Top 5 Reasons to Integrate SAP & Salesforce
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Top 5 Reasons to Integrate SAP & Salesforce

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If you use Salesforce.com for your CRM, use Force.com for custom application development, and have SAP in your back-office, learn the 5 reasons why you need to integrate both systems.

If you use Salesforce.com for your CRM, use Force.com for custom application development, and have SAP in your back-office, learn the 5 reasons why you need to integrate both systems.

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Top 5 Reasons to Integrate SAP & Salesforce Document Transcript

  • 1. Top 5 Reasons to Integrate SAP and Salesforce.comSeamless Data Integration to Maximize ERP Business Value and ROI Do your customer service and sales reps struggle to obtain a single view of customers? Does your company’s finance department strive to recognize revenues on time? Would you like to fulfill orders faster and ensure products ship on time? “Informatica Cloud has changed the way we use salesforce.com. It’s time to unlock the true business value of your ERP investment and get a better return It has allowed us to easily on your data by integrating your back-office SAP environment with the social enterprise. integrate SQL Server data from When SAP and salesforce.com are disconnected, employees often find themselves our SAP software to Salesforce. trapped in tedious, manual tasks that are error-prone, slow down processes, and add toNightly updates, data imports and operational costs. Integrating SAP and Salesforce is essential to maximizing your purges within Salesforce are investment in each system, reducing errors in data exchange, and improving overall easily achieved with minimal organizational process efficiency. When combined with the flexibility and agility that the effort. It is extremely versatile, Force.com platform delivers, synchronizing SAP with Salesforce eliminates fragmented, supporting various file formats disconnected data and ensures all business stakeholders are working with timely, relevant and the user interface is easy to and trustworthy information.understand and manage. Of all ofthe apps we have purchased and With over 15 years of experience working with hundreds of customers, Informatica has tested, Informatica Cloud is the identified these top 5 reasons for integrating SAP with Salesforce CRM and Force.com: best by far. It works very well.” Reason #1: Get a Single View – AppExchange Review In order to determine Customer Lifetime Value (CLV), there are many sources of data you need to integrate to obtain a unified and accurate view of your most profitable customers. Social information from Twitter, Facebook, and LinkedIn may already integrate into your Account and Case information in the Sales Cloud and Service Cloud, but what about integrating this information with the master data that is typically locked in back-office SAP modules? Fragmented data can result in sales reps being unable to take advantage of upselling opportunities, and customer service reps failing to get to the root of a problem because previous order history is not at their fingertips. Having many products should present numerous cross-selling opportunities across several SKUs, but these opportunities are “The Informatica platform is often missed because information is often not integrated with Salesforce CRM. helping Nobel Biocare increase productivity and make the Integrating social information with order status updates via Salesforce Chatter updatesorganization more successful and has become a CRM best practice in the social enterprise. And unified and complete data more profitable.” also ensures your marketing teams have the visibility and insight they need to analyze customer segments, measure campaign effectiveness and help drive successful customer loyalty programs. Reason #2: Fulfill Orders in Real Time When a new opportunity closes in Salesforce CRM, the associated order details must be placed within the ERP system immediately. Trouble is, the employee that places the order is typically not the sales or customer service rep, but rather someone in the procurement or fulfillment department. The products on the sales order may be backordered or out of Informatica Worldwide Headquarters, 100 Cardinal Way, Redwood City, California 94063, USA phone: toll-free in the US: 1.800. 888.345.4639 www.InformaticaCloud.com © 2012 Informatica Corporation. All rights reserved. Informatica and the Informatica logo are trademarks or registered trademarks of Informatica Corporation in the United States and in jurisdictions throughout the world. All other company and product names may be trade names or trademarks of their respective owners.
  • 2. stock, or may experience delays in shipping. In some cases, a lack of real-time, event- based communication between the CRM and ERP systems can result in the fulfillment department missing a crucial order. Meanwhile, this lack of visibility means your sales and customer service reps are also in the dark, and customers grow increasingly frustrated and impatient when they are unable to obtain order status information. In the era of Facebook and Twitter, customer attrition “Integrating social and business data becomes a problem at internet speed and your competition is standing by to take yourgives you deeper customer insights, the orders.ability to inform targeted marketing, and a more complete view of marketing The right approach to integrating Salesforce with SAP will ensure that your entire measurement.” opportunity-to-order process is optimized. When opportunities close in Salesforce, automated messages are sent to the SAP system to initiate order processing, fulfillment, – Forrester Research and shipping. This information is then relayed back to Salesforce CRM or a Force.com application so that your sales and customer service reps, as well as customers have complete visibility into the status of an order and any issues can be dealt with immediately. It’s truly a closed loop process, driven by real-time data and process integration. Your customers’ orders are fulfilled in a timely manner, and overall satisfaction increases. Reason #3: Accelerate Cash Flow Many companies have a detailed process for