Win the In-Store Experience with SAP Hybris Sales Cloud

PUBLIC
Simon Dechent, Global Market Development, SAP Hybris Sales Cloud
October 18, 2017
Win the In-Store Experience with
SAP Hybris Sales Cloud

2PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
The simplified front office
Web In-store/
branch
Contact
center
Digital
goods
Marketplaces Internet of
Things
Social
media
SMS/
notifications
Search
kw/ads
Digital
advertising
E-mail Printing Agent
tools
Mobile
Experience management
Sales and tradeCommerce MarketingService Revenue
Platform, infrastructure, integration
Data management
Customer | product | orders
Microservices
Create | extend | market

Challenges in consumer products industry
28%Lack smart
recommendations to
reduce out of stocks*
25%Lack tools and real-time
information to make
business decisions*
* Source: Barrier to Effective Retail Execution: Consumergoods.com, November 2012
20%Lack visibility to product,
price, promotion, and
placement*
Engage entire path to purchase
Reach consumers across channels
Boost repeat purchases and brand loyalty
Build volume, maximize revenue and
profitability
Maximize overall spend and mitigating lost
sales
Deliver high service levels

Inability to leverage best-
practice business
processes at the retail level
Noncompliant retail stores Inability to monitor
compliance of product
distribution, planograms,
trade promotions
Poor return on brand and
promotion investments
Paper-based and
nonintegrated systems
Incomplete sales decision-
making
Lost revenue and customer
loyalty
“Perfect store execution” challenges

§ Territory planning
§ Survey and priority planning
§ Headquarter route and visit
planning
§ Content and picture
Assignment
§ Driving priorities in store
§ Product/competitor product audit
§ Store/shelf checks
§ Imaging intelligence NEW
§ Promotional activities and documents
§ Managing and installing POSM
§ Orders management (including pricing)
§ Asset check and service
§ Collections
§ Visit summary and next-visit planning
§ Audit analytics
§ Survey results and scoring
metrics
§ Perfect store analytics
Personas:
Sales operations, sales management, key account management (KAM)
Sales representative/merchandiser or KAM
Analytics
Preparation
Execution
Planning § 360-degree store view
§ Order history
§ Visit task and audit preparation
§ Checking past notes and results
§ Checking content and pictures
§ Checking store performance
SAP Hybris Sales Cloud
Retail execution

Success Story - Alfanar
Success Story - Bose US
Success Story - Aryzta
Success Video – Royal Cup
Some customer references

* In a 2017 Forrester Total Economic Impact (TEI) study, Forrester Consulting found that a composite organization, a
company with $1 billion in revenue representing customers interviewed and surveyed, realizes the following benefits when
it invests in in SAP Hybris Cloud for Customer (Sales):
Other benefits:*
§ $4 million increased income
§ 35% improvement in sales team productivity and efficiency
§ 28% increased average deal size
§ 28% reduced IT operations and integration costs
SAP Hybris Cloud for Customer provided 3-year ROI of 437%*

Retail execution vendor
“SAP Hybris [SAP] continues shows
more focus in retail execution than
ever before and the momentum has
followed with an incremental 25,000
users since our last report. We have
not previously found SAP offerings to
be on par with best-of-breed but can
honestly say that such is now the
case.”

Sales operations and
go-to-market
Service technicians
Sales and territory
management
Key account manager
Service management,
service agents, call
center, customer
service
Retail sales
representative and
merchandiser
Different users, one solution

SAP user experience 2.0 and REX outlook

Check route
1.
Store checks
Product audits
Order products
Follow-up
Visit store #1
3.
Prepare visit
Prepare Visit
2.
Repeat same for next
store visit
4.
Store checks
Product audits
Order products
Follow-up
Analysis
5.
This demo shows our
product vision
Visionary demo: A day in the life of a sales rep

Visits and routes
Activity planning
Dynamic surveys
Planogram
check/picture
management
Order managementand
pricing
Promotions (TPM)
Lead-to-quote
management
Advance image recognition
Route optimization
Flexible offline pricing
Voice-based orderentry
Predictive ordering
Promotionsimulation
Retail activity optimization
“Perfectstore” execution
Gamification
Augmented reality
Geo-fencing
Advanced calendar
Transform in-store execution strategy to win at
the shelf
Process flexibility
User productivity
Insight-driven action-ability
Strategy and road map: Field sales – SAP Hybris Cloud for Customer
Foundation: 2013–2016 Enrichment: 2017/2018 Excellence: 2018+
This presentation and SAP‘s strategy and possible f uture dev elopments are subject to change and may be changed by SAP at any time f or any reason without notice. This document is
prov ided without a warranty of any kind, either express or implied, including but not limited to, the implied warranties of merchantability , f itness f or a particular purpose, or non-inf ringement.

Summary
Enabling the “perfect store” with SAP Hybris Sales Cloud
Win at the shelf and around it*
* Winning At and Around the Shelf: The Top 5 Retail Execution Strategies for 2015
Deliver the right products at the right
time at the right price
Maximize revenue through increased
on-shelf availability
Achieve flawless in-store execution
Simplify data, processes, and
decisions to maximize efficiency
Enhance the consumer’s shopping
experience

Contact Information:
Simon Dechent
Global Market Development – SAP Hybris Sales Cloud
simon.dechent@sap.com
+49 151 53858929
Thank You.

Perspectives from analysts
Proven ROI delivered
“SAP Hybris Sales Cloud, by being
a smart second-mover, has jumped
over first-generation SaaS sales
solutions, such as
Salesforce.com and NetSuite,
precisely because SAP originally
designed and built Sales Cloud with
social, mobile, and analytics in
mind.”
Evan Quinn, EMA Research
“SAP continues shows more focus
in retail execution than ever before
and the momentum has followed
with an incremental 25,000 users
since our last report. We have not
previously found SAP offerings to
be on par with best-of-breed but
can honestly say that such is now
the case.”
POI, REX Vendor Panorama
“Our interviews with four existing
customers and subsequent financial
analysis found that a composite
organization based on these
companies experienced risk adjusted
ROI of 655% and benefits in net
present value totaling $2,099,780.”
Forrester TEI Study

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