SAP,  It consists of 5 phases.
    1. Project preperation - consists of identifying team members and developing strategy as how to go.
    2. Business Blue print - consists of identifying the client current process, reqeirement and how SAP provides solution.
        Consists of detailed documentaion
    3. Realization -The purpose of this phase is to implement all the business and process requirements based on the
        Business Blueprint.
    4  Final Preparation - The purpose of this phase is to complete testing, end-user training,
    5 Go Live and Support
    All the functinal consultatns need good rapo with Abapers. right from uploading of legacy data, devoloping customised reports, BDC's, Forms etc, here functinal consultatns need to give guidence as to get the requried data for reports and all.. like the table name, fields etc
    Reward If Helpfull,
    Naresh

  • ASAP Methodology

    Hi all,
    I have to do a business study for an implementation project,,, can anyone tell me where can i get the details of ASAP methodology.
    regards,
    urendra
    [email protected]

    Dear Urendra,
    AcceleratedSAP (ASAP) is SAP's standard implementation methodology. It contains the Roadmap, a step-by-step guide that incorporates experience from many years of implementing R/3. Along with that, AcceleratedSAP contains a multitude of tools, accelerators and useful information to assist all team members in implementing R/3. Quality checks are incorporated at the end of each phase to easily monitor deliverables and critical success factors. ASAP is delivered as a PC-based package, so that - if required - an implementation project can begin prior to having an R/3 System installed.
    AcceleratedSAP (ASAP): A comprehensive solution for the introduction of the R/3 System in your enterprise. ASAP and most of its tools can be used independently of an R/3 installation.
    The tools available for AcceleratedSAP are:
    The <b>Project Estimator</b>, an internal SAP tool which enables SAP consultants to accurately gauge the required resources, the costs and the time frame of implementation. The Project Estimator takes into account the project scope and several project and risk factors.
    The <b>Concept Check Tool</b>, a tool enabling you to carry out quality checks on the project preparation, technical infrastructure and R/3 configuration settings. This is done mainly during the first two implementation phases of the R/3 project. In this way you are alerted to potential data volume and configuration conflicts that could lead to performance issues if not addressed.
    The <b>Implementation Assistant</b>: The ASAP navigation tool that accompanies you through the five phases of implementation down to the task level. It includes a description and a detailed "how-to" for each task in the Roadmap. Along with that, many tools, templates and documents are hyperlinked to the task. The Implementation Assistant contains the following elements:
    <b>ASAP Implementation Roadmap</b> and <b>Project Plan</b>. The Roadmap contains the five phases, from which you can drill down into work packages, activities and tasks. The Project Plan contains three components, a budget plan, a resource plan and a work plan. These are explained in more detail in the next chapter.
    The ASAP Roadmap is the successor of the R/3-based Procedure Model, which was used until Rel. 3.1 in R/3 implementation projects.
    <b>Knowledge Corner</b>, containing tips and tricks for configuration from consultants, detailed documentation on SAP’s implementation services, information on technical tools, as well as simplification guidebooks and R/3 Customizing wizards.
    <b>Question and Answer Database (Q&Adb)</b>. Using the R/3 Reference Model structure, the Q&Adb is used to assist in gathering requirements for business processes, conversions, reports, interfaces, enhancements and authorizations. The database provides useful questionnaires to help you define the process needs and also serves as a repository for all this information. Since it is a database, it allows for flexible reporting. The business requirements generated from the Q&Adb are collectively known as the Business Blueprint.
    <b>Business Process Master List</b>, to manage configuration, testing and the creation of end user documentation. The Business Process Master List is linked to pre-written Business Process Procedures (BPPs), detailled end-user documentation for R/3 transactions.
    <b>Issues Database</b>: supporting project management, this database supports the entering, monitoring and managing of issues that come up during the project.
    Introduction:
    http://www.sapfans.com/sapfans/asap/be_01_e.htm
    Accelerated SAP:
    http://www.sapfans.com/sapfans/asap/be_02_e.htm
    Phase 1 : Project preparation
    http://www.sapfans.com/sapfans/asap/be_03_e.htm
    Phase 2 : Business Blueprint
    http://www.sapfans.com/sapfans/asap/be_04_e.htm
    Phase 3: Realization
    http://www.sapfans.com/sapfans/asap/be_05_e.htm
    Phase 4 : Final Preparation
    http://www.sapfans.com/sapfans/asap/be_06_e.htm
    Phase 5 : Go Live and Support
    http://www.sapfans.com/sapfans/asap/be_07_e.htm
    http://en.wikipedia.org/wiki/SAP_Implementation
    http://www.sapfans.com/sapfans/asap/be_01_e.htm
    http://www.sap-basis-abap.com/sapgeneral/what-is-asap.htm
    Pl go thr below links on ASAP Methodology:
    ASAP METHODOLOGY:
    http://help.sap.com/saphelp_47x200/helpdata/en/48/623972d55a11d2bbf700105a5e5b3c/frameset.htm
    http://www.sapfans.com/sapfans/asap/be_01_e.htm
    http://help.sap.com/printdocu/core/print46b/en/data/en/pdf/SVASAP.pdf
    ASAP Roadmap (SAP Help)
    http://help.sap.com/saphelp_47x200/helpdata/en/48/623972d55a11d2bbf700105a5e5b3c/content.htm
    ASAP Methodology & ASAP Roadmap (SAP Service Marketplace) - Requires OSS Login
    http://service.sap.com/asap & http://service.sap.com/roadmaps
    Overview of the ASAP methodology - Richard W. Vawter, University of Southern California
    http://www-rcf.usc.edu/~anthonyb/itp320/ASAP.ppt sd-fi integration
    Some additional Infomation on ASAP methodology:
    Phase 1 - Project Preparation
    Change Charter - Goals and objectives of Organizational Change? Management
    Project Plan - This is a first cut focusing on milestones and? Work Packages; details to come.
    Scope - Sets the initial definition of the? project; input from sales cycle.
    Project Team Organization - Sets the who? of the project: Standards & Procedures - Sets the why and how of the project.
    Phase 2 - Business Blueprint - Requirements reviewed for each SAP Reference Structure item and defined using CI Templates (in the Q&Adb). Business Blueprint - This is the output of the Q&Adb and is the key document for Phase 3.
    Phase 3 - Realization - Master Lists - Define business scenarios and R/3 transactions to be realized in the system. BPP - Business Process Procedures representing R/3 transactions; used for unit testing & documentation. Planning - Defines how the configuration will be done and how it will be tested. Development Programs - Provides details of the external programming requirements. EU Training Material - End User training material and process documentation.
    Phase 4 - Final Preparation Stress & Volume Tests - Plans for confirming the production hardware’s capabilities
    Cutover Plan - The details of how to move to the production environment and go live
    Conduct End User Training - Delivery of the necessary levels of R/3 End User training prior to going live
    Phase 5 - Go Live & Support: Ensuring system performance through SAP monitoring and feedback.
    Hope this will help.
    Regards,
    Naveen.

  • Versions in ASAP Methodology

    Hai guys,
    Can u share what r the versions  r used generally in ASAP methodology.
    Thank u,
    MMR.

    ASAP Implementation Phases
    The individual phases of the ASAP Implementation Roadmap are:
    Phase 1: Project Preparation - During this phase the team goes through initial planning and preparation for SAP project.
    Phase 2: Business Blueprint - The purpose of this phase is to achieve a common understanding of how the company intends to run SAP to support their business.
    Phase 3: Realization - The purpose of this phase is to implement all the business process requirements based on the Business Blueprint.
    Phase 4: Final Preparation - The purpose of this phase is to complete the final preparation (including testing, end user training, system management, and cutover activities) to finalize your readiness to go live.
    Phase 5: Go Live and Support - The purpose of this phase is to move from a project-oriented, pre-production environment to live production operation.
    Phase 6: Run - The primary goal of this phase is to ensure the operability of the solution.
    Each phase has a set of deliverables that are produced during the duration of the phase and serve as the input to follow-up phases. Each deliverable provides list of outputs it consist of and methods that are used to produce the deliverable.
    the recent version is  ASAP Core Roadmap 7.1 on SAP Services Marketplace.

