Sales Cloud L1 24 v39999999999999999.pptx

Sales Cloud L1 24 v3999999999999999.pptx

1. SAP Sales Cloud Intelligent Selling Made Simple Name, SAP Month 00, Year

2. of sales organizations believe they are keeping pace with the changing demands and expectations of buyers. 50% Only

3. Challenges by Industry and by persona Business Model Transition Macroeconomic Disruption Generational Transformation

4. Solves the most critical needs of your industry Streamlines lead to cash across devices Guides seller to maximize outcomes Shapes sales behavior with intelligence Businesses need a sales solution that:

5. SAP Sales Cloud. Intelligent selling made simple Connect data and sales processes Adapt and capture new opportunities Gain insights to accelerate sales Unite data, processes, and people to deliver effective sales engagements that drive revenue and customer loyalty Guide sales actions through intelligent recommendations, analytics, and generative AI to remove guesswork and improve seller focus Utilize composable and flexible sales models to overcome challenges as they shift with new market opportunities

6. Connect data, processes, and people to improve outcomes Elevate sales performance Grow relationships through connection Engage buyers without friction

7. Improve sales outcomes across LOBs leveraging unified processes and native S/4 HANA integration to invoices, pricing, ATP, and more Streamline Lead to Cash to Fulfillment with out-of-the-box integration between the back office, CPQ, and more Seamlessly scale sales processes with high performance, backed by microservice architecture and Hyperscale technology Connect sales processes and scale without limits Connected Engage buyers without friction

8. Focus sellers on selling by automating tedious tasks like scheduling or meeting follow up leveraging generative AI Remove sales barriers by automatically embedding critical information within opportunities and Teams meetings Increase efficiency with connected workspaces that help sellers collaborate and take action with less clicks Automate mundane tasks to improve sales velocity Connected Elevate sales performance

9. Drive customer advocacy by delivering meaningful interactions at each stage of the buying journey with relationship intelligence Improve buyer interactions by understanding and acting on urgent signals and dynamic factors Engage buyers as a cohesive team with full insight into relationship strength and engagement KPIs Win more business by understanding buyer relationships Connected Grow relationships through connection

10. Streamline the sales process and increase team efficiency with a connected sales journey 2. Lead qualification Leads can be generated through a variety of channels. trade fairs, campaigns, commerce website, social channels, etc. 1. Customer interest 3. Initial customer engagement Once a lead is properly qualified, the seller has the option to convert the lead into a full blown opportunity or sales project (or quote or order if desired). 4. Opportunity conversion 5 . Guided selling experience 7. Customer request for proposal The order is then processed following all of the back office steps. Accuracy of the order items and pricing is assured via the connectivity between the front and back office. 9. Order and delivery 8. Customer acceptance The seller has insight into delivery and any services provided to the customer. Customer experience results can be collected and visible to the seller to enable ongoing customer satisfaction. 10. Post sale follow-up As the customer interest progresses, virtual and in-person meetings become more frequent. Sellers are able to leverage mobile insights about sales activities, service incidents, and back office transactions to gain a real-time 360 view of the customer before every interaction, supporting relationship building. 6. Engaging with the customer Following an iterative set of negotiations, the customer has accepted the offer. The availability of the offered items is confirmed through the back office integration. The offer can be accepted via a digital signature to streamline the buying experience. Once the final offer has been accepted, the seller can quickly and easily convert the quote to an order ,which is transferred to the back office system along with all of the customer information and the agreed upon details . Sellers can engage digitally or virtually to cultivate and qualify the initial customer interest. The system automatically uses available customer and other historical information to intelligently score the opportunity. As the deal progresses, the seller is able to cultivate the customer’s interest in the offering. The customer requests a proposal or quote from the seller. DISCOVER CONSIDER NURTURE ENGAGE NEGOTIATE CLOSE DEAL Based on various factors, the appropriate selling motion can be applied and as a way to guide the sales rep through the customers buying journey. The seller is able to quickly and easily generate a compelling proposal that automatically includes the customer information and products of interest and accurate back office pricing. Leads can be intelligently scored by the system, aiding sellers to select the right leads to nurture and pursue.  Leads can also be routed to the most appropriate seller leveraging rules.

