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IT-Services and Solutions GmbH
© Copyright IBM Corporation 2006
Die CXO-Agenda für LeasingunternehmenStrategische Überlegungen für CEO/CIO/CFO
2. Fachkongress des IBM / it’ Leasing Competence Centers
in Kooperation mit dem Bundesverband BDL, 04.07.2006
Dr. Axel Sauerland, Leasing Competence Centre LCC
2. Fachkongress des LCC | IBM Forum Stuttgart, 04.07.2006 2 © Copyright IBM Corporation 2006
IT-Services and Solutions GmbH
Agenda
� Das Zusammenspiel CEO/CFO/CIO
� Die CEO-Agenda: Business Modeling & Collaboration
� Die CIO-Agenda: Business & Technologie Integration
� Die CFO-Agenda: Value oriented controlling
� Summary, weiterführende Informationen
2. Fachkongress des LCC | IBM Forum Stuttgart, 04.07.2006 3 © Copyright IBM Corporation 2006
IT-Services and Solutions GmbH
� Neupositionierung CEO/CIO/CFO in einen Zusammenspiel:• CEO: Multiple Strategien für Wachstum, Reaktionsfähigkeit,
Innovation• CFO: Konfrontation mit externen regulatorischen Anforderungen
(SOX, Basel II, IFRS, GDPdU ..) und interner Kostenkontrolle• CIO: Enabler für Wachstum mit einer flexiblen und
reaktionsfähigen IT-Landschaft• … und weitere „Player“: COO, CRO, …
� Berichtswege, bezogen auf CIO• CIO – CFO: IT nur als Kostenfaktor, nicht als Wertbeitrag • CIO – CEO: IT als aktive unternehmerische Funktion
- Optimierung von Prozessen, Strukturen und Systemen, Integration (nicht Abstimmung) von Business und IT
- Aufsetzen wert erhöhender Projekte- Stärkung der Wettbewerbsfähigkeit und Optimierung des
Unternehmenswertes
� Überprüfung und Messung des Wertbeitrages der IT innerhalb einer Balanced Scorecard
Das Zusammenspiel CEO/CIO/CFO
CEO
CFOCIO
2. Fachkongress des LCC | IBM Forum Stuttgart, 04.07.2006 4 © Copyright IBM Corporation 2006
IT-Services and Solutions GmbH
IBM Global CEO Study
� Announcement Global CEO Study 2006 "Expanding theInnovation Horizon".
� Fortführung der 2004 Studie� Ergebnis: Wandel von der Kostenoptimierung zu profitablen
Wachstum
� Jetzt im Fokus: Wie wird das Wachstum erreicht?
� Antwort: durch Innovation� Business Innovation:
- Produkt und Prozessinnovationen, neue Geschäftsmodelle, innovative Organisationsstrukturen, neue Finanzmodelle
� External Collaboration:
- Alle externen Partner wie Berater, Kunden, Geschäftspartner, Forschungseinrichtungen sind Enabler für Innovationen
� Orchestration from the top:
- Teamarbeit, adäquate Anreiz- und Meßsysteme, Integration von Geschäftsprozessen und IT
2. Fachkongress des LCC | IBM Forum Stuttgart, 04.07.2006 5 © Copyright IBM Corporation 2006
IT-Services and Solutions GmbH
Innovationsarten ändern sich
Innovation – historisch gesehenInnovation – Future
� Fokus auf Produkt und Prozess-Innovation
� Technologiegetrieben
� Zentrale Rolle von R&D (Forschung und Entwicklung
� Geschlossen, unternehmensintern
� Umfassendere Innovation Agenda, mit Business Modeling
� Kundengetrieben
� Schlüsselrollen Leadership & individuals
� Offen und kollaborativ
R&D Product
InnovationProcess
Innovation
Product & Service
Innovation
Operations Innovation
Business Model
Innovation InnovationAgenda
2. Fachkongress des LCC | IBM Forum Stuttgart, 04.07.2006 6 © Copyright IBM Corporation 2006
IT-Services and Solutions GmbH
Eine mögliche CXO-Agenda für Leasingunternehmen (1/2)
� Aus den vorher vorgestellten Ergebnissen könnten sich die folgenden vier Initiativen als wesentlich für Leasingunternehmen herausstellen:
siehe ergänzend: - A. Sauerland: Business-Entwicklungen und technologische Trends - Ein Beitrag zur
IT-Strategie von Leasing-Gesellschaften, in „Finanzierung, Leasing, Factoring FLF“04/2004, S. 180 – 187 (zu 3.), sowie
- A. Sauerland: Corporate Performance Management, in FLF 04/2006, S. 178 – 183 (zu 2. und 4.)
1. Business Modeling & Collaboration (CEO/COO-Agenda):• Weiterentwicklung von Sourcing-Strategien (Insourcing, Outsourcing, …)• Etablierung gruppenweiter Operating- / Organisations - Modelle• Definition neuer Geschäftsmodelle / neuer Partneringmodelle
2. Corporate Performance & Finance Management (CFO/CRO-Agenda):• Aufsetzen einer wertorientierten - nicht finanzorientierten - Unternehmensführung • Weiterverfolgen einer risikoadjustierten Kennzahlensystematik (angelehnt an den
Begrifflichkeiten einer Gesamtbanksteuerung) und Absicherung von (Kredit-) Risiken durch synthetische Verbriefungen und/oder derivative Instrumente.
2. Fachkongress des LCC | IBM Forum Stuttgart, 04.07.2006 7 © Copyright IBM Corporation 2006
IT-Services and Solutions GmbH
Eine mögliche CXO-Agenda für Leasingunternehmen (2/2)
� Aus den vorher vorgestellten Ansätzen könnten sich die folgenden vier Initiativen als wesentlich herausstellen:
3. Corporate Information Technology (CIO-Agenda):
• Beachtung der strategischen Weiterentwicklung der IT durch
- Umbau in eine komponentenbasierte und/oder service-orientierte Architektur (SOA) mit dem Ziel einer unternehmensweiten einheitlichen IT
- Management von lokal an die Länder angepassten IT-Lösungen / Geschäftsprozessen an den IT-Lösungen / Strategien im Inland
4. Corporate Reporting (CIO/CFO-Agenda):
• Aufsetzen eines zentralen und (länderübergreifenden) Reportings in Bezug auf Vereinheitlichung der Bilanzierung (IFRS) und Risikobetrachtung (Obligo)
• Berücksichtigung aller aufsichtsrechtlicher Anforderungen (Basel II, SarbanesOxley Act SOX, Grundsätze zum Datenzugriff und Prüfbarkeit digitaler Unterlagen GDPdU ….)
2. Fachkongress des LCC | IBM Forum Stuttgart, 04.07.2006 8 © Copyright IBM Corporation 2006
IT-Services and Solutions GmbH
Agenda
� Das Zusammenspiel CEO/CFO/CIO
� Die CEO-Agenda: Business Modeling & Collaboration
� Die CIO-Agenda: Business & Technologie Integration
� Die CFO-Agenda: Value oriented controlling
� Summary, weiterführende Informationen
2. Fachkongress des LCC | IBM Forum Stuttgart, 04.07.2006 9 © Copyright IBM Corporation 2006
IT-Services and Solutions GmbH
�CBM ist ein Framework, mit der Organisationen die maßgeblichen Komponenten für Innovationen und Verbesserungen identifizieren können.
�CBM zeigt Unternehmen die Komponenten auf, mit denen sie sich vom Wettbewerber differenzieren.
