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Create Sales Heroes with Mobile Apps

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Automate sales processes, increase productivity, and enhance customer service so that your salespeople have the info they need at hand. Find ways to make your customer relationship management systems …

Automate sales processes, increase productivity, and enhance customer service so that your salespeople have the info they need at hand. Find ways to make your customer relationship management systems mobile. Hear how your sales professionals can use mobile sales apps as tools to help increase revenue and accelerate buying decisions on the go.

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  • 1. Create Sales Heroes with Mobile AppsVenkat Iyer, Senior Director, Mobile Apps Product Management, SAPMarkus Jakobi, Vice President, Head Corporate IT, Institut Straumann AG
  • 2. Did you know? Over 40% of salespeople fail to hit quota 30% turnover of salespeople each year It takes on average, seven months to ramp-up a ? salesperson 65% of a salesperson’s time is spent not selling 30 hours are spent by salespeople searching for or creating their own sales materialsSource: Forrester and IDC © 2012 SAP AG. All rights reserved. 2
  • 3. “21st-century sales heroes” need Insight Collaborate Agile Impact  Insights that help sales  In 21st century, there’s too  In 21st century, business  Deliver user experience to teams find and craft much information and too hours and office locations WOW customers – by compelling story about little time for solo sales are driven by customer understanding customer’s products and services to “warrior.” Sales past, current, and future solve customer’s most representatives need to work  Sales warriors should be needs important business together and collaborate able to work from any place , challenges any time with up-to-date  Tools that foster insight,  An effectively collaboration information to compete and collaboration, and agility to  Most profitable customers, solution should assist in deliver on time maximize the customer most profitable deal in knowledge creation, storing, experience and win pipeline, industry trends that finding, and sharing from affect the customers, and inside and outside the so on company© 2012 SAP AG. All rights reserved. 3
  • 4. SAP CRM Sales mobile app 2.0BackgroundSAP CRM Sales mobile app 2.0 is an elegant and intuitive mobile app that enables SAP CRM sales users withinsight to execute entire lead-to-order sales business process by increasing sales productivity andaccelerating sales cycle from anywhere even when user is offline. Available in 8 languages to support global sales team Available for: iOS, BlackBerry, Android, and Microsoft Windows (Win-32) devices SAP CRM Sales mobile app SAP ERP Account contact Downloaded Meet Create Calendar Activity Quote / order ERP process lead opportunity sales KM customer quote / order Recommended Mapping Survey Auto-logging products Discounts Near me Marketing Single click (map) attributes follow-up© 2012 SAP AG. All rights reserved. 4
  • 5. Straumann Overview in Brief Movie
  • 6. Motivation Sales force CRM entries immediate, complete visit notes including Straumann sales process (activities) and Straumann customer acquisition process Motivation to use and acceptance of SAP CRM by our sales force Independence of network connection and performance Offline availability of customer data (any time & anywhere) CRM application easy to use
  • 7. Project organization Steering Committee Project Lead Ext. Project Management IT Security Technical Mobile Device Application IT ServiceDesk IT Legal App Development Infrastructure Management Collaboration System System Architect CRM Modul Expert EMEA Legal Counsel System Engineer Engineer SAP Basis Engineer CRM Modul Expert Client Engineer NALA Solution Architect System Engineer CRM Middleware Expert APAC App Developer System Engineer CRM Middleware Expert Identity Mgmt System EngineerSTRAUMANN 14 November 2012 7
  • 8. System architecture Unix AIX 6.1 Unix AIX 6.1 Windows 2008 R2 Windows 2008 R2 CRM 7.01 NWmobile 7.1 Sybase Unwired Sybase Relay SP7 SP13 Platform 2.1 Server Add-on Gateway to SAP DOE MOB_CRMS DOE mobile 1.1 SP7 Connector RSOE IIS Webserver 200 SP0 RFC HTTP 2.1 HTTP ABAP ABAP HTTP API (128 bit AES) MDM Mobile Iron App Store VSP 4.5.4 Build 97 (Branch r4.5.4)STRAUMANN 14 November 2012 8
  • 9. Initial project scope sales force organization contact activity  search for the organization  create sales force activity for the  enter Straumann sales process (customer / prospect) contact  enter Straumann customer  navigate to the respective contact  maintain attributes for Straumann acquisition process person prospecting processSTRAUMANN 14 November 2012 9
  • 10. Project team requirements you need a project team that is patient persistent visionary willing to go an «uncomfortable» waySTRAUMANN 14 November 2012 10
