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4. Digital Revolution Drives Business Model Transformation
77% of CEOs in Professional Services
think that their business will be disrupted by Digital Technologies
22% of CEOs
think that Business Model change is the #1 priority
6. Low:
Customer-
individual offering
High:
Standardized
mass offering
Degree of Standardization
Degree of
“Retention”
Low:
Discrete
business
transaction
High:
Recurring
business
transactions
Project Business Product Business
Solution Business Platform Business For each business
model transformation:
• Re-Evaluate
Customer
Engagement
• Re-Evaluate
Service Portfolio and
Delivery Processes
• Re-Evaluate
Workforce Mgmt.
Implementation
Methodology
Infosys: a case for business model transformation
Sneak preview of
Linz/ Müller-Stevens/ Zimmermann (2016):
Leading Business Model Transformation
8. YOUR COMPANY NEEDS TO
TRANSFORM YOUR CLIENT
INTERACTIONS.
YOUR PROCESSES AND SYSTEMS
NEED TO ENABLE GLOBALLY UNIFIED
SOLUTION BUSINESS.
YOUR COMPANY NEEDS TO SCALE UP
FOR VOLUME AND EFFICIENCY.
B2B CLIENTS EXPECT
CONSUMER-LIKE EXPERIENCE.
CLIENTS EXPECT TOTAL,
GLOBALLY CONSISTENT,
SOLUTIONS.
SERVICES ARE GETTING
COMMODITIZED.
Digital transformation
Trends in the Services Market
9. Providing a seamless customer journey for Business Services firms
THE
CUSTOMER
MARKETING
TARGETING AND
PERSONALIZATION
e-COMMERCE SERVICES BILLING
LOYALTY
MANAGEMENT
SALES + SERVICE
(Rental+Plant Hire)
10. SAP HYBRIS MARKETING: END TO END
Merge, match &
enrich
Events &
interactions
Campaign
execution in
all channels
Plan, measure & optimize
Contexts, interests &
predictions
Personalized
targeting &
orchestration
Capturing response
Loyalty data
Market data & events
Sales & service data
Financial data
Industry data
Social media,
mobile, IoT
Extensions
Mobile &
social channel
Digital channel
Personalized
commerce
Interaction center
Lead, opportunity
E-mail, sms, traditional
Extensions
11. FOR MARKETING PROFESSIONALS
CUSTOMER INSIGHT DERIVED
FROM STRUCTURED AND UN-
STRUCTURED DATA
CONTEXTUAL MARKETING
ACROSS CHANNELS
INTEGRATED WITH HYBRIS
– OPEN PLATFORM TO
INTEGRATE WITH PARTNER
SOLUTIONS
12. Providing a seamless customer journey for Business Services firms
THE
CUSTOMER
MARKETING
TARGETING AND
PERSONALIZATION
e-COMMERCE SERVICES BILLING
LOYALTY
MANAGEMENT
SALES + SERVICE
(Rental+Plant Hire)
13. Digitalization and E-Commerce in Professional Services
OPPORTUNITIES
• Consumer-like client experience
•
One view of the client
•
Simplification/streamlining operations –
ONE sales & delivery model
• New business & delivery models enabling
non-linear growth
Extended reach – access to new markets
CHALLENGES
• Consistency and integration of content and
client interaction across channels
• Complexity of B2B Relationships, Services/Solutions,
and Pricing
• Support of Solution & Service Packaging/
Standardization
• Process and IT enablement of new business
and delivery models
• Realization of operational efficiencies
14. Hybris B2B Omnichannel Commerce
B2C caliber client experience and new commercial models
Solution Sales &
BillingFace-to-face
web
mobile
contact center print
social
email
@
digital ads
digital goods
15. HYBRIS COMMERCE: THE OMNI-CHANNEL PLATFORM
WEB CONTENT MANAGEMENT
Efficiently administer and publish content across all channels.
