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Faster and Better: A 360 Approach to Customer Profitability
Faster and Better: A 360 Approach to Customer Profitability
Faster and Better: A 360 Approach to Customer Profitability
Faster and Better: A 360 Approach to Customer Profitability
Faster and Better: A 360 Approach to Customer Profitability
Faster and Better: A 360 Approach to Customer Profitability
Faster and Better: A 360 Approach to Customer Profitability
Faster and Better: A 360 Approach to Customer Profitability
Faster and Better: A 360 Approach to Customer Profitability
Faster and Better: A 360 Approach to Customer Profitability
Faster and Better: A 360 Approach to Customer Profitability
Faster and Better: A 360 Approach to Customer Profitability
Faster and Better: A 360 Approach to Customer Profitability
Faster and Better: A 360 Approach to Customer Profitability
Faster and Better: A 360 Approach to Customer Profitability
Faster and Better: A 360 Approach to Customer Profitability
Faster and Better: A 360 Approach to Customer Profitability
Faster and Better: A 360 Approach to Customer Profitability
Faster and Better: A 360 Approach to Customer Profitability
Faster and Better: A 360 Approach to Customer Profitability
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Faster and Better: A 360 Approach to Customer Profitability

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  • Assumptions: Global GDP is about $60 Trillionabout 60% of that amount is relevant for LE/ME businessesAbout 60% of the above is estimated to run through SAP software (based on SAP install base)Return on Sales of 5% applied to the above – representing total opportunityNote 1 customer has talked about $1B in ROI to date. Assume 1,000 customers could achieve this over a 5 year period??
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    • 1. Faster And Better:A 360 Approach to Customer ProfitabilityTom RobertsGlobal Vice President – SAP Ecosystem and Channels
    • 2. Why SAP and Vendavo? $500,000,000,000 Estimated impact SAP Price and Margin Management by Vendavo could have for our customers…© 2013 SAP AG. All rights reserved. 1
    • 3. A strong track record of results… High Tech Manufacturing Industrial Products© 2013 SAP AG. All rights reserved. 2
    • 4. … and we’re just getting started• Over 70 joint customers with many repeat purchases across business units and regions• Globally implemented across all 5 SAP regions• Estimated $200B in revenue under management• 1-3% of revenue in proven potential profit Increase © 2013 SAP AG. All rights reserved. 3
    • 5. HELLOWelcome to faster… My Name Is… FASTER 1990 2000 2010 MemoPay Phone Cell Email Library Laptop and Internet Smart Devices & New User PC Experiences© 2013 SAP AG. All rights reserved. 5
    • 6. Does faster = more profitable?© 2013 SAP AG. All rights reserved. 6
    • 7. Ask your salespeople… Sales cycles are getting longer Customers are better informed than me My deals are getting far more competitive Need to improve My clients are talking to customer one another via LinkedIn What products are loyalty about our company best for my deal? Need to reduce My territory has cost of sale been expandedWhere did I file Who are my most Need expertthat proposal? profitable clients? support on this deal? Need to be able to provide more Leanaccurate forecasting Management Which deck Should I use?
    • 8. Did you know Over 40% of salespeople fail to hit quota ? 30% of salespeople turnover each year on average 65% of a salesperson’s time is spent not selling 30 hours are spent searching for or creating their own sales materials Source: Forrester & IDC© 2013 SAP AG. All rights reserved. 8
    • 9. … or look at your data! • What you don’t know CAN hurt you Profitable Transactions • 100% of the last 30 customers evaluated wereMargin % surprised by their high number of negative margin Unprofitable transactions Transactions • This is why Dashboards and Analytics is a great place to start for fast ROI Source: Vendavo Sample Case Study Invoiced Price© 2013 SAP AG. All rights reserved. 9
    • 10. The Bottom Line is the Bottom Line!Big Data & Integrated Embedded Analytics Processes & Mobility (Faster) More Profitable (Better)• Every organization has or should have margin improvement goals• Now is the time to make the most out of your SAP investments© 2013 SAP AG. All rights reserved. 10
    • 11. AT A GLANCE The best practice model is based upon having an ERP system with Objective customer structured data to use Developed a data driven customer in the stratification. That was stratification model to drive profitability and leverage best practices perfect for us because it would allow us to further leverage our SAP Solution Co-innovated with SAP to develop SAP investment to improve profitability. customer value intelligence Benefits John Mansfield, Vice President , Business Development, Graybar Increased profitability and more successful customer management© 2013 SAP AG. All rights reserved. 11
    • 12. SAP Offers a 360 Approach to Drive Customer Profitability Sell Better Service Better Market Better Engage Consumers Better Powered by SAP HANACustomer profitability Provide service reps and React quickly to changing Enrich the customerinsights at your finger tips customers with a 360 market dynamics experience through degree view across all mobile and socialTimely and accurate channels Deliver contextually interactiondecisions with real-time relevant campaigns andcustomer and product Collaborate to solve programs to a targeted Engage customers with in-analysis complex cases, perform audience – “target to the context, personalized preventative activities and signal, not the noise” offersPositively impact drive revenuepipeline, revenue and opportunities Build sticky customerdemand management loyalty © 2013 SAP AG. All rights reserved. 12
    • 13. SAP Price and Margin Management is a key part ofthe 360 Customer Solution• Deliver intelligent profitable quotes directly in sales quoting process• Boost price realization by empowering confident negotiations• Close more profitable deals with clear insight to targets, terms, and escalating approvals Faster deals + Better win rates+ Higher revenue & margin© 2013 SAP AG. All rights reserved. 13
    • 14. Delivering Pricing & Customer Insight at theMoment of Truth “Sell Better” no matter where you are in your SAP adoption lifecycle© 2013 SAP AG. All rights reserved. 14
    • 15. Where is SAPCo-Innovating?Deeper process integrationand analytics to drive profitApplications on SAP HANAMobile and Cloud solutionsEnabling the 360 Customerreal-time enterprise
    • 16. SummaryIn a world of “Faster” every companyshould have margin improvement as aCxO prioritySAP Price and Margin Management byVendavo is SAP’s solution for the B2BspaceOur 8-year partnership is deliveringtremendous ROI across multipleindustriesYou can benefit today no matter whereyou are in your SAP adoption cycle
    • 17. ?
