SELL SMARTER,

EVERYWHERE WITH
SAP HYBRIS CLOUD
FOR SALES
Legal disclaimer

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All forward-looking statements are subject to various risks and uncertainties that could cause actual results
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AWARENESS
ACTION

INTEREST

CONSIDERATION
DISCOVERY
CUSTOMERS
CONTROL
THEIR
JOURNEY
DIGITAL DISRUPTS SALES

DIGITAL IS DISRUPTING AND HOW WE SELL AND SERVICE

CUSTOMER INTERACTIONS

57% <50% 56%

Business customers are 57% of companies providing mobile are still not satisfied with their
through their buying process access to sales, service & management insight – despite
by the first sales call customer data investments into analytics

THE TRADITIONAL FIELD SALES PRODUCTIVITY CONTINUES TO DECLINE …

OF PLAY IS SHRINKING

4 – 10x 35% 20% 6 months

cost of winning a new customer of time is spent Turnover is up To complete onboarding
vs. growing an existing customer selling down from 3 points
41% (in 2011)
 IT’S ALL ABOUT THE
CUSTOMER EXPERIENCE

Realtime Convenience

Reliability Relevance
THE CHANGING B2B CUSTOMER

“59% DON’T WANT

TO INTERACT WITH
A SALES REP”*

57%
of the way towards making
a decision before reaching
out to a potential vendor.
*Source: Forrester on B2B
TRADITIONAL AWARENESS

SELLING IS INTEREST
DESIRE
OBSOLETE ACTION

THIS IS NOT
YOUR
CUSTOMER‘S
JOURNEY
ANYMORE!
 YOUR TOOLS
DON’T DO WHAT
YOU NEED

74%
OF CRM DEPLOYMENTS
FOR SALES HAVE POOR
USER ADOPTION.

Source: Chief sales officer insights

SURVEY SAYS: BIG DATA, LITTLE INSIGHTS

82% 25% 61%

Interact with customers Have consolidated Existing CRM/ERP

on more channels than analytics across cannot support vision
12 months ago departments

SAP commissioned research: 900+ Global Execs across Sales, Marketing, Customer Service, and Commerce
SELL SMARTER. ACT FASTER. BE RELEVANT. EVERYWHERE

INDUSTRY SAP CLOUD FOR CUSTOMER

COMMERCE MARKETING SERVICE SALES

Sales force automation (SFA) solution

SAP Cloud for Sales that empowers sales teams to sell smarter

Sell Anywhere, Turn Insight Sell More, Know Your

Anytime into Action Admin less Customer

REAL-TIME PREDICTIVE ANALYTICS

SAP HANA CLOUD PLATFORM, INFRASTRUCTURE, INTEGRATION

WHAT IS: SAP HYBRIS CLOUD FOR CUSTOMER

SAP HYBRIS SAP HYBRIS SAP HYBRIS Cloud SAP HYBRIS Cloud
Cloud for Sales Cloud for Service for Social Engagement for Customer TRIAL

 End-to-End mobile  End-to-End mobile  SAP Hybris Cloud for  via SAPSTORE
solution from Lead solution for field service Service +  Entry level Digital Cloud
to Quote  Customer service  1:1 customer interaction CRM for small teams,
 Real-time Analytics across every channel: through social channels with sales and service
 Sales collaboration email, web, phone,  Integrated with enterprise-grade
social, SMS Facebook, Twitter, capabilities
 Industry solutions
YouTube etc.  Try for 30 days and
then upgrade
ANALYSTS AND INFLUENCERS TESTAMONIALS

“…Cloud for Sales is a “Gartner’s 2015 Magic Quadrant

comprehensive sales application for Sales Force Automation
and has been designed with a highlights that SAP improved its
mobile-first approach.” position as a “Strong Visionary”
for Cloud for Sales, advancing
in both "Ability to Execute” &
“Completeness of Vision”.

SAP Hybris
Cloud for Sales
 Comprehensive
 Mobile-First
Forrester CRM, Market Overview: Gartner,
Enterprise SFA Solutions,  Customer Momentum SFA Magic Quadrant,
December 2014 2015
 Effectiveness
SAP HYBRIS CLOUD FOR CUSTOMER USE FOR ONLY 1-1
MEETINGS. NOT FOR
Manufacturing CPG & Retail & High Tech & PUBLIC USE AS ALLServices &
Media, Sports,
Wholesale Telco Public Sector
Life Sciences CUSTOMER
Entertainment, TravelLOGOS ARE
NOT APPROVED
SAP STRATEGY FOR SALES LEADER
SELL SMARTER

