SAP Hybris Cloud for Sales
© 2016 SAP SE or an SAP affiliate company All rights reserved
Welcome!
Duration: 2 days
Name, Company, and Location
What’s your experience with SAP Hybris Cloud for Sales?
• None
• I’ve seen demos
• I’ve used it
• I’ve implemented it
• Have you attended the SAP Hybris Cloud forCustomer course?
What are the top 1 or 2 things you hope to take away from this class?
If you were a superhero, what would your super power be?
© 2016 SAP SE or an SAP affiliate company All rights reserved
0© SAP SE C4C12 1
Course Audience
Project Managers
Application Consultants
Key Users
© 2016 SAP SE or an SAP affiliate company All rights reserved
Course Objectives
A fte r co m p le ting th is course, you w ill be ab le to:
• Run an SAP Hybris Cloud for Sales implementation project using SAP bestpractices
• Translate customer business needs to best practice business scenarios in SAPHybris Cloud for Sales
• Set up and configure the sales solution to manage business processes
• Configure Lead Management to nurture Leads and convert them to Opportunities
• Define Sales Methodology process to streamline Opportunity process
• Configure Sales Quote and Order management functionalities with replications toconnected sap backend system
• Configure functionalities which enables sales personal to plan and record customervisits and activities
• Understand key features and functions of pricing in SAP Hybris Cloud for Sales
• Understand Partner Channel Management for collaborative selling
• Configure Sales Target Planning to carry out top down sales planning
• Describe the integration scenarios available with SAP Hybris Cloud for Sales
© 2016 SAP SE or an SAP affiliate company All rights reserved
02 C4C12 © SAP SE
0© SAP SE C4C12 3
Agenda
Welcome and Introductions
Introduction to SAP Hybris Cloud for Sales
Lead Management
Opportunity Management
Quotation Management
Order Management
Activity Management
Exercises 1-11
© 2016 SAP SE or an SAP affiliate company All rights reserved
Review of Day 1
Visit Planning and Execution
Partner Channel Management
Sales Planning and Forecasting
Pricing
Account 360 & Sales Intelligence
Exercises 12-15
J K i l i l ^E m i y
Unit 1: Introduction to SAP Hybris Cloud for Sales
© 2016 SAP SE or an SAP affiliate company All rights reserved
04 C4C12 © SAP SE
SELL SMARTER. ACT FASTER. BE RELEVANT. EVERYWHERE
INDUSTRY
COMMERCE MARKETING SERVICE SALES
SA P Hybris C loud fo r S ales sales force automation (SFA) solution that empowers sales teams to sell smarter
Sell Anywhere, Anytime
Turn Insight into Action
Sell More, Admin less
Know Your Customer
DATA & PROCESS MANAGEMENT
PLATFORM, INFRASTRUCTURE, INTEGRATION
© 2016 SAP SE or an SAP affiliate company All rights reserved
0© SAP SE C4C12 5
SAP Hybris Cloud for SalesHighlights
Collaboration & SocialFeeds, Followers and @ m entions
■ Internal, Customers, Partners
■ Deal Sites, Social Selling
Opportunity Management & InsightEasy Lead, Opportunity, Activity M anagem ent
' Tailored sales methodology, Guided Selling
Com petitor insight, Partner M anagem ent
Visit Management & ExecutionCom plete Activity and Task M anagem ent
Visit and Route Planning and Execution
Survey Design and Execution
Quote & Order ManagementIntegrated pricing and transactional
docum ent creation with S A P E R P or C R M
C P Q through partners
IntegrationPre-built integration to SA P E R P & C R M , SA P JAM Partners like InsideView, D&B 360, Xactly & more M ashups with m ost other apps
Account Management & IntelligenceFast Account & Contact Updates, Relationships
360 Custom er Intelligence
« Productivity & Personalization■ Flags ■ Shelf ■ M ap Views
Tags field extensions Graphical Viewsworkflow Q uick Creates
PlatformReal-tim e, scalable, powered by SA P HANA
Simplified enhancem ent tools for power users
-• Real-Time & Predictive Analytics
Dashboards, ad-hoc reports, forecasting
Front and back-office data
M ash-ups with SA P BW & Business Objects
Custom dashboards, KPIs, and reports
* Groupware IntegrationFull-Featured support for M S O utlook,
G oogle G m ail and Lotus Notes, Server side via Riva (e g. Office 365)
« MobilityCom plete m obile apps, no extra cost
Support for iPad, iPhone, Android, MS
W indow s, W atch
Responsive Ul with Off-line support
Business Card ScannerEasily extended for tailored U X and business processes
© 2016 SAP SE or an SAP affiliate company All rights reserved
Lead Management
Description:
• Manages potential businessopportunities with automated tools toqualify, score, route, and nurture inorder to convert them into sales.
