SAP Account Intelligence Powered by SAP HANA: Product Demo

Watch how to use the SAP Account Intelligence mobile app to gain real-time customer insight. Deliver personalized selling recommendations directly on tablet devices to field sales reps to uncover sales opportunities and sell more on the go.

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  • http://global.sap.com/demos/mmov/demos/sap-account-intelligence-powered-by-sap-hana-demo-us.mp4
    • SAP Account Intelligence: Uncover real time sales insight and drive customer engagement on the go.
    • In this demonstration, you'll see how the SAP Account Intelligence mobile app, part of the SAP Customer Engagement Intelligence suite,
    • enables your sales personnel to leverage the power of SAP HANA for dynamic account targeting and the precise execution of sales initiatives – wherever and whenever, right from an iPad.
    • Your sales personnel can use real-time information to identify the right customers to target and the right products to offer – and have more relevant and successful sales calls as a result.
    • Consider Joe Norley: he's a new sales manager for the US region. The company's global sales analyst, Kate Schmidt, has created a sales initiative to increase wallet share in the US
    • by targeting a group of customers that she identified and stratified using the SAP Customer Value Intelligence application, powered by SAP HANA.
    • Joe wants to know about recent customer activities, outcomes, and satisfaction levels so he can hold effective sales calls with his new accounts.
    • From the road, he logs into the SAP Account Intelligence mobile app, which automatically loads Kate's "Opportunistic Targets" customer group.
    • All of Kate's target customers show up on Joe's iPad, but he wants to focus on those customers that are actively engaged, satisfied, and in the industries he covers.
    • So, he uses the filters in the SAP Account Intelligence mobile app to narrow the field and ends up with just 21 customers throughout the country.
    • He can quickly gauge the level of customer satisfaction and engagement using the color-coding features of the app.
    • He taps the color button and selects "satisfaction" to view customers by satisfaction scale – from highest to lowest.
    • By tapping on "activity" he can view customers by engagement scale – from highest to lowest – and all calculated in real time by SAP HANA.
    • Joe is planning a visit to California, so he zooms in on the map to execute on Kate's initiative more effectively.
    • By tapping on individual customers and then tapping the Save button, Joe selects a subset of customers and creates his own target group.
    • When he taps on this new group, the customer list appears on the panel.
    • The lighter the blue in the color wheel, the more satisfied they are — or engaged, or loyal, depending on the KPI selected in the bottom left of the screen.
    • To figure out how to prioritize his visit, Joe wants to compare and contrast these customers.
    • He also wants to see how they have compared over time — so he taps into the graph mode and taps the icon for the time slider tool.
    • Here he sets the parameters for the relationships he wants to analyze, choosing to look at margin and gross profit.
    • In the background, the SAP Customer Value Intelligence application, powered by SAP HANA, orchestrates the comparison and visualization of these trends —
    • using real customer data, in real time, to calculate metrics such as pocket margin, accrued discounts, and more.
    • The performance indicators are customizable too, so Joe's company can make it easy for him to gain the insights he needs –
    • from customer lifetime value, to churn likelihood, or real-time ABC classification – simply by tapping the screen.
    • Here, the horizontal line on Joe's iPad shows the average margin across all customers at the selected point in time.
    • The vertical line shows the average gross sales across all customers at the same point.
    • By moving the slider back and forth, Joe can see how each customer in his group compares to the others and how the relative value of each customer has evolved over time.
    • Joe can tap the caption icon to identify individual customers. By tapping and holding an individual customer, Joe can view key performance indicators.
    • To visualize trends and product recommendations for a specific account, Joe just taps the account fact sheet icon up at the top left corner of the screen.
    • The account fact sheet shows gross sales by quarter — but Joe can slide across the graph to see the sales figures for the past 12 quarters
    • or change the time period to see the trend for the past 12 months or 12 years. At AKKA Imports, gross sales fell significantly during the last quarter of 2011.
    • By tapping the dimensions button, Joe can have the app graph historical activity levels, discounts, projected customer lifetime value figures, and more.
    • Discounts have been increasing over time. Margins, though, have been trending downward. How can Joe reverse these trends?
    • By dragging the chart off the screen, Joe can see the history of his customer's buying habits
    • as well as a white space analysis of products that customers similar to AKKA have bought and that are likely to appeal to AKKA Imports.
    • In the white space analysis, Joe can see the estimated likelihood of AKKA buying different items, as well as estimates for expected revenue and margin.
    • SAP HANA calculates these figures in real time using actual customer data for historical behavior, affinity analysis, and spend levels.
    • The analysis indicates that AKKA might be interested in the Starworld 3000 notebook.
    • Since AKKA has not bought notebooks before — and since the profitability on those notebooks is around 26% — this sounds like a good opportunity to pursue.
    • Back on the account tab, Joe pulls up more detailed contact information. Simply by tapping on the screen, Joe can reach out to his client via email and set expectations for his visit.
    • Later on, when he is in California, Joe can use this same contact panel to get directions to his meeting. Joe's iPad will determine where he is and plot a route that will get him down to AKKA imports.
    • As you have seen, the SAP Account Intelligence mobile app enables your sales personnel to leverage the power of SAP HANA
    • for dynamic account targeting and the precise execution of sales initiatives – wherever and whenever, right from an iPad.
    • By tapping into initiatives developed in the SAP Customer Value Intelligence application your sales personnel can
    • use real-time information to identify the right customers to target and the right products to offer – and have more relevant and successful sales calls as a result.
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