B2B COMMERCE LOGIC
Scalable and rich B2B Commerce
Platform
Self-Service
CPQ
Complex Pricing
Digital Content Services
Business Relevant Information
B2B Org. & Users
REAL-TIME PERSONALIZATION
Create unique and relevant
contextualized experiences
for each Customer
Target or retarget Customer
with relevant messages,
recommendations & next steps
FULLY INTEGRATED PLATFORM
Open API and flexible architecture
Standard out-of-the-box integrations
with hybris Commerce Suite and
other SAP applications
PRODUCT CONTENT &
CATALOG
Consolidate, manage and
structure product content,
information and attributes
Streamlines catalog and
product/service management
through well-structured
user interface
Workflow Management
Pricing
yForm Creation
SINGLE CUSTOMER VIEW
Enriched 360 degree view of the Customer
Process both implicit and explicit behaviors for intent
OMNI-CHANNEL TOUCH POINTS
Offer optimized experiences across
all touch points and channels
Web
Mobile
e-Mail
Live Chat/Call Center
Social Media (Twitter, FB)
16. Example Journey– Complex Services/Solutions
(e.g. Rental Services agreement)
Backend Systems
Omnichannel Customer portals
Master Agreement owner :
manage users, permissions,
budgets, approval workflows
request quotes for master agreement
enhancements/additional services
Assigned users:
view/manage installed base
to track facilities, equipment,
materials, serial numbers and use as a
basis for services
submit and track service requests
request quote, place and track order
under the master agreement
Account Manager:
close Services Master agreement
with national / global account
define included services, solutions &
configuration options
Service Delivery:
deliver requested
services/solutions
manage/respond to support
tickets
Service Delivery:
set up client specific omnichannel
portal with customer design, service
catalog & configuration options
Master agreement owner :
track & control spend
receive invoice
dispute invoice
pay online
Client Service Provider
web
contact
centermobile
Sales:
submit quotes
on request
Backoffice:
rate & bill delivered
services
resolve disputes
collect payments
Users:
submit and track
support tickets
Approval workflow
@
email
17. Hybris - SAP Integration Scenarios
From „Asynchronous“ via “Hybrid” to „Synchronous“
Client interaction through and within hybris.
Orders are created in hybris.
hybris stays independent from SAP back-
end
Transfer of master data for products,
prices, inventory, client (optional) and order
status from SAP ERP to hybris. Transfer of
orders from hybris to SAP ERP.
Integration through asynchronous
communication (iDocs)
Integration method often preferred in B2C
and simple B2B scenarios using price lists
For complex B2B scenarios as well as
with clients who heavily invested in SAP
back-ends (e.g. client specific pricing,
sourcing, credit limit check, …)
Transfer of master data for solutions,
prices and clients from SAP ERP to
hybris.
Integration mainly through synchronous
communication via JCo/RFC
(asynchronous for products)
Client interaction in hybris (catalog,
search, navigation, …). Order creation
directly in SAP ERP backend .
Solutions
asynchronous
communicatio
n
mainly
synchronous
communication
Orders
Prices
Inventory
Clustomers
Solution
Master
Orders
Pricing
Conditions
Customer
Master
Solutions
Solution
Master
Orders
Pricing
Conditions
Customer
Master
Solutions
asynchronous
and synchronous
communication
Orders
Prices
Inventory
Customers
Solution
Master
Orders
Pricing
Conditions
Customer
Master
Client interaction through and within hybris.
Orders are created in hybris
hybris stays independent from SAP back-end
Transfer of master data for solutions, prices,
client and order status from SAP ERP to
hybris. Transfer of orders from hybris to SAP
ERP.
hybris calls SAP back-end synchronously for
real-time data, e.g. client specific pricing
Integration through asynchronous (iDocs)
and synchronous (JCo/RFC) communication
Customers
18. Providing a seamless customer journey for Business Services firms
THE
CUSTOMER
MARKETING
TARGETING AND
PERSONALIZATION
e-COMMERCE SERVICES BILLING
LOYALTY
MANAGEMENT
SALES + SERVICE
(Rental+Plant Hire)
19. Challenges in professional services
For head of sales
Lower proposal request to
delivery cycle time (in days)*
Higher proposal conversion
rate (in %)*
Higher sales achievement as
a percentage of target where
team selling happens
37%
59%
19%
* For top 25% of organizations than average performers
Source: SAP Performance Benchmarking
Manage and leverage relationships to
identify and win new business
Enable everyone in the firm to sell
Provide 360 degree view of every client
Foster and build collaboration
20. TURN insight INTO ACTION
Access to real-time customer analytics and
sales data in the context of accounts and
opportunities to engage and connect with
customers in a personal, relevant way
Comprehensive customizable KPI tiles, reports, and
dashboards
Sophisticated analytics infrastructure
Simplified ad-hoc and custom reports
Deliver intelligence where needed
21. Know your customer
Bring back-office to the front office.
