SuccessFactors runs SAP cloud applications SAPPHIRE NOW 2012

Alex Saleh, VP Global Sales OperationsBrian Kinion, VP Finance

SuccessFactors Runs SAP’s Cloud Applications

© 2012 SAP AG. All rights reserved. 2

Project

Leading provider of cloud-based business execution software, delivers business alignment, team execution, people performance, and learning management solutions to organizations of all sizes across more than 60 industries.

With approximately 15 million subscription seats globally, we strive to delight our customers by delivering innovative solutions, content, and analytics, process expertise and best practices insights from serving our broad and diverse customer base.

Today, we have more than 3,500 customers in more than 168 countries using our application suite in 34 languages.

>1,800 employees worldwide >$340 million annual revenue in 2011


SuccessFactors runs SAP’s cloud solutionsKey drivers

Consolidate and replace legacy point solutions for all critical business processes:• Order to cash >3,500 customers; >2,500 invoices/quarter• Procure to pay >1,500 suppliers• Professional services automation >1,000 projects• Core financials 37 entities/5-day financial close• Revenue recognition Fair value accounting• Travel and expense >1,000 employees in the United States and Germany• Sales automation and CRM 700 users, 600,000 accounts, 60,000

opportunities, and 1.7 million contacts • Users of SAP Business ByDesign: >1,800

Accelerate business integration with SAP software: Fast deployment of internal systems on a compliant and global platform

Minimize business disruption: Sales, revenue, cash flow, and reporting


SuccessFactors runs SAP’s cloud solutions

Our approach:

• Kicked off project with three-week workshop to define scope and new landscape strategy

• 10-week implementation of all on-demand products

• Cross-functional team from both SuccessFactors and SAP employees working collaboratively

• Re-engineered key business processes allowing for integrated application functionality

• Clever use of interfaces (e-commerce interface) and partner solutions (Leeyo, Vertex, and so on)

• Intense use of key user tools (field extensions, personalized dashboards, and custom reports)


SuccessFactors runs SAP’s cloud solutions

Our goals:

• Single source of truth (master data and business documents)

• Comprehensive analytics: actual and potential booking – fast overview of revenue probability of posted sales orders

• Business insight: cash collection – fast overview of payment practices of customers

• Purchasing power with RFX management and contract lifecycle management

• Complex revenue recognition with Leeyo – multiple element arrangement (fair-value accounting)

• Integrated project management and resource allocation for professional services to drive project success

• Integrations and interfaces


Scope of SAP Sales OnDemand

Implementation of SAP Sales OnDemand

• 700 users, 600,000 accounts, 60,000 opportunities, and 1.7 million contacts

• Replaced Salesforce.com with SAP Sales OnDemand

• Quoting through BMI Integration

• Marketing campaign management through Eloqua integration


SAP Sales OnDemand: Our early observations

• User-friendly, consumer-grade user experience

• Improved team collaboration with instant notifications using feeds

• Flexible and custom reporting capabilities

• Improved productivity while on the road: iPad, BlackBerry, iPhone, Android, and

Microsoft Outlook plug-in

• Integrated to SAP Business ByDesign


Sales teams learned quickly via user-friendly, consumer-grade user experience

• Key information at a glance

• Feeds, follow/unfollow, flags, favorites, tags

• Navigation to related data


Sales teams were able to collaborate on projects, and received notifications and feeds

• Use Feed to collaborate with the extended

sales team in the context of business data

• Private conversations using * syntax and

mention team members or accounts and

opportunities using @ syntax

• Receive notifications when attributes of

specific accounts or opportunities are updated

• Receive notifications when other team

members do certain actions


The dashboards and reports were easy and flexible

• Browser and Microsoft Excel-based, flexible in-memory analytics

• Ability to easily slice and dice and apply complex calculations


Our sales teams became more productive using mobile toolsiPad, Blackberry, iPhone, Android, Outlook plug-in

• Sales people are more productive while on the road

• Collaboration with sales team on important topics

occurs anytime, anywhere

• Integration with Microsoft Outlook offers bidirectional

synchronization of contact and calendar data and e-

mail transfer


Jam used to manage our cross-company and departmental projects

Break down our organizational silos and enable teams to work more effectively across departments and geographies

Accelerate business processes with improved collaboration

Build communities around instructor-led training to greatly improve employee development and learning

Leverage built in e-learning and embedded help to scale informal learning throughout the company to allow employees to find experts and content when needed

Access and contribute to projects and discussions from anywhere with complete mobile access


Our system landscape is changing

systems in place prior to acquisition

One integrated system end state

SAP

Sales OnDemand

SAP Sourcing

OnDemandSAP Travel

OnDemand

BIZX Platform / EC SAP Contract

ManagementPartner

solutions

BIZX Platform / EC

Thank you

Contact information:

Alex Saleh Brian KinionVP, Global Sales Ops VP, Finance

SuccessFactors runs SAP cloud applications SAPPHIRE NOW 2012

Travel

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