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SAP Turn Data Into Decisions 30 Day Challenge

- Guidance for Distributors

Guidance for Distributors & Authorized Resellers Lorraine Maurice, Senior Director, SAP Global Marketing June, 2014

For internal SAP and partner use only

© 2014 SAP AG or an SAP affiliate company. All rights reserved. 2For internal SAP and partner use only

Go Broad, Go Deep, Sell More – The Message of the Playbook

Go Broad – Market Opportunity is Growing Shift of revenue from IT to LoB New decision makers SME – small or big – everyone needs analytics

Go Deep – SAP has the right solution and can grow with client’s business SAP Portfolio #1 in analytics Offerings targeted at the LoB Competitive Advantage

Sell More – Make Money Learn the story Know your customers Discuss Analytics with your customers – because if you don’t someone else will……..

© 2014 SAP AG or an SAP affiliate company. All rights reserved. 3For internal SAP and partner use only

5 Analytics Deals in 30 Days Challenge

• Download Turn Data into Decisions.

• Learning the Story. – You prepare your sales pitch– Internalize the value of the offers, – Leverage SAP resources.

• Preparing Your Client List. – Research infrastructure, IT departments, and lines of

business to learn client needs, pain points, and goals to help develop a good client list

• Making Calls, Setting Appointments, and Closing Sales.

– Use discovery questions and SAP assets to engage with prospects

– Close deals more efficiently.

© 2014 SAP AG or an SAP affiliate company. All rights reserved. 4For internal SAP and partner use only

Making It Happen – What Our Distributors Need to Do

Distributor

Review the Playbook material (ppt and replay by July 11th, 2014) Merchandise SAP: Post Playbook, Resources and Content with your

partners Host Distributor Sponsored Analytics Webinar to identify resellers with

Analytic skills Choose 10 Successful Partners to participate in the 30 Day Challenge Work with these partners to ensure they understand the playbook and

assets available (wheel of success assets – see next slide) Implement enablement campaigns and ongoing messaging with AR’s Utilize SAP resources to drive pipeline activities including

Solution experts and enablement teams Marketing enablement – social, messaging, campaign building ISE organization PSA Support

Execute Sales Blitz with partners in coordination with SAP before September 30th, 2014

© 2014 SAP AG or an SAP affiliate company. All rights reserved. 5For internal SAP and partner use only

The Wheel of Success5 Deals in 30 Days

• Customer Solution Brief • Target Customer profile • Customer Presentation • Solution Economics (for partners)• Target partner profile• Solution Roadmap• Competitive positioning• Customer References

• 90 Day Jumpstart Curriculum (Presales, Sales, Technical)

• Campaign Assets• Telemarketing Scripts• Turnkey campaign

deployment• Test and Demo Offer• Incentives/Promotions/ Rewards

• 90 Day Jumpstart Curriculum

(Technical and Service delivery)

• Use case blueprint(s)

“Must-have” Components

SolutionContent

Demand Generation

Sales Training & Enablement

Implementation Training &

Enablement

Back up Slides – examples of assets

© 2014 SAP AG or an SAP affiliate company. All rights reserved. 7For internal SAP and partner use only

Value to Customers Business Intelligence Platform• Ensure that everyone within an

organization will have secure, immediate access to the reliable business information they need to do their jobs

Agile Visualization• Allow users to easily explore and present

data, drive real-time understanding of the business, information, and processes across the enterprise

Dashboards• Build rich, interactive, visually engaging

dashboards to present intuitive summaries of relevant data, with a variety of charts and visual components; present data, KPIs, and what-if analysis

Reporting• Create repeatable, secure reporting for

mass distribution from any data source

• Allow business users to create or personalize their own interactive reports

Who to Talk To • Organizations wishing to explore more

end user driven reporting, and mobile analytics for their users that want a single comprehensive source of the truth for a unified and company-wide data warehouse

• Any industry, any line of business, any size company

• C-Level executives (CIO, CEO, COO)• Operational and LoB managers IT directors and managers