  • BW - ASAP Methodology/Phase of Implementation

    Hi All,
    Could anyone send me the documentation regarding implementation strategies and ASAP methodology in BW implementation and BW support n tickets issue,that would be grt help.
    Thanks in advance
    Regards
    max

    Hi ,
    Design a SAP NetWeaver - Based System Landscape
    https://www.sdn.sap.com/irj/sdn/go/portal/prtroot/docs/library/uuid/50a9952d-15cc-2a10-84a9-fd9184f35366
    Designing a SAP NetWeaver Landscape
    BI - Soft yet Hard Challenges
    BI - Soft yet Hard Challenges
    *Best Practice for new BI project *
    Best Practice for new BI project
    Guidelines to Make Your BI Implementations Easier
    http://www.affine.co.uk/files/Guidelines%20to%20Make%20Your%20BI%20Implementations%20Easier.pdf
    Also take a look at this doc.
    https://www.sdn.sap.com/irj/sdn/go/portal/prtroot/docs/library/uuid/2341ba90-0201-0010-f1ac-daad61fdbcad
    and Search for "How to create a strategy for an enterprise-wide implementation of SAP BW" doc
    provided by SAP in SDN or service market place
    Thanks
    Sandeep

  • Searching for SAP certified project manager for project

    Please post a response if you know someone who has a BS or BA degree and has:
    General SAP Functional Knowledge and Experience
    8 - 10 years of previous experience as
    an SAP Project Manager with SAP, an SAP Partner, or large companies doing SAP
    implementation projects.
    A minimum of 5 full lifecycle
    implementations of SAP in a Project Manager role.
    Would prefer a candidate that is an SAP
    Certified Associate Project Manager, or have some other type of Project
    Management certification combined with significant SAP project and implementation
    experience on a number of different SAP implementation projects at different
    customers and in different industries. 
    Candidate should be certified in the
    use of SAP Solution Manager.
    Candidate should be certified in the
    use of ASAP Methodology.
    Candidate should be willing to provide
    two professional references.
    Required SAP Functional Knowledge and
    Experience Specifically for this Project:
    SAP Solution Manager
    Solution Manager Implementation
    (SMI210)
    Implementation Projects with SAP
    Solution Manager (SMI310)
    ASAP 8.0 Methodology for Implementation
    (ASA380)

    Hi,
    this might help you
    https://www.sdn.sap.com/irj/sdn/go/portal/prtroot/docs/library/uuid/40fde890-0201-0010-fa86-ee9a507bc62e
    Regards
    Agasthuri Doss

  • Reg, Documentation for a  New Implementation using ASAP  Methodology

    Hello,
    Will you pl, help me in getting complete documentation (Std / Template)for all stages of ASAP methodology, for a new module. If you provide at least URL, it will be of great help.

    Hi Rao,
    The ASAP Methodology has five phases:
    1. Project Preparation – project formally initiated and planning well under way.
    2. Business Blueprint – project team gathers requirements and conducts conceptual design of the solution.
    3. Realization – system solution is built and integration tested, end users trained
    4. Final Preparation – final check before cut over to new system solution
    5. Go Live & Support – solution confirmation, on-going support in place and project closing
    http://media.sdn.sap.com/html/submitted_docs/Implementation_Roadmap_XI/index.htm
    https://websmp105.sap-ag.de/~form/sapnet?_SHORTKEY=01100035870000420636&_SCENARIO=01100035870000000202
    http://www.misa.bc.ca/docs/pdfs%2FMISA%20NEWS/Making%20ERP%20Work%20for%20Small%20Government.pdf
    Hope this helps...
    Best Regards,
    DMK
    *Assign points if it serves your purpose...

  • Hi i need an example or a document to make an ASAP methodology

    Hi all,
    i m looking for an ASAP methodology, if you have one, i'll be really glad of starting mine, please send it to this direction:  npi2004@hotmail , thanks guys !

    Hi Jorge,
    AcceleratedSAP (ASAP) Roadmaps provide you with proven, practical, comprehensive, repeatable, and rich implementation methodologies that enable speedy, focused implementation of SAP Solutions. ASAP Roadmaps cover the most important aspects and phases of a SAP solutions implementation, enhancements, or upgrade following the AcceleratedSAP (ASAP) principles.
    The roadmaps are available for browsing and offline use on this site and also delivered as standard component of SAP Solution Manager - the implementation and operations platform.
    ASAP Roadmaps
    Deliver transparent, proven approach helping the project team to reduce implementation time, costs and risks throug efficient implementation process
    Achieve better results by leveraging the experiences of other successful projects
    Knowledge management - use the Implementation Roadmap for SAP Solutions to gather knowledge on how to organize and run your implementation projects
    Benefits
    Provide proven, practical and cost-effective project implementation approach. Flexible, scalable and tailorable to meet Project and Customer needs.
    Leverage SAPs vast experience in the implementation, upgrade and operations of its Solutions as well as industry recognized best practices for effective Business Solutions.
    Extends across all aspects of the solution life-cycle; from strategic reviews and analysis, to design, implementation, training and post project support.
    Is scalable and can be tailored to meet customer and project specific requirements and constraints.
    Supports different project types (single-site, multi-site, template, prototype, upgrade, evaluation, etc.)
    Has been developed over many years to deliver cost-effective and successful implementation and is being continually enriched with content based on the experiences gained in implementing SAP Solutions
    Please have a look at below links..
    https://www.sdn.sap.com/irj/sdn/go/portal/prtroot/docs/library/uuid/501c66ff-c31c-2a10-62ad-9588691d78ae
    https://www.sdn.sap.com/irj/sdn/go/portal/prtroot/docs/library/uuid/30d4a91c-a9ac-2a10-57b3-84817be370b8
    https://www.sdn.sap.com/irj/sdn/go/portal/prtroot/docs/library/uuid/50766901-7be7-2a10-1e99-d6723d46f696
    https://service.sap.com/roadmaps
    I hope this helps you..
    Regards,
    Ramki.

  • SAP R/3 implementation methodologies

    Hi,
    Can any one send me SAP R/3 implementation methodologies Documents and links.
    Thanks & Regards,
    Ram

