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Sovanta sales companion_EN
- 2. Agenda
Business Challenges
How Sales Companion supports Sales Representatives to sell
more
Prepare customer meetings
Conduct customer meetings
Perform perfect follow-ups
Main Benefits
Solution Architecture
© sovanta AG, 2013
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Page 2
- 3. sovanta® Sales Companion – Business Challenges
Sales representatives are permanently under pressure to
achieve their sales targets
For best insight, they need a 360 degree view at their
customers and prospects at any time
They have to prepare, perform and follow-up customer
meetings
Admin activities for data maintenance should be reduced to a
necessary minimum but with excellent data quality
© sovanta AG, 2013
All rights reserved
Page 3
- 4. sovanta® Sales Companion – Convincing the customer
Solution Overview
Sales Companion supports field sales representatives with
their most important task: Convincing the customer
The app provides everything required to prepare and conduct
sales meetings and perform perfect follow-ups
Providing the right information and functionality, always in the
context of the respective customer, lead, opportunity and step
in the sales process
This includes data from many sources like
News Feeds, e.g. Google, Bing
Social Media, e.g. LinkedIn, Twitter
SAP CRM / ERP
Office Documents
Groupware (e.g. Microsoft Exchange)
Analytics
and others
© sovanta AG, 2013
All rights reserved
Page 4
- 5. sovanta® Sales Companion – Preparing customer meeting
Preparation
When preparing a meeting with a customer or prospect,
Sales Companion provides you a 360 degree view of the
latest situation:
Latest updates of meeting participants in social media
platforms like Twitter and LinkedIn
Calendar Information for the meeting (Exchange Calendar)
Up-to-date information from CRM about the customer
KPIs based on customer profile and several analytics
provided
by SAP HANA
© sovanta AG, 2013
Latest news about company visited
Presentations, product brochures, whitepapers, contract
templates and other documents
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Page 5
- 6. sovanta® Sales Companion – During the meeting
Conduct
During the meeting Sales Companion supports with:
Customer presentation right from the tablet computer
Look-up of required documents
Capturing notes and action items
Annotate documents and collaborate with your
sales back office
© sovanta AG, 2013
All rights reserved
Page 6
- 7. sovanta® Sales Companion – Follow-Up
Follow-Up
After the meeting, Sales Companion supports the
sales representatives with:
Creating a meeting report, also using speech to text
You can maintain the CRM system by doing only a few
taps, due to the fact that most part of maintenance is
automatically done by preparing the customer meeting
Leveraging all information presented
© sovanta AG, 2013
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Send documents e.g. presentations directly to
customer by e-mail
Save presented documents in CRM system
to ensure good data quality
Page 7
- 8. sovanta® Sales Companion – Main Benefits
For the Business
Improved productivity of field
sales representative
Whenever data retrieval can be automated,
Sales Companion does it
Increasing sales
through improved information access and
proactive cross-selling proposals based on
customer preferences
Proactive decision support and detailed
insights through the combination of mobile
technology, SAP HANA and social networks
Higher customer satisfaction through better
information
Leading to improved CRM data quality
through higher engagement of sales
representatives and the tight integration with
social media. It is e.g. possible to update CRM
leveraging information from LinkedIn or
Twitter.
Better coordination of sales activities,
through an optimal overview
The app is easy extensible and customizable
to your specific requirements and contents
© sovanta AG, 2013
For the IT
sovanta® Sales Companion App is easy
extensible and customizable to your specific
requirements:
- Customizable widgets
- The array of the widgets is customizable
to your sales processes
- Contents are easily expandable with
new widgets
- Colour adaption of the app UI
Flexible deployment options
There exist 3 architecture and deployment
options:
- via Gateway
- via SMP On-premise
- via SMP Cloud
Usage of your SAP security and authorization
concept
Native built application for all your
business device platforms
For iOS (available) and Windows 8 (Q4/2013)
For the End-Users
High User-Experience
The user-friendly interface is optimized
according to your sales processes and
specific requirements
Simple and intuitive usage
No training required
Reduced time and effort for
maintain CRM-System
More time to concentrate on the essential,
which are Sales activities that convince
the customer
Everything needed in one application,
sovanta® Sales Companion provides a perfect
360° overview about customers, leads,
opportunities, contacts and events
Collaborate with your back office
Higher flexibility, because you can send and
annotate documents and information at
every time and everywhere
sovanta® Maintenance Service & Support
sovanta will maintain all upcoming iOS and
Windows 8 releases and supports you in all
your IT issues:
- Implementation and Configuration of the
Sales Companion Add-on
- Implement your Mobile Platform
- Advisory for your Mobile Devices Strategy
- Mobile Device Management
All rights reserved
Page 8
- 9. sovanta® Sales Companion – Info Center
Info Center provides overall
information for sales reps
at a glance, always in the context of
your customers, your opportunities
and your contacts:
Alerts
Events
News
Social Media Updates
Opportunities
Sales Performance
To-Dos
© sovanta AG, 2013
All rights reserved
Page 9
- 10. sovanta® Sales Companion – Meetings
Get an overview of your upcoming
Meeting combining your
MS Outlook Calendar
SAP CRM Calendar
Link customer meetings to the right
customer and opportunity in CRM
All your meeting information will be
maintained in the CRM system by
doing only two taps
© sovanta AG, 2013
All rights reserved
Page 10
- 11. sovanta® Sales Companion – Customers
The Customer List shows all your
customers and important customer data
On the Customer Details you get a full
overview of the customer including:
Master Data
KPIs
Social Media
News Feeds
Key People at the customer
Business History
Open Orders
Escalations
© sovanta AG, 2013
All rights reserved
Page 11
- 12. sovanta® Sales Companion – Leads
The Lead List gives you an overview
about your leads
In the Lead Details view you see all
information about your lead:
Master Data
Information e.g. lead source
Contacts
Activities
© sovanta AG, 2013
All rights reserved
Page 12
- 13. sovanta® Sales Companion – Opportunities
The Opportunity List shows all your
opportunities and gives you a preview
of the most important key figures
On the Opportunity Details you get a
full overview including:
Master Data
Product Basket
Product Catalog
Activities
Buying Center
Sales Team
Competitors
Key People at the customer
You can easily update opportunity data.
