SAP Configure, Price, and Quote (SAP CPQ) and hybris B2B Commerce Overview, Roadmap and Future Direction. Duane Moore, SAP March 2014

Transcription

1 SAP Configure, Price, and Quote (SAP CPQ) and hybris B2B Commerce Overview, Roadmap and Future Direction Duane Moore, SAP March 2014

2 Legal disclaimer The information in this presentation is confidential and proprietary to SAP and may not be disclosed without the permission of SAP. This presentation is not subject to your license agreement or any other service or subscription agreement with SAP. SAP has no obligation to pursue any course of business outlined in this document or any related presentation, or to develop or release any functionality mentioned therein. This document, or any related presentation and SAP's strategy and possible future developments, products and or platforms directions and functionality are all subject to change and may be changed by SAP at any time for any reason without notice. The information in this document is not a commitment, promise or legal obligation to deliver any material, code or functionality. This document is provided without a warranty of any kind, either express or implied, including but not limited to, the implied warranties of merchantability, fitness for a particular purpose, or non-infringement. This document is for informational purposes and may not be incorporated into a contract. SAP assumes no responsibility for errors or omissions in this document, except if such damages were caused by SAP s willful misconduct or gross negligence. All forward-looking statements are subject to various risks and uncertainties that could cause actual results to differ materially from expectations. Readers are cautioned not to place undue reliance on these forwardlooking statements, which speak only as of their dates, and they should not be relied upon in making purchasing decisions SAP AG. All rights reserved. 2

3 SAP Configure, Price, and Quote (SAP CPQ) Overview

4 SAP Solutions for Sales and Configure, Price, and Quote SAP can play an important role in helping manufacturers transform their business, improving customer centricity and becoming easier to do business with. Next generation configure, price, and quote (CPQ) and sales solutions can help manufacturers drive growth and margin by evolving from selling products to providing cross-divisional solutions. Customers & Distributor Portals B2B Commerce hybris Sales Front Office SAP Cloud for Customer/Mobile Sales Operations Collaborative Sales Force Automation Configure, Price, and Quote Order Management Flexible Solution Billing Sales Back Office SAP CRM Solution Sales and Billing SAP ERP Smart Data Platform Integrated Business Planning Customer Engagement Intelligence MRP on HANA Real-Time Analytics Predictive Business SAP HANA 2013 SAP AG. All rights reserved. 4

5 Shortcomings of B2B Commerce Websites 88% of B2B buyers would primarily make business purchases online if given the option Most B2B websites lack functionality to meet customer expectations for online ordering, including product information, search and self-service options B2B websites lack B2C experience B2B buyers expect a shopping experience that is just as enhanced as B2C purchasing x x x Offline dealer applications cause problems Various older dealer applications causing problems with outdated product, pricing and configuration data resulting in constant problems during order intake. Applications are costly to maintain. Customers lack access to latest product information Weak or non existent product information and catalogs online, not consistent with print catalogs. Internal sales needs to answer many product information request and can t focus on key opportunities Online product interest not leveraged in marketing Online product interest of customers is not followed up as potential lead in the sales & marketing system 2013 SAP AG. All rights reserved. 5

6 Today: Channel specific applications to sell IM&C products & solutions No view across channels; multiple integrations to many backend systems Channel Specific Applications Print Catalog Online Catalog Web Shop Mobile Shop Dealer Applications Call Center Data Data Data Data Data Data Enterprise Applications ERP Warehouse Cloud for Customer CRM Non-SAP 2013 SAP AG. All rights reserved. 6

7 An integrated multi-channel customer experience A complete sales solution powered by SAP and hybris hybris B2B/B2C Commerce: Customer, Dealer Portal Internal Sales Print Catalog Web Shop Mobile Shop Call Center Marketplaces PC Mobile XML/EDI Product Content Management B2B Commerce Logic Order Orchestration Platform Sales Front Office SAP Cloud for Customer/Mobile, SAP CRM Suppliers, Distributors Sales Back Office SAP ERP Analytics & Big Data SAP HANA 2013 SAP AG. All rights reserved. 7