�CBM bietet eine end-to-end Sichtweise vom Business bis zur Technology mit dem Ziel, operationelle Business Modelle bis hin zur Service Oriented Architecture (SOA) zu definieren.
Component Business Modeling (CBM) für innovative Geschäftsmodelle
IBM confidential | 1/25/200632
IBM Business Consulting Services
© Copyright IBM Corporation 2005
Attribution and CBM Heat Maps
Target Competency
B = BaseC = CompetitiveD = Differentiated
% Revenue / Cost
Revenue
Cost“Hot” Component
Financial
Management
Customer
Accounting
Customer
Service and
Sales
Customer
Portfolio
Management
AcquisitionsBusiness
Administration
Product
Management
Product
Operations
Direct
Control
Execute
Business Planning
Business Architecture
BU Administration
Manage Alliance Rel
Policy & Procedure Manuals
HR Management
Administer Alliance SLAs
Audit/ QA/ Legal
Facilities
Develop and Operate Systems
Accounting and G/L Product Directory
Product Development and Deployment
Marketing
Market Research
Acquisition Planning and Oversight
Managing Products
Sector Marketing Plans
Customer Portfolio and Analysis
Credit and Risk Management
Application Processing
Customer Behavior Decisioning
Target Lists (Prospecting)
Customer Profile
Contact/Event History
Correspondence
Campaign Execution
Smart Routing
Servicing
(Dialogue Handler)
Inventory Mgmt
Rewards Mgmt
Product Processing
Financial Capture Payments
Customer Account
Merchant Operations
Collections and Recovery
Financial Consolidation
BillingTreasury
Authorizations
Sales and Cross-Sell
Service/Sales Administration
Reconciliations
Financial Control
Operations Administration
Securitization
Case Handling
Customer Accounting Policies
Product Operations Management
Risk ManagementCustomer Servicing and Sales Planning
H L
L M
M L
M L
M L
M H
L M M LL L
L L
L L
L L
M M
M L
M H
L L
H L
M M
M L
H M
H L
H H
M M
L M
L M
M L
L L
L L
L M
M M
M L
M L
M L
L L
M M
L M
M L M L
L H
M L
M L L L
M M
M H
L M
L M
L LL L
L L L L L L
M L
C = Competitive
Target Competency
B = Base
ML = Market Leader
Revenue / Cost
Revenue
Cost
“Hot” component
High = $150M
Med = $70M
Low = $10M
High = $160M
Med = $75M
Low = $11M
�CBM unterstützt spezifische Fragestellungen:
– Welche Rolle soll/wird in dem sich entwickelnden Ecosystem gespielt werden, z.B. was soll inhouseabgewickelt werden bzw. was sollen externe Partner übernehmen
– Wie können die Bereiche mit strategischer Differentation in Einklang mit unternehmerischen Zielsetzungen und Investments gebracht werden
2. Fachkongress des LCC | IBM Forum Stuttgart, 04.07.2006 10 © Copyright IBM Corporation 2006
IT-Services and Solutions GmbH
Beschreibende Dimensionen einer Komponente
Buy MakeManage Design Sell
Direct
Control
Execute
Dimensionen einer Business Komponente
Ressourcen
Welche Sachwerte und Mitarbeiter sind von der Komponente
betroffen?
Ziel und ZweckbestimmungWarum gibt es diese Komponente?
Aktivitäten
Welche einfachen, zusammenhängen-
den Aktionen werden damit in der Regel abgebildet?
Governance
Wie werden Aktivitäten und
Ressourcen verwaltet?
Business ServicesWas wird Komponenten angeboten bzw. von anderen nachgefragt?
Eine Komponente erfüllt einen wohl definierten und abgegrenzten Zweck und kann im Prinzip als selbständig operierende Einheit intern oder extern
gesourced werden.
2. Fachkongress des LCC | IBM Forum Stuttgart, 04.07.2006 11 © Copyright IBM Corporation 2006
IT-Services and Solutions GmbH
Ein CBM für einen Absatzfinanzierer
Control
Execute
Direct
Business Admini-stration
ProductManagement
CustomerAcquisition
CustomerPortfolio
Management
CustomerService and
Sales
ProductOperations
Customer & Supplier
Accounting
Financial Management
Marketing Plans
ManagingProducts
Business Planning
Business Admini-stration
HR Management
Legal
Audit
IT
Accounting& GL
AcquisitionOversight
CustomerAnalysis
AcquisitionPlanning
ProductDevelopment
and Deployment
Marketing
ProductDirectory
CustomerTarget Lists
CampaignExecution
RiskManagement
ApplicationProcessing
CustomerProfile
Contact/Event History
Corres-pondence
CustomerSales
Planning
CustomerService
Planning
Sales Admini-stration
Sales
Credit Rating
ProductOperations
Management
OperationsAdmini-stration
ProductProcessing
ProductInventory
Management
Customer & Supplier
Accounting
ObjectAdmini-stration
Billings
Payments
Customer & Supplier Acct.
RiskManagement
Refinancing
Treasury
Financial Consolidation
Collections
Quelle: A
. Sauerland, in F
LF 04/2006 S
. 178 ff, basierend auf IB
M C
orp., IIBV
, 2004
2. Fachkongress des LCC | IBM Forum Stuttgart, 04.07.2006 12 © Copyright IBM Corporation 2006
IT-Services and Solutions GmbH
Beispiel: Initial Heat Map
Target Competency
B = BaseC = CompetitiveD = Differentiated
% Revenue / Cost
RevenueCost“Hot” Component
Financial
Management
Customer
Accounting
Customer
Service and
Sales
Customer
Portfolio
Management
AcquisitionsBusiness
Administration
Product
Management
Product
Operations
Planning&
Analysis
Checks&
Controls
Execution
Business Planning
Business Architecture
BU Administration
Manage Alliance Rel
Policy & Procedure Manuals
HR Management
Administer Alliance SLAs
Audit/ QA/ Legal
Facilities
Develop and Operate Systems
Accounting and G/L Product Directory
Product Development and Deployment
Marketing
Market Research
Acquisition Planning and Oversight
Managing Products
Sector Marketing Plans
Customer Portfolio and Analysis
Credit and Risk Management
Application Processing
Customer Behavior Decisioning
Target Lists (Prospecting)
Customer Profile
Contact/Event History
Correspondence
Campaign Execution
Smart Routing
Servicing
(Dialogue Handler)
Inventory Mgmt
Rewards Mgmt
Product Processing
Financial Capture Payments
Customer Account
Merchant Operations
Collections and Recovery
Financial Consolidation
BillingTreasury
Authorizations
Sales and Cross-Sell
Service/Sales Administration
Reconciliations
Financial Control
Operations Administration
Securitization
Case Handling
Customer Accounting Policies
Product Operations Management
Risk ManagementCustomer Servicing and Sales Planning
H L
L M
M L
M L
M L
M H
L M M LL L
L L
L L
L L
M M
M L
M H
L L
H L
M M
M L
H M
H L
H H
M M
L M
L M
M L
L L
L L
L M
M M
M L
M L
M L
L L
M M
L M
M L M L
L H
M L
M L L L
M M
M H
L M
L M
L LL L
L L L L L L
M L
Target Competency
B = BaseC = CompetitiveD = Differentiated
Target Competency
B = BaseC = CompetitiveD = Differentiated
% Revenue / Cost
RevenueCost“Hot” Component
% Revenue / Cost
RevenueCost“Hot” Component
Financial
Management
Customer
Accounting
Customer
Service and
Sales
Customer
Portfolio
Management
AcquisitionsBusiness
Administration
Product
Management
Product
Operations
Planning&
Analysis
Checks&
Controls
Execution
Business Planning
Business Architecture
BU Administration