    hi,
    1
    SAP R/3 Implementation
    at Geneva Pharmaceuticals1
    Company Background
    Geneva Pharmaceuticals, Inc., one of the world’s largest generic drug manufacturers, is the North
    American hub for the Generics division of Swiss pharmaceutical and life sciences company Novartis
    International AG. Originally founded by Detroit pharmacist Stanley Tutag in 1946, Geneva moved
    its headquarters to Broomfield, Colorado in 1974. The company was subsequently acquired by Ciba
    Corporation in 1979, which in 1996, merged with Sandoz Ltd. in the largest ever healthcare merger to
    form Novartis. Alex Krauer, Chairman of Novartis and former Chairman and CEO of Ciba,
    commented on the strengths of the merger:
    “Strategically, the new company moves into a worldwide leadership position in life
    sciences. Novartis holds the number two position in pharmaceuticals,
    number one in crop protection, and has tremendous development potential in
    nutrition.”
    The name “Novartis” comes from the Latin term novae artes or new arts, which eloquently captures
    the company’s corporate vision: “to develop new skills in the science of life.” Novartis inherited,
    from its parent companies, a 200-year heritage of serving consumers in three core business segments:
    healthcare, agribusiness, and nutrition. Business units organized under these divisions are listed in
    Exhibit 1. Today, the Basel (Switzerland) based life sciences company employs 82,500 employees
    worldwide, runs 275 affiliate operations in 142 countries, and generates annual revenues of 32 billion
    Swiss Francs. Novartis’ key financial data for the last five years (1994-98) are presented in Exhibit 2.
    The company’s American Depository Receipts trade on the New York Stock Exchange under the
    ticker symbol NVTSY.
    Novartis’ global leadership in branded pharmaceuticals is complemented by its generic drugs
    division, Novartis Generics. This division is headquartered in Kundl (Austria), and its U.S.
    operations are managed by Geneva Pharmaceuticals. In 1998, Geneva had revenues of $300 million,
    employed nearly 1000 employees, and manufactured over 4.6 billion dosage units of generic drugs.
    1 This “freeware” case was written by Dr. Anol Bhattacherjee to serve as a basis for class discussion rather than
    to demonstrate the effective or ineffective handling of an administrative or business situation. The author is
    grateful to Randy Weldon, CIO of Geneva Pharmaceuticals, and his coworkers for their unfailing help
    throughout the course of this project. This case can be downloaded and distributed free of charge for non-profit
    or academic use, provided the contents are unchanged and this copyright notice is clearly displayed. No part of
    this case can be used by for-profit organizations without the express written consent of the author. This case
    also cannot be archived on any web site that requires payment for access. Copyright © 1999 by Anol
    Bhattacherjee. All rights reserved.
    ERP Implementation at Geneva Pharmaceuticals 2
    Geneva portfolio currently includes over 200 products in over 500 package sizes, covering a wide
    range of therapeutic categories, such as nervous system disorders, cardio-vascular therapies, and
    nonsteroidal anti-inflammatory drugs. Its major products include ranitidine, atenolol, diclofenac
    sodium, ercaf, metoprolol tartrate, triamterene with hydrochlorothiazide, and trifluoperazine.
    Geneva’s business and product information can be obtained from the company web site at
    www.genevaRx.com.
    Generic drugs are pharmaceutically and therapeutically equivalent versions of brand name drugs with
    established safety and efficacy. For instance, acetaminophen is the equivalent of the registered brand
    name drug Tylenolâ, aspirin is equivalent of Ecotrinâ, and ranitidine HCl is equivalent of Zantacâ.
    This equivalence is tested and certified within the U.S. by the Food and Drug Administration (FDA),
    following successful completion of a “bioequivalence study,” in which the blood plasma levels of the
    active generic drug in healthy people are compared with that of the corresponding branded drug.
    Geneva’s business strategy has emphasized growth in two ways: (1) focused growth over a select
    range of product types, and (2) growth via acquisitions. Internal growth was 14 percent in 1998,
    primarily due to vigorous growth in the penicillin and cephalosporin businesses. In pursuit of further
    growth, Geneva spend $52 million in 1997 to upgrade its annual manufacturing capacity to its current
    capacity of 6 billion units, and another $23 million in 1998 in clinical trials and new product
    development.
    Industry and Competitive Position
    The generic drug manufacturing industry is fragmented and highly competitive. In 1998, Geneva was
    the fifth largest player in this industry, up from its eighth rank in 1997 but still below its second rank
    in 1996. The company’s prime competitors fall into three broad categories: (1) generic drugs
    divisions of major branded drug companies (e.g., Warrick – a division of Schering-Plough and
    Apothecon – a division of Bristol Myers Squibb), (2) independent generic drug manufacturers (e.g.,
    Mylan, Teva Pharmaceuticals, Barr Laboratories, and Watson Pharmaceuticals), and (3) drug
    distributors vertically integrating into generics manufacturing (e.g., AndRx). The industry also has
    about 200 smaller players specializing in the manufacture of niche generic products. While Geneva
    benefited from the financial strength of Novartis, independent companies typically used public stock
    markets for funding their growth strategies.
    In 1998, about 45 percent of prescriptions for medications in the U.S. were filled with generics. The
    trend toward generics can be attributed to the growth of managed care providers such as health
    maintenance organizations (HMO), who generally prefer lower cost generic drugs to more expensive
    brand name alternatives (generic drugs typically cost 30-50 less than equivalent brands). However,
    no single generics manufacturer has benefited from this trend, because distributors and pharmacies
    view generic products from different manufacturers as identical substitutes and tend to
    “autosubstitute” or freely replace generics from one company with those from another based on
    product availability and pricing at that time. Once substituted, it is very difficult to regain that
    customer account because pharmacies are disinclined to change product brand, color, and packaging,
    to avoid confusion among consumers. In addition, consumer trust toward generics has remained
    lower, following a generic drug scandal in the early 1990’s (of which Geneva was not a part).
    ERP Implementation at Geneva Pharmaceuticals 3
    Margins in the generics sector has therefore remained extremely low, and there is a continuous
    pressure on Geneva and its competitors to reduce costs of operations.
    Opportunities for international growth are limited because of two reasons. First, consumers in some
    countries such as Mexico are generally skeptical about the lack of branding because of their cultural
    background. Second, U.S. generics manufacturers are often undercut by competitors from India and
    China, where abundance of low-cost labor and less restrictive regulatory requirements (e.g., FDA
    approval) makes drug manufacturing even less expensive.
    Continuous price pressures has resulted in a number of recent industry mergers and acquisitions in the
    generic drugs sector in recent years, as the acquirers seek economies of scale as a means of reducing
    costs. The search for higher margins has also led some generics companies to venture into the
    branded drugs sector, providing clinical trials, research and development, and additional
    manufacturing capacity for branded drugs on an outsourced basis.
    Major Business Processes
    Geneva’s primary business processes are manufacturing and distribution. The company’s
    manufacturing operations are performed at a 600,000 square foot facility in Broomfield (Colorado),
    while its two large distribution centers are located in Broomfield and Knoxville (Tennessee).
    Geneva’s manufacturing process is scientific, controlled, and highly precise. A long and rigorous
    FDA approval process is required prior to commercial production of any drug, whereby the exact
    formulation of the drug or its “recipe” is documented. Raw materials are sourced from suppliers
    (sometimes from foreign countries such as China), tested for quality (per FDA requirements),
    weighed (based on dosage requirements), granulated (i.e., mixed, wetted, dried, milled to specific
    particle sizes, and blended to assure content uniformity), and compressed into a tablet or poured into a
    gelatinous capsule. Some products require additional coatings to help in digestion, stabilizing,
    regulating the release of active ingredients in the human body, or simply to improve taste. Tablets or
    capsules are then imprinted with the Geneva logo and a product identification number. Following a
    final inspection, the medications are packaged in childproof bottles with a distinctive Geneva label, or
    inserted into unit-dose blister packs for shipment.
    Manufacturing is done in batches, however, the same batch can be split into multiple product types
    such as tablets and capsules, or tablets of different dosages (e.g., 50 mg and 100 mg). Likewise,
    finished goods from a batch can be packaged in different types of bottles, based on customer needs.
    These variations add several layers of complexity to the standard manufacturing process and requires
    tracking of three types of inventory: raw materials, bulk materials, and finished goods, where bulk
    materials represent the intermediate stage prior to packaging. In some cases, additional intermediates
    such as coating solution is also tracked. Master production scheduling is focused on the manufacture
    of bulk materials, based on forecasted demand and replenishment of “safety stocks” at the two
    distribution centers. Finished goods production depends on the schedule-to-performance, plus
    availability of packaging materials (bottles and blister packs), which are sourced from outside
    vendors.
    ERP Implementation at Geneva Pharmaceuticals 4
    Bulk materials and finished goods are warehoused in Broomfield and Knoxville distribution centers
    (DC) prior to shipping. Since all manufacturing is done was done at Broomfield, inventory
    replenishment of manufactured products is done first at Broomfield and then at Knoxville. To meet
    additional customer demand, Geneva also purchases finished goods from smaller manufacturers, who
    manufacture and package generic drugs under Geneva’s level. Since most of these outsourcers are
    located along the east coast, and hence, they are distributed first to the Knoxville and then to
    Broomfield. Purchasing is simpler than manufacturing because it requires no bill of materials, no
    bulk materials management, and no master scheduling; Geneva simply converts planned orders to
    purchase requisitions, and then to purchase orders, that are invoiced upon delivery. However, the
    dual role of manufacturing and purchasing is a difficult balancing task, as explained by Joe Camargo,
    Director of Purchasing and Procurement:
    “Often times, we are dealing with more than a few decision variables. We have to
    look at our forecasts, safety stocks, inventory on hand, and generate a replenishment
    plan. Now we don’t want to stock too much of a finished good inventory because that
    will drive up our inventory holding costs. We tend to be a little more generous on the
    raw materials side, since they are less costly than finished goods and have longer
    shop lives. We also have to factor in packaging considerations, since we have a
    pretty short lead time on packaging materials, and capacity planning, to make sure
    that we are making efficient use of our available capacity. The entire process is
    partly automated and partly manual, and often times we are using our own
    experience and intuition as much as hard data to make a good business decision.”
    Geneva supplies to a total of about 250 customers, including distributors (e.g., McKesson, Cardinal,
