SAP C4C12 - SAP Hybris Cloud for Sales

20
SAP Hybris Cloud for Sales © 2016 SAP SE or an SAP affiliate company All rights reserved Welcome! Duration: 2 days Name, Company, and Location What’s your experience with SAP Hybris Cloud for Sales? • None I’ve seen demos I’ve used it I’ve implemented it Have you attended the SAP Hybris Cloud for Customer course? What are the top 1 or 2 things you hope to take away from this class? If you were a superhero, what would your super power be? © 2016 SAP SE or an SAP affiliate company All rights reserved 0 © SAP SE C4C12 1

Transcript of SAP C4C12 - SAP Hybris Cloud for Sales

Page 1: SAP C4C12 - SAP Hybris Cloud for Sales

SAP Hybris Cloud for Sales

© 2016 SAP SE or an SAP affiliate company All rights reserved

Welcome!

Duration: 2 days

Name, Company, and Location

What’s your experience with SAP Hybris Cloud for Sales?

• None

• I’ve seen demos

• I’ve used it

• I’ve implemented it

• Have you attended the SAP Hybris Cloud forCustomer course?

What are the top 1 or 2 things you hope to take away from this class?

If you were a superhero, what would your super power be?

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0© SAP SE C4C12 1

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Course Audience

Project Managers

Application Consultants

Key Users

© 2016 SAP SE or an SAP affiliate company All rights reserved

Course Objectives

A fte r co m p le ting th is course, you w ill be ab le to:

• Run an SAP Hybris Cloud for Sales implementation project using SAP bestpractices

• Translate customer business needs to best practice business scenarios in SAPHybris Cloud for Sales

• Set up and configure the sales solution to manage business processes

• Configure Lead Management to nurture Leads and convert them to Opportunities

• Define Sales Methodology process to streamline Opportunity process

• Configure Sales Quote and Order management functionalities with replications toconnected sap backend system

• Configure functionalities which enables sales personal to plan and record customervisits and activities

• Understand key features and functions of pricing in SAP Hybris Cloud for Sales

• Understand Partner Channel Management for collaborative selling

• Configure Sales Target Planning to carry out top down sales planning

• Describe the integration scenarios available with SAP Hybris Cloud for Sales

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Agenda

Welcome and Introductions

Introduction to SAP Hybris Cloud for Sales

Lead Management

Opportunity Management

Quotation Management

Order Management

Activity Management

Exercises 1-11

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Review of Day 1

Visit Planning and Execution

Partner Channel Management

Sales Planning and Forecasting

Pricing

Account 360 & Sales Intelligence

Exercises 12-15

J K i l i l ^E m i y

Unit 1: Introduction to SAP Hybris Cloud for Sales

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SELL SMARTER. ACT FASTER. BE RELEVANT. EVERYWHERE

INDUSTRY

COMMERCE MARKETING SERVICE SALES

SA P Hybris C loud fo r S ales sales force automation (SFA) solution that empowers sales teams to sell smarter

Sell Anywhere, Anytime

Turn Insight into Action

Sell More, Admin less

Know Your Customer

DATA & PROCESS MANAGEMENT

PLATFORM, INFRASTRUCTURE, INTEGRATION

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SAP Hybris Cloud for SalesHighlights

Collaboration & SocialFeeds, Followers and @ m entions

■ Internal, Customers, Partners

■ Deal Sites, Social Selling

Opportunity Management & InsightEasy Lead, Opportunity, Activity M anagem ent

' Tailored sales methodology, Guided Selling

Com petitor insight, Partner M anagem ent

Visit Management & ExecutionCom plete Activity and Task M anagem ent

Visit and Route Planning and Execution

Survey Design and Execution

Quote & Order ManagementIntegrated pricing and transactional

docum ent creation with S A P E R P or C R M

C P Q through partners

IntegrationPre-built integration to SA P E R P & C R M , SA P JAM Partners like InsideView, D&B 360, Xactly & more M ashups with m ost other apps

