Accelerating Sales in the ‘New Normal’ SAP Sales Cloud

PUBLIC

April, 2021

Accelerating Sales in the ‘New Normal’SAP Sales Cloud

2PUBLIC© 2021 SAP SE or an SAP affiliate company. All rights reserved. ǀ

Featured Speakers

Esteban Kolsky

Chief Evangelist

SAP Customer Experience

Grant Smith

Head of Product Marketing

SAP Sales Cloud

Sebastine Augustine

VP of Product Management

SAP Sales Cloud


Strategy


Post-pandemic Execution Relies on Optimization

Source: Smarter With Gartner, June 3, 2020.

https://www.gartner.com/smarterwithgartner/reset-your-business-strategy-in-covid-19-recovery/


▪ $6.8 trillion of direct DX

investments from 2020 to 2023

▪ 65% of global GDP digitalized by

2022

▪ By 2022, 70% of all organizations

will have accelerated use of digital

technologies, transforming existing

business processes

Source: IDC FutureScape: Worldwide Digital Transformation 2021 Predictions. IDC #US46880818.

October 2020.

Post Digital Enterprises Need a

Reliable Data Model


Becoming Customer Centric - for real this time!

Expanded and

Complete

View of

Customer

Operational

Simplicity and

Efficiency

Leverage

Unique

Insights to

Deliver Better

Customer

Outcomes

Personalized

and

Contextual

Digital

Relationship

Smart Omni-

Channel

Engagement


Sales

Marketing

Service

Commerce

Age of Companies


Age of Digitalization

PROSPECT

IDENTITY

CUSTOMER

CONSENT

Sales

Marketing

Service

Commerce


Age of Customer

PROSPECT

IDENTITY

CUSTOMER

CONSENT

Sales

Marketing

Service

CommerceANONYMOUS

INVESTMENT PROFITABLE

PERSONALIZE


Age of Customer Choice

PROSPECT

IDENTITY

CUSTOMER

CONSENTANONYMOUS

INVESTMENT PROFITABLE

PERSONALIZE

Core

CRM

&

Commerce


Road Warriorto

Webcam Star

Prioritizationand

Acceleration

of Sales

Timingis

More Critical

Complexityis the

Bigger Enemy

Artificial

Intelligenceneeds to

Deliver

Guidance

Selling Trends Driven By Disruption

12© 2020 SAP SE or an SAP affiliate company. All rights reserved.

B2B BUYERS OWN THEIR

SALES EXPERIENCE.

NOT COMPANIES.


We help you acquire customers, retain customers, and grow revenue through customer

understanding, hyper-personalized engagement, and delivering on the brand promise.

Acquire customers Grow revenueRetain customers

Deliver:

Commerce everywhere

Engage:

CRM at the core

Understand:

Start with the customer

Shifting Execution to Business Outcomes


SolutionOverview

Engagecustomers on their

terms

Deliveron your brand

promises

Empoweryour employees

Understandcustomers with a

360 degree view

“Be there” for your customers

throughout their customer

experience anywhere, anytime

Connect with your buyers

leveraging a single view, relevant

insights, and sales intelligence

Drive operational excellence across

your front and back office processes

and ensure flawless execution.