8 SAP Configure, Price, and Quote (SAP CPQ) Configure, price, quote, and order products and solutions more efficiently Configure, price, and quote (CPQ) offers a significantly improved sales configuration solution that enables sales teams, customers, and channel partners to configure, price, quote, and order products and solutions accurately and efficiently. Leveraging the hybris platform, sales and marketing can manage the content for rich and proper display of options and values, with high flexibility UI customization and extension. Capabilities User-friendly CPQ solution for sales, customers, and channel partners* Product and solution configuration, guided selling Content management and UI customization for rich and proper display of products, options, and values* Deployment on premise, hosted*, or in the cloud* Integration to hybirs, SAP Cloud for Customer/Mobile, SAP CRM, SAP ERP for pricing, costing, quote, order mgt Key benefits Increase sales efficiency by enabling sales to enter configurations easily to fit customer needs Sell more configurable products and solutions by offering user-friendly self-service in a customer and dealer portal Reduce quote to order cycle times by integrating customers, channel partners, and internal sales *) future capability SAP Configure, Price and Quote (CPQ) Info Day Demo: hybris with SAP Configurator Back 2013 SAP AG. All rights reserved. 8

9 SAP CPQ on the hybris platform Leverage the user experience flexibility of hybris for SAP Configuration hybris enables unique user experience The hybris platform allows customers to easily build a unique user experience for the web shop storefront and product catalog hybris product content management (PCM) hybris Web Content Management (WCMS) Unique user experience for configuration With SAP CPQ on the hybris platform, the modular configuration user experience can be adapted very flexibly, resulting in an easy-touse and fast CPQ process tailored to the needs of external users and internal sales users Modular Configuration UI Floorplan in SAP CPQ Custom tailored UI for different markets, channels, user groups Model KB from Backend Data Enrichment by Sales & Mkt Model Data used in CPQ hybris platform 2013 SAP AG. All rights reserved. 9

10 SAP Solution Sales Configuration Increased margins by moving from product toward solutions business SAP Solution Sales Configuration enables sales teams, channel partners, and customers to configure, price, quote, and order complex systems and solutions accurately and efficiently, allowing them to increase margins, revenue, customer loyalty, and share of wallet, while protecting existing investments in product configuration. Capabilities Robust, scalable configuration engine optimized for solution composition from the bottom up Guided selling for existing configurable products Fast configuration of very large configuration models Collaborative solution model maintenance Smooth integration in sales and service functions in SAP CRM, SAP ERP, SAP Cloud for Customer Solution Configuration in hybris B2B/B2C Commerce* Key benefits Increased margins by moving from product toward solutions business Ability to win more deals if quotes for complex solutions are timely, to the point and well priced Ability to increase customer loyalty and share of wallet and offer a complete solution Ability to protect previous investments works on top of existing products in VC and IPC *) future capability More details on sap.com Solution Video Solution Brief Back 2013 SAP AG. All rights reserved. 10

11 SAP SSC as the basis for SAP CPQ on the hybris platform: Strongly improved performance and user response times SSC offers optimized load times, performance and memory usage Faster complex solution configuration, large multi-level configurations and guided selling models containing many configurable products Knowledge base orchestration, so that only the configurable product KB used in the configuration is loaded SAP CPQ based on SSC on the hybris platform offers very fast user response SSC configuration runtime, configuration UI, configuration model interactive pricing data, and catalog all on the hybris server Direct engine-ui communication independently of SAP backend for very fast response times hybris platform hybris user interface Browse Catalog Product Catalog Data Guided Selling Model KB + Pricing Data Configure SSC Config Runtime 2013 SAP AG. All rights reserved. 11