    Bergen), drugstore chains (e.g., Walgreen, Rite-Aid), grocery chains with in-store pharmacies (e.g.,
    Safeway, Kroger), mail order pharmacies (e.g., Medco, Walgreen), HMOs (e.g., Pacificare, Cigna),
    hospitals (e.g., Columbia, St. Luke’s), independent retail pharmacies, and governmental agencies
    (e.g., U.S. Army, Veterans Administration, Federal prisons). About 70 percent of Geneva’s sales
    goes to distributors, another 20 percent goes to drugstore chains, while HMOs, government, retail
    pharmacies, and others account for the remaining 10 percent. Distributors purchase generic drugs
    wholesale from Geneva, and then resell them to retail and mail order pharmacies, who are sometimes
    direct customers of Geneva. The volume and dollar amount of transaction vary greatly from one
    customer to another, and while distributors are sometimes allow Geneva some lead time to fulfill in a
    large order, retail pharmacies typically are unwilling to make that concession.
    One emerging potential customer segment is Internet-based drug retailers such as Drugstore.com and
    PlanetRx.com. These online drugstores do not maintain any inventory of their own, but instead
    accept customer orders and pass on those orders to any wholesaler or manufacturer that can fill those
    orders in short notice. These small, customized, and unpredictable orders do not fit well with
    Geneva’s wholesale, high-volume production strategy, and hence, the company has decided against
    direct retailing to consumers via mail order or the Internet, at least for the near future.
    As is standard in the generics industry, Geneva uses a complex incentive system consisting of
    “rebates” and “chargebacks” to entice distributors and pharmacies to buy its products. Each drug is
    assigned a “published industry price” by industry associations, but Geneva rebates that price to
    distributors on their sales contracts. For instance, if the published price is $10, and the rebates
    assigned to a distributor is $3, then the contract price on that drug is $7. Rebate amounts are
    ERP Implementation at Geneva Pharmaceuticals 5
    determined by the sales management based on negotiations with customers. Often times, customers
    get proposals to buy the product cheaper from a different manufacturer and ask Geneva for a
    corresponding discount. Depending on how badly Geneva wants that particular customer or push that
    product, it may offer a rebate or increase an existing rebate. Rebates can vary from one product to
    another (for the same customer) and/or from one order volume to another (for the same product).
    Likewise, pharmacies ordering Geneva’s products are paid back a fraction of the sales proceeds as
    chargebacks.
    The majority of Geneva’s orders come through EDI. These orders are passed though multiple filters
    in an automated order processing system to check if the customer has an active customer number and
    sufficient credit, if the item ordered is correct and available in inventory. Customers are then
    assigned to either the Broomfield or Knoxville DC based on quantity ordered, delivery expiration
    dates, and whether the customer would accept split lots. If the quantity ordered is not available at the
    primary DC (say, Knoxville), a second allocation is made to the secondary DC (Broomfield, in this
    case). If the order cannot be filled immediately, a backorder will be generated and the Broomfield
    manufacturing unit informed of the same. Once filled, the distribution unit will print the order and
    ship it to the customer, and send order information to accounts receivable for invoicing. The overall
    effectiveness of the fulfillment process is measured by two customer service metrics: (1) the ratio
    between the number of lines on the order that can be filled immediately (partial fills allowed) to the
    total number of lines ordered by the customer (called “firstfill”), and (2) the percentage of items send
    from the primary DC. Fill patterns are important because customers typically prefer to get all items
    ordered in one shipment.
    Matching customer demand to production schedules is often difficult because of speculative buying
    on the part of customers. Prices of drugs are typically reassessed at the start of every fiscal year, and
    a distributor may place a very large order at the end of the previous year to escape a potential price
    increase at the start of the next year (these products would then be stockpiled for reselling at higher
    prices next year). Likewise, a distributor may place a large order at the end of its financial year to
    transfer cash-on-hand to cost-of-goods-sold, for tax purposes or to ward off a potential acquisition
    threat. Unfortunately, most generics companies do not have the built-in capacity to deliver such
    orders within short time frames, yet inability to fulfill orders may lead to the loss of an important
    customer. Safety stocks help meet some of these unforeseen demands, however maintaining such
    inventory consumes operating resources and reduce margins further.
    SAP R/3 Implementation
    Up until 1996, Geneva’s information systems (IS) consisted of a wide array of software programs for
    running procurement, manufacturing, accounting, sales, and other mission-critical processes. The
    primary hardware platform was IBM AS/400, running multiple operational databases (mostly DB/2)
    and connected to desktop microcomputers via a token-ring local area network (LAN). Each business
    unit had deployed applications in an ad hoc manner to meet its immediate needs, which were
    incompatible across business units. For instance, the manufacturing unit (e.g., materials requirements
    planning) utilized a manufacturing application called MacPac, financial accounting used
    Software/2000, and planning/budgeting used FYI-Planner. These systems were not interoperable,
    and data that were shared across systems (e.g., accounts receivable data was used by order
    ERP Implementation at Geneva Pharmaceuticals 6
    management and financial accounting packages, customer demand was used in both sales and
    manufacturing systems) had to be double-booked and rekeyed manually. This led to higher incidence
    of data entry errors, higher costs of error processing, and greater data inconsistency. Further, data
    was locked within “functional silos” and were unable to support processes that cut across multiple
    business units (e.g., end-to-end supply chain management). It was apparent that a common,
    integrated company-wide solution would not only improve data consistency and accuracy, but also
    reduce system maintenance costs (e.g., data reentry and error correction) and enable implementation
    of new value-added processes across business units.
    In view of these limitations, in 1996, corporate management at Geneva initiated a search for
    technology solutions that could streamline its internal processes, lower costs of operations, and
    strategically position the company to take advantage of new value-added processes. More
    specifically, it wanted an enterprise resource planning (ERP) software that could: (1) implement best
    practices in business processes, (2) provide operational efficiency by integrating data across business
    units, (3) reduce errors due to incorrect keying or rekeying of data, (4) reduce system maintenance
    costs by standardizing business data, (5) be flexible enough to integrate with new systems (as more
    companies are acquired), (6) support growth in product and customer categories, and (7) is Y2K (year
    2000) compliant. The worldwide divisions of Novartis were considering two ERP packages at that
    time: BPCS from Software Systems Associates and R/3 system from SAP. Eventually, branded drug
    divisions decided to standardize their data processing environment using BPCS, and generics agreed
    on deploying R/3.2 A brief description of the R/3 software is provided in the appendix.
    R/3 implementation at Geneva was planned in three phases (see Exhibit 3). Phase I focused on the
    supply side processes (e.g., manufacturing requirements planning, procurement planning), Phase II
    was concerned with demand side processes (e.g., order management, customer service), and the final
    phase was aimed at integrating supply side and demand side processes (e.g., supply chain
    management). Randy Weldon, Geneva’s Chief Information Officer, outlined the goals of each phase
    as:
    “In Phase I, we were trying to get better performance-to-master production schedule
    and maybe reduce our cost of operations. Our Phase II goals are to improve sales
    and operations planning, and as a result, reduce back orders and improve customer
    service. In Phase III, we hope to provide end-to-end supply chain integration, so that
    we can dynamically alter our production schedules to fluctuating demands from our
    customers.”
    For each phase, specific R/3 modules were identified for implementation. These modules along with
    implementation timelines are listed in Exhibit 3. The three phases are described in detail next.
    2 However, each generics subsidiary had its own SAP R/3 implementation, and therefore data sharing across
    these divisions remained problematic.
    ERP Implementation at Geneva Pharmaceuticals 7
    Phase I: Supply Side Processes
    The first phase of R/3 implementation started on November 1, 1997 with the goal of migrating all
    supply-side processes, such as purchasing management, capacity planning, master scheduling,
    inventory management, quality control, and accounts payable from diverse hardware/software
    platforms to a unified R/3 environment. These supply processes were previously very manual and
    labor intensive. A Macpac package running on an IBM AS/400 machine was used to control shop
    floor operations, prepare master schedules, and perform maintenance management. However, the
    system did not have simulation capability to run alternate production plans against the master
    schedule, and was therefore not used for estimation. The system also did not support a formal process
    for distribution resource planning (DRP), instead generated a simple replenishment schedule based on
    predefined economic order quantities. Materials requirements planning (MRP) was only partially
    supported in that the system generated production requirements and master schedule but did not
    support planned orders (e.g., generating planned orders, checking items in planned orders against the
    inventory or production plan, converting planned orders to purchase orders or manufacturing orders).
    Consequently, entering planned orders, checking for errors, and performing order conversion were all
    entered manually, item by item, by different sales personnel (which left room for rekeying error).
    Macpac did have a capacity resource planning (CRP) functionality, but this feature was not used since
    it required heavy custom programming and major enhancements to master data. The system had
    already been so heavily customized over the years, that even a routine system upgrade was considered
    too unwieldy and expensive. Most importantly, the existing system did not position Geneva well for
    the future, since it failed to accommodate consigned inventory, vendor-managed inventory, paperless
    purchasing, and other innovations in purchasing and procurement that Geneva wanted to implement.
    The objectives of Phase I were therefore to migrate existing processes from Macpac to R/3, automate
    supply side process not supported by MacPac, and integrate all supply-side data in a single, real-time
    database so that the synergies could be exploited across manufacturing and purchasing processes.
    System integration was also expected to reduce inventory and production costs, improve
    performance-to-master scheduling, and help managers make more optimal manufacturing and
    purchase decisions. Since R/3 would force all data to be entered only once (at source by the
    appropriate shop floor personnel), the need of data reentry would be eliminated, and hence costs of
    data reconciliation would be reduced. The processes to be migrated from MacPac (e.g., MRP,
    procurement) were fairly standardized and efficient, and were hence not targeted for redesign or
