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PUBLIC
April, 2021
Accelerating Sales in the ‘New Normal’SAP Sales Cloud
2PUBLIC© 2021 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Featured Speakers
Esteban Kolsky
Chief Evangelist
SAP Customer Experience
Grant Smith
Head of Product Marketing
SAP Sales Cloud
Sebastine Augustine
VP of Product Management
SAP Sales Cloud
3PUBLIC© 2021 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Strategy
4PUBLIC© 2021 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Post-pandemic Execution Relies on Optimization
Source: Smarter With Gartner, June 3, 2020.
https://www.gartner.com/smarterwithgartner/reset-your-business-strategy-in-covid-19-recovery/
5PUBLIC© 2021 SAP SE or an SAP affiliate company. All rights reserved. ǀ
▪ $6.8 trillion of direct DX
investments from 2020 to 2023
▪ 65% of global GDP digitalized by
2022
▪ By 2022, 70% of all organizations
will have accelerated use of digital
technologies, transforming existing
business processes
Source: IDC FutureScape: Worldwide Digital Transformation 2021 Predictions. IDC #US46880818.
October 2020.
Post Digital Enterprises Need a
Reliable Data Model
6PUBLIC© 2021 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Becoming Customer Centric - for real this time!
Expanded and
Complete
View of
Customer
Operational
Simplicity and
Efficiency
Leverage
Unique
Insights to
Deliver Better
Customer
Outcomes
Personalized
and
Contextual
Digital
Relationship
Smart Omni-
Channel
Engagement
7PUBLIC© 2021 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Sales
Marketing
Service
Commerce
Age of Companies
8PUBLIC© 2021 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Age of Digitalization
PROSPECT
IDENTITY
CUSTOMER
CONSENT
Sales
Marketing
Service
Commerce
9PUBLIC© 2021 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Age of Customer
PROSPECT
IDENTITY
CUSTOMER
CONSENT
Sales
Marketing
Service
CommerceANONYMOUS
INVESTMENT PROFITABLE
PERSONALIZE
10PUBLIC© 2021 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Age of Customer Choice
PROSPECT
IDENTITY
CUSTOMER
CONSENTANONYMOUS
INVESTMENT PROFITABLE
PERSONALIZE
Core
CRM
&
Commerce
11PUBLIC© 2021 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Road Warriorto
Webcam Star
Prioritizationand
Acceleration
of Sales
Timingis
More Critical
Complexityis the
Bigger Enemy
Artificial
Intelligenceneeds to
Deliver
Guidance
Selling Trends Driven By Disruption
12© 2020 SAP SE or an SAP affiliate company. All rights reserved.
B2B BUYERS OWN THEIR
SALES EXPERIENCE.
NOT COMPANIES.
13PUBLIC© 2021 SAP SE or an SAP affiliate company. All rights reserved. ǀ
We help you acquire customers, retain customers, and grow revenue through customer
understanding, hyper-personalized engagement, and delivering on the brand promise.
Acquire customers Grow revenueRetain customers
Deliver:
Commerce everywhere
Engage:
CRM at the core
Understand:
Start with the customer
Shifting Execution to Business Outcomes
14PUBLIC© 2021 SAP SE or an SAP affiliate company. All rights reserved. ǀ
SolutionOverview
Engagecustomers on their
terms
Deliveron your brand
promises
Empoweryour employees
Understandcustomers with a
360 degree view
“Be there” for your customers
throughout their customer
experience anywhere, anytime
Connect with your buyers
leveraging a single view, relevant
insights, and sales intelligence
Drive operational excellence across
your front and back office processes
and ensure flawless execution.
Become your buyers trusted advisor
and develop lasting relationships
that deliver value
Automateengagement
Make better decisions, improve
process execution, and take
action with AI recommendations
16© 2020 SAP SE or an SAP affiliate company. All rights reserved.
Uncover Insights with a
360 Degree View of
Every Customer
Drive customer advocacy by delivering
meaningful interactions leveraging
front and back office insights
Become the trusted advisor by guiding
buyers based on their needs at each
stage of their journey
Build deep relationships and connect
with prospects leveraging social and
business insights
17© 2020 SAP SE or an SAP affiliate company. All rights reserved.
Deliver Impactful Sales
Interactions From
Anywhere at Any Time
Streamline selling and simplify actions
with voice-to-text and click-to-call
Increase sales efficiency with next-
action recommendations and virtual
voice assistance
Know your customer at a glance and
engage seamlessly online or offline
18© 2020 SAP SE or an SAP affiliate company. All rights reserved.
