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

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The New Rules of Sales Effectiveness

SAP Cloud for Sales

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What do sales leaders care about today?

0 10 20 30 40 50 60 70

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

Key priority in achieving sales outcomes Desired sales outcomes

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65%

of the average salesperson’s time is spent NOT selling

(Source: CSO Insights, Improving Sales Effectiveness in Buyer’s Market, 2011)

Unplanned customer call/meeting

Planned customer call/meeting

Data entry into CRM Internal department meeting

Support activity for customer account Email activity

Pricing and contracts activity

Consultative selling with today’s customer takes

a tremendous amount of time

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And sales today, requires more than following the

process

Account contacts? Warm introduction? Relevant References? Latest Competitive Report? Update my Forecast on the Road! Prospect’s preferences? What’s being said

about customer?

Did Order Ship?

Did InsideSales send Quote? Right Product

Specialist for this Deal?

Best Presentation to Use?

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Customer power and organizational complexity has

changed the dynamics of buying and selling

Customer Journey

(Online & Offline)

Sales Funnel

Awareness

Interest

Desire

Action

57%

of buying process is often completed

before prospect engages with a seller

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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

4.5x

Top performers are

Likely to be Challengers

Learn More About Challenger:

http://www.executiveboard.com/exbd-resources/content/challenger/index.html

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VP of Sales expect both growth and cost control

to maintain a competitive edge

of salespeople don’t

understand customer’s issues & how to help

of sales meetings don’t meet customer

expectations

Why does you need to act now? The facts are staggering

Forrester, CSO Insights, Sales Executive Council

Primary sales

tool isn’t

delivering

value

of buying process is completed before first interaction with sales

of sales rep time is spent NOT selling

74% of CRM

deployments for

Sales have poor

user adoption

57 %

62 %

85 %

65 %

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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

Existing cloud-based CRM technologies were not

designed for these new conditions:

“

74%

of sales organizations have

poor CRM adoption by sales”

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Collaborate in Context

Crowdsource Sales Wisdom

Be Informed with Less Effort

Spend More Time Selling

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SAP Cloud for Sales

Work Smarter. Sell Better. Win More.

› Beautiful

› Connected

› Insightful

› Effective

Play

video

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SAP Cloud for Sales

Sell more effectively with today’s empowered customers

Sales Productivity

Sales Orchestration &

Intelligence

Analytics

Collaboration

User Experience

Integration & Open

APIs

Cloud for Customer ERP/CRM/BI

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Next Steps

•

Visit:

http://www.isb-

global.com/sap-cloud-for-customer/

•

Speak to Matthew Gawn

+44(0) 208 232 8884

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Engage with Your Customers Like Never Before

SAP Cloud for Service SAP Cloud for

Social Engagement

SAP Cloud for Sales SAP Social Media

Analytics by NetBase

PROSPECT CUSTOMER PROMOTER

SOCIAL COLLABORATION ● ANALYTICS ● MOBILE AND OFFLINE

SAP Cloud for Customer

Rich

Insights

Seamless

Integration

Industry

Content

Beautiful User

Experience

 EARN their business

by knowing them

better

 GROW with them as

their needs change

 TURN prospects into

promoters

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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)

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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 emails, appointments and tasks bi-directionally – no double data entry

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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

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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

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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

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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

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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

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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

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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

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SAP Cloud for Sales with Pre-Integrated Content

Extend Existing SAP CRM Investment Rapidly & Cost-Effectively

Lead-to-Cash

Employee Lead Service Request* Opportunity Business Partner Employee Service Request Business Partner Quote / Sales Order Material Product Lead Opportunity SAP Campaign Header Campaign Activity Activity Account Hierarchy Account Hierarchy Territory Assignment Territory Assignment

SAP Cloud for Sales

*Service requests from SAP Cloud for Service or SAP Cloud for Social Engagement pre-integrated with SAP CRM for Service

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

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SAP Cloud for Sales With Pre-Integrated SAP ERP Content

-end integration with master data synchronization and process integration

Features and Benefits

Provides sale professionals with cost-effective, no-hassle, access to Pricing, Quotes, Sales Orders and more through Native SAP ERP integration

SAP Cloud for Customer

Contacts Opportunity Accounts/ Prospects Contact Customer Sales Order Product Category Material Category Pricing Quotation SAP Products Material

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Appendix: Cloud Infrastructure and Operations

Security – scalability – performance

World class tier-3/4 data centers

Highest compliance standards

Scalability and performance with

latest hardware

Integration with service backbone

SAS 70 Type II certification

Energy efficiency certificate

“Premium Standard Data Center"

ISAE3402

TESTIFIED* CERTIFIED BS25999

ISO 27001

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Thank You!

Matthew Gawn

Pre-Sales & Solution Consulting ISB Global Limited

7 Canute House, Durham Wharf Drive Brentford, London, TW8 8HP

T +44 (0) 208 232 8884 M +44 (0) 793 924 1897

E matthew.gawn@isb-global.com W www.isbglobal.com