Business Intelligence & Sales Productivity Stephen Cipolla & Marianne Trimble

Agenda Business Intelligence and Sales Productivity Introductions SAP BW Sales Reporting Review Time Distribution Survey CRM Shortcuts CRM Mobile App Quote Follow-Up changes (DCS only) Preview of C4C Q&A SP & BI / Stephen Cipolla & Marianne Trimble

} } Business Intelligence & The Data Iceberg Automated Interactive Dashboards Charts, Graphs, KPIs Insights & Tangible End results } Aka, the cool part of data visualization Business Process Requirements Organizing & Locating Data Sources Data Management & Storage ETL/API Structuring Data Database Design & Management Data Integration Data Governance Data Hygiene Non Tangible End Results } The non glorious reality of data visualization SP & BI / Stephen Cipolla & Marianne Trimble

Business Users making Informed Decisions Business Intelligence Process Flow (high level) Source Data ETL DWH } DWH Owner ETL/API Developer Data Modeler/Architect Raw Data Exists in various systems and tools Data is transformed and loaded into DWH BI Backend BI Frontends BI Portal Dashboard/Report Developers Data Analysts/Scientists Data Stewards { DWH Data is structured & augmented via BI applications Frontends are used for standardized report & dashboard creation All reports & dashboards are published via central portal Business Users making Informed Decisions { Business Users Business Analysts SP & BI / Stephen Cipolla & Marianne Trimble

SAP BW – Sales Invoices; IE only ERP Invoices POS Named POS Unnamed SPA Deductions NON POS POS SP & BI / Stephen Cipolla & Marianne Trimble

SAP BW – Invoice Delineation Logic U1 – Sold to Accounts assigned directly to you U2 – Sold to Accounts in which invoices flow to the territory of the zipcode of the Ship to Address U3 – Sold to IE Distributor revenue in which invoices flow to the territory of the zipcode of a reported POS line(on avg 30 days rear looking). Every POS commission based distributer is a U3. Special Rules & CCRs – POS Name based rules away from zipcodes SP & BI / Stephen Cipolla & Marianne Trimble

Sales Productivity = Efficiency X Effectiveness Time Distribution Survey Sales Productivity = Efficiency X Effectiveness Top Level Results Only 48% of the week is spent Selling Selling time; 16% is on technical & application support 23% of your time is on Customer Support 23% of your time is Administrative tasks Need to get to 66% of time spent on Selling Themes Least Productive Activities: Expediting, Order Follow Up, CRM Downtime Training Needs: In Depth Advance Training, Sales & Solution, CAD SP & BI / Stephen Cipolla & Marianne Trimble

Sales Productivity CRM CRM shortcuts CRM Mobile App More function Each sales team member must define at least three target customers with a minimum potential of $100K and put a in place to drive such a result. Select Top Customer flag, designating your Target Customer To be completed by February 7th CRM shortcuts More function Mass status change of Open Customer Visits Save search for Open Opportunities CRM Mobile App Download Mobile App Opportunities Maintaining Visits DCS only - Flagging Colocation Accounts for tracking – using Target Product Potential SP & BI / Stephen Cipolla & Marianne Trimble

New Quote follow up process: Sales Productivity Quotation Tracking DSC Team Only   New Quote follow up process: quotes below $500 will not be tracked quotations from $500 to $5,000 will be tracked by SDRs (= sales group of quote) quotations > $5,000 will be tracked by V1 SP & BI / Stephen Cipolla & Marianne Trimble

SP & BI / Stephen Cipolla & Marianne Trimble SAP Cloud for Customer “C4C” C4C versus CRM SP & BI / Stephen Cipolla & Marianne Trimble

SP & BI / Stephen Cipolla & Marianne Trimble SAP Cloud for Customer “C4C” C4C versus CRM Better work organization: Dates and reminders directly with the customer Quick Search capabilities Quick Links to activities, opportunities etc.. Modern presentation – your day in one C4C data dashboard view (customized to your needs) Enhanced Outlook Integration All customer information at a glance and in one system: Sales & Marketing perspective Access to the latest information on the customer at all times (e.g. field service visits, phone calls from the Sales team) Central storage place for customer documents in just one system: Important emails which should have been kept by the customer, Customer specifications, Purchase obligations/call agreements SP & BI / Stephen Cipolla & Marianne Trimble

Reminders Sales Productivity Customer Visits Opportunities To include KAM and System Consultants as attendees to their visits Visits must be marked as completed for it to count towards their target - use their mobile app Visits must have a Contact Person maintained To move away from selecting Courtesy Visit and Joint Sales calls as a reason; make sure to select a specific reason for the visit Opportunities Create opportunities as soon as you are aware and are working on them, don’t wait until we win or lose them No opportunity can move to a reason lost as Pricing without Brian being made aware in advance (IE Only) Maintain and act on the Concept Services Opportunities; consider those leads (IE Only) Assign System Consultants, Key Account Managers as parties involved either Attendee or To be Informed Clean up opportunities with no end date or end date in the past, keep the Sales Stage current SP & BI / Stephen Cipolla & Marianne Trimble

SP & BI / Stephen Cipolla & Marianne Trimble