S/4HANA Sales

35
S/4HANA Sales Will Sakaguchi

Transcript of S/4HANA Sales

PowerPoint PresentationBusiness
PROCESSES
Solution Suite
Embedded analytics for
Slow or Non-Moving Materials
5 © 2021 ASUG Confidential
• First insights with KPI tiles
Domain-specific
• Based on insights from embedded analytics
• With the SAP Fiori visual theme
Role-based Delightful Coherent Simple Adaptive
SAP Fiori Launchpad Procurement Overview
Purchase Contract
Cloud: [ YYMM ] 2 Digit Year | 2 Digit Month
On premise: [ YYYY ] 4 Digit Year
2) Feature Package Schedule SAP S/4HANA 2020
3) SAP S/4HANA Maintenance Commitment 2040
… 1809 1909 2021 2022 20…
20021911 201120081908
• Financial Analysis
• Display Journal Entries in T-Account View / Blog
• Resolve Sales Order Fulfillment Issues / Blog
• Predictive Material and Resource Planning / Blog
• Ensure Product Marketability / Blog
• Analyze Actual Maintenance Costs / Blog
• Optimize Corporate Purchasing with Machine Learning / Blog
Machine Learning
Purchase Contracts
Stock in Transit
Receipt Reconciliation
SAP S/4HANA Sales: Sales Force Support
Collects any potential sales information at the beginning phase of sales pipeline.
Records recognized sales possibilities and tracks the progress across the sales cycle.
Plan, track and organize sales activities throughout the entire customer relationship life cycle.
Delivers sales force a holistic view of each customer with identified key contact and account data.
Sales Lead
• Integrate with SAP S/4HANA sales processes
• Part of SAP S/4HANA, no add-on, no middleware required
• Included in SAP S/4HANA Enterprise Management license
• Best practices content (link)
Sales Master
Analytics
Leverage simplified data models and central Business Partner approach. Create, modify, or display sales master data in a harmonized user experience. Control price master data definition and perform price calculation.
Manage contract types, such as, sales contract, condition contract for Settlement Mgmt., scheduling agreement, trading contract for Global Trade Management. Use real-time and predictive analytics to effectively manage sales contracts and sales quotations.
Provides a 360 degree view of sales order execution. Maximize low-touch order rate, leveraging exception based order management. Prevent overall delivery delay with embedded predictive analysis. Streamline sales processes with workflow.
Cover manual and automated billing and invoicing scenarios. Combine external billing data with sales documents into one single invoice.
Manage business volume-based sales rebate with condition contract settlement.
Reduce customer service & support cost by streamlining return processes and customer return analysis.
Monitor and analyze core sales business processes, from quotations and contracts, to sales orders, including their fulfillment up to invoices. Sales KPIs integrated in SAP Analytics Cloud
Price
Management
and satisfy legal and customer requirements.
Collect compliance data from suppliers and
customers and publicize compliance
substances and assess and verify products
and materials for different compliance
requirements including required
registrations and tracked-versus-allowed
of transport. Automate dangerous goods
classification and leverage included
that all shipments are DG compliant through
integrated dangerous goods checks,
providing adequate packaging, accurate
the creation and provisioning of dangerous
goods documents.
safety data sheet and label creation.
Use regulatory content to reduce effort and
ensure ongoing compliance.
sheet shipping integrated in logistics
processes.
• The new Product Compliance solution has a new data model for efficiently managing compliance requirements, business-related groupings, and their assignment to packaged and unpackaged products.
• Regulatory Content is included in SAP S/4HANA Product Compliance – no additional license required.
