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Use the Power of SAP to Win SAP

Business One DealsGadi Rachelson, CSM SAP Business One SAP Israel

SAP Business One Innovation Summit, May 2015

© 2014 SAP AG. All rights reserved. 2Confidential - SAP

© 2014 SAP AG. All rights reserved. 3Confidential - SAP

We Love to Win “Big Deals”

• Best License Revenue

• Long Term relationship with the customer

• Ongoing consistent revenue stream

• Best References

• Maintenance Revenue

• Acknowledgement and success

© 2014 SAP AG. All rights reserved. 4Confidential - SAP

The Typical “Big” Customer

• Usually runs an IT Dep. Managed by CIO

• Considering IT as Investment (vs. expense)

• Prefer RFPs, Advisors, Processes

• Looking for brands (vendor/partner/references)

• Slow decision maker

• Innovative / creative

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Big Deals are “Big Deal”

Long Sale

Cycle…

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... Hence Those Deals Have

• A long….. sale cycle

• “Tango” effect :Backward & FWD process

• Hard & Challenging Competition

• Complicated Decision Process

• Many influencers (internal / external)

• High discounts & Low margin

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Conclusion

SAP Business One goes UP

But deals become more complicated and challenging

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Take ControlSet the rules

Think Creative (different)Be Unique

Be one step ahead

We need a special game plan

© 2014 SAP AG. All rights reserved. 9Confidential - SAP

Core ERP System

SAP Business One

Vertical Partner Solutions

Cross Application

Training & Support

Cross Platforms

Planning and

Consolidation

Global Sales &

Marketing teams

Recruitment, HR &

Talent Management

Enterprise Portal

Platform

Enterprise Level

Business Intelligence

CLOUDIntegration

ERP is not enough…

© 2014 SAP AG. All rights reserved. 10Confidential - SAP

Lets

Marketing

Cloud for Marketing

1

Omni-channel Commerce

Sales Service

Cloud for Sales Cloud for Service

CRM on HANA CRM on HANA

Human Resources

ProcurementERP

SAP Business All-in-One

SAP Business

One

Finance

Suite on HANA

Simple Finance

Social Media Analytics

On Premise

Cloud

Omni-channel Commerce & Customer Engagement

Collaboration SAP Jam, Business Network

SAP HANA Cloud Platform

SAP’s SME Application Portfolio Today

Analytics: SAP BusinessObjects Edge, SAP Predictive Analytics, SAP Lumira

Core HRSAP SRM

SAP Business All-in-One

SAP Business

One

© 2014 SAP AG. All rights reserved. 12Confidential - SAP

Core ERP System

Vertical Partner Solutions

Cross Application

Training & Support

Cross Platforms

Planning and

Consolidation

Global

Sales & Marketing teams

Recruitment, HR & Talent

Management

Enterprise Portal PlatformEnterprise Level

Business Intelligence

Big “Deals” = Huge Opportunity

SAP Business One

Integration Layer

© 2014 SAP AG. All rights reserved. 13Confidential - SAP

Business Intelligence & Analytics

SAP Business Objects Platform

Boost your organization’s collective IQ with

business intelligence tools that provide real-time

insight into your organization

Use the power of Business Objects to:

Provide Unified BI organizational Platform

Strong Prediction Capabilities

See the “Big” picture

Pre-Build Reports & Analytics per industry

Block Competition: QlikView, MSFT…

© 2014 SAP AG. All rights reserved. 14Confidential - SAP

User Training & Support

SAP Workforce Performance Builder

Give your SAP end users the training they need – whenever and

wherever they need it . Easily create and deploy context-sensitive

user help, transaction documentation, training simulations, test

scripts, and e-learning materials..

Use the power of WPB to:

• In-App. Navigation Capabilities

• Support (almost) every org. application (generic

or custom made)

• Reduce your Customer internal Helpdesk costs

• Reduce your Training & support costs

shorten Go-Live phase and get better user

adoption rate

© 2014 SAP AG. All rights reserved. 15Confidential - SAP

Enterprise Portal for Content & Applications

SAP HANA Cloud Portal

SAP HANA Cloud Portal is the name for a cloud-based portal

solution that delivers easy site creation and social consumption at

end user level, while leveraging SAP’s differentiating assets: in-

memory computing, business applications and installed base.

Use the power of WPB to:

• Easy site creation and social consumption at

end user level

• Unified WEB Based/Cloud Based platform for

organizational apps.

• Expose SAP Business One processes to

external / internal users

© 2014 SAP AG. All rights reserved. 16Confidential - SAP

Sales & Marketing on the Cloud

SAP Cloud for Customers

C4C is all about putting Marketing, sales, commerce, and

customer service together – to deliver rich insight, flawless

execution, and a contextual customer experience.

Stay a step ahead with SAP Cloud for Customer – so you can

engage your customers like never before.

Use the power of C4C to:

• Provide organizational cloud based CRM

System

• Integrate Org Data with Social NW information

• Extend your Marketing & Sales offering

• Block Competition: SalseForce.com, MSFT

Dynamic CRM, other WEB CRM Systems

© 2014 SAP AG. All rights reserved. 17Confidential - SAP

Talent Management & HCM

Success Factors

Provides the leading cloud-based HCM Suite which

can help you optimize your workforce today and

prepare it for tomorrow.

Use the power of Success Factors to:

Provide Global HCM Cloud Based System

Extend SAP Business One HR capabilities

Block competition:

(WorkDay, CornerStone Oracle Taleo, Ultimate).

Expose SAP to every employee in the

organization

© 2014 SAP AG. All rights reserved. 18Confidential - SAP

Planning & Consolidation

SAP BPC | SAP Cloud for Planning

Simplify financial planning and analysis using a

modern, application (On Prem. Or Cloud) providing

embeds collaboration tools and analytics.

Use the power of BPC & CfP to:

Business process flows to guide planning and

consolidation for better visibility

Top-down and bottom-up budgeting

Management and statutory consolidations

Comply with standards (GAAP, IFRS)

What-if analysis and scenario planning

Block Competition: Oracle Hyperion, MSFT…

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Show the VALUE to become a Winner !

• For SAP:

Block Competition | Change the rules of the game

Build stable long term relationship with your customer

• For the customer

A rich variety of solutions

Long term and stable IT roadmap

• For the Partner:

Long term relationship with your customer

Increase Revenue

© 2014 SAP AG. All rights reserved. 20Confidential - SAP

Take Over's

• Select the right solution(s)

• Invest – Study – Learn

• Avoid Overlapping solutions

• Map needs carefully

• Remember 1+1 not always = 3…

Thank you

Gadi Rachelson

CSM SAP Business One SAP Israel

+972-52-6116640 | [email protected]

Be creative, change the gameInvest in your customer

for the long term !