Sales Capabilities in SAP CRM

Overview Presentation
Enhancement Package 3 for SAP CRM 7.0
Agenda

1.  Business Environment – Strategic Selling

2.  SAP Solution for Sales in SAP CRM

3.  Highlights in SAP Enhancement Package 3 for SAP CRM 7.0

4.  Customer Success & Analyst Recognition

5.  Why SAP?

©  2013 SAP AG. All rights reserved. RKT 2

Companies Need to Rethink Their Sales Engagement Model

Make every customer conversation count with in the moment

insight into what is important to them today and tomorrow

85%
of sales meetings do not meet
customer expectations.

Source: Forrester Research

©  2013 SAP AG. All rights reserved. RKT 3

CUSTOMER ENGAGEMENT:
PRODUCT PORFOLIO OVERVIEW

WEB MOBILE SOCIAL EMAIL CALL MARKET

CENTER PLACE

DIGITAL INTERNET CONTACT MARKETING

POS
GOODS OF THINGS CENTER CHANNELS

INDUSTRIES

MARKETING SALES SERVICE SOCIAL COMMERCE

PREDICTIVE ANALYTICS

HANA AS A PLATFORM
Market Perspective - Sales

43% of total global CRM spend in 2013 will be

on Sales LOB.

Key competitors: SFDC and MS

represent the most fierce competitors when it
comes to Sales LoB.
New Battle Ground: both Sales Insight
(analytics) and Sales Agility (Mobility) are
where SAP needs to focus the conversation in
order to outflank our competitors

©  2013 SAP AG. All rights reserved. RKT 5

Competitive Landscape
Key Competitors

Sales
Effectiveness Social Business

Omni-Channel Big Data Insights

©  2013 SAP AG. All rights reserved. RKT 6

Added Value Provided by Partners

Technology Partners

System Integrators

©  2013 SAP AG. All rights reserved. RKT 7

Agenda

1.  Business Environment – Strategic Selling

2.  SAP Solution for Sales in SAP CRM

3.  Highlights in SAP Enhancement Package 3 for SAP CRM 7.0

4.  Customer Success & Analyst Recognition

5.  Why SAP?

©  2013 SAP AG. All rights reserved. RKT 8

Sales Capabilities of SAP CRM

SAP provides innovative tools which help sales reps and sales managers sell more!
Sales Managers Sales Reps Sales Operations
“Shift the quota bell curve”, Easily identify how much you Optimize your sales territories
provide reliable planning and can sell to whom, and be more and sales compensation,
forecasts and measure your productive by making your provide powerful forms and
success effectively network work reports

Forms

The Sales capabilities of SAP CRM boost effectiveness and

efficiency in sales organizations
©  2013 SAP AG. All rights reserved. RKT 9
Sales Solution Overview
The Complete Portfolio

SAP delivers the best solution for planning,

managing and executing sales:
• Establish Targets and Forecast Results
• Attract and Acquire New Customers,
Grow and Retain Existing Customers
• Identify, Schedule and Execute Sales
Activities
• Progress Opportunities to Closure
• Provide Accurate, Professional Quotes
and Capture Perfect Orders
• Negotiate Profitable Contracts
• Analyze and Improve Sales Performance
• Align Territories and Incentive Plans with
Sales Objectives

©  2013 SAP AG. All rights reserved. RKT 10

Sales Planning and Forecasting
Ensure Accurate Plans and Forecasts
Benefits
• Plan and forecast across
sales channels
• Optimize supply chain
planning & execution
• Increase accuracy of
demand plans and sales
forecasts
• Establish clear targets for
sales performance
©  2013 SAP AG. All rights reserved.
Provides a complete picture of estimated revenue projections and
product quantities over time, ensuring the accuracy of demand plans
and sales forecasts for a more complete view of future revenue
commitments.
• Strategic Sales Planning to translate enterprise level targets into
concrete marketing, sales and service strategic plans
• Flexible Modeling to support complex and fast changing
businesses that must cope with more dynamic market conditions
• Collaborative Planning allows several parties to take part in the
planning process through an integrated web-based portal
• Leverage analytics to gain optimum understanding and insight into
the past and accurately predict the future
• Account Planning allows account managers to collect all
quantifiable targets such as planned revenue, associated costs and
contribution margin and track ongoing target achievement
RKT 11
Sales Planning and Forecasting – Specifics

