LoB Customer for Partners What s the opportunity. Marcelo Mautari Manager LoB Customer Latin America

Transcription

1 LoB Customer for Partners What s the opportunity Marcelo Mautari Manager LoB Customer Latin America

2 What is LoB Customer?

3 Customer focused solutions are a HUGE OPPORTUNITY Customer relationship is a Top Priority for Business Leaders

4 Services Marketing Sales LoB Customer is a portfolio of business solutions for Sales, Marketing, Services and Billing Services Marketing Order Capture Management Sales Planning Management Sales execution Management Billing/ Accounts Receivable Sales Ship/ Ensure Fulfillment Select Product/ Quote Campaign Management Marketing Budgeting Loyalty Management Inventory/ Build Order/ Credit Check Contact Center Service Tickets Field Service Billing and SAP BRIM Revenue Sales Web Price Call center Incentives VISTEX & e-commerce SAP WCEM VENDAVO &Margin SAP BCM Infrastructure Commission e-service Optimization

5 SAP CRM SAP CRM : Leadership and commitment with the future SAP lead the enterprise CRM market with 19.3% market share Gartner s Market Share Snapshot Billing/ Accounts Receivable Ship/ Ensure Fulfillment Services Inventory/ Build Marketing Order/ Credit Check Sales Select Product/ Quote SAP lead the enterprise CRM market: -19.3% market share - vs. 18.9% share in 2010 SAP growth at 16.3% YoY in vs. 8.9% YoY in

6 5 Reasons for Convergent Charging Billing and Revenue SAP BRIM - Billing and Charging Solution for complex calculation rules Convergent Charging Business Agility Calculate any fee Convergence Bundle any combination of fees Performance Support any volume Real-Time Any price any time Integrate To any system which requires pricing Same interface for usage, recurring and non recurring Real Time Alerts Table structures with CSV import Counters available to aggregate data

7 Sales Incentives & Commission VISTEX Incentives Administration integrated to ERP environment

8 Web e-commerce e-service SAP WCEM - Web Channel Experience Management New Web Channel Platform: Web 2.0, Extensible, Interactive UI, Web Channel Builder as Configuration Tool, Enhanced Product Catalog E-Commerce: Enhanced Payment Methods (e.g. PayPal), Quick Check Out E-Marketing: Personalized Recommendations, Campaign Management E-Service: Guided Flows, My Support Home Page, Community Management, Knowledge Management

9 Price &Margin Optimization VENDAVO Optimize Prices and Margin for botton line results Source: Emerson Investor Presentation - February 6, 2009 / Available at

10 Call center Infrastructure SAP BCM - IP Contact Center Telephony Infrastructure SAP BCM (Communications) Office Contact Mobile Telephony Center Telephony SAP CRM (Process apps)

11 What are the Opportunities?

12 Solution s Partner Coverage Mexico & Central America SSSA Brazil

13 What are the opportunities? Brazil M a t u r e Reselling SAP WCEM Services SAP BCM SAP WCEM VISTEX Consistent growth SAP CRM N e w SAP BCM SAP BRIM VENDAVO

14 What are the opportunities? SSSA M a t u r e SAP WCEM SAP BCM Reselling SAP CRM SAP BRIM SAP WCEM Services SAP CRM Consistent growth N e w SAP BRIM VISTEX VENDAVO

15 What are the opportunities? Mexico M a t u r e SAP WCEM Reselling SAP BCM VISTEX Services SAP CRM SAP WCEM Consistent growth N e w SAP BRIM SAP BRIM VENDAVO

16 New RDS in LoB Customer Find more Information under Customer Relationship Management (CRM) CRM Service RDS SAP CRM for Mobile Sales Analytics in SAP CRM Collaboration for SAP CRM Rapid data migration to SAP CRM Customer segmentation w/ HANA Sales pipeline analysis w/ HANA IT Service Desk Operation Insurance Sales Management Branch Agreement Origination Citizen Contact Center Sentiment Intelligence w/ Hana Business Communications Management Web Channel Sales CRM Industry New solutions Software Service Content Enablement

17 We Need To Sell To The LoB! How important is Customer Relationship Management? DE, April/May 2011, 58 < n < 179 Very low importance Low importance Medium importance High importance Very high importance Source: RAAD Head of IT (company view) Head of Marketing Head of Sales

18 Thank you! Marcelo Mautari Manager LoB Customer Latin America