week 2 unit 1: bring your sales to the ... - free sap training

Week 2 Unit 1: Bring Your

Sales to the Next Level

Public© 2016 SAP SE or an SAP affiliate company. All rights reserved. 2

Bring Your Sales to the Next LevelDesign the future of your CRM

What SAP Offers Why It Makes Sense1 2 How to Get There3

Get familiar with the Customer

Engagement and Commerce

portfolio offered by SAP

Learn how your company can

make the most of the SAP

Hybris solutions portfolio

Identify transition possibilities

and how you can move from

your current SAP CRM

installation into the future

Understand what can support

you to design

the future of your CRM

Learn about services available

for all phases of an upgrade or

migration project

Get to know the available demo

systems


Bring Your Sales to the Next LevelPossible transition paths

Public EditionPublic Cloud – Private Edition / SAP HANA Enterprise Cloud

Cloud SolutionsOn-Premise

Solutions

SAP CRM 7.0 powered by SAP HANA

SAP CRM 7.0 powered by

SAP HANA SAP Hybris Cloud for SalesSAP Hybris Cloud for Sales

SAP CRM Sales < 7.0

SalesPossible transition paths


Bring Your Sales to the Next LevelProposed transition options

From SAP CRM < 7.0 (Sales) to:

A

B

C

SAP Hybris Cloud for Sales

SAP CRM 7.0

Hybrid Solution

(SAP Hybris Cloud for Sales + SAP CRM 7.0)


Bring Your Sales to the Next LevelProposed transition option: SAP Hybris Cloud for Sales



SAP CRM 7.0

Hybrid Solution


A

B

C


Bring Your Sales to the Next LevelOption A: SAP Hybris Cloud for Sales – the SAP Hybris Cloud for Customer solution


End-to-end mobile solution for sales, from prospecting through account intelligence to order taking

Real-time actionable analytics

Productivity and personalization (email integration, quick access to information, JAM collaboration)

Industry functionality

Pre-packaged integration

Customer service across channels (e.g. email, Web, phone, social, text)

1:1 customer interaction through social media channels

Shared services/ employee shared service with SAP SuccessFactors Employee Central

End-to-end mobile solution for field service and repair

Pre-packaged integration

SAP Hybris Cloud for Service,Cloud for Social Engagement

SAP Digital CRM(C4C Starter Edition)

Simplified cloud CRM for small teams (starts with one user) with enterprise-grade capabilities

Can be upgraded to a fully-fledged C4C on-demand

No integration to back-end systems


Bring Your Sales to the Next LevelOption A: SAP Hybris Cloud for Sales – Key capabilities

SAP HYBRIS CLOUD FOR SALES ...

Is a comprehensive, innovative sales application

Allows to engage with your customers in an

omnichannel approach

Provides back-office information pushed to you in

real time

Provides new innovation every quarter

Allows to significantly reduce implementation efforts

and costs


Bring Your Sales to the Next LevelOption A: SAP Hybris Cloud for Sales – New innovation every quarter

Leapfrog with Omnichannel Selling,

Industries, and Predictive Analytics

Differentiate with Experience,

Insight, Integration, and Industries

Common Components

Extending the Core

Sales

Quotes

Collaboration

& Feeds

Leads

Territory

Management

Activities /

Groupware

OpportunitiesCustomer

Insight

Activity

Planner

Travel /

Learning

Offline Mobile

Product

Content &

Catalog

Mgmt**

Analytics &

PredictiveMobility

Integration

Framework

Key User

Extensibility

Collaboration

& Workflow

Customization

Framework

= Build = Integrate, Partner

Sales

Marketing

Accounts /

Contacts

Products /

Pricing

Sales

PlanningForecasting

Visit Plans &

Surveys

CommissionsSales

Intelligence

SAP HANA CLOUD PLATFORM

#1 #2 #3

** = Integration with SAP Hybris

Partner

Management

Next-Gen.

User Exp.

