Increasing the Transparency of Your Revenue Pipeline: Product Demo

See how SAP CRM allows you to manage and analyze channel marketing fund programs such as market development fund or co-op programs. You have the tools you need to comply with financial regulations, drive demand for your products and services, and optimize pipeline performance management.

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  • http://global.sap.com/demos/mmov/.mp4
    • SAP CRM: Increasing the transparency of your revenue pipeline.
    • In this demo, you'll see how SAP CRM enables you to
    • perform target-to-date analysis,
    • simulate changes to opportunities,
    • analyze the pipeline by sales stage,
    • monitor changes in the sales pipeline,
    • access informative sales dashboards,
    • and optimize pipeline performance management.
    • Let's start by getting familiar with the SAP CRM user interface,
    • and the usability that sales managers and sales reps have at their fingertips.
    • The main portion of the screen is the SAP CRM homepage, or the main workspace.
    • On the left is a navigational pane, with all my menu options.
    • With just one click, I can very quickly move around within SAP CRM.
    • For example, if I need to look at my accounts or contacts, I can quickly do that.
    • The homepage is where I keep my most frequently used features.
    • For instance, I can keep my open tasks right in front of me.
    • So every day I can quickly see what I need to do, and I can click right into a transaction.
    • I can also see my saved searches.
    • These might be certain accounts in my geography.
    • If I'm a sales manager, they could be searches based on my team's accounts.
    • Whatever I want to filter on, I can save those searches to reduce the time it takes to get to my data.
    • I can also see all my appointments for today.
    • I can easily drag and drop items to organize the screen the way I want.
    • For example, I might want to move my reports to the bottom of the screen
    • and place my appointments at the top of the screen, where I can easily see them.
    • Now let's look at the calendar functionality.
    • I have seamless integration with e-mail applications such as Microsoft Outlook and Lotus Notes.
    • So, I can easily see all my appointments.
    • And I can simply drag and drop to change appointments.
    • Now let's talk about pipeline performance management.
    • Let's start with target-to-date analysis.
    • SAP CRM provides a highly interactive, analytical application for pipeline performance management
    • It enables sales managers and sales reps to plan their quotas,
    • manage their pipeline, and achieve their goals.
    • It's all real-time, so as I'm looking at the data I can make changes on-the-fly,
    • and those changes will automatically affect my targeted sales, my expected sales, and so on.
    • I have a graphical view that shows sales performance by quarter.
    • I can see that in the first quarter we did very well.
    • Green is what we won, blue is what's expected,
    • and yellow is the difference between expected sales and targeted sales.
    • But when I look at the second quarter, I see that we're no longer performing well.
    • As a sales manager, I want to look more closely at that.
    • Simply clicking on the bar filters the opportunities listed at the bottom of the screen
    • to show those that make up expected sales for the second quarter.
    • If I want, I can easily filter further to see just the opportunities that will close in the next 30 days.
    • The list is currently sorted by expected sales volume.
    • Clicking on any of the columns re-sorts the list in ascending or descending order.
    • I'm going to filter down to see the stalled deals, because those are the ones I need to work on.
    • I decide to look at a stalled opportunity for a prospect called Media Store.
    • Simply clicking on the information block opens the briefing card for the opportunity.
    • So, I'm in the target-to-date analytical report,
    • but I can quickly and easily see the briefing card for a particular opportunity.
    • I can see activities associated with the opportunity, who the sales team is,
    • any contacts we might have, competitors, and more.
    • I can access the corresponding data with a single click,
    • all without having to leave the target-to-date screen.
    • Now let's do some simulation.
    • If I wanted to, I could make a change to the opportunity right here.
    • But, I decide to simulate it first.
    • Clicking on the Simulation button takes me into simulation mode,
    • which allows me to manipulate any opportunity to see how changes
    • will affect my quotas and my expected sales.
    • For example, let's look at the prospect called Alpha Center, which is for a little over $1 million.
    • If I change that to $5 million, I can see in the chart that the second quarter looks a little better.
    • If I changed it to $15 million, that would really get me where I needed to go.
    • SAP CRM lets me do this kind of what-if analysis
    • to understand the impact of changes on performance.
    • If I wanted to, I could save the changes, but for now I'm just going to cancel.
    • Next, I can go right into quota planning.
    • I can immediately see how my organization is structured, along with a table for quota planning.
    • Looking at 2009, I can see that some reps have quotas, while others do not.
    • If I wanted to, I could make changes right here to generate a quota.
    • Now let's look at pipeline performance management from the perspective of the sales pipeline.
    • I can immediately see the sales pipeline by sales stage.
    • In this case I'm looking at the analysis stage, which is broken into three further stages:
    • a qualification stage, a quotation stage, and a decision stage.
    • So I can get a graphical view and do some further filtering based on
    • where the sales opportunities are by stage over time.
    • For example, I can filter to see just the opportunities that will close in the next 30 days.
    • I can also go directly into quota planning.
    • Now let's look at sales pipeline change.
    • This allows me to quickly and easily see what has changed in an opportunity.
    • For example, there's an up arrow that indicates a positive change.
    • However, there are also down arrows that indicate that dates have slipped.
    • So, I can gain a quick, visual understanding of what the pipeline is doing and how it's changed.
    • Finally, I have easy access to sales dashboards.
    • I decide to look at the dashboard for U.S. sales.
    • The pie chart shows me each stage of the sales pipeline.
    • Simply pointing at the chart tells me the dollar amount and percentage attributed to each stage.
    • Next, I can look at forecast versus actual sales.
    • I can also look at the top-10 deals.
    • And I can look at a map to see deals by state.
    • I can also look at a dashboard by sales rep.
    • So for this sales rep, I can look at actual versus plan.
    • I can also see year-to-date sales, the year-to-date plan, and the difference.
    • This sales rep has done very well.
    • If I look at another sales rep, I can see that he's struggling a bit.
    • So this gives me a clear idea of how reps are performing against plan.
    • As you have seen, SAP CRM enables you to
    • manage analytics and actions in a single application,
    • monitor changes in the pipeline,
    • quickly identify and close gaps to optimize performance,
    • and trigger the right actions to meet your sales goals.
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