Account Management & IntelligenceFast Account & Contact Updates, Relationships

360 Custom er Intelligence

« Productivity & Personalization■ Flags ■ Shelf ■ M ap Views

Tags field extensions Graphical Viewsworkflow Q uick Creates

PlatformReal-tim e, scalable, powered by SA P HANA

Simplified enhancem ent tools for power users

-• Real-Time & Predictive Analytics

Dashboards, ad-hoc reports, forecasting

Front and back-office data

M ash-ups with SA P BW & Business Objects

Custom dashboards, KPIs, and reports

* Groupware IntegrationFull-Featured support for M S O utlook,

G oogle G m ail and Lotus Notes, Server side via Riva (e g. Office 365)

« MobilityCom plete m obile apps, no extra cost

Support for iPad, iPhone, Android, MS

W indow s, W atch

Responsive Ul with Off-line support

Business Card ScannerEasily extended for tailored U X and business processes

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Lead Management

Description:

• Manages potential businessopportunities with automated tools toqualify, score, route, and nurture inorder to convert them into sales.

• Automatically age leads and notifieswhen leads are not addressed

Key Differentiators:

• Manage the end to end process of dealmanagement

W ork sm arter with Leads ® Use predictive analytics to score andsuggest potential deals.

* Improved sales efficiency • High potential Leads

• Stream lined sales process • Shortened sales cycles

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Opportunity Management

Description:

• Accurately characterize businessopportunities and gain visibility intopipeline health

• Leverage best practices andcollaboration to ensure effective andconsistent sales processes

Key Differentiators:

• Embedded collaboration and feed• Flexible sales methodology modeling• Comprehensive analytics

B enefits

• Increased revenue by winning more deals * Accelerated deals and improve sales. . , .. - effectiveness with pipeline visibility

• Improved sales forecasting & outcomes K K J

■ ■ _ __ ____________ ! ■© 2016 SAP SE or an SAP affiliate company All rights reserved

Quotation Management

Description:

• Flexible quoting capabilities enable youto deliver compelling offers, provideconsistent accurate pricing, andstreamline the sales process

Key Differentiators:

• Flexible pricing leveraging native pricingor SAP CRM or ERP Pricing

• Follow-on order creation in ERP

B enefits

Accelerated sales cycles

Improved revenue and margin

Streamlined quote-to-cash and reduced processing errors

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Sales Order Management

Description:

B enefits

• Easy to use fully functional ordercapture capability to equip your salesteam to submit Customer orders forprocessing to ERP

Key Differentiators:

• Order simulation for updated pricingand product attributes

• Fully integrated to SAP ERP & CRM forpricing & processing

• Order Transfer and status management

Accurate Order Pricing

Expedited Order Approval workflow

Improved customer service & satisfaction

Capture on any device on or offline

Visit Planning and Execution

Optimise Visit Plans for Mobile Sales

B enefits

Description:

• Enable your field sales personnel toplan and record site visits and activitieswhile on site at the account.

Key Differentiators:

• Turn portables into a personal itineraryplanner

• Perform surveys and audits to monitorkey areas in stores

* Calendar management across multiple - • Ability to leverage Sales rep timechannels working an area

• More customer visits, fewer miles • Sales route mapping© 2016 SAP SE or an SAP affiliate company All rights reserved

08 C4C12 © SAP SE

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Activity Management

Optimise Productivity

B enefits

Calendar management across multiple channels

Creation of multiple activities at one Shot

Description:

• View, plan and create activities tomanage customer interactions duringcustomer relationship lifecycle acrossdifferent devices.

Key Differentiators:

• Receive recommended activities andbest content for each buying stage

• Create consistent engagement models

* Easy creation of follow-up documents

* Quick Appointment creation via iPad

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Partner Channel Management

Description:

• Effectively drive revenue through yourpartner channels with partner datamanagement, lead routing, collaborativeopportunity management, and partnerprogram management.

Key Differentiators:

B enefits* Incremental revenue growth

* Improved value proposition through partnervalue add

Intuitive and tailorable user experience for partner users.Simplified program management.

