SAP Channel Marketing Funding
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SAP Channel Marketing Funding

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If your company is like most, you’re likely experiencing an unprecedented growth in the importance of the channel in your day-to-day sales, marketing, and service-related functions. Independent ...

If your company is like most, you’re likely experiencing an unprecedented growth in the importance of the channel in your day-to-day sales, marketing, and service-related functions. Independent analysts such as Forrester Research acknowledge this trend and predict that a growing reliance upon channels is key for High Tech companies that seek profitable revenue growth and expansion into new markets. Engaging channel partners creates a synergy that greatly extends a company's reach beyond the capabilities of traditional direct interactions. And in challenging economic times, these partners become even more important to your company, allowing you to scale and create efficiencies that reduce the cost of doing business. SAP enables your channel initiatives through innovative applications and support for comprehensive and collaborative business processes.

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  • Welcome, and thanks for your time today. If your company is like most, you’re likely experiencing an unprecedented growth in the importance of the channel in your day-to-day sales, marketing, and service-related functions. Independent analysts such as Forrester Research acknowledge this trend and predict that a growing reliance upon channels is key for High Tech companies that seek profitable revenue growth and expansion into new markets. Engaging channel partners creates a synergy that greatly extends a company's reach beyond the capabilities of traditional direct interactions. And in challenging economic times, these partners become even more important to your company, allowing you to scale and create efficiencies that reduce the cost of doing business. SAP enables your channel initiatives through innovative applications and support for comprehensive and collaborative business processes.
  • As companies like yours increasingly rely upon the channel to sell and distribute products and services, they’re turning to joint marketing efforts and associated spend to support those initiatives. Funding these channel marketing activities can be an effective way to stimulate demand and foster partner loyalty. However, reaping the benefits of channel marketing is neither guaranteed nor simple. You need a comprehensive system that supports end-to-end business processes. And SAP delivers for you.
  • SAP delivers best of breed Channel Marketing capabilities as part of a comprehensive suite of applications that allows you to manage all aspects of your partner relationships. But of course, a comprehensive solution doesn’t have to be complex. The SAP solution can be implemented in ‘bite size’ pieces, or in a phased approach, so that you only pay for what you need, when you need it. And it’s not just for large companies -- 65% of all SAP customers generate less than 500 million dollars in annual revenue. In terms of deployment timelines for these companies, SAP implementations for mid-sized enterprises average just 14 weeks.
  • If your company has deployed channel marketing funds, chances are you’ve encountered some common challenges or roadblocks to success. Many programs are ineffective due to the basic fact that they’re misaligned with overall corporate or brand objectives. In addition, many programs are also inefficient due to the adverse effect of cumbersome and often manual processes. And finally, the inability to track liability and legal compliance often halts many programs before they can even get off the ground. So how can you mitigate these risks and ensure a successful deployment of channel marketing funded initiatives?
  • The simple answer is with a comprehensive end-to-end solution that drives profitability and brand equity within your channel operations. You need a system that ties intelligent planning and execution of channel spend goals to your brand and it’s strategic objectives. You need a platform that automates manual processes and generates maximum efficiency for your day-to-day partner interactions. And finally, you need clear visibility into all spending activities to ensure fair treatment of your partners and to provide transparency and full legal compliance into every aspect of your operation.
  • But don’t just take our word for it… companies using SAP to manage their channel operations are reaping tremendous benefits. Organizations are automating channel sales tracking functions and seeing partner-driven orders surge by as much as 300 percent. Replacing manual processes with self-service capabilities is resulting in tremendous benefits as companies are slashing administrative costs by 20 percent or more. And in terms of the bottom line, SAP customers are seeing phenomenal returns that justify additional investments in channel marketing to drive even more profitable growth for the future.
  • If you’re new to SAP CRM, or if you haven’t seen it lately, we encourage you to explore the full breadth of our channel solutions. With a redesigned and streamlined user interface, SAP solutions for partner channel management are setting the industry standard for usability. And SAP’s acquisition of Business Objects has provided a robust and flexible platform for actionable business intelligence across all channel marketing functions. The solution provides pre-integrated end-to-end processes for both the brand owner… as well as the channel partner. Our customers and third party analysts agree… SAP has assumed a leadership role in helping companies like yours develop a holistic view of channel marketing processes to drive complete, real-time visibility into your performance.
  • So whether you’re looking to deploy an enterprise system for managing your partners, or simply trying to get your arms around channel marketing spend, SAP can help you get there. Click on the “Rediscover SAP CRM” button to see a product demonstration and learn how SAP solutions can help make your business a best-run business. Or, for more information, contact Nives Bauer at 866-374-9307 or send an email to software-dot-solutions at sap.com. And thanks again for your time today.

