SAP Enhancement Package 1 for SAP CRM 7.0 Detailed View

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1 SAP Enhancement Package 1 for SAP CRM 7.0 Detailed View SAP EHP1 for SAP CRM 7.0 SFA Territory Management

2 Table of Contents 1. Overview and Key Features 2. Territory Management 3. Territory Realignment 4. Territory based Authorizations and Searches 5. SOA- Services SAP 2010 / Page 2

4 Business Challenges for Sales Management Sales Markets are large and complex; Ensuring optimal Market coverage is a challenge Sales Markets are dynamic and ever changing; Ensuring correct territory alignment is a challenge Managing organizational changes in Sales teams is a challenge Optimizing the information flow with in an Organization and ensuring easy access to information is a challenge SAP 2010 / Page 4

5 How does SAP CRM Territory Management helps solve these problems! Territory management helps Sales Managers structure and organize their sales markets by dividing them into territories Territory Management enables Sales Management to: 1. Define complex territory structures with ease 2. Define the scope of a territory with business rules 3. Auto-Adjust the employee assignment to territories according to the organizational changes 4. Simulate changes to your territory structure according to the changing Sales Markets 5. Ensure optimized information flow in an organization SAP 2010 / Page 5

6 Sales Performance Management Develop and strengthen your high-performance sales force Sales Performance Management Sales Analytics Sales Contracts Management Benefits Customer Quotation Management Order Capture Sales Planning & Forecasting Opportunity Management Account & Contact Management Activity Management 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 Sales Performance Management 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

7 Territory Management in SAP CRM 1 Territory Hierarchy Planning Sales Management 6 Sales Analysis by Territory Sales Management Simulate changes to Territory Hierarchy 2 Sales Manager 5 Territory based authorizations in Business Transaction Territory Maintenance 3 Sales Manager 4 Territory Determination in Business Transaction SAP 2010 / Page 7

9 Territory Management Territory Hierarchy Rules Employee Responsible SAP 2010 / Page 9

10 Step1: Territory Hierarchy Drink & Food Company Soft Drinks Soft Drinks Americas Soft Drinks Europe Chocolate Soft Drinks UK Soft Drinks Germany Define and structure territories You can define the structure of the hierarchy according to your requirements. You use n hierarchy levels to represent, for example, your business units, product lines, or regions Territories have validity. You can create Territories in present or in future or change the validity You can auto generate territory IDs or use the manual entry option SAP 2010 / Page 10

11 Step2: Territory Scope Definition - Rules Each rule contains a set of rule statements. Each rule statement is a combination of attributes, operators and values Attributes can be based on Geographical locations (country, region, or location by zip code) Products or product lines Business partner: directly assigned (for example, key accounts) Sales Areas Customer hierarchy nodes: direct assignment of hierarchy nodes defines responsibility for the following: All business partners assigned to this hierarchy node All business partners assigned to hierarchy nodes below the directly assigned one A combination of attributes For greater flexibility, you can activate the attributes you need, or even define your own attributes All the accounts, products, and sales areas that satisfy the rule conditions are a part of the territory SAP 2010 / Page 11

12 Step 2: Territory Scope Definition..Cont Advantages of Rule based territory definition: Rules can be defined on any business attribute such as business unit, region, product line Operators such as or, and, is between, is not between, is not, is less than, is less than or equal to, is greater than, is greater than or equal to etc. Superior performance Higher priority rules can be defined to override other business rules SAP 2010 / Page 12

13 Rules SAP 2010 / Page 13

14 Step 2: Territory Scope Definition..Cont View the scope of the territories in terms of accounts, products and Sales areas SAP 2010 / Page 14

15 Step 3 : Employee Assignment Assign Employees to Territories The responsibility of a territory is assigned to a position in the organizational model All the employees that hold the assigned position are then responsible for the territory It is possible to assign an employee (via the position) to a territory for user defined dates An employee can be assigned to more than one territory, and a territory can have more than one employee assigned to it. If an employee is assigned to more than one territory, then one territory can be marked as a default territory. The system considers the marked territory by default in business transactions SAP 2010 / Page 15

16 Step 3: Employee Assignment Employee assignment to a territory through a position User defined dates for Employee (Position) Assignment SAP / Page 16

18 Territory Realignment Simulation Capabilities Analyze what if scenarios by simulating changes to territories without actually changing the undelying territory data The changes can be simulated either on delivered KPIs or custom defined KPIs The simulated changes can either be saved or discarded Data Consistency Reports Identify territories without employees assigned to it Idenfity accounts that are not associated with any territory In a vacation scenario,temporarily assign the territory responsibility to another employee Mass transfer the ownership of business documents to a new employee and territory SAP 2010 / Page 18

19 Territory Simulation Step 1 Identify the territories that need to be re-aligned and click on Simulate button SAP 2010 / Page 19

20 Territory Simulation Step 2 Select the Simulation KPI. Key Performance Indicators can also be custom defined SAP 2010 / Page 20

21 Territory Simulation Step 3 Change the Rule definition for a particular Territory SAP 2010 / Page 21

22 Territory Simulation Step 4 See the impact of the changes on the chosen simulation KPI; Save or Discard the changes SAP 2010 / Page 22

23 Employee Substitution Step 1: Specify the affected Employee/Position, along with the duration Step 2: Search for your scheduled job in the Job Monitoring application Step 3: View the results of the scheduled job SAP 2010 / Page 23

24 Consistency Check Reports SAP 2010 / Page 24

25 Mass Ownership Transfer Specify the new owner View the results of the scheduled job SAP 2010 / Page 25

27 Territory based Authorizations Territory based authorizations can be turned on / off in business transactions such as opportunities, sales orders etc. Territory based authorizations can be defined at the header level of a document as well as at the item level Territory based authorizations help you Ensure that the employee responsible of the document is also assigned to the territory of the document Ensure that the account assigned to a document is also assigned to the territory of the document Ensure that the product assigned to a document is also assigned to the territory of the document The level of access to the data can be also restricted used on Territory based authorizations. A user may be given access to only his data, or his data and his team s data or to everything SAP 2010 / Page 27

28 Territory based Authorizations SAP 2010 / Page 28

29 Territory based Searches Search for Accounts, Products and Transactions based on Territory ID and Description SAP 2010 / Page 29

31 SOA - Services Following enterprise services are delivered for Territory Management Business Object Service Name Process Component Territory Change Territory Territory Management Territory Create Territory Territory Management Territory Territory Read Territory Basic Data Read Territory Relationship Territory Management Territory Management Territory Read Territory Scope Territory Management SAP 2010 / Page 31

32 Summary Highlights of Territory Management in SAP CRM 7.0 Ability to define complex territory hierarchies with ease Flexible Territory Definition using business rules Simulation mode to analyze what-if scenarios Territory based authorizations Territory ID and Description based searches Support for vacation scenario Various reports to help you better manage your territories Enterprise services to enable integration with 3 rd party applications SAP 2010 / Page 32

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