* Improved sales coverage throughextended market reach

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Sales Forecasting and Planning

Plan your Sales Targets

B enefits

• Forecast based on multiple dimensions *

* Forecast any time on any device

Description:

• Plan, define, create and edit forecastand quotas based on numerousdimensions.

• Leverage existing analytics

Key Differentiators:

• Easily run ‘If-Then’ analysisleveraging real time data in SAPHybris Cloud for Sales

Ability to leverage existing analytics to manage against forecast in real time

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Pricing

Description:

• Different pricing options: Stand alone,ERP/CRM external pricing orERP/CRM integrated pricing usingpredefined integration in order to beconsistent across all customerinteractions.

Key Differentiators:

B enefits

Single Source of Truth . Standard integration for pricing andcurrency conversion rates with ERP and CRM

* Consistent pricing across all customer • Low maintenance cost using standardinteractions pricing integration with ERP and CRM

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Mobility

Description:

• Support for iPhone, iPad, Blackberry,and Android devices means you’ll havemore meaningful customer interactionsanytime, anywhere

Key Differentiators:

• The most superior UI/UX in the market• Online and Offline capabilities

B enefits

• Mobile offline capabilities • Collaboration support

• Mobile access included in license * Superior UI/UX

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Account 360 and Sales Intelligence

Description:

• Track your performance in real timeand proactively drive the rightopportunities to close. Forecast andperform what-if analysis to learnwhere to focus

Key Differentiators:

• Integrated access to SAP BW foradvanced reporting

B enefits

* Real time capabilities * Easily configurable dashboards

• Scheduled report broadcasts • Predictive analytics

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Summary

You shou ld now be ab le to:

• Articulate various functions and features of SAP Hybris Cloud for Sales• Describe the feature of Lead, Opportunity, Quote, Order transactions

• Outline the functions supported with Visit planning and execution• Describe Partner Channel Management system landscape and Partner registration

process• Outline the features of Sales Planning and Forecasting

• Relate how mobility can help in engaging customer better

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Learning Objectives

A fte r co m p le tin g th is lesson, you w ill be ab le to:

• Articulate the functional capabilities of Lead Management

• Create leads and maintain account and contact details

• Maintain Lead qualification

• Convert Leads to Opportunities

• Set up Lead aging notifications

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Lead Management

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MORE DETAILS

Product Category

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PRODUCTS ACTIVITC

CONVERSION

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Account Intormator

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Description:• Manages potential business

opportunities with automated tools to qualify, score, route, and nurture in order to convert them into sales

• Automatically age leads andnotifies when leads are not addressed

Key Differentiators:• Manages end to end process

of deal management• Uses predictive analytics to

score and suggest potential deals

Work smarter with Leads

• Improved sales efficiency • High potential Leads

• Streamlined sales process • Shortened sales cycles

0© SAP SE C4C12 13

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Lead Management - Features

s Lead routing

s Lead scoring using predictive engine s Lead acceptance/rejection v' Lead nurturing

v' Standard integration with lead generation systems (marketo, avention, etc.) ^ Standard lead conversion analytics

^ Workflow rule based notifications (tasks and emails) s Lead-to-opportunity workflow

^ Standard analytical content^ Business task to notify when leads are not actioned and escalations sent to

management

Leads on mobile devices

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Leads

LEAD OVERVIEW MORE DUALS EEED PRODUCTS ACTIVITIES CONVERSION ATIACHMEN ■ ■ w u n a r w .

O . 131IX Chip

- ©PRODUCTS vCfil CETALS

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Manage possible opportunities using the leads business process.

• Document account andcontact information ofleads

• Manage• Feeds• Products• Activities• Conversion

Attachments• Quotes• Tickets

• Assign leads to employeesQualify leads

• Create leads with orwithout existing customerand contact master data

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Lead - Details

LE A D

1311X Chip

Lead ID: 24488

Name 1311X Chip

Account Rash Disk Inc

Contact: Nitin Sikka

Quaimcation Level Hot

Status: Converted

Source: External partner

Campaign:

Brand Interest Brand A

Category: Prospect for product

sales

Owner: Kate Jacob

Marketing Unit: Partner - Avnet - PCM

Note:

Sales Temtory ID: 7

Sales Territory Name US West

Score:

Account Information

External ID

State. California

P.O.Box:

Longitude

ABC Classification. A-Account

Industry Manufactunng

Contact Permission Allowed

Note:

Contact Information

JooTife:

Academic Title

Additional Academi

External System.

