Hear how an SAP customer used change management to deploy multiple SAP Ariba solutions. Konica Minolta Business Solutions U.S.A., Inc. overcame competing priorities and cultural resistance to automate its manual procurement processes. Join us to hear how the company is successfully implementing SAP Ariba solutions, seeing results, and learning lessons along the way.

1. PUBLIC
March, 2017
Debra Maggiulli, Konica Minolta Business Solutions, U.S.A, Inc.
SAP Ariba Solutions Realized:
Stories of Effective Implementation and
Forward-Thinking Decision Making

2. About Konica Minolta
Konica Minolta Business Solutions U.S.A., Inc. is a leader in information
management focused on enterprise content, technology optimization and cloud
services. We are reshaping the Workplace of the
Future™ (www.reshapework.com). Our portfolio of offerings deliver solutions to
improve our customers’ speed to market, manage technology costs, and
facilitate the sharing of information to increase productivity. The All Covered IT
Services division offers a range of IT strategy, support, project and cloud
computing solutions across all verticals. Konica Minolta has won numerous
awards including one of Forbes Magazine’s Best Employers. The company has
been recognized as the #1 Brand for Customer Loyalty in the MFP Office Copier
Market by Brand Keys for nine consecutive years. Konica Minolta, Inc. has also
been named to the Dow Jones Sustainability World Index for five years in a row.
For more information, please visit: www.CountOnKonicaMinolta.com and follow
Konica Minolta on Facebook, YouTube, andTwitter@konicaminolta.us

3. • $10 billion* in total revenue
• 160 countries, 6 continents
• 20 top-ranked manufacturing facilities
• 43,300 employees
• Industry-leading R&D
• Our U.S. based workforce includes over 7500
employees located in over 115 sales offices and 350
authorized dealers nationwide - with larger
administrative offices in Ramsey, NJ, Windsor, CT
and Foster City, CA.
• Note: North American Operation includes Canada
and Mexico
Global Profile

4. Technology
Office Multifunction Business Solutions
Commercial and Production Printers
3D Printers
Wide Format Printers
Laptops, Desktops & Computer Hardware
Servers and Networking Equipment
Managed Print Services (MPS)
Managed Enterprise Services
Information Management
Enterprise Content Management
Print Management
Automated Workflow Solutions
Business Process Automation
Security and Compliance
Mobility
eDiscovery Services
IT Services
Application Services
Cloud Services
IT Security
Managed IT Services
IT Consulting and Projects
Our Portfolio

5. SAP Ariba Implementation
Vision and Strategy

6. VISION AND STRATEGY
• Our vision is to establish procurement as a strategic area/function of the business by:
– Establishing a centrally managed spend management program;
– Leveraging spend across business segments;
– Driving sustainable cost reductions;
– Preserving stakeholder (department managers) autonomy.
• Our strategic objectives include:
– Leveraging sourcing expertise and disciplines to accelerate savings;
– Realizing savings through compliance and spend leveraging;
– Building a source-to-pay operations function and platform for leveraging spend;
– Establishing an “achieve maximum value culture” for direct and indirect spend;
– Leveraging automation and economies of scale to drive efficiencies;
– Leveraging supplier relationships as a key component for increasing our ability to provide greater customer
satisfaction.

7. SAP ARIBA SOLUTIONS PORTFOLIO
Procurement
SAP Ariba Buying
Request Approve Catalog and
Contract
PO
Collaborate
SAP Ariba Contract
Invoicing
SAP Ariba Supply
Chain
Collaboration
Finance
SAP Ariba
Commerce
Automation
Receive
Invoice
Exceptions &
Approve
Schedules
and
Discounts
Pay
SAP Ariba Invoice
Management
Data
Connection
Web
Interface
Paper
Collaborate
Manage Supplier
Direct/Indirect
SAP Ariba Supplier Info and Performance
Mgmt
Profiles and
Risk
Track/Improve
Performance
Contract
Direct/Indirect
SAP Ariba Contracts
Negotiate
and Sign
Manage and
Renew
Analyze Spend
Direct/Indirect
SAP Ariba Spend Visibility SAP Ariba Sourcing Professional & SAP Ariba Discovery
Analyze Discover Plan
RFX/
Negotiate
Source
Direct/Indirect
Identify
Opportunity
Order Confirmation
eInvoices
Invoice Status
Purchase Orders
Shipping Notices
Payment Status
Early Payments

