Faster and Better: A 360 Approach to Customer Profitability


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Faster and Better: A 360 Approach to Customer Profitability

  1. 1. Faster And Better:A 360 Approach to Customer ProfitabilityTom RobertsGlobal Vice President – SAP Ecosystem and Channels
  2. 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. 3. A strong track record of results… High Tech Manufacturing Industrial Products© 2013 SAP AG. All rights reserved. 2
  4. 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. 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. 6. Does faster = more profitable?© 2013 SAP AG. All rights reserved. 6
  7. 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. 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. 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. 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. 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. 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. 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. 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. 15. Where is SAPCo-Innovating?Deeper process integrationand analytics to drive profitApplications on SAP HANAMobile and Cloud solutionsEnabling the 360 Customerreal-time enterprise
  16. 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
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  18. 18. Thank you!Tom RobertsGlobal Vice PresidentSAP Ecosystem and Channels
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