External K)'

Language

Gender Gender not known

Function. IT Manager

Department IT Dept

Department from B

Contact Permission

Phone. © *1 4082522699

Far

Motxle

E-Mail mtm.sik*a@sap com

E-Mail Invalid: □

House Number

Street

City Milpitas

Country: United Stales

Stale California

Postal Code

Note

• Manage generallead informationlike status, source,campaign, brandof interest,category, owner,notes, etc.

• Documentinterested partywhich can be anew prospect oran existingaccount

• Manage contactinformation to beused in follow-upactivities

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Sales and Marketing Team and Involved Parties

LEAD CTMTTES CONTACTS SAl FS & MARKFTlNG TEAM INVOLVED PARTIES < > .„

1311X Chip

-© SALES 4 MARKETING TEAM 0 J

Role Nome E-Mail Phone Ptimary Action

.CiC D 24488 K»taa»;u'j •l»:uCt<Oh>»Sv 0 •1|M»2rh4

Name 1111X07* 3ata»e—l«y«« Kata Jacoa t|»:ottr8fs,s3fl 0 *1 |4m7i&a 59Account Fust Ctt» In: 9t: riatos-cltjsgc 0 nga*7a&2i22Ccrtart Man stela

OjallKabcr Lorrl HotComerted

Scut: fenerral sarrer

CarrcatgnBrand interest Bare A

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SiciTnrbi D 7 5alas Tertniy Name USvVast

Score

Account InferruOcn

LEAD

LMfl C: 24486 Name. VJItXUtip

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Comae? Mtr sum

Gktailcanr le /e . Hot

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SALES & MARKETING TEAM : NVOI V r l ) PARIIES CONVERSION A I IACHA < > ^

INVOLVED PARTIES O ,

Ho4e Name Address L Mall Phone Primary PrimaryAction

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■CM

Sales and marketingteam

• Add employees to thelead team

• Use this team to assignactivities automaticallyin different businessprocesses

• Assign leads to theemployee responsibleautomatically usingrules

Involved parties

• Allows addition ofpartners to the lead

Bates TcnKtv ham: _t3

Act ucail Infert-tali'jri

5ft P ★ Kdl 11 Afore | Nw

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Lead Status

LEAD

E v e n t B rie f o f A m g e n 's A..

Maintains the statuses(Open, Qualified, Accepted, Declined, In Approval) of your leads and creates new lead statuses, if desired

*

Lead ID 24637

* Name Event Brief of Amgen's Acquisitio

♦Company: Voondu

Contact First Name jean

Contact Last Name vineyard

Qualification Level warm v

Status Qualified

Source °*>en

Campaign

Brand Interest Declined

Category 'n * CCTOal

Owner: Kate Jacob

L E A D S

version 1

I Safe arc Ooee | Save |

The status converted is the logical end of the status chain. You cannot assign any conversion action to this status and you cannot assign it to a lead manually, but you can search for it. Also, you can deactivate pre-delivered statuses, but you cannot delete them.

User status is exposed on the lead header and qualified leads can be accepted or declined

HuarcssOption Sales: Lead ManaRcincnt: Leads: leads

Owe "raasate

Note Event Bnef of Amge Acquisition of Onyx Pharmaceuticals C< Call - Final

Score:

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n 04 Acccptad Accepted GS 51 51 51 HI24 05 0*r.lr*rl Decimal 91

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© 2016 SAP SE or an SAP affiliate company All rights reserved

Lead Qualification

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Qualification Level:

*41 Alan , its

Lead qualification level represents the likelihood for the lead to be converted to a real opportunity

Standard qualification levels are cold, warm and hot.New levels can be created during configuration.

