SAP BI Analytics Edition - Blitz - Tech Data

SAP Self-Service BI BlitzConnect People to Information for Better Decisions

For SAP Partners & Internal use only

© 2014 SAP AG. All rights reserved. 2For SAP Internal use only

SAP Self-Service BI Blitz - Agenda

Day 1WelcomeEnablementNetworking Day 2Breakfast/preparationCall BlitzDebrief Day 2 Day 3Breakfast/preparationCall BlitzBlitz DebriefNetworking Dinner?

-- BreakfastWelcome & AgendaSAP BI strategy & portfolio Overview SAP Self Service BI Sales Play-- breakA demo is worth 1000words How to speed demo Visualization Starter PackAnalytics LOB positioning- working lunchThe winning call (cold calling technique)-- breakBuild your pitch + Role play

“Simplicity is the ultimate sophistication”- Leonardo DaVinci

© 2014 SAP AG. All rights reserved.


About the session

You Know your Customer

Empathy

learning &unlearning LOB-led

Selling Analytics … Why Should You Care?

• Use the hot BI topic to break into new accounts• Leverage BI to broaden your footprint within your accounts

• Retire quota faster by attaching BI to any other systems

• Create a healthy annuity business - BI investments are typically long-lived and grow organically. Frame up a staged analytics strategy that makes sense for your customers, and build downstream revenue

… and Protect your accounts start the analytics conversation before a competitor can

Internal


World is changing … the new Reality of LOB heads

Increasing Pressure & Greater Expectations

More effective management and better

control

Outperform objectives and create value to the

organization

Deliver quality products and services at

a lower cost


“Sell me this Pen”

“ … most average salespeople think that they’re supposed to sell you the pen, when a really seasoned salesperson will actually turn it into a qualifying session to find out what you need. That’s the truth of it.”

- Jordan Belfort (“The Wolf of Wall Street”)https://www.youtube.com/watch?v=lPKm-dIIIkY#t=47


Self-Service BI – Core Value

The Customer Business Value: Improve the customer’s business performance by giving them the power to connect people to data, and revolutionize the way they collectively make decisions across the organization.


Source: Forrester TechRadar™: BI Analytics, Q3 2013

Q. What is your current use of the following technologies?

Reporting (81%) and dashboards (58%) are the most highly adopted

63% planning to implement or are interested in advanced visualization

60% planning to implement or are interested in predictive analytics

Why Self-Service BI?BI/Analytics adoption strengthening across all different technologies


Talk Less … Do More

Concepts are of little use if they stay put as wordsRaze the wall between concept and facts

A Demo is worth a thousand words


SAP Self-Service BI Blitz - Hosts

xxxxxPartner Account manager –

XXXXPartner Service Advisor -

Manuel LopezSr. Director, Analytics – Global E&C

XxxxxxDirector, Inside Sales Marketing


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SAP BI Analytics Edition - Blitz - Tech Data