Matthias Göhler, VP, Product Management Multi Channel, SAP AG

November 2012

Hear How Bose Overcomes the Challenges of

a Multichannel World

© 2012 SAP AG. All rights reserved. 2

Digitally

connected

Socially

networked

Better

informed

Empowered customers are changing the rules

© 2012 SAP AG. All rights reserved. 3

Reliability High-quality products

Exceptional customer service

Accurate, on-time delivery

Responsiveness Proactive problem identification and resolution

Rapid delivery and execution

Immediate response to customer needs

Convenience Making my life easier

Any time, any place, any device

Simple and fast interactions

Personalized offers

Tailored products and services

Helpful information

… based on individual needs

Relevance

© 2012 SAP AG. All rights reserved.

Customer expectations continue to rise

(Bose EU – Confidential)

Renke Conjin CRM Team Lead Bose Corporate Information Services Europe

Bose Reseller Portal

General Introduction

Bose Profile

1964 Dr. Amar Bose

Private

Global company

Multi Billion in global sales

> 9,000 employees

Research

Automotive Professional Products Noise Reduction Tech Home Entertainment

And… thousands of employees located around the world

Today…more than 400 products

Consumer Electronics

Automotive Systems

Professional Systems

Noise Reduction Technology

ElectroForce Systems

Bose Global and IT Landscape EU

EU Platforms ECC 4.7 CRM 7.0 BW 7.3 BObj 4.0

BWA 7.2 GTS 8.0 BCS

EU User Community SAP Users: 850 Countries: 17

Bose EU SAP Landscape and Infrastructure

CRM

ECC

BI

Call Centers B2C

Bose Stores

www & mobile

Marketing & Campaigns

Invoicing

Shipping

Reporting

Payment proc.

B2B

Business Strategy: Sales Channels

B2C Call Centers (6)

Websites bose.eu

Bose Stores (44)

B2B Resellers (4.000)

Professional Installations

Mid-Term European Growth Strategy aims at Increasing sales revenue without a proportional increase in expenses.

Bose Europe sales staff should focus on value add activities while other tasks will be automated.

Bose Europe will implement the tools, methods and processes to handle the increase in activity without proportionally increasing costs.

Business Strategy: Growth

Project Bose B2B Portal

Reseller Portal: Make or Buy

Building capability in house

Strategy to remain current

Comparison with Bose B2C website

Investigation SAP PCM

Investigation SAP WCEM

Web Channel Experience Management

Web Channel Managers

Easily set up and manage your Web presence with simple,

step-by-step Web site management

Businesses

Leverage powerful and convenient self-services &

manage all sales and service interactions from

one place

Consumers

Enjoy quick and easy online shopping

experiences as well as consistent experiences across all touch points

Dealer Portal Survey

500%

400%

300%

200%

100%

0%

NL

GE

FR

EN

BE

In order of importance, please rate the following factors that would convince you to use a BOSE website dedicated to resellers

75%

Project Overview

Order Management (R1)

Customer Service (R2)

Contract Management (R3)

Stargate KPIs (Ys)

Streamline and automate the 3 main business interactions

between Bose EU and its resellers

Accessibility

SAP

Reseller’s equipment

Business Rules

Submitted information

USE

SERVICE LEVEL

AUTOMATION

USE

SERVICE LEVEL

SATISFACTION

EFFICIENCY

Key Performance Indicators

Order Management (Phase 1) # Orders via Portal

# Orders in EU (Non-EDI)

Time from order submission to order validation

(P) 95%

(S) <= 1 cal. day

# Fully automated placed orders # Orders placed via Portal

(C) 90%

USE

SERVICE LEVEL

AUTOMATION

B2B Portal: R1 Scope

B2B resellers of Consumer Electronics

Order placing and order management

Product Catalogue

285 Products

160 Accessories

Pilot countries: UK and FR

Roll out to 12 other countries

Project Management Approach

Sprint 0 – Product content (continuous)

Sprint 1 – Logon and landing

Sprint 2 – Order placing

Sprint 3 – Order tracking and notification

Sprint 4 – Personalization and contact

Sprint 5 – Improvements

Screen Shots

Lessons Learned & Way Forward

Team’s Challenges

Product content From SAP

From B2C sites

ATP Hard requirement

Has to be reliable

Content management

Change management Change behavior of resellers and sales reps

Change daily routine sales admins

Support 24/7?

New technology

Way Forward

Roll-out Dealer Portal to US and others interested

Leverage Web Channel Experience Management 2.0 & 3.0 Filtering

Gift Cards

e-Gain, e-chat

Order Template

Order Up- and Download

Catalogue Views

Self Registration

Investigate WCEM for B2C

B2B Portal R2 & R3 Customer Service

Contract Management

Thank You

© 2012 SAP AG. All rights reserved. 34

Collect and target Sales and marketing

planning

Customer segmentation

Products and pricing

Decide and execute Personalized and

contextualized content

Multi channel campaigns

Loyalty management

Order management

Order fulfillment

Service processes

Measure, learn, and optimize Cross-channel visibility and

insight

Multi channel performance

Real-time analytics

Insight to action

Multi Channel is your face to your customers,

inviting them into your existing business processes

Multi Channel Foundation

Phone, E-Mail, Chat, Fax

Contact Center

Communities, etc.

Social Media

Web Mobile

Online

Store Kiosk

Store

Partner Network

Partner

© 2012 SAP AG. All rights reserved. 35

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