11. SAP Sales Cloud | SAP S/4HANA 38% Increase In sales rate 12% Win Rate Increase Effective Automation and connectivity across levels of business with direct control of production processes © 2024 SAP SE or an SAP affiliate company. All rights reserved. | PUBLIC

12. Gain insights to accelerate sales at scale Prevent forecast fall through Gain a full view of each customer Empower sellers anytime, anywhere

13. Empower sellers anytime, anywhere Increase sales efficiency with intuitive, mobile friendly sales capabilities that prepare and empower connected selling Streamline selling from anywhere with a purpose-built native application designed for intelligent and fast sales interactions Engage customers on the go with prescriptive recommendations, guided actions, and intelligent insights Deliver impactful sales interactions on the go Insightful

14. Prevent forecast fall through Improve forecast accuracy with a clear understanding of projected close, best case, and current forecast based on sales signals Reduce time-to-forecast leveraging top-down and bottom up what-if analysis to explore potential and expected outcomes Maximize demand and supply chain efficiency with seamless connection between sales and downstream planning Increase forecast accuracy based on real-world signals Insightful

15. Gain a full view of each customer Uncover insights with a 360 degree view of every customer including back office, social, e-commerce, and digital channel data Gain the agility to react quickly with a clear understanding of account history, engagement timeline, and critical KPIs Truly understand each customer with talking points and summarized details delivered through generative AI Improve customer interactions through insight Insightful

16. Maximize results with generative AI Maximize sales efficiency with AI generated opportunity highlights that surface critical data when reps need it most* Ensure critical insights and important buyer signals are actionable with AI generated account and contact summaries* Engage with customers faster and with less effort utilizing AI generated email and meeting follow up* Leverage generative AI to give reps an edge Insightful I Beta release*

17. 400 New active CRM users Daily synchronization of critical cross-system data SAP Sales Cloud l SAP Service Cloud “For us, master data is the key to success. It’s crucial that our SAP ERP application and the SAP Commerce Cloud, SAP Service Cloud, and SAP Sales Cloud solutions all work in perfect harmony so we can share real-time insights to inform decision-making in our sales and service processes.” Annika Glock Global IT Manager CRM Processes © 2024 SAP SE or an SAP affiliate company. All rights reserved. | PUBLIC

18. Proactively solve sales challenges Prioritize high-conversion deals Guide complex purchase journeys Adapt and drive performance in any business environment

19. Guide complex purchase journeys Empower sellers with fully composable and prescriptive selling workflows that reinforce positive behavior with gamification Accelerate sales cycles with next-best action recommendations that leverage real time data and machine learning Increase sales productivity with a unified guided selling workspace that enables sellers to take action with insight quickly Accelerate sales cycles as a trusted advisor Adaptive “We now have consistent data for sales staff at all business units… enabling us to coordinate our activities throughout the entire brand network.” Manuel Dietz, BU Manager – Life Science, Actemium

20. Proactively solve sales challenges Understand pipeline flow with intuitive visualizations that help you proactively resolve issues with root cause analysis Explore the evolution of opportunities to uncover selling insights and coaching opportunities Leverage relationship intelligence and opportunity scores to overcome engagement barriers and improve focus Accelerate sales cycles as a trusted advisor Adaptive

21. Prioritize high-conversion deals Digitally engage prospects faster and win more business leveraging the right insights to meet buyer needs Prioritize leads and opportunities that are the most likely to convert with intelligent scoring and prescriptive recommendations Drive team performance through digital campaigns with a full view of every sellers actions, schedule, KPIs, and performance Focus sales efforts to maximize revenue Adaptive

22. “With SAP Customer Experience, we were able to deliver a rapid return on our investment while establishing a powerful technical foundation for ongoing value creation.” – Tim Baker, CIO, Moen Incorporated © 2024 SAP SE or an SAP affiliate company. All rights reserved. | PUBLIC

23. SAP Service Cloud Top Rated 2023: Customer Relationship Management Configure, Price, Quote Lead Management Sales Forecasting Sales Intelligence TrustRadius G2 Crowd CRM Solution Leader: Enterprise Leader Mid-Market Leader – Summer Mid-Market Leader – Asia Asia Leader Asia Pacifica Leader Users Love Us Award Sales SAP Sales Cloud | Recognized with TrustRadius and G2 awards