Get back-office information pushed to you in
real-time so that you no longer need to hunt for
pricing, quotes or other order-to-cash
information.
With native SAP ERP and SAP CRM integration
and business application mash-ups, you’re
always effortlessly up-to-speed on your
customers and accounts.
22. Collaborative Bid Management
Engage in collaborative selling, generate successful bids, and execute profitable projects
PROJECT
PLANNING
Create and revise
engagement
budgets
BID ANALYTICS
Analyze previous
bids and resulting
engagements
PIPELINE MGMT
Track real-time
sales performance
with pre-built
dashboards
PURSUIT
Collaborate
with team
members and
sales network
PROJECT
EXECUTION
Review
engagement
results in detail
with plan and
actual data
PROJECT
FORECASTING
Monitor the progress
throughout service
delivery and forecast
outcomes
PROJECT
ANALYTICS
Review and drill into
project results
SAP Cloud for Customer
CLIENT INSIGHT
Manage accounts
& opportunities
and gain a 360-
degree customer
view
SAP Commercial Project Management
80% of profitability is determined at the bid stage and more than half of all projects
do not deliver to plan
23. End-to-end process with SAP Commercial Project Mgmt.
Project
Lifecycle
Client and
Project
Acquisition
Bid Estimation
Resource
Management
Project Setup
and Planning
ProcurementTime and
Expenses
Forecasting
Issue and
Change
Management
WIP, Billing,
Invoicing
Controlling
and Analytics
C4C, SAP CRM
CPM Financial
Planning
SAP MRS
SAP ERP
Concur, SAP
ERP
CPM Financial
Planning
CPM Issue and
Change Mgmt
CPM Workspace
SAP ERP
CPM
Workspace
CPM, SAP ERP
32. Customer Showcase: Equipment Rental Quote to Cash
Quote to Cash Equipment Rental
Business
Administrator
Rental Coordinator
Logistics Call
off
Rental Delivery Rental ReturnQuotation Contract
Cycle
Billing
Final
Billing
Campaign
33. Customer Showcase: Equipment Rental Quote to Cash
Quote to Cash Equipment Rental
Business
Administrator
Rental Coordinator
Logistics Call
off
Rental Delivery Rental ReturnQuotation Contract
Cycle
Billing
Final
Billing
Campaign
34. Customer Showcase: Equipment Rental Quote to Cash
Quote to Cash Equipment Rental
Business
Administrator
Rental Coordinator
Logistics Call
off
Rental Delivery Rental ReturnQuotation Contract
Cycle
Billing
Final
Billing
Campaign
35. Customer Showcase: Equipment Rental Quote to Cash
Quote to Cash Equipment Rental
Business
Administrator
Rental Coordinator
Logistics Call
off
Rental Delivery Rental ReturnQuotation Contract
Cycle
Billing
Final
Billing
Campaign
36. Customer Showcase: Equipment Rental Quote to Cash
Quote to Cash Equipment Rental
Business
Administrator
Rental Coordinator
Logistics Call
off
Rental Delivery Rental ReturnQuotation Contract
Cycle
Billing
Final
Billing
Campaign
37. Customer Showcase: Equipment Rental Quote to Cash
Quote to Cash Equipment Rental
Business
Administrator
Rental Coordinator
Logistics Call
off
Rental Delivery Rental ReturnQuotation Contract
Cycle
Billing
Final
Billing
Campaign
38. Customer Showcase: Equipment Rental Quote to Cash
Quote to Cash Equipment Rental
Business
Administrator
Rental Coordinator
Logistics Call
off
Rental Delivery Rental ReturnQuotation Contract
Cycle
Billing
Final
Billing
Campaign
39. Customer Showcase: Equipment Rental Quote to Cash
Quote to Cash Equipment Rental
Business
Administrator
Rental Coordinator
Logistics Call
off
Rental Delivery Rental ReturnQuotation Contract
Cycle
Billing
Final
Billing
Campaign