12 Why SAP SSC Easily create and support different selling models by channel and user experience levels. Guide sales representatives or users thru the optimum process to sell/buy your products thereby ensuring every rep sells the right solution for the right situation. Comprehensive bundling of services, software, manufactured or purchased and financial products as a consistent solution that can be governed by rules to ensure technical feasibility and commercial efficiency in the overall SAP sales processes. Utilize existing master data, configuration models & pricing. Eliminate duplication/replication of data for the frontend selling process and thus reduce the chance of any product or pricing errors. Advanced memory management purpose built to support high volumes and scalability. Unique analytics for detailed analysis of sales and no sales for configurable products and their components SAP AG. All rights reserved. 12

13 SAP hybris B2B commerce Sell more service parts, standard products and configurable products With the SAP hybris B2B commerce solution, manufacturers can boost their business by selling more service parts, standard products, configurable products, and solutions directly to end customers and through channel partners. Manufacturers can leverage the key multichannel touch points Web shop, mobile shop, call center, print, and marketplaces to improve the customer experience and customer intimacy across all channels and devices. Capabilities Leading B2B commerce platform self-service Web shop for customers and distributors Integrated across Web and mobile shop, call center, marketplaces, and print catalogs Integrated product and Web content management; print catalog management Customers and channel partners can easily find, quote and order service parts and configurable products* Key benefits Efficiently manage brands across multiple channels Sell more spare parts, configurable products, and solutions directly to customers and channel partners Enhance customer value quickly find spare parts and tailor products and solutions Reduce sales costs self-service customer and dealer/distributor portals reduces internal sales effort *) future capability Demo: Robotic Solutions Reference: Rittal Video: hybris B2B Commerce Back 2013 SAP AG. All rights reserved. 13

14 Differentiate with End-to-End Solutions Key End-to-End Solutions and Business Impact for IM&C Product & Web Content Management, Print Catalogs Efficiently manage brands across multiple channels Service Parts Management Boost your service parts sales leverage the full solution life-cycle Sales of Configurable Products and Solutions* Enhance customer value - tailor products & solutions Best of breed, integrated product information management Intuitive web content management, integrated with Adobe Experience Manager Efficient, automated publishing of web & print catalogs as well as brochures Directly integrate product information updates from suppliers Drive partner channel business - distributors can add their own products to OEM catalog * Boost your service parts business and expand your MRO/consumables sales Customers & distributors can easily find & order service parts, MRO, & consumables in the web or mobile shops 3D visual service parts selection * Service parts sale initiated by equipment with machine-to-machine integration * Extend market reach for service parts link hybris to thousands of buyers on the Ariba Network * Become a solution provider to boost profits Offer customers & distributors an intuitive way to tailor products & solution bundles in the web shop Integrated process across multiple touch points - from customer to distributor to call center, sales front office & back office * Project based integration or integration roadmap 2013 SAP AG. All rights reserved. 14

15 hybris covers all in one Package: Commerce, Content and Channel Account Management & Workflows Merchandizing & Promotions Tools Advanced Search, Browse Cart and Checkout Product & Catalog data Structured & Unstructured content User-generated Content Rich media, documents Communicate & Interact Segmentation & Personalization Anytime, Anywhere Publish to Multiple Sites/Channels Latest Spring technology Easy customization and integration Lightweight, high-performing architecture Scalable and flexible 2013 SAP AG. All rights reserved. 15

16 Benefits of Multi-Channel Commerce for IM&C Companies Drive Revenue, Profitability, Efficiency Sell more spare parts, products and solutions With less sales effort by direct, easy-touse access for customers & distributors through multiple touch points Become a solution provider and boost profitability Sell more service parts, offer tailored products & provide complete solutions Improve sales efficiency Faster & better integrated sales cycles with touch points across channels - customer, distributor, sales front office & back office Reduce sales costs Optimize channels & rely on self-service to reduce effort for sales teams & call center staff Drive more sales through your business network Efficiently integrate with customers, distributors & suppliers Extend the market Directly link hybris multi-channel commerce to thousands of buyers on the Ariba Network 2013 SAP AG. All rights reserved. 16

