In Atlas Copco group, growth is our Oxygen and innovation is our DNA. SAP Hybris Sales Cloud, enables us to transform to the digital world. With our global program, we managed to rapidly rollout worldwide and to ensure good adoption of “best in class” marketing and sales processes (B2B business). For more information, visit us at: https://www.hybris.com/sales

1. ATLAS COPCO
CLOUD FOR SALES
PROGRAM
10/10/2017, Agnes Debry

2. CONTENT
§ The Atlas Copco Group
§ The Mission
§ Status October 2017
§ Scope and Adoption
§ Conclusion
SAP HYBRIS SALES CLOUD PROGRAM

3. Established 1873 in Stockholm, Sweden
Five focused
business areas
§ Compressor Technique
§ Vacuum Technique
§ Industrial Technique
§ Mining and Rock Excavation Technique
§ Power Technique
Global presence Customers in 180 countries
Employees Close to 45 000 in 90 countries
Revenue1) BSEK 101 (BEUR 11)
Atlas Copco - Facts in brief
3
1) End of December 2016, continuing operations

4. Customers in all industries
4

5. Customers everywhere
5
South America
North America Asia/Australia
8%
Africa/Middle East
24% 29%
Europe
29%
30%
30%
9%
7%
24%
Figures show percent of revenues 2016.

6. Innovative products and service
6

7. THE CHALLENGE IN 2015
Decentralised Innovative Company Scattered system Landscape worldwide
§ ERP
o SAP ECC landscape covering Europe
o > 110 different non SAP ERP systems
§ CRM
o SAP CRM OP in Europe
o 17 sales organisation using Salesforce.com
o > 45 in house developed tool

8. Efficient Way to Market & Sales Process Rapid Rollout Worldwide & standardisation
Ø Ambition over 2 years
Ø 5000 users, over > 100 countries
Ø Direct and Indirect Business
Ø Multi-brand business
OUR MISSION

9. 2015 2016 2017 2018 2019
Pilot Template
(UK, Ireland Nordic)
(on SAP ECC)
Template
Foundation
with C4S
Start Rapid
Rollouts
worldwide
(On SAP ECC,
BPCS & Scala)
Prio1 Prio2
CTP ISIS CRMOP
Prio3
SFDC
Moving from
C4S project mode
to C4S running mode
9
July 1st
C4S Program start
87
Customer Center Live
Target > 200
Customer centers
Live and Happy
Continuous Improvements
Roadmap & Next steps
Oct 2017
SAP HYBRIS SALES CLOUD PROGRAM - HISTORY

10. Status October 2017
10
SAP HYBRIS SALES CLOUD PROGRAM - ROLL-OUT STATUS
§ Program on track
– Scope,
– Schedule,
– Budget,
– Satisfaction in Sales Organisations
§ Live : 87 Sales Org, 1600 active users
§ Planned: +30 Sales org in 2017, +1200 users
+69 Sales org in 2018, +2400 users
§ To Start: +35 Sales org for 2018, +1700 users

11. § Ownership in the CCs.
Local CRM Lead = Business key position.
§ Respect.
Participative Leadership.
§ Program structured with good quality Gates.
CCs taking the bus concept.
§ Standardisation & Alignment = Opportunity.
Organisational Change Management is Key.
OUR VISION TO ROLL OUT

12. – Transparency
– Standardisation
– Efficiency
– Guidance in Adoption
12
SAP HYBRIS SALES CLOUD PROGRAM – THE BENEFITS
Voice of the Customer on benefits

13. OPPORTUNITY ORDERCAMPAIGN LEAD
1 2 3LEAD GENERATION LEAD QUALIFICATION DEAL CLOSURE
QUOTE CUSTOMER
SATISFACTION
SAP Hybris Sales Cloud is the Tool to follow up our Sales Process in an structured way
Action
Plan
SALES PROCESS

15. Leads ç Marketing
Opportunities
Quotes
Product Sales Orders
Sales of Products
Customers and Propects
Leads ç IOT
Opportunities
Quotes
Service Contract
or Service Orders
Sales of Services (aftermarket)
Serial nbr - Equipments
SALES OF PRODUCTS AND SERVICES

16. § Good Training Directory
(Process Movies recordedin CCs)
§ Maturity Levels and Monitoring KPIs
§ Adoption and Efficiency Workshop (Yearly)
With CRM Leads (and BLMs)
§ Improvement Ideas – Collaboration C4S Interact
SAP Quarterly releases – More Functionalities
OUR VISION TO ADOPT AND IMPROVE

17. § SAP Hybris Sales Cloud = Cloud Solution
– Industrialised roll-out worldwide in Atlas Copco Group
– Endorsed by business from various Business Lines
– Interfaced to several legacy ERP systems and third party solutions
– Continuous improvement through collaboration Business and IS/IT (wysiwyg)
§ Enabled thanks to contributionof
– SAP Consulting
– SAP Hybris Customer Succes and Expert Services
– SAP Hybris Product Development
– SAP Cloud Service Center
Yes, we can! even in Multinational Companies
SAP HYBRIS SALES CLOUD PROGRAM - CONCLUSIONS

18. COMMITTED TO
SUSTAINABLE PRODUCTIVITY.