Upload
sap-database-technology
View
1.180
Download
2
Tags:
Embed Size (px)
DESCRIPTION
Unlocking new revenue opportunities with SAP HANA: SAP HANA provides your sales organization with deep insights into large volumes of sales-related data for unlocking new revenue opportunities. You can also empower your organization with access to real-time information for quicker reactions to changing sales conditions while also leveraging up-to-date data for more accurate forecasting. Furthermore, SAP HANA allows faster analysis and simulations to help accelerate decisions along the sales cycle. With SAP HANA, you can significantly improve revenues and profits while boosting your sales effectiveness.
Citation preview
May, 2012
SAP HANA – Line of Business Sales
Solution Overview
© 2012 SAP AG. All rights reserved. 2
Legal Disclaimer
The information in this presentation is confidential and proprietary to SAP and may not be disclosed without
the permission of SAP. This presentation is not subject to your license agreement or any other service or
subscription agreement with SAP. SAP has 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's strategy and possible future developments, products and
or platforms directions and functionality are all subject to change and may be changed by SAP 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. This document is provided without a warranty of any
kind, either express or implied, including but not limited to, the implied warranties of merchantability, fitness
for a particular purpose, or non-infringement. This document is for informational purposes and may not be
incorporated into a contract. SAP assumes no responsibility for errors or omissions in this document, except
if such damages were caused by SAP´s willful misconduct or gross negligence.
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.
© 2012 SAP AG. All rights reserved. 3
Agenda
1. Challenges and Opportunities for Sales
2. Introducing In-Memory Computing Technology and SAP HANA
3. Creating Business Value in Sales with SAP HANA
4. Customer Benefits
5. Summary
Challenges and Opportunities
for Sales
© 2012 SAP AG. All rights reserved. 5
Your business environment is constantly changing
How deeply are these changes impacting your sales organization ?
Channel
Proliferation Tougher
to Sell
The Social
Customer
Emerges
© 2012 SAP AG. All rights reserved. 6
… and being driven by a “Big Data” trend
5B Mobile Phones
in Use
Smart phones
growing 20% y/y
30M networked
sensors nodes
growing 30% y/y
48 hours of video
uploaded/minute
800M active users
30B pieces of
content shared/month
Population of 7B
in 2011
© 2012 SAP AG. All rights reserved. 7
Worldwide digital content will double in 18
months, and every 18 months thereafter.
IDC
VELOCITY
In 2005, mankind created
150 Exabyte of information.
In 2011, 1,200 Exabyte‟s
will be created.
The Economist
VOLUME VARIETY 80% of enterprise data will
be unstructured spanning
traditional and non traditional
sources.
Gartner
You need to take control of a fast-growing volume of many
types of data ...
CRM Data
GP
S
Demand
Sp
ee
d
Velocity
Transactions
Opport
unitie
s
Serv
ice C
alls
Customer
Sales Orders
Inventory
Em
ails
Tw
eets
Planning
Things
Mobile
Insta
nt M
essa
ge
s
© 2012 SAP AG. All rights reserved. 8
… and current relational database technology can‟t handle
the volume, velocity and variety of all your sales data
Physical Limits
© 2012 SAP AG. All rights reserved. 9
Whilst sales objectives remain the same
Do you have the right technology to support your objectives ?
Achieve sales revenue
objectives
Achieve profitability
objectives
Increase sales force
effectiveness
© 2012 SAP AG. All rights reserved. 10
As a sales professional, you are struggling with ...
