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SAP Referral Program
Easy on You – Big on Rewards
Referral Programme Team UKI
Program Refresh
Identifying “Referral Relevant” Opportunities
– SAP Business One – presented by Adam Pedersen
– SAP All-in-One – presented by David Rainbow
– SAP Business by Design – presented by Schalk Viljoen
– Business Objects Edge – presented by Patrick Griffiths
Q & A
AGENDA
SAP REFERRAL PROGRAMEASY ON YOU ― BIG ON REWARDS
© SAP 2008 / Page 2
© SAP 2008 / Page 3
The Bottom Line
5% of Initial Net License Fee*
... on won/approved/paid deals means up to €50.000 for your company!
*Or 5% of first year’s subscription to SAP Business ByDesign
For SAP Referral Program Member Internal Communications
And Your Customers Win Big Too!
SAP is the #1 provider of business applications.
© SAP 2008 / Page 4 For SAP Referral Program Member Internal Communications
SAP Referral ProgramExtend Your Profitability TODAY!!!
We earned $88,000 with just two referrals. It’s a very easy program to participate in. There's not a lot you have to do to make yourself eligible for the funds.
Steve Torres. Axon Global.
“
“
SAP Referral ProgramExtend Your Profitability TODAY!
Acceptance Reward (opportunity acceptance): 100€ non-monetary reward per opportunity for either the company or the individual Closing Reward (deal closure): 5% per deal on net license software revenue to SAP or on 1st year contract value for SAP Business ByDesign
Refer your customers and prospects to the
complete portfolio of SAP Solutions
Start talking with CXO’s about business critical processes
Make the first step into a „partnership“ with SAP
Enjoy transparency: follow up on the status of your opportunities online
Free membership
Logo and branding
eLearning and enablement content & tools
Referral Eligible LeadsSME Focus
Decision Maker Identified
SME Space
‘Net New’ Opportunity
Budget Identified
Customer Need Identified
In an Eligible Industry
Refer to SAP Referral Program Guide for complete details
Registration Precedes Sales Engagement
© SAP 2008 / Page 6 For SAP Referral Program Member Internal Communications
Buying CycleTime Identified
Execute
The SAP SME “Best Fit” PortfolioRipe for Referral
Plan
Understand
Small Businesses
Tailored by local partners to fit your industry, geography and unique processes
Business Planning & Consolidation
Strategy Management
Mid-Size Companies
ENTERPRISE
© SAP 2008 / Page 7 For SAP Referral Program Member Internal Communications
Business Management ApplicationsRipe for Referral
SAP Business One SAP Business ByDesign SAP Business All-In-One Qualifying Questions
Company Size• Around $75M (upper limit
of ‘Small’ businesses)• 10-99 employees
• Small to mid-sized companies • 100-500 employees• $75-$500M
• 100-2500 employees• $300M-$750M (sweet spot),
but available to $50M - $1.5B
• Does prospective customer have 10 - 2,500 employees?
• Does prospective customer operate in manufacturing, wholesale, retail, or services industries?
• Would prospective customer benefit from one integrated scalable system to run the entire business?
• Has prospective customer outgrown current software in addressing business management needs, customer demands, new industry requirements or market expansion plans?
• Is prospective customer spending too much time dealing with daily fire drills, worsened by the lack of high-quality business management software?
Typical Scenario• Small companies that
have likely outgrown current business systems
• Starting small, typically a company that has not previously purchased an integrated business application
• Probably had another “ERP,” desktop or client server application and can’t scale; existing system is not specific to their industry
Deployment Constraints
• Up to 5 locations for one deployment
• Single or multiple locations (limited to geographies served), divisions, and independent subsidiaries
• Single or multiple locations, divisions, and all types of subsidiaries
IT Staff Support• Limited (i.e., few or no
FTE IT staff); tend to outsource
• Limited (i.e., few or no FTE IT staff); tend to outsource
• Some internal IT resources (at least 1 FTE)
Preferred type of solution
• On-premise solution• Subscription-based
on-demand solution• On-premise solution
Nature of current operations
• Straightforward business processes
• Limited complexity in their business model
• Lower transaction volumes
• Moderately complex business processes
• Moderate transaction volumes
• Increasing business complexity driven by growth, innovation, regulation requirements or complex industry-specific needs
BUSINESS MANAGEMENT APPLICATIONS
© SAP 2008 / Page 8 For SAP Referral Program Member Internal Communications
SAP Business OneSmall Businesses Solution
Typically fewer than 30 professional users and less than 100 employees
In a service, wholesale, retail, or manufacturing industry
Independent business, autonomous subsidiary, or satellite operation needing to integrate with its parent company using periodic summary reconciliations
Appropriate for businesses looking to streamline their business operations in a single integrated operation
to accelerate growth and profitability.
SAP Business One: Best Fit for Small Businesses That have Outgrown their Accounting-only Applications
Single integration solution that is easy to use and is affordable
Using standard technologies significantly reduces customer and partner learning curve
Adapts to the customer’s changing needs with 550+ partner solutions, many of them industry-specific
Why SAP Business One?