24. Grow your business with composable sales acceleration SAP Sales Cloud SAP Account Engagement SAP Customer Experience Partner Solutions SAP S/4HANA SAP BTP SAP CPQ Meet the business needs of today and tomorrow Easily grow and expand solutions with open APIs and fully composable microservices Maximize global efficiency by leveraging a high-availability, high-performance solution powered by hyperscaler technology Shape and extend sales processes to meet immediate needs and plan for strategic growth with preconfigured, preconnected solutions from SAP and SAP Partners

25. Build flexible solutions around your unique needs and opportunities  1. ENGAGE WITH BUYERS WHERE THEY ARE AND ON THEIR OWN TERMS 3. ADD INNOVATION AND SUSTAINABILITY USE CASES TO BOOST RESULTS 2. EXPAND AND ADAPT CUSTOMER JOURNEYS FLEXIBLY BASED ON INSIGHTS Sales Digital Core Emarsys Account Engagement BTP Sales Cloud Service Cloud SAP CPQ SAP CX Solutions SAP Solutions Partner Solutions SAP Business Technology Platform Sales Cloud SAP CPQ Emarsys Account Engagement Digital Core Service Cloud PriceFX Commerce Cloud CPQ Digital Assistant Qualtrics Digital Core SAP CPQ Emarsys Customer Engagement BTP Sales Cloud Commerce Cloud PriceFX CDP MediaFly Qualtrics SAP Analytics Cloud Service Cloud

26. Adaptive Composability and a vast partner ecosystem empower you to build to your unique requirements and move fast Insightful AI-powered analytics allow you to deeply understand your customers to make the best business decisions Connected Deep integrations with ERP connect operational data with customer experiences to engage the right customers, anywhere they are Industry-Tailored Tailored solutions meet the most critical needs of your industry and your customers and maximize your investment in SAP Experience More Intelligent CX

27. CUSTOMER DATA Grow revenue by uniquely identifying every consumer and intelligently activating relevant data in real-time across CX and back-office operations.  Fully Align Front-To-Back Office Business Processes to Deliver Seamless End-To-End Experiences Connect the Entire Journey and Maximize the Lifetime Value of Every Customer CUSTOMER ENGAGEMENT Increase customer lifetime value with data-driven personalization in real-time via  automated omnichannel journeys. COMMERCE Drive consistently profitable commerce outcomes with agility, across any business model at scale. SALES Close more business, faster with actionable insights and optimize transactions with a deal prediction engine. SERVICE Deliver on your brand promise with efficient, end-to-end service. Intelligent CX is Made up of Integrated Solutions that Deliver Exceptional Customer Experiences

28. Business Technology Platform Personalized applications | Faster delivery | Customized Business Processes CX Customer experience (CRM) SAP S/4HANA (Cloud ERP) ISBN (Intelligent Spend management Business Networks) HXM (Human Experience Management) Design to Operate / Source to Pay Lead to Cash Recruit to Retire CX is an integral part powering intelligent, sustainable enterprises

29. Intelligent CX Partner E cosystem Customer Data Operational Data Industry Use Cases Industry Use Cases COMMERCE SALES SERVICE MARKETING HUMAN CAPITAL MANAGEMENT ENTERPRISE RESOURCE PLANNING SUPPLY CHAIN MANAGEMENT FINANCIAL MANAGEMENT BUSINESS NETWORKS Customer Data Solutions Business Technology Platform Business AI Partner E cosystem Operational Insights Customer Insights Intelligent CX connects experiences across the value chain

30. Sales Commerce Service Industry Prebuilt Solutions Customer Data Customer Engagement Partner Ecosystem Digital Core Technology Align front-to-back office business processes to deliver seamless end-to-end omnichannel-experiences with a connected, insightful and composable technology platform with industry specialization built in. Intelligent CX Business processes Harmonize and configure business processes , applications and innovation to create the intelligent, sustainable enterprise APIs Data Cloud platform Modular Applications End-to-End Processes

