pn-sap business suite powered by sap hana cp industry tele guide(2)

SAP Business Suite powered by SAP HANATarget: SAP Business Suite Install Base Consumer Products Industry

Tele Campaign

© 2011 SAP AG. All rights reserved. 2

How To Use This Document

This document serves as a guideline for Inside Sales and Partners, providing all information necessary for a meaningful customer conversation in regards to the introduction of SAP Business Suite powered by SAP HANA to companies in the Consumer Products Industry.

The assumption for this ramp up phase is that the existing installed base customers contacted currently have the SAP ERP 6.0 license but have not been informed about the SAP Business Suite powered by SAP HANA launch. This should be there 1st contact in regards to this product launch.

In the event that the respective customer has been contacted already in regards to the launch, please adjust the script accordingly:

Make sure the customer fully understands the benefits for their business of moving their current database of Business Suite Applications like ERP to SAP HANA

Find out if the respective customer has already opted-in for one of the key offers (Engagement Workshop, Acceleration Report)

Discuss further their willingness to serve as a ramp up customer


Objectives of the Callers and Offers

What do we expect of our callers?To understand the business and IT value of SAP Business Suite powered by SAP HANA with the goal of agreeing to engage with SAP in a migration evaluation to quantify the value that moving their current database to SAP HANA can bring to their business .

We want our Business Suite customers to understand that SAP Business Suite powered by SAP HANA:• Unifies for the first time analytics and transactions into a single, next generation in-memory platform: SAP HANA• Enables to drive their business in real-time with smarter business innovations, faster business processes and simpler

business interactions for unprecedented business value.• Is non-disruptive and helps customers maximize the value of their current SAP investments

What offers or assets are we expecting the callers to leverage to gain the objectives?Video Animation, Engagement Workshop, Acceleration Report

What is the nurture strategy for this campaign?Follow-up conversation and on-site visits (Engagement Workshop offer) with interested customers to look more deeply into the value of a migration to SAP Business Suite powered by SAP HANA

What is the Primary Offer that engages the company directly with SAP, and what is its value to the prospect? Please see next two slides, explanation about how to access the acceleration report to follow.

How should the callers leverage this offer or offers, should they lead with it, utilize it after they discuss pain points or value of the product?

Utilize it after very brief introduction of Suite on HANA.


Business scenario recommendations for SAP Business Suite powered by SAP HANA Systematic approach to drive demand generation on SAP Installed Base

What is the Business scenario recommendations for SAP Business Suite powered by SAP HANA?

Report (free of charge) that provides SAP customers with a tailored recommendation on SAP Business Suite Optimization / Value Scenarios powered by SAP HANA based on current customer production usage data

Report addresses most pressing HANA questions for SAP customer (which scenarios apply to my landscape, current performance relevance, benefits, test drive / demos, technical realization / technical requirements, Implementation tools and/or services) in one simple source

Report is mainly use for demand generation and can be used as basis for initial SAP Business Suite powered by SAP HANA discussion / Road mapping between SAP and Customer

Report can be used by SAP Customer IT Department (iPad/Laptop/Printout) to show case the benefits of adopting Suite on HANA to their Line of Businesses

Order Information: http://www.suiteonhana.com


SAP Suite on HANA Engagement Workshop

Goals and Objectives Leverage a structured approach to determine steps necessary for successful planning and delivery of SAP Suite on HANA Work with key stakeholders to identify goals and challenges and determine an engagement model that meets

expectations across the needs of the organization

Develop a high level engagement roadmap that addresses best practices to putting a Suite on HANA delivery program into place

Work with key stakeholders in IT and the business to review findings and ensure alignment for next step action items

Inputs / Dependencies

Return on Investment Analysis

Current State of Technical Architecture

Understanding of Business Use Cases

Understanding of current IT initiatives and/or other dependencies to planning a solution

Roadmap / Solution Planning

Services Engagement Model (resources, workday effort, timeframes, cost, etc)

Program Structure for Suite on HANA (change management, blend with internal resources, project management, etc.)