Compliance
Requirement
Compliance
Requirement
regulation
Industry-/company
• Advanced Variant Configuration – rearchitected, constant innovations
• New VC Engine making full use of HANA capabilities (code pushdown) • Improved performance and usability • Single- and multi-level VC models • Flexible constraint modelling
(operators, positive/negative) • Enhanced Analytics based on CDS views
for holistic analytics scenarios => visualization flexibility, e.g. via SAP Analytics Cloud
• Enhanced UI: Role-based overview page for Product Modeler
• Trace view: how are object dependencies processed in configuration engine
• Visibility of AVC data in purchasing and production execution
• Easy conversion from the classic world: LO-VC
• Classic Variant Configuration LO-VC available as part of SAP S/4HANA Enterprise Management
• Immediate re-use of existing models after system conversion
• LO-VC improvements: new Fiori UIs, Embedded Analytics for Classification & Configuration
• Migration tool for LO-VC models, single- and multi-level, into the new Advanced Variant Configuration
• Integration of LO-VC into Order Engineering Workbench -> intuitive user interface
Product Lifecycle
for configured products NEW 2020
• VC data in sales order SOAP services NEW 2020
• Enhancements in modelling, simulation and search NEW 2020 VC overview screen
VC modelling
Bulk Storage Area
e
Transportation Management with SAP S/4HANA Supporting all levels of complexity
• Main Parts of the Transportation Network
• Freight Agreements
• Charge Management
(Subcontracting)
• Strategic Freight Management
• Service Order Management
Process
• Transportation hub approach
Transportation Management in SAP S/4HANA: 1 System, 1 Transport Flow
ERP TM TM in SAP S/4HANA
With Transportation Management embedded in SAP S/4HANA, companies can avoid costly data replication, extensive customization &
interface maintenance, multiple UI support and additional hardware.
Customers wanting to leverage SAP TM in a hub scenario can alternatively also use the TM solution side-by-side.
Trigger Delivery / Movement
Purchase/ Sales/ Stock
Provides planning and optimization capabilities for trucks, routes
and the building of packages:
• Considers service activities together with logistics tour planning
• Builds optimal route thanks to tour optimization engine
• Allows for fully flexible tour planning or fixed route planning
First Last Mile Delivery scenario supported:
• Delivery driver scenario in which a personal truck fleet is
used to deliver pre-ordered goods to stores, vending
machines, and other points of sale
• Supports combination resources, specific loading patterns
as well as vehicle/combination incompatibility for e.g. side-
versus backloading locations Centralized
Order Promising with SAP S/4HANA Supporting all levels of complexity
• Mass enabled fast availability check
• Basic allocation check
• Manual material determination
• Semi-manual plant substitution
• Backorder processing with intuitive
Release for Delivery App
and capacity constraints
best confirmation considering
Sales Orders
during shortages
• Capable to promise and complex algorithms like location & product
substitutions, multi-level ATP
Advanced Available to
Complex ATP Requirements
RThis is the current state of planning and may be changed by SAP at any time without notice.
20 © 2021 ASUG Confidential
Product Availability Check (PAC) Back Order Processing (BOP) Product Allocations (PAL) ATP Analytics
Promise what and when you can deliver accurately in real-time.
• Time phased mass enabled check (parallelization)
• Supply consideration: current and future supply elements
• Demand consideration: sales orders (SO) & stock transport orders (STO)
• Checks on plants, distribution centers, sub- locations and batch level
• Supports Product Allocations (PAL) and Alternative Based Confirmations (ABC)
• Review Availability Check Result App
• oData APIs for Product Availability
Order confirmation based on business priorities and changes in the demand or supply situation.
• BOP setup- requirement segmentation and classification Win, Gain, Redistribute, Fill and Lose
• Easy to use ‘select option tool’ for configuring BOP segments
• Customizable filter and sorter for BOP segments
• Fiori based BOP Results Monitor
• Automated exception handling with BOP fallback variants
• Supports Product Allocations (PAL), Alternative-Based Confirmations(ABC) and Supply Assignment Run
Prevent single customer from buying the entire available quantity and other requests not being satisfied.
Confirm orders against capacity constrains.
• Simple and flexible Product Allocation setup and maintenance with time dependent assignment to material / plant
• Hierarchical / sequential allocations (Logical ‘OR’ for PAL constraints)
• Simultaneous multiple allocation checks (Logical ‘AND’ between PAL constraints)
• Excel download and upload for mass maintenance
• oDATA APIs for importing / exporting allocation quantities from external systems
• Capacity based Product Allocations
• Easily maintain and extend the characteristic catalogs for PAL
Analyze and monitor Product Allocation data to understand the product allocation situation.