SELL ANYTIME, TURN INSIGHT MORE TIME KNOW YOUR

ANYWHERE INTO ACTION SELLING – CUSTOMER
LESS ADMIN
SAP HYBRIS CLOUD FOR SALES

Supporting the Spectrum of Industries: Manufacturing – Consumer Products – Services and More
…
Productivity & Personalization Sales Marketing Account & Territory Management
 Flags  Quick Creates  Map Views
 Tags  Field Extensions  Graphical Views • Target Segments, Email Campaigns  Account & Contact Update, Merging, Relationship
 Shelf  Workflow • Promotion Calendar View management
• Mass Activity & Lead Generation  360 Customer Intelligence, Change history
 Territory management & Alignment
Groupware Integration
 Full-Featured support for MS Outlook , Google Opportunity Management & Insight
Gmail and Lotus Notes, Server side via
partner (e.g. Office 365)
 Easy Lead, Opportunity, Activity Management & timeline
 Tailored sales methodology, Guided Selling
Integration  Competitor insight, Partner Management
 Notes History
 Pre-built integration to SAP ERP & CRM, SAP JAM
 Partners like InsideView, D&B 360, Xactly & more
 Mashups with most other apps Visit Management & Execution
 Complete Activity and Task Management
 Visit and Route Planning and Execution, Map Views
Collaboration & Social  Survey Design and Execution
 Feeds, Followers and @mentions
 Internal, Customers, Partners
 Deal Sites, Social Selling
Quote & Order Management
 Integrated pricing and transactional document
creation with SAP ERP or CRM
Real-Time & Predictive Analytics  Mobile online & offline order capture
 Embedded & Custom Dashboards, Forecasting  CPQ through partners
 Mash-ups with SAP BW & Business Objects  Signature Capture
 KPIs, embedded & ad hoc reporting
 Broadcasting Mobility
 Local & Global Administration Platform  Complete mobile apps, no extra cost
 Real-time, scalable, powered by SAP HANA  Support for iPad, iPhone, Android, Windows Tablet, Apple
 Simplified enhancement tools for power users Watch
 Easily extended for tailored UX and business processes  Responsive UI with Off-line support
 Business Card Scanner
SAP HYBRIS CLOUD FOR SALES

New Innovation Every Quarter = Build = Integrate, Partner

#1 #2 #3
Extending the Core Differentiate with Experience, Insight, Leapfrog with Omni-Channel Selling,
Integration, and Industries Industries and Predictive Analytics
Accounts / Products / Visit Plans & Embedded Sales
Sales Marketing Sales Planning Forecasting
Contacts Pricing Surveys Industries Predictive Performance &
Analytics Effectiveness
Sales Partner Customer
Leads Opportunities Activity Planner
Quotes Management Insight
Product
Next-gen.
Territory Collaboration & Activities / Sales Travel / Offline Mobile Content &
Commissions User Exp.
Management Feeds Groupware Intelligence Learning Catalog Mgmt**

Common Components

Analytics & Collaboration

Mobility Integration Framework Customization Framework Key User Extensibility
Predictive & Workflow

SAP HANA CLOUD PLATFORM

** = Integration with Hybris

SAP HYBRIS CLOUD FOR SALES
Comprehensive Set of Capabilities for Sales Teams and Sales Managers
 Account and Contact Management
 Activity Management
 Collaboration and Feeds
 UX, Personalization and Productivity
 Lead Management
 Opportunity Management & timeline
 Quotation Management
 Order Entry & Capture
 Visit & Route Planning and Execution
 Sales Planning and Forecasting
 Sales Analytics and Predictive Applications
 Partner Channel Management
 Mobility –Online & Offline
 Territory Management
 Workflow & Document flow
 User Management and Access
 Extensibility
 Groupware Integration
 Back Office Integration
 Customer Insight & Sales Intelligence
 Administrative Functions
 Product Master
 Pricing Management
 Organizational Setup and Management
 Surveys
 Industry solutions
 Integrated Key Partner Solutions
 Account Relationship (Graphic modelling)
 Territory Management & Alignment
 Simplified Extensibility
 Sales Marketing
SALES MARKETING

DESCRIPTION
 Orchestrate campaigns and create target groups to
turn marketing interactions into sales opportunities

KEY DIFFERENTIATORS
 Integrated with SAP Hybris marketing and
key partners like Marketo
 One-click creation / Update of target groups  Leverage insights to create target groups
from Account & contact data sets.  Design Campaigns with Trigger for Sales
 Trigger omnichannel marketing campaigns
SALES MARKETING

 Create Target Groups/Segmentation  Marketing Automation Email Blasts

 Marketing Campaign Performance  Manage Lists and Leads
 Orchestrate Campaigns  Track Marketing funds and Spending
 Multi-Stage Campaigns  Marketing Response Analytics
 Campaign Responses  Integration to:
 Promotions  SAP ERP
 Send Mass SMS from a Campaign  SAP CRM
 Creation of activities including tasks from campaigns  Hybris Marketing
 Create Target Group based on Response option  SAP JAM
from a Campaign  Packaged integration with Key Partners (Marketo)
 Target Group Maintenance and update
 Graphical View of Promotion Calendar
ACCOUNT AND CONTACT MANAGEMENT

DESCRIPTION
 Delivers 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.

