SAP Cloud for Sales

Go Beyond Traditional CRMMaximize Sales Effectiveness with SAP Cloud for Sales

Michael Reischer18.09.2013

© 2012 SAP AG. All rights reserved. 2

Customer power and organizational complexity has changed the dynamics of buying and selling

Customer Journey(Online & Offline)

Sales Funnel

Awareness

Interest

Desire

Action

57% of buying process is often completed before prospect engages with a sellerSource: Sales Executive Council


Built on the paradigm of management insight and control -- not sales effectiveness

Impact: Most systems do not help sales people win in today’s selling environment and are underutilized as a result

Existing cloud-based CRM technologies were not designed for these new conditions:

“74% of sales organizations have poor CRM adoption by sales”Source: CSO Insights, Improving Sales Effectiveness in Buyer’s Market, 2011


65% of the average salesperson’s time is spent NOT selling

(Source: CSO Insights, Improving Sales Effectiveness in Buyer’s Market, 2011)

Unplanned customer call/meeting

Planned customer call/meeting

Data entry into CRM

Internal department meeting

Support activity for customer account

Email activity

Pricing and contracts activity

Consultative selling with today’s customer takes a tremendous amount of time


And sales today, requires more than following the process

Account contacts? Warm

introduction?

Relevant References?

Latest Competitive

Report?

Update my Forecast on the

Road!

Prospect’s preferences?

What’s being said about customer?

Did Order Ship?

Did InsideSales send Quote?

Right Product Specialist for this

Deal?

Best Presentation to Use?


Collaborate in Context Crowdsource Sales Wisdom

Be Informed with Less Effort Spend More Time Selling

Winning today requires a new set of capabilities


SAP Cloud for SalesIndustry 1st sales solution designed to help sales people sell

› Engaging› Connected› Insightful › Cost Effective


SAP Cloud for SalesSell more effectively with today’s empowered customers

Sales Productivity

Sales Process & Intelligence

Analytics

CollaborationUser Experience

Integration

Customer OnDemand

ERP/CRM/BI


Cloud for Sales gives your sales people the right tools to grow your business with today’s empowered customers

Engaging

User-centric experience drives increased adoption and more effective selling

Connected

Easy access to information in your business systems and knowledge across your sales teams, social networks and online sources enables higher quality customer interactions at faster speed

Insightful

Accurate information and analyses enable you to focus on the right things to optimize performance

Cost effective

Competitively-priced, cloud subscriptions make it easy to expand user community to include everyone who impacts deals


SAP Cloud for Sales Customers


SAP Business Suite

Mobility

ERP CRM

Open Platform

SAP Social OnDemandSAP Cloud for Sales

SAP Service OnDemand

183,000 Customers Worldwide • #1 Enterprise Applications • Industry Expertise

Only SAP delivers everything you need for 21st century customer engagement

EasySAP Customer OnDemand

Complete

Connected Cost EffectiveCloud Integration

Next Steps

• Please contact me for a Demo: [email protected]

Appendix

© 2011 SAP AG. All rights reserved. 14Confidential

What’s New with SAP Cloud for Sales

June Release Accelerate sales cycles with guided selling tools,

robust account intelligence and social insights

Find the right contacts and turn cold calls into warm introductions by engaging with customers through social media

Provide the right sales application for each sales group’s needs and extend your existing SAP investment with Cloud for Sales’s native integration with SAP CRM

Fast-track adoption with easy, salesperson-defined field labels, drag-and-drop page personalization

August Release Mobilize your sales force with a modern iPad app

that gives them fast access to the latest customer intelligence, upcoming activities, sales performance and back-office account information


SAP Cloud for Sales:Personalization and Productivity

Features and Benefits Drive rapid adoption via

“consumerized” user experience Access all the information you need

quickly–available at a glance via Feed, Search, People, Navigation

Improve efficiency with quick-create and short-cut capabilities

Use the Shelf to quickly findpersonalized tagged and flagged items

Tailor experience to fit your sales needs with easy to implement field extensibility and re-labeling

Run in your local language (English, German, French, Spanish, Portuguese and Italian supported)

Engaging Experience designed for salespeople from the ground up


SAP Cloud for Sales:Microsoft Outlook Integration

Features and Benefits Increase productivity with convenient

access to Cloud for Sales customer information and productivity features within Outlook

Automatically sync emails, appointments and tasks bi-directionally – no double data entry

Easily access key sales information in your favorite Office application


SAP Cloud for Sales:In-Context Social Collaboration

Features and Benefits

Use integrated Feed for Instant, efficient collaboration with team members and sales network

Crowdsource and share sales best practices, relevant information in context of accounts and opportunities