    enhancement. Three SAP modules were scheduled for deployment: materials management (MM),
    production planning (PP), and accounts payable component of financial accounting (FI). Exhibit A-1
    in Appendix provides brief descriptions of these and other commonly referenced R/3 modules.
    Phase I of R/3 implementation employed about ten IS personnel, ten full-time users, and ten part-time
    users from business units within Geneva. Whitman-Hart, a consulting company with prior experience
    in R/3 implementation, was contracted to assist with the migration effort. These external consultants
    consisted of one R/3 basis person (for implementing the technical core of the R/3 engine), three R/3
    configurators (for mapping R/3 configuration tables in MM, PP, and FI modules to Geneva’s needs),
    and two ABAP programmers (for custom coding unique requirements not supported by SAP). These
    consultants brought in valuable implementation experience, which was absolutely vital, given that
    Geneva had no in-house expertise in R/3 at that time. Verne Evans, Director of Supply Chain
    Management and a “super user” of MacPac, was assigned the project manager for this phase. SAP’s
    ERP Implementation at Geneva Pharmaceuticals 8
    rapid implementation methodology called Accelerated SAP (ASAP) was selected for deployment,
    because it promised a short implementation cycle of only six months.3
    Four months later, Geneva found that little progress had been made in the implementation process
    despite substantial investments on hardware, software, and consultants. System requirements were
    not defined correctly or in adequate detail, there was little communication or coordination of activities
    among consultants, IS personnel, and user groups, and the project manager was unable to identify or
    resolve problems because he had no prior R/3 experience. In the words of a senior manager, “The
    implementation was clearly spinning out of control.” Consultants employed by Whitman-Hart were
    technical specialists, and had little knowledge of the business domain. The ASAP methodology
    seemed to be failing, because although it allowed a quick canned implementation, it was not flexible
    enough to meet Geneva’s extensive customization needs, did not support process improvements, and
    alienated functional user groups from system implementation. To get the project back into track and
    give it leadership and direction, in February 1998, Geneva hired Randy Weldon as its new CIO.
    Weldon brought in valuable project management experience in R/3 from his previous employer,
    StorageTek.4
    From his prior R/3 experience, Weldon knew that ERP was fundamentally about people and process
    change, rather than about installing and configuring systems, and that successful implementation
    would require the commitment and collaboration of all three stakeholder groups: functional users, IS
    staff, and consultants. He instituted a new project management team, consisting of one IS manager,
    one functional manager, and one senior R/3 consultant. Because Geneva’s internal IS department had
    no R/3 implementation experience, a new team of R/3 professionals (including R/3 basis personnel
    and Oracle database administrators) was recruited. Anna Bourgeois, with over three years of R/3
    experience at Compaq Computers, was brought in to lead Geneva’s internal IS team. Weldon was not
    particularly in favor of Whitman-Hart or the ASAP methodology. However, for project expediency,
    he decided to continue with Whitman-Hart and ASAP for Phase 1, and explore other options for
    subsequent phases.
    By February 1999, the raw materials and manufacturing component of R/3’s MM module was “up
    and running.” But this module was not yet integrated with distribution (Phase II) and therefore did
    not have the capability to readjust production runs based on current sales data. However, several
    business metrics such as yield losses and key performance indicators showed performance
    improvement following R/3 implementation. For instance, the number of planning activities
    performed by a single individual was doubled. Job roles were streamlined, standardized, and
    consolidated, so that the same person could perform more “value-added” activities. Since R/3
    eliminated the need for data rekeying and validating, the portion of the inventory control unit that
    dealt with data entry and error checking was disbanded and these employees were taught new skills
    for reassignment to other purchasing and procurement processes. But R/3 also had its share of
    disappointments, as explained by Camargo:
    3 ASAP is SAP’s rapid implementation methodology that provides implementers a detailed roadmap of the
    implementation life cycle, grouped into five phases: project preparation, business blueprint, realization, final
    preparation, and go live. ASAP provides a detailed listing of activities to be performed in each phase,
    checklists, predefined templates (e.g., business processes, cutover plans), project management tools,
    questionnaires (e.g., to define business process requirements), and a Question & Answer Database
    4 StorageTek is a leading manufacturer of magnetic tape and disk components also based in Colorado.
    ERP Implementation at Geneva Pharmaceuticals 9
    “Ironically, one of the problems we have with SAP, that we did not have with
    Macpac, is for the job to carry the original due date and the current due date, and
    measure production completion against the original due date. SAP only allows us to
    capture one due date, and if we change the date to reflect our current due date, that
    throws our entire planning process into disarray. To measure how we are filling
    orders, we have to do that manually, offline, on a spreadsheet. And we can’t record
    that data either in SAP to measure performance improvements over time.”
    Bourgeois summed up the implementation process as:
    “Phase I, in my opinion, was not done in the most effective way. It was done as
    quickly as possible, but we did not modify the software, did not change the process,
    or did not write any custom report. Looking back, we should have done things
    differently. But we had some problems with the consultants, and by the time I came
    in, it was a little too late to really make a change. But we learned from these
    mistakes, and we hope to do a better job with Phases II and III.”
    Phase II: Demand Side Processes
    Beginning around October 1998, the goals of the second phase were to redesign demand-side
    processes such as marketing, order fulfillment, customer sales and service, and accounts receivable,
    and then implement the reengineered processes using R/3. Geneva was undergoing major business
    transformations especially in the areas of customer sales and service, and previous systems (Macpac,
    FYI Planner, etc.) were unable to accommodate these changes. For instance, in 1998, Geneva started
    a customer-based forecasting process for key customer accounts. It was expected that a better
    prediction of order patterns from major customers would help the company improve its master
    scheduling, while reducing safety stock and missed orders. The prior forecasting software, FYI
    Planner, did not allow forecasting on a customer-by-customer basis. Besides, demand-side processes
    suffered from similar lack of data integration and real-time access as supply side processes, and R/3
    implementation, by virtue of its real-time integration of all operational data would help manage crossfunctional
    processes better. Mark Mecca, Director of Customer Partnering, observed:
    “Before SAP, much of our customer sales and service were managed in batch mode
    using MacPac. EDI orders came in once a night, chargebacks came in once a day,
    invoicing is done overnight, shipments got posted once a day; so you don’t know
    what you shipped for the day until that data was entered the following day. SAP will
    allow us to have access to real-time data across the enterprise. There will be
    complete integration with accounting, so we will get accurate accounts receivable
    data at the time a customer initiates a sales transaction. Sometime in the future,
    hopefully, we will have enough integration with our manufacturing processes so that
    we can look at our manufacturing schedule and promise a customer exactly when we
    can fill his order.”
    However, the second phase was much more challenging than the first phase, given the non-standard
    and inherently complex nature of Geneva’s sales and service processes. For instance, customer rebate
    ERP Implementation at Geneva Pharmaceuticals 10
    percentages varied across customers, customer-product combinations, and customer-product-order
    volume combinations. Additionally, the same customer sometimes had multiple accounts with
    Geneva and had a different rebate percentage negotiated for each account.
    Bourgeois was assigned overall responsibility of the project, by virtue of her extensive knowledge of
    EDI, R/3 interface conversion, and sales and distribution processes, and ability to serve as a technical
    liaison between application and basis personnel. Whitman-Hart was replaced with a new consulting
    firm, Arthur Andersen Business Consulting, to assist Geneva with the second and third phases of R/3
    implementation. Oliver White, a consulting firm specializing in operational processes for
    manufacturing firms, was also hired to help redesign existing sales and distribution processes using
    “best practices,” prior to R/3 implementation. Weldon explained the reason for hiring two consulting
    groups:
    “Arthur Anderson was very knowledgeable in the technical and configurational
    aspects of SAP implementation, but Oliver White was the process guru. Unlike
    Phase I, we were clearly targeting process redesign and enhancement in Phases II
    and III, and Oliver White brought in ‘best practices’ by virtue of their extensive
    experience with process changes in manufacturing organizations. Since Phase I was
    somewhat of a disaster, we wanted to make sure that we did everything right in
    Phases II and III and not skimp on resources.”
    Technical implementation in Phase II proceeded in three stages: conceptual design, conference room
    pilot, and change management. In the conceptual design stage, key users most knowledgeable with
    the existing process were identified, assembled in a room, and interviewed, with assistance from
    Oliver White consultants. Process diagrams were constructed on “post-it” notes and stuck to the
    walls of a conference room for others to view, critique, and suggest modifications. The scope and
    boundaries of existing processes, inputs and deliverables of each process, system interfaces, extent of
    process customization, and required level of system flexibility were analyzed. An iterative process
    was employed to identify and eliminate activities that did not add value, and generate alternative
    process flows. The goal was to map the baseline or existing (“AS-IS”) processes, identify bottlenecks
    and problem areas, and thereby, to create reengineered (“TO-BE”) processes. This information
    became the basis for subsequent configuration of the R/3 system in the conference room pilot stage.
    A core team of 20 IS personnel, users, and consultants worked full-time on conceptual design for 2.5
    months (this team later expanded to 35 members in the conference room pilot stage). Another 30
    users were involved part-time in this effort; these individuals were brought in for focused periods of
    time (between 4 and 14 hours) to discuss, clarify, and agree on complex distribution-related issues.
    The core team was divided into five groups to examine different aspects of the distribution process:
    (1) product and business planning, (2) preorder (pricing, chargebacks, rebates, contracts, etc.), (3)
    order processing, (4) fulfillment (shipping, delivery confirmation, etc.), and (5) post-order (accounts
    receivable, credit management, customer service, etc.). Thirteen different improvement areas were
    identified, of which four key areas emerged repeatedly from cross-functional analysis by the five