Become your buyers trusted advisor

and develop lasting relationships

that deliver value

Automateengagement

Make better decisions, improve

process execution, and take

action with AI recommendations


Uncover Insights with a

360 Degree View of

Every Customer

Drive customer advocacy by delivering

meaningful interactions leveraging

front and back office insights

Become the trusted advisor by guiding

buyers based on their needs at each

stage of their journey

Build deep relationships and connect

with prospects leveraging social and

business insights


Deliver Impactful Sales

Interactions From

Anywhere at Any Time

Streamline selling and simplify actions

with voice-to-text and click-to-call

Increase sales efficiency with next-

action recommendations and virtual

voice assistance

Know your customer at a glance and

engage seamlessly online or offline


Focus Sellers on the Right

Business with Intelligent Sales

Prioritize leads most likely to convert with

intelligent scoring

Focus sales resources on opportunities

with the highest propensity to close

Proactively engage at-risk opportunities

with forecast intelligence and visual

pipeline analysis


Accelerate Sales Cycles

and Improve Win Rate with

Activity Guidance

Deliver effective customer interactions

with tailored best-practice guidance

Improve sales outcomes across

different lines of business

Ensure execution consistency across

diverse sales organizations


Provide Frictionless Engagement

With Deep Integration

Improve buyer interactions and exceed

delivery expectations with real-time pricing,

inventory, and available to promise (ATP)

Engage customers strategically with a full

view of active service issues and fulfillment

inquiries with out-of-the-box integration

Streamline Lead to Cash to Fulfillment

processes with less complexity and at a

lower total cost

DEMO

Roadmap


2020 Release Highlights

Guided Selling▪ Configurable, flexible selling workflows

provide action recommendations▪ Dynamic playbooks provide sellers with

contextual information and tasks based on latest actions and sales stage

Digital Sales Acceleration ▪ Streamlined digital engagement options

allowing sellers to take action faster▪ Click to call enhancements provide

sellers with guidance and scripting

Intelligent Pipeline and Forecast Analysis▪ AI driven pipeline analysis helps users

proactively identify progression issues▪ Intelligent forecast prediction and

modeling uses real-time data to predict actual vs projected close

Embedded Relationship Intelligence▪ Data driven scoring provides sellers with

contextual info on key contacts▪ Connected intelligence helps sellers

identify channels for warm introductions

Improving

Sales Intelligence

Enhanced User Experience ▪ Saphira theme helps users identify

key information and drive sales actions with visual callouts

▪ Extended collaboration features and dashboard-based video support

Mobile Conversational Assistant▪ Robust hands free capabilities to

help sellers engage with customers and seamlessly capture information while on-the-go

Accelerating

Sales Cycles

Enhancing

Seller Experience


2021 Roadmap Spotlight

Dynamic Guided Selling Enhancements▪ Extension of configurable selling

workflows with deeper ML and AI integration

▪ Dynamic playbook recommendations linked with ML and AI insights from real-time users and account data

Multi-channel Sales Acceleration ▪ Omni-channel engagement options

allowing sellers to take action across channels faster

▪ Improved interaction and call guidance leveraging embedded AI

Predictive Product Proposals▪ Predictive product recommendation

helps sellers identify upsell, renewal, and promotion opportunities

▪ Embedded AI leverages historical and trend data to recommend ideal sales bill-of-materials

Dynamic Visit and Route Planning▪ Real-time, intelligent route planning

provides insight into optimal visit logistics and most efficient route

▪ Visit intelligence helps identify which account should be visited and when to maximize results and minimize cost

Improving

Sales Intelligence

Virtual Selling Linked With MS Teams▪ Deep MS Teams integration will help

sellers engage digitally with less clicks and apps

▪ Teams collaboration features contextually added to key selling flows

Enhance User Experience▪ Additional optimization of key

workspace to improve user experience and maximize workspace productivity

▪ Expansion of Mobile Conversational Assistant features and usability

Accelerating

Sales Cycles

Enhancing

Seller Experience


Design Principals Aligned With Business Outcomes

Business outcome SAP SFA Design Principles

adaptable business models platform based approach with BTP

dynamic workflows leveraging NC/LC

enhanced salesperson experiences guided sales processes

improved user interface and user experiences

Hands-free navigation

embrace collaboration MSFT Teams integration

accelerate sales cycles Omnichannel sales engagement

Intelligent recommendations

Guided selling processes

Collaboration

improve sales intelligence Added AI/ML layers

Smart components in guided processes

engage customers in buying journey Deeper integration with core CRM modules

Mobile interfaces

optimize sales methodology Social, collaboration tools to disseminate lessons

Intelligent components d optimization through execution

Q & A

Thank you.

© 2021 ON24, Inc. | Confidential

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