• Plan and communicate your sales targets

- Plan your targets, using multiple dimensions and key figures
- Use advanced planning methods and layouts to distribute and refine your targets
- Use a common planning platform to integrate and consolidate your sales plan
with opportunity planning, marketing planning
• Multidimensional planning with flexibly defined planning levels
- Strategic goals
- Sales targets
- Sales figures estimated from the bottom upward
• Personalized toolbox of planning methods
• Comprehensive planning tasks
• Simulation and planning of your actions with your customers

©  2013 SAP AG. All rights reserved. RKT 12

Sales Planning: The Sales Management Cycle

Planning Action Control

• Strategic planning for sales and • Key account management • Sales analytics
marketing:
• Territory management
- Objectives (what, where, to whom)
- Goals (market share, profit, revenue) • Workforce management
- Strategy (leadership, market
penetration) • Sales
- Leads - Orders
• Operational - Activities - Contracts
- Demand forecasts - Opportunities - Listings
- Resources - Quotations
- Sales tasks (what, where, to whom)
- Sales processes (how to sell)

©  2013 SAP AG. All rights reserved. RKT 13

Account and Contact Management
360° View of Customers and Contacts
Benefits
• Holistic 360° view
• Focus on your most
profitable customers
• Maintain satisfaction and
loyalty
• Consistent interaction
across all channels
©  2013 SAP AG. All rights reserved.
Provides a holistic view of customers that keeps everyone aligned.
Organizations can capture, monitor, store, and track all critical
information about customers, prospects, and partners.
• Fact Sheet delivers a true 360° account view including sales,
marketing, service, planning, logistics, and financial information
• Buying Center enables you to capture all key players within an
account and leverage these relationships in future opportunities
• Interaction History provides real-time visibility to all customer
activities, leads, opportunities, quotes, orders, contracts, service
requests
• Segmentation divides prospects and customers into different
segments based on a common characteristics (e.g. income,
occupation,...) for relevant targeting of sales or marketing activities
• Data Quality Tools ensure accuracy of sales, account, and contact
information dramatically improving overall sales efficiency
• Leverages state-of-the-art communication technologies
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Account and Contact Management – Specifics

No one knows your accounts better than you:

• Quick and easy search and display for account
• Information about people, companies, and relationships
• Different views on accounts, such as customers, contacts, consumers, or competitors
• 360° view of the account, with all relevant information such as:
- Interaction history
- Activities
- Opportunities
- Sales, service, and marketing transactions
- Financial- and logistic-related data
- Account-specific analysis
• Printing of account overview
• Account fact sheet
• Ensured data quality

©  2013 SAP AG. All rights reserved. RKT 15

Activity Management
Increase Efficiency of Sales Force and Gain More Transparency

Provides complete visibility into all sales activities and fosters

collaboration and team efficiency, with support for visit planning and
bidirectional synchronization with leading groupware solutions.
• Capture and access every customer activities such as phone
calls, e-mails, meetings, and tasks
• Integration into all Sales Processes to drive and track execution
• Bi-directional Groupware Integration enables synchronization of
email, contacts, calendar entries, and tasks (Outlook/Notes)
• Comprehensive planning, tracking and reporting of all sales
Benefits activities
• Increase effectiveness and
efficiency
• Comprehensive and easily accessible activity information

• Easy access to every

customer activity
• Improve collaboration of
customer activities
• Real-time coordinated
actions with calendar
synchronization

©  2013 SAP AG. All rights reserved. RKT 16

Activity Management – Specifics

• All activities that need to be planned, tracked, documented, or administrated by

user or user groups:
- Appointments
- Tasks
- Sales Calls
- E-mails
• This information captured and able to be used to organize the daily work:
- Visualization via calendar
- Inbox
• Bidirectional groupware integration server- and client-based (Microsoft Office,
Lotus Notes)
• Analyses for reporting on activities
• Visit planning based on different sources of information
- Visit plans, target groups, overdue activities

©  2013 SAP AG. All rights reserved. RKT 17

Opportunity Management
Help Sales Professionals Maintain Focus on the Right Deals

