presented at TrueConnection: Sales Performance Management Conference 2007 by Jeff Staley, CRM Center of Excellence at SAP, and Jim Thomas, Senior Sales Engineer at Callidus Software
4. Incentives Drive Financial Performance ¹ Accenture CRM Research Potential Dollar Impact in $M on Pre-tax Profit of Moving from Average to High Performance for $1Bn Business Unit - Accenture CRM research Brand Management Motivating and Rewarding People Customer Service Turning Customer Info into Insight Attracting and Retaining People Building Selling and Service Skills Strong Value Propositions Partner and Alliance Management eCRM Sales Planning Key Account Management Advertising Customer Retention and Acquisition Managing Product and Service Mix Promotion Ability to Change the organization New Products and Services Segmentation Building Service Culture Channel Management 1.5 13.0 13.0 12.0 10.0 9.5 9.0 9.0 8.0 7.5 6.0 5.5 5.5 5.0 5.0 5.0 3.5 2.5 2.0 3.0
10. SAP’s Ecosystem Strategy Profitable Ecosystem Growth Enable Adoption of NetWeaver and the Business Process Platform Foster Co-Innovation among customers and partners to create high-value solutions and services Create Value for all ecosystem stakeholders Enabling Goals Customers Partners Developers Fuel collective, self-sustaining growth
13. SAP with Callidus ICM: Closed Loop Business Scenario Sales Ops or Comp Analyst Sales Rep Reviews historical impact of sales performance vs. comp plans Determines appropriate changes to comp plans for products and territories Sells new product, receives comp statements. Initiates dispute for any discrepancies Reviews YTD performance of regions and current products performance Updates comp plan Receives notice of new plan and accepts it Reviews and settles dispute VP Sales Reviews success of program and compensation effect Comp Analyst VP Sales VP Sales VP Sales / VP Finance Sales Rep SAP Callidus
14. Integrated Business Process Flow: SAP/Callidus ICM Compensation 1. Review effect of past comp plans and performance 2. Model plans, set rules, release plans 3. Place Orders 4. Process compensation Sales Ops or Comp Analyst Sales Rep / Channel Partner Sales Force Automation / Channel Mgmt Model plans, create rules, release plans SFA & SD - Quote to Cash SAP ICM XI Process compensation based upon plans SD transactions 5. Analyze Effectiveness Sales Manage dispute process BI, SFA, Verify payments, Enter disputes SFA, HR Payroll, AP HR Payroll / AP Analyze plans and performance VP Sales, Finance SD transactions & Business Partner Biz Partner, Prods, Price, Territory
15. TrueComp Suite Analyze (TrueAnalytics) Target Audience: Executives, Bus. Analysts Build (TrueComp Manager) Communicate (TrueInformation) Target Audience: Field Sales, Field Mgmt. Resolve (TrueResolution) Target Audience: Field Sales, Field Mgmt. SAP Data Actionable Insight Plans, Rules, People Flexible Workflow Self-Service Target Audience: Comp Analysts, Comp Mgrs.
16. How Integration is Done Today CRM SAP Enterprise Business Suite Callidus FI Accounts Receivable SD Order Management Materials Management Business Intelligence Service Management FI Accounts Payable General Ledger HR Payroll SAP Enterprise Business Suite Business Intelligence Master & Transactional Data Source Systems Settlement & Reporting Systems Compensation Processing Business Partner