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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
© 2014 SAP AG. All rights reserved. 5Confidential - SAP
Big Deals are “Big Deal”
Long Sale
Cycle…
© 2014 SAP AG. All rights reserved. 6Confidential - SAP
... 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
© 2014 SAP AG. All rights reserved. 7Confidential - SAP
Conclusion
SAP Business One goes UP
But deals become more complicated and challenging
© 2014 SAP AG. All rights reserved. 8Confidential - SAP
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…
© 2014 SAP AG. All rights reserved. 19Confidential - SAP
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 !
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