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GO BEYOND TRADITIONAL SELLING SELL SMARTER, ACT · PDF file GO BEYOND TRADITIONAL SELLING SELL SMARTER, ACT FASTER. BE RELEVANT EVERYWHERE Jennifer Mouradian Solution Advisor Customer

Jun 15, 2020

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  • GO BEYOND TRADITIONAL SELLING SELL SMARTER, ACT FASTER. BE RELEVANT EVERYWHERE Jennifer Mouradian

    Solution Advisor Customer Engagement & Commerce

    SAP Hybris

  • YOUR TOOLS DON’T DO WHAT YOU NEED

    OF CRM DEPLOYMENTS FOR SALES HAVE POOR USER ADOPTION.

    74%

    SOURCE: CHIEF SALES OFFICER INSIGHTS

  • THE NEW RULES SALES – BE AGILE and DATA DRIVEN

    “By 2017, 65% of sales organizations will use smart phone and tablets to drive adoption and improve data quality for SFA applications” Source: Gartner

    Smart engagements

    - anytime, anywhere

    Omnichannel Selling

    Sales Effectiveness: More

    time to sell

  • SO, HOW DO YOU SELL SMARTER IN THE

    DIGITAL ECONOMY?

  • SELL SMARTER. ACT FASTER. BE RELEVANT. EVERYWHERE

    INDUSTRY

    SAP HANA CLOUD PLATFORM, INFRASTRUCTURE, INTEGRATION

    SAP Cloud for Sales

    REAL-TIME PREDICTIVE ANALYTICS

    Sell Anywhere, Anytime

    Turn Insight into Action

    Sell More, Admin less

    Know Your Customer

    COMMERCE SALESMARKETING SERVICE

    Sales force automation (SFA) solution

    that empowers sales teams to sell smarter

    SAP CLOUD FOR CUSTOMER

  • WHAT IS: SAP HYBRIS CLOUD FOR CUSTOMER

    SAP HYBRIS Cloud for Sales

     End-to-End mobile solution from Lead to Quote

     Real-time Analytics

     Sales collaboration

     Industry solutions

     End-to-End mobile solution for field service

     Customer service across every channel: email, web, phone, social, SMS

    SAP HYBRIS Cloud for Service

    SAP HYBRIS Cloud for Social Engagement

     SAP Hybris Cloud for Service +

     1:1 customer interaction through social channels

     Integrated with Facebook, Twitter, YouTube etc.

    SAP HYBRIS Cloud for Customer TRIAL

     via SAPSTORE

     Entry level Digital Cloud CRM for small teams, with sales and service enterprise-grade capabilities

     Try for 30 days and then upgrade

  • SAP HYBRIS CLOUD FOR SALES

    Opportunity Management & Insight  Easy Lead, Opportunity, Activity Management & timeline

     Tailored sales methodology, Guided Selling

     Competitor insight, Partner Management

     Notes History

    Account & Territory Management

     Account & Contact Update, Merging, Relationship

    management

     360 Customer Intelligence, Change history

     Territory management & Alignment

    Collaboration & Social

     Feeds, Followers and @mentions

     Internal, Customers, Partners

     Deal Sites, Social Selling

    Integration  Pre-built integration to SAP ERP & CRM, SAP JAM

     Partners like InsideView, D&B 360, Xactly & more

     Mashups with most other apps

    Real-Time & Predictive Analytics  Embedded & Custom Dashboards, Forecasting

     Mash-ups with SAP BW & Business Objects

     KPIs, embedded & ad hoc reporting

     Broadcasting

     Local & Global Administration

    Groupware Integration

     Full-Featured support for MS Outlook , Google

    Gmail and Lotus Notes, Server side via

    partner (e.g. Office 365)

     Real-time, scalable, powered by SAP HANA

     Simplified enhancement tools for power users

     Easily extended for tailored UX and business processes

    Platform Mobility

     Complete mobile apps, no extra cost

     Support for iPad, iPhone, Android, MS Windows, Watch

     Responsive UI with Off-line support

     Business Card Scanner

    Quote & Order Management  Integrated pricing and transactional document

    creation with SAP ERP or CRM

     Mobile online & offline order capture

     CPQ through partners

     Signature Capture

    Visit Management & Execution  Complete Activity and Task Management

     Visit and Route Planning and Execution, Map Views

     Survey Design and Execution

    Productivity & Personalization  Flags

     Tags

     Shelf

     Quick Creates

     Field Extensions

     Workflow

     Map Views

     Graphical Views • Target Segments, Email Campaigns • Promotion Calendar View • Mass Activity & Lead Generation