• Automatically age leads and notifieswhen leads are not addressed
Key Differentiators:
• Manage the end to end process of dealmanagement
W ork sm arter with Leads ® Use predictive analytics to score andsuggest potential deals.
* Improved sales efficiency • High potential Leads
• Stream lined sales process • Shortened sales cycles
© 2016 SAP SE or an SAP affiliate company All rights reserved
06 C4C12 © SAP SE
Opportunity Management
Description:
• Accurately characterize businessopportunities and gain visibility intopipeline health
• Leverage best practices andcollaboration to ensure effective andconsistent sales processes
Key Differentiators:
• Embedded collaboration and feed• Flexible sales methodology modeling• Comprehensive analytics
B enefits
• Increased revenue by winning more deals * Accelerated deals and improve sales. . , .. - effectiveness with pipeline visibility
• Improved sales forecasting & outcomes K K J
■ ■ _ __ ____________ ! ■© 2016 SAP SE or an SAP affiliate company All rights reserved
Quotation Management
Description:
• Flexible quoting capabilities enable youto deliver compelling offers, provideconsistent accurate pricing, andstreamline the sales process
Key Differentiators:
• Flexible pricing leveraging native pricingor SAP CRM or ERP Pricing
• Follow-on order creation in ERP
B enefits
Accelerated sales cycles
Improved revenue and margin
Streamlined quote-to-cash and reduced processing errors
© 2016 SAP SE or an SAP affiliate company All rights reserved
0© SAP SE C4C12 7
Sales Order Management
Description:
B enefits
• Easy to use fully functional ordercapture capability to equip your salesteam to submit Customer orders forprocessing to ERP
Key Differentiators:
• Order simulation for updated pricingand product attributes
• Fully integrated to SAP ERP & CRM forpricing & processing
• Order Transfer and status management
Accurate Order Pricing
Expedited Order Approval workflow
Improved customer service & satisfaction
Capture on any device on or offline
Visit Planning and Execution
Optimise Visit Plans for Mobile Sales
B enefits
Description:
• Enable your field sales personnel toplan and record site visits and activitieswhile on site at the account.
Key Differentiators:
• Turn portables into a personal itineraryplanner
• Perform surveys and audits to monitorkey areas in stores
* Calendar management across multiple - • Ability to leverage Sales rep timechannels working an area
• More customer visits, fewer miles • Sales route mapping© 2016 SAP SE or an SAP affiliate company All rights reserved
08 C4C12 © SAP SE
Activity Management
Optimise Productivity
B enefits
Calendar management across multiple channels
Creation of multiple activities at one Shot
Description:
• View, plan and create activities tomanage customer interactions duringcustomer relationship lifecycle acrossdifferent devices.
Key Differentiators:
• Receive recommended activities andbest content for each buying stage
• Create consistent engagement models
* Easy creation of follow-up documents
* Quick Appointment creation via iPad
© 2016 SAP SE or an SAP affiliate company All rights reserved
Partner Channel Management
Description:
• Effectively drive revenue through yourpartner channels with partner datamanagement, lead routing, collaborativeopportunity management, and partnerprogram management.
Key Differentiators:
B enefits* Incremental revenue growth
* Improved value proposition through partnervalue add
Intuitive and tailorable user experience for partner users.Simplified program management.
* Improved sales coverage throughextended market reach
© 2016 SAP SE or an SAP affiliate company All rights reserved
0© SAP SE C4C12 9
Sales Forecasting and Planning
Plan your Sales Targets
B enefits
• Forecast based on multiple dimensions *
* Forecast any time on any device
Description:
• Plan, define, create and edit forecastand quotas based on numerousdimensions.
• Leverage existing analytics
Key Differentiators:
• Easily run ‘If-Then’ analysisleveraging real time data in SAPHybris Cloud for Sales
Ability to leverage existing analytics to manage against forecast in real time
© 2016 SAP SE or an SAP affiliate company All rights reserved
Pricing
Description:
• Different pricing options: Stand alone,ERP/CRM external pricing orERP/CRM integrated pricing usingpredefined integration in order to beconsistent across all customerinteractions.