Everything will be automatically
maintained in the CRM system.
© sovanta AG, 2013
All rights reserved
Page 13
- 14. sovanta® Sales Companion – Contacts
The Contact List is your address book
with your CRM contacts.
You get a full view over your contact in
the Contacts Details:
Contact Information
Map
Social Media
News Feeds
Additional Information
© sovanta AG, 2013
All rights reserved
Page 14
- 15. sovanta® Sales Companion – Documents
In Documents you can present all
relevant sales documents, such as
created presentations, videos and
images.
The app is connected to your company
fileserver and therefore, the data is
always synchronized.
You have a flexible and freely definable
folder structure including:
Document preview
Offline mode – Access documents
even without the Internet when you
are at the customer
Annotation feature – Add comments
and notes to your sales documents
and collaborate with your back office
Send files directly to customers
by e-mail
Search for and within documents
© sovanta AG, 2013
All rights reserved
Page 15
- 16. sovanta® Sales Companion – Settings
Get an overview of your Settings of
the app:
Application Settings
Connected Social Media Accounts
e.g. Twitter, LinkedIn
Document Server Configuration
© sovanta AG, 2013
All rights reserved
Page 16
- 17. sovanta® Sales Companion – Architecture and Deployment Options
1)
Direct Connection via
Gateway
Tablet
2)
Connection via SMP onpremise
Tablet
3)
Connection via
SMP Cloud
Tablet
SMP
on-premise
SAP NW
Gateway 2.0
SMP
Cloud
SAP NW
Gateway 2.0
SAP NW
Gateway 2.0
SC Add-On
SC Add-On
SAP CRM
© sovanta AG, 2013
SC Add-On
SAP CRM
SAP CRM
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Page 17
- 18. sovanta® Sales Companion – Architecture (Details)
Frontend
iOS App
Win8 App (Q4/2013)
SAP security and
authorisation concept
Mobile
Device
Connection
Connection
Three deployment options
Backend
SAP CRM 7.0
SC Add-on
SAP HANA Analytics
(optional)
SAP Groupware
Integration
(MS Exchange)
Document
Management System
(e.g. MS Fileserver)
© sovanta AG, 2013
SC Add-On
SAP CRM
Groupware
Office
Documents
All rights reserved
SAP
HANA Analytics
(optional)
News
Feed
Social
Media
Page 18
- 19. sovanta® Sales Companion – Extensibility
Extensibility
Colours can be adapted to your CI/CD guidelines
Appearance of Widgets is customizable
Content can be extended with new Widgets
© sovanta AG, 2013
All rights reserved
Page 19
- 20. sovanta® Sales Companion – Colour Adaption
The colours of the sovanta® Sales Companion App can
be adapted to your CI/CD guidelines
© sovanta AG, 2013
All rights reserved
Page 20
- 21. sovanta® Sales Companion – Colour Adaption
Examples for Windows 8 CI/CD colour adaption
© sovanta AG, 2013
All rights reserved
Page 21
- 22. sovanta® Sales Companion – Widget-Customizing
The display of contents and widgets can be completely
customized
b
a
© sovanta AG, 2013
All rights reserved
Page 22
- 23. sovanta® Sales Companion – Modular Composition
The array of widgets can be easiliy optimized according to your
company‘s requirements and processes
© sovanta AG, 2013
All rights reserved
Page 23
- 24. sovanta® Sales Companion – Extensibility
Contents of the app are easily expandable with widgets, which display
your company-specific data and information.
© sovanta AG, 2013
All rights reserved
Page 24
- 25. Business App | sovanta® Sales Companion
sovanta® Sales Companion supports field sales representatives with their
most important task: Convincing the customer
The app provides everything required to prepare and conduct sales
meetings and perform perfect follow-ups
Providing the right information and functionality, always in the context of
the respective customer, lead, opportunity and step in the sales process
This includes data from many sources like
News Feeds, e.g. Google, Bing
Social Media, e.g. LinkedIn, Twitter
SAP CRM / ERP
Office Documents
Groupware (e.g. Microsoft Exchange)
Analytics
and others
Benefits:
Improved productivity of field sales representative during their most
critical tasks. Whenever data retrieval can be automated,
sovanta® Sales Companion does it.
Increasing sales through improved information access and proactive crossselling proposals based on customer preferences.
Leading to improved CRM data quality through higher engagement of sales
representatives and the tight integration with social media. It is e.g.
possible to update CRM leveraging information from LinkedIn or Twitter.
Proactive decision support and detailed insights through the combination
of mobile technology, SAP HANA and social networks.
© sovanta AG, 2013
All rights reserved
Page 25