SAP HANA for Line of Business Sales

SAP HANA – Line of Business Sales
Solution Overview
May, 2012

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© 2012 SAP AG. All rights reserved. 2

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

Your business environment is constantly changing

The Social
Customer
Emerges

Channel
Proliferation Tougher
to Sell

How deeply are these changes impacting your sales organization ?


… and being driven by a “Big Data” trend

30M networked
sensors nodes
growing 30% y/y
Smart phones
growing 20% y/y 5B Mobile Phones
in Use

Facebook

Population of 7B 800M active users
in 2011 30B pieces of
content shared/month
48 hours of video
uploaded/minute


You need to take control of a fast-growing volume of many
types of data ...

VELOCITY
Worldwide digital content will double in 18
months, and every 18 months thereafter.
IDC

Mobile
CRM Data Inventory

GPS
Emails
Planning Demand

Tweets

Instant Messages
Opportunities

Speed
VOLUME Velocity
VARIETY
In 2005, mankind created Customer 80% of enterprise data will
150 Exabyte of information. be unstructured spanning
In 2011, 1,200 Exabyte‟s Things traditional and non traditional
will be created. sources.
Service Calls

The Economist Gartner
Sales Orders
Transactions


… and current relational database technology can‟t handle
the volume, velocity and variety of all your sales data

Physical Limits


Whilst sales objectives remain the same

Achieve profitability
objectives

Achieve sales revenue Increase sales force
objectives effectiveness

Do you have the right technology to support your objectives ?


As a sales professional, you are struggling with ...

“Time-consuming sales analysis
and reporting processes with
high volumes of data
So I'm not as effective as I
could be”

“Decisions based on incomplete, “Inability to access detailed
inaccurate and often outdated sales information across all
information business dimensions
So I‟m missing out on So I‟m not always focusing
revenues” on the right opportunities”


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
Figure 3: Best-in-Class Demonstrate Superior Performance
Best-in Class Industry Average Laggards

26%
Annual Revenue 9%
13%
14%
Pipeline Accuracy 5%
5%
14%
Sales Force non-selling Time 5%
2%
14%
Bid-to-Win ratio 3%
4%
10%
Sales Productivity 4%
2%

0% 5% 10% 15% 20% 25% 30%
Percentages indicate average yearly growth,
Source: Aberdeen Group, January 2009


Better utilize your data to gain a competitive advantage

Leading businesses can outpace the competition because they can:
 Base decisions on the latest, granular
multi-structured data
Fumblers
 Make decisions on analytics rather than
Fumblers
intuition
 Frequently reassess forecasts and plans
 Utilize analytics to support a spectrum
Fact Finders
of strategic, operational, and tactical
Fact Finders
decision making
 Rapidly evaluate alternative scenarios

n=1,002
Source: IDC„s SAP HANA Market Assessment, August 2011

How well do you leverage your own data ?


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

SAP HANA
Breakthrough innovation with in-memory computing

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

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


SAP HANA, modern platform for real ‘real-time’

(Other query SAP Business
tools) Objects tools

What is SAP HANA?
SAP HANA ™ is a modern platform that SAP HANA
SAP HANA
information
modeling
leverages the power of in-memory computing composer

Enables to drive businesses in real-time on
an ever increasing massive volume of data

Can be deployed as an appliance or SAP
Business
delivered via the cloud Suite Real-time
copy
SAP HANA

Batch bulk
uploads
Other
data sources

SAP Business
Warehouse


A platform for innovative real-time analytics and applications

(Other query SAP Business
Real-time solutions powered by SAP HANA tools) Objects tools

 New Accelerators and Analytic Content for
powerful analysis and reporting on big data
Real-Time Business
 New Applications for highly innovative Real-Time Real-Time
processes and business models Analytics Applications

Real -Time
Trusted Data
Benefits

SAP HANA
SAP
 Make smarter and faster decisions Business
SAP in-memory
Suite Real-time computing
 React more quickly copy

 Unlock new opportunities
Batch bulk
uploads
Other
 Invent new data-driven business models data sources

 Ensure quick time-to-value SAP Business
Warehouse


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 Easy to deploy
disruption Rapid deployment
solutions

SAP HANA
Non-Disruptive Benefit from fixed cost and
SAP in-memory
computing scope solutions for more
predictability and quicker time-
to-value

Flexible

SAP HANA platform
Leverage SAP HANA as a
platform to address your
unique needs


Creating Business Value in Sales
with SAP HANA

SAP HANA for Line of Business Sales

Insights Real-Time Speed

Gain profound Access to real- Enable fast and
insights into time sales flexible
large volumes of information sales analysis
sales-related
data

Empower sales with real-time yet non-disruptive innovations


Solutions powered by SAP HANA
for Line of Business Sales

Insights Real-Time Speed

Real-time visibility into the consolidated sales
SAP Sales Pipeline Analysis pipeline
SAP ERP RDS for operational Real-time sales analysis and reporting on large
reporting with SAP HANA volumes of ERP data
SAP NetWeaver Business Accelerate business warehouse operations to
Warehouse powered by SAP HANA drive higher performance