40. Customer Showcase: Equipment Rental Quote to Cash
Quote to Cash Equipment Rental
Business
Administrator
Rental Coordinator
Logistics Call
off
Rental Delivery Rental ReturnQuotation Contract
Cycle
Billing
Final
Billing
Campaign
41. Providing a seamless customer journey for Business Services firms
THE
CUSTOMER
MARKETING
TARGETING AND
PERSONALIZATION
e-COMMERCE SERVICES BILLING
LOYALTY
MANAGEMENT
SALES + SERVICE
(Rental+Plant Hire)
42. Rapid Solution Design
CREATE AND EVOLVE YOUR BUSINESS MODEL Cloud Pricing Model
Usage-charge
Lookup event type
Check SLA
Tariff based on Time & Date
If event class is premium
Update usage tracking
Charge a flat fee
Otherwise
Charge a calculated fee
Monthly recurring charge
Check historical usage
Calculate corresponding fee
Solution
Packaging
Quote/
Contract
Mgmt
Usage
Metering
Business
& Pricing
Model
Master
Agreement
Usage
Rating &
Charging
Pre-
Billing
Billing &
Invoicing
Revenue
Mgmt.
“The flexibility and speed at which we could
create and modify price plans was second to
none. It is so user friendly that now even non-
technical financial managers are able to
introduce new tariffs.”
Raphaël Bichon
Project Manager, SFR
43. Accurate Solution Billing
ENSURE ACCURATE and TIMELY BILLING
Combine billing data for services, projects and products
into a single invoice view
Tailor invoices to clients’ requirements
Deliver preliminary invoice for review and approval
Provide informative summaries and details
27% fewer customer complaints when organizations
expand billing and invoicing capabilities to meet
customer needs
Source: SAP Performance Benchmarking
Solution
Packaging
Quote/
Contract
Mgmt
Usage
Metering
Business
& Pricing
Model
Master
Agreement
Usage
Rating &
Charging
Pre-
Billing
Billing &
Invoicing
Revenue
Mgmt.
44. Digitalization of
Services and Solutions
Digitalization of
Talent Network
Digitalization of
Customer Engagement
SAP Hana Cloud Platform
SAP Commercial Project Management
SAP Cloud for Analytics
Digitalization of
Workforce Engagement
Digital Core
SAP Multi Resource Scheduling
Commerce
Billing
SAP Commercial Project Management
SAP CRM
Marketing
46. SAP based Rental Operations – Customer Cases
UK based, equipment rental
SAP Hybris for multi-channel e-commerce
240 Super centres and branches
Atlas Copco (Global), Belgium
SAP SI developed rental solution developed on SAP ERP for sales & service
Atlas Copco equipment is rented globally on SAP
Jungheinrich (Global) Fork-Lift Manufacturer, Germany
Global sales & service subsidiaries running on SAP with extended rental capabilities to manage their
global rental / fleet our-sourcing business.
Atlas Leipzig, Multi-Brand Dealer, Rental Business, Germany
Midsized Regional Rental Business deployed SAP and operates the Rental Business on a Partner
developed Rental Module (Add-On)
2.5 billion Euro
13,000 employees
25 million Euro
Revenue
Approx.
1000 employees
LIFT ONE, Hyster-Yale Rental Business (US) owned by CAT Dealer Carolina CAT
Vertical Rental Integration was built based on SAP ERP
Advanced Rental scenarios such as ‘pay per usage’ have been added by leveraging equipment data
47. Customer Example
hybris Commerce B2C Accelerator
Web, Mobile, Customer Service
UK & Irl, EUR & GBP
Back-end integration
Responsive design
48. Customer Example
SAP ERP & 3rd Party Rental Package
+
Customer Portal Platform
Developed by H&E Equipment
+
Rental Yard Management
Control Room using Telematics,
Logistic Integration etc.
