The New Rules of Sales Effectiveness SAP Cloud for Sales. ISB Global

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1 The New Rules of Sales Effectiveness SAP Cloud for Sales ISB Global

2 What do sales leaders care about today? Desired sales outcomes Key priority in achieving sales outcomes Increase revenues Capture new accounts Increase sales effectiveness Optimize lead genereation Up-selling/cross-selling Improve customer loyalty/satisfaction Reduce sell cycle times Improve margins/reduce discounting Improve team selling Increase Reorder/renewal rates Reduce cost of sales Reduce sales admin. burden Other % of Respondents Chief Sales Officer Insights 2011 Sales Performance Optimization study 2012 SAP AG. All rights reserved. 2

3 Consultative selling with today s customer takes a tremendous amount of time Unplanned customer call/meeting Planned customer call/meeting Data entry into CRM Internal department meeting Support activity for customer account activity Pricing and contracts activity 65% of the average salesperson s time is spent NOT selling (Source: CSO Insights, Improving Sales Effectiveness in Buyer s Market, 2011) 2012 SAP AG. All rights reserved. 3

4 And sales today, requires more than following the process Account contacts? Warm introduction? Right Product Specialist for this Deal? Prospect s preferences? What s being said about customer? Relevant References? Did Order Ship? Latest Competitive Report? Did InsideSales send Quote? Update my Forecast on the Road! Best Presentation to Use? 2012 SAP AG. All rights reserved. 4

5 Customer power and organizational complexity has changed the dynamics of buying and selling Sales Funnel Customer Journey (Online & Offline) Awareness Interest Desire Action 57% of buying process is often completed before prospect engages with a seller Source: Sales Executive Council 2012 SAP AG. All rights reserved. 5

6 Deep Customer Understanding & New Ideas = Top Sellers Top sellers best practices: Targeting right customers Harnessing collective intelligence & resources Collaborating effectively Obtaining insight into customer preferences Engaging early & presenting new ideas Focusing on high-value activities, reducing admin time Top performers are 4.5x Likely to be Challengers Learn More About Challenger: SAP AG. All rights reserved. 6

7 Why does you need to act now? The facts are staggering 57 % 62 % 85 % 65 % of buying process is completed before first interaction with sales of salespeople don t understand customer s issues & how to help of sales meetings don t meet customer expectations of sales rep time is spent NOT selling Primary sales tool isn t delivering value 74% of CRM deployments for Sales have poor user adoption Forrester, CSO Insights, Sales Executive Council 2012 SAP AG. All rights reserved. 7

8 Existing cloud-based CRM technologies were not designed for these new conditions: Built on the paradigm of management insight and control -- not sales effectiveness Impact: Most systems do not help sales people win in today s selling environment and are underutilized as a result 74% of sales organizations have poor CRM adoption by sales Source: CSO Insights, Improving Sales Effectiveness in Buyer s Market, SAP AG. All rights reserved. 8

9 Winning today requires a new set of capabilities Collaborate in Context Crowdsource Sales Wisdom Be Informed with Less Effort Spend More Time Selling 2012 SAP AG. All rights reserved. 9

10 SAP Cloud for Sales Work Smarter. Sell Better. Win More. Beautiful Connected Insightful Effective Play video 2012 SAP AG. All rights reserved. 10

11 SAP Cloud for Sales Sell more effectively with today s empowered customers User Experience Collaboration Sales Orchestration & Intelligence Sales Productivity Analytics Integration & Open APIs Cloud for Customer ERP/CRM/BI Clouds 2012 SAP AG. All rights reserved. 11

12 Next Steps Visit: Speak to Matthew Gawn +44(0)

13 Appendix

14 Engage with Your Customers Like Never Before SAP Cloud for Customer SAP Social Media Analytics by NetBase SAP Cloud for Social Engagement SAP Cloud for Sales PROSPECT CUSTOMER PROMOTER SAP Cloud for Service SOCIAL COLLABORATION ANALYTICS MOBILE AND OFFLINE EARN their business by knowing them better GROW with them as their needs change TURN prospects into promoters Rich Insights Seamless Integration Industry Content Beautiful User Experience 2012 SAP AG. All rights reserved. 14

15 SAP Cloud for Sales Personalization and Productivity Features and Benefits Drive rapid adoption via consumerized user experience Access all the information you need quickly available at a glance via Feed, Search, People, Navigation Improve efficiency with quick-create and short-cut capabilities Use the Shelf to quickly find personalized tagged and flagged items Tailor experience to fit your sales needs with easy to implement field extensibility and re-labeling Run in your local language (English, German, French, Spanish, Portuguese and Italian supported) Engaging Experience designed for salespeople from the ground up 2011 SAP AG. All rights reserved. 15

16 SAP Cloud for Sales Microsoft Outlook Integration Features and Benefits Increase productivity with convenient access to Sales OnDemand customer information and productivity features within Outlook Automatically sync s, appointments and tasks bi-directionally no double data entry Easily access key sales information in your favorite Office application 2011 SAP AG. All rights reserved. 16