IndustriesEmbedded

Predictive

Analytics

Sales

Performance &

Effectiveness


Bring Your Sales to the Next LevelOption A: SAP Hybris Cloud for Sales – Key benefits (1/2)

MOBILE FIRST APPROACH

Full-featured, seamless experience from online to

mobile

Engage in real time with your customers, manage

your activities, and track your performance, even

when you’re offline

NOT A SILO

Pre-packed integration to back-office systems such

as SAP ERP and SAP CRM as well as to SAP Hybris

solution portfolio


Bring Your Sales to the Next LevelOption A: SAP Hybris Cloud for Sales – Key benefits (2/2)

TURN INSIGHT INTO ACTION

Access to real-time customer analytics and

sales data in the context of accounts and

opportunities to engage and connect with

customers in a personal, relevant way

Comprehensive customizable KPI tiles, reports,

and dashboards

Sophisticated analytics infrastructure

Simplified ad-hoc and custom reports


Bring Your Sales to the Next LevelOption A: SAP Hybris Cloud for Sales – Retail execution

SAP Hybris Cloud for Sales Retail Execution …

A quick-to-deploy solution designed to help

sell consumer products in retail stores

Supports effective execution of store visits, running

successful promotions, enhancing the retail

experience for consumers, and more

Maximizes sales reps’ time in-store with retail plans,

surveys, and tasks for target accounts


Bring Your Sales to the Next LevelOption A: SAP Hybris Cloud for Sales – Industry expertise (process example)

Plan Visit

Check Calendar

Analysis

Visit Store 1

Store Check

Shelf Check

Order Products

Prepare Visit(s) Visit Store 2

Follow Up


Bring Your Sales to the Next LevelOption A: SAP Hybris Cloud for Sales – When to go for this option

If you require a comprehensive sales application that covers the

full end-to-end sales process, enabling you to work both online

and offline

If you require a holistic view of the customer to keep everyone

working from the same page with the ability to capture, monitor,

store, and track all critical information about customers, prospects,

and partners

If you want to benefit from using predictive capabilities to score

and suggest potential deals

If you require openness for integration and high flexibility to adapt

to your business requirements

SAP CRM < 7.0(Sales)

SAP Hybris

Cloud for Sales


Bring Your Sales to the Next LevelOption A: SAP Hybris Cloud for Sales - Data Workbench

Data Workbench is a powerful and easy solution to import, update, and export data from SAP

Hybris Cloud for Customer.

Import

Supports standard and custom objects

Attachments

Extension fields from Key User tool

CSV template download and also supports user-defined CSV schema

Intelligent data mapping with auto-mapping feature

Code list mapping support

Validation for data and attachments

Admin users can create import templates that canbe used for subsequent imports and/or by businessusers

Export

Export of standard objects and custom objects

Support for filters

Context-driven conditions and filter values

Update

Exported CSV file can be modified and can be used for update

Validation of CSV fields

Monitor

Monitor import, export, and update

Download exported CSV file

Download error records for import and update


Bring Your Sales to the Next LevelProposed transition option: SAP CRM 7.0


A

B

C


SAP CRM 7.0

Hybrid Solution



Bring Your Sales to the Next LevelOption B: SAP CRM 7.0 – What’s new in SAP CRM 7.0 for Sales?

Cross-topics:

• UI framework and architecture enhancements

• Enhanced groupware integration (bi-directional)

• Interactive reporting and dashboards

• Enterprise services

• Access Control Engine: Additional authorization objects

Sales-related:

• CRM UI-enabled ERP Quote, Order, and Contract

• Improved Sales Performance

• Pipeline Performance Management

• Enhanced Territory Management

Sales

Performance

Mgmt

Account

and Contact

Management

Activity

Management

Opportunity

Mgmt

Sales

Contracts

Mgmt

Sales

Analytics

Customer

Quotation

and Order

Mgmt

Sales

Planning

and

Forecast.