KEY DIFFERENTIATORS
 Real integration with SAP ERP and SAP CRM  Holistic 360 View
providing a consistent view of the customer
across the organization
 Maintain satisfaction and loyalty
 Omni-Channel interaction
 Focus on your most profitable customers
ACCOUNT AND CONTACT MANAGEMENT
ACCOUNT AND CONTACT MANAGEMENT

 Corporate/Individual Accounts  Configurable Duplication Check

 Account Hierarchy  Social Profile
 Account Team Management  Contact Engagement Scoring
 Account Merging  Marketing Attributes
 Account Change History  Marketing Permissions
 Buying Centre - Account Relationship graphics &  Target Group creation
modelling  Sales Area Data
 Address Maintenance (Ship-to, Bill-to)  Customer specific Price List
 Account & Contact Intelligence with InsideView,  Contextual Reporting
D&B 360, Avention (licensed separately)  Read access logging (Eurozone compliance)
 Account 360 (KPIs, Recent Orders, Registered  Contacts & Relationship Management
Products etc.)  Integration with Microsoft Outlook (Sync & Side Pane)
 Account Factsheet  Integration with Lotus Notes (Sync & Side Pane)
 Account Planning  Business Card Scanner
 Map View and Geo Tracking  Predicting Top Influencers
 Rule-based employee assignment  International Address support
 Owner Realignment  Territory Management & Alignment
 Communication Preferences
TERRITORY MANAGEMENT

DESCRIPTION
 Define, create and realign complex territories
all through a easy to use user interface.

KEY DIFFERENTIATORS
 Can manage complex territory rules all through one
system. Can integrate with territory definitions in
SAP ECC or CRM on premise allowing an
organization to leverage existing investment.
 Easy Quick Territory Realignment
 Simple to Create Territory Rules Based
on Changing Business Requirements
 Deep Analytics using Territory Dimensions
TERRITORY MANAGEMENT
TERRITORY MANAGEMENT
 Territory Hierarchy
 Territory Team with Roles
 Maintain Owner and Team Members
for Each Territory
 Adjust your Territory Structure According
to the Changing Sales Markets
 Rule Based Determination of Territory in Account
and Business Documents (ex; lead, opportunity).
Rules are Defined Based on Account Attributes
 Rule based Territory Realignment Runs
 Named Accounts (Managing overrides and
exceptions)
 Sales Analysis using Territory Dimension
 Grant Authorization and Data Access Based
on Territory Hierarchy
 Multiple territories per account
 Complex Sales Territory Structure including
SAP ERP sales org mapping
 Assign same person to multiple territory with
a specific role to support matrix organization
 Assign same account to one or more territories
 Use account attributes to define account assignment
rules and define who owns what.
 Define territory overrides / exceptions to rules
 Derive data access based on Territory Hierarchy
 Enables quick and easy realignment of territories
to ensure optimal sales market coverage.
 Swiftly handle employee reassignments,
when employees leave or are taking a well
deserved vacation
 Automatic Territory Realignment for Open
Transactions
 Change History Facet in Territory Work Center
LEAD MANAGEMENT

DESCRIPTION
 Manage potential business opportunities with
automated tools to qualify, score, route, and
nurture in order to convert them into sales.
 Automatically age leads and notify when they
are not addressed.

KEY DIFFERENTIATORS
 Manage the end to end process
of deal management  Improved sales efficiency
 Use predictive application to score  Streamline the sales process
and suggest potential deals
 Work in high potential Leads
 Shorten sales cycles
LEAD MANAGEMENT
LEAD MANAGEMENT

 Lead Routing  Manage leads on mobile devices

 Lead Scoring using Predictive Engine  Deal Finder Application to discover next best lead
 Lead Acceptance/Rejection  Lead Engagement score
 Lead Nurturing  Calculated based on contact’s response to
 Lead Surveys campaigns and response to marketing material
 Standard integration with Lead Generation systems  Configurable scoring model
(Marketo, Avention etc.)  Integration with Hybris marketing
 Sales & Marketing teams  Support for Partner channel based Lead Management
 Standard Lead Conversion Analytics
 Workflow rule based notifications (tasks and emails)
 Lead-to-Opportunity Workflow & Conversion
 Business task to notify when leads are not actioned
and escalations sent to management
OPPORTUNITY MANAGEMENT

DESCRIPTION
 Accurately characterize business opportunities and
gain visibility into pipeline health
 Leverage best practices and collaboration to ensure
effective and consistent sales processes

KEY DIFFERENTIATORS
 Embedded collaboration and feed
 Flexible sales methodology modelling
 Comprehensive analytics
 Increase revenue by winning more deals
 Improve sales forecasting & outcomes
 Accelerate deals and improve sales
effectiveness with pipeline visibility
OPPORTUNITY MANAGEMENT
OPPORTUNITY MANAGEMENT
 Opportunity characterization and tracking
 Flexible sales methodology modelling and integration
(e.g. Miller Heiman)
 Lead management integration
 Rule-based or manual opportunity distribution
 Organizational and partner data determination
 Consolidated view of related activities, tasks, etc.
 Attachments and attachment distribution
 Opportunity hierarchies on header and item level
 Opportunity relationships
 Simplified creation of follow-on documents
(e.g. opportunity, quote, order)
 SAP CRM or ERP sales quote as follow-up
 Spiral of Influence capability for stakeholder analysis
 Sales team support
 Native social collaboration with Feed updates
 Enhanced collaboration with SAP Jam
 Credit checking (through integration)
 Opportunity Assessment through Surveys
 Opportunity Notes
 Opportunity timeline and activity view
 Pricing (in C4C or optional ERP pricing)
 Optimized target discount and pricing with Vendavo integration
(reference integration requires some SDK work for activation)
 Incentive & commission management (Vistex, Xactly)
 Workflow rule based approvals and notifications (tasks &
emails)
 Email based approval process
 Embedded Survey capabilities
 Opportunity planning
 Revenue scheduling
 Pipeline management
 Competitors and competitive products
 Configurable product support (through integration)
 Comprehensive analytical content
 Extensibility
 Mobility
 Revenue Planning and Split Allocation
 Relationship Mapping (graphical mapping)
 Activity Advisor
SALES PLANNING AND FORECASTING