Manage Alliance Rel
Policy & Procedure Manuals
HR Management
Administer Alliance SLAs
Audit/ QA/ Legal
Facilities
Develop and Operate Systems
Accounting and G/L Product Directory
Product Development and Deployment
Marketing
Market Research
Acquisition Planning and Oversight
Managing Products
Sector Marketing Plans
Customer Portfolio and Analysis
Credit and Risk Management
Application Processing
Customer Behavior Decisioning
Target Lists (Prospecting)
Customer Profile
Contact/Event History
Correspondence
Campaign Execution
Smart Routing
Servicing
(Dialogue Handler)
Inventory Mgmt
Rewards Mgmt
Product Processing
Financial Capture Payments
Customer Account
Merchant Operations
Collections and Recovery
Financial Consolidation
BillingTreasury
Authorizations
Sales and Cross-Sell
Service/Sales Administration
Reconciliations
Financial Control
Operations Administration
Securitization
Case Handling
Customer Accounting Policies
Product Operations Management
Risk ManagementCustomer Servicing and Sales Planning
H L
L M
M L
M L
M L
M H
L M M LM LL L
L LL L
L LL L
L LL L
M M
M L
M H
L L
H L
M M
M L
H M
H L
H H
M M
L M
L M
M L
L L
L L
L M
M M
M L
M L
M L
L L
M M
L M
M L M L
L H
M L
M L L L
M M
M H
L M
L M
L LL L
L L L L L LL L
M LM L
D = Differentiated
C = Competitive
Target Competency
B = Base
Revenue / Cost
Revenue
Cost
(H, M, or L)
“Hot” Component
2. Fachkongress des LCC | IBM Forum Stuttgart, 04.07.2006 13 © Copyright IBM Corporation 2006
IT-Services and Solutions GmbH
Die zu treffenden Entscheidungen basieren auf der Funktion, die das Unternehmen in seinem Ecosystem wahrnimmt
� Organisationen müssen diejenigen Kernkompetenzen identifizieren, mit denen sie sich vom Wettbewerber unterscheiden,
� Sie müssen ihre spezifische Rolle/Aufgabe/Funktion im Ecosystem definieren
Brand based
CUSTOMERSCUSTOMERS
Asset based(manufacturing /
supply chains)
Products
En
terp
rise
Services based(shared services, e.g.
HR or Finance)
Shared
Services
Networking based
Running and managing the network
Strategy
Tactics
Execution
ConsumerRelationship
CustomerRelationship Manufact uring
Supply C hain &Distribution
BusinessAdminist ration
Category/Brand Strategy
Brand P&L Management
Matching Suppl y and Demand
Mar keting Development & Effecti veness
Product Ideation
Mar keting Execut ion
Product Di rector y
Category/Brand Planning
Assessing Customer Sat isfaction
Customer Insights
Account M anagement
Value-Added Ser vices
Customer Account Ser vi cing
Retail Mar keting Executi on
Customer Director y
Manufacturing Strategy
Supplier R elationship M anagement
Production and Materials Planning
Manufacturing Oversight
Supplier C ontrol
Make Products
Plant Inventor y M anagement
Manufacturing Procurement
Assemble/Pkg. Products
Distribution Over sight
Distribution Center Oper ations
Transportation R esources
En route Inventor y Management
In-bound Logistics
Corporate Strateg y
Alliance M anagement
Line of Business Planning
Business Perfor mance Management
External Mar ket Anal ysis
Organization and Process Design
Legal and Regulator y Compliance
Treasur y and Risk Management
Facilities and Equipment Management
IT Systems and Operations
HR Administration
Customer Relationship Strategy
Customer Relationship Planning
Suppl y Chain Str ategy
Suppl y Chain Planning
Out-bound Logistics
Accounting and GL
Indirect Procurement
Corporate Planni ng
Concept/Product Testing
Product D evelopment
Product M anagement
Consumer Ser viceIn-store Inventor y Mgmt
En
terp
rise
En
terp
rise
En
terp
rise
Strategy
Tactics
Execution
ConsumerRelationship
CustomerRelationship Manufact uring
Supply C hain &Distribution
BusinessAdminist ration
Category/Brand Strategy
Brand P&L Management
Matching Suppl y and Demand
Mar keting Development & Effecti veness
Product Ideation
Mar keting Execut ion
Product Di rector y
Category/Brand Planning
Assessing Customer Sat isfaction
Customer Insights
Account M anagement
Value-Added Ser vices
Customer Account Ser vi cing
Retail Mar keting Executi on
Customer Director y
Manufacturing Strategy
Supplier R elationship M anagement
Production and Materials Planning
Manufacturing Oversight
Supplier C ontrol
Make Products
Plant Inventor y M anagement
Manufacturing Procurement
Assemble/Pkg. Products
Distribution Over sight
Distribution Center Oper ations
Transportation R esources
En route Inventor y Management
In-bound Logistics
Corporate Strateg y
Alliance M anagement
Line of Business Planning
Business Perfor mance Management
External Mar ket Anal ysis
Organization and Process Design
Legal and Regulator y Compliance
Treasur y and Risk Management
Facilities and Equipment Management
IT Systems and Operations
HR Administration
Customer Relationship Strategy
Customer Relationship Planning
Suppl y Chain Str ategy
Suppl y Chain Planning
Out-bound Logistics
Accounting and GL
Indirect Procurement
Corporate Planni ng
Concept/Product Testing
Product D evelopment
Product M anagement
Consumer Ser viceIn-store Inventor y Mgmt
Product management,
Customer relationship
Strategy
Tactics
Execution
ConsumerRelationship
CustomerRelationship Manufact uring
Supply C hain &Distribution
BusinessAdminist ration
Category/Brand Strategy
Brand P&L Management
Matching Suppl y and Demand
Mar keting Development & Effecti veness
Product Ideation
Mar keting Execut ion
Product Di rector y
Category/Brand Planning
Assessing Customer Sat isfaction
Customer Insights
Account M anagement
Value-Added Ser vices
Customer Account Ser vi cing
Retail Mar keting Executi on
Customer Director y
Manufacturing Strategy
Supplier R elationship M anagement
Production and Materials Planning
Manufacturing Oversight
Supplier C ontrol
Make Products
Plant Inventor y M anagement
Manufacturing Procurement
Assemble/Pkg. Products
Distribution Over sight
Distribution Center Oper ations
Transportation R esources
En route Inventor y Management
In-bound Logistics
Corporate Strateg y
Alliance M anagement
Line of Business Planning
Business Perfor mance Management
External Mar ket Anal ysis
Organization and Process Design
Legal and Regulator y Compliance
Treasur y and Risk Management
Facilities and Equipment Management
IT Systems and Operations
HR Administration
Customer Relationship Strategy
Customer Relationship Planning
Suppl y Chain Str ategy
Suppl y Chain Planning
Out-bound Logistics
Accounting and GL
Indirect Procurement
Corporate Planni ng
Concept/Product Testing
Product D evelopment
Product M anagement
Consumer Ser viceIn-store Inventor y Mgmt
Strategy
Tactics
Execution
ConsumerRelationship
CustomerRelationship Manufact uring
Supply C hain &Distribution
BusinessAdminist ration
Category/Brand Strategy
Brand P&L Management
Matching Suppl y and Demand