SAP Channel Marketing Funding SAP Channel Marketing Funding Presentation Transcript

  • The Channel Is Growing in Importance © SAP 2007 / Page Channel partners help brand owners enter and serve the new markets and geographies that are too costly for a company to do on its own…. SAP is a Leader in the Partner Management tools market... . William Band, Forrester Research, The Forrester Wave: Partner Relationship Management Tools, April 2007
    • Welcome!
    • Is the channel becoming more and more important to driving business growth for your organization?
    • Experts think so:
    • Channel partners can help grow and scale yor business while decreasing the total cost of sale!
    “ “
  • Did you Know? Huge Opportunity to Drive Revenue with Channel Marketing
    • Did you know that channel marketing funds is the top driver of revenue in the indirect channel?
    Did you know that most companies struggle to track legal compliance with Sarbanes Oxley when it comes to channel expenditures? Did you know companies with indirect channels perform better and are first to new markets globally? Did you know SAP offers the full functionality to support these processes?
  • Did you Know? SAP CRM Delivers Differentiated Channel Marketing Processes © SAP 2007 / Page
    • Recruit partners
    • Enable partners
    • Plan and forecast
    • Target content
    • Share MDF funds
    • Joint marketing
    • Route leads
    • Manage customer accounts
    • Manage opportuni-ties
    • Register deals
    • Enable order to cash
    • Track channel inventory
    • Enable distributed ordering
    • Support partners
    • Execute service processes
    • Monitor channel operations
    • Provide analytics to partners
    • Analyze channel trends
    Partner Management Channel Marketing Collaborative Sales Order Management Collaborative Service Analysis This feedback loop requires a superior, real-time exchange of data within Channel Marketing. Make ongoing adjustments Track partner performance
  • Challenges in Deploying Channel Marketing Funds Inefficient, Manual Processes with Poor Visibility into Compliance Engineering BRAND OWNER Customer Service Finance/ Legal Sales/ Marketing CHANNEL PARTNERS CHANNEL PARTNERS CUSTOMERS DIRECT CUSTOMERS DIRECT CUSTOMERS Transaction and interaction efficiencies
    • Cumbersome and inconvenient manual processes
    • Inaccurate payments to channel partners
    • Partner frustration with slow payment process
    Channel marketing effectiveness
    • Limited visibility into channel marketing spend
    • Poor alignment with corporate objectives
    Liability and compliance management
    • Financial regulations
    • Fair trade practices
  • Overcoming the Challenges Increasing Profitability & Brand Equity with end-to-end Processes Engineering Customer Service DIRECT CUSTOMERS DIRECT CUSTOMERS Finance/ Legal Sales/ Marketing BRAND OWNER CHANNEL PARTNERS CHANNEL PARTNERS CUSTOMERS
    • Consistency: Ensure fair treatment of partners
    • Transparency: Provide visibility into processes
    • Auditability: Drive financial accountability
    Liability and compliance management
    • Intelligent planning – derived from the brand’s strategic goals
    • Aligned execution – leveraging brand identity and best practices
    • Analysis of outcomes – to enable data-based decision making
    Increase effectiveness Drive efficiencies
    • Increase speed through automation of manual processes
    • Achieve operational excellence through end-to-end processes
    • Provide convenient self-service features for partners
  • Optimized Channel Marketing Spending Driving Top-line Growth and Bottom-line Savings Engineering Customer Service DIRECT CUSTOMERS DIRECT CUSTOMERS Finance/ Legal Sales/ Marketing BRAND OWNER CHANNEL PARTNERS CHANNEL PARTNERS CUSTOMERS AMD: Projected to capture a 32% internal rate of return (IRR) on their investment through 2010 Capture significant returns Drive efficiencies nVIDIA: Moved from a fully manual partner registration process to a 100% partner self-service model Cherry: Increased partner orders by 300% per year Cherry Increase effectiveness Conexant: ROI in first 6 months with over $3 million in savings through channel solution Renasas: Greatly enhanced distributor experience, full automation of channel sales tracking E-Plus: Administrative costs to be cut 20% within 3 years
  • Rediscover SAP CRM End-to-end Channel Marketing Funding Solution Rediscover SAP CRM End-to-end Channel Marketing Funding Solution Rediscover SAP CRM End-to-end Channel Marketing Funding Solution Fund Checkbook View Channel Manager Home Page Channel Marketing Funds – Performance Dashboard Partner Home Page Initiative Request for Funds SAP is a Leader in the Partner Management tools market – SAP has steadily built out comprehensive functionality in the PM product. Most recently, the company has focused on improving usability and deepening support for strategic business processes as part of the SAP Business Suite. William Band, Forrester Research, The Forrester Wave: Partner Relationship Management Tools, April 2007 “ “ Channel Manager Home Page Channel Marketing Funds – Performance Dashboard Fund Checkbook View Partner Home Page Initiative Request for Funds
  • What’s Next? SAP Can Help You Get There
    • Contact Nives Bauer at 866-374-9307 or [email_address]
    Click HERE to see SAP CRM’s Channel Marketing Funds solution in action – MDF, Co-op and more! Executive Summary Marketing Success Sales Achievement Service Excellence The most anticipated release in years, SAP CRM 2007 represents a dramatic advancement in functionality, quality, and usability. SAP CRM 2007 is easy to use, solves real business problems, and makes the complex simple. Take a closer look at the new product. You won’t be disappointed. THINK YOU KNOW EVERYTHING THERE IS TO KNOW ABOUT SAP CRM? THINK AGAIN. Rediscover SAP CRM Rediscover SAP CRM