Create Sales Heroes with Mobile Apps Venkat Iyer, Senior Director, Mobile Apps Product Management, SAP

Markus Jakobi, Vice President, Head Corporate IT, Institut Straumann AG

© 2012 SAP AG. All rights reserved. 2

Did you know?

Over 40% of salespeople fail to hit quota

30% turnover of salespeople each year

It takes on average, seven months to ramp-up a

salesperson

65% of a salesperson’s time is spent not selling

30 hours are spent by salespeople searching for

or creating their own sales materials

? Source: Forrester and IDC

© 2012 SAP AG. All rights reserved. 3

Insight

Insights that help sales

teams find and craft

compelling story about

products and services to

solve customer’s most

important business

challenges

Most profitable customers,

most profitable deal in

pipeline, industry trends that

affect the customers, and

so on

“21st-century sales heroes” need

Collaborate

In 21st century, there’s too

much information and too

little time for solo sales

“warrior.” Sales

representatives need to work

together and collaborate

An effectively collaboration

solution should assist in

knowledge creation, storing,

finding, and sharing from

inside and outside the

company

Agile

In 21st century, business

hours and office locations

are driven by customer

Sales warriors should be

able to work from any place ,

any time with up-to-date

information to compete and

deliver on time

Impact

Deliver user experience to

WOW customers – by

understanding customer’s

past, current, and future

needs

Tools that foster insight,

collaboration, and agility to

maximize the customer

experience and win

© 2012 SAP AG. All rights reserved. 4

SAP CRM Sales mobile app 2.0 Background

SAP CRM Sales mobile app 2.0 is an elegant and intuitive mobile app that enables SAP CRM sales users with

insight to execute entire lead-to-order sales business process by increasing sales productivity and

accelerating sales cycle from anywhere even when user is offline.

Available in 8 languages to support global sales team

Available for: iOS, BlackBerry, Android, and Microsoft Windows (Win-32) devices

Account contact

lead opportunity Calendar Activity

Downloaded

sales KM

Meet

customer

Create

quote / order Quote / order ERP process

SAP CRM Sales mobile app SAP ERP

Mapping Survey Auto-logging Recommended

products Discounts

Near me

(map)

Marketing

attributes

Single click

follow-up

Straumann Overview in Brief

Movie

Motivation

Sales force CRM entries immediate, complete visit notes including

Straumann sales process (activities) and Straumann customer acquisition process

Motivation to use and acceptance of SAP CRM

by our sales force

Independence of network connection and performance

CRM application easy to use

Offline availability of customer data (any time & anywhere)

Project organization

7 STRAUMANN 14 November 2012

Steering Committee Project Lead

IT Security Ext. Project Management

System Engineer

Technical

Infrastructure Application

Mobile Device

Management IT ServiceDesk IT Legal App Development

System Engineer

Identity Mgmt

System Engineer

SAP Basis Engineer

System Architect

CRM Middleware Expert

CRM Middleware Expert

CRM Modul Expert

CRM Modul Expert

APAC

NALA

EMEA

Client Engineer

Collaboration System

Engineer Legal Counsel

App Developer

Solution Architect

System Engineer

HTTP

(128 bit AES)

HTTP HTTP

System architecture

8 STRAUMANN 14 November 2012

CRM 7.01

SP7

ABAP

Unix AIX 6.1

Add-on

MOB_CRMS

200 SP0

NWmobile 7.1

SP13

ABAP

Unix AIX 6.1

DOE Gateway to SAP

mobile 1.1 SP7

Sybase Unwired

Platform 2.1

Windows 2008 R2

DOE

Connector

2.1

RSOE

Sybase Relay

Server

Windows 2008 R2

IIS Webserver

RFC

App

Store

MDM Mobile Iron

VSP 4.5.4 Build 97

(Branch r4.5.4)

API

create sales force activity for the

contact

maintain attributes for Straumann

prospecting process

search for the organization

(customer / prospect)

navigate to the respective contact

person

enter Straumann sales process

enter Straumann customer

acquisition process

Initial project scope

9

organization contact sales force

activity

STRAUMANN 14 November 2012

Project team requirements

STRAUMANN 14 November 2012 10

you need a project team that is

patient

persistent

visionary

willing to go an «uncomfortable» way

Customer feedback

11

positive feedback

“CRM App is absolutely beneficial

for the daily work of a sales

representative”

“entering the daily customer activities

is becoming more efficient and

quick with the CRM App and lead to

a daily creation/update of sales force

activities”

“the daily work with CRM is fun!”

negative feedback

complex process of initial set-up

(enter log-on information, settings)

STRAUMANN 14 November 2012

STRAUMANN 14 November 2012 12

Sales force devices & connectivity

CRM Email, Calender, CoDiagnostix,

Starget, Cubeware BI, Product Catalogue,

Marketing Material

Straumann applications and

Straumann network (VPN)

Standard Laptop / Printer…

w w w

at home

on the road

on the road

Email, Calender, Contacts

&

CRM

3G wireless hotspot

CRM App on

iPhone

CRM Web UI

CRM App on

iPad

Presentation App Interactive

Toolbox More…

© 2012 SAP AG. All rights reserved. 13 Public

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