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If your company is like most, you’re likely experiencing an unprecedented growth in the importance of the channel in your day-to-day sales, marketing, and service-related functions. Independent analysts such as Forrester Research acknowledge this trend and predict that a growing reliance upon channels is key for High Tech companies that seek profitable revenue growth and expansion into new markets. Engaging channel partners creates a synergy that greatly extends a company's reach beyond the capabilities of traditional direct interactions. And in challenging economic times, these partners become even more important to your company, allowing you to scale and create efficiencies that reduce the cost of doing business. SAP enables your channel initiatives through innovative applications and support for comprehensive and collaborative business processes.
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© SAP 2007 / Page 1
The Channel Is Growing in Importance
Channel partners help brand owners enter and serve the new markets and geographies that are too costly for a company to do on its own…. SAP is a Leader in the Partner Management tools market....
William Band, Forrester Research, The Forrester Wave: Partner Relationship Management Tools, April 2007
Welcome! Is the channel becoming more and more important
to driving business growth for your organization?
Experts think so:
Welcome! Is the channel becoming more and more important
to driving business growth for your organization?
Experts think so:
Channel partners can help grow and scale yor business while decreasing the total cost of sale!
Channel partners can help grow and scale yor business while decreasing the total cost of sale!
““
Did you Know?Huge Opportunity to Drive Revenue with Channel Marketing
Did you know that channel marketing funds is the top driver of revenue in the indirect channel?
Did you know that most companies struggle to track legal compliance with Sarbanes Oxley when it comes to channel expenditures? Did you know companies with
indirect channels perform better and are first to new markets globally?
Did you know SAP offers the full functionality to support these processes?
© SAP 2007 / Page 3
Did you Know?SAP CRM Delivers Differentiated Channel Marketing Processes
Recruit partners
Enable partners
Plan and forecast
Target content
Share MDF funds
Joint marketing
Route leads
Manage customer accounts
Manage opportuni-ties
Register deals
Enable order to cash
Track channel inventory
Enable distributed ordering
Support partners
Execute service processes
Monitor channel operations
Provide analytics to partners
Analyze channel trends
PartnerManagement Channel
Marketing CollaborativeSales
OrderManagement
CollaborativeService
Analysis
Make ongoing adjustments
Track partner performance
This feedback loop requires a superior, real-time exchange of data within Channel Marketing.
Engineering
Customer Service
Finance/ Legal
Sales/Marketing
Challenges in Deploying Channel Marketing FundsInefficient, Manual Processes with Poor Visibility into Compliance
Transaction and interaction efficiencies Cumbersome and inconvenient manual
processes Inaccurate payments to channel partners Partner frustration with slow payment
process
Channel marketing effectiveness Limited visibility into channel marketing spend Poor alignment with corporate objectives
Liability and compliance management
Financial regulations Fair trade practices
Engineering
Customer Service
Finance/Legal
Sales/Marketing
Overcoming the ChallengesIncreasing Profitability & Brand Equity with end-to-end Processes
Consistency: Ensure fair treatment of partners
Transparency: Provide visibility into processes
Auditability: Drive financial accountability
Liability and compliance management
Intelligent planning – derived from the brand’s strategic goals Aligned execution – leveraging brand identity and best
practices Analysis of outcomes – to enable data-based decision making
Increase effectiveness
Drive efficiencies Increase speed through automation of
manual processes Achieve operational excellence through
end-to-end processes Provide convenient self-service features
for partners
AMD: Projected to capture a 32% internal rate of return (IRR) on their investment through 2010AMD: Projected to capture a 32% internal rate of return (IRR) on their investment through 2010
Capture significant returns
Drive efficiencies
nVIDIA: Moved from a fully manual partner registration process to a 100% partner self-service model
nVIDIA: Moved from a fully manual partner registration process to a 100% partner self-service model
Cherry: Increased partner orders by 300% per yearCherry: Increased partner orders by 300% per year
Cherry
Increase effectiveness
Engineering
Customer Service
Finance/Legal
Sales/Marketing
Optimized Channel Marketing SpendingDriving Top-line Growth and Bottom-line Savings
Conexant: ROI in first 6 months with over $3 million in savings through channel solutionConexant: ROI in first 6 months with over $3 million in savings through channel solution Renasas: Greatly enhanced distributor
experience, full automation of channel sales tracking
Renasas: Greatly enhanced distributor experience, full automation of channel sales tracking
E-Plus: Administrative costs to be cut 20% within 3 yearsE-Plus: Administrative costs to be cut 20% within 3 years
Channel Manager Home Page
Channel Marketing Funds – Performance Dashboard
Rediscover SAP CRMEnd-to-end Channel Marketing Funding SolutionRediscover SAP CRMEnd-to-end Channel Marketing Funding SolutionRediscover SAP CRMEnd-to-end Channel Marketing Funding Solution
Partner Home Page
Fund Checkbook View
Initiative Request for Funds
SAP is a Leader in the Partner Management tools market – SAP has steadily built out comprehensive functionality in the PM product. Most recently, the company has focused on improving usability and deepening support for strategic business processes as part of the SAP Business Suite.
William Band, Forrester Research, The Forrester Wave: Partner Relationship Management Tools, April 2007
““
Channel Manager Home PageChannel Marketing Funds – Performance DashboardFund Checkbook ViewPartner Home PageInitiative Request for Funds
What’s Next?SAP Can Help You Get There
Contact Nives Bauer at 866-374-9307 or
Click HERE to see SAP CRM’s Channel Marketing Funds solution in action – MDF, Co-op and more!
Executive Summary Marketing Success Sales Achievement Service Excellence
The most anticipated release in years, SAP CRM 2007 represents a dramatic advancement in functionality,
quality, and usability. SAP CRM 2007 is easy to use, solves real business problems, and makes the complex
simple. Take a closer look at the new product. You won’t be disappointed.
THINK YOU KNOW EVERYTHING THERE IS TO
KNOW ABOUT SAP CRM? THINK AGAIN.
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