52. Not just a system issue…. customer engagement issue
Siloes of customer Interaction….
-Customer Interaction - Sales teams don’t know what
other teams are doing with same customer
-Customer Satisfaction – not aware of negative or
positive situations
-Customer Engagement – no consistency, no single view
53. SAP-Project Vision Statement:
The SAP Project will enable Cintas to improve key business processes, better
service customers, increase profitability, enhance operational visibility, and
establish a platform for global expansion.
Cintas - Single view of the Customer
Customer - Single view of Cintas
Consolidation of multiple, aging systems
Reliable, accurate, real-time data that will improve our decision making
Fewer manual processes and less rekeying of data
Minimized manual reconciliation efforts
Integrated global supply chain visibility
Foreign and US import/export customs compliance
International expansion capabilities
61. Market view & motivation.
The price and profits of classical IT
and TC
services and solutions are decreasing
Consumer and business customers
inquires more and more ICT products,
solutions and services
New ICT services – e. g. smart
metering – allows ICT companies to
enter new market segments and it is
also the chance to increase the profit
New ICT business and market models
– e. g. Cloud, SaaS, smart metering –
requires a pay-per-used billing and an
automated bulk processing
Source TM-Forum:“Successful Business and Cultural
Transformation“
13th September 2012 62SAP Customer Reference Day "Consume-to-cash"
66. Business Benefits
Key value drivers enabled by SAP Hybris Solutions for Customer Engagement & Commerce
SAP CEC Solutions
Supporting non-linear growth Streamlining Sol. Sales and Billing Strategic Benefits
Increase sales via online
channels
Up to 38%
Reduce Time-to-Market
for new packaged offerings
Up to 40%
Higher bid conversion rate
Up to 37%*
Improved
Customer Retention
Simplify processes
by up to 34%
Reduce
time and cost to create invoices
Up to 74%
Reduce
the number of bill disputes
Up to 25%
Reduce DSO
due to accurate & timely billing
Up to 27%
Lower IT expenditures
(as a % of revenue) with a
consolidated single solution and
platform landscape
Up to 28%
Using standard solution
with guaranteed maintenance by
SAP
Enables business services
companies to scale
and drive business growth
Source: SAP performance benchmarking, internal analysis and customer engagement data
* For top 25% of organizations than average performers
67. THANK YOU!
Feel free to connect with us at:
http://scn.sap.com/community/professional-services
Matthias.Barth@sap.com
https://de.linkedin.com/in/matthias-barth
69. The Digital Marketing Process
Intelligence
through Predictive
Analytics
Personalized
targeting &
orchestration
Explore &
gain insights
Events & interactions
from all channels
Campaign execution
in all channels
Plan, measure & optimize
Market data & events
Sales & service data
Financial data
Big data industry
Social media, web E-mail, sms, traditional
Lead, opportunity
Interaction center
Personalized commerce
Digital & social channel
Capturing response
70. SAP hybris Marketing – PRODUCT VIEW
3rd Party
Applications
(for data & execution)
SAP hybris MARKETING
SAP Applications
* basics available ** roadmap
Acquisition* Conversion Retention**
Insights
Segmentation
Planning
Recommendation
Orchestration**
Batch & Events
Social providers
Mobile providers
Email Engines
Ad Providers
hybris Commerce
SAP ERP
SAP Sales
SAP Service
Marketing Data Management
Batch & Events
71. Deep domain experience in each of the 25 industries and 11 lines of
business
Human Capital
Management
LinesofBusiness
Industries
Customer Engagement
& Commerce
Procurement
Finance
Extended Supply Chain1
Technology
Telco
PublicServices
FinancialService
Media,Sports&Entertainment
Healthcare
Consumer
Energy&NaturalResources
DiscreteIndustries
Services
1 Supply Chain, Logistics, Engineering/R&D, Manufacturing, Asset Management and Sustainability solutions
72. Industrial Machinery & Components
Our Industry Expertise Helps Companies Run Better
75%
of our customers are
small and midsized businesses
Large 25%
Midsized 34%
Small 41%
Large Enterprises: > 2.500 employees | > USD 1B in revenue
Midsized Enterprises: 100 - 2.500 employees | USD 50m – 1000m in revenue
Small Enterprises: > 100 employees | < USD 50m in revenue
Not just for the “big guys”
73. The digital economy is transforming business functions and
industries
Customer Engagement
Business Networks &
Supply Chain
Product Development &
Operations
Finance
HR & Communication
Transforming
Business Models
Digital Core
74. Discrete Industries
Key Facts
4 Industries
Our Vision
Facts
1 Source Analysis of Forbes Global 2000 rankings and SAP customer database, June 2013
97%
of 2013 Forbes Global
2000 Discrete Industries
Companies are SAP
customers1
37.000
customers worldwide in all market
segments
~3 B€
annual revenue
High Tech
Industrial Machinery and
Components
Automotive
Aerospace
and Defense
We help discrete industries to run, grow
and transform their business networks to
better serve their customers in a digitized
world.