31. SAP Sales Cloud Intelligent selling made simple Connect data, processes, and people to improve outcomes Adapt and drive performance in any business environment Gain insights to understand customers and accelerate sales

32. +145% Revenue In revenue in less than 6 months +90% Sales Sales user added to the platform 12 Bitcoin Offerings Different offerings in core Bitcoin markets using Blockchain SAP Sales Cloud © 2024 SAP SE or an SAP affiliate company. All rights reserved. | PUBLIC

33. Single Application To manage the complete customer journey Seamless Integration between SAP S/4HANA and SAP Sales Cloud 100% Real-time Dashboard for sales teams to drive their business (e.g. knowing margins at the point of quote creation) SAP Sales Cloud | SAP S/4HANA | SAP HANA Enterprise Cloud SAP BW/4HANA | SAP Analytics Cloud Picture Credits | Industrie De Nora S.p.A., Milan Italy.  © 2024 SAP SE or an SAP affiliate company. All rights reserved. | PUBLIC

34. Flexible Extension of applications Increased the Speed To develop samples for customers Customer-Oriented Mindset Shifted from a product-oriented SAP Sales Cloud | SAP BTP | Kyma runtime © 2024 SAP SE or an SAP affiliate company. All rights reserved. | PUBLIC

35. -50% Time Spent B y sales associates on non-core activities 24x7 Access To data on sales’ mobile devices SAP Sales Cloud | SAP Service Cloud © 2024 SAP SE or an SAP affiliate company. All rights reserved. | PUBLIC

36. 500% Reduction In the number of tariff lines due to the standardization and simplification of pricing processes   +1.5x Transactions Payments managed by the same number of employees  11 Months Smooth and controlled implementation while working remotely fulltime SAP Sales Cloud | SAP S/4HANA |  SAP Billing and Revenue Innovation Management © 2024 SAP SE or an SAP affiliate company. All rights reserved. | PUBLIC

37. 15 Weeks To deploy SAP Sales Cloud – from kickoff to going live 360˚ View Of clients throughout the customer lifecycle Backoffice Integration With the SAP ERP application SAP Sales Cloud | SAP ERP | SAP Services & Support © 2024 SAP SE or an SAP affiliate company. All rights reserved. | PUBLIC

38. Unique Harmonized, transparent sales process across 32 divisions One Central Platform Move from siloed customer systems to unified, cloud-based management solution SAP Sales Cloud © 2024 SAP SE or an SAP affiliate company. All rights reserved. | PUBLIC

39. 4 Months To integrate the solution with legacy software Unified Sales management experience Backoffice Integration SAP Sales Cloud to their SAP ERP and SAP Business Warehouse SAP Sales Cloud | SAP Customer Experience Services © 2024 SAP SE or an SAP affiliate company. All rights reserved. | PUBLIC

40. +2,620 Views Guest content visits across 450 shared assets  100% Increase In content usage visibility + 211% Content Shares Month over month SAP Sales Cloud © 2024 SAP SE or an SAP affiliate company. All rights reserved. | PUBLIC

41. +10% Increase In sales productivity 10% Repurposed Back-office workload repurposed to value added activity SAP Sales Cloud © 2024 SAP SE or an SAP affiliate company. All rights reserved. | PUBLIC

42. ~25% Cost Savings By moving from Salesforce system to SAP Sales Cloud 90% Utilization Of SAP best practices “as is” with estimated 10% variation Better Forecasting Yielding new visibility for the sales organization SAP Sales Cloud | SAP Analytics Cloud © 2024 SAP SE or an SAP affiliate company. All rights reserved. | PUBLIC

43. 100% Availability View of projects and opportunities – even without knowing the customer 360° View Provide a comprehensive view of each customer and project Specialist in processing beech trees based in Germany SAP Sales Cloud © 2024 SAP SE or an SAP affiliate company. All rights reserved. | PUBLIC

44. Greater Sales Sales planning certainty for all their markets Increased Flexibility Allows easier simulations with  sophisticated workflow and status management <6 Months From implementation to go -live Leader for antivibration solutions in the automobile industry SAP Sales Cloud © 2024 SAP SE or an SAP affiliate company. All rights reserved. | PUBLIC