Key Differentiators:
B enefits
Single Source of Truth . Standard integration for pricing andcurrency conversion rates with ERP and CRM
* Consistent pricing across all customer • Low maintenance cost using standardinteractions pricing integration with ERP and CRM
© 2016 SAP SE or an SAP affiliate company All rights reserved
010 C4C12 © SAP SE
Mobility
Description:
• Support for iPhone, iPad, Blackberry,and Android devices means you’ll havemore meaningful customer interactionsanytime, anywhere
Key Differentiators:
• The most superior UI/UX in the market• Online and Offline capabilities
B enefits
• Mobile offline capabilities • Collaboration support
• Mobile access included in license * Superior UI/UX
© 2016 SAP SE or an SAP affiliate company All rights reserved
Account 360 and Sales Intelligence
Description:
• Track your performance in real timeand proactively drive the rightopportunities to close. Forecast andperform what-if analysis to learnwhere to focus
Key Differentiators:
• Integrated access to SAP BW foradvanced reporting
B enefits
* Real time capabilities * Easily configurable dashboards
• Scheduled report broadcasts • Predictive analytics
© 2016 SAP SE or an SAP affiliate company All rights reserved
0© SAP SE C4C12 11
Summary
You shou ld now be ab le to:
• Articulate various functions and features of SAP Hybris Cloud for Sales• Describe the feature of Lead, Opportunity, Quote, Order transactions
• Outline the functions supported with Visit planning and execution• Describe Partner Channel Management system landscape and Partner registration
process• Outline the features of Sales Planning and Forecasting
• Relate how mobility can help in engaging customer better
© 2016 SAP SE or an SAP affiliate company All rights reserved
012 C4C12 © SAP SE
Learning Objectives
A fte r co m p le tin g th is lesson, you w ill be ab le to:
• Articulate the functional capabilities of Lead Management
• Create leads and maintain account and contact details
• Maintain Lead qualification
• Convert Leads to Opportunities
• Set up Lead aging notifications
© 2016 SAP SE or an SAP affiliate company All rights reserved
Lead Management
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Description:• Manages potential business
opportunities with automated tools to qualify, score, route, and nurture in order to convert them into sales
• Automatically age leads andnotifies when leads are not addressed
Key Differentiators:• Manages end to end process
of deal management• Uses predictive analytics to
score and suggest potential deals
Work smarter with Leads
• Improved sales efficiency • High potential Leads
• Streamlined sales process • Shortened sales cycles
0© SAP SE C4C12 13
Lead Management - Features
s Lead routing
s Lead scoring using predictive engine s Lead acceptance/rejection v' Lead nurturing
v' Standard integration with lead generation systems (marketo, avention, etc.) ^ Standard lead conversion analytics
^ Workflow rule based notifications (tasks and emails) s Lead-to-opportunity workflow
^ Standard analytical content^ Business task to notify when leads are not actioned and escalations sent to
management
Leads on mobile devices
© 2016 SAP SE or an SAP affiliate company All rights reserved
Leads
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Manage possible opportunities using the leads business process.
• Document account andcontact information ofleads
• Manage• Feeds• Products• Activities• Conversion
Attachments• Quotes• Tickets
• Assign leads to employeesQualify leads
• Create leads with orwithout existing customerand contact master data
© 2016 SAP SE or an SAP affiliate company All rights reserved
014 C4C12 © SAP SE
Lead - Details
LE A D
1311X Chip
Lead ID: 24488
Name 1311X Chip
Account Rash Disk Inc
Contact: Nitin Sikka
Quaimcation Level Hot
Status: Converted
Source: External partner
Campaign:
Brand Interest Brand A
Category: Prospect for product
sales
Owner: Kate Jacob
Marketing Unit: Partner - Avnet - PCM
Note:
Sales Temtory ID: 7
Sales Territory Name US West
Score:
Account Information
External ID
State. California
P.O.Box:
Longitude
ABC Classification. A-Account
Industry Manufactunng
Contact Permission Allowed
Note:
Contact Information
JooTife:
Academic Title
Additional Academi
External System.
External K)'
Language
Gender Gender not known
Function. IT Manager
Department IT Dept
Department from B
Contact Permission
Phone. © *1 4082522699
Far
Motxle
E-Mail mtm.sik*a@sap com
E-Mail Invalid: □
House Number
Street
City Milpitas
Country: United Stales
Stale California
Postal Code
Note
• Manage generallead informationlike status, source,campaign, brandof interest,category, owner,notes, etc.
• Documentinterested partywhich can be anew prospect oran existingaccount
• Manage contactinformation to beused in follow-upactivities
© 2016 SAP SE or an SAP affiliate company All rights reserved
Sales and Marketing Team and Involved Parties
LEAD CTMTTES CONTACTS SAl FS & MARKFTlNG TEAM INVOLVED PARTIES < > .„
1311X Chip
-© SALES 4 MARKETING TEAM 0 J
Role Nome E-Mail Phone Ptimary Action
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LEAD
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Sales and marketingteam
• Add employees to thelead team
• Use this team to assignactivities automaticallyin different businessprocesses
• Assign leads to theemployee responsibleautomatically usingrules
Involved parties
• Allows addition ofpartners to the lead
Bates TcnKtv ham: _t3
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© 2016 SAP SE or an SAP affiliate company. All rights reserved
0© SAP SE C4C12 15
Lead Status
LEAD
E v e n t B rie f o f A m g e n 's A..