“Decisions based on incomplete, inaccurate and often outdated information
So I‟m missing out on revenues”
“Inability to access detailed sales information across all business dimensions
So I‟m not always focusing on the right opportunities”
“Time-consuming sales analysis and reporting processes with high volumes of data
So I'm not as effective as I could be”
© 2012 SAP AG. All rights reserved. 11
By better analyzing your data you can significantly boost
sales performance
Best-in-Class Performers
96% achieved quota attainment rate of greater
than 70%
78% increased % of sales representatives
achieving quota
59% experienced year-over-year reduction in
time-to-quota
Percentages indicate average yearly growth,
Source: Aberdeen Group, January 2009
0% 5% 10% 15% 20% 25% 30%
Sales Productivity
Bid-to-Win ratio
Sales Force non-selling Time
Pipeline Accuracy
Annual Revenue
2%
4%
2%
5%
13%
4%
3%
5%
5%
9%
10%
14%
14%
14%
26%
Figure 3: Best-in-Class Demonstrate Superior Performance
Best-in Class Industry Average Laggards
© 2012 SAP AG. All rights reserved. 12
Better utilize your data to gain a competitive advantage
Base decisions on the latest, granular
multi-structured data
Make decisions on analytics rather than
intuition
Frequently reassess forecasts and plans
Utilize analytics to support a spectrum
of strategic, operational, and tactical
decision making
Rapidly evaluate alternative scenarios
Leading businesses can outpace the competition because they can:
How well do you leverage your own data ?
Fumblers
Fact Finders
Fumblers
Fact Finders
n=1,002
Source: IDC„s SAP HANA Market Assessment, August 2011
© 2012 SAP AG. All rights reserved. 13
How can you create more value and become a
data-driven sales organization?
What Sales needs from IT
Slice & dice millions of
records in seconds
Timely sales analysis and reports
Access to sales data in real-time
Powerful insights on any device
Single access to all sales-related
Trusted and complete
sales information
Introducing In-Memory Computing
Technology and SAP HANA
© 2012 SAP AG. All rights reserved. 15
SAP HANA
Breakthrough innovation with in-memory computing
With in-memory technology, you can:
Gain Real-Time – know it when it happens
Go Deeper – ask any question on any data
Act Broadly – manage large volumes of data
Run Faster – analyze at the speed of thought
Get Flexibility – eliminate pre-fabrication requirements
In-memory computing is a technology that analyses massive quantities of data in
local memory so that the results of complex analyses and transactions are
available at your fingertips – and business decisions can be executed without delay
© 2012 SAP AG. All rights reserved. 16
SAP HANA, modern platform for real ‘real-time’
What is SAP HANA?
SAP HANA ™ is a modern platform that
leverages the power of in-memory computing
Enables to drive businesses in real-time on
an ever increasing massive volume of data
Can be deployed as an appliance or
delivered via the cloud
Batch bulk
uploads
SAP HANA
SAP
Business
Suite
SAP Business
Warehouse
Other
data sources
Real-time
copy
SAP HANA
modeling
SAP Business
Objects tools
(Other query
tools)
SAP HANA
information
composer
© 2012 SAP AG. All rights reserved. 17
A platform for innovative real-time analytics and applications
Real-time solutions powered by SAP HANA
New Accelerators and Analytic Content for
powerful analysis and reporting on big data
New Applications for highly innovative
processes and business models
Benefits
Make smarter and faster decisions
React more quickly
Unlock new opportunities
Invent new data-driven business models
Ensure quick time-to-value
Batch bulk
uploads
SAP
Business
Suite
SAP Business
Warehouse
Other
data sources
Real-time
copy
SAP Business
Objects tools
(Other query
tools)
Real-Time
Analytics
Real-Time Business
Real-Time
Applications
Real -Time Trusted Data
SA
P H
AN
A
SAP in-memory
computing
© 2012 SAP AG. All rights reserved. 18
Bringing more choice with SAP HANA
Solutions powered by
SAP HANA
Take advantage of standard
solutions delivered on top of
SAP HANA to innovate without
disruption Rapid deployment
solutions
Benefit from fixed cost and
scope solutions for more
predictability and quicker time-
to-value
Non-Disruptive
Easy to deploy
Flexible
SA
P H
AN
A
SAP in-memory
computing
SAP HANA platform
Leverage SAP HANA as a
platform to address your
unique needs
Creating Business Value in Sales
