SAP Hybris SalesSell Smarter, Sell Anywhere

Marco Flores

GVP, SAP Hybris Solutions & Strategy

AGENDA

1. Overview

2. Elevating Sales Performance

3. Customer Success

4. Innovation Highlights

5. Resources

CUSTOMERS ARE CHANGING THE RULES.

TECHNOLOGY IS CHANGING

THE GAME.

“Amazon: Now it’s disrupting a heck of a lot more than bookstores”

SFChronicle, March13, 2016

“Uber – The future of new business is disrupting old business”

Washington Post, April 4, 2014

“Rogue T-Mobile Relishing Role as Wireless Disruptor”

Bloomberg, January 8, 2016

“Under Armor: Silicon Valley’s Latest Threat”

Forbes / Tech, September 13, 2015

IT IS HAPPENING IN EVERY INDUSTRY

”CUSTOMERS CAN RECOGNIZE A STUPID INEFFICIENT SYSTEM WHEN THEY SEE IT”

Kevin Harrington, Forbes 2014

IT’S TIME TO MOVE BEYOND CRM…

PARADIGM SHIFT TO GO BEYOND CRM

Mobile first

Omni channelphysical &digital

Smart predictions

Contextual

1. 2. 3.

4.

Blending Service, Marketing, Sales, Commerce

Front office & Back office

5. 6.

digital

goods emaildigital adswebIn store/

branch

contact

centerprintmobile socialmarketplace

Search

kw/adsagent

toolsIoT sms/notificatns

@

Infrastructure, Platform, Marketplace

Real-time Analytics & Predictive

Private Cloud Public Cloud On-Premise

MARKETING COMMERCE SALES SERVICE

EXPERIENCE MANAGEMENT

Master Data Management

SAP HYBRIS – COMPLETE OMNICHANNEL CUSTOMER ENGAGEMENT & COMMERCE PORTFOLIO

SAP HYBRIS GOES BEYOND TRADITIONAL CRM

Sales Force Automation ✔* ✔

Sales Performance Mgt. ✔ ✔

Sales and Operations Planning ✔ ✖Digital Commerce ✔ ✖Integrated Marketing Management ✔ ✖Marketing Resource Management ✔ ✖Multi Channel Campaign Mgt. ✔ ✔

Field Service Management ✔ ✖Customer Engagement Center ✔ ✔

Contact Center Infrastructure ✔ ✖Mobile Application Development Platform ✔ ✔

Horizontal Portals ✔ ✔

Data Quality Tools ✔ ✖BI and Analytics Platforms ✔ ✖Advanced Analytics Platform ✔ ✖Social Software for Workplace ✔ ✔

CRM Segments

SAP Hybris

is present

in all

segments

16 and

leads in 9.

Competitor

DATA & PROCESS MANAGEMENT

EXPERIENCE MANAGEMENT

PLATFORM, INFRASTRUCTURE, INTEGRATION

SAP Cloud for SalesSales force automation solution that empowers sales people to sell smarter

Sell Anywhere, Anytime

Gain Insightinto Business

Accelerate Productivity

Know Your Customer

MARKETING SALES SERVICECOMMERCE

AGENDA

1. Overview

2. Elevating Sales Performance

3. Customer Success

4. Innovation Highlights

5. Resources

SELL ANYWHERE, ANYTIME

Full-featured, seamless experience

from online to mobile

Engage in real time with your

customers, manage your activities,

and track your performance, even

when you’re offline

NEW MOBILE APPS

Simplified User Experience

Responsive UI Technology

Cross Platform (IOS, Android, Windows)