Maintains the statuses(Open, Qualified, Accepted, Declined, In Approval) of your leads and creates new lead statuses, if desired
*
Lead ID 24637
* Name Event Brief of Amgen's Acquisitio
♦Company: Voondu
Contact First Name jean
Contact Last Name vineyard
Qualification Level warm v
Status Qualified
Source °*>en
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Brand Interest Declined
Category 'n * CCTOal
Owner: Kate Jacob
L E A D S
version 1
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The status converted is the logical end of the status chain. You cannot assign any conversion action to this status and you cannot assign it to a lead manually, but you can search for it. Also, you can deactivate pre-delivered statuses, but you cannot delete them.
User status is exposed on the lead header and qualified leads can be accepted or declined
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© 2016 SAP SE or an SAP affiliate company All rights reserved
Lead Qualification
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Lead qualification level represents the likelihood for the lead to be converted to a real opportunity
Standard qualification levels are cold, warm and hot.New levels can be created during configuration.
Lead qualification level can be manually maintained or automatically updated via surveys, lead attributes are available for setting up conditions to assign surveys
© 2016 SAP SE or an SAP affiliate company All rights reserved
016 C4C12 © SAP SE
Lead Conversion
LEAD
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The conversion of a lead into an opportunity or account and contact is the final stage of a lead lifecycle
The link between an opportunity and its lead is maintained to track effectiveness of the demand generation process
A lead is converted in one or more opportunities, the limit is defined in configuration
© 2016 SAP SE or an SAP affiliate company All rights reserved
Lead Aging Notifications
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If a lead remains too long in a certain phase, then it is said to be aging. In this case, the system notifies the manager of the sales representative who is responsible for the lead.
This type of notification has priority high as a default.
Task Type Details
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A notification of this type expires automatically 14 days after it has been created.
You can define how the system behaves, modifying the business task for lead aging in fine-tuning
© 2016 SAP SE or an SAP affiliate company All rights reserved
0© SAP SE C4C12 17
Using the Business Card Scanner to Create Leads
Lead Done
GENERAL
Use Existing Account
Name Paula Shaw
First Name Paula
Last Name Shaw
Company HeatthTrex
Phone +1 30781338
Mobile
E-Mail paula'O heatlhtr ex.com
Job Title Senior Vico President. Proctir.
Fax
With the partnership with ABBYY you can scan business cards and create leads directly including the company and contact information
To set up Business Card scanner you need to first obtain the license key from AABY. Visithttp://cloud.ocrsdk.com for more details.
© 2016 SAP SE or an SAP affiliate company All rights reserved
SAP Hybris Cloud for Customer - SAP Hybris MarketingClosed Loop between Marketing and Sales
Out of the box integration between SAP Hybris Cloud for Customer and Hybris Marketing
Creation of leads and activities out ofcampaigns
Replication of contacts, corporate accounts, leads, opportunities and activities
Display of success measures for campaigns based on related leads, opportunities or activities
Display of key figures in CMO dashboard
CAMPAIGN
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Execution Details
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Number d Uusrest transactions
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End Date 09 07 2015
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IDE
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I Qapcrtinltei I Oaar Ooporuiites I Cosed Oppolunbss
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© 2016 SAP SE or an SAP affiliate company All rights reserved
018 C4C12 © SAP SE
Lead Management
* '
W atchWatch the Instructor Demo the features of the Lead Management:
• Lead creation
• Lead qualification
• Lead conversion
15 m in u te s
© 2016 SAP SE or an SAP affiliate company All rights reserved
Lead Management Exercises
E xerc ise 1: C reate a Lead
E xerc ise 2: S et up Lead A g ing A lert
Refer to the instructions for exercises 1 and 2 in your participant handbook.
© 2016 SAP SE or an SAP affiliate company All rights reserved
0© SAP SE C4C12 19
Summary
You shou ld now be ab le to:
• Articulate the functional capabilities Lead Management
• Create Leads and maintain account and contact details
• Qualify the Leads using survey management
• Create followup transaction from Lead
• Set up and trigger Lead aging notifications
© 2016 SAP SE or an SAP affiliate company All rights reserved
Unit 3: Opportunity Management
© 2016 SAP SE or an SAP affiliate company All rights reserved
020 C4C12 © SAP SE