Welcome to today s training on how to Effectively Sell SAP ERP! In this training, you will learn how SAP ERP addresses market trends and organizations business needs. 1
After completing this lesson, you will be able to: Define the executive s SAP ERP vision Describe market trends and customer pain points driving the business need for SAP ERP Explain the value-added or key differentiators of using SAP ERP Define the target market segments for SAP ERP 2
This section will provide a foundation for properly positioning SAP ERP to prospects and customers. The vision, current market trends and business pain points that organizations face will be covered in detail. 3
SAP ERP is the core product of the SAP Business Suite. The first 25 years of its history, SAP has been really focusing on ERP, its star product: SAP R/1 in the 70s, SAP R/2 in the 80s and huge international success with SAP R/3 in the 90s. In the last 15 years, efforts and investments around SAP ERP have been maintained with obviously integration of newer technologies. If you want to explain it with very simple words, an enterprise resource planning manages the 3 main resources of a company: people, cash and assets. With an ERP, a business can optimize its business activities for finance, human resources and operations. From procure-to-pay to order-to-cash, it measures as well the impact of relationships with suppliers, customers and the overall ecosystem of a business. The objective of SAP ERP is really to support companies to improve the way they run their business: better productivity, better management of employees, better view of main KPIs, bigger margins, better view of inventories, better control of costs, bigger revenues, better relationships with suppliers & customers, etc. 4
We live in a very complex world and businesses must always change and adapt to succeed. The following market trends really support the needs for an ERP: Today s global business climate is marked by geopolitical and economic uncertainty Global market acceleration has forced businesses to respond to customers faster with value-added products All competitive advantage is temporary Businesses are under extreme pressure to increase revenue and drive profitability, while decreasing costs, optimizing resource utilization, and increasing corporate governance Organizations know they must adapt their business and IT systems to survive, innovate, and grow Social Media and Mobile Devices mean everybody is connected. 5
As consequences to these market trends, companies face a lot of challenges they need to overcome to stay competitive: Businesses struggle to catch up with speed of innovation It is getting more and more complex to control costs and margins in fast-moving environments Companies must adapt to very restrictive regulations CEOs have issues to define strategies for growth CFOs are in constant pressure to maintain companies compliant & sustainable VPs of HR have real difficulties to retain talents and allocate the right resources CIOs have challenges to provide intelligent information instantly Thinking about all these issues, problems, challenges and business pains, that is really where we can support our prospects and customers and bring value. 6
Correct! The objective of SAP ERP is really to support companies to improve the way they run their business: better productivity, better management of employees, better view of main KPIs, bigger margins, better view of inventories, better control of costs, bigger revenues, better relationships with suppliers & customers, etc. Sorry, that is incorrect. The correct answer is: People, Cash & Assets The objective of SAP ERP is really to support companies to improve the way they run their business: better productivity, better management of employees, better view of main KPIs, bigger margins, better view of inventories, better control of costs, bigger revenues, better relationships with suppliers & customers, etc. 7
In this section, we will discuss the main components of the SAP ERP application that bring value to different levels and departments of organizations. 8
As we mentioned a bit earlier, SAP became very famous at the international scale in the 90s with its star product: SAP R/3. You can see R/3 Components are really the foundations of SAP ERP and the backbone of the SAP Business Suite. Many of our customers still talk about FI, CO, SD, MM. Our mission was already to support companies to control their costs, increase their margins, close their financial books ontime, open their system to suppliers & customers. But our offer developed and evolved with the emergence of new technologies and innovations that meet today s requirements for growth. 9
SAP ERP redefines enterprise resource planning delivering role-based access to crucial data, applications, and analytical tools. With SAP ERP, you can efficiently deal with business challenges in the following areas: Financials Human Capital Management Operations Let s discover how SAP ERP allow businesses to optimize their internal resources and be opened to their suppliers, customers and all partners in their ecosystem. 10
SAP ERP Financials provides these modular applications customers can use to tailor solutions to their specific business needs and quickly deliver value while giving them flexibility to prepare for the future. Accounting and financial close Treasury and financial risk management Invoice to pay Receivables management Shared services for finance Travel management As you can see, SAP ERP Financials is a set of components really covering all the areas of your Finance department. 11
SAP Financials provide a total, integrated view of all aspects of your business finance functions. No matter what size their business is, our prospects & customers can increase their agility with finance software solutions that give them a 360-degree view of enterprise performance. Overall, SAP ERP customers are able to coordinate activities across the enterprise, ensure compliance and have greater confidence in the numbers through faster, more accurate financial close cycle But they can also manage and improve profitability - robust management accounting and performance management systems pinpoint cost and profitability drivers and improve shareholder value As a result they can streamline their cash cycle to accelerate cash flow, reduce risk, resolve disputes faster and lower operating costs 12
