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Introduction

The Management Contract Cockpit (MCC) is an innovative tool designed to streamline and enhance the reporting process for deal management across the entire Quote-to-Cash (Q2C) lifecycle. Initially, reporting on the status of deals was a significant challenge due to the absence of a suitable tool that could manage and track the complete Q2C process. MCC Version 1 addressed this gap, while Version 2 further enhanced status tracking by incorporating opportunity creation and enabling seamless integration with corporate platforms like the HANA-based BWP system.

Business Challenges

  1. Fragmented Reporting Process
    • Difficulty in tracking deal status due to disconnected systems.
    • Inability to provide an overview of the entire Q2C process.
  2. Limited Pre-Sales Integration
    • Opportunities, a critical component of the sales lifecycle, were not linked to the Q2C process.
  3. Inefficient Forecasting and Risk Management
    • Lack of visibility into potential risks and booking prioritization.
  4. Scalability Constraints
    • Legacy systems could not meet the demands of a growing organization.

Solution: Management Contract Cockpit

MCC Version 1

  • Scope:
    • Covered the complete Q2C process, from quote creation to collection.
    • Provided status checks for single deals and an overall booking process overview for the organization.

MCC Version 2

  • Enhancements:
    • Included opportunity creation and linked objects for comprehensive status tracking.
    • Improved integration with the sales process, starting even before Q2C.
    • Migrated the solution to the corporate HANA Platform (BWP) for better scalability and performance.

MCC HANA Model

Key Benefits of MCC on HANA

  1. Operational Efficiency
    • Enabled workload planning in Shared Service Centers (SSCs) and local contract departments.
    • Improved resource allocation for deal management processes.
  2. Real-Time Insights
    • Facilitated real-time status tracking of deals throughout the Q2C lifecycle.
    • Provided early recognition of risks in Quote-to-Execution (QEC).
  3. Enhanced Visibility
    • Offered transparency into the global deal booking process.
    • Highlighted deals yet to be booked, enabling prioritization based on value.
  4. Forecasting Capabilities
    • Forecasted the volume of upcoming deals, aiding in strategic planning and resource management.
  5. Comprehensive Tracking
    • Tracked individual deals, starting with opportunity creation, and provided insights into their progression.

Business Value

  1. Visibility and Transparency
    • Improved decision-making with clear insights into the status of single deals and the overall Q2C process.
  2. Risk Management
    • Early detection of risks ensured proactive mitigation, reducing potential financial losses.
  3. Improved Forecast Accuracy
    • Enhanced forecasting capabilities supported strategic planning and operational efficiency.
  4. Global Standardization
    • Unified reporting and tracking processes across regions and business units.
  5. Scalable and Future-Ready
    • Migrating to the corporate HANA platform ensured scalability and alignment with organizational technology standards.

Conclusion

The Management Contract Cockpit (MCC) revolutionized deal management by addressing critical gaps in the Q2C process and enabling real-time, comprehensive insights. By leveraging SAP HANA’s powerful analytics and integration capabilities, MCC provided businesses with the tools to optimize their deal lifecycle management, mitigate risks, and enhance forecasting accuracy.

The successful implementation of MCC demonstrates the importance of scalable, real-time solutions in achieving operational excellence and maintaining a competitive edge in a fast-paced business environment.

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