360 customer view makes our global sales operations run simpler. Steven Lambert COO MCS September 9 th, 2015

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1 360 customer view makes our global sales operations run simpler Steven Lambert COO MCS September 9 th, 2015

3 Who is MCS?

4 MCS General Founded in 1989 with HQ in Belgium Fast growing : 30% annually (Deloitte Fast 50 list) Software and consulting services in Real Estate Clients in over 60 countries B2B focused on various industries Large global corporations Public Sector Schools & universities Hospitals Service Providers in Facilities Commercial Real Estate Steven Lambert COO focused on client engagement and service delivery 2015 SAP SE or an SAP affiliate company. All rights reserved. 4

corporations Public Sector Schools & universities Hospitals Service Providers in Facilities Commercial Real Estate

5 MCS 5 regional sales hubs Western Europe Northern Europe APAC USA Middle-East Marketing Website (SEO) Events Campaign Management Digital (Linked-in campaigns) Coldcalling internal and through local calling partners Sales roles Pre-sales Account Managers - hunters Relationship Managers - farmers Technical Sales Lead generation 2015 SAP SE or an SAP affiliate company. All rights reserved. 5

through local calling partners Sales roles Pre-sales Account Managers - hunters Relationship Managers

6 Sales Automation

7 Sales automation focus points Switch from Salesforce.com to SAP Cloud for Customer Migrate and optimise the lead-to-opportunity process flow Customer data quality Data history! Integration with financial processing User experience Change management in the group 2015 SAP SE or an SAP affiliate company. All rights reserved. 7

process flow Customer data quality Data history!

8 So why this change? MCS was looking for Smoother integration into the finance back-end ERP Better pipeline monitoring, including Optimized lead-to-opportunity follow-up Detailed document flow Richer mobile app functionality Larger variety of analytical out-of-the-box reporting Improved master data quality Strict data validation instead of free text fields 2015 SAP SE or an SAP affiliate company. All rights reserved. 8

including Optimized lead-to-opportunity follow-up Detailed document flow Richer mobile app functionality

9 The project Scoping and business configuration of Cloud for Sales Conversion of master data and history Development of additional functions Functions added in SF.com were transposed into the C4C solution Change management for all users who were acquainted with SF.com Rollout for MCS Group to the global sales hubs 2015 SAP SE or an SAP affiliate company. All rights reserved. 9

com were transposed into the C4C solution Change management for all users who were acquainted

11 Processes in Scope Marketing to Lead Lead to Opportunity Opportunity to Proposal Proposal to Contract Reporting Campaign Management Lead Generation Account and Contact management Opportunity management Visit planning and execution Proposal follow-up Contract Close Integration with Finance dept. through workflow Dashboards C4C reporting 2015 SAP SE or an SAP affiliate company. All rights reserved. 11

management Visit planning and execution Proposal follow-up Contract Close Integration with Finance

12 Data migration from SF.com to SAP Cloud4Customer 1. Extract SF data via Dataloader.IO 2. Data Cleansing and mapping Using the implementation partner template for SF.com migration 3. Data import using C4C templates 2015 SAP SE or an SAP affiliate company. All rights reserved. 12

Data Cleansing and mapping Using the implementation partner template

directives, not an end point 2015 SAP SE or

17 Easy C4C extension for integration with MCS Finance These extra fields are steering the financial process once a project is set to won 2015 SAP SE or an SAP affiliate company. All rights reserved. 17

18 What s next?

19 Social Selling Full context of customers by leveraging social and enterprise data Social listening Get a prioritized list of important messages Detect sentiment and keywords Understand brand-level trends and buzz Thought leadership New content Content sharing Conversion to opportunity pipeline Lead qualification Lead nurturing Campaign monitoring Sponsored post campaigns 2015 SAP SE or an SAP affiliate company. All rights reserved. 19

Thought leadership New content Content sharing Conversion to opportunity pipeline Lead qualification Lead

20 Partner Management Partner Relationship Management Lead sharing and follow up Budgeting and tracking Pipeline monitoring Loyalty management and programs Learning and certification Product updates and release management 2015 SAP SE or an SAP affiliate company. All rights reserved. 20

management and programs Learning and certification Product updates and

23 Lessons from the trenches

24 Takeaways Conversion from Salesforce is proven to work Richness of configuration options Be mindful of data conversion process SAP Cloud for Sales enforces quality in master data However Reporting took time due to defining requirements and replicating existing reports Development needed for change history is in standard meanwhile Continuous innovation Social, Partner channel, etc 2015 SAP SE or an SAP affiliate company. All rights reserved. 24

25 Thank you Contact information: Steven Lambert COO MCS Sneeuwbeslaan 20 B-2610 Antwerp

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