Lead qualification level can be manually maintained or automatically updated via surveys, lead attributes are available for setting up conditions to assign surveys

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016 C4C12 © SAP SE

Page 17: SAP C4C12 - SAP Hybris Cloud for Sales

Lead Conversion

LEAD

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Account Information

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OVERVIEW MORE DETAILS FEED PRODUCTS ACTIVITIES CONTACTS < > _

SALES & MARKETING TEAM Add 0 ,

Role Name EMail Phone Primary Action

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The conversion of a lead into an opportunity or account and contact is the final stage of a lead lifecycle

The link between an opportunity and its lead is maintained to track effectiveness of the demand generation process

A lead is converted in one or more opportunities, the limit is defined in configuration

© 2016 SAP SE or an SAP affiliate company All rights reserved

Lead Aging Notifications

BUSINESS TASK MANAGEMENT FOR LEAD AGINGlAPOtfutt Eusre:: ! tf :r Sales LtM MatascrwK LcetK: Business Tm * ManegcmMCforLtMAgtaa

h i s - sMlnjj c'ycu Us* lyres l#r tarts sett! :n: nun:**:';, s.thaime.

Available Task Types Task Type Clatais

BUSINESS TASK M ANAG EM ENT FO R LEAD AG ING M ANAGER ALERT

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If a lead remains too long in a certain phase, then it is said to be aging. In this case, the system notifies the manager of the sales representative who is responsible for the lead.

This type of notification has priority high as a default.

Task Type Details

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Available Task Types

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- Process: 11)

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Un e<p-id>:ii l-» s il li«!/|n«n» I ihw m I. 11.1W I In , .h n

A notification of this type expires automatically 14 days after it has been created.

You can define how the system behaves, modifying the business task for lead aging in fine-tuning

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0© SAP SE C4C12 17

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Using the Business Card Scanner to Create Leads

Lead Done

GENERAL

Use Existing Account

Name Paula Shaw

First Name Paula

Last Name Shaw

Company HeatthTrex

Phone +1 30781338

Mobile

E-Mail paula'O heatlhtr ex.com

Job Title Senior Vico President. Proctir.

Fax

With the partnership with ABBYY you can scan business cards and create leads directly including the company and contact information

To set up Business Card scanner you need to first obtain the license key from AABY. Visithttp://cloud.ocrsdk.com for more details.

© 2016 SAP SE or an SAP affiliate company All rights reserved

SAP Hybris Cloud for Customer - SAP Hybris MarketingClosed Loop between Marketing and Sales

Out of the box integration between SAP Hybris Cloud for Customer and Hybris Marketing

Creation of leads and activities out ofcampaigns

Replication of contacts, corporate accounts, leads, opportunities and activities

Display of success measures for campaigns based on related leads, opportunities or activities

Display of key figures in CMO dashboard

CAMPAIGN

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KEY INFORMATION

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Program

General information target Group j Automation Notes SAP ..am 'earn

Execution Details

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© Create CiC Lead

General Information Target Group Automation Notes SAP Jam Team

Number d Uusrest transactions

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End Date 09 07 2015

CRM Campa

IDE

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I Qapcrtinltei I Oaar Ooporuiites I Cosed Oppolunbss

JS02C72015-C4CP2

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018 C4C12 © SAP SE

Page 19: SAP C4C12 - SAP Hybris Cloud for Sales

Lead Management

* '

W atchWatch the Instructor Demo the features of the Lead Management:

• Lead creation

• Lead qualification

• Lead conversion

15 m in u te s

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Lead Management Exercises

E xerc ise 1: C reate a Lead

E xerc ise 2: S et up Lead A g ing A lert

Refer to the instructions for exercises 1 and 2 in your participant handbook.

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Page 20: SAP C4C12 - SAP Hybris Cloud for Sales

Summary

You shou ld now be ab le to:

• Articulate the functional capabilities Lead Management

• Create Leads and maintain account and contact details

• Qualify the Leads using survey management

• Create followup transaction from Lead

• Set up and trigger Lead aging notifications

© 2016 SAP SE or an SAP affiliate company All rights reserved

Unit 3: Opportunity Management

© 2016 SAP SE or an SAP affiliate company All rights reserved

020 C4C12 © SAP SE