    • 18. Thank you!Tom RobertsGlobal Vice PresidentSAP Ecosystem and Channels
    • 19. © 2013 SAP AG. All rights reservedNo part of this publication may be reproduced or transmitted in any form or for any purpose Business Objects and the Business Objects logo, BusinessObjects, Crystal Reports, Crystalwithout the express permission of SAP AG. The information contained herein may be Decisions, Web Intelligence, Xcelsius, and other Business Objects products and serviceschanged without prior notice. mentioned herein as well as their respective logos are trademarks or registered trademarks of Business Objects Software Ltd. Business Objects is an SAP company.Some software products marketed by SAP AG and its distributors contain proprietarysoftware components of other software vendors. Sybase and Adaptive Server, iAnywhere, Sybase 365, SQL Anywhere, and other Sybase products and services mentioned herein as well as their respective logos are trademarks orMicrosoft, Windows, Excel, Outlook, and PowerPoint are registered trademarks of Microsoft registered trademarks of Sybase, Inc. Sybase is an SAP company.Corporation.IBM, DB2, DB2 Universal Database, System i, System i5, System p, System p5, System x, All other product and service names mentioned are the trademarks of their respectiveSystem z, System z10, System z9, z10, z9, iSeries, pSeries, xSeries, zSeries, eServer, companies. Data contained in this document serves informational purposes only. Nationalz/VM, z/OS, i5/OS, S/390, OS/390, OS/400, AS/400, S/390 Parallel Enterprise Server, product specifications may vary.PowerVM, Power Architecture, POWER6+, POWER6, POWER5+, POWER5, POWER, The information in this document is proprietary to SAP. No part of this document may beOpenPower, PowerPC, BatchPipes, BladeCenter, System Storage, GPFS, HACMP, reproduced, copied, or transmitted in any form or for any purpose without the express priorRETAIN, DB2 Connect, RACF, Redbooks, OS/2, Parallel Sysplex, MVS/ESA, AIX, written permission of SAP AG.Intelligent Miner, WebSphere, Netfinity, Tivoli and Informix are trademarks or registered This document is a preliminary version and not subject to your license agreement or anytrademarks of IBM Corporation. other agreement with SAP. This document contains only intended strategies, developments,Linux is the registered trademark of Linus Torvalds in the U.S. and other countries. and functionalities of the SAP® product and is not intended to be binding upon SAP to any particular course of business, product strategy, and/or development. Please note that thisAdobe, the Adobe logo, Acrobat, PostScript, and Reader are either trademarks or document is subject to change and may be changed by SAP at any time without notice.registered trademarks of Adobe Systems Incorporated in the United States and/or othercountries. SAP assumes no responsibility for errors or omissions in this document. SAP does notOracle is a registered trademark of Oracle Corporation. warrant the accuracy or completeness of the information, text, graphics, links, or other items contained within this material. This document is provided without a warranty of any kind,UNIX, X/Open, OSF/1, and Motif are registered trademarks of the Open Group. either express or implied, including but not limited to the implied warranties ofCitrix, ICA, Program Neighborhood, MetaFrame, WinFrame, VideoFrame, and MultiWin are merchantability, fitness for a particular purpose, or non-infringement.trademarks or registered trademarks of Citrix Systems, Inc. SAP shall have no liability for damages of any kind including without limitation direct,HTML, XML, XHTML and W3C are trademarks or registered trademarks of W3C®, World special, indirect, or consequential damages that may result from the use of these materials.Wide Web Consortium, Massachusetts Institute of Technology. This limitation shall not apply in cases of intent or gross negligence.Java is a registered trademark of Sun Microsystems, Inc. The statutory liability for personal injury and defective products is not affected. SAP has no control over the information that you may access through the use of hot links contained inJavaScript is a registered trademark of Sun Microsystems, Inc., used under license for these materials and does not endorse your use of third-party Web pages nor provide anytechnology invented and implemented by Netscape. warranty whatsoever relating to third-party Web pages.SAP, R/3, SAP NetWeaver, Duet, PartnerEdge, ByDesign, SAP BusinessObjects Explorer,StreamWork, and other SAP products and services mentioned herein as well as theirrespective logos are trademarks or registered trademarks of SAP AG in Germany and othercountries. © 2013 SAP AG. All rights reserved. 19

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