Deliverables

TBD

Duration


SAP Business Suite Powered by SAP HANAValue Proposition

Smarter Business Innovations

Faster Business Processes

Simpler Business Interactions

1

2

3


Unlock New Growth Opportunities

Monitor service levels in real-time to spot and quickly address exceptions

INSIGHT-DRIVEN SERVICE

Increase Customer SatisfactionForecast consumer demand at

any level of granularity – region, customer, even store

INSIGHT-DRIVEN SUPPLY CHAIN

Increase forecast accuracy

Precision marketing for highly targeted consumer

interactions

INSIGHT-DRIVEN MARKETING

Improve loyalty and brand equity

Smarter Business Innovations


React quickly and precisely to demand dynamics with “real”

real-time information

REAL-TIME INVENTORY MANAGEMENT

Provide Superior Customer Service

Faster re-planning allowing more frequent MRP runs in

shorter cycles

REAL-TIME MATERIAL PLANNING

Decrease inventory and safety stock

Speed up core business processes with the best performing suite

FINANCIAL CLOSE

Reduce Cost of Operations

Drive Your Business at Market Speed

Faster Business Processes


Empower People to Decide and Act

Integrated planning and real-time cost modeling combined with real-time closing

REAL-TIME FINANCIAL PERFORMANCE MANAGEMENT

Improve profitabilityState of the art customer and consumer service automation

driven by real-time analytics

EFFICIENT CONTACT CENTER

Increase first call resolution

Faster monitoring and management of new product

innovation projects

COMPLEX PROJECT MANAGEMENT

Accelerate time to market

Simpler Business Interactions


The SAP Field and the Solution

Describe how the SAP field is positioning/selling this solution. - SAP Business Suite powered by SAP HANA is considered one of the most important launch in SAP’s

history that will play a key role in driving SAP’s software and services revenue growth.- It enables our current customers to derive new business value, without disruption (e.g. no upgrade) on an open, next generation platform – this is what makes the SAP Business Suite powered by SAP HANA a very compelling offering for our install base customers.- It also opens the door for our customers and partners to take advantage of SAP HANA by adding game-changing innovations that can extend the value of the SAP Business Suite.- Our sales force will leverage this offering to enter into strategic discussions with our customers to demonstrate specific value propositions of migrating to SAP HANA and chart our innovation roadmap.

What strategies are they utilizing that are successful?Current strategy for SAP HANA is High Touch 1:1 meetings typically top-down SAP Executive and Customer Executive meetings. For Suite on HANA this same strategy can be extended by leveraging SAP HANA workshop offer.For customers not yet ready to engage in a workshop position the HANA acceleration report.

What is the average size of deals?Average deal size for Suite powered by HANA could be expected at 250K


Probing Questions & Answers

Questions to ask Rationale/Context for the question

Do you use SAP ERP? Which version are you currently using?

Discover if the caller knows basic, pertinent info about their ERP environment to then uncover if we are talking to the right person to continue moving forward with the call

How many databases do you use for your ERP? From which vendor? What is the volume of data and yearly growth?

Determine the competitive landscape in regards to DB.

What are the top 3 business and IT challenges that you have because of the limitations of your current database?

This will point you to the most pressing items on their mind: long run online transactions and batch processes (e.g. MRP, financial close, order entry, search), no real-time information, difficult to access to the right information at the right time for business users (transactions vs analytics), complex IT landscape with high TCO, limited ability to innovate by leveraging other data like social media data or new channels like mobile)

In your view what are the most important emerging technology trends that can impact the most your business strategy?

These will point you to what is top of mind – the key words that are important are In-Memory, Mobile, Big Data - Social Media, Collaboration, Sensors, Analytics like Predictive.

Which changes or improvements would you expect to have the most positive impact on your organization or business unit (both business and IT)?

Faster access to information (i.e., faster query response times), decrease in number of systems required to answer business questions, faster analysis (e.g. ability to evaluate more scenarios), more accurate analysis, more contextual analysis (analysis presented within your current business applications up to date with the most recent transactional activity), ability to aggregate more data sources, ability to innovate…

Are you aware of in-memory technology? What are the greatest business and IT benefits of such in-memory technology?