Manage the sales cycle more effectively and predictably – at a lower

cost of sales. Obtain full visibility into the opportunity pipeline, improve
team communication, and route leads to the best-fit sales
representative.
• Opportunity planning provides a solid foundation for production
planning with detailed planning and analysis of key sales figures
• Team selling enables you to easily extend and orchestrate the
activities of your sales team to ensure collaboration and efficiency
• Robust pipeline analysis and more transparent forecasting
capabilities improve forecast accuracy and drive effective planning
Benefits
• Increase revenue by closing • Influence modeling indentifies all participants in the buying decision
more deals and each person’s degree of influence
• Accelerate deals through • Sales Process & Selling Methodologies ensure efficient sales
the pipeline
processes leveraging standardized best practice methodologies
• More transparency and
accountability • Opportunity analytics provide transparency, and enable sales
professionals to recognize trends that influence won/lost deals
• Accurate and predictable
forecasts
• Harmonization of sales
processes

©  2013 SAP AG. All rights reserved. RKT 18

Opportunity Management – Specifics

• Provides the framework for presenting sales projects from the very start
and tracking their progress
• Enables control of the sales process
• Provides the basis for optimizing your enterprise with analysis and
sales forecast functions
• Facilitates the following:
- Planning the sales approach
- Estimating a close date
- Estimating potential to buy
- Identifying the decision maker

©  2013 SAP AG. All rights reserved. RKT 19

Opportunity Management – Life Cycle

Stage Activities Sales Cycle

Discovery Customer Visit Generate and

• Exchange of information Qualify Leads
• Understanding the • Telephony
requirements • Mobile
• E-Selling
• Face-to-Face

Development Demonstration/ Quotation

Presentation/Negotiation
• Discussion of solution
• Proving capability
• Pricing

Decision-making Visit to Reference Agreement

Customers • Win –> Order
• Conviction • Loss –> No order
• Golf

©  2013 SAP AG. All rights reserved. RKT 20

Quotation Management and Order Capture
Empower Your Sales Team

Generate accurate quotes and configurations, place orders, confirm

product availability in real time, and track order status.
• Market-leading “order to cash“ capabilities
• End-to-end process integration across the entire enterprise
• Generate quotes and proposals as compelling documents,
leveraging pre-defined templates
• Check product availability
• Obtain reliable delivery commitments
Benefits • Create error-free quotes and orders as follow-up to opportunities
• Empower your sales team
to make reliable • Capture and manage sales orders
commitments
• Ensure consistent, accurate pricing across channels
• Reduce the cost of sales
operations • Track orders from manufacturing to distribution to fulfillment
• Perfect order capture
• Check credit and ensure
worthiness prior to
processing

©  2013 SAP AG. All rights reserved. RKT 21

Quotation Management and Order Capture – Specifics

• Partner determination • Listings check

• Organizational data and • Creation of follow-up documents
territory determination
• Actions and workflow
• Status management
• Availability check
• Date management
• Credit check and credit rating check
• Text determination
• Payment cards processing
• Pricing
• Free Goods
• Product Configuration
• Product determination
and substitution

©  2013 SAP AG. All rights reserved. RKT 22

Sales Contract Management
Negotiate and Monitor Specific Customer Conditions

Execute pricing strategies tailored to each sales channel or customer,

Benefits
• Ensure perfect sales
contract execution across
channels
• Execute pricing inline with
sales agreements
• Monitor and enforce terms
and conditions
• Manage relationships with
customers over the long-
term
ensure access to up-to-date, personalized pricing information and
incorporate contracts and agreements throughout the entire sales
cycle.
• Manage your long-term relationships with customers
• Manage value-based and quantity-based contracts, sales
agreements, and collaborative contract negotiation
• Personalize contract and apply customer-specific pricing to
automatically determine multi-national pricing and taxation
• Easily apply cancellation rules, authorized customers, status
tracking, and process monitoring
• Credit management and credit checks reduce risk and improve
efficiency

©  2013 SAP AG. All rights reserved. RKT 23

Sales Contract Management – Specifics

• Contracts are long-term agreements with customers

that allow them to buy products with special conditions, such as lower prices or
favorable terms of delivery.
• They can be categorized as sales, service, or leasing contracts.
• They contain information about the following:
- Pricing agreements
- Releasable products
- Authorized partners
- Validity dates and date rules
- Cancellation dates and rules
- Completion rules
- Actions for tailored follow-up activities