cash collection that kicks off when a sale is closed. Payment terms usually range from cash that’s due at the time of purchase, to a 30-to-60 day grace period. However, because your back-office ERP system contains your customers’ financial and payment information and is disconnected from your CRM system, which contains customer contact information, there are no workflows that send automated notifications to your customers. As a result, cash which could be used to further invest into the growth of your business remains uncollected. With real-time notifications between your SAP Financial modules and the Salesforce"Embrace social media, or be affected Social Enterprise, it is much easier to identify and notify any delinquent accounts in order by it.” to collect what is due to your company. As a result, your finance department is also able to recognize revenue sooner by achieving its monthly financial close faster. – Marc Benioff, Chairman & CEO, salesforce.com Reason #4: Quote Correct Prices For most organizations, the ERP system is your system of record and is therefore the best source of information when it comes to pricing for your various product SKUs. Complex products with multiple associated line items in SAP typically have numerous prices attached to them, while fast-moving consumer goods have prices that change on an almost daily basis. When this information does not get synchronized with your CRM system, your customers risk viewing the wrong list prices for your products. If prices have been reduced to match or beat a new competitor in the market, the outdated higher price can drive potential customers away, often for good if they perceive your products to be too expensive. Conversely, if some of your products have been updated with brand new functionality that the market has been eagerly seeking, having lower, outdated prices often sets a “price ceiling” for your sales reps and makes it very difficult for them to negotiate the best deal for your company. Informatica Worldwide Headquarters, 100 Cardinal Way, Redwood City, California 94063, USA phone: toll-free in the US: 1.800. 888.345.4639 www.InformaticaCloud.com © 2012 Informatica Corporation. All rights reserved. Informatica and the Informatica logo are trademarks or registered trademarks of Informatica Corporation in the United States and in jurisdictions throughout the world. All other company and product names may be trade names or trademarks of their respective owners.
  • 3. A related benefit of real-time pricing and product synchronization between Salesforce and SAP is your ability to view and forecast the effect of price discounting on your profitInformatica Cloud margins. You can take action more immediately to rectify the situation with new SAP Customers discounting rules rather than much later, after your profit margins have suffered. Reason #5: Maximize Force.com ROI Force.com is a better way to build custom applications to make your business more agile and social. It helps you streamline your business processes amongst different departments and enhance collaboration within your enterprise through easy-to-use web services, Chatter APIs, and mashups. Force.com can also be used to customize your CRM environment by adding custom fields, lists, and other objects that send and receive data from SAP. However, when either your custom apps or custom objects don’t synchronize with master data in your ERP system, you’re not deriving the full benefit of your platform as a service (PaaS) investment since you’re not receiving mission critical financial, fulfilment, pricing, and cost data. There are numerous ways to integrate with SAP, including Native IDOCs, BAPIs, ABAP, BMI, BCI, and Web Services. Each connectivity option can be used to leverage all the custom functionality your company has built using the Force.com platform and make you even more efficient as a result. So go ahead and build a cloud- based layer of agility around your ERP environment, but remember that to maximize your overall return on data, it is essential to think through the right approach to data integration. Conclusion: The Cloud Integration Imperative Salesforce CRM and the robust Force.com platform provides you with the tools to acquire, service and retain new customers. But delivering on the promise of the social enterprise, requires a comprehensive data integration and master data management (MDM) strategy, where Salesforce is able to seamlessly interact with SAP, your system of record. A comprehensive MDM strategy requires companies to unlock the core order management and financial information in the ERP system and integrate it with customer and social data in the CRM system. Doing so will truly enable your Finance, Marketing, Sales, Customer Service, and Fulfilment departments to collaborate with each other ensuring that they always have the right information at the right time. Informatica’s deep expertise with data integration, data quality, and MDM will ensure you get the most out of your salesforce.com and SAP investments and deliver on the promise of the social enterprise. About Informatica Informatica Corporation (NASDAQ: INFA) is the world’s number one independent provider of data integration software. Organizations around the world rely on Informatica to gain a competitive advantage with timely, relevant and trustworthy data for their top business imperatives. Worldwide, over 4,630 enterprises depend on Informatica for data integration, data quality and big data solutions to access, integrate and trust their information assets residing on-premise and in the Cloud. Informatica Cloud has also been recognized as the #1 data integration solution on the AppExchange 4 years in a row by salesforce.com customers. For more information, call +: 1.888.345.4639 (in the U.S.), or visit www.InformaticaCloud.com. Informatica Worldwide Headquarters, 100 Cardinal Way, Redwood City, California 94063, USA phone: toll-free in the US: 1.800. 888.345.4639 www.InformaticaCloud.com© 2012 Informatica Corporation. All rights reserved. Informatica and the Informatica logo are trademarks or registered trademarks of Informatica Corporation inthe United States and in jurisdictions throughout the world. All other company and product names may be trade names or trademarks of their respective owners.