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

2. Best in France case study Part 1 : You said SAP ? Part 2 : Conquest of France Part 3 : Golden Rules

3. Best in France case study Part 1 : You said SAP ? You said SAP ? Conquest of France Golden Rules

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

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

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

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

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

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

10. Best in France case study Part 2 : Conquest of France You said SAP ? Conquest of France Golden Rules

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

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

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

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

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

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

17. Best in France case study Part 3 : Golden Rules You said SAP ? Conquest of France Golden Rules

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

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

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

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

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