45. 4 Months From decision to go live 100% Availibility Access data any time with the ability to edit as needed Efficient Omni-Channel sales processes   Producer of pharmaceuticals and chemicals based in Austria SAP Sales Cloud © 2024 SAP SE or an SAP affiliate company. All rights reserved. | PUBLIC

46. +50% Savings Increased savings using cloud over licensing on-premise solutions 4 Hours New intuitive interface makes training faster and easier to learn 5 Weeks Implementation time Leading IT service provider based in Germany SAP Sales Cloud © 2024 SAP SE or an SAP affiliate company. All rights reserved. | PUBLIC

47. 31% increase in customer conversion 23% increase in dealer / customer sales visits Driving Results Through Connection Solar Panel Manufacturer © 2024 SAP SE or an SAP affiliate company. All rights reserved. | PUBLIC

48. © 2022 SAP SE or an SAP affiliate company. All rights reserved. | PUBLIC Global Tools Manufacturer Adapt to Meet Market Demand Unified 15 systems on one connected platform 460 subsidiaries 150 partners 60 countries © 2024 SAP SE or an SAP affiliate company. All rights reserved. | PUBLIC

49. Sample Customer Selling Journey 2. Lead Qualification Leads can be generated though a variety of Channels. Trade Fairs, Campaigns, Commerce Website, Social Channels, etc. 1. Customer Interest 3. Initial Customer Engagement Once a lead is properly qualified, the seller has the option to convert the lead into a full blown opportunity or sales project (or quote or order if desired). 4. Opportunity Conversion 5 . Guided Selling Experience 7. Customer Request for Proposal The order is then processed following all of the back office steps. Accuracy of the order items and pricing is assured via the connectivity between the front and back office. 9. Order and Delivery 8. Customer Acceptance The seller has insight into delivery and any services provided to the customer. Customer experience results can be collected and visible to the seller to enable ongoing customer satisfaction. 10. Post Sale Follow-up As the customer interest progresses, virtual and in-person meetings become more frequent. Sellers are able to leverage mobile insights about sales activities, service incidents, and back office transactions to gain a real-time 360 view of the customer before every interaction, supporting relationship building. 6. Engaging with the Customer Following an iterative set of negotiations, the customer has accepted the offer. The availability of the offered items is confirmed through the back office integration. The offer can be accepted via a digital signature to streamline the buying experience. Once the final offer has been accepted, the seller can quickly and easily convert the quote to an order ,which is transferred to the back office system along with all of the customer information and the agreed upon details. Sellers can engage digitally or virtually to cultivate and qualify the initial customer interest. The system automatically uses available customer and other historical information to intelligently score the opportunity. As the deal progresses, the seller’s is able to cultivate the customer’s interest in the offering. The customer requests a proposal or quote from the seller. DISCOVER CONSIDER NURTURE ENGAGE NEGOTIATE CLOSE DEAL Based on various factors, the appropriate selling motion can be applied and as a way to guide the sales rep through the customers buying journey. The seller is able to quickly and easily generate a compelling proposal that automatically includes the customer information and products of interest, and accurate back office pricing. Emarsys Commerce Digital Core Sales Sales Sales BRIM Digital Core Sales Sales Service CDP CDC SINCH MEDIAFLY CDP CDC MEDIAFLY Digital Core Insights Digital Core Sales Sales Emarsys Commerce Sales CDP CDC MEDIAFLY CPQ Digital Core Sales DocuSign Digital Core Sales MEDIAFLY Qualtrics Leads can be intelligently scored by the system, aiding sellers to select the right leads to nurture and pursue.  Leads can also be routed to the most appropriate seller leveraging rules

50. Extend capabilities with best-of-breed Partners Augment strong core functionality with native SAP integrations and best-of-breed partner solutions SAP uses rigorous selection process for ISV partners, guaranteeing high security and performance 100+ partner solutions, and growing, available in SAP Store Selective microservices to extend capabilities that truly helps to differentiate SAP integrations New Sample best-of-breed partners SAP Sales Cloud Configure, Price, Quote Customer Experience Collaboration Communication channels S/4 HANA Dynamic Visit Planning

