Successfully manage your business model transformation

Successfully
manage business
model transformation
Matthias Barth,
Solution Director Professional Services Industry
Markus Krabel, Solution Director
Industrial Machinery & Components
June 22, 2016

Disclaimer
The information in this presentation is confidential and proprietary to SAP and may not be disclosed without the permission of SAP. Except for
your obligation to protect confidential information, this presentation is not subject to your license agreement or any other service or subscription
agreement with SAP. SAP has no obligation to pursue any course of business outlined in this presentation or any related document, or to develop
or release any functionality mentioned therein.
This presentation, or any related document and SAP's strategy and possible future developments, products and or platforms directions and
functionality are all subject to change and may be changed by SAP at any time for any reason without notice. The information in this presentation
is not a commitment, promise or legal obligation to deliver any material, code or functionality. This presentation is provided without a warranty of
any kind, either express or implied, including but not limited to, the implied warranties of merchantability, fitness for a particular purpose, or non-
infringement. This presentation is for informational purposes and may not be incorporated into a contract. SAP assumes no responsibility for errors
or omissions in this presentation, except if such damages were caused by SAP’s intentional or gross negligence.
All forward-looking statements are subject to various risks and uncertainties that could cause actual results to differ materially from expectations.
Readers are cautioned not to place undue reliance on these forward-looking statements, which speak only as of their dates, and they should not
be relied upon in making purchasing decisions.

Agenda
 Industry Trends
 Solution Overview
 Customer Examples
 Benefits

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

To compete, you need to
reimagine your business
models.

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

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

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)

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

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

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

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

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)

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

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

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

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

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.

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

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

Demo:
Demand Side:
Collaborative Bid
Management

Customer Showcase: Equipment Rental Quote to Cash
Quote to Cash Equipment Rental
Event / Customer Operate & Pay Call off Drop PayRequest Confirm Receive
Business
Administrator
Rental Coordinator
Logistics Call
off
Rental
Delivery
Rental ReturnQuotation Contract
Cycle
Billing
Final
Billing
Campaign

Quote to Cash Equipment Rental
Business
Administrator
Rental Coordinator
Logistics Call
off
Rental Delivery Rental ReturnQuotation Contract
Cycle
Billing
Final
Billing
Campaign

CategoryGroup
Product Line Excavators
300
301
302
302.4D 302.2D 302.7D
Make+Model
Serialnr:
1xxxxx92
Serialnr:
1xxxxx93
Serialnr:
1xxxxx94
Equipment
302.4D 302.4D 302.4D
Equipment Structure
Compactors Dozers

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

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.

Digitalization of
Services and Solutions
Digitalization of
Talent Network
Digitalization of
Customer Engagement
SAP Hana Cloud Platform
SAP Cloud for Analytics
Digitalization of
Workforce Engagement
Digital Core
SAP Multi Resource Scheduling
Commerce
Billing
SAP CRM
Marketing

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

Customer Example
hybris Commerce B2C Accelerator
Web, Mobile, Customer Service
UK & Irl, EUR & GBP
Back-end integration
Responsive design

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.

Uniform Rental
- Pickup
- Delivery
- Laundry
- Repair/Replacement

Uniform Services
- Image
- Identification
- Protection
- Sanitation
- Safety
- Morale

Facility Services
• Tile and
Carpet
Cleaning
• Mat Rental
• Restroom Cleaning &
Supply

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

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

Future Digital Platform
Cintas eCommerce & eService Hybris Platform
Direct Sales & Strategic
Markets (DSSM)
eCommerce
eService
Rental
eCommerce
Launch Soon! 4th Quarter 2016 4th Quarter 2016

Connecting Customers & Cintas
eService
Today:
• 6,200 Drivers (Legacy Mobile Devices)
• Manual Communications
Future:
• Updated Mobile Device – process requests on-site; quality & consistency
• eService Portal – customer self-service

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"

Order
Place-
ment
Charging
(Guiding/
Rating)
Service
Receptio
n
Generating
Invoice
Details
Close
Contract
Implement
Contract
Design
Solution
Qualify
Opportunity
Scope
Opportunity
Create
Proposal
Bill
Calculation &
Presentment
Request to Offer / Contract Order / Usage to Cash
Configuration &
Calculation
Solution
Design Offering
Catalogue
Customer
Specific
Catalogues
Conf. & Calc Platform
SalSA (SAP CRM)
Account
Management
Strategic Selling Opportunity
Management
Complaint
Management
Customer
Data
Marketing /
Campaigns
Bid Management
Customer
Request
Customer
Contract
IV. Future prospects.
Set up of an „end-to-end“ application chain supporting „lead-
to-cash“.
Customer self care
Customer shop Customer
Catalog
Customer
Inventory
Customer Portal / Shop
Order, charging & accounting
Customer Order
Management InvoicingCharging / Rating
Contract
Data
Customer
Order
Invoice
27.06.2016 63SAP Reference -internal use-

64© 2015 SAP AG or an SAP affiliate company. All rights reserved.
TAKING ADVANTAGE OF
HYBRID CLOUD
OBJECTIVE SOLUTION
• SAP Cloud for Sales
• SAP CRM
• Enable collaboration across an
organization of more than 65,000
client partners
• Know the customer’s interest to
better engage with them
• Ensure success rate of winning
deals
• Hybrid approach to cloud and on-premise leverages existing investments
and meets local data and security requirements
• Enhanced real time reporting tailored to accounts, client engagements and
targeted customers
• Improved and streamlined process improvement across sales and
marketing provides improved customer service
BENEFITS

65© 2015 SAP AG or an SAP affiliate company. All rights reserved.
Empowering Field Sales
with Real-Time Insights
OBJECTIVE SOLUTION
BENEFITS
SAP Cloud for Sales
(integration with SAP CRM)
• Increase in customer engagement by identifying additional
opportunities within each account
• Mobile and real-time access that provides complete customer
information so sales can engage more effectively
• Complete visibility of sales opportunities, providing greater
transparency into the business <VIDEO> :47
• Providing the right
information at the right time
to the right customer at the
right price

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

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

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

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

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

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”

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

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

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

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

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

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

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%

Selling and managing projects with
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

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

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

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

Cintas Services
OVER 420B U S I N E S S L O C A T I O N S
1,000,000
CUSTOMERS

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

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

Successfully manage your business model transformation

More Related Content

What's hot

Similar to Successfully manage your business model transformation

Recently uploaded

Successfully manage your business model transformation