Modern customers are driving change in the way you sell, but today’s sales force automation tools aren't designed to bolster customer engagement. Discover how the latest trends, including the need for rich customer insights, cross-departmental collaboration, and machine learning, can help you transform your sales force to better engage today's customers. For more from SAP Hybris, please visit: https://hybris.com/en/products/sales

1. Shalini Mitha, Global Head, Solution Marketing SAP Hybris
Supriya Iyer, Vice President, Strategy & Solution Management, SAP Hybris
Going Beyond Sales Force Automation
October 2017

2. 2© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Customers crave simplicity
36%
not happy when not treated
as a loyal customer.
47%
will stop doing business with
brand that frustrates them.
52%
want a fast response time to
issues and challenges.
ŸSource: CMO Council survey of 2,000 global consumers, 2017

3. 3© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
60% Receiving too many direct marketing and sales calls
50% Receiving too many direct marketing and sales emails
46% Irrelevant content push
Brand behaviors that bother customers most

4. 4© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
B2B buying and selling is more complex
Sellers need to understand how and why customer purchase
57%
of the buying process
is complete before
involving sales
6.8
stakeholders involved
in the average deal
decision makers are
not willing to
advocate
39%
of customers report
that the process was
overwhelming after
making a B2B
purchase
Source: CEB 2016
51%

5. 5© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Legacy sales applications,
integration challenges, and
data silos make putting the
customer at the center
impossible today.
5
CRM. EXCEL. MOBILE. CMS. ERP. ETC.

6. 6© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Beyond Sales Force Automation:
Sales Acceleration

7. 7© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Collaboration is key.
Break down silos.

8. 8© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Sales and Marketing Collaboration with Account Based Marketing
IDENTIFY &
TARGET
CONVERT
ENGAGE
MEASURE

9. 9© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Sales and Marketing Collaboration drive results
Higher contribution to
revenue
76%
More likely to
ensure relevant
value propositions
Increase in revenue
53% 32%
*Aberdeen, Foster Marketing and Sales alignment, or forget
about hitting your goals, Analyst Andrew Moravick, 2017

10. 10© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Over 50%
of large organizations will,
by 2018, compete using
advanced analytics and
proprietary algorithms.
*SOURCE: GARTNER, TAD TRAVIS 2016
Artificial Intelligence drives sales automation

11. 11© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Predictive Analytics powers Sales decision making
Collect Signals Recommend Actions
Predict Behavior

12. 12© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
• BestProduct
• BestOffer
• BestChannel
• BestSending Time
• BestAudience
• Affinity Scoring
• Sentiment Analysis
• Image Recognition
• Brand Intelligence
• CustomerRetention Insight
• Behavior Segmentation
• CustomerJourney Insights
• Smart Campaigns
• Marketing Attribution
• Campaign Portfolio Optimization
• Imaging Intelligence
• Predictive Opportunity Scoring
• Predictive Lead Scoring
• AccountScoring
• Deal Recommendations
• Predictive Forecasting
• Predictive Prospecting
• Sales Assistant
Marketing Sales

13. 13© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
CPQ improves B2B buying experience by
proposing the right solution to the right
customer at the right price, and in the buyers’
preferred channel. Benefits also include
driving overall Sales effectiveness and Sales
efficiency
Forrester Wave 2017, CPQ

14. 14© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Configure Price Quote – For the Digital Economy
Product Configuration Back-office
Efficiency & Effectiveness
Rule-based
recommendations
Intelligent recommendationsOmni-Channel
CPQ

15. 15© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
3 Takeaways
Embrace new
revenue
models. Be
Disruptive.
Align sales and
marketing.
Automate and
learn from past.
Sell with
Relevancy –
Customer at
Center.

16. 16© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Don’t miss out on other SAP Hybris Sales Cloud sessions
Tuesday 17 Oct 2017 Wednesday 18thOct 2017
ThoughtLeadership
2pm 51847Strengthen Customer Engagementby Going Beyond
Sales Force AutomationTheater 1
12pm 51828:Panel: Win Tomorrow's CustomersToday with
Artificial Intelligence Technology Theater2
Productand Technology
3:30pm 51858:Futureof SAP Hybris Cloud for Customer:
Machine Learning and Automation Theater 2
11:30am 52360:IntegrateSAP Hybris Cloud for Customer with
Your Back Office Gray Microtheater
4:30pm 51861:Find Out What's New with SAP Hybris Sales
Cloud Theater2
1pm 51859:Win the In-Store Experience with SAP Hybris Sales
Cloud Theater2
Demos and Discussions
12:30pm 52161:Demo: Learn All AboutSAP Hybris Sales Cloud
Blue Microtheater
2:30pm 51865Enhance Collaboration BetweenSales and
Marketing with Account-BasedMarketingTheater2
5:30pm 52232:Integrate SAP Hybris Cloud for Customerwith
Other SAP Hybris White Microtheater
3pm: 52507:Go Beyond DealExecutionwith Next-Generation
CPQ Gray Microtheater
5pm 52362:Demo: Transform the In-Store Experiencewith
SAP Hybris Sales Cloud Green Microtheater
CustomerSuccess
11:30am 52848Sealed Air: TransformingDigitally to Create a
Better Way of Life. Naveen Kandasami, Global IT Director
Theater4
4:30pm 52884:Improve Business Agility: Coca Cola FEMSA
Optimizes FrontOffice to Win and Keep Customers.
Hector Calva, CIO Theater 4
12:30pm 52850 Atlas Copco: Committedto sustainability using
SAP Hybris Sales Cloud to drive sales
Agnes Debry, CRM Director Theater 4

17. Shalini Mitha
Global Head, Solution Marketing
shalini.mitha@sap.com | @shalinimitha
Supriya Iyer
Vice President, Strategy & Solution Management
supriya.iyer@sap.com |
Thank you.