Mar keting Development & Effecti veness
Product Ideation
Mar keting Execut ion
Product Di rector y
Category/Brand Planning
Assessing Customer Sat isfaction
Customer Insights
Account M anagement
Value-Added Ser vices
Customer Account Ser vi cing
Retail Mar keting Executi on
Customer Director y
Manufacturing Strategy
Supplier R elationship M anagement
Production and Materials Planning
Manufacturing Oversight
Supplier C ontrol
Make Products
Plant Inventor y M anagement
Manufacturing Procurement
Assemble/Pkg. Products
Distribution Over sight
Distribution Center Oper ations
Transportation R esources
En route Inventor y Management
In-bound Logistics
Corporate Strateg y
Alliance M anagement
Line of Business Planning
Business Perfor mance Management
External Mar ket Anal ysis
Organization and Process Design
Legal and Regulator y Compliance
Treasur y and Risk Management
Facilities and Equipment Management
IT Systems and Operations
HR Administration
Customer Relationship Strategy
Customer Relationship Planning
Suppl y Chain Str ategy
Suppl y Chain Planning
Out-bound Logistics
Accounting and GL
Indirect Procurement
Corporate Planni ng
Concept/Product Testing
Product D evelopment
Product M anagement
Consumer Ser viceIn-store Inventor y Mgmt
Strategy
Tactics
Execution
ConsumerRelationship
CustomerRelationship Manufact uring
Supply C hain &Distribution
BusinessAdminist ration
Category/Brand Strategy
Brand P&L Management
Matching Suppl y and Demand
Mar keting Development & Effecti veness
Product Ideation
Mar keting Execut ion
Product Di rector y
Category/Brand Planning
Assessing Customer Sat isfaction
Customer Insights
Account M anagement
Value-Added Ser vices
Customer Account Ser vi cing
Retail Mar keting Executi on
Customer Director y
Manufacturing Strategy
Supplier R elationship M anagement
Production and Materials Planning
Manufacturing Oversight
Supplier C ontrol
Make Products
Plant Inventor y M anagement
Manufacturing Procurement
Assemble/Pkg. Products
Distribution Over sight
Distribution Center Oper ations
Transportation R esources
En route Inventor y Management
In-bound Logistics
Corporate Strateg y
Alliance M anagement
Line of Business Planning
Business Perfor mance Management
External Mar ket Anal ysis
Organization and Process Design
Legal and Regulator y Compliance
Treasur y and Risk Management
Facilities and Equipment Management
IT Systems and Operations
HR Administration
Customer Relationship Strategy
Customer Relationship Planning
Suppl y Chain Str ategy
Suppl y Chain Planning
Out-bound Logistics
Accounting and GL
Indirect Procurement
Corporate Planni ng
Concept/Product Testing
Product D evelopment
Product M anagement
Consumer Ser viceIn-store Inventor y Mgmt
Strategy
Tactics
Execution
ConsumerRelationship
CustomerRelationship Manufact uring
Supply C hain &Distribution
BusinessAdminist ration
Category/Brand Strategy
Brand P&L Management
Matching Suppl y and Demand
Mar keting Development & Effecti veness
Product Ideation
Mar keting Execut ion
Product Di rector y
Category/Brand Planning
Assessing Customer Sat isfaction
Customer Insights
Account M anagement
Value-Added Ser vices
Customer Account Ser vi cing
Retail Mar keting Executi on
Customer Director y
Manufacturing Strategy
Supplier R elationship M anagement
Production and Materials Planning
Manufacturing Oversight
Supplier C ontrol
Make Products
Plant Inventor y M anagement
Manufacturing Procurement
Assemble/Pkg. Products
Distribution Over sight
Distribution Center Oper ations
Transportation R esources
En route Inventor y Management
In-bound Logistics
Corporate Strateg y
Alliance M anagement
Line of Business Planning
Business Perfor mance Management
External Mar ket Anal ysis
Organization and Process Design
Legal and Regulator y Compliance
Treasur y and Risk Management
Facilities and Equipment Management
IT Systems and Operations
HR Administration
Customer Relationship Strategy
Customer Relationship Planning
Suppl y Chain Str ategy
Suppl y Chain Planning
Out-bound Logistics
Accounting and GL
Indirect Procurement
Corporate Planni ng
Concept/Product Testing
Product D evelopment
Product M anagement
Consumer Ser viceIn-store Inventor y Mgmt
“Hot” components within business operating model
2. Fachkongress des LCC | IBM Forum Stuttgart, 04.07.2006 14 © Copyright IBM Corporation 2006
IT-Services and Solutions GmbH
� Management of brand capital
� Customer relationship management
� Customer-centric product & services development
� Focusing on marketing, sales and R&D functions
�Die CBM heat map dient zur Festlegung der unternehmensweiten Roadmap, basierend auf den strategischen Entscheidungen zu den Optionen jeder Komponente
Strategy
Tactics
Execution
ConsumerRelationship
CustomerRelationship Manufact uring
Supply C hain &Distribution
BusinessAdminist ration
Category/Brand Strategy
Brand P&L Management
Matching Suppl y and Demand
Mar keting Development & Effecti veness
Product Ideation
Mar keting Execut ion
Product Di rector y
Category/Brand Planning
Assessing Customer Sat isfaction
Customer Insights
Account M anagement
Value-Added Ser vices
Customer Account Ser vi cing
Retail Mar keting Executi on
Customer Director y
Manufacturing Strategy
Supplier R elationship M anagement
Production and Materials Planning
Manufacturing Oversight
Supplier C ontrol
Make Products
Plant Inventor y M anagement
Manufacturing Procurement
Assemble/Pkg. Products
Distribution Over sight
Distribution Center Oper ations
Transportation R esources
En route Inventor y Management
In-bound Logistics
Corporate Strateg y
Alliance M anagement
Line of Business Planning
Business Perfor mance Management
External Mar ket Anal ysis
Organization and Process Design
Legal and Regulator y Compliance
Treasur y and Risk Management
Facilities and Equipment Management
IT Systems and Operations
HR Administration
Customer Relationship Strategy
Customer Relationship Planning
Suppl y Chain Str ategy
Suppl y Chain Planning
Out-bound Logistics
Accounting and GL
Indirect Procurement
Corporate Planni ng
Concept/Product Testing
Product D evelopment
Product M anagement
Consumer Ser viceIn-store Inventor y Mgmt
Strategy
Tactics
Execution
ConsumerRelationship
CustomerRelationship Manufact uring
Supply C hain &Distribution
BusinessAdminist ration
Category/Brand Strategy
Brand P&L Management
Matching Suppl y and Demand
Mar keting Development & Effecti veness
Product Ideation
Mar keting Execut ion
Product Di rector y
Category/Brand Planning
Assessing Customer Sat isfaction
Customer Insights
Account M anagement
Value-Added Ser vices
Customer Account Ser vi cing
Retail Mar keting Executi on
Customer Director y
Manufacturing Strategy
Supplier R elationship M anagement
Production and Materials Planning
