Achieving the perfect store with Cloud for Customer Retail Execution

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1 Achieving the perfect store with Cloud for Customer Retail Execution Simon Dechent, Product Management Cloud for Customer Middle and Eastern Europe & Asia Pacific Japan Public

2 TECHNOLOGY IS DEVELOPING FURTHER AT RAPID PACE AND IMPACTING ALL DIMENSIONS OF LIFE HTML5 Mobility Offline Share All Data Big Data Speed Real Time Business In-memory computing Simple Team 2015 SAP SE or an SAP affiliate company. All rights reserved. Low Risk Collaboration Cloud Predictive Analytics Recommendations Focus Effectiveness Transparency Best Practices Insight Channel Social Media Assistance Device Agnostic Intuitive UX Flexible Affordable 2

3 WHAT ANALYSTS ARE SAYING PROVEN ROI DELIVERED SAP Cloud for Sales, by being a smart second-mover, has jumped over firstgeneration SaaS sales solutions, such as Salesforce.com and NetSuite, precisely because SAP originally designed and built Cloud for Sales with social, mobile, and analytics in mind. Evan Quinn, EMA Research, January 2014 Our interviews with four existing customers and subsequent financial analysis found that a composite organization based on these companies experienced risk adjusted ROI of 655% and benefits in net present value totaling $2,099,780, Forrester TEI Study, February 2014 SAP Cloud for Sales delivers on these new key areas (social, mobile, predictive) to take sales effectiveness to the next level and equip sales organizations with the tools they need to engage today s empowered customers. Barry Trailer, CSO Insights, January SAP SE or an SAP affiliate company. All rights reserved. 3

4 COMPREHENSIVE SAP CLOUD FOR CUSTOMER PORTFOLIO SAP Cloud for Sales with Marketing SAP Cloud for Service & Portal SAP Cloud for Social Engagement Customer Insight 2015 SAP SE or an SAP affiliate company. All rights reserved. 4

5 Different users ONE Solution Sales Management Key Account Manager Marketing Sales Representative & Merchandiser Service Management Service Agents 2015 SAP SE or an SAP affiliate company. All rights reserved. 5

6 FOCUS INDUSTRIES RETAIL EXECUTION Configurable activity plans Account assignment wizard Account-specific product lists and back-office connectivity Route and visit optimization Comprehensive map and calendar view Auto-assignment of surveys and tasks to visits Check-in/check-out Surveys and tasks, including matrix view and dynamic surveys Audits for plan-o-gram and promotion compliance 360-degree store view Sales quote/ quick order, Online and offline mobile support Visit productivity and completion with tasks and surveys Return on investment Average price of competitor product across stores Measure sales performance 2015 SAP SE SE or or an an SAP affiliate company. All All rights reserved. Public 66

7 AT A GLANCE Objective Equip sales teams to engage with new customers and penetrate new markets while managing increasing customer and buying process complexity. Solution SAP Cloud for Sales Retail Execution Benefits Full-featured mobile apps critical for sales reps on the road, including Retail Execution Complete customer insight End-to-end integrated solution across cloud, CRM and ERP for quote-to-contract Live in 4 weeks Nespresso maintains a direct dialogue with our consumers and Club Members. Worldwide they interact with us through an array of consumer contact points. SAP Cloud for Sales allows us to focus on delivering the ultimate coffee experience to our consumers. Jean-Marc Duvoisin CEO 2015 SAP SE SE or or an an SAP affiliate company. All All rights reserved. Public 77

8 SAP CLOUD FOR CUSTOMER RETAIL EXECUTION 2015 SAP SE SE or or an an SAP affiliate company. All All rights reserved. Public 88

9 Day in a life of a sales representative / merchandiser Plan Visit Check Calendar Prepare visit(s) Visit Store #1 Visit Store #2 Store Check Analysis Shelve Check Order Products Follow Up 2015 SAP SE SE or or an an SAP affiliate company. All All rights reserved. Public 99

10 SAP CLOUD FOR CUSTOMER TOP 10 HIGHLIGHTS 1. Beautiful 2. Insightful 3. Mobile (on-/offline) 4. Predictive 5. Collaborative 6. Integrated 7. Secure 8. Simple 9. Future-proof 10. Leading technology 2015 SAP SE or an SAP affiliate company. All rights reserved. 10

11 Flexibility to adapt as your company s needs change Tools and Roles reflected in an overall Governance Personalize your workplace Sales Representative Configure & Adapt without coding Sales Operations Extend & customize with the SAP Cloud Applications Studio IT Department or Partner 2015 SAP SE SE or or an an SAP affiliate company. All All rights reserved. Public 11 11