Services
Executive
Operations
Sales
Finance eCommerce
“All of our customers are reference customers.”
Ian Caswell, Managing Director of Sapphire Systems plc
“ …SAP Business One has allowed us to consolidate all of our financials, all of those different offices, …and in a click of a button, I can take a consolidated view of everything. And that's been very important…to make us more efficient..."
Marc Player, CEO, Gary Player Group
© SAP 2007 / Page 11© SAP 2007 / Page 11© SAP / Slide 11
Trusted by 20,000+ Small Businesses Around the World
20,000th SAP Business One customer
Super Sailmakers – Ft Lauderdale, Florida, USA
Partner: Netsirk Technologies
Sales Cycle: 30 days (2 meetings, 1 demo)
Time to Value: 30 days
SAP Business One: A Comprehensive Solution
Human ResourcesOperationsFinancials
Software Development Kit
CRM
Reporting And Data Navigation Capabilities
General Technologies (Drag & Relate; Alerts; User Defined Fields, etc.)
Accounting General Ledger Journal Entries Journal Vouchers Multi-currency Fixed Assets Financial Reports Cash Flow Data G/L Accounts & Business
Partners Aging Reports Tax Reconcilation
Banking Incoming Payments Credit Card Management Payment Engine Bank Statements Processing Reconciliation
Cost Accounting Profit Centers
Sales Sales Order Delivery Pick & Pack Gross Profit Calculation Structured Marketing Docs Sales Analysis Report
Procurement Purchase Order MRP Purchase Analysis Report
Inventory Management Batch/Serial Numbers Customer/Vendor Catalog
Numbers Stock Management Price Lists
Production Bill of Material Production Orders MRP
Activities Management
Opportunity Management
Opportunities Opportunity Analysis
Reports Opportunities Pipeline
Service Management Service Call Customer Equipment Card Service Contract Solutions Knowledge Base Service Reports
Calendar Calendar Microsoft Outlook
Integration
Payroll provided through partner
solutions
Employee Data Management
Employee Human Resources Reports
© SAP 2008 / Page 12
SAP Business OneLook & Feel
SAP Business All-In-OneMidsize Businesses Solution
More than 11.000 customers in EMEA
From fast, lean deployment (30 days live) to comprehensive ERP infrastructure and international deployments (150 days)
From fix price projects (less than 100.000€ for HW, SW, Implementation)
More than 600 Value Added Resellers pro-actively approaching the market and keen on picking up your leads and closing the opportunity
Ideal for fast-growing midsize companies
looking for an on-premise solution with deep industry-specific capabilities.
Available globally with over +10,000 customers with over 50 country versions
1,046 certified experienced partners with over 660 extensions
Integrated suite leveraging the breadth of SAP ERP
Deep industry functionality with microvertical solutions
Configurable and extensible to meet changing needs
Predictable time to value – typically under 16 weeks, usingprecustomized business scenarios
SAP Business All-in-One: Configurable and Extensible Application with Deep Industry Best Practices
SAP All-in-One: A Stable Foundation for SAP and Partners Through 2010
2007 2008 2009 2010
SAP ERP 6.0
SAP NetWeaver
Enhancement Packages
+ Partners =Qualified SAP
All-in-One Partner Solution
SAP Best Practices
SAP SME
Solution Centers
+ +
SAP All-in-OneOverview
SAP All-In-One Lower TCO for Mid Market Customers & Partners
Marketing Impact and Sales Cycle
Enhanced Sales Tools(e.g. BAIO Configurator)
Seamless integration of sales and implementation
Improved demo offerings (e.g. demo laptop)
Improved Customer Operations
Improved User Experience
Lean Implementation
SAP Best Practices approach Pre-configuration Industry-specific process
knowledge Harmonize content across countries
Demand Generation through ECO-System Development
Reduced Sales CycleSAP All-in-One Configurator
3 entries and an estimate for a solution offering is done! http://www.sap.com/solutions/sme/businessallinone/configurator/index.epx Best Fit Solution Adviser: http://www.sap.com/solutions/sme/overview/solution_adviser/index.epx
Compose & Offer
The AIO Configurator is more than just a Calculator
Enable Web-led business processes to increase efficiency
Accessible for partners & customers
Determine price point via selection of key scenarios / building blocks in the Web
Solution Price: SW, HW & Implementation
Quick & Easy to Use
SAP Business All-In-OneLook & Feel
SAP Business ByDesignComplete, Adaptable, On-Demand
Fast deployment – in as little as 6 weeks, depending on scope
Delivered on-demand, managed by SAP Monthly subscription pricing starts at £97 per
user per month Ideal for less than 100 users
Core business processes and best practices built in
Great fit for professional services, consulting, manufacturing, wholesale distribution, and
more Available in the United States, the United Kingdom, Germany, France, China, and India
A best fit for fast-growing companies that don’t want to build a large, expensive IT backbone . Complete, Adaptable
on-demand business solutionComplete, Adaptable
on-demand business solution
• 360degree Solution
• On demand delivery with built-in services and support
• Breakthrough user experience
•Ideal for 100-500 employee, 25 -100 users
•Predictable, Affordable, Manageable IT
•Easy to adapt without extensive IT involvement
•Focus on Professional Services & Component Manufacturing
•Comprehensive Early Customer Support
The Most Complete On-Demand SolutionAddressing the needs of the entire business
Build your business A solid foundation for Enterprise Management
Optimize operations Project and Supply Chain Management
Develop relationships Customer and Supplier Relationship Management
Achieve full transparency Built-in Business Analytics, Compliance Management
Why Business ByDesign?