Manufacturing Oversight
Supplier C ontrol
Make Products
Plant Inventor y M anagement
Manufacturing Procurement
Assemble/Pkg. Products
Distribution Over sight
Distribution Center Oper ations
Transportation R esources
En route Inventor y Management
In-bound Logistics
Corporate Strateg y
Alliance M anagement
Line of Business Planning
Business Perfor mance Management
External Mar ket Anal ysis
Organization and Process Design
Legal and Regulator y Compliance
Treasur y and Risk Management
Facilities and Equipment Management
IT Systems and Operations
HR Administration
Customer Relationship Strategy
Customer Relationship Planning
Suppl y Chain Str ategy
Suppl y Chain Planning
Out-bound Logistics
Accounting and GL
Indirect Procurement
Corporate Planni ng
Concept/Product Testing
Product D evelopment
Product M anagement
Consumer Ser viceIn-store Inventor y Mgmt
Strategy
Tactics
Execution
ConsumerRelationship
CustomerRelationship Manufact uring
Supply C hain &Distribution
BusinessAdminist ration
Category/Brand Strategy
Brand P&L Management
Matching Suppl y and Demand
Mar keting Development & Effecti veness
Product Ideation
Mar keting Execut ion
Product Di rector y
Category/Brand Planning
Assessing Customer Sat isfaction
Customer Insights
Account M anagement
Value-Added Ser vices
Customer Account Ser vi cing
Retail Mar keting Executi on
Customer Director y
Manufacturing Strategy
Supplier R elationship M anagement
Production and Materials Planning
Manufacturing Oversight
Supplier C ontrol
Make Products
Plant Inventor y M anagement
Manufacturing Procurement
Assemble/Pkg. Products
Distribution Over sight
Distribution Center Oper ations
Transportation R esources
En route Inventor y Management
In-bound Logistics
Corporate Strateg y
Alliance M anagement
Line of Business Planning
Business Perfor mance Management
External Mar ket Anal ysis
Organization and Process Design
Legal and Regulator y Compliance
Treasur y and Risk Management
Facilities and Equipment Management
IT Systems and Operations
HR Administration
Customer Relationship Strategy
Customer Relationship Planning
Suppl y Chain Str ategy
Suppl y Chain Planning
Out-bound Logistics
Accounting and GL
Indirect Procurement
Corporate Planni ng
Concept/Product Testing
Product D evelopment
Product M anagement
Consumer Ser viceIn-store Inventor y Mgmt
Strategy
Tactics
Execution
ConsumerRelationship
CustomerRelationship Manufact uring
Supply C hain &Distribution
BusinessAdminist ration
Category/Brand Strategy
Brand P&L Management
Matching Suppl y and Demand
Mar keting Development & Effecti veness
Product Ideation
Mar keting Execut ion
Product Di rector y
Category/Brand Planning
Assessing Customer Sat isfaction
Customer Insights
Account M anagement
Value-Added Ser vices
Customer Account Ser vi cing
Retail Mar keting Executi on
Customer Director y
Manufacturing Strategy
Supplier R elationship M anagement
Production and Materials Planning
Manufacturing Oversight
Supplier C ontrol
Make Products
Plant Inventor y M anagement
Manufacturing Procurement
Assemble/Pkg. Products
Distribution Over sight
Distribution Center Oper ations
Transportation R esources
En route Inventor y Management
In-bound Logistics
Corporate Strateg y
Alliance M anagement
Line of Business Planning
Business Perfor mance Management
External Mar ket Anal ysis
Organization and Process Design
Legal and Regulator y Compliance
Treasur y and Risk Management
Facilities and Equipment Management
IT Systems and Operations
HR Administration
Customer Relationship Strategy
Customer Relationship Planning
Suppl y Chain Str ategy
Suppl y Chain Planning
Out-bound Logistics
Accounting and GL
Indirect Procurement
Corporate Planni ng
Concept/Product Testing
Product D evelopment
Product M anagement
Consumer Ser viceIn-store Inventor y Mgmt
Bra
nd
� Production / supply chain focused
� Physical asset management
� Integrated planningAss
etS
ervi
ces
� Shared services focused
� Service level management
� Most efficient process management
� Technology and process integration
(‘electronic glue’)
� Market making within network
� Continuous alliance assessment & managementNet
wo
rk
“Hot” components within business operating model
Direct
Control
Execute
ConsumerRelationship
CustomerRelationship
Manufacturing Supply Chain &Distribution
BusinessAdministration
Category/Brand Strategy
Brand P&L Management
Matching Supply and Demand
Marketing Development & Effectiveness
Product Ideation
Marketing Execution
Product Directory
Category/Brand Planning
Assessing Customer Satisfaction
Customer Insights
Account Management
Value-Added Services
Customer Account Servicing
Retail Marketing Execution
Customer Directory
Manufacturing Strategy
Supplier Relationship Management
Production and Materials Planning
Manufacturing Oversight
Supplier Control
Make Products
Plant Inventory Management
Manufacturing Procurement
Assemble/Pkg. Products
Distribution Oversight
Distribution Center Operations
Transportation Resources
En route Inventory Management
In-bound Logistics
Corporate Strategy
Alliance Management
Line of Business Planning
Business Performance Management
External Market Analysis
Organization and Process Design
Legal and Regulatory Compliance
Treasury and Risk Management
Facilities and Equipment Management
IT Systems and Operations
HR Administration
Customer Relationship Strategy
Customer Relationship Planning
Supply Chain Strategy
Supply Chain Planning
Out-bound Logistics
Accounting and GL
Indirect Procurement
Corporate Planning
Concept/Product Testing
Product Development
Product Management
Consumer ServiceIn-store Inventory Mgmt
Direct
Control
Execute
ConsumerRelationship
CustomerRelationship
Manufacturing Supply Chain &Distribution
BusinessAdministration
Category/Brand Strategy
Brand P&L Management
Matching Supply and Demand
Marketing Development & Effectiveness
Product Ideation
Marketing Execution
Product Directory
Category/Brand Planning
Assessing Customer Satisfaction
Customer Insights
Account Management
Value-Added Services
Customer Account Servicing
Retail Marketing Execution
Customer Directory
Manufacturing Strategy
Supplier Relationship Management
Production and Materials Planning
Manufacturing Oversight
Supplier Control
Make Products
Plant Inventory Management
Manufacturing Procurement
Assemble/Pkg. Products
Distribution Oversight
Distribution Center Operations
Transportation Resources
En route Inventory Management
In-bound Logistics
Corporate Strategy
Alliance Management
Line of Business Planning
Business Performance Management
External Market Analysis
Organization and Process Design
Legal and Regulatory Compliance
Treasury and Risk Management
Facilities and Equipment Management
