2. It’s time to get Personal – Customer Engagement and Commerce for the Chemical Industry Frank Kochendoerfer, Qnovate SESSION CODE: CH966

3.  Customer Engagement and Commerce portfolio specifically designed for the chemical industry  Examples:  Chemical sample management process  SAP Cloud for Sales and SAP Mobile Documents solution integration  hybris for the chemical industry  Solution Benefits LEARNING POINTS

4. CUSTOMER ENGAGEMENT CHALLENGES Customer Profitability Multiple Sales Channels 360 Degree Customer Visibility Product Information Mobile Sales Customer Segmentation Customer Self-Service ‘Consumerization’ of Sales Key Performance Indicators Up-to-Date Documentation Online Sales

5. SUCCESSFUL SALES STRATEGIES… Times are changing… In the new economy, the sales person has undergone a transformation. Interactive technology, real-time data and online ordering (among other things) have dramatically changed what it takes to win in sales. Chris Westfall, Jul. 2011 in Blog, Business, Sales & Marketing

6. CUSTOMERS ARE MORE DEMANDING Changing Customer Demand across all Industries Cost pressure Product commoditization Global sourcing easier than ever Ease of doing business Cost pressure Correct and up-to-date information ‘Consumerization’ of services Speed of doing business

7. CUSTOMERS HAVE CONTROL OF THE RELATIONSHIP Increasing expectations More open to change Empowered customers Greater choice Buying process impacted by mobile technology, social networks and access to information Global players eager to win new business Willing to move their business for the smallest of reasons Demand contextual, consistent and relevant experiences

8. WHICH BRINGS US BACK TO THE CHALLENGES Customer Profitability Multiple Sales Channels 360 Degree Customer Visibility Product Information Mobile Sales Customer Segmentation Customer Self-Service ‘Consumerization’ of Sales Key Performance Indicators Up-to-Date Documentation Online Sales

9. HOW TO TURN CHALLENGES INTO ADVANTAGES?

10. PROFITABILITY BASED CUSTOMER ENGAGEMENT Customer Profitability Multiple Sales Channels 360 Degree Customer Visibility Product InformationMobile Sales Tools Customer Segmentation Customer Self-Service ‘Consumerization’ of Sales Key Performance Indicators Up-to-Date Documentation Online Sales

11. OMINI-CHANNEL CUSTOMER ENGAGEMENT SOCIAL & PREDICTIVE ANALYTICS SAP HANA AS CUSTOMER ENGAGEMENT PLATFORM INDUSTRIES SALESSERVICECOMMERCEMARKETING WEBMOBILE MARKET PLACE DIGITAL GOODS POS INTERNET OF THINGS CONTENT CENTER MARKETING CHANNELS SOCIALEMAIL CALL CENTER Consistent, end-to-end User Experience across channels & devices

12. PROFITABILITY BASED CUSTOMER ENGAGEMENT Customer Profitability Multiple Sales Channels 360 Degree Customer Visibility Mobile Sales Tools Customer Segmentation Customer Self-Service Key Performance Indicators Online Sales hybris B2B Commerce SAP Analytics SAP Cloud for Sales Documentation/Information

13. CEC SOLUTION FOR THE CHEMICAL INDUSTRY SAP Analytics Cloud for Sales hybris B2B Commerce Profitability Analysis Customer Segmentation Sample Analytics Sample Management Mobile Doc Integration Sample Orders Document Integration

14. DEMO – CLOUD FOR SALES FOR CHEMICALS Cloud for Sales Sample Management Mobile Doc Integration

15. DEMO – B2B COMMERCE FOR CHEMICALS hybris B2B Commerce Sample Orders Document Integration

16.  Customer Engagement Solution specifically designed for the chemical industry  End-to-end coverage of critical customer-facing sales processes  Highly efficient, transparent and easy to use solution KEY LEARNINGS

17. QUESTIONS AND ANSWERS

18. STAY INFORMED Follow the ASUGNews team: Tom Wailgum: @twailgum Chris Kanaracus: @chriskanaracus Craig Powers: @Powers_ASUG

19. THANK YOU FOR PARTICIPATING Please provide feedback on this session by completing a short survey via the event mobile application. SESSION CODE: CH966 For ongoing education on this area of focus, visit www.ASUG.com