DESCRIPTION
 Plan, define, create and edit forecast and
quotas based on numerous dimensions.
 Leverage existing analytics and MS Excel

KEY DIFFERENTIATORS
 Easily run ‘If-Then’ analysis leveraging real time
data in Cloud for Sales

 Create Forecast based on multiple

dimensions
 Manage Forecast any time on any device
 Leverage existing analytics to manage
against forecast in real time
SALES PLANNING AND FORECASTING
SALES PLANNING AND FORECASTING

 Multi-dimensional Sales Planning by revenue and quantity

 Target Attainment analytics
 Real-time MS Excel-based planning
 Opportunity Revenue Forecasting by Category
 Multi-dimensional Forecast Override
 Mobile Forecasting
 Variance Analysis
 Multi-version Forecasting with Submission Workflow
 Special Feed Integration with Forecasting
 Forecast DataSources and Analysis reports
ACTIVITY MANAGEMENT

DESCRIPTION
 View, plan and create activities to manage
customer interactions during customer
relationship lifecycle across different devices.

KEY DIFFERENTIATORS
 Receive recommended activities and best
content for each buying stage
 Create consistent engagement models
 Manage calendar across multiple – channels
 Creation of Multiple Activities at one Shot
 Easy creation of follow-up documents
 Quick Appointment creation via iPad
ACTIVITY MANAGEMENT
ACTIVITY MANAGEMENT
 Categorization of Activities
 Activity advisor
 Activity Planner
 Rule based Activity Plans
 Activity Lists
 Integration with Microsoft Outlook and
Lotus Notes (Sync & Side Pane)
 Activity Factsheet
 Color Coded Calendaring
 View and Plan account specific activities
 Follow-up Tasks, Phone Calls, Appointments,
Sales Documents
 Visits as Follow up item to Activity
 Holistic view about of the meeting
 Fine tuning to turn on/off sending summaries
to external parties
 View Sales Activities as a Timeline
 View/Edit Consolidated Activity/Visits
in a Timeline in Opportunities
 Assign Campaign/Response to a Task
VISIT PLANNING AND EXECUTION

DESCRIPTION
 Enable your field sales personnel to plan and record
site visits and activities while on site at the account.

KEY DIFFERENTIATORS
 Turn portables into a personal itinerary planner
 Perform surveys and audits to monitor
key areas in stores

 Manage calendar across multiple – channels

 More customer visits, fewer miles
OPTIMISE VISIT PLANS FOR
MOBILE SALES  Leverage Sale rep time working an area
 Sales route mapping
VISIT PLANNING AND EXECUTION
VISIT PLANNING AND EXECUTION

 Create, Read, Update and Delete Visits  Create follow up items

 Add and create Visit Tours
 Add Account to a route
 Inclusion of Routes in Calendar view with other
Visits/Appointments
 Map Integration - Display using GPS coordinates
 Plan your route
 Driving Directions included in Route Map
 Rule based assignment of tasks and surveys
 Capture Check In , Check Out Info
 Including GPS Coordinates
 Check ongoing and upcoming campaigns
 Offline execution of visits
 Add pictures or other attachments to the visit
or survey response
 Immediate assignment of tasks and surveys
on Refresh Visit
 Value help for target group and account hierarchy
in routing rules
 Manage follow up actions such as Opportunity, Sales
Quote, Service Ticket, Appointments and Phone calls
 Visit Summary
 Notes field for Visits
 Workflow Enhancement – Notifications to
Contacts/Attendees
 Involved Parties
 View Last Visit’s Date/Time + Last Visit’s Notes
SURVEYS

DESCRIPTION
 Create dynamic surveys with a easy-to-use, intuitive
tool that allows you to gain insight by capturing
customer information and sentiment anytime,
anyplace

KEY DIFFERENTIATORS
 Available with offline capabilities on the iPad
 Relate surveys to business objects like visits,
activities, opportunities, etc.  Create of surveys by the Line of Business
 Personalize customer surveys
 Execute surveys in multiple channels
 Attach surveys to business objects
SURVEYS
SURVEYS
 Design checklists, product, competitor product, and
external surveys
 Define survey validity
 Enable pre-filling of previous answers
 Enable display in matrix form
 Design survey with different question types, such as multi-
choice select single / multiple, amount, quantity, text
 Reporting via survey, question and answer categories
 Scoring of Surveys
 Branching logic to move from one question
to another based on response
 Mandatory questions
 Assignment to sales / service org
 Add products / competitor products to surveys
of corresponding type
 View aggregated survey results in HTML5
 Question level survey attachments
 Question Bank Maintenance
 Survey Question Glossary (for on-going question reuse)
 Pre-defined survey responses
 Target Group Creation from Standard Survey Reports
 Survey Categorization
QUOTATION MANAGEMENT

DESCRIPTION
 Flexible quoting capabilities enable you to deliver
compelling offers, provide consistent accurate
pricing, and streamline the sales process