51. SAP Integration Suite SAP Intelligent Enterprise Core Processes Lead management Segmentation and campaign management Omni-channel order management Trial to subscription Create or maintain suppliers Prepare purchase order Receive goods from supplier Enable payment Payroll integration Benefits & compensation Recruiting & onboarding Time management Travel to expense External payments system integration Treasury workstation payment integration Issue detection to problem identification Develop solution to resolution Return to replace Closed loop feedback eDocuments eVAT /Invoice Payroll Third-party warehouse integration Manufacturing Execution System(MES) integration Lead to Cash Source to Pay Hire to Retire Issue to Resolution Payment Integration Digital Compliance, Business to Business (B2B) Plan to Production

52. OPPORTUNITY Sales rep is assigned LEAD Is captured and scored CONTRACT Negotiates, finalizes terms QUOTE Is requested by customer CONFIRMATION Product is delivered ORDER Includes products, services QUOTE CREATION Price, recommendation, predictive ENGAGEMENT Customer registers, gives consent CAMPAIGN On new customer offers SIGNATURE Online, order created INSTALLATION Product, technician confirms CATALOG Customer guided configuration Marketing-Sales Sales-CPQ Sales - S/4 Sales- DocuSign Sales- S/4 Service-FSM-S/4 Connectivity: The Key to Lead-to-Cash Success

53. Demo Connected Lead-to-Cash Execution Order to Cash Opportunity to Quote/Cart Contact to Lead Lead to Opportunity Quote to Order Marketing creates campaign Interaction is captured and scored, marketing lead is created Marketing approaches customer to remind them about the offer Customer engages, registers and views information Converted opportunity scores high and salesperson is assigned or Customer visits website, is guided to the right products and requests quote Salesperson creates quote with prices, receives cross-sell/up-sell recommendations and suggested discounts Quote is presented to customer, negotiated with salesperson and terms finalized Customer accepts quote and customer order is generated Customer Order incl. products, services and subscriptions is dispatched to provisioning and fulfillment systems, customer sees status Product has been delivered , service is planned and provisioning is completed, subscription lifecycle starts Technician installs products , customer uses service Subscription Billing charges for recurring and usage charges, customer receives invoice and tracks usage and spending Customer views and pays bill for products, services and subscription Revenue is booked and posted to Finance, business unit manager sees business results Lead nurturing results in handing over lead to sales, sales potential is qualified Executive checks KPIs on executive dashboard to evaluate market potential

54. Demo Integrated Lead to Cash Execution BUSINESS APPLICATIONS SAP One Domain Model: Customer | Product Suite Qualities Lead to opportunity Simplify omni-channel demand generation Improve customer’s journey Quote to Order Accurate and efficient quote Optimized quoting to close contract faster Receive real-time feedback from customers Opportunity to Quote Provide sales with relevant knowledge Improve win and conversion rates Improve forecast accuracy Order to Cash Lower cost of service Improve customer satisfaction Improve experience with fulfillment process Contact to lead Gain real-time insights Find right customers Omnichannel engagement Attract Sell Offer Collect Fulfill Contact to Lead Lead to Opportunity Opportunity to Quote Order to Cash Quote to Order SAP API Business Hub SAP BUSINESS TECHNOLOGY PLATFORM Unified Services Offering and Operations SAP Emarsys Customer Engagement SAP Sales Cloud SAP Commerce Cloud SAP S/4 HANA SAP CPQ SAP Field Service Mgmt SAP Customer Data Cloud Partner Third Party Preconfigured Integration SAP Service Cloud

55. SAP Sales Cloud: Cloud Native Business Benefits Hyper-Fast Powered by hyperscalers , SAP Sales Cloud’s cloud native design helps sales organizations of any size do more, faster Connected API microservice design helps sales organizations eliminate engagement gaps with composable apps and pre-built connectors Easy SAP Sales Cloud’s innovative user experience helps sellers sell more effectively, boosting productivity, engagement, and adoption Future-Proof With multiple global data centers and automated Kubernetes scaling, sales organizations gain scalability, reliability, and p erformance at every step Business Application Modernization Intelligent Deliberately created to turn data into actionable insights, SAP Sales Cloud includes embedded artificial intelligence… NO data scientists… NO extra cost