Build your business on Best Practice SAP is the leading expert in business process
46,100+ companies run SAP software SAP is a leaders in the small to medium enterprise software market
Nearly 70% of SAP customers are SME businesses Over 31,100 SME customers
Reduce your Risk Fixed Price, Predictable Cost with SaaS
Global focus & support for your implementation ONE System – Sales, Financials, Supply Chain, Analytics, HR etc.
SAP ByDesign Customer Benefits Leverage the SAP ecosystem
Leverage SAP marketing & public relations Be seen as a “Best Run Business” - Increase visibility and
company value
Pentagon ChemicalsCost-effective deployment for midsize companies
Pentagon Chemicals, wholly independent and privately owned group of companies based in Cheshire supplying Fine Chemicals into the
pharmaceutical, agro chemical and oil exploration industries.
Pentagon was looking for one integrated business platform, rather than stand
alone systems, spreadsheets, people doing their own thing. They were also
looking to modernize the business intelligence aspect of the business.SAP Business ByDesign is enabling Pentagon Chemicals to move more quickly and address changing and developing business opportunities
“With SAP, we have full visibility of our financial position to at any point in time, up
to 24 months ahead and beyond.”
“SAP supports Pentagon Chemicals plans for growth, acquisitions, and cost management.”
“SAP is a configurable package, Its menu driven, and you can choose which reports and processes you want. We took 90% of the templates and mapped them onto our
business. It was pretty easy to implement.”
Nicolas Lindop, General Manager and Director, Pentagon Chemicals LtdNicolas Lindop, General Manager and Director, Pentagon Chemicals Ltd
SAP Business By DesignLook & Feel
Business Intelligence Applications
BusinessObjects™ Edge Series
© SAP 2008 / Page 25 For SAP Referral Program Member Internal Communications
A simple, affordable, and proven suite of business intelligence products for small and mid-size companies delivers solutions that address any BI requirement — from flexible ad hoc query reporting and analysis, to dashboards and visualization, to powerful data quality and integration.
A Single System: No complex integrations
Designed Specifically for Small Businesses: Low Cost of Ownership
Integrated and Complete: Complete view of all information assets
BI for Every Business User: Roles specific access to for every person in the business
Why Companies Need Business Intelligence
Gut Feel Decisions
All of the time
75% of the time
50% of the time
25% of the time
Never
Aware of bad decisions
managers have made due to
insufficient information
“Gut Feel” used by >60% of people, >50% of the time
Information available for important business decisions
Always just the right amount (rare)
Usually too much
41%22%
38%
Usually too little
Base: 675 US and European business executives and managersSource: BusinessWeek Research Services
3%
16%
36%
3%
42%
77%
Business Objects EdgeLook & Feel
Desktop Web Browser
Mobile Microsoft Office
An interface for every business
user
Business Intelligence ApplicationsRipe for Referral
Business Objects Edge SeriesRipe for Referral
Qualifying Questions
Company Size• Small to mid-sized companies ($25M-$750M)• 10-2500 employees
• Would prospective customer’s business professionals benefit from more flexible ad hoc reporting, query and analysis via the Web without relying on IT?
• Does prospective customer currently use Crystal Reports™ –would they like to be able to manage, secure, and deliver these reports over the Web to view with just a Web browser?
• Does prospective customer need “live” access to reporting data within familiar tools like Microsoft Office or SharePoint?
• Does prospective customer waste time and resources reconciling data from multiple application sources and platforms to make it usable – and is the current data reliable?
• Would prospective customer’s executives and managers benefit from live, real-time dashboards that alert them when key metrics fluctuate beyond criteria they specify?
Typical Scenario
• Companies looking for a simplified way to pull disparate data, allowing users to access, format, analyze, navigate, and share information across the organization for reporting, query and analysis, dashboards and scorecards
Deployment Constraints
• Single or multiple locations, divisions, and all types of subsidiaries
IT Staff Support • At least 1 FTE
Preferred type of solution
• Both on-demand and on-premise options available
Nature of current operations
• Diverse business models in multiple industries
BUSINESS INTELLIGENCE
© SAP 2008 / Page 28 For SAP Referral Program Member Internal Communications
Call to Action
QUESTIONS?
1. Register & Join if you are not a Member yet2. Get Enabled in the Referral Portal3. Spread the Word4. Leverage enabling assets 5. Register leads6. Get paid!
© SAP 2008 / Page 29 For SAP Referral Program Member Internal Communications