KEY DIFFERENTIATORS
 Flexible pricing leveraging native pricing or SAP
CRM or ERP Pricing
 Follow-on order creation in ERP
 Accelerate sales cycles
 Improve revenue and margin
 Streamline quote-to-cash and reduce
processing errors
QUOTATION MANAGEMENT
QUOTATION MANAGEMENT
 Quotation capabilities such as create,
view, update, delete, validity period
 Opportunity management integration
 Product Lists per Account Proposal
 Pricing and Price Check (native C4C Pricing)
 Basic pricing including list prices, discounts, surcharges
(fixed and percentage based)
 Customer specific product lists
 External Pricing integration with ERP/CRM
(live call via order simulation)
 Campaign integration
 Support of configurable products (through integration)
 Involved party determination
 Notes and attachments
 Cross Selling and Up / Down Selling
Product Recommendations
 External Pricing
 Addition of Products from Past Orders
 ATP Checking (from On Premise)
 Fast Product Entry (On-line)
 Signature Capture in Responsive UI
 Rule-based multi-step quote approval workflow
 Flexible notifications (internal and external)
 Output management, format templates,
language selection in quote
 Mobile iPad support including digital signature capture
 Follow-on documents such as quotes, activities
 Order creation in SAP ERP, PDF order capability
 SAP Jam integration
 Change history
 API support for importing quote documents
 Standard analytical content
 Quote assessment via assigned surveys
 Credit Limit and Credit Exposure (from On Premise)
 Replication of ERP Quote to C4C
 Configure Item Type as Not Pricing Relevant
 Offline Sales Quote
 Item Type Determination
SALES ORDERS

DESCRIPTION
 Easy to use fully functional order capture capability
to equip your sales team to submit Customer orders
for processing to ERP

KEY DIFFERENTIATORS
 Order simulation for updated pricing
and product attributes
 Fully integrated to SAP ERP & CRM
for pricing & processing  Accurate Order Pricing
 Order Transfer and status management  Expedited Order Approval workflow
 Improved customer service & satisfaction
 Capture on any device on or offline
SALES ORDERS
SALES ORDERS
 Order Capture – Online & Offline
 Copy past orders
 Past order product history
 Add products from Past orders
 Multiple Schedule Lines
 Incoterms, payment terms
 Product Availability check
 Credit Limit Check
 Order Approval workflow/process
 Order Workflow & Notifications
 Submitting orders to ERP
 Pricing order lines
 Order Status Management
 Signature Capture
 Add attachments
 Email Orders
 Integrated to SAP ERP & CRM
 Product substitutions
 Sales Document Flow
 Change History
 Sales order History
 Sales Planning
 Entry using Customer Part number
 Pricing date and request delivery date in fine tuning
 Create follow-up activities
 Barcode scanning for product entry
 Credit Limit and Credit Exposure (from On Premise)
 Feed Integration – JAM
 Cross Selling & Upselling
 Offline pricing; Scale based pricing
PRODUCTS

DESCRIPTION
 The product catalogue is used throughout Cloud
for Customer. Products can be added to leads or
opportunities, identified by text analysis for tickets,
or used as one of the criteria for categorizing and
routing customer tickets.

KEY DIFFERENTIATORS
 Strong links to SAP’s Material Master capabilities
 Native Integration between C4C and
SAP back office
SINGLE SOURCE OF TRUTH  Leverage your existing investment
FOR PRODUCTS in Material Master
PRODUCTS
PRODUCTS

 Products provides you with information about
the products offered by your organization.
 The product catalogue and pricing information
can be imported from your SAP ERP or CRM
system or created by your system administrator.
 You can flag an item or add it as a favourite to
find it quickly in your shelf. You can also tag an
item to find items in the tags shelf..
 Add products to leads and opportunities and
to deliver quotes
 Record information about registered products
for Service and Warranty Management .
 Understand what your competitors products are.
 Leverage the investment in existing back office
material management and pricing configurations
 Integrated into your existing SAP Quote to Cash
processes
 Change History for Product Lists
 GTIN – Global Trade Item Number support
 Offline Access to Products Lists
 Customer reference number
PRICING MANAGEMENT

DESCRIPTION
 Different pricing options: Stand alone, ERP/CRM
external pricing or ERP/CRM integrated pricing
using predefined integration in order to be consistent
across all customer interactions.

KEY DIFFERENTIATORS
 Standard integration for pricing and currency
conversion rates with ERP
 Consistent pricing across all customer
interactions
SINGLE SOURCE OF TRUTH  Low maintenance cost using standard
FOR PRICES pricing integration with ERP and CRM
PRICING MANAGEMENT
PRICING MANAGEMENT

 Price List management

 Quantity conversion
 Sales Area Maintenance
 Design Registration for Products
 Registered Products
 Product lists
 Base Price Lists
 Base Discount list
 Scaled Pricing
 Customer specific pricing
 Channel specific pricing
 External ERP/CRM pricing
 CPQ (via Partner solution)
 Currency conversion rates
 Quote Pricing
 Sales Order pricing
 Internal Order Pricing
SALES ANALYTICS & PREDICTIVE APPLICATIONS

DESCRIPTION
 Real time standard analysis reporting and
predictive analytic applications at the fingertips
of the sales team, delivering information when
and where it is needed through Interactive
dashboards & Homepage landing KPI tiles to view
status and initiate drill down analysis