Bring Your Sales to the Next LevelOption B: SAP CRM 7.0 – When to upgrade to SAP CRM 7.0

Dependent on preferred option for application maintenance

(cloud vs. on-premise)

If you currently have a significant amount of custom coding

and non-standard processes

As a prerequisite for a hybrid solution of SAP Hybris Cloud

for Sales and SAP CRM 7.0


SAP CRM 7.0


Bring Your Sales to the Next LevelProposed transition options: Hybrid solution


A

B

C


SAP CRM 7.0

Hybrid Solution



Bring Your Sales to the Next LevelOption C: Hybrid solution – Features

In such a “hybrid CRM” model, objects

are bi-directionally synchronized between

the systems

Real-time integration of master data e.g.

accounts, account hierarchies, prospects,

competitors, contacts, territory assignments,

products, employees, social media profiles,

marketing attributes

Full integration of transactional data e.g.

campaign headers, leads, opportunities,

activities, service requests / tickets with real-

time pricing for sales quotes and sales orders


Bring Your Sales to the Next LevelOption C: Hybrid solution – Integration

SAP offers pre-packaged integration content

(iFlows).

There are two ways of integrating SAP Hybris

Cloud for Sales with SAP on-premise solutions

such as SAP CRM or SAP ERP:

SAP Process Integration (PI)

SAP HANA Cloud Platform Integration Service

(HCI)

SAP Hybris

Cloud for Sales

SAP Hybris

Cloud for Sales

Clo

ud S

olu

tions

On-P

rem

ise

Solu

tions

SAP CRM SAP CRM

SAP PI

SAP HCI


Bring Your Sales to the Next LevelOption C: Hybrid solution – Integration

SAP CRM

Accounts

Business

Partner

Product

Product

Account

Hierarchy

Account

Hierarchy (BP

Relationships)

Product

Category

Product

Category

Sales Org

Hierarchy

Sales Org

Hierarchy

Marketing

Attributes

Marketing

Attributes

Social Media

Profiles

Social Media

Profiles

Territories

Territories

Business

Configuration

Business

Configuration

Employees

Employees

SAP Hybris Cloud for Customer

Promotion

Promotion

Activities

Activity

Lead

Lead Pricing

Sales

Order

DeliveryCustomer

Invoice

Sales Quote

Opportunity

Opportunity

Ticket

Ticket

Campaign

Header

Campaign


Bring Your Sales to the Next LevelOption C: Hybrid solution – Integration example: Account master data exchange

Maintain account master data in


Account master is synchronized

with SAP CRM


Bring Your Sales to the Next LevelOption C: Hybrid solution – When to go for this option

SAP Hybris Cloud for Sales can act as an immediate

“mobile layer” on top of SAP CRM.

SAP CRM can remain as a back-office solution.

For the end users, SAP Hybris Cloud for Sales and SAP

CRM seem to be “ONE” system as such.

Customers can leverage their existing investments in SAP

CRM, but use innovations being delivered constantly in

SAP Hybris Cloud for Sales.

The hybrid solution is an ideal first step to also benefit

from integration scenarios to other SAP Hybris

applications in the future.


SAP Hybris

Cloud for Sales

SAP CRM 7.0

Thank you

Contact information:

[email protected]


© 2016 SAP SE or an SAP affiliate company. All rights reserved.

No part of this publication may be reproduced or transmitted in any form or for any purpose without the express permission of SAP SE or an SAP affiliate company.

SAP and other SAP products and services mentioned herein as well as their respective logos are trademarks or registered trademarks of SAP SE (or an SAP affiliate

company) in Germany and other countries. Please see http://global12.sap.com/corporate-en/legal/copyright/index.epx for additional trademark information and notices.

Some software products marketed by SAP SE and its distributors contain proprietary software components of other software vendors.

National product specifications may vary.

These materials are provided by SAP SE or an SAP affiliate company for informational purposes only, without representation or warranty of any kind, and SAP SE or its

affiliated companies shall not be liable for errors or omissions with respect to the materials. The only warranties for SAP SE or SAP affiliate company products and

services are those that are set forth in the express warranty statements accompanying such products and services, if any. Nothing herein should be construed as

constituting an additional warranty.

In particular, SAP SE or its affiliated companies have 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 SE’s or its affiliated companies’ strategy and possible future

developments, products, and/or platform directions and functionality are all subject to change and may be changed by SAP SE or its affiliated companies 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. 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 forward-looking statements, which speak only as of their dates, and they should not be relied upon in making purchasing decisions.

http://global12.sap.com/corporate-en/legal/copyright/index.epx

week 2 unit 1: bring your sales to the ... - free sap training

Documents