    Simple Marketing

    Supporting the Spectrum of Industries: Manufacturing – Consumer Products – Services and

    More …

  • SELL ANYWHERE, ANYTIME MOBILE FIRST APPROACH

     Full-featured, seamless

    experience from on-line to

    mobile

    Engage in real time with your

    customers, manage your

    activities, and track your

    performance, even when

    you’re offline

  • 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

    Deliver intelligence where needed

  • EMAIL INTEGRATION

    DESCRIPTION

     Groupware integration allows for the sales rep to

    easily link their appointments, e-mails, and tasks

    with their accounts in the Cloud for Sales system,

    keeping the interactions with the customers up to

    date.

    KEY DIFFERENTIATORS

     Native support for Outlook, Lotus Notes and Gmail

    DRIVE YOUR BUSINESS FROM

    YOUR EXISTING TOOLS

     Provide sales and service users with familiar

    and easy to use environment

     Bi-directional synchronization of:

     Appointments – Tasks - Contacts

  • EMAIL INTEGRATION - LINK CONVERSATIONS TO OPPTY

  • 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

     Collaboration throughout all SAP application in the

    business context

     Leverage the collective genius

     Improved sales efficiency

     Always stay up to date

     Holistic collaboration approach

    KNOWLEDGE & OPERATIONAL BENEFITS

  • KNOW YOUR CUSTOMER

    Bring back-office to the front office.

    Get back-office information pushed to you in

    real-time so that you no longer need to hunt

    for pricing, quotes or other order-to-cash

    information.

    With native SAP ERP and SAP CRM

    integration and business application mash-

    ups, you’re always effortlessly up-to-speed

    on your customers and accounts.

  • Leapfrog with Omni-Channel Selling,

    Industries and Predictive Analytics

    Differentiate with Experience, Insight,

    Integration, and Industries

    Common Components

    SAP HYBRIS CLOUD FOR SALES

    New Innovation Every Quarter

    Extending the Core

    Sales

    Quotes

    Collaboration &

    Feeds

    Leads

    Territory

    Management

    Activities /

    Groupware

    Opportunities Customer

    Insight Activity Planner

    Travel /

    Learning

    Offline Mobile

    Product

    Content &

    Catalog Mgmt**

    Analytics &

    Predictive Mobility Integration Framework Key User Extensibility

    Collaboration

    & Workflow Customization Framework

    = Build = Integrate, Partner

    Sales Marketing Accounts /

    Contacts

    Products /

    Pricing Sales Planning Forecasting

    Visit Plans &

    Surveys

    Commissions Sales

    Intelligence

    SAP HANA CLOUD PLATFORM

    #1 #2 #3

    ** = Integration with Hybris

    Partner

    Management

    Next-gen.

    User Exp.

    Industries Embedded

    Predictive

    Analytics

    Sales

    Performance &

    Effectiveness

  • SAP STRATEGY FOR SALES LEADER SELL SMARTER

    SELL ANYTIME, ANYWHERE

    TURN INSIGHT INTO ACTION

    MORE TIME SELLING - LESS ADMIN

    KNOW YOUR CUSTOMER

  • Marketing Assets

  • New Product Videos SAP Hybris Cloud for Sales

    Day in the

    Life of Sales

    Update your Forecast on Go

    Transform Retail Execution

    Sales

    Managers-

    Monitor your

    sales team

    https://youtu.be/iNpUe2NBfoQ?list=PLvh5r_t6exZvVrWZ5kixd8vJ5jskpra4O https://youtu.be/0WLAmlxDPuw?list=PLvh5r_t6exZvVrWZ5kixd8vJ5jskpra4O https://youtu.be/Ved3pRv8ROc?list=PLvh5r_t6exZvVrWZ5kixd8vJ5jskpra4O https://youtu.be/ByEMwzjSE0g?list=PLvh5r_t6exZvVrWZ5kixd8vJ5jskpra4O

  • CUSTOMERS

  • SAP HYBRIS CLOUD FOR CUSTOMER

    CPG &

    Life Sciences

    Manufacturing Services & Public Sector

    Retail & Wholesale

    High Tech & Telco

    Media, Sports,

    Entertainment, Travel

    ht