17 Why SAP + hybris for Multi-Channel Commerce? Single architecture The only commerce platform with a single architecture modern, scalable, flexible, extensible & built on open standards Proven integration Proven integration to SAP ERP & SAP CRM, & to other backend systems for quick integration of acquired companies Truly multi-channel State-of-the art B2C experience and B2B functionality on the same commerce platform Rapid time-to-market Reduced time-to-innovation using accelerators on the world s fastest growing commerce platform Lower TCO The only solution with e-commerce, product information management & web content management on a single platform Flexible deployment The same commerce platform can be easily deployed on-premise, in a hosted environment, or in the cloud 2013 SAP AG. All rights reserved. 17

18 hybris Customer Successes in Industrial / B2B Best run companies differentiating with hybris Integrated B2C and B2B commerce strategies in one site Developed a site based on product content management (PCM) Merchandise products in a B2C shop B2B shop for distributors & resellers 6 languages, 4 currencies, & 30M price rows Enable customers to order the correct service parts, standard product and configurable products quickly hybris product content management to generate comprehensive catalog hybris chosen for highest flexibility and multiple interfaces Internationalized solution used for 21 national subsidiaries Offers tailored individually to customers placing orders Integrated to ERP sales orders The hybris e-business solution has proved an excellent choice. Our customers can find parts without problems they now even receive every service on offer. Parts catalog for industrial suppliers, MRO, service parts Goal: replace an outdated implementation for scalability, functionality, & usability reasons hybris PCM for data consolidation with B2B commerce & hybris order management module to ensure high-value customer communication Increase sales as a result of better product content management for 1M products; 3Ksuppliers; 2M customers; & 500K orders per day First 7 months of 2012 on hybris: Sales up 21% & orders up 17% 2013 SAP AG. All rights reserved. 18

19 Sales Configuration Analytics with SAP HANA Analyze sold options to transform information into decisions for profitable growth Analytics for configurable products on SAP HANA provides users with the ability to analyze sales of configurable products properly. It combines options with other sales-relevant data to transform valuable information into business decisions that enable profitable growth. Capabilities Analyze individual options and combinations of options* Analyze selling and non-selling options* Search existing orders and inventory in real time for partially or fully configured products* Search for any classified objects more easily* Generate new views in SAP HANA for consumption by other UI tools, such as SAP BusinessObjects solutions* Key benefits Intelligently streamline product option offerings Improve pricing strategy Analyze the manufacturing process (configure to order or make to stock) Increase forecast accuracy during materials planning of configurable products Minimized implementation cost and TCO *) future capability Solution Video Back 2013 SAP AG. All rights reserved. 19

20 Demo: Configuration Analytics with HANA: SAP Lumira and SAP HANA 2013 SAP AG. All rights reserved. 20

21 SAP Configure, Price, and Quote (CPQ) Significantly improved sales configuration solution Planned Scope SAP Configuration Runtime engine (SSC) and modern HTML5 UI on hybris - direct engine-ui communication, fast response times Product Configuration, Guided Selling, Solution Configuration Interactive pricing during configuration Modular user experience, embedded to hybris Web Content Mgmt (WCMS) easy-to-use, adapt Flexibly enrich options and values using concept of hybris Product Content Management (PCM) Flexible integration to ERP, CRM, Cloud for Customer for pricing, quote & order management Future Direction Focus Areas Improved Guided Selling Better Modeling for Sales & Marketing Predictive Proposals, Embedded Analytics 3D Visualization Mobile Configuration Collaborative solution configuration in business networks 2013 SAP AG. All rights reserved. 21