©  2013 SAP AG. All rights reserved. RKT 24

SAP CRM Sales Analytics
Provide Insight into Your Business
Benefits
• Monitor performance and
adjust tactics to optimize
results
• Measure the impact of
marketing investment
• Analyze the success of
sales strategies
• Complete picture of the
overall health of your
business
©  2013 SAP AG. All rights reserved.
Monitor and respond to needs in real-time, forecast accurately, remain
below budget, optimize resource alignment, and position the team to
achieve revenue goals.
• Measure the development history from marketing to opportunities
to closed sales deals, allowing sales managers to analyze the
success of their sales strategy
• Provide complete picture of the overall health of your business
from the financial, internal, customer or employee perspective
• Empower sales managers to proactively and immediately address
revenue trends, shortfalls and opportunities
• BI-based analytics for comprehensive sales analytics requirements
• CRM-interactive reporting for quick and real-time sales reports
• Analytics based on HANA enables new possibilities for business
analyses, simulation and prediction in real-time
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SAP CRM Sales Analytics
Pre-Defined Analytics Delivered with the Standard Sales Role

• BI-based Sales Reporting for comprehensive embedded sales reports,

leveraging data from different source systems
• CRM-interactive Sales Reporting for quick real-time sales reports: Wizard-
based tool for quick creation of CRM-interactive real-time reports – for Sales
Professionals
• CRM-interactive Sales Dashboards – A framework to create sales dash boards
using Business Objects Xcelsius Enterprise® for Power Users
• SAP CRM Pipeline Performance Management – Sales Analytics combined with
transactions

©  2013 SAP AG. All rights reserved. RKT 26

(*) Standard and industry-specific reports
SAP CRM Sales Analytics
Pre-Defined Analytics Delivered with the Standard Sales Role
BI-based Sales Reporting –
numerous pre-defined BI reports
delivered with the standard sales
roles (*):
• Competitive win and loss
analysis
• Sales pipeline analysis
• Activity analysis
• Opportunity
analysis
• Further reports as
listed in screenshot
©  2013 SAP AG. All rights reserved.
CRM-interactive Sales Dashboards provide all sales
Reporting for quick real-time users with proactive, actionable
sales reporting: insight. Pre-built dashboards
• Account management for:
- Accounts with open Activities • Sales Executive
- Accounts with open • Sales Manager
Opportunities • Sales Representative
• Opportunity management
- Closed Opportunities
- Opportunity sources
- Opportunity Pipeline:
Win/Loss Analysis
by Reason
• Market information
- Top 5 Competitors
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SAP CRM Sales Analytics
For Flexible Real-Time CRM-Interactive Reporting & Dashboards

Wizard-based tool for the quick creation of
CRM-interactive real-time reports:
Insight into sales effectiveness, opportunity
management, and sales activities – with direct
drill down to opportunities and accounts for
actionable intelligence.
A framework to create sales dashboards –
using Business Objects Xcelsius Enterprise®:
Wizard-driven dashboard builder to upload the
dashboards and embed within the CRM
WebClient - and share the dashboards with
other CRM users.

©  2013 SAP AG. All rights reserved. RKT 28

SAP CRM Sales Analytics
Leveraging Business Objects Capabilities

Wizard-based tool to import different SAP BusinessObjects report types (Xcelsius

dash boards, Crystal Reports and Web Intelligence) into CRM business roles
Xcelsius Dashboards Crystal Reports Web Intelligence
• Simplify BI information with • Highly formatted • Web Intelligence is the
innovative & intuitive visuals management reports leading end user reporting
• Empower Business Users • Professional report layout and analysis tool
who are not savvy using • Form-based, print-optimized • Self-service reporting and
analysis tools reports analysis, autonomy from IT
• Low interaction rate • Simple user interface,
designed for the masses

©  2013 SAP AG. All rights reserved. RKT 29

Sales Performance Management
Develop and Strengthen Your High-Performance Sales Force
Benefits
• Influence the outcome of
deals with improved
pipeline visibility
• Spend more time with high-
value customers
• Align compensation with
overall company goals and
strategies
• Motivate, reward and retain
top performers
©  2013 SAP AG. All rights reserved.
Align sales resources to optimize coverage of your most strategic
accounts. Develop, implement, and manage compensation plans with
improved visibility into team performance to retain top performers and
motivate them to succeed in an increasingly competitive market.
• Territory Management enables the mapping of which sales
resources are responsible for covering which sales territories
• Territory Assignment & Scheduling monitors the time-dependent
assignment of employees and accounts to territories
• Pipeline Performance Management allows sales managers to
easily prioritize, reassign, or modify opportunities to drive immediate
action and help sales reps focus on the right deals
• Quota Planning helps sales reps and their managers to plan quotas
and proactively manage activity to achieve sales targets
• Incentive and Commission Management enables sales
professionals to track performance and measure potential
compensation for opportunities in the pipeline
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Pipeline Performance Management – Specifics