Reduction in analysis turn-around time, iimprove execution of tasks to better meet plans or budgets, increase frequency of analytic-driven decisions, ability to analyze more granular data rather than pre-aggregated information, reduction in decision errors, answers to questions we could never ask before


Call Guide

Hi, this is __________ from PARTNR, may I speak with _______________. Hello Mr/Mrs/Miss __________

I’m calling you because I understand that your organization uses SAP Business Suite applications such as SAP ERP. You may have heard about SAP HANA, SAP’s next-generation in-memory platform that has revolutionized the database technology. New technologies like in-memory and mobile are opening new avenues to completely reshape your industry by driving your business in real-time. This is why the SAP Business Suite is now powered by SAP HANA, the next generation platform. With SAP HANA, SAP provides the most modern suite of applications unifying analytics and transactions into a single in-memory platform. The result ? You can leverage the suite to rethink your business processes as needed with embedded intelligence into your transactions, make more relevant business decisions with advanced analysis like predictive or simply invent business models not possible before. The suite can now also allow real-time planning, execution, reporting and analysis across your end-to-end business processes. And business users can get a unified – at finger tip – 360° views of real-time information - on many devices - across all your SAP Business Suite applications and even beyond like information from sensors and social media.

Now you can discover hidden business opportunities for new competitive advantages, respond in real-time to changes in demand for higher market responsiveness, deliver personalized offers in real-time for higher customer experience and empower people at your company to engage anywhere, anytime with real-time business insights.

With the SAP Business Suite powered by SAP HANA, you can have smarter business innovations, faster business processes and simpler business interactions for unprecedented business value – and all without disruption.

If you can answer a few questions we can quickly determine if your company can benefit from this latest offering from SAP. Ask Probing Questions to uncover interest in SAP Business Suite powered by HANA or any other HANA scenario (See

probing questions slide) After hearing your challenges around your current environment, I believe that your company would greatly benefit from

learning more about Business Suite powered by HANA. As a next step let me send you more information on SAP Business Suite powered by HANA and get our account team involved to explore this further.

Business Suite powered by HANA Sales ScenarioIssue detection and opportunity awareness

Questions to uncover pain?• What are the top 3 business and IT

challenges that you have because of the limitations of your current database?

• Does your organization or business group have access to the right information at the right time to support analytics-driven decision making within your operational or enterprise applications?

• How critical is it for you and your organization to have access to the right information at the right time to support your decision making requirements?

• In your view what are the most important emerging technology trends that can impact the most your business strategy?

• Which changes or improvements would you expect to have the most positive impact on your organization or business unit (both business and IT)?

Sales messaging• Smarter business innovations• Faster business processes• Simpler business interactions

Target Customer• CP and Manufacturing Industries• SAP Business Suite customers• Specially relevant to companies dealing with

large volumes of data (B2C, B2B2C)

Target Audience:• Office of CIO• COO• LoBs: Finance, Manufacturing, Logistics• Supply Chain, HR, R&D• Head of Sales, Service and Marketing

(specifically regarding SAP CRM powered by HANA)

• Database and Enterprise Architects• Business Intelligence and Analytics functions

Target Customer Pain• Long-running online transactions and batch

processes reduces responsiveness and frustrates employees and customers alike

• Volume, variety and velocity of data makes it harder to get accurate and timely business insights (customer profile information, social sentiments, machine-to-machine data etc.)

• Limitations to innovation due to complex and costly IT landscape (TCO)

Differentiators• Protects investments while delivering new

business and IT value• Allows innovation without disruption • Unifies transactions and analytics into a

single, next generation platform• Provides an open platform for innovations• Delivers industry best practices

Key Features• User-Driven Experience• 24 business scenarios optimized (see

appendix for the processes listed by functional area)

• Real-time planning, execution, analytics and reporting across end-to-end business processes

• New Analytics Foundation and Apps

Solution components• SAP HANA platform• SAP Business Suite applications

References:• Refer to Suite/HANA Customer Success

deck• Ask your PAM & SAP E&C marketing to

engage with SAP Reference Team to organize a reference call


Assets/Offers Sheet

Asset Type Level Target BenefitSoH – Overview Brochure Asset L1-L5 Customer High level description of the

solution.

