SAP HANA for Line of Business Sales


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Unlocking new revenue opportunities with SAP HANA: SAP HANA provides your sales organization with deep insights into large volumes of sales-related data for unlocking new revenue opportunities. You can also empower your organization with access to real-time information for quicker reactions to changing sales conditions while also leveraging up-to-date data for more accurate forecasting. Furthermore, SAP HANA allows faster analysis and simulations to help accelerate decisions along the sales cycle.
With SAP HANA, you can significantly improve revenues and profits while boosting your sales effectiveness.

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SAP HANA for Line of Business Sales

  1. 1. SAP HANA – Line of Business SalesSolution OverviewMay, 2012
  2. 2. Legal DisclaimerThe information in this presentation is confidential and proprietary to SAP and may not be disclosed withoutthe permission of SAP. This presentation is not subject to your license agreement or any other service orsubscription agreement with SAP. SAP has no obligation to pursue any course of business outlined in thisdocument or any related presentation, or to develop or release any functionality mentioned therein. Thisdocument, or any related presentation and SAPs strategy and possible future developments, products andor platforms directions and functionality are all subject to change and may be changed by SAP at any timefor any reason without notice. The information in this document is not a commitment, promise or legalobligation to deliver any material, code or functionality. This document is provided without a warranty of anykind, either express or implied, including but not limited to, the implied warranties of merchantability, fitnessfor a particular purpose, or non-infringement. This document is for informational purposes and may not beincorporated into a contract. SAP assumes no responsibility for errors or omissions in this document, exceptif such damages were caused by SAP´s willful misconduct or gross negligence.All forward-looking statements are subject to various risks and uncertainties that could cause actual resultsto differ materially from expectations. Readers are cautioned not to place undue reliance on these forward-looking statements, which speak only as of their dates, and they should not be relied upon in makingpurchasing decisions.© 2012 SAP AG. All rights reserved. 2
  3. 3. Agenda1. Challenges and Opportunities for Sales2. Introducing In-Memory Computing Technology and SAP HANA3. Creating Business Value in Sales with SAP HANA4. Customer Benefits5. Summary© 2012 SAP AG. All rights reserved. 3
  4. 4. Challenges and Opportunitiesfor Sales
  5. 5. Your business environment is constantly changing The Social Customer Emerges Channel Proliferation Tougher to Sell How deeply are these changes impacting your sales organization ?© 2012 SAP AG. All rights reserved. 5
  6. 6. … and being driven by a “Big Data” trend 30M networked sensors nodes growing 30% y/y Smart phones growing 20% y/y 5B Mobile Phones in Use Facebook Population of 7B 800M active users in 2011 30B pieces of content shared/month 48 hours of video uploaded/minute© 2012 SAP AG. All rights reserved. 6
  7. 7. You need to take control of a fast-growing volume of manytypes of data ... VELOCITY Worldwide digital content will double in 18 months, and every 18 months thereafter. IDC Mobile CRM Data Inventory GPS Emails Planning Demand Tweets Instant Messages Opportunities SpeedVOLUME Velocity VARIETYIn 2005, mankind created Customer 80% of enterprise data will150 Exabyte of information. be unstructured spanningIn 2011, 1,200 Exabyte‟s Things traditional and non traditionalwill be created. sources. Service Calls The Economist Gartner Sales Orders Transactions © 2012 SAP AG. All rights reserved. 7
  8. 8. … and current relational database technology can‟t handle the volume, velocity and variety of all your sales data Physical Limits © 2012 SAP AG. All rights reserved. 8
  9. 9. Whilst sales objectives remain the same Achieve profitability objectivesAchieve sales revenue Increase sales force objectives effectiveness Do you have the right technology to support your objectives ?© 2012 SAP AG. All rights reserved. 9