• Pipeline Performance Management is an interactive application to plan quotas

and manage pipeline activity.
• Pipeline Performance Management helps sales managers and sales
representatives to:
- Analyze their sales pipeline
- Identify gaps and critical opportunities
- Identify and monitor opportunity changes in the pipeline
- Simulate what-if scenarios
- Immediately trigger the right actions to resolve issues and to meet
their targets
• Pipeline Performance Management provides a great user experience by merging
analytics and actions in one application.
• Easy, straightforward navigation through interactive analysis to identify relevant
opportunities

©  2013 SAP AG. All rights reserved. RKT 31

Pipeline Performance Management – Specifics

• Plan quotas, revenue or unit based, and manage pipeline activity to achieve
targets.
• Four chart types:
- Target To Date View
- Sales Pipeline View
- Closing Date View
- Sales Pipeline Change View
• Present opportunity data in context with pipeline analytics to easily identify gaps
and critical opportunities.
• Identify critical opportunities and gaps between actual revenues and planned
quotas with interactive real-time charts and editable opportunity list.
• Easily maintain sales targets with integrated sales quota planning revenue or
unit based.

©  2013 SAP AG. All rights reserved. RKT 32

Territory Management – Specifics

• Define territories and territory hierarchies

• Allocate employees to your territories
• Control data for field sales distribution, to ensure that each salesperson
downloads only his or her own data
• Change the territory structure when territories need to be redefined to
accommodate the changing sales market
• Plan and analyze sales figures; monitor performance
by territory and sales team

©  2013 SAP AG. All rights reserved. RKT 33

Agenda

1.  Business Environment – Strategic Selling

2.  SAP Solution for Sales in SAP CRM

3.  Highlights in SAP Enhancement Package 3 for SAP CRM 7.0

4.  Customer Success & Analyst Recognition

5.  Why SAP?

©  2013 SAP AG. All rights reserved. RKT 34

SAP EHP3 for SAP CRM 7.0
What’s New in Sales

Collaboration Account & Search

• SAP Jam integration in SAP • Guided set-up of fuzzy search
CRM and duplicate check based on
• Social media users TREX
• SAP CRM Business Object • Faster and more flexible set-up
Change Notifications using SAP of data cleansing
NetWeaver Gateway • Search along sales
organization, distribution
Usability channel and division added to
• Corbu Design account search
• WEB - UI possibility to • Search for inactive / active
personalize the sort direction in accounts and contacts
the result list possible (based on
• WEB - UI possibility: column Customizing)
freezing • Simple search for accounts
• Business Partner Quick Create: and contacts
Duplication Check

• First  HANA  enabled  EHP  for  CRM,  bringing  

benefits  to,  for  example,  OLTP  repor>ng  and  
any  kind  of  searches
• Foundation for Multichannel
Transactions – see purchase
order history, including point of •  SAP CC and SAP Convergent Invoicing with the
sale data in Web shop and Provider Order (Master Data Enhancement; Jam
interaction center integration)

©  2013 SAP AG. All rights reserved. RKT 35

Integration of SAP Jam into Account

The integration of SAP Jam groups and feeds into the Account enables employees to integrate
with internal colleagues and external customers and partners
•  Assignment blocks “SAP Jam Groups” and “SAP Jam Feeds” now available in the Account
Overview Page
─ View groups created in SAP Jam and navigate to them
─ Initiate new groups and respond without leaving the CRM WebClient UI, create a new item
(file, text) for a group, assign or unassign groups
─ View the feeds for these groups, reply to a feed
•  Start following an account in the Account Overview Page

Benefits
•  Customers that work together with external partners and employees with no access to SAP
CRM benefit from the SAP Jam integration as their users can collaborate without disruption
and stay connected easily
•  Enable customer-focused collaboration for better decision-making and reduced sales cycle
times
•  Increase customer satisfaction by improving responsiveness
•  Leverage the collective wisdom of your sales team and stakeholders

