SuccessFactors runs SAP cloud applications SAPPHIRE NOW 2012

SuccessFactors Runs SAP’s Cloud ApplicationsAlex Saleh, VP Global Sales OperationsBrian Kinion, VP Finance

ProjectLeading provider of cloud-based business execution software, delivers business alignment, teamexecution, people performance, and learning management solutions to organizations of all sizesacross more than 60 industries.With approximately 15 million subscription seats globally, we strive to delight our customers bydelivering innovative solutions, content, and analytics, process expertise and best practices insightsfrom serving our broad and diverse customer base.Today, we have more than 3,500 customers in more than 168 countries using our application suite in34 languages. >1,800 employees worldwide >$340 million annual revenue in 2011 © 2012 SAP AG. All rights reserved. 2

SuccessFactors runs SAP’s cloud solutionsKey driversConsolidate and replace legacy point solutions for all critical business processes: • Order to cash >3,500 customers; >2,500 invoices/quarter • Procure to pay >1,500 suppliers • Professional services automation >1,000 projects • Core financials 37 entities/5-day financial close • Revenue recognition Fair value accounting • Travel and expense >1,000 employees in the United States and Germany • Sales automation and CRM 700 users, 600,000 accounts, 60,000 opportunities, and 1.7 million contacts • Users of SAP Business ByDesign: >1,800Accelerate business integration with SAP software: Fast deployment of internal systems on a compliant and global platformMinimize business disruption: Sales, revenue, cash flow, and reporting© 2012 SAP AG. All rights reserved. 3

SuccessFactors runs SAP’s cloud solutionsOur approach:• Kicked off project with three-week workshop to define scope and new landscape strategy• 10-week implementation of all on-demand products• Cross-functional team from both SuccessFactors and SAP employees working collaboratively• Re-engineered key business processes allowing for integrated application functionality• Clever use of interfaces (e-commerce interface) and partner solutions (Leeyo, Vertex, and so on)• Intense use of key user tools (field extensions, personalized dashboards, and custom reports)© 2012 SAP AG. All rights reserved. 4

SuccessFactors runs SAP’s cloud solutionsOur goals:• Single source of truth (master data and business documents)• Comprehensive analytics: actual and potential booking – fast overview of revenue probability of posted sales orders• Business insight: cash collection – fast overview of payment practices of customers• Purchasing power with RFX management and contract lifecycle management• Complex revenue recognition with Leeyo – multiple element arrangement (fair-value accounting)• Integrated project management and resource allocation for professional services to drive project success• Integrations and interfaces© 2012 SAP AG. All rights reserved. 5

Scope of SAP Sales OnDemandImplementation of SAP Sales OnDemand• 700 users, 600,000 accounts, 60,000 opportunities, and 1.7 million contacts• Replaced Salesforce.com with SAP Sales OnDemand• Quoting through BMI Integration• Marketing campaign management through Eloqua integration© 2012 SAP AG. All rights reserved. 6

SAP Sales OnDemand: Our early observations• User-friendly, consumer-grade user experience• Improved team collaboration with instant notifications using feeds• Flexible and custom reporting capabilities• Improved productivity while on the road: iPad, BlackBerry, iPhone, Android, and Microsoft Outlook plug-in• Integrated to SAP Business ByDesign© 2012 SAP AG. All rights reserved. 7

Sales teams learned quickly via user-friendly, consumer-grade userexperience• Key information at a glance• Feeds, follow/unfollow, flags, favorites, tags• Navigation to related data© 2012 SAP AG. All rights reserved. 8

Sales teams were able to collaborate on projects, and receivednotifications and feeds• Use Feed to collaborate with the extended sales team in the context of business data• Private conversations using * syntax and mention team members or accounts and opportunities using @ syntax• Receive notifications when attributes of specific accounts or opportunities are updated• Receive notifications when other team members do certain actions© 2012 SAP AG. All rights reserved. 9

The dashboards and reports were easy and flexible• Browser and Microsoft Excel-based, flexible in-memory analytics• Ability to easily slice and dice and apply complex calculations© 2012 SAP AG. All rights reserved. 10

Our sales teams became more productive using mobile toolsiPad, Blackberry, iPhone, Android, Outlook plug-in• Sales people are more productive while on the road• Collaboration with sales team on important topics occurs anytime, anywhere• Integration with Microsoft Outlook offers bidirectional synchronization of contact and calendar data and e- mail transfer© 2012 SAP AG. All rights reserved. 11

Jam used to manage our cross-company and departmental projectsBreak down our organizational silos and enableteams to work more effectively across departmentsand geographiesAccelerate business processes with improvedcollaborationBuild communities around instructor-led training togreatly improve employee development andlearningLeverage built in e-learning and embedded help toscale informal learning throughout the company toallow employees to find experts and content whenneededAccess and contribute to projects and discussionsfrom anywhere with complete mobile access © 2012 SAP AG. All rights reserved. 12

Our system landscape is changing systems in place prior to acquisition BIZX Platform / EC One integrated system end state BIZX Platform / EC SAP SAP Contract Partner solutions Sales OnDemand Management SAP Sourcing SAP Travel OnDemand OnDemand© 2012 SAP AG. All rights reserved. 13

Thank youContact information:Alex Saleh Brian KinionVP, Global Sales Ops VP, Finance

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SuccessFactors runs SAP cloud applications SAPPHIRE NOW 2012

by SAP Cloud Solutions on Jun 06, 2012

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