After Supply Assignment Run, analyze the Supply and Demand situation to take necessary actions.
In the Product Allocations Overview App.
• Drill down and analyze the product allocation situation for product allocation objects, characteristic value combinations in different periods.
• Drill down into order items and identify all consumed product allocation quantities and the order in which the quantities have been consumed
Online Order Promising • Mass Order Processing • Manage Business Priorities • Manage Shortages • Supply Assignment • Fast Re-plan
Product Allocation OverviewMonitor BOP RunReview Availability Check Result
21 © 2021 ASUG Confidential
Alternative-Based Confirmation (ABC)
Delivery
Check for all possible alternatives to confirm a requirement when, for example, the availability of the requested material-plant combination is insufficient to confirm the original requirement.
• Trigger during sales order creation and/or Backorder Processing (BOP)
• Dynamic selection of alternative : Best fit vs First fit
• Supports Product Allocations (PAL)
• Supports partial plant substitution
• ABC is only available for Sales Orders
Ensure an optimal assignment of supply to the open requirements and distribute available supply to the respective sales orders, or stock transport orders.
• Perform Supply Assignment Run for relevant materials in Backorder Processing (BOP).
• Flexibility to consider future supplies within a specified horizon, rules to sort supplies, and option to retain or delete previous assignments.
• Insight to Action tool to evaluate the assignment situation and to enable the user to take manual actions like create/change existing assignments, create outbound deliveries
• In Supply Assignment Overview Apps do flexible and detailed analysis of supply and demand situation for different dimensions and KPIs, in both graphical and tabular formats
Helps companies to provide minimum guarantee to priority customers in supply shortage situation.
Protect quantities of a material of a specific plant against other demands.
Supports both horizontal and vertical protection.
• Support horizontal and vertical protection
• Time period enabled
• Visualize constraints imposed by delivery groups
• Visualize the time zone of the delivering plant
• Fiori based interactive changes to sales order confirms amounts before releasing the orders to delivery
• Impact simulation of current ATP situation
• Direct navigation to Sales Order
Online Order Promising • Mass Order Processing • Manage Business Priorities • Manage Shortages • Supply Assignment • Fast Re-plan
Maintain Protection Quantities Release for DeliveryBOP Run Result with ABC
22 © 2021 ASUG Confidential
Exception-based Sales Order Handling Sales Order Fulfillment Cockpit
Sales Order Fulfillment – Analyze and Resolve Issues App
• Optimizes order resolution with a central entry point for analyzing and resolving sales order fulfillment impediments
• Connects to Track Sales Order Details App for a deep dive into the individual sales order
• Issues included:
− blocks (delivery block, credit block, shipping block, billing block)
− delivery issue in sales order
− unconfirmed quantities in sales order
− shipping issue in delivery
− product compliance issue (product marketability status, dangerous goods status, safety data sheet status)
− trade compliance issue NEW 2020
Recommendation: use Sales Order Fulfillment - Analyze
and Resolve Issues app, replacing Sales Order Fulfillment
app and it’s tiles
The power of SAP S/4HANA #2
Sales Order Fulfillment –
• Leverages embedded SAP S/4HANA predictive capabilities,
analyzing historical data, and forecasting business results
• Allows Sales Managers & Internal Sales Representatives to
proactively monitor how likely a sales order item is to be
delayed with two KPIs:
and take appropriate actions to ensure delivery as promised
Order Entry Outbound
SAP S/4HANA settlement management (SAP Note 2481672)
uses Central Contract Administration as the single point of entry for contract data and contract related conditions for
• full support of business volume related scenarios
• calendar based settlement
• intuitive data entry of settlement information with full transparence of involved documents
Create condition contract
Monitor condition contract
Create settlement
Customization
Spilt Criteria’s Header and Item Level | Condition and Scale Base
Business Volume Table | Transfer Rules for Document creation
Settlement Program
Settlement Document creation
Settlement Management Documents | External Systems | POS Data
Settlement Calendar
Business Volume
Selection Criteria
Detail Statement
Settlement Information
Document Collection
Output | FI/CO
Delivery
SAP S/4HANA Sales billing capability enables an omnichannel approach, creating one single invoice
combining billable items from different channels (e.g. internal and external) and billing categories
(e.g. one-time billing, recurring billing, and usage-based billing).