  10. 10. As a sales professional, you are struggling with ... “Time-consuming sales analysis and reporting processes with high volumes of data So Im not as effective as I could be”“Decisions based on incomplete, “Inability to access detailedinaccurate and often outdated sales information across allinformation business dimensionsSo I‟m missing out on So I‟m not always focusingrevenues” on the right opportunities”© 2012 SAP AG. All rights reserved. 10
  11. 11. By better analyzing your data you can significantly boostsales performance Best-in-Class Performers  96% achieved quota attainment rate of greater than 70%  78% increased % of sales representatives achieving quota  59% experienced year-over-year reduction in time-to-quota Figure 3: Best-in-Class Demonstrate Superior Performance Best-in Class Industry Average Laggards 26% Annual Revenue 9% 13% 14% Pipeline Accuracy 5% 5% 14%Sales Force non-selling Time 5% 2% 14% Bid-to-Win ratio 3% 4% 10% Sales Productivity 4% 2% 0% 5% 10% 15% 20% 25% 30%Percentages indicate average yearly growth,Source: Aberdeen Group, January 2009 © 2012 SAP AG. All rights reserved. 11
  12. 12. Better utilize your data to gain a competitive advantageLeading businesses can outpace the competition because they can: Base decisions on the latest, granular multi-structured data Fumblers Make decisions on analytics rather than Fumblers intuition Frequently reassess forecasts and plans Utilize analytics to support a spectrum Fact Finders of strategic, operational, and tactical Fact Finders decision making Rapidly evaluate alternative scenarios n=1,002 Source: IDC„s SAP HANA Market Assessment, August 2011 How well do you leverage your own data ?© 2012 SAP AG. All rights reserved. 12
  13. 13. How can you create more value and become adata-driven sales organization?What Sales needs from IT Slice & dice millions of records in seconds Timely sales analysis and reports Access to sales data in real-time Powerful insights on any device Single access to all sales-related Trusted and complete sales information© 2012 SAP AG. All rights reserved. 13
  14. 14. Introducing In-Memory ComputingTechnology and SAP HANA
  15. 15. SAP HANABreakthrough innovation with in-memory computingIn-memory computing is a technology that analyses massive quantities of data inlocal memory so that the results of complex analyses and transactions areavailable at your fingertips – and business decisions can be executed without delayWith in-memory technology, you can: Gain Real-Time – know it when it happens Go Deeper – ask any question on any data Act Broadly – manage large volumes of data Run Faster – analyze at the speed of thought Get Flexibility – eliminate pre-fabrication requirements© 2012 SAP AG. All rights reserved. 15
  16. 16. SAP HANA, modern platform for real ‘real-time’ (Other query SAP Business tools) Objects toolsWhat is SAP HANA?SAP HANA ™ is a modern platform that SAP HANA SAP HANA information modeling leverages the power of in-memory computing composerEnables to drive businesses in real-time on an ever increasing massive volume of dataCan be deployed as an appliance or SAP Business delivered via the cloud Suite Real-time copy SAP HANA Batch bulk uploads Other data sources SAP Business Warehouse © 2012 SAP AG. All rights reserved. 16
  17. 17. A platform for innovative real-time analytics and applications (Other query SAP BusinessReal-time solutions powered by SAP HANA tools) Objects tools New Accelerators and Analytic Content for powerful analysis and reporting on big data Real-Time Business New Applications for highly innovative Real-Time Real-Time processes and business models Analytics Applications Real -Time Trusted DataBenefits SAP HANA SAP Make smarter and faster decisions Business SAP in-memory Suite Real-time computing React more quickly copy Unlock new opportunities Batch bulk uploads Other Invent new data-driven business models data sources Ensure quick time-to-value SAP Business Warehouse © 2012 SAP AG. All rights reserved. 17
  18. 18. Bringing more choice with SAP HANA Solutions powered by SAP HANA Take advantage of standard solutions delivered on top of SAP HANA to innovate without Easy to deploy disruption Rapid deployment solutions SAP HANA Non-Disruptive Benefit from fixed cost and SAP in-memory computing scope solutions for more predictability and quicker time- to-value Flexible SAP HANA platform Leverage SAP HANA as a platform to address your unique needs© 2012 SAP AG. All rights reserved. 18
