Sales Planning Detailed View. SAP Enhancement Package 1 for SAP CRM 7.0 CRM Sales - SFA
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1 Sales Planning Detailed View SAP Enhancement Package 1 for SAP CRM 7.0 CRM Sales - SFA
2 Table of Contents 1. Overview of Sales Planning 2. Key Features of Sales Planning 3. Architecture 4. Further Information SAP 2009 / Page 2
3 SAP CRM Sales Planning Benefits SAP CRM Sales Planning provides your sales teams with accessible planning information and tools for accurate sales predictions and realistic goal setting. You benefit from: Best-practice expertise in bottom-up/top-down planning Hierarchical and collaborative planning Ready-to-go business content Planning analytics and rolling sales forecasts Tools such as: Planning simulation Review management Planning work lists SAP 2009 / Page 3
4 SAP CRM Sales Planning CRM Sales Planning enables sales managers to: Enter sales targets at any required dimension, such as: Territory Customer or customer group Product or product category Time (monthly, quarterly, or annually) Benefit from aggregated information from account or opportunity planning Automatically distribute sales targets to sales executives Use a wide range of planning-related analytics to improve accuracy of predictions and forecasts Analyze customer profitability Work with rolling forecasts for constant adjustment of the sales plan Optimize communication between sales and production teams SAP 2009 / Page 4
5 Plan and Communicate Your Sales Targets Plan your targets using multiple dimensions and key figures Communicate your targets to the entire field using offline account & opportunity planning Use advanced planning methods and layouts to distribute and refine your targets Use a common planning platform to integrate and consolidate your sales plan with marketing plans and service plans SAP 2009 / Page 5
6 Sales Planning and the Sales Management Cycle Strategic planning for sales and marketing Objectives (what, where, to whom) Goals (market share, profit, revenue) Strategy (leadership, market penetration) Operational Demand forecasts Resources Sales tasks (what, where, to whom) Sales processes (how to sell) Key account management Territory management Sales analytics Sales Leads Activities Opportunities Quotations Orders Contracts SAP 2009 / Page 6
7 Business Scenarios Roles Strategic Planner The Strategic Planner observes the market and competitive trends to identify sales potential. Formulating transparent strategies and communicating them within the entire enterprise are the primary goals. Sales Manager Sales Managers are responsible for managing a team of sales employees and ensuring that the team meets their sales targets. They translate strategies into operational targets and budgets for the team, monitor and analyze sales performance, and thereby conduct performance reviews at team and Sales Representative level. Sales Representative Sales representatives are responsible for maintaining customer relations and selling products and services. They plan and forecast sales for their area of responsibility based upon their Accounts, Products, Territories, etc. and have to meet their given sales targets. Sales representatives need operational data and transactional applications to analyze sales success and pipeline. SAP 2009 / Page 7
8 Business Scenario Global Target Setter Organizational Structure Sales Manager Sales Organization USA East Sales Organization USA West Sales Employee Sales Office Sales Office Sales Office Sales Office New England Mid-Atlantic California Colorado SAP 2009 / Page 8
9 Planning on Hierarchical Structures Organization Sales Organization Sales Organization Product Category Sales Office Sales Office Sales Office Product Main Group Product Main Group Product Group Product Group Product Group Product Group Business Partner Bpartner Group Bpartner Group Sold to Sold to Sold to SAP 2009 / Page 9
10 Planning Process Control: Top-Down, Bottom- Up & Counter Current Process Planning Top-Down: Aligning Performance & Activity Metrics with Corporate Goals Executive Sales Manager Sales Representative Enterprise Profitability Market Share by Business Unit by Quarter Sales Unit Revenue Wallet Share of Customers by Region by Month Regional Sales Revenue Sales Activities by Customer by Product Executive Sales Manager Sales Representative Bottom-up: Aligning Performance & Activity Metrics with Demand SAP 2009 / Page 10
