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May, 2012 SAP HANA Line of Business Sales Solution Overview

SAP HANA for Line of Business Sales

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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.

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Page 1: SAP HANA for Line of Business Sales

May, 2012

SAP HANA – Line of Business Sales

Solution Overview

Page 2: SAP HANA for Line of Business Sales

© 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.

Page 3: SAP HANA for Line of Business Sales

© 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

Page 4: SAP HANA for Line of Business Sales

Challenges and Opportunities

for Sales

Page 5: SAP HANA for Line of Business 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

Page 6: SAP HANA for Line of Business Sales

© 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

Facebook

Page 7: SAP HANA for Line of Business Sales

© 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

Page 8: SAP HANA for Line of Business Sales

© 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

Page 9: SAP HANA for Line of Business Sales

© 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

Page 10: SAP HANA for Line of Business Sales

© 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”

Page 11: SAP HANA for Line of Business Sales

© 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

Page 12: SAP HANA for Line of Business Sales

© 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

Page 13: SAP HANA for Line of Business Sales

© 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

Page 14: SAP HANA for Line of Business Sales

Introducing In-Memory Computing

Technology and SAP HANA

Page 15: SAP HANA for Line of Business Sales

© 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

Page 16: SAP HANA for Line of Business Sales

© 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

Page 17: SAP HANA for Line of Business Sales

© 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

Page 18: SAP HANA for Line of Business Sales

© 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

Page 19: SAP HANA for Line of Business Sales

Creating Business Value in Sales

with SAP HANA

Page 20: SAP HANA for Line of Business Sales

© 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

Page 22: SAP HANA for Line of Business Sales

© 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

Page 23: SAP HANA for Line of Business Sales

© 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

Page 24: SAP HANA for Line of Business Sales

© 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

Page 25: SAP HANA for Line of Business Sales

© 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

Page 26: SAP HANA for Line of Business Sales

© 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

Page 27: SAP HANA for Line of Business Sales

© 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

Page 28: SAP HANA for Line of Business Sales

Customer Benefits

Page 29: SAP HANA for Line of Business Sales

© 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

Page 30: SAP HANA for Line of Business Sales

© 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

Page 31: SAP HANA for Line of Business Sales

© 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

Page 32: SAP HANA for Line of Business Sales

© 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

Page 33: SAP HANA for Line of Business Sales

© 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

Page 34: SAP HANA for Line of Business Sales

© 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

Page 35: SAP HANA for Line of Business Sales

© 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

Page 36: SAP HANA for Line of Business Sales

Summary

Page 37: SAP HANA for Line of Business Sales

© 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

Page 38: SAP HANA for Line of Business Sales

Thank You!