17 SAP Cloud for Sales In-Context Social Collaboration Features and Benefits Use integrated Feed for Instant, efficient collaboration with team members and sales network Crowdsource and share sales best practices, relevant information in context of accounts and opportunities Plan and prepare for customer interactions more effectively Connect with your team and sales network while on the road with support for mobile devices Share relevant documents to support sales efforts Collaborate more effectively with your team and sales network 2011 SAP AG. All rights reserved. 17

18 SAP Cloud for Sales Social Selling Features and Benefits Turn every cold call into a warm introduction Learn your customers key concerns and hear what they re talking about online Engage with your customers more personally though social media Find warm leads faster & create conversations with impact 2011 SAP AG. All rights reserved. 18

19 SAP Cloud for Sales Full-Featured Mobile Applications Features and Benefits Manage customer relationships on iphone, BlackBerry, Android and ipad - anytime, anywhere Increase productivity through access to real-time business information Collaborate with sales team on important topics Track Business Performance through real-time Analytics Deploy freely mobile applications included in subscription with no extra costs Be Prepared for Every Interaction with Real-Time Sales Information 2011 SAP AG. All rights reserved. 19

20 SAP Cloud for Sales Insightful Sales Analytics Features and Benefits Track real-time sales performance with pre-built dashboards Readily use embedded reports to track sales cycles, win/loss, revenue and competitive trends Review forecasts and easily create configurable reports based on need Identify key deals to focus on to make your number with what-if analysis Dig deeper into data using Microsoft Excel add-in Gain greater insight through integrated access to analyses done with SAP Business Warehouse Real-time customer information and sales analytics 2011 SAP AG. All rights reserved. 20

21 SAP Cloud for Sales Prospecting and Leads Features and Benefits Create and track marketing and sales campaigns Manage leads and quickly convert to opportunities Assess campaign performance and lead quality easily Grow your pipeline through effective campaigns and lead management 2011 SAP AG. All rights reserved. 21

22 SAP Cloud for Sales Accounts and Sales Intelligence Features and Benefits Manage accounts and related information (opportunities, activities, contacts, leads) efficiently Gain a 360-degree customer view Obtain additional customer intelligence with InsideView integration Uncover new sales opportunities quickly and accelerate sales cycles Make fast account updates and get complete customer insight 2011 SAP AG. All rights reserved. 22

23 SAP Cloud for Sales Opportunity Management Features and Benefits Easily track opportunity stage and status Maintain account info, products, activities, competitors, documents and more quickly Gain access to accurate ERP Pricing, Quotes, Sales Orders and more through native integration Close deals faster using efficient sales team collaboration Discover the right assets for each selling situation using SAVO integration Comprehensive view of opportunity activities enables more effective selling 2011 SAP AG. All rights reserved. 23

24 SAP Cloud for Sales with Pre-Integrated Content Extend Existing SAP CRM Investment Rapidly & Cost-Effectively Lead-to-Cash SAP Cloud for Sales Account Hierarchy Territory Assignment Campaign Header Lead Opportunity Service Request* Business Partner Employee Material Activity SAP Account Hierarchy Territory Assignment Campaign Lead Opportunity Service Request Business Partner Employee Product Quote / Activity Sales Order Features and Benefits Provides sale professionals with cost-effective, no-hassle, access to Pricing, Quotes, Sales Orders and more through Native SAP ERP integration Extend investment with collaborative, social sales solution that natively integrates to SAP CRM Accounts, Opportunities, Contacts and more *Service requests from SAP Cloud for Service or SAP Cloud for Social Engagement pre-integrated with SAP CRM for Service 2011 SAP AG. All rights reserved. 24

25 SAP Cloud for Sales With Pre-Integrated SAP ERP Content -end integration with master data synchronization and process integration SAP Cloud for Customer Contacts Products Opportunity Accounts/ Prospects Product Category SAP Contact Material Pricing Quotation Customer Material Category Sales Order Features and Benefits Provides sale professionals with cost-effective, no-hassle, access to Pricing, Quotes, Sales Orders and more through Native SAP ERP integration 2011 SAP AG. All rights reserved. 25

26 Appendix: Cloud Infrastructure and Operations Security scalability performance World class tier-3/4 data centers SAS 70 Type II certification Energy efficiency certificate Premium Standard Data Center" Highest compliance standards ISO CERTIFIED ISAE3402 TESTIFIED* BS25999 CERTIFIED Scalability and performance with latest hardware Integration with service backbone 2011 SAP AG. All rights reserved. 26

27 Thank You! Matthew Gawn Pre-Sales & Solution Consulting ISB Global Limited 7 Canute House, Durham Wharf Drive Brentford, London, TW8 8HP T +44 (0) M +44 (0) E W ISB Global Limited 27

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