11 Integrated Sales Planning To improve sales and accuracy, sales planning must be integrated with other processes across your organization. Integrated Planning Coordinated marketing, sales, and service plans Closer integration with the supply chain to prevent hiccups in production Improved Use of Analytics Leverage analytics to gain optimum understanding Gain insight into the past and accurately predict the future Automated Top-Down and Bottom-Up Planning Distribution of sales targets to the field Aggregation of account and opportunity plans for strategic planning Automated follow-up activities for review and adjustment SAP 2009 / Page 11
12 Table of Contents 1. Overview of Sales Planning 2. Key Features of Sales Planning 3. Architecture 4. Further Information SAP 2009 / Page 12
13 Features of Sales Planning Sales Plans Planning layouts Sales managers plan targets broken down by product, territory, or customer. Plans can contain pre filled information from past revenue, forecast sales for the current year, or known costs. Planning tools automatically calculate total profits, costs, and contribution margin. Sales managers can use work lists and status tracking to manage planning at different levels. Planning at different dimensions Plans for different regions Easy entry of key figures Automatically calculated totals SAP 2009 / Page 13
14 Loosely Integrated Planning Application in SAP CRM SAP 2009 / Page 14
15 Features of Sales Planning Plan Versions Global Target Planner Sales Manager Sales Employee SAP 2009 / Page 15
16 Sales Planning Plan / Actual Analyses Plan/Actual Analyses Enable sales teams to review their progress in achieving sales targets Can be used to alert sales managers if there is a revenue shortfall against the target Provide source information for basis of future plans Comparison of sales targets, expected sales revenue from opportunities and actual sales revenue in one view Easy toggle between figures by customer, sales organization or region Pre-defined alert if expected sales revenue falls below a certain threshold SAP 2009 / Page 16
17 Features of Sales Planning Embedded Planning Embedded Planning enables users to access types of sales plans as part of their operational tasks SAP CRM contains: Opportunity planning Account planning Opportunity Planning enables sales executives to plan and monitor large sales projects in detail. Account Planning enables account executives to plan revenue, volume, and trade spends in detail by account. Information from opportunity and account planning can be aggregated upwards for inclusion in the overall sales plan. SAP 2009 / Page 17
18 Table of Contents 1. Overview of Sales Planning 2. Key Features of Sales Planning 3. Architecture 4. Further Information SAP 2009 / Page 18
19 Sales Planning Integration Between BW-BPS and CRM CRM Sales Planning provides access to all BW-BPS planning layouts, tools, and functions on the CRM server. Planning, budgeting, and forecasting are combined with monitoring and analysis functions in one software package. Specific features of BW-BPS include: Top-down planning and bottom-up contribution with a rich set of planning functions A planning framework that lets you create and maintain planning models A user interface for manual planning and analysis Tools for process control (such as status tracking and monitoring) SAP 2009 / Page 19
20 Sales Planning Architecture SAP Enterprise Portal SAP BW BPS SAP CRM Application Server Sales Planning & Forecasting Marketing & Campaign Planning Account Planning Opportunity Planning CRM / BW Mapping Planning Services Enhanced Layouts BPS Planning Workbench BPS Layouts SAP BW SAP NetWeaver Plan Data Master Data SAP 2009 / Page 20
21 Sales Planning System Landscape (SAP Enterprise Portal - optional) SAP CRM WebClient UI SAP CRM Application Server Sales Planning and Forecasting Responsibilities Transport Layer RFC SAP BW Transaction Launcher HTML Excel Inplace ALV Grid Alternative Front-Ends BW-BPS Planning Objects (layouts, functions, and folders) Planning Services Enhanced Layouts Responsibility Management BADIs Plan Data SAP NetWeaver Master Data SAP 2009 / Page 21
22 Planning Platform BW-BPS: Business planning and simulation. Component from BW, that provide flexible tools for creating planning applications Planning layout: Layout defined using BW-BPS to handle planning data Enhanced Planning layout: Planning layout enhanced using CRM planning services tools Drill-downs Local top-down distribution Locking Display/hidden keyfigures Exit for special selections Calculated keyfigures etc. SAP 2009 / Page 22
23 Sales Planning Drill-Down / Distribution SAP 2009 / Page 23