  19. 19. Creating Business Value in Saleswith SAP HANA
  20. 20. SAP HANA for Line of Business Sales Insights Real-Time Speed Gain profound Access to real- Enable fast and insights into time sales flexible large volumes of information sales analysis sales-related data Empower sales with real-time yet non-disruptive innovations© 2012 SAP AG. All rights reserved. 20
  21. 21. Solutions powered by SAP HANAfor Line of Business Sales Insights Real-Time Speed Real-time visibility into the consolidated salesSAP Sales Pipeline Analysis pipelineSAP ERP RDS for operational Real-time sales analysis and reporting on largereporting with SAP HANA volumes of ERP dataSAP NetWeaver Business Accelerate business warehouse operations toWarehouse powered by SAP HANA drive higher performance© 2012 SAP AG. All rights reserved. 21
  22. 22. SAP Sales Pipeline Analysis Customer Customer Pain Points Needs• Lack of real-time pipeline transparency at a • Business transparency and control, based on consolidated level to facilitate executive real-time analysis of globally consolidated review pipeline• Constantly changing pipeline data makes it • Deep exploration and analysis of large difficult to get real time visibility, especially at volumes of data in real-time without having to end of quarter wait for scheduled reports to run or traditional data warehouses to be populated with• Inability to analyze sales situation on a aggregated data special product /service in a specific market with just a few clicks • Complete visibility into pipeline data on all business dimensions The Solution: SAP Sales Pipeline Analysis Real-time visibility into the consolidated sales pipeline© 2012 SAP AG. All rights reserved. 22
  23. 23. SAP Sales Pipeline Analysis Key Key Capabilities Benefits  Instant ant real time visibility into  Make faster and better informed consolidated pipeline decisions through pipeline  Easily perform analysis of very insights at any level of large pipeline data sets in real granularity and dimension time  Identify pipeline exceptions and  Track pipeline progress and issues in real-time and react evaluate opportunity success quickly rate  Flexible analysis of the pipeline in real-time SAP Sales Pipeline Analysis potential business impact:  Unlocked hidden revenue opportunities  Accelerated deals through the pipeline  Faster reaction to changing sales conditions Quick link: /rds-crm-pipeline© 2012 SAP AG. All rights reserved. 23
  24. 24. SAP ERP RDS for operational reporting withSAP HANA Customer Customer Pain Points Needs Complex reporting and analysis when using  Simplify reporting process with high volumes of massive ERP data data in ERP Lack of real-time visibility  Access to real-time information Time required for performing reporting and  Accelerate reporting and analysis of sales analysis activities in ERP The Solution: SAP ERP RDS for operational reporting with SAP HANA Real-time sales analysis and reporting on large volumes of ERP data© 2012 SAP AG. All rights reserved. 24
  25. 25. SAP ERP RDS for operational reporting withSAP HANA Key Key Capabilities Benefits  Real-time analysis and reporting  Faster reporting and analysis on on large volumes of ERP data large volumes of sales data in (incl. sales volume, top products, SAP ERP etc.)  Access real-time sales data with  Visualization of reports in your better visibility into sales plans own reporting environment and sales performance (flexible „report models“)  Better insight into your (order-to-  Preconfigured reports cash) processes with real-time and views reporting SAP ERP RDS for operational reporting with SAP HANA potential business impact:  Smarter decisions in real-time  Improved insight into large volumes of ERP data  Increased productivity Quick link: /rds-hana-erp© 2012 SAP AG. All rights reserved. 25
  26. 26. SAP and a global partner ecosystem offer RapidDeployment Solutions to get you started…Software• that quickly addresses the most urgent business processes SAP Rapid Deployment SolutionsContent• SAP best practices, templates and tools for easy solution adoption SoftwareEnablement Service Content• educational material supports fast and effective Enablement end user adoptionService• defined scope and fixed price provide for lower risk © 2012 SAP AG. All rights reserved. 26