22 Differentiators of SAP Configure, Price, and Quote (CPQ) SAP CPQ Solution Benefits SAP CPQ Solution with 3 rd Party CPQ CPQ tightly integrated to end-to-end processes for sales, product development, manufacturing, service, analytics, cross company/system Deep end-to-end process support out of the box, with a community of thousands of other customers Different tools and configurators in SFA, E-Commerce, sales, manufacturing costly custom integration ATO, CTO, ETO, easy transition Differentiate CTO to ETO if required No/limited support for ETO CPQ can use existing product models (SAP VC / SAP IPC) CPQ based on SAP Solution Sales Configuration most power configurator SSC engine and UI on hybris Easy-to-use, easy-to-enhance modular user experience embedded to hybris WCMS SAP configuration model embedded to hybris platform, leveraging concept of hybris PCM Flexible deployment on premise, hosted, cloud, mobile, leveraging existing sales tools Strong roadmap, e.g. better sales modeling, 3D visualization, mobile configuration, predictive proposals & embedded analytics Save previous investment - one integrated model across channels and processes Build guided selling/product finders and solution models Fast configurator designed for very large models, fast user response times Easy to adjust configuration UI, same tools/resources as used for web shop UI Sales can easily enrich the configuration data, same tools as for product data Leverage latest technologies and user experience paradigms Get future improvements out of the box Leverage the power of HANA for new innovative business process High ongoing effort to synchronize sales models with backend models No/limited support for guided selling and solution configuration Slow - calls between different layers, not designed for very large models Configurator is black box with different UI technology than underlying applications Configurator is a black box, different technology, skills, toolsets to maintain data Limited flexibility, technological dead end Unclear financial situation and roadmap of smaller CPQ vendors, high continuous investment in project specific extensions Sell more configurable products & solutions Easy to do business with Efficiency error free orders, integrated CPQ Reduced sales costs Efficiently integrate customers, dealers, sales, manufacturing 2013 SAP AG. All rights reserved. 22

23 hybris-sap Integration Roadmap: Planned Innovations

24 hybris-sap Integration Methods Overview Loosely Coupled asynchronous communication customer interaction happens only through and within hybris hybris stays completely independent from SAP backend, with persistency and business processes Flexible Scenario asynchronous and synchronous communication customer interaction happens through hybris with synchronous calls to SAP back-end hybris stays largely independent from SAP back-end Tightly Coupled synchronous communication customer interaction happens through hybris Persistency and business processes reside in SAP back-end 2013 SAP AG. All rights reserved. 24

25 Agile, wave based approach: Overview Q Wave 1 Wave 2 hybris on HANA RDS based (PI) loosely coupled Process Integration Customer Service integration in Cloud for Customer Q hybris on HEC Loosely Coupled Scenario B2C and simple B2B Products, Prices, Inventory, Customers, Orders, Order Status Tightly Coupled Scenario B2B Product Configuration Pick and Choose: Synchronous Pricing Service to ERP Audience Discovery & Targeting Integration Product Recommendations on HANA Customer Activity Repository (CAR) Integration Quotation Management Product Configuration (continued) Pick and Choose Scenario Industries (Retail, Telco) Loyalty Management 2013 SAP AG. All rights reserved. 25

26 SAP Product Configuration in hybris: Flexible Architecture from Loosely to Tightly Coupled hybris Browse Catalog Select Product to Configure Configure Product Add to Shopping Cart Create Quote/Order Receive & Enrich Master Data Product Catalog Configuration Model (KB) SAP Configuration Runtime (SSC) asynchronous Optional synchronous API Synchronous API or asynchronous SAP ERP/ CRM Send Master Data Product Data Configuration Model (KB) Quote/Order API Quote/Order + Configuration Prices ATP Complex Pricing Credit Check Customer, Contact Process Object 2013 SAP AG. All rights reserved. 26

27 Product and Solution Configuration in hybris Product Configuration SSC configuration runtime deployed on hybris as basis for product configuration Asynchronous KB replication to hybris Modern, modular HTML5 configuration user experience in hybris, integrated with hybris web content management system, pre-integrated to hybris B2B accelerator Integration from hybris to SAP backend quotes and orders Modeling support for business users with focus on sales/marketing aspects Solution Configuration SSC configuration runtime deployed on hybris as basis for solution configuration Hybris HTML5 UI extension for solution configuration Integration of solution configuration to SAP backend quotes and orders Supports Guided Selling to easily find the product that fit the customers needs Supports Solution Configuration bottomup configuration of many products (HW+SW), service and contract items with interdependencies 2013 SAP AG. All rights reserved. 27