text text
text text
75. An integrated multi-channel customer
experience
A complete sales solution powered by SAP and hybris
•Sales Front Office
•SAP Cloud for Customer/Mobile, SAP CRM
hybris E-Commerce: Customer, Dealer Portal Internal Sales
XML/EDIPC Mobile
Back Office (sales, finance, asset management)
SAP ERP
Analytics & Big Data
SAP HANA
Print
Catalog
Web
Shop
Mobile
Shop Call Center Marketplaces
Product Content Management
B2B Commerce Logic
Order Orchestration
Platform
Travel
Procurement
Asset
Labour
Networks
POS
76. Trends in the Professional Services Market
YOUR COMPANY NEEDS TO
TRANSFORM YOUR CLIENT
INTERACTIONS.
YOUR PROCESSES AND SYSTEMS
NEED TO ENABLE GLOBALLY UNIFIED
SOLUTION BUSINESS.
YOUR COMPANY NEEDS TO SCALE UP
FOR VOLUME AND EFFICIENCY.
B2B CLIENTS EXPECT
CONSUMER-LIKE EXPERIENCE.
CLIENTS EXPECT TOTAL,
GLOBALLY CONSISTENT,
SOLUTIONS.
SERVICES ARE GETTING
COMMODITIZED.
Digital transformation
77. Example Journey– Simple Services/Solutions
(e.g. Tax consulting service, Cloud Service with simple, non-usage based pricing)
Backend Systems
Omnichannel Customer portals
Decision maker:
Find and evaluate solution
Chose option(s) and purchase or
request quote
Solution Management:
Define package and
price solution
Service Delivery:
deliver requested
services/solutions
manage/respond to support
tickets
Solution Management:
set up solution & options
in webshop
Decision maker:
receive invoice
dispute invoice
pay online with payment card
Sales:
Submit quotes on request
Backoffice:
bill delivered services
resolve disputes
collect payments
Users:
submit and track
support tickets
web
contact
centermobile
@
email
Client Service Provider
78. Solution Landscape – Simple/Standardized
services/solutions
SAP Flexible
Solution
Billing
SAP ERP
SAP Cloud
for Service
hybris
SAP Cloud for
Sales
Solution Design
Packaging, pricing
Solution Sales
Quote, Contract & Order
management
Service Delivery Solution Billing
Omnichannel-commerce
Content & Data Management
Customer Experience Management
Entitlement Mgt & Metering
Service Ticket submission
Spend control
Online Invoice Presentment
Online Solution Configuration
Quote negotiation
Self-Service Contract, Renewal
& Order Mgt
Self-Service Organization
Management
Catalog management
79. Everything is Turning Digital
In the Professional Services Market
Source: tbd
of B2B buyers would
primarily make business
purchases
online if given the
option
of companies who have
adopted
E-Commerce found that
it has fundamentally
changed the way clients
interact with them
of companies have
articulated that
digital transformation
will become critical to
their organizations
within the next two
years
88% 62% 30%
80. Selling and managing projects with
SAP Commercial Project Management
Monitor & ControlExecutePlanInitiate / Sell
SAP Business Suite / S/4HANA
Opportunity Management, Contract Management,
Billing, Project Structuring, Procurement, etc.