SAP Cloud Platform
One single Invoice
SAP
Ariba
Network
(Supplier)
SAP
Ariba
Network
(Buyer)
42K (Automation of Source-to-Pay with Ariba Network) 4A1 (Automation of Order-to-Invoice with Ariba Network) NEW 2020
SAP S/4HANA
Solution Order Management and Billing and Revenue Management (SAP BRIM)
S4/HANA Cloud
External Quote/Order
Management System
Service Order Item
Service Contract Item
Invoice Sales Order Item
Project (Prof. Serv.)
Subscribe/Consume Subscription Item
Sales & Service Delivery
11 © 2019 SAP SE or an SAP affiliate company. All rights
28 © 2021 ASUG Confidential
S/4HANA Solution Order Management
12© 2019 SAP SE or anSAP affiliatecompany. All rights reserved. PUBLIC
Commerce
Quote
Close Deal
Pricing & Availability
Check Opportunity
Pricing Engine
Credit Check
S/4HANA
customers needing true hybrid
sales process together with
SAP Cloud for Customer.
• Provide sales with the
management process (including
Sales Order
Reporting, Margin
Pricing & Availability
Review Customers &
front end office
established order fulfillment process
channels with SAP Commerce Cloud
• Flexible integration options for order
management -- Order management
• Best practices integration packages
Billing Clerk
• Billing Document
• Invoice List
• Manage Invoice Lists
• Monitor NF-e
• Preliminary Billing Document NEW
• Verify CT-e UP
Order-to-Cash Process Manager
• Manage Sales Contracts UP
• Manage Sales Item Proposals
• Manage Sales Inquiries UP
• Reuse Component for SD Process Flow UP
• Sales Contract (fact sheet)
• Sales Contract Fulfillment Rates
• Sales Inquiry (fact sheet)
• Sales Order Fulfillment Issues
• Sales Scheduling Agreements - Product Demand NEW
• Schedule Sales Output
• Track Sales Orders
Pricing Specialist
Returns & Refund Clerk
• Manage Customer Returns UP
• Sales Order without Charge
• Manage Sales Document Workflows
• Manage Credit Memo Requests
• Manage Customer Materials UP
32 © 2021 ASUG Confidential
Sales Manager
• Customer Returns (fact sheet)
• Customer Returns - Flexible Analysis
• Customer Returns - Return Rate
• My Inbox
• My Inbox - Approve Customer Returns NEW
• My Inbox - Approve Sales Orders NEW
• My Inbox - Approve Sales Orders without Charge NEW
• My Inbox - Approve Sales Quotations NEW
• Manage Sales Plans
• Predicted Delivery Delay
• Sales Volume - Detailed Analysis
• Sales Volume - Flexible Analysis
• Sales Volume - Profit Margin
• Sales Quotations - Flexible Analysis
Settlement Clerk
• Analyze Detailed Statement Purchasing Rebate
• Analyze Detailed Statement Sales Rebates Flexible Analysis
• Manage Settlement Documents
• Monitor Settlement Documents
• Schedule Import of Commission Data - Personnel Settlement Documents
• Schedule Job for Contract Settlement
• Schedule Job for Settlement Management Document Output
• Schedule Job to Collect Settlement Documents
• Schedule Job to Release Settlement Management Documents
• Schedule Job to Reverse Settlement Management Documents
For International Trade Management see Finance
Contract Manager - Settlement Management
• Condition Contract (fact sheet)
• Manage Customer Condition Contracts
• Manage Sales Commissions for External Agents
• Monitor External Sales Commissions UP
• Monitor Royalty Condition Contracts NEW
• Manage Supplier Condition Contracts
33 © 2021 ASUG Confidential
Questions?
34 © 2021 ASUG Confidential
For questions after this session, contact us at [email] and [email].
Thank you.