KEY DIFFERENTIATORS
 Embedded Reports
 Real time reporting and analysis  Deliver Intelligence where it’s needed
 Easy of use tool to create custom reports  Improve business decisions
by the line of business
 Use to Maximise revenue and customer
 Internal and External Data Sources
satisfaction

INTELLIGENTLY DRIVE SALES THROUGH REAL TIME ANALYTICS

SALES ANALYTICS & PREDICTIVE APPLICATIONS
SALES ANALYTICS & PREDICTIVE APPLICATIONS
 Standard and Custom Reports
 Join and Combine Data Sources
 Data Source – Content Documentation
 KPI Monitoring with traffic light thresholds and
contextual reports
 Scheduled Broadcasts for Reports & Dashboards
 Interactive Dashboards with drill down and report
management features
 OLAP based analytics for advanced reporting
 KPI Text Headline analysis
 Advanced real time analysis in Excel using Add-in
 Collaborate around reports, KPIs, insights
 Integration to SAP Business Warehouse
 Key Figure design for inclusion in reports
 Embedded Focused reports in Sales object facets
 Report to report navigation
 Drill down capabilities
 Quick Filter reporting
 WorkCentre & Role based assignment for report security
 Local & Global administration of report objects
 Custom Fiscal Year
 Relative selections for report filtering
 Export report object work lists to Excel
 Configure Reporting Actions for business roles
 Fully control & manage imported external data
 Migrate report objects between tenants (test & live)
CUSTOMER INSIGHT **

DESCRIPTION
 Easy-to-use, intuitive, dashboard that allows
sales managers and professionals to access
their most important sales information

KEY DIFFERENTIATORS
 Insight views are a key differentiator
in the marketplace

 Easy access of high level sales data

 Increased visibility of KPI’s
 Best UI/UX in the marketplace (Gartner)
 Outlook integration
** Native iPad only
CUSTOMER INSIGHT
CUSTOMER INSIGHT

 Mobile Analytics on iPad

 KPI Monitor with sales rep productivity tools such as calendar and related news
 KPI drilldown with threshold information and contextual reports
 Personalizable and customizable
 Access to dashboards with advanced analysis on iPad
 Drilldown to transaction into SAP Cloud for Customer iPad Application
 Access to analytics when offline
ACCOUNT 360 AND SALES INTELLIGENCE

DESCRIPTION
 Track your performance in real time and proactively
drive the right opportunities to close. Forecast and
perform what-if analysis to learn where to focus

KEY DIFFERENTIATORS
 Integrated access to SAP BW for
advanced reporting

 Real time capabilities

 Scheduled report broadcasts
 Easily configurable dashboards
 Predictive analytics
** Native iPad only
ACCOUNT 360 AND SALES INTELLIGENCE
ACCOUNT 360 AND SALES INTELLIGENCE

 360 degree view of all relevant account information

 Track real-time sales performance with pre-built dashboards
 Quickly use embedded reports to track sales cycles, win/loss, revenue, and competitive trends
 Review forecasts and easily create configurable reports
 Identify key deals to focus on to make your number with what-if analysis
 Dig deeper into data using MS Excel add in
 Gain greater insight through integrated access to analysis done with SAP Business warehouse
PARTNER CHANNEL MANAGEMENT

DESCRIPTION
 Effectively drive revenue through your partner
channels with partner data management, lead
routing, collaborative opportunity management,
and partner program management.

KEY DIFFERENTIATORS
 Intuitive and tailorable user experience
for partner users.
 Simplified program management.  Incremental revenue growth
 Improved value proposition through
partner value add
 Improved sales coverage through
extended market reach
PARTNER CHANNEL MANAGEMENT
PARTNER CHANNEL MANAGEMENT (Portal Homepage)
PARTNER CHANNEL MANAGEMENT
Partner Account and Contact Management
 Partner contact maintenance, provisioning
 Organizational unit and role assignments
for restricted secure access
 Territory and Account assignments
 Transaction assignments like Lead, Activities,
Opportunity, Quote, Service tickets
 Improve insights for more productive partnerships
Lead Management
 Maintain Accounts, Contacts, Products,
Activities & Attachments
 Lead qualification, assignment,
routing, notifications, and scoring
(including predictive scoring)
 Create & track marketing & sales campaigns
 Lead conversion processing
 Lead Funnel Analysis, Planning
 Deal Registration reports
Opportunity Management
 Maintain Opportunity data
 Opportunity Pipeline Management
 Partner Collaboration with SAP JAM
 Revenue Scheduling and Revenue Trend
 Analytics such as Average Sales Cycle
and Win / Loss Reports
Service Tickets
 Service ticket creation and maintenance
through Self Service Portal
 Rule based routing & notification in C4C
 Escalation management, Knowledge Article
 Analytics
High Tech Design Registration
 Manual creation and/or mass upload
of Design Registration
 End Customer Aliasing, Duplicate Check
PARTNER CHANNEL MANAGEMENT - Cont’d

Partner Program Management

 Maintain Partner Profile and Program Data Manually or via Data Services
 Partner & Partner Product Dimensions
 Loyalty Management (manage manually or externally)
 Funds Management (manage manually or externally)