ERP PS ERP SD ERP MM …
3rd party
scheduling
Primavera, MS Project
SAP EPC
Project Cost and
Revenue Planning
Project Issue and Change
Management
Project Workspace
optional
81. MOBILITY
Complete mobile apps,no extra cost
Support for iPad, iPhone, Apple Watch
and Android & Windows devices
Business Card Scanner
Seamless UX with On-line
Real-time, scalable, powered by SAP HANA
Simplified enhancement tools for power users
Easily extended for tailored UX and business processes
PLATFORM
SELL SMARTER WITH
SAP CLOUD FOR SALES
REAL-TIME ANALYTICS
Dashboards, ad-hoc reports, forecasting
Inclusive of front and back-office data
Mash-ups with SAP BW & Business Objects
Custom dashboards, KPIs, and reports
ACCOUNT MANAGEMENT
& INTELLIGENCE
Fast Account & Contact Updates
360 Customer Intelligence
OPPORTUNITY MANAGEMENT & INSIGHT
• Easy Lead, Opportunity, Activity, and Visit Mngt
• Guided selling, tailored sales methodology
Competitor insight, Partner Management
COLLABORATION & SOCIAL
Feeds, Followers and @mentions
Internal, Customers, Partners
Deal Sites
Social Selling
INTEGRATION
Pre-built integration to SAP ERP & CRM, SAP
JAM, InsideView, D&B 360, Xactly & more
Mashups with most other apps
GROUPWARE INTEGRATION
Full-Featured support for MS Outlook ,
Google Gmail and Lotus Notes, Server
side via Riva (e.g. Office 365)
Quote & Order Management
• Integrated pricing and transactional
document creation with SAP ERP
or CRM
• CPQ through partners
• Productivity & Personalization
• Flags
• Tags
• Shelf
• Field
• Extensions
• Workflow
• Map Views
• Graphical Views
• Quick Creates
82. TURN insight INTO ACTION
WITH PREDICTIVE ANALYTICS
Dynamic Playbook
Get the right products, people and partners to maximize
chance of winning the deal
Deal Finder
Discover new leads and uncover new opportunities with
existing accounts
83. TURN insight INTO ACTION
Access to real-time customer analytics and
sales data in the context of accounts and
opportunities to engage and connect with
customers in a personal, relevant way
Comprehensive customizable KPI tiles, reports, and
dashboards
Sophisticated analytics infrastructure
Simplified ad-hoc and custom reports
Deliver intelligence where needed
84. TURN insight INTO ACTION
WITH PREDICTIVE ANALYTICS
Dynamic Playbook
Get the right products, people and partners to maximize
chance of winning the deal
Deal Finder
Discover new leads and uncover new opportunities with
existing accounts
85. MORE TIME SELLING – LESS ADMIN
Get the information you need, when you need it
Modern SFA solution to manage and automate
complex business processes and accelerate
productivity ensuring all customer interactions
Personalize your experience and get quick access
to the information you need
Built-in social collaboration and productivity
applications keeps all conversations in one place
and no double data entry
86. Know your customer
Bring back-office to the front office.
Get back-office information pushed to you in
real-time so that you no longer need to hunt for
pricing, quotes or other order-to-cash
information.
With native SAP ERP and SAP CRM integration
and business application mash-ups, you’re
always effortlessly up-to-speed on your
customers and accounts.
88. 30,000 Partners
8th L A R G E S T F L E E T I N T H E U N I T E D S T A T E S
Corporate
Headquarters:
Cincinnati,
Ohio
89.
90. Built for Desktop Mobile First
Multi Channel Omnichannel
Front Office Only Front & Back Office
Predicting the Future in
Real-time
Reporting on the Past
Blending Physical & DigitalSeparating Physical & Digital
FROM CRM TO CEC – A PARADIGM SHIFT
Sales, Service, Marketing
“Automation”
Marketing + Sales + Commerce
+ Service