©  2013 SAP AG. All rights reserved. RKT 36

Generic Enhancements - Usability and Performance

The following generic enhancements are applicable for Sales in SAP EHP3 for SAP
CRM 7.0

• New UI Skin – Corbu Design

• First HANA enabled EHP for CRM

• Usability enhancements

• Guided set-up of fuzzy search and duplicate check on TREX

• Multi Channel: Foundation for Multichannel Transactions

Benefits

• Fast and easy to use system

• Lightning fast fuzzy searches with enhanced search criteria

• State of the art user interface with Corbu design

©  2013 SAP AG. All rights reserved. RKT 37

Corbu: New UI Skin according to Suite User Experience
Guidelines

©  2013 SAP AG. All rights reserved. RKT 38

Fuzzy Search and Duplicate Check on TREX

With the fuzzy search and duplicate check based on TREX, usage of this
functionality comes at a lower cost

Ÿ  Dependent on their needs, customers may decide to use highly sophisticated
tools, such as DQM for SAP, which usually include additional features, such as
address validation
Ÿ  In the case of basic needs, the fuzzy search and duplicate check based on TREX
can be sufficient
Ÿ  The fuzzy search and duplicate check on TREX can now be set up faster due to
central access to all necessary information, plus a guided set-up

Note: If “CRM on HANA” is being used, a HANA-based duplicate check is available

as an alternative

©  2013 SAP AG. All rights reserved. RKT 39

Set-Up of Data Cleansing in SAP CRM

Data Cleansing in SAP CRM can be set

up quickly and in accordance with
customer needs
Ÿ  All settings for data cleansing can now
be accessed centrally in Customizing
Ÿ  Several features that allow a more
flexible set up are offered:
– It is possible to define and use own
variants for data cleansing: One
variant for the background, one for the
UI.
– Customers can define and use
variants based on specific needs. For
example, customers can set up the
merge of employees to run in the
background, but the merge of
accounts to run in the UI.

©  2013 SAP AG. All rights reserved. RKT 40

Account / Contact Status, Sales Org Data in Search

Account Status and Contact Status to help sales representatives search for the correct
account
Ÿ  “Account Status”, “Contact Status” (active / inactive) available as search terms in the account and contact
search
Ÿ  Users can search for active or inactive accounts using the status
Ÿ  Several statuses can be summarized to define an active account / contact
Ÿ  Optional inclusion of (sales-area dependent) blocking reasons into the definition

Sales Organization data available in account search

Ÿ  Search by sales organization, distribution channel, or division

©  2013 SAP AG. All rights reserved. RKT 41

Simple Search for Accounts and Contacts

The simple search for accounts and contacts helps you find your search content
more quickly - just enter what you know in one field

Ÿ  Find the right accounts and contacts even if you only have limited information - or
if you just want to search as in Google
Ÿ  A single search field is provided to enter all search attributes
Ÿ  Switch to the “Advanced Search” if a more specific search is needed

©  2013 SAP AG. All rights reserved. RKT 42

Foundation for Multichannel Transactions

• Display point-of-sale (POS) transaction data from retail in the interaction center
and the Web shop
─  IC agents can search for, and display, customer POS transactions
─  Web shop customers can access their account information in the Web shop
to display their complete purchase history, including their POS transactions.
• Provide a unified view of customer order data, including retail store transactions
• Enable centralized analytics and queries as sales information of retail customers
resides in one database
• Faster retrieval of data from large quantities of records as sales information is
stored on a HANA database

©  2013 SAP AG. All rights reserved. RKT 43

Social Media Users

Knowing the Facebook or Twitter accounts of customers and contacts provides

additional insight for sales representatives

Ÿ  Assignment-Block “Social Media Users” available in Account and Contact

Overview Page
Ÿ  Social media channels can be defined as needed in Customizing (example
Facebook, Twitter, Google+)
Ÿ  Social media users can be maintained manually, or created within the Interaction
Center when monitoring social media posts and acting on them

©  2013 SAP AG. All rights reserved. RKT 44

Business Object Change Notification using SAP
NetWeaver Gateway

Ÿ  Receive notifications for Business Objects (BOs) as a feed in SAP Jam to inform
you that a change has been made to the BO, or a follow-up transaction has been
created
Ÿ  Applies to all BOs that are integrated with SAP Jam, with the exception of
segmentation models.
Ÿ  Follow the BO to receive a feed
Ÿ  Feeds are generated every time the BO is saved – meaning you receive all
changes that are made before the BO is saved in one single feed
Ÿ  Define in Customizing, which changes and which follow-up transactions generate
feeds
Ÿ  View feeds in SAP Jam and on the homepage of the WebClient UI in the Feeds
assignment block