Partner Channel Manager Page

 Overview Page for Partner Channel Managers

Partner Portal
 Partner Contact Invitational flow
 My Company Profile & my Profile
 Display Leads and Lead Details
 Display Opportunities & Opportunity Details
 New Accounts Widget in the Partner Portal
COLLABORATION AND FEEDS

DESCRIPTION
 Native collaborate with Account team
 Pre-Built integration to SAP JAM
 Share updates to Accounts, Contacts,
Opportunities etc.
 Collaborate and share content with external
participants (customers/partners)

KEY DIFFERENTIATORS
 Leverage the collective genius
 Collaboration throughout all SAP application in the
business context  Improved sales efficiency
 Always stay up to date
 Holistic collaboration approach

KNOWLEDGE & OPERATIONAL BENEFITS

INTEGRATION TO BACK OFFICE

DESCRIPTION
 Native Integration to SAP ECC and CRM Systems
and S/4HANA

KEY DIFFERENTIATORS
 Created, maintained and supported by SAP on
a customer’s existing PI Platform or via Hana
Cloud Integration

 Native Integration between C4C and

SAP On Premise systems
INTEGRATED OPPORTUNITY
TO CASH PROCESS ACROSS  Choice of standard SAP Integration
platforms reducing IT overhead
SAP LANDSCAPE
INTEGRATION TO BACK OFFICE

 Pre-Built Integration from SAP designed to support  Integration with:

the core end to end business processes  hybris Billing
 Speed – reduction in cycle times  hybris Marketing
 Improved Accuracy  ERP
 Operational Efficiency  CRM
 Single View – Customer  S/4HANA
 Improved Profitability  OData for cloud to cloud integration
 SAP delivered integration  Data Workbench for cloud to cloud integration
 FoC integration artefacts for deployment on PI
GROUPWARE INTEGRATION

DESCRIPTION
 Groupware integration allows for the sales rep to
easily link their appointments, e-mails, and tasks
with their accounts in the C4C system, keeping the
interactions with the customers up to date.

KEY DIFFERENTIATORS
 Native support for Outlook, Lotus Notes and Gmail

 Provide sales and service users with familiar

DRIVE YOUR BUSINESS FROM and easy to use environment
YOUR EXISTING TOOLS  Bi-directional synchronization of:
 Appointments – Tasks - Contacts
GROUPWARE INTEGRATION
GROUPWARE INTEGRATION

 Access Account details from Contact information

 Select the account name from the contact view
 View communication information, Opportunities, Leads, Activities, or Campaigns for the account
 Personalize to see Leads, Opportunities, Activities, or Campaigns
 View more items in list
 E-Mails are displayed in the Activities list
 Confirmation shows when an item is synching from the drag/drop action to the sidebar
 Notifications tab
 SSO Support for Outlook – seamless UX
 Configurable Access Restriction Management for Outlook and Lotus Notes
 Download Contact restriction for Outlook
ADMINISTRATIVE FUNCTIONS

DESCRIPTION
 Control the system behavior giving system
administration tools to business users. This is
possible thanks to its easy of use and powerful
capabilities

KEY DIFFERENTIATORS
 Control the system behavior in desktop and mobile
devices using the same tools
 Adapt to the ever changing sales world
 Deployment of changes in mobile
BUSINESS USER ADMINISTRATION
DELIVERING AGILITY
ADMINISTRATIVE FUNCTIONS
ADMINISTRATIVE FUNCTIONS

 Setup Organization Structure and teams

 Create & maintain business Roles & Users in the system
 Create and maintain product master data
 Incident Tracking
 Business Communications Monitoring
 Web Service Message Monitoring
 Set up and maintain communication with external systems
 Establish message and escalation routing
 Display and interact with usage statistics
 Create and maintain content transfer files
 Browse marketplace for extension applications
 Organization work distribution rules
 Employee work distribution rules
 Sales Process distribution rules
 Code lists Restrictions
 Language adaptions
 Maintain Marketing attributes
ORGANIZATION MANAGEMENT

DESCRIPTION
 Create, change and manage different Organizational
Structures with a flexible easy to use tool.

KEY DIFFERENTIATORS
 Can integrate with current Organizational Structures
in SAP ECC or CRM On Prem.

 Leverage existing Org Structures

MANAGE AND SYNCHRONISE from ECC or CRM on Premise
ORGANISATIONAL STRUCTURE  One structure for Sales and Service
CENTRALLY increasing visibility
ORGANIZATION MANAGEMENT
ORGANIZATION MANAGEMENT

 Determine organizational data automatically using organizational structure

 Partner Determination
 Time Dependency
 Difference between active version and planning version
 Consistency checks at each point in time
 Can activate smaller parts of an org structure while continuing to work on other parts
 Selected dependencies include
 Company specific data
 Reporting line unit
 Control Report Analysis access
 Employee Relative selection filters
 Functional Units
USER MANAGEMENT AND ACCESS

DESCRIPTION
 Manage Business Roles and Access
 Assign Business Roles to one or multiple users
at once
 Copy access rights from other user
 Exception Handling
 Create field level access rights
 Create access right based on attributes like
location, org unit, etc.