    groups and were targeted for improvement: product destruction, customer dispute resolution, pricing
    strategy, and service level. Elaborate models were constructed (via fish bone approach) for each of
    these four areas to identify what factors drove these areas, what was the source of problems in these
    areas, and how could they be improved using policy initiatives.
    ERP Implementation at Geneva Pharmaceuticals 11
    The conceptual design results were used to configure and test prototype R/3 systems for each of the
    four key improvement areas in the conference room pilot stage. The purpose of the prototypes was to
    test and refine different aspects of the redesigned processes such as forecast planning, contract
    pricing, chargeback strategy determination, receivables creation, pre-transaction credit checking,
    basic reporting, and so forth in a simulated environment. The prototypes were modified several times
    based on user feedback, and the final versions were targeted for rollout using the ASAP methodology.
    In the change management stage, five training rooms were equipped with computers running the
    client version of the R/3 software to train users on the redesigned processes and the new R/3
    environment. An advisory committee was formed to oversee and coordinate the change management
    process. Reporting directly to the senior vice president level, this committee was given the mandate
    and resources to plan and implement any change strategies that they would consider beneficial. A
    change management professional and several trainers were brought in to assist with this effort.
    Multiple “brown bag luncheons” were organized to plan out the course of change and discuss what
    change strategies would be least disruptive. Super users and functional managers, who had the
    organizational position to influence the behaviors of colleagues or subordinates in their respective
    units, were identified and targeted as potential change agents. The idea was to seed individual
    business units with change agents they could trust and relate to, in an effort to drive a grassroots
    program for change.
    To stimulate employee awareness, prior to actual training, signs were put up throughout the company
    that said, “Do you know that your job is changing?” Company newsletters were used to enhance
    project visibility and to address employee questions or concerns about the impending change. A
    separate telephone line was created for employees to call anytime and inquire about the project and
    how their jobs would be affected. The human resources unit conducted an employee survey to
    understand how employees viewed the R/3 implementation and gauge their receptivity to changes in
    job roles as a result of this implementation.
    Training proceeded full-time for three weeks. Each user received an average of 3-5 days of training
    on process and system aspects. Training was hands-on, team-oriented, and continuously mentored,
    and was oriented around employees’ job roles such as how to process customer orders, how to move
    inventory around, and how to make general ledger entries, rather than how to use the R/3 system.
    Weldon described the rationale for this unique, non-traditional mode of training:
    “Traditional system training does not work very well for SAP implementation
    because this is not only a technology change but also a change in work process,
    culture, and habits, and these are very difficult things to change. You are talking
    about changing attitudes and job roles that have been ingrained in employees’ minds
    for years and in some cases, decades. System training will overwhelm less
    sophisticated users and they will think, ‘O my God, I have no clue what this computer
    thing is all about, I don’t know what to do if the screen freezes, I don’t know how to
    handle exceptions, I’m sure to fail.’ Training should not focus on how they should
    use the system, but on how they should do their own job using the system. In our
    case, it was a regular on-the-job training rather than a system training, and
    employees approached it as something that would help them do their job better.”
    ERP Implementation at Geneva Pharmaceuticals 12
    Several startling revelations were uncovered during the training process. First, there was a
    considerable degree of confusion among employees on what their exact job responsibilities were,
    even in the pre-R/3 era. Some training resources had to be expended in reconciling these differences,
    and to eliminate ambiguity about their post-implementation roles. Second, Geneva’s departments
    were very much functionally oriented and wanted the highest level of efficiency from their
    department, sometimes to the detriment of other departments or the overall process. This has been a
    sticky cultural problem, and at the time of the case, the advisory committee was working with senior
    management to see if any structural changes could be initiated within the company to affect a mindset
    change. Third, Geneva realized that change must also be initiated on the customer side, so that
    customers are aware of the system’s benefits and are able to use it appropriately. In the interest of
    project completion, customer education programs were postponed until the completion of Phase III of
    R/3 implementation.
    The primary business metric tracked for Phase II implementation was customer service level, while
    other metrics included days of inventory on hand, dollar amount in disputes, dollar amount destroyed,
    and so forth. Customer service was assessed by Geneva’s customers as: (1) whether the item ordered
    was in stock, (2) whether Geneva was able to fill the entire order in one shipment, and (3) if
    backordered, whether the backorder delivered on time. With a customer service levels in the 80’s,
    Geneva has lagged its industry competitors (mostly in the mid 90’s), but has set an aggressive goal to
    exceed 99.5 percent service level by year-end 1999. Camargo observed that there was some decrease
    in customer service, but this decrease was not due to R/3 implementation but because Geneva faced
    an impending capacity shortfall and the planners did not foresee the shortfall quickly enough to
    implement contingency plans. Camargo expected that such problems would be alleviated as
    performance-to-schedule and demand forecasting improved as a result of R/3 implementation. Given
    that Phase II implementation is still underway at the time of the case (“go live” date is February 1,
    2000), it is still too early to assess whether these targets are reached.
    Phase 3: Integrating Supply and Demand
    Geneva’s quest for integrating supply and demand side processes began in 1994 with its supply chain
    management (SCM) initiative. But the program was shelved for several years due to the nonintegrated
    nature of systems, immaturity of the discipline, and financial limitations. The initiative
    resurfaced on the planning boards in 1998 under the leadership of Verne Evans, Director of SCM, as
    R/3 promised to remove the technological bottlenecks that prevented successful SCM
    implementation. Though SCM theoretically extends beyond the company’s boundaries to include its
    suppliers and customers, Geneva targeted the mission-critical the manufacturing resource planning
    (MRP-II) component within SCM, and more specifically, the Sales and Operations Planning (SOP)
    process as the means of implementing “just-in-time” production scheduling. SOP dynamically linked
    planning activities in Geneva’s upstream (manufacturing) and downstream (sales) operations,
    allowing the company to continuously update its manufacturing capacity and scheduling in response
    to continuously changing customer demands (both planned and unanticipated). Geneva’s MRP-II and
    SOP processes are illustrated in Exhibits 5 and 6 respectively.
    Until the mid-1990’s, Geneva had no formal SOP process, either manual or automated.
    Manufacturing planning was isolated from demand data, and was primarily based on historical
    ERP Implementation at Geneva Pharmaceuticals 13
    demand patterns. If a customer (distributor) placed an unexpected order or requested a change in an
    existing order, the manufacturing unit was unable to adjust their production plan accordingly. This
    lack of flexibility led to unfilled orders or excess inventory and dissatisfied (and sometimes lost)
    customers. Prior sales and manufacturing systems were incompatible with each other, and did not
    allow the integration of supply and demand data, as required by SOP. In case production plans
    required modification to accommodate a request from a major customer, such decisions were made on
    an ad-hoc basis, based on intuition rather than business rationale, which sometimes had adverse
    repercussions on manufacturing operations.
    To remedy these problems, Geneva started a manual SOP process in 1997 (see Exhibit 6). In this
    approach, after the financial close of each month, sales planning and forecast data were aggregated
    from order entry and forecasting systems, validated, and manually keyed into master scheduling and
    production planning systems. Likewise, prior period production and inventory data were entered into
    order management systems. The supply planning team and demand analysis team arrived at their
    own independent analysis of what target production and target sales should be. These estimates
    (likely to be different) were subsequently reviewed in a joint meeting of demand analysts and master
    schedulers and reconciliated. Once an agreement was reached, senior executives (President of
    Geneva and Senior Vice Presidents), convened a business planning meeting, where the final
    production plan and demand schedule were analyzed based on business assumptions, key customers,
    key performance indicators, financial goals and projections (market share, revenues, profits), and
    other strategic initiatives (e.g., introduction of a new product). The purpose of this final meeting was
    not only to fine-tune the master schedule, but also to reexamine the corporate assumptions, growth
    estimates, and the like in light of the master schedule, and to develop a better understanding of the
    corporate business. The entire planning process took 20 business days (one month), of which the first
    10 days were spent in data reentry and validation across corporate systems, followed by five days of
    demand planning, two days of supply planning, and three days of reconciliation. The final business
    planning meeting was scheduled on the last Friday of the month to approve production plans for the
    following month. Interestingly, when the planning process was completed one month later, the
    planning team had a good idea of the production schedule one month prior. If Geneva decided to
    override the targeted production plans to accommodate a customer request, such changes undermined
    the utility of the SOP process.
    While the redesigned SOP process was a major improvement over the pre-SOP era, the manual
    process was itself limited by the time-lag and errors in data reentry and validation across sales,
    production, and financial systems. Further, the process took one month, and was not sensitive to
    changes in customer orders placed less than a month from their requested delivery dates. Since much
    of the planning time was consumed in reentering and validating data from one system to another,
    Evans estimated that if an automated system supported real-time integration of all supply and demand
    data in a single unified database, the planning cycle could be reduced to ten business days.
    Though SAP provided a SOP module with their R/3 package, Geneva’s R/3 project management team
    believed that this module lacked the “intelligence” required to generate an “optimal” production plan
    from continuously changing supply and demand data, even when all data were available in a common
    database. The R/3 system was originally designed as a data repository, not an analysis tool to solve
    ERP Implementation at Geneva Pharmaceuticals 14
    complex supply chain problems or provide simulation capabilities5. Subsequently, in 1999, when
    SAP added a new Advanced Purchase Optimizer (APO) module to help with data analysis, Geneva