IT Systems and Operations
HR Administration
Customer Relationship Strategy
Customer Relationship Planning
Supply Chain Strategy
Supply Chain Planning
Out-bound Logistics
Accounting and GL
Indirect Procurement
Corporate Planning
Concept/Product Testing
Product Development
Product Management
Consumer ServiceIn-store Inventory Mgmt
Centralization of operations across group to drive economies of scale and reduced infrastructure and estate costs
Migration to core set of optimized components supported by appropriate IT architecture, wider spans of control, automation of manual processes, specialist capabilities centralized to give scale
Can realize savings quickly, funding further change and building capabilities and knowledge for a much broader program (allows payback in approximately 6 months)
Collaboration with one or more competitors to achieve economies of scale, reduce investment and IT operations costs: Likely to require migrating business onto a new set of business processes and technology (either competitors or greenfield)
For those markets where the group does not have scale and there is an appropriate outsource provision market
Undertaking work for third parties where market opportunity exists. Potentially shareholder value enhancing and revenue enhancing
Centralize
Professionalize
Off Shore
Co Source
Out Source
In Source
Transformation der innovativen Business Modelle in Roadmaps
2. Fachkongress des LCC | IBM Forum Stuttgart, 04.07.2006 15 © Copyright IBM Corporation 2006
IT-Services and Solutions GmbH
Agenda
� Das Zusammenspiel CEO/CFO/CIO
� Die CEO-Agenda: Business Modeling & Collaboration
� Die CIO-Agenda: Business & Technologie Integration
� Die CFO-Agenda: Value oriented controlling
� Summary, weiterführende Informationen
2. Fachkongress des LCC | IBM Forum Stuttgart, 04.07.2006 16 © Copyright IBM Corporation 2006
IT-Services and Solutions GmbH
Quelle: Meta Group Februar 2004
Vergleichs Ranking
0% 2% 4% 6% 8% 10% 12% 14% 16% 18% 20%
Kostenoptimierung
Security
Prozessoptimierung
Konsolidierung
Globale Vernetzung
Anpassung IT an Geschäftsprozesse
Standardisierung der IT
Wettbewerbsfähigkeit sichern
Anbindung von Außenstellen und Partnern
Top Handlungsfelder 2005 der CIO´s
2. Fachkongress des LCC | IBM Forum Stuttgart, 04.07.2006 17 © Copyright IBM Corporation 2006
IT-Services and Solutions GmbH
Das Umfeld des IT-Managements
Architektur-Governance�Prozesse: Beschaffungsmanagement, Budgetmanagement�Methoden: Policies und Prozeduren�Organisation; Rollen und Verantwortlichkeiten
Geschäfts-Architektur�Abläufe �Funktionen (Use-Case-Modellierung, Klassenmodelle)�Rollen und Verantwortlichkeiten
Technische Architektur�Operationales Modell (Hardware, Software, Middleware)�Funktionales Modell�Architektur-Pattern
Bus
ines
s-A
nfor
deru
ngen
�U
nter
nehm
ensz
iele
, str
ateg
isch
e P
roje
kte
�M
arkt
und
Wet
tbew
erb
Tec
hnis
che
Anf
orde
rung
en�IT
-Prin
zipi
enun
d B
est-
Pra
ctic
es�IT
-Tre
nds
2. Fachkongress des LCC | IBM Forum Stuttgart, 04.07.2006 18 © Copyright IBM Corporation 2006
IT-Services and Solutions GmbH
Die Lösung: Komposable Prozesse und Services
Flexible Business
TransformationBusiness Process Outsourcing
Mergers, Acquisitions & Divestitures
Flexible IT Architecture
On demand Operating Environment
ComposableServices(SOA)
ComposableProcesses
(CBM)
Development Infrastructure Management
Service Oriented Architecture (SOA)
Software Development Integration
InfrastructureManagement
RequiresService-Oriented
Method &Architecture
2. Fachkongress des LCC | IBM Forum Stuttgart, 04.07.2006 19 © Copyright IBM Corporation 2006
IT-Services and Solutions GmbH
BusinessArchitecture
ApplicationArchitecture
TechnicalArchitecture
Layer Komponente
Mehrdimensionales Component based ModellingEine Komponente ist eine Gruppe zusammenhängender Business Aktivitäten, unterstützt durch die dazugehörigen Informationssysteme, Prozesse und Organisationsstrukturen.
2. Fachkongress des LCC | IBM Forum Stuttgart, 04.07.2006 20 © Copyright IBM Corporation 2006
IT-Services and Solutions GmbH
Risk Mgmt.
Knowledge Capture and Availability
Business Resi-lience Operations & Monitoring
Service & Solution Development
Service & Solution Testing
Integration Test
Change and Release Implementation
CRM Support and Readiness (Control)
Customer Request Mgmt.
Service Mgmt. Support
Customer SLA Mgmt.
Information Architect.
Service & SolutionArchitect. & Design
Service & SolutionLifecycle Planning
Development/ToolMgmt.
Change & Release Planning
Operations Planning
Project Mgmt.
Strategic Business Planning
Sales Channel Strategy
Brand and Market Strategy & Policy
Alliance Strategy
Customer Mgmt. and Care Strategy
Fulfillment and Resource Planning
Service Mgmt. Strategy
Regulatory Com-pliance Strategy
Knowledge Mgmt. Strategy
Service and Solution Strategy
Service Portfolio
Application Portfolio
Deployment Strategy Delivery Strategy
Support Strategy
Business Resi-lience Strategy
BusinessManagement
Sales & Marketing
Customer Relationship Mgmt.
Customer Mgmt. and Care
Request Mgmt. & Planning
Service Mgmt.
Risk and Information Mgmt.
Services and Solution Development and Delivery
Services and Solution Development
Services and Solution Deployment
Service Delivery and Support
Activity Type
Dir
ecti
ng
Co
ntr
olli
ng
Exe
cuti
ng
Bu
sin
es
s L
ev
el
LL
LI
LM
LI HM MM MM
LL
ML
ML
ML
ML MM MM
MM
Fin
anci
al M
anag
emen
t
HR
Man
agem
ent
Pro
cure
men
t
Sta
keho
lder
s a
nd E
xter
nal R
ela
tions
Mgm
t.
Lega
l & Q
A
LM
Ben
efits
Man
agem
ent
Ful
fillm
ent
L M L M
LL
ML
LL HM ML
MM
MM
MM
LL
MM
LM
HM
MM
MI
ML
MM
MM
MM
LM
LL
MM
MM
MM
MM
MM
MM
MM
MM HH
HHMM
MM
MM
MM
HM
HM
HM
Marketing Comm.Advertising & Promotion
Sales, Channel & Alliance Mgmt.
Account Planning
Supplier Procure-ment Mgmt. Knowledge Mgmt.
Delivery Planning
Sales & Sales support
Marketing Research & Analysis
Execute Campaigns & Market fulfillment
Customer Analytics prod. match
Problem Mgmt. Support
Problem Handling and Resolution
Service Re-quest & Order Handling
Resource Provisio-ning
Supplier/ Partner Prob. Rep. Mgmt.
Service Problem Mgmt.
Service & Solution Operations
Infrastr. Resource Mgmt.
Service & Solution Maintenance & Support
Asset & Tool Mgmt.
MM
MM
Security, Privacy, & Data Protection.
CBM Phase 1: Umsetzung strategischer Vorhaben in Business und IT-Initiativen
ZielkompetenzenBasis
Konkurrenzfähig
Differenzierend
Erlöse (H, M, N)
Kosten (H, M, N)
"Hot" Komponente
Erlöse/Kosten
Vertriebs-
managementKonten-
abstimmung
Compliance
ProcessingVertriebs-
controlling Kunden-
buchhaltung
General
Ledger
Dokumenten-
Management
Multikanal-
Management
Direkt-
Marketing
Produkt-
entwicklung
H N
M N
M N
M N
L N
M N
M N
M N
M N
L N
L N
Analysekriterien, z.B.