with SAP HANA
© 2012 SAP AG. All rights reserved. 20
SAP HANA for Line of Business Sales
Gain profound
insights into
large volumes of
sales-related
data
Access to real-
time sales
information
Enable fast and
flexible
sales analysis
Insights Speed Real-Time
Empower sales with real-time yet non-disruptive innovations
© 2012 SAP AG. All rights reserved. 21
Solutions powered by SAP HANA
for Line of Business Sales
SAP Sales Pipeline Analysis Real-time visibility into the consolidated sales
pipeline
SAP ERP RDS for operational
reporting with SAP HANA
Real-time sales analysis and reporting on large
volumes of ERP data
SAP NetWeaver Business
Warehouse powered by SAP HANA Accelerate business warehouse operations to
drive higher performance
Insights Speed Real-Time
© 2012 SAP AG. All rights reserved. 22
Customer
Pain Points
Customer
Needs
SAP Sales Pipeline Analysis
• Lack of real-time pipeline transparency at a
consolidated level to facilitate executive
review
• Constantly changing pipeline data makes it
difficult to get real time visibility, especially at
end of quarter
• Inability to analyze sales situation on a
special product /service in a specific market
with just a few clicks
• Business transparency and control, based on
real-time analysis of globally consolidated
pipeline
• Deep exploration and analysis of large
volumes of data in real-time without having to
wait for scheduled reports to run or traditional
data warehouses to be populated with
aggregated data
• Complete visibility into pipeline data on all
business dimensions
The Solution: SAP Sales Pipeline Analysis Real-time visibility into the consolidated sales pipeline
© 2012 SAP AG. All rights reserved. 23
Key
Capabilities
Key
Benefits
SAP Sales Pipeline Analysis
Instant ant real time visibility into
consolidated pipeline
Easily perform analysis of very
large pipeline data sets in real
time
Track pipeline progress and
evaluate opportunity success
rate
Make faster and better informed
decisions through pipeline
insights at any level of
granularity and dimension
Identify pipeline exceptions and
issues in real-time and react
quickly
Flexible analysis of the pipeline
in real-time
SAP Sales Pipeline Analysis potential business impact:
Unlocked hidden revenue opportunities
Accelerated deals through the pipeline
Faster reaction to changing sales conditions Quick link: /rds-crm-pipeline
© 2012 SAP AG. All rights reserved. 24
Customer
Pain Points
Customer
Needs
SAP ERP RDS for operational reporting with
SAP HANA
Complex reporting and analysis when using
massive ERP data
Lack of real-time visibility
Time required for performing reporting and
analysis
Simplify reporting process with high volumes of
data in ERP
Access to real-time information
Accelerate reporting and analysis of sales
activities in ERP
The Solution: SAP ERP RDS for operational reporting
with SAP HANA Real-time sales analysis and reporting on large volumes of ERP data
© 2012 SAP AG. All rights reserved. 25
Key
Capabilities
Key
Benefits
SAP ERP RDS for operational reporting with
SAP HANA
Real-time analysis and reporting
on large volumes of ERP data
(incl. sales volume, top products,
etc.)
Visualization of reports in your
own reporting environment
(flexible „report models“)
Preconfigured reports
and views
Faster reporting and analysis on
large volumes of sales data in
SAP ERP
Access real-time sales data with
better visibility into sales plans
and sales performance
Better insight into your (order-to-
cash) processes with real-time
reporting
SAP ERP RDS for operational reporting with SAP HANA potential business impact:
Smarter decisions in real-time
Improved insight into large volumes of ERP data
Increased productivity Quick link: /rds-hana-erp
© 2012 SAP AG. All rights reserved. 26
SAP and a global partner ecosystem offer Rapid
Deployment Solutions to get you started…
Software
• that quickly addresses the most urgent business
processes
Content • SAP best practices, templates and tools for easy
solution adoption
Enablement
• educational material supports fast and effective
end user adoption
Service
• defined scope and fixed price provide for lower
risk
SAP Rapid
Deployment Solutions
Service
Software
Enablement
Content
© 2012 SAP AG. All rights reserved. 27
… providing predictability, out-of-the-box integration and
a variety of adoption choices to suit your business needs