©  2013 SAP AG. All rights reserved. RKT 45

BO Change Notifications on Home Page

©  2013 SAP AG. All rights reserved. Internal 46

Agenda

1.  Business Environment – Strategic Selling

2.  SAP Solution for Sales in SAP CRM

3.  Highlights in SAP Enhancement Package 3 for SAP CRM 7.0

4.  Customer Success & Analyst Recognition

5.  Why SAP?

©  2013 SAP AG. All rights reserved. RKT 47

SAP Is a Recognized Solution Leader for Sales

“
““SAP enters the Leaders quadrant for the first time. The Gartner
2012 Magic Quadrant for Sales Force Automation

basis for this entry is strong business results, integration

with SAP ERP, increased mobile vision and eventual
leverage of HANA real-time analytics.”

“This product has good integration with other SAP

applications (product configurator) and infrastructures
(NetWeaver, SAP Business Warehouse) and it enables
support for complex end-to-end, industry-specific
business processes such as order-to-cash on an
integrated platform.”

“Integrated analytics with SAP Netweaver Business

Intelligence and SAP Business Objects is offered.”

This graphic was published by Gartner, Inc. as part of a larger research document and should be evaluated in the context of the entire document. The Gartner document is available
upon request from SAP. Gartner does not endorse any vendor, product or service depicted in its research publications, and does not advise technology users to select only those
vendors with the highest ratings. Gartner research publications consist of the opinions of Gartner's research organization and should not be construed as statements of fact. Gartner
disclaims all warranties, expressed or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose

©  2013 SAP AG. All rights reserved. RKT 48

SAP CRM Sales – Tangible Benefits
Recognizing Significant Business Benefits from SFA

Key Key Key Key

Benefits Benefits Benefits Benefits

Reliable Sales / Sales Effectiveness Pipeline Visibility Sales Efficiency

Inventory Forecast

OKI Yaskawa CSC SECURIT

Proof Points
OKI implemented CRM
Sales to improve Sales
Reliability and Inventory
Forecast. They achieved a
7% increase in sales, Y/Y
in a flat market. The amount
time required to generate
key sales reports is reduced
by 3 days per month.
. .
Proof Points Proof Points Proof Points
Yaskawa increased CSC achieved 100% SECURIT Replaced 78
Customer Satisfaction consistency of pipeline legacy system databases
ratings every year since measures across business with a centralized database.
implementation. They units and a 94% decrease User Productivity increased
achieved a 500% Growth in time required to generate by 300% and Data Entry
in Customer Database and monthly pipeline report (3 decreased by 60%.
a 65% increase in Sales days to 2 hrs). The time to
with a 30% decrease in integrate pipeline of
headcount. acquired companies
decreased by 67% (12
weeks to 4 weeks).

©  2013 SAP AG. All rights reserved. RKT 49

Agenda

1.  Business Environment – Strategic Selling

2.  SAP Solution for Sales in SAP CRM

3.  Highlights in SAP Enhancement Package 3 for SAP CRM 7.0

4.  Customer Success & Analyst Recognition

5.  Why SAP?

©  2013 SAP AG. All rights reserved. RKT 50

Why SAP?

SAP delivers additional business value to the entire customer sales organization
1 through a comprehensive set of applications

SAP CRM Sales helps companies to become the strategic seller, make selling
2 easier, and make fact-based decisions

SAP significantly invested in differentiating solutions for sales organizations: SAP

3 CRM 7.0, SAP Sales OnDemand, SAP ECC SD, Sales Analytics, Mobile Sales,
Collaboration and Social Media solutions

4 SAP CRM 7.0 is the first SAP Business Suite Application on SAP HANA

SAP Cloud for Sales powered by HANA with significantly enhanced scope – through
5 rapid innovation with quarterly releases

SAP provides superior mobility solutions – comprehensive on/offline, lightweight

6 online and Productivity Apps

Orchestration is a key topic for SAP: SAP Hybrid CRM Approach for true end-to-end
7 processes with seamless integration and single vendor accountability for your end-
to-end value chain – across On-Premise, Cloud and packaged solutions
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