  27. 27. … providing predictability, out-of-the-box integration anda variety of adoption choices to suit your business needsPredictability Fast value in days/weeks SAP Rapid Fixed cost and fixed scope Deployment SolutionsIntegration Integrated start and growth options Immediate and future IT and business processes landscape integrityChoice Modular packages to meet specific business needs and allow individual adoption paths Flexible licensing and deployment options© 2012 SAP AG. All rights reserved. 27
  28. 28. Customer Benefits
  29. 29. Turning issues into opportunities with SAP HANA Sales analysis and Accessing detailed sales Sales decisions are often reporting processes with Issues information across all based on incomplete, high volumes of data business dimensions inaccurate and often can be very time- is very difficult outdated information consuming SAP HANA Opportunities for Sales Profound insights into Fast and flexible sales large volumes of sales- Access to real-time analysis related data sales information Unlock new revenue Drive sales with real-time Accelerate decisions opportunities from information along the sales cycle massive data© 2012 SAP AG. All rights reserved. 29
  30. 30. Unlock new revenue opportunities from vast amounts ofsales-related dataBy gaining deep and broad insights into large volumes of sales data,you can: Increase revenues by Improve pipeline Better align sales and identifying the most value, velocity and overall business profitable sales volume with relevant targets with a holistic opportunities across all and timely insights view of sales-related your sales data more across all dimensions information precisely of your business© 2012 SAP AG. All rights reserved. 30
  31. 31. Drive sales with real-time informationBy getting real-time access to all sales-related data, you can: Increase win/loss Reduce customer Improve salesratio by gaining a real- churn by quickly forecast accuracy by time understanding of identifying issues, leveraging the latest what is happening in exceptions and sales–related data the field competitive threats© 2012 SAP AG. All rights reserved. 31
  32. 32. Accelerate decisions along the sales cycleBy enabling fast and flexible sales analysis, you can: Increase sales Make faster and better Accelerate deal effectiveness with informed decisions closure with user-driven analytics with rapid analysis and consolidated views of and reporting models simulations on detailed all relevant sales sales information information© 2012 SAP AG. All rights reserved. 32
  33. 33. What the customers say “ “CiscoMake better, faster sales decisionsPadmasree Warrior, Sr. VP of Engineering and CTOLenovoLeverage real-time analytics on vast amounts of dataXiaoyu Liu, VPColgate-Palmolive CompanyRun real-time sales reportsTom Greene, CIOFor more information, please visit our SAP HANA website: © 2012 SAP AG. All rights reserved. 33
  34. 34. What the customers say “ “AdobeDevelop preventative strategies and explore revenue opportunitiesShantanu Narayen, President and CEOBSH Home Appliances CorporationCreate business forecasts in seconds rather than daysDr. Jürgen Sturm, CIOHilti Corp.Providing flexibility to our reporting community and increaseoverall performanceChristian Ritter, Head of PCC, Finance, HR and ReportingFor more information, please visit our SAP HANA website: © 2012 SAP AG. All rights reserved. 34
  35. 35. What the customers say “ “BOOAN Ltd.Use real-time dashboards for faster, more accurate decisionsZhang Meili, COOSAPGain deep insights into massive sales dataRobert Enslin, President, SAP Global SalesFor more information, please visit our SAP HANA website: © 2012 SAP AG. All rights reserved. 35
  36. 36. Summary
  37. 37. Top ten reasons why customers choose SAP HANABringing Sales to the next level 1 6 All Data Cloud Manage massive data volume at high speeds Step up to the world‘s most advanced cloud 2 7 Any Source Innovation Gain insights from structured and unstructured data The ultimate platform for business innovation 3 8 Real-Time Simplicity Enable real-time interactions across your value chain Fewer layers, simpler landscape, lower cost 4 9 Analysis Value Unlock new insights with predictive, complex analysis Innovation without disruption adds value to legacy investments 5 10 Applications Choice Run next-generation applications Open choice at every layer to work with your preferrred partners© 2012 SAP AG. All rights reserved. 37
  38. 38. Thank You!