GeschäftsprozesseOrganisation
ApplikationenIT-Infrastruktur
Potential zur Erlössteigerung
Potential zur Kostensenkung
2. Fachkongress des LCC | IBM Forum Stuttgart, 04.07.2006 21 © Copyright IBM Corporation 2006
IT-Services and Solutions GmbH
Financial
Management
Customer
Accounting
Customer
Service and
Sales
Customer
Portfolio
Management
AcquisitionsBusiness
Administration
Product
Management
Product
Operations
Planning&
Analysis
Checks&
Controls
Execution
Business Planning
Business Architecture
Business Unit Administration
Manage Alliance Relationships
Policy & Procedure Manuals
HR Management
Administer Alliance SLAs
Audit/ QA/ Legal
Facilities
Develop and Operate Systems
Accounting and G/L
Product Directory
Product Development and
Deployment
Marketing
Market Research
Acquisition Planning and Oversight
Managing Products
Sector Marketing Plans Customer
Portfolio and Analysis
Credit and Risk Management
Application Processing
Customer Behavior Decisioning
Target Lists (Prospecting) Customer Profile
Contact/ Event History
Correspondence
Campaign Execution
Smart Routing
Servicing
(Dialogue Handler)
Inventory Management
Rewards Management
Product Processing
Financial Capture Payments
Customer Account
Merchant Operations
Collections and Recovery
Financial Consolidation
BillingTreasury
AuthorizationsSales and Cross-Sell
Service/ Sales Administration
Reconciliations
Financial Control
Operations Administration
SecuritizationCase Handling
Customer Accounting Policies
Product Operations Management
Risk ManagementCustomer Servicing and Sales Planning
Financial
Management
Customer
Accounting
Customer
Service and
Sales
Customer
Portfolio
Management
AcquisitionsBusiness
Administration
Product
Management
Product
Operations
Planning&
Analysis
Checks&
Controls
Execution
Business Planning
Business Architecture
Business Unit Administration
Manage Alliance Relationships
Policy & Procedure Manuals
HR Management
Administer Alliance SLAs
Audit/ QA/ Legal
Facilities
Develop and Operate Systems
Accounting and G/L
Product Directory
Product Development and
Deployment
Marketing
Market Research
Acquisition Planning and Oversight
Managing Products
Sector Marketing Plans Customer
Portfolio and Analysis
Credit and Risk Management
Application Processing
Customer Behavior Decisioning
Target Lists (Prospecting) Customer Profile
Contact/ Event History
Correspondence
Campaign Execution
Smart Routing
Servicing
(Dialogue Handler)
Inventory Management
Rewards Management
Product Processing
Financial Capture Payments
Customer Account
Merchant Operations
Collections and Recovery
Financial Consolidation
BillingTreasury
AuthorizationsSales and Cross-Sell
Service/ Sales Administration
Reconciliations
Financial Control
Operations Administration
SecuritizationCase Handling
Customer Accounting Policies
Product Operations Management
Risk ManagementCustomer Servicing and Sales Planning
CBM Phase 2:Definition des Business Component Solution Stack
Technology Utilities
Component Connectivity
Application Architecture
Business Components
Activity Type
Business
Level
2. Fachkongress des LCC | IBM Forum Stuttgart, 04.07.2006 22 © Copyright IBM Corporation 2006
IT-Services and Solutions GmbH
CBM Phase 2:Das CBM definiert Kernaussagen zu den einzelnen Ebenen
Messaging Architektur� Definition & Steuerung Business Information
� Beschreibung der Services undMessages
�Operational MetaData� Volumen� Zugriffsarten� Sicherheiten� etc
IT Infrastruktur�Multi-Kanal-Management� Kommunikations-Management� Process-Management� Storage�OS & Middleware Management� SW Management� etc
Applikations-Architektur� Basis/Wettbewerbsfähigkeit/Differenzierende Features� Funktionalität� Operationale Eigenschaften� Technologischer Einfluss
� Einflußfaktoren� Gaps� Mehrfachverwendung� Oversized
� Collaborative Patterns
Business Komponenten� Differentiatoren
� Kosten� Service- Qualität� Funktionalität
� Ressourcen � Gegenwärtig & zukünftig
� Einnahmen� aktuell & erwartet
� Risiken
2. Fachkongress des LCC | IBM Forum Stuttgart, 04.07.2006 23 © Copyright IBM Corporation 2006
IT-Services and Solutions GmbH
Die IT Ziel-Architektur erhöht Flexibilität sowie den time to market
Global Integration Infrastructure (EAI)
MARK
FO
/BO
Tra
ns-
form
.C
onso
lidat
edD
ata
Ana
lytic
sD
ata
Mar
tsA
ppli-
catio
n
SAP FI / CO Consolidated Data Basis CommercialBanking Trading
Reference,Master Data ...Risk
Business Partner
FermatALM
Data MartReporting, MIS, operative Cust.RM
MIS Client, Analytical Client
Ope
n In
terf
ace
Ope
n In
terf
ace
Data access
1
2
3
4
5
6
Tre
asur
y
A
cco
untin
g
Ris
k M
anag
emen
tD
ebt
Cap
ital M
anag
emen
tE
xecu
tion
Mar
keti
ng(P
lani
ng)
Global MarketsCorporate BankingUK/US
Public FinanceCorporate BankingGermany & Europe
RetailBanking
Real Estate Investment BankingUK/US/Europe
Eur ozin s
RBM
KAP O
SAPCML
SAPBCA/BTK
SAPCMS
Rating / Pric ing Tool (IRIS/reptil) RB CBG/CB I PF CB UK/US REIB
ACBS
Bloomb erg Reuters FrontAre na
TradingSystem
Sec.In v.Por tf . Mgt.
Fermat GEM
Global Limit
Basle II IAS Managmt.Acc.
PortfolioMgmt
Profita-bility
SAP Integration Bus
Global Data Integration Layer (ETL)
Fun
ction access
Ope
n In
terf
ace
Budgeting
ABACUS
ABACUS
Bus
ines
sIn
fras
truc
ture
Sec
urity
,U
ser
Man
agem
ent
Ent
erpr
ise
Con
tent
Man
agem
ent
Op erative Custo me r Realt ionship Mgmt
SAPCFM
SAP intern
Local reg.Reporting
CollateralMgmt
System
ZV(G EVA)
All
BU
and
CC
Ergebnis CBM Phase 2: Ziel-Architektur (Beispiel Consumer Lending Gesellschaft)
2. Fachkongress des LCC | IBM Forum Stuttgart, 04.07.2006 24 © Copyright IBM Corporation 2006
IT-Services and Solutions GmbH
Ergebnis CBM-Phase 2: Ziel-Architektur (Beispiel Leasinggesellschaft)
Geschäfts-schicht(Model)
Vertrags-verwaltung
Angebots-erstellung
CRMAnwendungs-administration
Benutzer-administration
Reporting
DBDB DB
Personalisierung
DB
Obje
kterw
altu
ng
Ben
utz
er-
und
G
rupp
enve
rwal
tung
Par
tnerv
erw
altu
ng
Vert
rags
verw
altu
ng
Kalk
ula
tion
Anw
endu
ngs
vers
ions-
verw
altu
ng
Rep
ort
ing
Rec
hnun
gsw
ese
n
Ange
bot
sverw
altu
ng
Ref
inanz
ieru
ng
DB
Validierung
Housekeeping
Authentifizierung
Scheduler
Replikation
Synchronisation
Web-Controller (Struts)
Bac
koffi
ce
Rep
ortin
g E
ngi
ne
Bac
koffi
ce
LDA
P
Bac
koffi
ce
Prozess-steuerung
DB DBDB DB
Präsentation
(View)
Geschäfts-schicht(Model)
Persistenz
Schnittstellen
Steuerung
(Control)
Quelle: A. Sauerland, Architecture Blue Print, in `Finanzierung, Leasing, Factoring FLF` 04/2004
2. Fachkongress des LCC | IBM Forum Stuttgart, 04.07.2006 25 © Copyright IBM Corporation 2006
IT-Services and Solutions GmbH
Die Road Map zur Erreichung der Ziel-Architektur enthält eine Reihe
strategischer Initiativen unter Berücksichtung wesentlicher Abhängigkeiten
CBM Phase 3: Umsetzung gemäß Road Map
2. Fachkongress des LCC | IBM Forum Stuttgart, 04.07.2006 26 © Copyright IBM Corporation 2006
IT-Services and Solutions GmbH
Zusammenfassung: CBM IT Projekt-Vorgehen
Kern Business Komponenten
Basierend auf beste-henden Business-und regulatorischenAnforderungen sowieBusiness-Initiativen(Projekte):
�Vereinheitlichte Komponenten
�PriorisierteKomponenten
�Aufgelistete Issues
IT Richtlinien Ziel-Modell
�Richtungsweisende IBM Enterprise Architekuren:
- Definition IT Blue-Print
�Definition Migration Plan (Implemen-tationsansatz)
�Sofern vorhanden: Auswirkungen auf jetzige Initiativen
�Definition Business Case (Zeit, Resour-cen, Investment)
�Definition IT Gover-nance Richtlinien
�Entwurf Master Plan zur Koordina-tion der Initiativen und Phasen
�Next steps
Roadmap
Customized CBM map
CBM Heat Map
Allgemeine IT Architektur
Bebauungspläne
Integrated IT ZielArchitektur Blue-
Master plan –Investments,
Governance, etc.
