1. Business Intelligence & Sales Productivity
Stephen Cipolla & Marianne Trimble

2. Agenda Business Intelligence and Sales Productivity Introductions
SAP BW Sales Reporting Review
Time Distribution Survey
CRM Shortcuts
CRM Mobile App
Quote Follow-Up changes (DCS only)
Preview of C4C
Q&A
SP & BI / Stephen Cipolla & Marianne Trimble

3. } } Business Intelligence & The Data Iceberg
Automated Interactive Dashboards
Charts, Graphs, KPIs
Insights & Tangible End results }
Aka, the cool part of data visualization
Business Process Requirements
Organizing & Locating Data Sources
Data Management & Storage
ETL/API
Structuring Data
Database Design & Management
Data Integration
Data Governance
Data Hygiene
Non Tangible End Results }
The non glorious reality of data visualization
SP & BI / Stephen Cipolla & Marianne Trimble

4. Business Users making Informed Decisions
Business Intelligence Process Flow (high level)
Source Data
ETL
DWH }
DWH Owner
ETL/API Developer
Data Modeler/Architect
Raw Data Exists in various systems and tools
Data is transformed and loaded into DWH
BI Backend
BI Frontends
BI Portal
Dashboard/Report Developers
Data Analysts/Scientists
Data Stewards {
DWH Data is structured & augmented via BI applications
Frontends are used for standardized report & dashboard creation
All reports & dashboards are published via central portal
Business Users making Informed Decisions {
Business Users
Business Analysts
SP & BI / Stephen Cipolla & Marianne Trimble

5. SAP BW – Sales Invoices; IE only
ERP Invoices
POS Named
POS Unnamed
SPA Deductions
NON POS
POS
SP & BI / Stephen Cipolla & Marianne Trimble

6. SAP BW – Invoice Delineation Logic
U1 – Sold to Accounts assigned directly to you
U2 – Sold to Accounts in which invoices flow to the territory of the zipcode of the Ship to Address
U3 – Sold to IE Distributor revenue in which invoices flow to the territory of the zipcode of a reported POS line(on avg 30 days rear looking). Every POS commission based distributer is a U3.
Special Rules & CCRs – POS Name based rules away from zipcodes
SP & BI / Stephen Cipolla & Marianne Trimble

7. Sales Productivity = Efficiency X Effectiveness
Time Distribution Survey
Sales Productivity = Efficiency X Effectiveness
Top Level Results
Only 48% of the week is spent Selling
Selling time; 16% is on technical & application support
23% of your time is on Customer Support
23% of your time is Administrative tasks
Need to get to 66% of time spent on Selling
Themes
Least Productive Activities: Expediting, Order Follow Up, CRM Downtime
Training Needs: In Depth Advance Training, Sales & Solution, CAD
SP & BI / Stephen Cipolla & Marianne Trimble

8. Sales Productivity CRM CRM shortcuts CRM Mobile App More function
Each sales team member must define at least three target customers with a minimum potential of $100K and put a in place to drive such a result.
Select Top Customer flag, designating your Target Customer
To be completed by February 7th
CRM shortcuts
More function
Mass status change of Open Customer Visits
Save search for Open Opportunities
CRM Mobile App
Download Mobile App
Opportunities
Maintaining Visits
DCS only - Flagging Colocation Accounts for tracking – using Target Product Potential
SP & BI / Stephen Cipolla & Marianne Trimble

9. New Quote follow up process:
Sales Productivity
Quotation Tracking DSC Team Only
  New Quote follow up process:
quotes below $500 will not be tracked
quotations from $500 to $5,000 will be tracked by SDRs (= sales group of quote)
quotations > $5,000 will be tracked by V1
SP & BI / Stephen Cipolla & Marianne Trimble

10. SP & BI / Stephen Cipolla & Marianne Trimble
SAP Cloud for Customer “C4C”
C4C versus CRM
SP & BI / Stephen Cipolla & Marianne Trimble

11. SP & BI / Stephen Cipolla & Marianne Trimble
SAP Cloud for Customer “C4C”
C4C versus CRM
Better work organization:
Dates and reminders directly with the customer
Quick Search capabilities
Quick Links to activities, opportunities etc..
Modern presentation – your day in one C4C data dashboard view (customized to your needs)
Enhanced Outlook Integration
All customer information at a glance and in one system:
Sales & Marketing perspective
Access to the latest information on the customer at all times (e.g. field service visits, phone calls from the Sales team)
Central storage place for customer documents in just one system:
Important s which should have been kept by the customer,
Customer specifications,
Purchase obligations/call agreements
SP & BI / Stephen Cipolla & Marianne Trimble

12. Reminders Sales Productivity Customer Visits Opportunities
To include KAM and System Consultants as attendees to their visits
Visits must be marked as completed for it to count towards their target - use their mobile app
Visits must have a Contact Person maintained
To move away from selecting Courtesy Visit and Joint Sales calls as a reason; make sure to select a specific reason for the visit
Opportunities
Create opportunities as soon as you are aware and are working on them, don’t wait until we win or lose them
No opportunity can move to a reason lost as Pricing without Brian being made aware in advance (IE Only)
Maintain and act on the Concept Services Opportunities; consider those leads (IE Only)
Assign System Consultants, Key Account Managers as parties involved either Attendee or To be Informed
Clean up opportunities with no end date or end date in the past, keep the Sales Stage current
SP & BI / Stephen Cipolla & Marianne Trimble

13. SP & BI / Stephen Cipolla & Marianne Trimble