 Easy localization
KEY DIFFERENTIATORS  Strong and time efficient admin space
 Creating page layouts according to business roll  Easy user management
 Central access control

MANAGE USERS EASILY

USER MANAGEMENT AND ACCESS
USER MANAGEMENT AND ACCESS

 Manage Business Roles and Access

 Assign Business Roles to one or multiple users at once
 Copy access rights from other user
 Exception Handling
 Create field level access rights
 Create access right based on attributes like location, org unit, etc.
 Creating page layouts according to business roll
 Define rules for access management; Complex Password Management, auto log off etc.
 Support for external user identification and access control mechanisms including SSO
WORKFLOW

DESCRIPTION
 Standard workflows catering to the most popular
uses of business automation. These workflows
can be used as they are, or adapted to local needs

KEY DIFFERENTIATORS
 Guided flow for rules creation
 Flexible notifications to business users

 Streamline Sales, Marketing and

Support processes
AUTOMATE REPEATABLE  Improve efficiency by eliminating
PROCESSES redundant tasks
WORKFLOW
WORKFLOW

 Create Tasks and update fields

 Enable approvals via Email
 Usage of predetermined URLs to enable user navigation to specific items.
 Create and edit Approval processes
 Personalized Alerts.
 Time and action based triggers
 Appointments are now supported in the Workflow definition
 Rule conditions include availability of summary report
 Process based recipient determination rules include owner, manager, manager’s manager, and territory members
 Visit notifications to contacts & attendees
 Internal order supporting approval workflow
UX, PERSONALIZATION AND PRODUCTIVITY

DESCRIPTION
 Easy-to–use with built-in social collaboration,
tagging, flagging and in-line editing. The Shelf
enables sales people to personalize their experience
and find important information easily

KEY DIFFERENTIATORS
 Unparalleled UI/UX of any customer application
in the market
 Consistent look and feel across all tablet,  Improved sales efficiency
smartphone and browser  Tailored experience to fit sales needs
 Increased adoption via consumerized
user experience

INCREASED USER ADOPTION RATES

UX, PERSONALIZATION AND PRODUCTIVITY
UX, PERSONALIZATION AND PRODUCTIVITY
 Beautiful UX, mobile first, Social everywhere,
persona-based, predictive applications,
pre-integrated
 Dynamic User Interface Based on Business Role
or Business Process
 Manage and Assign Page Layouts Based
on the Object or Business Role
 People and Navigation
 Quickly find tagged items
 Access all the information you need quickly
at a glance via Feed, Search,
 SAP JAM for social collaboration
 Quick create and short-cut capabilities
 Improved sales efficiency
 Drive adoption via “consumerized” user experience
 Tailor experience to fit your sales needs
 Consistent look and feel across all tablet, smartphone
and browser
 Offline mobile configuration
 Language Adaption & localization
 Type Ahead Search
 SSO Support
 Download center for easy MS Office add ins
 Business Card Scanner
EXTENSIBILITY

DESCRIPTION
 Create a user interface that works for your business
needs with no coding or heavy lifting required.

KEY DIFFERENTIATORS
 Integrate custom fields with 3rd party solutions
as well as SAP ECC or CRM on premise

 Customize UI for Changing Business Needs

ADAPT THE SOLUTION  Leverage Custom Fields in Reports
TO THE BUSINESS NEEDS  Easily Create Mashups to View Data from
Other Systems
EXTENSIBILITY
EXTENSIBILITY

 Simplified extensibility
 Add, Edit, Remove Extension Fields
 Enable Extension Fields for Further Usage in Reports, API’s, Enterprise Search
 Reorder Fields & Facets
 Re-label Fields & Facets
 Hide or Enable Fields, Tabs, Sections and Facets
 Create Mashups for URL’s, Data or HTML
 Create Custom Reports and Assign Based on User or Role
 Create Custom Tiles for Customer Insight
 Create Advanced Workflows
 Control Data Access
 Create Custom Filters
 Create Custom Business Objects
 Multi-Value & Multi-Select code lists ?
 Reordering of panes/sections in a facet
 Change Span layout for Page containers (Width & depth of panes in a facet)
 Copy & Paste sections between Facets
 Hover or explanation text for tabs/facets
RUN YOUR BUSINESS FROM A MOBILE DEVICE

DESCRIPTION
 Support for iPhone, iPad, and Android devices
means you’ll have more meaningful customer
interactions anytime, anywhere

KEY DIFFERENTIATORS
 The most superior UI/UX in the market
 Online and Offline capabilities

 Mobile offline capabilities

 Mobile access included in license
 Collaboration support
 Superior UI/UX
** Native iPad only
RUN YOUR BUSINESS FROM A MOBILE DEVICE
RUN YOUR BUSINESS FROM A MOBILE DEVICE

 Tablet access  Store Check-In for Retail - GPS Capture during check-in
 Smartphone access  HTML Mashup Support
 Offline read, create, update  Barcode Scanning
 Advanced offline capabilities  Multiple Tab Support
(high volume scenarios, data distribution rules etc.)  Smartphone Layout Optimization (beta)
 Mobile customization & administration  Business Card Scanner
 Mobile dashboards & KPI monitor  Lost Connectivity Detection
 Advanced mobile analytics with multi-level drilldown  Offline Configuration
 Metadata driven mobile extensibility  Enterprise device management - SSO, upgrades, security
 Mobile SDK
 iOS & Android Support
 Windows 8.1 tablet support
THANK YOU!