Plan and prepare for customer interactions more effectively

Connect with your team and sales network while on the road with support for mobile devices

Share relevant documents to support sales efforts

Collaborate more effectively with your team and sales network


SAP Cloud for Sales:Full-Featured Mobile Applications

Features and Benefits Manage customer relationships on

iPhone, BlackBerry, Android and iPad - anytime, anywhere

Increase productivity through access to real-time business information

Collaborate with sales team on important topics

Track Business Performance through real-time Analytics

Deploy freely—mobile applications included in subscription with no extra costs

Be Prepared for Every Interaction with Real-Time Sales Information


SAP Cloud for Sales:Insightful Sales Analytics

Features and Benefits Track real-time sales performance with

pre-built dashboards Readily use embedded reports to track

sales cycles, win/loss, revenue and competitive trends

Review forecasts and easily create configurable reports based on need

Identify key deals to focus on to make your number with what-if analysis

Dig deeper into data using Microsoft Excel add-in

Gain greater insight through integrated access to analyses done with SAP Business Warehouse

Real-time customer information and sales analytics


SAP Cloud for Sales:Native SAP ERP and CRM Integration

Features and Benefits Provides sale professionals with cost-

effective, no-hassle, access to Pricing, Quotes, Sales Orders and more through Native SAP ERP integration

Extend investment with collaborative, social sales solution that natively integrates to SAP CRM Accounts, Opportunities, Contacts and more

Get real-time back-office information from existing SAP investments


Example: SAP Cloud for Sales & ECC integration

Sales On Demand

ContactsOpportunity

Accounts/ Prospects

Contact

CustomerSales order

Products

Material

Pricing Quotation

SAP ECC 6.0

• Includes master data synchronization and process integration• Synchronization of master data (customers, contacts, material)• Opportunity to ERP sales document processing


Example: SAP Cloud for Sales to SAP CRM

• Real-time integration of master data

• Unidirectional synchronization of Products and Employees from CRM to SOD

• Bi-directional synchronization of Accounts, Prospects, Competitors, and Contacts.

• Real-time integration of transactional data

• Unidirectional synchronization of Service Request from SOD to CRM

• Unidirectional synchronization of Leads, Sales Quote from CRM to SOD (Limited integration)

• Bi-directional synchronization of Opportunities.

Sales On Demand

Employee LeadService Request

Opportunity

Business Partner

EmployeeService Request

Business Partner Quote /

Sales order

Material

Product

Lead Opportunity

SAP CRM


SAP Cloud for Sales:Social Selling

Features and Benefits Turn every cold call into a warm

introduction Learn your customers’ key concerns

and hear what they’re talking about online

Engage with your customers more personally though social media

Find warm leads faster & create conversations with impact


SAP Cloud for Sales:Prospecting and Leads

Features and Benefits Create and track marketing

and sales campaigns Manage leads and quickly

convert to opportunities Assess campaign

performance and lead quality easily

Grow your pipeline through effective campaigns and lead management


SAP Cloud for Sales:Accounts and Sales Intelligence

Features and Benefits Manage accounts and related

information (opportunities, activities, contacts, leads) efficiently

Gain a 360-degree customer view Obtain additional customer intelligence

with InsideView integration Uncover new sales opportunities quickly

and accelerate sales cycles

Make fast account updates and get complete customer insight


SAP Cloud for Sales:Opportunity Management

Features and Benefits Easily track opportunity stage

and status Maintain account info, products,

activities, competitors, documents and more quickly

Gain access to accurate ERP Pricing, Quotes, Sales Orders and more through native integration

Close deals faster using efficient sales team collaboration

Discover the right assets for each selling situation using SAVO integration

Comprehensive view of opportunity activities enables more effective selling


SAP provides the flexibility to tailor Customer OnDemand to meet your business needs

• Partner/Customer Solutions- Native- Built with SAP Customer OnDemand studio- Run on SAP Cloud - Packaged and delivered to multiple customers

• Key User Extensibility- Custom Fields and Facets- Mashups- New Reports/Views

• Integrations- Open APIs- SAP Customer OnDemand

Cloud Integration option

• Customer Specific Solutions- Native- Built with SAP Customer

OnDemand studio- Run on SAP Cloud- Specific to customer


Appendix: On-Demand infrastructure and operationsSecurity – scalability – performance

World class tier-3/4 data centers

Highest compliance standards

Scalability and performance with latest hardware

Integration with service backbone

SAS 70 Type II certification

Energy efficiency certificate

“Premium Standard Data Center" ISAE3402TESTIFIED*

BS25999CERTIFIED

ISO 27001CERTIFIED


© 2011 SAP AG. Alle Rechte vorbehalten.

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