SAP Sales Pipeline Analysis

Customer Customer
Pain Points Needs
• Lack of real-time pipeline transparency at a • Business transparency and control, based on
consolidated level to facilitate executive real-time analysis of globally consolidated
review pipeline
• Constantly changing pipeline data makes it • Deep exploration and analysis of large
difficult to get real time visibility, especially at volumes of data in real-time without having to
end of quarter wait for scheduled reports to run or traditional
data warehouses to be populated with
• Inability to analyze sales situation on a
aggregated data
special product /service in a specific market
with just a few clicks • Complete visibility into pipeline data on all
business dimensions

The Solution: SAP Sales Pipeline Analysis
Real-time visibility into the consolidated sales pipeline



Key Key
Capabilities Benefits
 Instant ant real time visibility into  Make faster and better informed
consolidated pipeline decisions through pipeline
 Easily perform analysis of very insights at any level of
large pipeline data sets in real granularity and dimension
time  Identify pipeline exceptions and
 Track pipeline progress and issues in real-time and react
evaluate opportunity success quickly
rate  Flexible analysis of the pipeline
in real-time

potential business impact:
 Unlocked hidden revenue opportunities
 Accelerated deals through the pipeline
 Faster reaction to changing sales conditions Quick link: /rds-crm-pipeline


SAP ERP RDS for operational reporting with
SAP HANA

Customer Customer
Pain Points Needs
 Complex reporting and analysis when using  Simplify reporting process with high volumes of
massive ERP data data in ERP
 Lack of real-time visibility  Access to real-time information
 Time required for performing reporting and  Accelerate reporting and analysis of sales
analysis 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


SAP ERP RDS for operational reporting with
SAP HANA

Key Key
Capabilities Benefits
 Real-time analysis and reporting  Faster reporting and analysis on
on large volumes of ERP data large volumes of sales data in
(incl. sales volume, top products, SAP ERP
etc.)
 Access real-time sales data with
 Visualization of reports in your better visibility into sales plans
own reporting environment and sales performance
(flexible „report models“)
 Better insight into your (order-to-
 Preconfigured reports cash) processes with real-time
and views 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


SAP and a global partner ecosystem offer Rapid
Deployment Solutions to get you started…

Software
• that quickly addresses the most urgent business
processes SAP Rapid
Deployment Solutions
Content
• SAP best practices, templates and tools for easy
solution adoption
Software

Enablement Service Content

• educational material supports fast and effective Enablement

end user adoption

Service
• defined scope and fixed price provide for lower
risk


… providing predictability, out-of-the-box integration and
a variety of adoption choices to suit your business needs

Predictability
 Fast value in days/weeks SAP Rapid
 Fixed cost and fixed scope Deployment Solutions
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


Turning issues into opportunities with SAP HANA

Sales analysis and
Accessing detailed sales Sales decisions are often
reporting processes with
Issues

information across all based on incomplete,
high volumes of data
business dimensions inaccurate and often
can be very time-
is very difficult outdated information
consuming

SAP HANA
Opportunities for Sales

Profound insights into Fast and flexible sales
large volumes of sales- Access to real-time analysis
related data sales information

Unlock new revenue Drive sales with real-time Accelerate decisions
opportunities from information along the sales cycle
massive data

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 Improve pipeline Better align sales and
identifying the most value, velocity and overall business
profitable sales volume with relevant targets with a holistic
opportunities across all and timely insights view of sales-related
your sales data more across all dimensions information
precisely of your business


Drive sales with real-time information

By getting real-time access to all sales-related data, you can:

Increase win/loss Reduce customer Improve sales
ratio by gaining a real- churn by quickly forecast accuracy by
time understanding of identifying issues, leveraging the latest
what is happening in exceptions and sales–related data
the field competitive threats


Accelerate decisions along the sales cycle

By enabling fast and flexible sales analysis, you can:

Increase sales Make faster and better Accelerate deal
effectiveness with informed decisions closure with
user-driven analytics with rapid analysis and consolidated views of
and reporting models simulations on detailed all relevant sales
sales information information


What the customers say

“
“
Cisco
Make better, faster sales decisions
Padmasree Warrior, Sr. VP of Engineering and CTO

Lenovo
Leverage real-time analytics on vast amounts of data
Xiaoyu Liu, VP

Colgate-Palmolive Company
Run real-time sales reports
Tom Greene, CIO

For more information, please visit our SAP HANA website: http://www.sap.com/hana/reviews/index.epx



“
“
Adobe
Develop preventative strategies and explore revenue opportunities
Shantanu Narayen, President and CEO

BSH Home Appliances Corporation
Create business forecasts in seconds rather than days
Dr. Jürgen Sturm, CIO

Hilti Corp.
Providing flexibility to our reporting community and increase
overall performance
Christian Ritter, Head of PCC, Finance, HR and Reporting




“
“
BOOAN Ltd.
Use real-time dashboards for faster, more accurate decisions
Zhang Meili, COO

SAP
Gain deep insights into massive sales data
Robert Enslin, President, SAP Global Sales



Top ten reasons why customers choose SAP HANA
Bringing Sales to the next level

1 6

All Data Cloud
Manage massive data volume at high speeds Step up to the world‘s most advanced cloud
2 7

Any Source Innovation
Gain insights from structured and unstructured data The ultimate platform for business innovation

3 8

Real-Time Simplicity
Enable real-time interactions across your value chain Fewer layers, simpler landscape, lower cost

4 9
Analysis Value
Unlock new insights with predictive, complex analysis Innovation without disruption adds value to legacy investments

5 10

Applications Choice
Run next-generation applications Open choice at every layer to work with your preferrred partners


SAP HANA for Line of Business Sales

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