56. SAP SALES CLOUD Intelligent Analytics, Integration and Intelligence embedded µ-service & µ-frontends Domain driven service Definitions. Loosely coupled Frontend, web components and central styling, UX Design-as-a-service. Availability High Availability of all resources across geographic zones. Observability Collect insights from data thru instrumentation and provide actionable outcomes Maintainability Resilient and l oosely coupled with logging and requirement t raceability . API F irst API’s designed for generic consumption. Asynchronous Communication & Reliable Event Bus. Scalability Auto Scaling - cluster, d ata and p erformance s calability to meet business demands . Reliability Meeting performance and output standards for a desired period of time Continuous Delivery High-quality, containerized, t est -driven development with continuous delivery Extensible Configure and build additional features to enhance the standard capabilities . SAP Sales Cloud: Cloud Native Technical Benefits

57. Extend capabilities with best-of-breed Partners Augment strong core functionality with native SAP integrations and best-of-breed partner solutions SAP uses rigorous selection process for ISV partners, guaranteeing high security and performance 100+ partner solutions, and growing, available in SAP Store Selective microservices to extend capabilities that truly helps to differentiate SAP integrations New Sample best-of-breed partners SAP Sales Cloud Configure, Price, Quote Customer Experience Collaboration Communication channels S/4 HANA Dynamic Visit Planning

58. SAP CX partner ecosystem SALES & SERVICE CONTRACT MANAGEMENT CHANNELS SELF SERVICE COLLABORATION PRICE & MARGIN OPTIMIIZATION CONTENT & KNOWLEDGE MANAGEMENT CPQ CUSTOMER EXPERIENCE MANAGEMENT SMART ENERGY WATER CORE COMMERCE GMV / Orders SEARCH MARKETPLACES PIM CMS PRICE OPTIMIIZATION PAYMENTS OMS DAM Experience & Operational Data CUSTOMER EXPERIENCE Channel Engagements EMARSYS CUSTOMER ENGAGEMENT CUSTOMER DATA BUSINESS TECHNOLOGY PLATFORM

59. On average, a single vendor will only be included in 5-6% of the buying journey Gartner Survey: Distribution of Buying Groups’ Time by Key Buying Activities B2B selling journeys have become compressed Sellers have a narrow window to engage and make an impact

60. Have customer expectations changed in the last two years? 80% Moderate/ Significant Source: Reshaping B2B Sales for the Future. Harvard Business Review Analytic Services, 2022. © 2024 SAP SE or an SAP affiliate company. All rights reserved. | PUBLIC

61. How are sales organizations adapting? 73% B2B sales strategies have undergone significant / moderate change Source: Reshaping B2B Sales for the Future. Harvard Business Review Analytic Services, 2022. © 2024 SAP SE or an SAP affiliate company. All rights reserved. | PUBLIC

62. Only 1 in 2 Is keeping pace with the changing demands and expectations of buyers. Source: Reshaping B2B Sales for the Future. Harvard Business Review Analytic Services, 2022. © 2024 SAP SE or an SAP affiliate company. All rights reserved. | PUBLIC

63. How important is the ability to identify the right buyers and opportunities? 92% Extremely important 50% My organization provides Source: Reshaping B2B Sales for the Future. Harvard Business Review Analytic Services, 2022. © 2024 SAP SE or an SAP affiliate company. All rights reserved. | PUBLIC

64. How important are frictionless and effective sales processes? 85% Highly Important 40% My organization provides Source: Reshaping B2B Sales for the Future. Harvard Business Review Analytic Services, 2022. © 2024 SAP SE or an SAP affiliate company. All rights reserved. | PUBLIC

65. How important is having the right tools and technology? 84% Right tools and technology 44% My organization provides Source: Reshaping B2B Sales for the Future. Harvard Business Review Analytic Services, 2022. © 2024 SAP SE or an SAP affiliate company. All rights reserved. | PUBLIC

66. How important is departmental collaboration? 89% 59% Cross-departmental collaboration is highly important My organization delivers Source: Reshaping B2B Sales for the Future. Harvard Business Review Analytic Services, 2022. © 2024 SAP SE or an SAP affiliate company. All rights reserved. | PUBLIC