Lower TCO• BI content (reports, dashboards, etc.) is

reformatted automatically for different devices – no rework needed

• Banking customer Kotak saw its report generation sped by more than 50%

Tangible ROI• BI Edge customer AllConnect saw an

increase of 25% of revenue per call within the first year

Key Benefits• Provide a unified view of SAP and non-

SAP data assets for confident decisions

• Meet the needs of any user, from executive, to analyst to casual user, with a single comprehensive BI suite

• Deliver insight through a single, comprehensive, and integrated information infrastructure to any device

Complete suite• Integrated set of analytics tools that

address the end to end requirements of any organization

• Built on a common platform, with shared administration, security, and governance

SAP BusinessObjects BI suite + BI, Edge editionThe SAP® BusinessObjects™ Business Intelligence (BI) suite lets organizations make a positive difference through effective decisions and execution by providing intelligent information to the right people – from the CEO to analysts to staff to suppliers and partners.

© 2014 SAP AG or an SAP affiliate company. All rights reserved. 8For internal SAP and partner use only

Value to Customers Self service data exploration and

visualization for decision makers and analysts

• Self-service data acquisition of enterprise and personal sources

• Data enrichment with time and geographic hierarchies

• Point-and-click data manipulation – no scripting required

• Visualizations to convey and share qualitative and quantitative knowledge

• Direct connectivity to the SAP HANA® platform

Who to Talk To • All industries but especially retail and

banking

• All lines of business, but especially finance, marketing, sales ops

• Business analysts

• Information workers

Key Benefits• Faster time to insight – Deliver self-

service data discovery on your data – big and small

• Engaging content – Create beautiful graphics and visualizations in real time to convey and share knowledge

• IT approved solution – Increase self-service data usage and leverage existing

• BI investments without adding to the IT workload

SAP Lumira Customer Testimonial

Daimler Trucks North America Uses SAP Lumira for Agile Visualization. 

Learn how Daimler Trucks North America uses SAP Lumira to identify and track potential sales for dealers, crunch large volumes of data, and provide the power of agile visualization to their business users.

SAP LumiraSAP® Lumira software helps you tap into your data – big and small – and discover answers. Fast data manipulation and engaging visualizations allow you to combine and analyze data from a variety of sources and quickly gain unique insights.

SAP Lumira provides business users and analysts with self-

service business intelligence for individual users. This product is included in or supported by all of our packaged analytic platform

solutions.

© 2014 SAP AG or an SAP affiliate company. All rights reserved. 9For internal SAP and partner use only

Value to Customers Business Intelligence Platform• Provide self-service access to

information

• Improve end-user adoption of BI tools to enable fact-based decisions

Self-service BI for decision makers

• Let decision makers answer their own business questions, with a simple combination of search and visualization

Self-service BI for analysts• Enable analysts to quickly combine data

from multiple sources, including spreadsheets

• Enable personnel to make time-critical decisions anytime, anywhere

Mobile access• Provide mobile access to business

insight in the field - like having a data warehouse in your pocket

• Improve workflow and productivity through secure, remote access to relevant business Information

Who to Talk To • Leverage the starter pack as a first step

to leveraging the power of BI with low barrier to entry

• Suitable for organizations with minimal budgets and smaller IT departments

• IT directors and managers

• Sales, Marketing, Customer Service, Human Resources, and Information Technology

Key Benefits• Better decisions with simpler,

personalized access to information

• Higher performing organizations, thanks to pervasive BI and fact-based, timely decisions

• Improved customer relationships by providing sales and field reps with customer-centric information

• Increase self-service data usage without adding to your IT department’s workload

SAP Lumira Customer Testimonial

Daimler Trucks North America Uses SAP Lumira for Agile Visualization. 

Learn how Daimler Trucks North America uses SAP Lumira to identify and track potential sales for dealers, crunch large volumes of data, and provide the power of agile visualization to their business users.

Visualization starter pack from SAPThe Visualization starter pack from SAP is a self-service business intelligence solution that is scalable, secure, and provides the tools for both business analysts and decision makers to make better fact-based decisions. The solution provides line of business decision makers with the tools they need and is IT approved.

The visualization starter pack is an affordable subset of the SAP

BusinessObjects BI suite, focused on providing self-service business intelligence to business users and

analysts.

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Thank you

Contact information:

SAP Distribution Contact your local SAP Representative or distribution@sap.com