Predictability
Fast value in days/weeks
Fixed cost and fixed scope
Integration
Integrated start and growth options
Immediate and future IT and business
processes landscape integrity
Choice
Modular packages to meet specific business
needs and allow individual adoption paths
Flexible licensing and deployment options
SAP Rapid
Deployment Solutions
Customer Benefits
© 2012 SAP AG. All rights reserved. 29
Accessing detailed sales
information across all
business dimensions
is very difficult
Sales analysis and
reporting processes with
high volumes of data
can be very time-
consuming
Sales decisions are often
based on incomplete,
inaccurate and often
outdated information
Turning issues into opportunities with SAP HANA
Profound insights into
large volumes of sales-
related data
Access to real-time
sales information
Fast and flexible sales
analysis
Unlock new revenue
opportunities from
massive data
Drive sales with real-time
information
Accelerate decisions
along the sales cycle
SAP HANA
Issues
Op
port
unitie
s f
or
Sale
s
© 2012 SAP AG. All rights reserved. 30
Unlock new revenue opportunities from vast amounts of
sales-related data
By gaining deep and broad insights into large volumes of sales data,
you can:
Increase revenues by
identifying the most
profitable sales
opportunities across all
your sales data more
precisely
Better align sales and
overall business
targets with a holistic
view of sales-related
information
Improve pipeline
value, velocity and
volume with relevant
and timely insights
across all dimensions
of your business
© 2012 SAP AG. All rights reserved. 31
Drive sales with real-time information
By getting real-time access to all sales-related data, you can:
Increase win/loss
ratio by gaining a real-
time understanding of
what is happening in
the field
Reduce customer
churn by quickly
identifying issues,
exceptions and
competitive threats
Improve sales
forecast accuracy by
leveraging the latest
sales–related data
© 2012 SAP AG. All rights reserved. 32
Accelerate decisions along the sales cycle
By enabling fast and flexible sales analysis, you can:
Increase sales
effectiveness with
user-driven analytics
and reporting models
Make faster and better
informed decisions
with rapid analysis and
simulations on detailed
sales information
Accelerate deal
closure with
consolidated views of
all relevant sales
information
© 2012 SAP AG. All rights reserved. 33
What the customers say
Cisco Make better, faster sales decisions
Padmasree Warrior, Sr. VP of Engineering and CTO
For more information, please visit our SAP HANA website: http://www.sap.com/hana/reviews/index.epx
Colgate-Palmolive Company Run real-time sales reports
Tom Greene, CIO
Lenovo Leverage real-time analytics on vast amounts of data
Xiaoyu Liu, VP
“
“
© 2012 SAP AG. All rights reserved. 34
What the customers say
Adobe Develop preventative strategies and explore revenue opportunities
Shantanu Narayen, President and CEO
For more information, please visit our SAP HANA website: http://www.sap.com/hana/reviews/index.epx
Hilti Corp. Providing flexibility to our reporting community and increase
overall performance
Christian Ritter, Head of PCC, Finance, HR and Reporting
BSH Home Appliances Corporation Create business forecasts in seconds rather than days
Dr. Jürgen Sturm, CIO
“
“
© 2012 SAP AG. All rights reserved. 35
What the customers say
For more information, please visit our SAP HANA website: http://www.sap.com/hana/reviews/index.epx
SAP Gain deep insights into massive sales data
Robert Enslin, President, SAP Global Sales
BOOAN Ltd. Use real-time dashboards for faster, more accurate decisions Zhang Meili, COO
“
“
Summary
© 2012 SAP AG. All rights reserved. 37
Top ten reasons why customers choose SAP HANA Bringing Sales to the next level
All Data
Any Source
Real-Time
Analysis
Applications
Cloud
Innovation
Simplicity
Value
Choice
Manage massive data volume at high speeds
Gain insights from structured and unstructured data
Enable real-time interactions across your value chain
Unlock new insights with predictive, complex analysis
Run next-generation applications
Step up to the world‘s most advanced cloud
The ultimate platform for business innovation
Fewer layers, simpler landscape, lower cost
Innovation without disruption adds value to legacy investments
Open choice at every layer to work with your preferrred partners
1
2
3
4
5
6
7
8
9
10
Thank You!