67. Which departmental connections are critical? Marketing 70% Product 63% Operations 51% Source: Reshaping B2B Sales for the Future. Harvard Business Review Analytic Services, 2022. © 2024 SAP SE or an SAP affiliate company. All rights reserved. | PUBLIC

68. 55% Agree that buyers increasingly hiring from the generation of digitally native workers is impacting their way of selling 51% Agree that hiring from the generation of digital workers is impacting their sales team’s way of working Source: Reshaping B2B Sales for the Future. Harvard Business Review Analytic Services, 2022. © 2024 SAP SE or an SAP affiliate company. All rights reserved. | PUBLIC

69. Buyer Awareness Interest Consideration Purchase Post-Purchase Sales journeys have become more complex Buyers seek divergence from traditional sales processes

70. CRM: AGE OF COMPANY Companies were in control of Big Data that o verwhelmed systems and resulted in a frustrated customer base. CUSTOMER REVOLUTION Customers have become more vocal and have taken over conversations. Without dynamic platforms organizations are struggling to adapt. DIGITAL TRANSFORMATION Companies maintained control but there was a better comprehension of collected data and the customer, however the experience of customer journeys still needed improvement.  Early CRM Era Digital Era Post-digital Era INTELLIGENT CRM Buyers are placed in the center of Go-to-Market strategy with digital transformation initiatives and sales processes are shaped to create collaborative, value-driven seller-buyer engagements. Buyers are driving market evolution Sales organizations need to adapt

71. The Challenge of Legacy CRM Poor Solution Adoption Manual and laborious processes deter solution use Lack of Agility Inflexible systems lacking critical anywhere, anytime access Negative User Experience Data capture oriented workspaces fail to deliver insights Increasing Overhead Growing operational cost of equipment, maintenance, and FTE

72. “Over the next five years, sellers will need to embrace new tools and channels , as well as a new manner of engaging with customers. Source: The Future of Sales in 2025: A Gartner Trend Insight Report, Gartner. 2021

73. Maximize the Value of Your SAP Sales Cloud with SAP Services and Support Accelerated Service Get your solution running faster , b ased on SAP’s best practices. The service drives your solution implementation forward with SAP experts at the wheel. Allow SAP to manage your cloud implementation project and configure the solution to your specific business needs, then hand it over to you ready for business. See more at the SAP Store. Enablement Service Empower your project team with the knowledge, insights, and guidance that are essential for a successful introduction of SAP Sales Cloud in your organization. See more at the SAP Store. Check out all our SAP CX Service Offerings

74. Intelligent selling Made simple CUSTOMER / PARTNER LOGO Name Date

75. Win More Business with Guided Selling 2.0 Drive revenue with prescriptive, step-based selling workflows Progress deals with next-best action recommendations based on data Leverage front and back office insights to build relationships with transparency

76. Maximize Deal velocity with Digital First Sales Execution Gain the agility to react quickly with a clear understanding of account history Digitally engage prospects faster and win more business leveraging the right insights to meet buyer needs Prioritize leads and opportunities that are the most likely to convert with intelligent scoring

77. Deliver Impactful Sales Interactions Anytime, Anywhere Increase sales efficiency with intuitive, mobile friendly sales capabilities Streamline selling from anywhere with a purpose-built native sales application Engage customers on the go with prescriptive recommendations, guided actions, and intelligent insights

78. Connected Adaptive Insightful SAP Sales Cloud

79. Sales Organizations Must Adapt © 2024 SAP SE or an SAP affiliate company. All rights reserved. | PUBLIC

80. Demo

81. Demo Intelligent enterprises run agile, integrated and sustainable business processes

82. Intelligent Enterprise Business Technology Platform App dev Automation Integration Data and analytics AI | | | | Industry-specific and sustainable Human capital management Spend management and business network Customer relationship management Cloud ERP Ecosystem solutions Industry-specific and sustainable Recruit to retire Source to pay Design to operate Lead to cash – End-to-end business processes – Consistent security and identity management Aligned domain models, APIs, and events Embedded and cross-product analytics One workflow inbox Coordinated lifecycle management End-to-end process blueprints Seamless user experience Suite qualities