28 Easy-to-adjust Configuration User Experience using hybris Web Content Mgmt (WCMS) image tab navigation / configuration flow product description summary content area help & support configuration options specification overview of configuration SAP SAP AG. AG. All All rights reserved. 28

29 hybris Web Content Mgmt (WCMS) Modular Product Configuration Page 2013 SAP AG. All rights reserved. 29

30 Easy to adjust Product Configuration user experience in hybris choose between tab, +/-, specification summary navigation 2013 SAP AG. All rights reserved. 30

31 Demo: SAP Configure, Price, and Quote (SAP CPQ) in hybris B2B Commerce Demo: hybris Robot Configuration 2013 SAP AG. All rights reserved. 31

32 SAP Configure, Price, and Quote (CPQ): Future Direction, Proof of Concept Demos

33 SAP Configure, Price, and Quote (CPQ) Significantly improved sales configuration solution Planned Scope SAP Configuration Runtime engine (SSC) and modern HTML5 UI on hybris - direct engine-ui communication, fast response times Product Configuration, Guided Selling, Solution Configuration Interactive pricing during configuration Modular user experience, embedded to hybris Web Content Mgmt (WCMS) easy-to-use, adapt Flexibly enrich options and values using concept of hybris Product Content Management (PCM) Flexible integration to ERP, CRM, Cloud for Customer for pricing, quote & order management Future Direction Focus Areas Improved Guided Selling Better Modeling for Sales & Marketing Predictive Proposals, Embedded Analytics 3D Visualization Mobile Configuration Collaborative solution configuration in business networks 2013 SAP AG. All rights reserved. 33

34 Proof of Concept Demo: Visual Service Parts Selling in hybris 2D/3D, leveraging SAP 3D Visual Enterprise hybris Browse Catalog Identify Assembly/Sub- Assembly Selects Part(s) Add to Shopping Cart Create Order Receive & Enrich Master Data Product Catalog Assembly Relationships SAP Visual Enterprise asynchronous Optional synchronous API Synchronous API or asynchronous SAP ERP/ SAP CRM Send Master Data Product Data Sales Order API Sales Order Prices ATP Complex Pricing Credit Check Customer, Contact Process Object 2013 SAP AG. All rights reserved. 34

35 Proof of Concept Demo: Visual Service Parts Selling in hybris 2D/3D, leveraging SAP 3D Visual Enterprise Demo: hybris Service Parts Selling 2D/3D 2013 SAP AG. All rights reserved. 35

36 CPQ with SAP Cloud for Customer (Desktop/iPad) Internal Sales Scenario - Proof of Concept Demo Internal Sales 1.Enter basic quote data 2.Select, configure, visualize 3.Simulate ERP quote (price, cost) 4.Pricing, complete quote, quote changes 5.Quote approvals 6.Convert quote to order SAP Configure, Price and Quote 2 Configure, Visualize SAP Configurator 3D Visual Enterprise hybris on premise/ hosted/cloud Internal Sales Account Contact Material Lead, Activity, Opportunity, Pipeline Mgmt Quote CPQ UI SAP Cloud for Customer RFC/API 3 RFC/API 6 SAP ERP Sales Back Office Material Account Contact Model KB VC Model ERP Quote Simulation VC ERP Sales Order CPQ UI VC 2013 SAP AG. All rights reserved. 36

37 CPQ with SAP Cloud for Customer (Desktop/iPad) Internal Sales Scenario - Proof of Concept Demo 2013 SAP AG. All rights reserved. 37

38 Configuration User Experience: 3D Visualization of Configuration 2013 SAP AG. All rights reserved. 38

39 Mobile Configuration SAP CPQ Mobile Configuration User Experience Use Case 1: Mobile Customer and Dealer Portals Embed Mobile Config to Mobile B2B Commerce Use Case 2: Internal Sales: Embed Mobile Configuration to Cloud for Customer Mobile App 2013 SAP AG. All rights reserved. 39