    realized that the combination of R/3’s SOP and APO modules would be the answer to their unique
    SOP needs.
    At the time of the case, Geneva was in the initial requirements definition stage of SOP
    implementation. To aid in this effort, Oliver White had created a template that could aggregate all
    relevant data required for SOP from distribution, operations, purchasing, quality control, and other
    functional databases, and tie these data to their source processes. It was expected that the template
    would provide a common reference point for all individuals participating in the SOP process and
    synchronize their decision processes.
    The primary business metric targeted for improvement in Phase III implementation is “available to
    promise” (ATP), i.e., whether Geneva is able to fulfill a customer order by the promised time. ATP is
    an integration of customer service level and business performance, the erstwhile key business metrics
    in the pre-SOP era. Customers often placed orders too large to be fulfilled immediately, and ATP
    was expected to provide customers with reasonably accurate dates on when they should expect which
    part of their order to be filled. Generating and meeting these dates would enable Geneva improve its
    customer service levels that not providing any fulfillment dates at all. With declining profit margins,
    as the generics industry is forced to explore new means of cost reduction, Geneva expects that thin
    inventories, just-in-time manufacturing, and top quality customer service will eventually be the
    drivers of success, hence the importance of this metric. Evans explains the importance of ATP as a
    business metric as:
    “Most of our customers understand the dynamics of our business, and how difficult it
    is for us to fulfill a large order instantaneously with limited production capacity. But
    most of them are willing to bear with backorders if we can promise them a
    reasonable delivery date for their backorder and actually deliver on that date. That
    way, we take less of a customer service level hit than defaulting on the order or being
    unable to accommodate it. In commodity business such as ours, customer service is
    the king. Our customers may be willing to pay a little premium over the market for
    assured and reliable service, so that they can meet their obligations to their
    customers. Customer service may be a strategic way to build long-term relationships
    with our customers, but of course, we are far from proving or disproving that
    hypothesis.”
    Future Plans
    Despite some initial setbacks in Phase I, Geneva is now back on the road to a successful R/3
    implementation. The senior management, functional units, and IS personnel are all enthusiastic about
    the project and looking forward to its deployment in all operational areas of business and beyond.
    R/3 implementation has opened up new possibilities to Geneva and more means of competing in the
    5 Typically, manufacturing companies requiring SCM analysis used additional analysis tools from I2
    Technologies or Manugistics on top of ERP databases from SAP or Oracle for SCM purposes.
    ERP Implementation at Geneva Pharmaceuticals 15
    intensely competitive generic drugs industry. Weldon provided an overall assessment of the benefits
    achieved via R/3 implementation:
    “In my opinion, we are doing most of the same things, but we are doing them better,
    faster, and with fewer resources. We are able to better integrate our operational
    data, and are able to access that data in a timely manner for making critical business
    decisions. At the same time, SAP implementation has placed us in a position to
    leverage future technological improvements and process innovations, and we expect
    to grow with the system over time.”
    Currently, the primary focus of Geneva’s R/3 implementation is timely completion of Phase II and III
    by February 2000 and December 2000 respectively. Once completed, the implementation team can
    then turn to some of R/3’s additional capabilities that are not being utilized at Geneva. In particular,
    the quality control and human resource modules are earmarked for implementation after Phase III.
    Additionally, Geneva plans to strengthen relationships with key suppliers and customers by
    seamlessly integrating the entire supply chain. The first step in this direction is vendor managed
    inventory (VMI), that was initiated by Geneva in April 1998 for a grocery store chain and a major
    distributor. In this arrangement, Geneva obtains real-time, updated, electronic information about
    customers’ inventories, and replenish their inventories on a just-in-time basis without a formal
    ordering process, based on their demand patterns, sales forecast, and actual sales (effectively
    operating as customers’ purchasing unit).6 Geneva’s current VMI system, Score, was purchased from
    Supply Chain Solutions (SCS) in 1998. Though Mecca is satisfied with this system, he believes that
    Geneva can benefit more from R/3’s ATP module via a combination of VMI functionality and
    seamless company-wide data integration. Currently, some of Geneva’s customers are hesitant to
    adopt VMI because sharing of critical sales data may cause them to lose bargaining power vis-à-vis
    their suppliers or prevent them from speculative buying. But over the long-term, the inherent
    business need for cost reduction in the generics industry is expected to drive these and other
    customers toward VMI. Geneva wants to ensure that the company is ready if and when such
    opportunity arises.
    6 Real-time customer forecast and sales data is run through a VMI software (a mini-MRP system), which
    determines optimum safety stock levels and reorder points for customers, and a corresponding, more optimum
    production schedule for Geneva. Initial performance statistics at the grocery store chain indicated that customer
    service levels increased from 96 percent to 99.5 percent and on-hand inventory decreased from 8 weeks to six
    weeks as a result of VMI implementation. For the distributor, Geneva expects that VMI will reduce on-hand
    inventory from seven months to three months.
    ERP Implementation at Geneva Pharmaceuticals 16
    Exhibit 1. Novartis’ divisions
    Divisions Business Units
    Healthcare Pharmaceuticals
    Consumer Health
    Generics
    CIBA Vision
    Agribusiness Crop Protection
    Seeds
    Animal Health
    Nutrition Infant and Baby Nutrition
    Medical Nutrition
    Health Nutrition
    Exhibit 2. Novartis’ five-year financial summary
    1998 1997 1996 1995 1994
    Annual sales 31,702 31,180 36,233 35,943 37,919
    Sales from healthcare 17,535 16,987 14,048 12,906 14,408
    Sales from agribusiness 8,379 8,327 7,624 7,047 7,135
    Sales from consumer health 5,788 5,866 5,927 5,777 4,258
    Sales from industry - - 8,634 10,213 12,118
    Operating income 7,356 6,783 5,781 5,714 5,093
    Net income 6,064 5,211 2,304 4,216 3,647
    Cash flow from operations 5,886 4,679 4,741 5,729 5,048
    R&D expenditure 3,725 3,693 3,656 3,527 3,786
    Total assets 55,375 53,390 58,027 50,888 51,409
    Net operating assets 20,913 19,619 21,820 22,278 22,952
    Number of employees at year-end 82,449 87,239 116,178 133,959 144,284
    Sales per employee (Swiss Francs) 369,337 350,905 289,705 258,357 266,740
    Debt/equity ratio 0.28 0.41 0.46 0.46 0.57
    Current ratio 2.0 1.7 1.9 2.2 1.6
    Return on sales (%) 19.1 16.7 13.9 - -
    Return on equity (%) 21.0 20.7 16.7 - -
    Note: All figures in millions of Swiss Francs, except otherwise indicated.
    Pre-1996 data is on pro forma basis, based on pooled data from Ciba and Sandoz.
    ERP Implementation at Geneva Pharmaceuticals 17
    Exhibit 3. Phases in R/3 implementation at Geneva
    Phases1 Business processes R/3 modules Implementation timeline
    (inception to go-live)
    Phase I: Supply side
    management
    MRP, purchasing, inventory
    management
    MM2, PP,
    FI/CO3
    Nov 1997 – Feb 1999
    Phase II: Demand side
    management
    Order management, sales,
    customer service
    SD, MM4,
    FI/CO5
    Oct 1998 – Feb 2000
    Phase III: Supply/demand
    integration, business
    intelligence
    Sales & operations planning,
    supply chain management,
    data warehousing
    APO, MES,
    BIW
    Early 2000 – End 2000
    Note: 1Vendor selection took place in mid-1997
    2MM: Raw materials inventory
    4MM: Finished goods inventory
    3FI/CO: Accounts payable
    5FI/CO: Accounts receivable
    Vendor
    System
    Sales orders ATP
    Sales & Distribution
    Customer
    Inquiry Quotation
    Order
    Generation
    Goods
    Issue
    Billing
    Delivery Document
    Update
    Financials
    Inventory
    Management
    Update
    Demand
    Management
    Run
    MPS/MRP
    Production Planning Materials
    Management
    Finance &
    Controlling
    Exhibit 4. Geneva’s order management process
    ERP Implementation at Geneva Pharmaceuticals 18
    Business Planning
    Sales & Operations
    Planning
    DRP Master
    Scheduling
    Detailed Materials/
    Capacity Planning
    Plant & Supplier
    Scheduling
    Execution
    Demand
    Management
    Rough-Cut
    Capacity Planning
    Exhibit 5. Geneva’s manufacturing resource planning process
    Exhibit 6. Geneva’s sales & operations planning process
    Demand
    Planning
    Supply
    Planning
    Integration/
    Reconciliation
    Business Planning
    (S&OP)
    Key Activities:
    • Product planning
    • Forecasting
    • Sales planning
    • Performance
    management
    (prior period)
    • Master production
    scheduling
    • Capacity planning
    • Materials requirements
    planning
    • Consolidation of
    demand, supply,
    inventory, and
    financial plans
    • Feedback to
    demand and
    supply planning
    • Performance review
    • Key assumptions review
    • Product family review
    • Key customers review
    • Financial review
    • Approval/action items
    Current Planning Cycle (Monthly):
    Financial
    close
    (prior month)
    0 5 10 15 17 20 (Business
    days)
    Demand
    planning
    Supply
    planning
    Integration
    Business
    planning
    Goal:
    To reduce the planning cycle time from one month to 10 business days.
    ERP Implementation at Geneva Pharmaceuticals 19
    Appendix
    SAP (Systems, Applications, and Products in Data Processing) is the world’s fourth largest software
    company, and the largest enterprise resource planning (ERP) vendor. As of February 1999, the
    company employed 19,300 employees and had annual revenues of $5 billion, annual growth of 44
    percent, over 10,000 customers in 107 countries, and 36 percent of the ERP market. SAP AG was
    founded in 1972 by Dr. H.C. Hasso Plattner and Dr. Henning Kagermann in Walldorf, Germany with
    the goal of producing an integrated application software, that would run all mission-critical operations
    in corporations, from purchasing to manufacturing to order fulfillment and accounting. This
    integration would help companies optimize their supply chains, manage customer relationships, and
    make better management decisions. SAP brings in 26 years of leadership in process innovations and
    ERP, and invests 20 percent of its revenues back into research and development.
    SAP’s first breakthrough product was the R/2 system, which ran on mainframe computers. R/2 and
    its competitors were called ERP systems, to reflect the fact that they extended the functions of earlier
    materials requirements planning (MRP) systems in manufacturing firms to include other functions
    and business processes such as sales and accounting. In 1992, SAP released its R/3 system, the
    client/server variant of the earlier R/2 system, which was installed in 20,000 locations worldwide, and
    R/2 is installed in over 1,300 locations by mid-1999. Initially targeted at the world’s largest
    corporations such as AT&T, BBC, Deutsche Bank, IBM, KPMG, Merck, Microsoft, Nestle, Nike,
    and Siemens, R/3 has since been deployed by companies of all sizes, geographical locations, and
    industries. SAP solutions are available for 18 comprehensive industry solutions (“verticals”) for
    specific industry sectors such as banking, oil & gas, electronics, health care, and public sector.