Focus Sellers on the Right
Business with Intelligent Sales
Prioritize leads most likely to convert with
intelligent scoring
Focus sales resources on opportunities
with the highest propensity to close
Proactively engage at-risk opportunities
with forecast intelligence and visual
pipeline analysis
19© 2020 SAP SE or an SAP affiliate company. All rights reserved.
Accelerate Sales Cycles
and Improve Win Rate with
Activity Guidance
Deliver effective customer interactions
with tailored best-practice guidance
Improve sales outcomes across
different lines of business
Ensure execution consistency across
diverse sales organizations
20© 2020 SAP SE or an SAP affiliate company. All rights reserved.
Provide Frictionless Engagement
With Deep Integration
Improve buyer interactions and exceed
delivery expectations with real-time pricing,
inventory, and available to promise (ATP)
Engage customers strategically with a full
view of active service issues and fulfillment
inquiries with out-of-the-box integration
Streamline Lead to Cash to Fulfillment
processes with less complexity and at a
lower total cost
DEMO
Roadmap
23PUBLIC© 2021 SAP SE or an SAP affiliate company. All rights reserved. ǀ
2020 Release Highlights
Guided Selling▪ Configurable, flexible selling workflows
provide action recommendations▪ Dynamic playbooks provide sellers with
contextual information and tasks based on latest actions and sales stage
Digital Sales Acceleration ▪ Streamlined digital engagement options
allowing sellers to take action faster▪ Click to call enhancements provide
sellers with guidance and scripting
Intelligent Pipeline and Forecast Analysis▪ AI driven pipeline analysis helps users
proactively identify progression issues▪ Intelligent forecast prediction and
modeling uses real-time data to predict actual vs projected close
Embedded Relationship Intelligence▪ Data driven scoring provides sellers with
contextual info on key contacts▪ Connected intelligence helps sellers
identify channels for warm introductions
Improving
Sales Intelligence
Enhanced User Experience ▪ Saphira theme helps users identify
key information and drive sales actions with visual callouts
▪ Extended collaboration features and dashboard-based video support
Mobile Conversational Assistant▪ Robust hands free capabilities to
help sellers engage with customers and seamlessly capture information while on-the-go
Accelerating
Sales Cycles
Enhancing
Seller Experience
24PUBLIC© 2021 SAP SE or an SAP affiliate company. All rights reserved. ǀ
2021 Roadmap Spotlight
Dynamic Guided Selling Enhancements▪ Extension of configurable selling
workflows with deeper ML and AI integration
▪ Dynamic playbook recommendations linked with ML and AI insights from real-time users and account data
Multi-channel Sales Acceleration ▪ Omni-channel engagement options
allowing sellers to take action across channels faster
▪ Improved interaction and call guidance leveraging embedded AI
Predictive Product Proposals▪ Predictive product recommendation
helps sellers identify upsell, renewal, and promotion opportunities
▪ Embedded AI leverages historical and trend data to recommend ideal sales bill-of-materials
Dynamic Visit and Route Planning▪ Real-time, intelligent route planning
provides insight into optimal visit logistics and most efficient route
▪ Visit intelligence helps identify which account should be visited and when to maximize results and minimize cost
Improving
Sales Intelligence
Virtual Selling Linked With MS Teams▪ Deep MS Teams integration will help
sellers engage digitally with less clicks and apps
▪ Teams collaboration features contextually added to key selling flows
Enhance User Experience▪ Additional optimization of key
workspace to improve user experience and maximize workspace productivity
▪ Expansion of Mobile Conversational Assistant features and usability
Accelerating
Sales Cycles
Enhancing
Seller Experience
25PUBLIC© 2021 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Design Principals Aligned With Business Outcomes
Business outcome SAP SFA Design Principles
adaptable business models platform based approach with BTP
dynamic workflows leveraging NC/LC
enhanced salesperson experiences guided sales processes
improved user interface and user experiences
Hands-free navigation
embrace collaboration MSFT Teams integration
accelerate sales cycles Omnichannel sales engagement
Intelligent recommendations
Guided selling processes
Collaboration
improve sales intelligence Added AI/ML layers
Smart components in guided processes
engage customers in buying journey Deeper integration with core CRM modules
Mobile interfaces
optimize sales methodology Social, collaboration tools to disseminate lessons
Intelligent components d optimization through execution
Q & A
Thank you.
© 2021 ON24, Inc. | Confidential
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