40 Guided Selling Call Catalog from within Configurator to add products 1. Open catalog area from within configuration UI 2. Search for products 3. Drag & Drop add new line items or solution instances to configuration 2013 SAP AG. All rights reserved. 40

41 Guided Selling with Guided Selling Model, integrated with hybris catalog Robot Finder 1. Select a product finder to start guided selling 2. Answer the questions of the product finder / guided selling configuration 3. Right of the guided selling screen area, the catalog shows the products that fit the requirements entered 4. Add one of the products to cart or start configuration (values can be copied from guided selling model) 2013 SAP AG. All rights reserved. 41

42 Easy-to-use environment for sales/marketing model enrichment & adjustment, start configurations, bundles Model enrichment and adjustment by business users Adjust short text, long text for chars and values Maintain extended short text to replace 30 chars short text for chars and values Add pictures for chars and values Decide which elements to show in UI short text, extended short text, long text, pictures Different sorting for chars, values, chars groups, instances; define different chars groups Define if chars and values are visible, editable Define start configurations with separate hybris product number User can buy start configuration, or enter configuration process from start configuration Configurable product with start configuration or entered configuration used in the order Modeling of bundles by business users Approach and change management concept Flexible concept where changes can be activated, e.g. for specific catalogs, regions, user groups, customer groups, material groups, characteristics groups,.. Change management with workflow and reconciliation list 2013 SAP AG. All rights reserved. 42

43 Predictive Proposals, Embedded Analytics Overview Recommended configurations recommended, popular, promotion, on stock During guided selling During configuration Search for similar material variants on stock Based on current configuration User can decide to choose material variant on stock to get product faster Product proposals, promotions, recommendations Option value proposals, promotions, recommendations 2013 SAP AG. All rights reserved. 43

44 Recommended Configurations during Guided Selling: Embedded HANA Analytics Robot Finder Recommended Configurations Promotion Popular Popular On stock 2013 SAP AG. All rights reserved. 44

45 Recommended Configurations during Configuration: Embedded HANA Analytics Recommended Configurations Promotion Popular Popular On stock 2013 SAP AG. All rights reserved. 45

46 Product Proposals during Configuration Recommended Accessories 2013 SAP AG. All rights reserved. 46

47 Search for similar Configurations (Material Variants) on Stock across dealer and OEM inventory IMC_7000 Industrial Robot Medium Payload Current Configuration Musthave Dealer Inventory Chicago, IL Robotics Dealer Inventory Milwaukee, WI Robotics Dealer Inventory Minneapolis, MN Robotics Factory Stock Columbus, OH Robotics Inc Match % 100% 80% 80% 60% 70% Price $85, $80,000 $80,000 $90,000 $ Availability 7/17/2014 4/23/2014 4/30/2014 4/23/2014 5/5/2014 SAP ERP Configuration Analytics on HANA Dealer Systems 2013 SAP AG. All rights reserved. 47

48 Search for similar Configurations (Material Variants) on Stock across dealer and OEM inventory IMC_7000 Industrial Robot Medium Payload Current Configuration Musthave Dealer Inventory Chicago, IL Robotics Dealer Inventory Milwaukee, WI Robotics Factory Stock Columbus, OH Robotics Inc Match % 100% 80% 80% 70% Price $85, $80,000 $80,000 $ Availability 7/17/2014 4/23/2014 4/30/2014 5/5/2014 SAP ERP Configuration Analytics on HANA Dealer Systems 2013 SAP AG. All rights reserved. 48

49 Option Value Proposals, Promotions, Recommendations x$100 $75 Promotion Recommended Popularity 10% 20% 70% 2013 SAP AG. All rights reserved. 49

50 ?

51 Thank You! Contact information: Duane Moore Executive Solution Engineer

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