SoH - Top 10 Reasons for SoHAsset L1-L5 Customer Key reasons to migrate to SAP

Business Suite on HANA

SoH - Value Proposition Scenarios Asset L1-L5 Customer Specific scenario improvements

to provide more details

SoH – IDC Survey and White PaperOffer L1-L5 Customer External point of view and value

proposition

SoH – Solution Animated Videos (Suite and Industries)

Offer L1-L5 Customer Easy to consume, high level overview

SoH – Customer StoriesAsset L1-L5 Customer Proof points of other customers’

success and reasons to adopt SAP Business Suite on HANA


Appendix


Consumer Products Business Value Scenarios

Line of Business Solution Area / Business Scenario

Finance

Accounting and Financial Close Fast Financial Close Real-Time Financial Perfor

mance Management

Marketing, Sales, Service

Sales: Partner/Channel Sales; Sales Support Insight-Driven Sales

Marketing Planning and Resource Management Insight-Driven Marketing

Customer Service Management Efficient Contact Center Insight-Driven Service

Supply Chain Management/Procurement

Warehouse Management and OperationalProcurement Real-Time Inventory Management

Manufacturing and Supply Planning Insight-Driven Supply Chai

n Planning

ManufacturingProduction Planning Real-Time Material Planning

New Product Development

Enterprise Portfolio and Project Management End-to-End Engineer to Order Project Management


Fast Financial Close

Current Situation

Long running process with multiple steps to complete

Limited transparency without any ability to manage a central financial close

Required to support parallel financial reporting standards & simulate scenarios

Key Innovations

Automatic reconciliation with automated real-time matching

Single repository for company and corporate data

Deeper and faster insight down to the lowest level of detail

Business Process Transformation

Real-time end-to-end financial close

Common view across financials and logistics

Comprehensive simulation of org changes and alternate accounting methods

Minimizetime to close the books

Enhance compliance and accuracy

Reducecost of finance


Current Situation

Long performance management cycles with complex consolidation landscapes

Inefficiencies due to multiple disruptions between planning and closing

Need for adapting quickly finance and business operations to changes

Key Innovations

Real-time simulations of planning and costing scenarios

No latency through heterogeneous consolidation landscapes and quasi-instant response times (even with large number of very complex calculations)

Real-time enterprise profitability with large volumes of item-level data


Integrated planning for new and customer-defined scenarios

Real-time closing activities

Real-time modeling and simulation of product costing

Improveservice level performance

Reduce month-end closing time

Minimize operating costs

Real-Time Financial Performance Management


Current Situation

No true 360° view of the customer because of different data sources

Data explosion driven by a new level of consumer connectivity via mobile devices and social networks

Need to capture market opportunities as they occur and respond quickly to demand

Key Innovations

One central place for collecting all customer data from various sources

Flexibility to slice and dice un-aggregated data

New analytical, data mining capabilities on big data (social media, predictive)


Near real-time monitoring and reporting on marketing performance

Rule-based and event triggered marketing automation to orchestrate in- and outbound activities in waves

Precision marketing to personalize every interaction with the customer

Improve profitability

Optimize return on marketing investments

Deliversuperior customer experience

Insight-Driven Marketing


Current Situation

High volume of customer records and interactions resulting in increased search times and greater difficulty locating specific customer records

When responding to social media queries, service reps struggle to get all relevant customer information leading to inefficiency and dissatisfaction

Customers demand consistent service across channels

Key Innovations

Real-time access and assembly of disparate data

Lightning fast “Google-like” customer search

Faster routing of high volume inbound communications


Quickly identify customers and get a complete 360 degree view in real-time

Route all inbound communications to the best resource

State of the art transaction automation driven by real-time speech analytics

Decreaseaverage handling time (AHT)

Increasefirst-call resolution (FCR) and customer satisfaction (CSAT)

Reduceservice cost

Efficient Contact Center


Current Situation

Difficult to analyze large volumes of operational service data to identify root causes of product failure and potential fraudulent warranty claims

Need to combine real-time information from the field and connected assets with statistical analysis of historical data to allow smarter decisions

Need for real-time monitoring of product usage and predictive analysis to support new service business models

Key Innovations

Fast access and analysis of real-time service data from different sources

Predictive analysis on sensor data from connected assets and equipments

Real-time monitoring of service operations, service levels, field resource utilization