8. Change Management Goals
Excerpts from Executive Approval Presentation

9. Change Management Deliverables
Internal Adoption Assessment
 Adoption Objectives Scorecard
• Defines and documents the level of end user adoption needed to achieve the
desired business results and the objective metrics that will accurately
measure the level of adoption.
 Audience Analysis
• Identifies the distinct user groups affected by the SAP Ariba solution and the
specific impacts it will have on them.
• Identifies the level of involvement, communication, and training needed to get
each user group to adopt the solution(s) and Customer business processes
that support adoption of the solution(s).

10. Change Management Deliverables (cont’d)
Internal Adoption Planning
 Communication Plan
• Develop a Communication Plan that identifies each communication objective,
message content, creator, sender, receiver, medium, and timeframe and receiver
message response options.
 Training Plan
• Develop a Training Plan that identifies the specific knowledge and skills needed to
perform system tasks by each user group and recommend appropriate training
media to impart this knowledge to the users.
 Support Plan
• Develop a Support Plan that outlines at what points support will be required, as well
as how it will be provided to each user group and how its effectiveness can be
measured.

11. Change Management Deliverables (cont’d)
Training Development
 ILT Class Training Slides with Trainer notes and Lab Exercises
• Set of PowerPoint slides with classroom training details with instructor notes
included. The trainer notes will be included in the notes section of each PPT
deck; includes lab exercises/activities.
 TTT (Train-the-Trainer) Instructor Guide and Checklist
• Microsoft Word document for the instructor for each classroom training type.
 Student Handout Materials
• Microsoft Word handouts per student includes: course agenda, class
attendance sheet, lab activities, and class survey

12. Change Management Deliverables (cont’d)
Quick Reference Guides
 QRG (Quick Reference Guides)
• PowerPoint summaries of the tasks that users need to perform in the applicable SAP
Ariba solution based on their role, as defined in the user audience analysis, for a
given topic tailored to Konica Minolta’s processes and configurations.
Custom Training Delivery
 Custom Training Delivery
• Upon completion of the custom materials, SAP Ariba delivers the custom training
content to Customer’s resources.
Post Go Live Training Adoption Support
 A remote SAP Ariba consultant to assist with training needs following the project Go
Live.

13. SAP Ariba P2P/Invoice Pro is Live! November 2015
Experience with Initial Go-Live
• What worked
• What did not work
Change Management Never Ends!!!
Managing Continuous Change
• Communication
• People Don’t Like to Read (Enterprise broadcast email FAQ’s/Tips)
• “NEWS” – On Ariba Dashboard
• New Hire Orientation
• Enhancements and Improvements
• Training – various formats
• CURRENT: Classroom; virtual; QRG’s; videos; manuals
• FUTURE: All of the above plus A/V Soundbites; Recorded training sessions

14. Feedback Crucial
User Survey Feedback
• The Good, the Bad, and the Not so Pretty!
• Training compliance (not all end users trained!)
Training Feedback
• Overall business process/holistic overview
• Where to go for what? New vendors; po vs. non-po; invoice
submission & payments
• Adopters and non-adopters
 “Makes my job so much easier!”
vs
 “Not my job!”

15. What’s Next?
• Simplify
• Review design configuration decisions
• Listen to feedback on what is causing difficulty
• Enhance/Change to fit company culture
• Manual paper submission process replaced by full automation
• Consider interim steps:
• eForm submission to data entry team
• Simplify/reduce end user required fields
• SME groups complete more “difficult” fields
• Decrease manual errors through automation and synergies across
application footprint

16. What’s Next? (cont’d)
• Adopt Social Media mode of communicating internally
• Coming Soon! Social network “JAM” page
• Revise training into smaller consumable offerings
• How to do catalog orders
• How to edit a requisition
• Etc.
• Seek “champions” to further reinforce adoption”
• Department “Super User”
• Long term Leadership Vision!!!

18. Thank you.
Contact information:
Debra Maggiulli
Procurement Operations/Supplier Diversity/Fleet Manager
dmaggiulli@kmbs.konicaminolta.us