  • Need Sample ASAP Methodology documents

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    BLITZZ27
    Edited by: Blitzz27 on Oct 25, 2010 8:49 AM

    Hello Blitzz27,
    while there is no HCM business add-on released (yet) you can leverage majority of documents from standard ASAP methodology to suport your HCM project. Documents like project charter, project plans, change management strategy, etc. will provide good fit for any type of implementation project.
    Jan

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    Thank you,
    Kathy

    <u><b>ASAP Methodology (additional Infirmation):</b></u>
    <b>Phase 1</b> - Project Preparation
    &#61550;   Change Charter - Goals and objectives of Organizational Change Management
    &#61550;   Project Plan - This is a first cut focusing on milestones and Work Packages; details to come.
    &#61550;   Scope - Sets the initial definition of the project; input from sales cycle.
    &#61550;   Project Team Organization - Sets the who of the project: Standards & Procedures - Sets the why and how of the project.
    <b>Phase 2</b> - Business Blueprint - Requirements reviewed for each SAP Reference Structure item and defined using CI Templates (in the Q&Adb). Business Blueprint - This is the output of the Q&Adb and is the key document for Phase 3.
    <b>Phase 3</b> - Realization - Master Lists - Define business scenarios and R/3 transactions to be realized in the system. BPP - Business Process Procedures representing R/3 transactions; used for unit testing & documentation. Planning - Defines how the configuration will be done and how it will be tested. Development Programs - Provides details of the external programming requirements. EU Training Material - End User training material and process documentation.
    <b>Phase 4</b> - Final Preparation Stress & Volume Tests - Plans for confirming the production hardware’s capabilities
    Cutover Plan - The details of how to move to the production environment and go live
    Conduct End User Training - Delivery of the necessary levels of R/3 End User training prior to going live
    <b>Phase 5</b> - Go Live & Support: Ensuring system performance through SAP monitoring and feedback.
    Reward points if helpful.
    Regards,
    Rajesh Banka

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