Online or Offline

Real-time Insight

AGENDA

1. Overview

2. Elevating Sales Performance

3. Customer Success

4. Innovation Highlights

5. Resources

INSIGHT INTO ACTION: ENGAGE & CONNECT IN A PERSONAL RELEVANT WAY

Access to real-time customer and

business insight where and when

you need it

Comprehensive customizable KPI

tiles, reports, and dashboards

Sophisticated analytics

infrastructure, simple visualizations

Ad-hoc and custom reports

Integration with SAP BI, Lumira and

BusinessObjects Cloud

INSIGHT INTO ACTION: WITH PREDICTIVE ANALYTICS

Find the right employees and

contacts to maximize chance of

winning the deal

SPIRAL OF INFLUENCE

Discover new leads and

uncover new opportunities

with existing accounts

DEAL FINDER

SEE YOUR BUSINESS THE WAY YOU WANT

KPI Tiles – Design

Your Own

Report Tiles –

Drill to Details

Flexible

Visualizations

Tool Tiles – Tasks,

Feeds, etc…

News Banner

AGENDA

1. Overview

2. Elevating Sales Performance

3. Customer Success

4. Innovation Highlights

5. Resources

SAP HYBRIS CLOUD FOR SALES: ACCELERATE ENGAGEMENTS

Fast Transaction Entry Feeds: Collaborate, Inform Online & Offline Mobility

Quick Role Based Analysis Outlook Integration Personalization, Flags, Tags

USER EXPERIENCE: THREE LEVELS OF USER EXPERIENCE SIMPLIFICATION

Adapt

without coding via the

Key User toolset

Extend and customize

with the SDK Studio

Personalize

your workplace

Sales Representative

Sales Ops or IT

IT Department

or Partner

AGENDA

1. Overview

2. Elevating Sales Performance

3. Customer Success

4. Innovation Highlights

5. Resources

SAP HYBRIS CLOUD FOR CUSTOMERS INTEGRATES BETTER WITH SAP ON SCOPE, COST & RELIABILITY

1. Single Vendor Stack

2. SAP Integration Coverage

3. Total Cost of Ownership

4. Return on Investment

5. Innovations on the Cloud

6. Integration Technology

7. Extensibility

8. Data Security & Compliance

9. One Support Model

10. Integration Best practices

Cloud for Customer INTEGRATION

MIDDLEWARE &TECHNOLOGY

SAP HANA Cloud

Integration (HCI)*

SAP Process

Orchestration (PI)

(alternative)

100+ pre-packaged

integration flows

(iFlows)

Rapid Deployment

Solution for integration

INTEGRATION CONTENT

OPEN APIs

Rich set of OData

and SOAP web

service APIs

MASH-UPS (UI & DATA)

Native support for

URL, HTML and

Data mash-ups

BW Integration

Alternatives

* Connection to Hybris Data Hub for Commerce integration

AGENDA

1. Overview

2. Elevating Sales Performance

3. Customer Success

4. Innovation Highlights

5. Resources

CUSTOMER SUCCESS

SALES & MARKETING SERVICE COMMERCE

SOCIAL

TECHNOLOGY & INTEGRATION

ECOSYSTEM

AGENDA

1. Overview

2. Elevating Sales Performance

3. Customer Success

4. Innovation Highlights

5. Resources

Sales Roadmap Highlights and Key Innovations

1611 Innovations1608 Innovations

Confidential and Subject to Change

Optimized responsive UI for Desktop, Tablets, and

Smartphones

Home Page Adaptation in Responsive UI

Offline Enhancements for Lead-to-Quote Management

Opportunity Timeline & Buying Center Visualization

Enhancements

Deal Finder and Sphere of Influence for Responsive UI

Ship-to selection on Item Level in Quote and Order for

enhanced Integration with On Premise

Integration with SAP Lumira (analytics)

Enhanced Hybris Marketing Integration for Campaign-

to-Lead

Enhanced S/4 HANA On Premise integration

Document Flow Improvements for On Premise

Integration

Responsive UI Improvements For Reduced Clicks And

Improved Mobile Visual Design

Business Partner Improvements for Contact Team, Tax

ID, Offline

New Recently Accessed Work Center Concept, Image

Cropping, Annotation Support in Responsive UI

Responsive UI for Sales Marketing Work Centers

Image Intelligence for Planogram Check

Sales Quote and Order enhancements for Fast Entry and

Offline

Click-to-Call or Click-to-Email via Mobile

Extensive Enhancements to Responsive UI Analytics

Integration with SAP Business Objects Cloud

Rule Scripting for Custom Field Behavior – Online/Mobile

AGENDA

1. Overview

2. Elevating Sales Performance

3. Customer Success

4. Innovation Highlights

5. Resources

SAP Service Marketplace SAP Community Network

SAP Hybris WikiSAP Help Portal

YouTube Channel

HANA Marketplace

SAP Training and Certification Incident ManagementSAP Idea Place

Resources, Contact, Training, and Engagement

THANK YOU!