New business models leveraging machine data from sold devices

Real-time rescheduling of field resources

Early information about potential product failures

Improve service-level compliance

Create new service offerings

Increasecustomer satisfaction

Insight-Driven Service


Current Situation

No up-to-date view of the inventory situation

Time-consuming inventory management reporting

Need for accurate display of actual stock to react quickly to stock shortfall

Key Innovations

Real-time access to complex inventory management data

High-performance inventory management with large volumes of documents

New analytical inventory management cockpit


Real-time stock insight and inventory monitoring

Higher process efficiency in adjacent procurement processes

Provision of a new analytical monitor for inventory management

Reduceinventory levels

Minimizeout of stocks

Optimizeworking capital

Real-Time Inventory Management


Current Situation

No ad-hoc operational reporting on top of SAP APO today

Time consuming data loads in traditional reporting tools

Need for near real-time information

Key Innovations

Near real-time reporting / analytics on SAP APO data

Out of the box operational reporting

Pre-defined dashboards for different use cases (analytical workflows) for SAP APO based planning scenarios


Decision support based on near real information (e.g. forecast accuracy, stock coverage, supply projection)

Accelerate reporting on large volumes of supply chain planning data

Possibility for business users to create ad-hoc reports as and when required

Reduce supply chain costs

Optimizeinventory levels

Increasecustomer service level

Insight-Driven Supply Chain Planning


Current Situation

Decisions often based on periodic Material Requirement Planning (MRP) runs and outdated information

Inability to re-plan quickly if conditions change due to long run times

No holistic production planning across all relevant production sites

Key Innovations

50% reduction in MRP runtime with high-speed reads

Increased usage of stored procedures to accelerate calculations such as Stock Requirements List and where used lists

Rapid BOM Explosion with stored procedures and fast read


Faster re-planning allowing more frequent MRP runs in shorter cycles

Simulation of different ‘what if’ scenarios in real-time

Global cross-plant planning

Reduceout of stocks

Decreaseinventory and safety stocks

Limitbullwhip-effect

Real-Time Material Planning


Current Situation

Time consuming project analysis and progress monitoring due to high volume of data for complex long-lasting projects

Deviations in costs, time, resources, or quality detected too late in the process

Inability to monitor all aspects of a project

Key Innovations

Improved run time of Harry

Real-time access to large volumes of data

On the fly analysis and calculation


Faster maintenance, monitoring, and analysis of large projects and programs

Complete progress monitoring along the project lifecycle

Combined analysis of financials and logistics data

Increaseefficiency

Decreaselead time from development to delivery of product

Reducecosts for claims and problem-solving

Maximized Productivity and Profitability For Complex Projects


Data Driven Enterprise in Consumer ProductsInsight like never before -- FASTER

Harness the power of “Big Data” in real-time and instantly predict and respond to changing market dynamics to drive your business at “market speed”

• Be first to market with products consumers want: Instantly analyze consumer data to identify innovation opportunities and deliver innovations to market faster than the competition

• Maximize brand and promotion investments: Immediately assess best performing promotions to create sustainable increases in baseline volume

• Optimize supply to meet demand: Align cross-functional forecasts for fast response to demand fluctuations.

Key Business Benefits:

1- Increase Customer Satisfaction

2- Open New Revenue Streams

3- Minimize Operational Costs


People Driven Enterprise in Consumer ProductsAgility like never before -- SIMPLER

Empower people to decide and act in the business moment and boost productivity

• Be first to market with products consumers want: Monitor up-to-the-minute consumer response to product innovations to ensure market acceptance

• Maximize brand and promotion investments: Quickly spot opportunities to increase profitable revenue and volume for both the manufacturer and the retailer

• Optimize supply to meet demand: Monitor actual demand in real-time to assess inventory and ensure on shelf availability.


1- Increase User Adoption

2- Improve Effectiveness

3- Reduce TCO


Innovation Driven Enterprise in Consumer Products Innovation like never before -- SMARTER

Predict, identify and unlock new growth opportunities early to gain competitive advantage

• Be first to market with products consumers want: Identify market trends in real time to focus consumer-driven innovation investments on highest potential opportunities

• Maximize brand and promotion investments: Instantly identify the most effective, profitable promotions to drive brand and category growth

• Optimize supply to meet demand: Quickly model varying scenarios to ensure availability and maximize sales at retail


1- Amplify Top-Line Growth

2- Increase Market Share

3- Minimize Risk

pn-sap business suite powered by sap hana cp industry tele guide(2)

Documents

value of sap business

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