12 Flexibility to adapt as your company s needs change Spectrum of flexibility Key User s Tasks and Responsibility Coding Required Personalization Business Configuration Individual Terminology UI Adaptations Screen Layout Custom Custom Forms Documentation & FAQ Output Forms Workflow and Rules Help Center Interactive Business Forms Task Learning Management Center Text Verticalization Additional Tab Rules Management Translation ADAPTATION CONFIGURATION Custom Analytics Custom reports Field Extensions Own Fields Further Usage EXTENSION Custom Processes Extended Status & Actions SAP Cloud for Customer Core Backend Extensions Additional Business Objects Collaboration INTEGRATION 3 rd Party Integration Process Integration Mobile UI Deployment Models Partial Scope Mashup s UI & Portal Mashups Interactive Forms Biz Events DEVELOPMENT Alternative User Interface Collaborative Processes Composite Apps 2015 SAP SE SE or or an an SAP affiliate company. All All rights reserved. Public Own screens Jam Settings Data Integration A2X

13 INTEGRATION TO SAP ERP 6.0 SAP Cloud for Customer Currency conv. rates Account Hierarchy Sales Org Hierarchy Accounts & Contacts Opportunity Work Ticket Employee Products Prospects Blocked ATP & Credit Limit Check Quotation Sales Order SAP ERP Currency conv. rates Employee Customer Hierarchy Sales Org Hierarchy Materials Accounts & Contacts Real-time integration of master data (accounts, prospects, contacts, products) Real-time integration of transactional data (opportunity real-time pricing, quote and sales order requests, quote to sales order request) PDF display of ERP sales documents in C4C opportunity and quote. PDFs are generated on-the-fly. Additional real-time master data integration for currency conversion rates, account hierarchy, sales org hierarchy, etc. (Planned for 1405) Pricing: Real-time call to ERP SD pricing supporting the full pricing flexibility of ERP SD (Planned for 1405) ERP Employees replication to C4C; Trigger account creation in ERP from C4C Prospect (Planned for 1408) Installed base master data integration. PDF display in C4C service and work ticket of ERP service documents. (Planned for 1408) Pricing Quote Inquiry Order Inquiry Deliveries Customer Invoice Quote Sales Order Billing Request Internal Order Goods Movement Timesheet (CATS) Adv. Shipment Return Goods Issue Goods Receipt Invoice 2015 SAP SE SE or or an an SAP affiliate company. All All rights reserved. Public 13 13

14 Prepackaged Integrations (iflows) cont. iflows are the standard integration content from SAP iflows run on HCI and SAP NetWeaver PI Each iflow contains logical and technical routings iflows can be adjusted or extended by customers to fit to the individual business scenario 2015 SAP SE SE or or an an SAP affiliate company. All All rights reserved. Public 14 14

15 SAP s #1 Differentiation Against Competition Benefits Business value Cost of Custom vs. Prepackaged Integration (5-Yr Cumulative Cost) 80% reduction in cost to build & maintain Assumptions: 15 SAP interfaces 80% reduction in Implementation time $750 $975 Avg. cost to build/interface ~ US$ 20K Avg. cost to maintain/year/interface ~ US$ 10K Average cost for prepackaged/interface ~ US$ 5K Minimized Risk $300 Custom Integration Cost of Build/Deploy ($K) $75 $75 Prepackaged Integration Cost to Maintain ($K) Cost Avoidance 2015 SAP SE SE or or an an SAP affiliate company. All All rights reserved. Public 15 15

16 WRAP-UP 2015 SAP SE SE or or an an SAP affiliate company. All All rights reserved. Public 16 16

17 WHY CUSTOMERS CHOOSE SAP CLOUD FOR CUSTOMER Mobility HTML SAP SE or an SAP affiliate company. All rights reserved. Speed Collaboration Predictive Offline SAP Brand ERP Integration Usability CRM Integration Modern Architecture (HANA) Quarterly Innovations Analytics Future-proof Affordable Industry Real Time Secure Outlook Integration Simple Beautiful 17

18 WHERE TO FIND MORE INFORMATION EXPERIENCE it yourself with the 30 Days free trial VISIT our Web site at WATCH our product videos and customer testimonials on our YouTube channel: SAP SE or an SAP affiliate company. All rights reserved. 18

19 7 KEY POINTS TO TAKE HOME SAP Cloud for Sales provides a modern SFA with native collaboration and a beautiful user interface All mobile devices are supported, your sellers will use it! With SAP Cloud for Sales, your sales reps get deep customer insight We deliver industry edition for the way your business works The holistic integrated user experience will delight your customers in every interaction With SAP, you can leverage your on-premise investments and rest assured that it all works together seamlessly Leverage all cloud advantages like fast innovation, quarterly update etc. without loosing your stabile on-premise system 2015 SAP SE or an SAP affiliate company. All rights reserved. 19

20 Thank You! Simon Dechent Product Management Cloud for Customer SAP SE SAP SE or an SAP affiliate company. All rights reserved.

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