Benchmarkingmit IBM Enterprise Architektur -Lösungen:
�Definition ITArchitektur Bebau-ungspläne für:
DatenApplikationenSchnittstellenInfrastrukture
2. Fachkongress des LCC | IBM Forum Stuttgart, 04.07.2006 27 © Copyright IBM Corporation 2006
IT-Services and Solutions GmbH
Zusammenfasung: CBM IT Projekt-PlanFinal
presentationKick off Review
Februar März April
= Mile stone
Initialisierung ProjektCBM Analysis IT Guiding principlesZiel-ModelRoadmapProject Management
� Projekt Dauer: 8 Wochen
� Einbindung aller Manager der LOBs, corporate center und IT
� Beratung: Core team und zusätzlich part-time Spezialisten
� Insgesamt (intern und extern) Aufwandstage: 310 Manntage
� Davon externer Beratungsaufwand 250 MT
250
115
MT
520
4540
25
2. Fachkongress des LCC | IBM Forum Stuttgart, 04.07.2006 28 © Copyright IBM Corporation 2006
IT-Services and Solutions GmbH
Agenda
� Das Zusammenspiel CEO/CFO/CIO
� Die CEO-Agenda: Business Modeling & Collaboration
� Die CIO-Agenda: Business & Technologie Integration
� Die CFO-Agenda: Value oriented controlling
� Summary, weiterführende Informationen
2. Fachkongress des LCC | IBM Forum Stuttgart, 04.07.2006 29 © Copyright IBM Corporation 2006
IT-Services and Solutions GmbH
� Neupositionierung der Finanzdienstleister erzwingt neue strategische Instrumente der Unternehmensführung
� Corporate Performance Management � als zentrales Konzept zur Beobachtung der Regelkreise der Wertschöpfungsketten� Zur Steuerung und Weiterentwicklung eines (Finanz-)Unternehmens
� Abkehr von traditionellen Kennzahlen und Kennzahlensystemen� Durch ständige Betrachtung der Dimensionen
� Finanzen• Strategien für Wachstum und Rentabilität aus Sicht der Shareholder
� Kunde/Markt • Strategien zur Differenzierung am Markt
� Prozesse • Strategien zur Verbesserung kurzfristiger Produktions- und langfristiger Innovationsprozesse
� Potentiale • Strategien zur Steigerung der Produktivität der Mitarbeiter und der betrieblichen Effizienz
� Das Medium zur ganzheitlichen Betrachtung ist die Balanced Scorecard (Professor Robert Kaplan (Harvard Busienss School), Unternehmensberater David Norton, 1991)
Strategische Instrumente der Unternehmenssteuerung
2. Fachkongress des LCC | IBM Forum Stuttgart, 04.07.2006 30 © Copyright IBM Corporation 2006
IT-Services and Solutions GmbH
Warum das LCC der IBM / it‘ für den Leasingmarkt
…………I
Erhöhung Umsatzanteil Kanal 1 um x% QuartalUmsatzanteile
Optimale Belegung von VertriebskanälenI3
Erhöhung MA im Segment x um y%JahrMarktanteilTime-to-marketI2
Absoluter Zuwachs um 5JahrAnzahlAusweitung Vertrieb über
KooperationspartnerI1Innovation
…………K
Steigerung auf 30000 p.a.WocheAnzahlErhöhung NeuvertragsvolumenK3
Betrag xMonatIntegrationskostenCoporate-Identity umsetzenK2
Erhöhung Bewertungsnote um 0,5JahrZufriedenheitsindexZufriedenheit erhöhenK1Kunden
…………P
Verringerung um x%JahrInfrastrukturkostenIT-OptimisationP3
Verringerung um x%halbjährlichKosten pro MAEffiziente BetriebsorganisationP2
2 MinutenWocheAntragsbearbeitungszeitEffiziente AbläufeP1Prozesse
…………F
Zuwachs um x%QuartalCash-FlowSteigerung LiquiditätF3
Verringerung um x%QuartalRORAC Minimierung RisikokostenF2
Zuwachs um x%QuartalEigenkapitalrentabilität RoESteigerung RentabilitätF1Finanzen
MaßnahmeIstZielRhythmusDefinition Definition
BewertungsindikatorPerformance-IndikatorStrategisches ZielEbene
Quelle: A. Sauerland, in FLF 04/2006 S. 178 ff, angelehnt an Kaplan, Norton 1996
2. Fachkongress des LCC | IBM Forum Stuttgart, 04.07.2006 31 © Copyright IBM Corporation 2006
IT-Services and Solutions GmbH
Agenda
� Das Zusammenspiel CEO/CFO/CIO
� Die CEO-Agenda: Business Modeling & Collaboration
� Die CIO-Agenda: Business & Technologie Integration
� Die CFO-Agenda: Value oriented controlling
� Summary, weiterführende Informationen
2. Fachkongress des LCC | IBM Forum Stuttgart, 04.07.2006 32 © Copyright IBM Corporation 2006
IT-Services and Solutions GmbH
� IBM Corp. (Hrsg): Expanding the Innovation Horizon – The Global CEO Study 2006, IBM Global Business Services, 2006
� IBM Corp. (Hrsg): Transforming the IT infrastructure to generate business advantage: the CIO Agenda to enable innovation that matters, White Paper 2006
� Kagermann, H; Österle, H: Geschäftsmodelle 2010 – Wie CEO‘s Unternehmen transformieren, Frankfurt 2006
� Kaplan, R.; Norton, D.: Using the Balanced Scorecard as a Strategic Management System, Harvard Business Review, Vol. 71, Nr. 5, 1996
� Sauerland, A.: IT-Architekturen: Business Entwicklungen und technologische Trends –ein Beitrag zur IT-Strategie für Leasinggesellschaften, in ‚Finanzierung, Leasing, Factoring FLF 04/2004, S. 180 - 187
� Sauerland, A.: Komponentenmodelle und IT-Architekturkonzepte für das Leasing-Breitengeschäft, Finanzierung, Leasing, Factoring FLF 02/2002, S. 102 - 108
� Sauerland, A.: Corporate Performance Management für Finanzdienstleister – Ein Plädoyer für eine wertorientierte Gesamtbanksteuerung, Finanzierung, Leasing, Factoring FLF 04/2006, S. 178 - 183
� Sauerland, A.: E-Business zu Ende gedacht – Collaborative Commerce in der Finanzwirtschaft, Zeitschrift Banken & Sparkassen 03/2002, S. 24 – 27
Zusammenfassung, Literatur