SAP ERP Human Capital Management (SAP ERP HCM) provides features and functions that can help businesses manage business processes related to the recruitment to the development of their people. Services delivery ensures that employees can readily access the critical data, applications, and analytical tools they need to perform their job functions efficiently and effectively while supporting a shared-services model for human resources, finance, and other key processes. SAP ERP offers role-based access and selfservices. Talent management supports people during every phase of their employment from recruitment through training, development, and retention. Find the right people, put their talent to best use, align employee goals with corporate goals, maximize the impact of training, and retain top performers. 13
Core HR and payroll streamlines and integrate essential workforce processes such as employee administration, organizational management, time management, benefits, payroll, and legal reporting. With SAP ERP HCM, you can standardize and consolidate all workforce-related processes and data onto a single platform, while ensuring adherence to local regulations and laws. Workforce analytics utilizes comprehensive SAP analytics to help you plan, measure, and align objectives, not just within the HR department, but with the overall business strategy to enable better business decisions and growth. 14
The outcomes of SAP HCM are as diverse as important for companies. Talent Management allows organizations to identify, attract, develop, compensate and retain talent using an holistic approach, and Workforce Process Management supports them to automate their core HR processes. Workforce Deployment also helps businesses to deploy the right people to the right positions at the right time, and finally, Workforce Planning & Analytics support decision-makers and people managers to make well informed decisions. 15
SAP ERP Operations provides organizations with complete features and functions to help them manage their key activities. SAP ERP Operations manages end-to-end procurement and logistics business processes for complete business cycles, from self-service requisitioning to flexible invoicing and payment. SAP ERP Operations can also help optimize the physical flow of materials. It also supports the entire life cycle of product development and manufacturing. You can perform production planning, manufacturing execution integrated with shop-floor systems, product development, and life-cycle data management in a wide variety of industries. SAP ERP Operations manages customer-focused activities, from selling products and services, to managing professional-services delivery and internal processes such as calculating incentives and commissions. 16
SAP ERP Operations support businesses on critical KPIs such as profitability, productivity & customer satisfaction. Every business in every industry or country needs to be operationally well run. SAP ERP Operations manage end-to-end operational processes with efficiency and cost-effectiveness. It allows customers to identify, realize, and sustain cost savings and deliver high-quality products and services on time. As a result, companies can improve customer satisfaction while increasing profitability and revenues 17
Correct! SAP ERP redefines enterprise resource planning delivering role-based access to crucial data, applications, and analytical tools. With SAP ERP, you can efficiently deal with business challenges in financials, human capital management and operations. Sorry, that is incorrect. The correct answer is: Financials, Human Capital Management and Operations SAP ERP redefines enterprise resource planning delivering role-based access to crucial data, applications, and analytical tools. With SAP ERP, you can efficiently deal with business challenges in financials, human capital management and operations. 18
Correct! The benefits of SAP Financials include: achieve faster closes, improve cash flow and liquidity, and improve process integration between finance and treasury. Sorry, that is incorrect. The correct answer is: Retain talent The benefits of SAP Financials include: achieve faster closes, improve cash flow and liquidity, and improve process integration between finance and treasury. 19
To summarize all that you ve learned in this training, let s view a video which highlights how to properly position the SAP ERP. 20
SAP Business All-in-One is the SAP ERP Solution that help midsize or fast-growing small companies to drive business growth, build and maintain operational excellence and optimize financial performance. With SAP Business All-in-One, midmarket organizations drive business growth by proactively managing sales opportunities and marketing plans while supporting new product and service development for existing and new markets. These companies can build and maintain operational excellence by optimizing logistics, manufacturing and resource management. And finally, they optimize financial performance by improving internal controls and gain deeper insight into organizational performance See SAP Business All-in-One in action! This interactive itour highlights three valuable benefits SAP Business All-in-One brings to customers: comprehensive unified view of operations, industry-specific best practices and scalability. Please access the SAP Business All-in-One itour 21
You are now able to: Define the executive s SAP ERP vision Describe market trends and customer pain points driving the business need for SAP ERP Explain the value-added or key differentiators of using SAP ERP Define the target market segments for SAP ERP 22
If you need to have a full view of the very numerous business processes covered by the complete SAP ERP Solution, please click on the link and access the SAP ERP Business Map. You will have a full view of components of the solution, processes it does include and benefits it brings to businesses. Business Maps and Solutions Maps are typically used by Presales & Solution Consultants. 23
Thank you for attending this training. 24