24 Sales Planning Locking SAP 2009 / Page 24
25 Sales Planning Calculated Key Figures SAP 2009 / Page 25
26 Planning Layout Customizing Five steps to set up an enhanced planning layout BW data modell: Define transactional InfoCube with characteristics and key figures required for planning & analysis BPS planning environment: Design planning area, planning levels, planning packages, planning layouts, planning profiles Enhanced Layouts: Enhance planning layouts with calculated key figures and drill-downs Following steps are only required for CRM Planning Applications CRM/BW Mapping: Maintain mapping in CRM to enable CRM <-> BW synchronization Planning Profile Assignment: Assign planning profiles to CRM object to connect the BPS planning layouts SAP 2009 / Page 26
27 Planning Layouts SAP 2009 / Page 27
28 Table of Contents 1. Overview of Sales Planning 2. Key Features of Sales Planning 3. Architecture 4. Further Information SAP 2009 / Page 28
29 Further Information SAP CRM - Ramp-Up Knowledge Transfer (RKT) SAP CRM Demo Portal SAP CRM WiKi SAP CRM - Help Portal SAP Service Marketplace SAP 2009 / Page 29
30 Copyright 2009 SAP AG All Rights Reserved No part of this publication may be reproduced or transmitted in any form or for any purpose without the express permission of SAP AG. The information contained herein may be changed without prior notice. Some software products marketed by SAP AG and its distributors contain proprietary software components of other software vendors. Microsoft, Windows, Excel, Outlook, and PowerPoint are registered trademarks of Microsoft Corporation. IBM, DB2, DB2 Universal Database, System i, System i5, System p, System p5, System x, System z, System z10, System z9, z10, z9, iseries, pseries, xseries, zseries, eserver, z/vm, z/os, i5/os, S/390, OS/390, OS/400, AS/400, S/390 Parallel Enterprise Server, PowerVM, Power Architecture, POWER6+, POWER6, POWER5+, POWER5, POWER, OpenPower, PowerPC, BatchPipes, BladeCenter, System Storage, GPFS, HACMP, RETAIN, DB2 Connect, RACF, Redbooks, OS/2, Parallel Sysplex, MVS/ESA, AIX, Intelligent Miner, WebSphere, Netfinity, Tivoli and Informix are trademarks or registered trademarks of IBM Corporation. Linux is the registered trademark of Linus Torvalds in the U.S. and other countries. Adobe, the Adobe logo, Acrobat, PostScript, and Reader are either trademarks or registered trademarks of Adobe Systems Incorporated in the United States and/or other countries. Oracle is a registered trademark of Oracle Corporation. UNIX, X/Open, OSF/1, and Motif are registered trademarks of the Open Group. Citrix, ICA, Program Neighborhood, MetaFrame, WinFrame, VideoFrame, and MultiWin are trademarks or registered trademarks of Citrix Systems, Inc. HTML, XML, XHTML and W3C are trademarks or registered trademarks of W3C, World Wide Web Consortium, Massachusetts Institute of Technology. Java is a registered trademark of Sun Microsystems, Inc. JavaScript is a registered trademark of Sun Microsystems, Inc., used under license for technology invented and implemented by Netscape. SAP, R/3, SAP NetWeaver, Duet, PartnerEdge, ByDesign, SAP Business ByDesign, and other SAP products and services mentioned herein as well as their respective logos are trademarks or registered trademarks of SAP AG in Germany and other countries. Business Objects and the Business Objects logo, BusinessObjects, Crystal Reports, Crystal Decisions, Web Intelligence, Xcelsius, and other Business Objects products and services mentioned herein as well as their respective logos are trademarks or registered trademarks of Business Objects S.A. in the United States and in other countries. Business Objects is an SAP company. All other product and service names mentioned are the trademarks of their respective companies. Data contained in this document serves informational purposes only. National product specifications may vary. These materials are subject to change without notice. These materials are provided by SAP AG and its affiliated companies ("SAP Group") for informational purposes only, without representation or warranty of any kind, and SAP Group shall not be liable for errors or omissions with respect to the materials. The only warranties for SAP Group products and services are those that are set forth in the express warranty statements accompanying such products and services, if any. Nothing herein should be construed as constituting an additional warrant. SAP 2009 / Page 30
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