  • 11. Customer feedback positive feedback negative feedback  “CRM App is absolutely beneficial  complex process of initial set-up for the daily work of a sales (enter log-on information, settings) representative”  “entering the daily customer activities is becoming more efficient and quick with the CRM App and lead to a daily creation/update of sales force activities”  “the daily work with CRM is fun!”STRAUMANN 14 November 2012 11
  • 12. Sales force devices & connectivity www CRM Web UI at home CRM App on onCRM App on the road iPad iPhone on the road Presentation App Interactive Toolbox More… Email, Calender, Contacts & CRM Straumann applications and CRM Straumann network (VPN) Email, Calender, CoDiagnostix, 3G wireless hotspot Starget, Cubeware BI, Product Catalogue, Standard Laptop / Printer… Marketing MaterialSTRAUMANN 14 November 2012 12
  • 13. © 2012 SAP AG. All rights reserved.No part of this publication may be reproduced or transmitted in any form or for any purpose without the express Google App Engine, Google Apps, Google Checkout, Google Data API, Google Maps, Google Mobile Ads,permission of SAP AG. The information contained herein may be changed without prior notice. Google Mobile Updater, Google Mobile, Google Store, Google Sync, Google Updater, Google Voice, Google Mail, Gmail, YouTube, Dalvik and Android are trademarks or registered trademarks of Google Inc.Some software products marketed by SAP AG and its distributors contain proprietary software components ofother software vendors. INTERMEC is a registered trademark of Intermec Technologies Corporation.Microsoft, Windows, Excel, Outlook, PowerPoint, Silverlight, and Visual Studio are registered trademarks of Wi-Fi is a registered trademark of Wi-Fi Alliance.Microsoft Corporation. Bluetooth is a registered trademark of Bluetooth SIG Inc.IBM, DB2, DB2 Universal Database, System i, System i5, System p, System p5, System x, System z, System Motorola is a registered trademark of Motorola Trademark Holdings LLC.z10, z10, z/VM, z/OS, OS/390, zEnterprise, PowerVM, Power Architecture, Power Systems, POWER7,POWER6+, POWER6, POWER, PowerHA, pureScale, PowerPC, BladeCenter, System Storage, Storwize, Computop is a registered trademark of Computop Wirtschaftsinformatik GmbH.XIV, GPFS, HACMP, RETAIN, DB2 Connect, RACF, Redbooks, OS/2, AIX, Intelligent Miner, WebSphere,Tivoli, Informix, and Smarter Planet are trademarks or registered trademarks of IBM Corporation. SAP, R/3, SAP NetWeaver, Duet, PartnerEdge, ByDesign, SAP BusinessObjects Explorer, StreamWork, SAP HANA, and other SAP products and services mentioned herein as well as their respective logos areLinux is the registered trademark of Linus Torvalds in the United States and other countries. trademarks or registered trademarks of SAP AG in Germany and other countries.Adobe, the Adobe logo, Acrobat, PostScript, and Reader are trademarks or registered trademarks of Adobe Business Objects and the Business Objects logo, BusinessObjects, Crystal Reports, Crystal Decisions, WebSystems Incorporated in the United States and other countries. Intelligence, Xcelsius, and other Business Objects products and services mentioned herein as well as their respective logos are trademarks or registered trademarks of Business Objects Software Ltd. Business ObjectsOracle and Java are registered trademarks of Oracle and its affiliates. is an SAP company.UNIX, X/Open, OSF/1, and Motif are registered trademarks of the Open Group. Sybase and Adaptive Server, iAnywhere, Sybase 365, SQL Anywhere, and other Sybase products and servicesCitrix, ICA, Program Neighborhood, MetaFrame, WinFrame, VideoFrame, and MultiWin are trademarks or mentioned herein as well as their respective logos are trademarks or registered trademarks of Sybase Inc.registered trademarks of Citrix Systems Inc. Sybase is an SAP company.HTML, XML, XHTML, and W3C are trademarks or registered trademarks of W3C®, World Wide Web Crossgate, m@gic EDDY, B2B 360°, and B2B 360° Services are registered trademarks of Crossgate AGConsortium, Massachusetts Institute of Technology. in Germany and other countries. Crossgate is an SAP company.Apple, App Store, iBooks, iPad, iPhone, iPhoto, iPod, iTunes, Multi-Touch, Objective-C, Retina, Safari, Siri, All other product and service names mentioned are the trademarks of their respective companies. Dataand Xcode are trademarks or registered trademarks of Apple Inc. contained in this document serves informational purposes only. National product specifications may vary.IOS is a registered trademark of Cisco Systems Inc. The information in this document is proprietary to SAP. No part of this document may be reproduced, copied, or transmitted in any form or for any purpose without the express prior written permission of SAP AG.RIM, BlackBerry, BBM, BlackBerry Curve, BlackBerry Bold, BlackBerry Pearl, BlackBerry Torch, BlackBerryStorm, BlackBerry Storm2, BlackBerry PlayBook, and BlackBerry App World are trademarks or registeredtrademarks of Research in Motion Limited. © 2012 SAP AG. All rights reserved. Public 13