The Perfect Store Execution (Picture of Success) allows manufacturers of consumer goods to deliver the right product, in stock, at the right time, with flawless store visit execution. For more from SAP Hybris, please visit us at: https://www.hybris.com/en/

1. Simon Dechent
Global Market Development
SAP Hybris Sales Cloud
SAP HYBRIS
THE CONNECTED FRONT OFFICE SUITE
February 8th 2018

2. THIS IS NO LONGER
YOUR CUSTOMER’S
JOURNEY.
AWARENESS
INTEREST
DESIRE
ACTION

3. CUSTOMER’S JOURNEY

4. ACTION
ACTION
DECISION
DECISION
INTEREST
AWARENESS
USE
ADVOCACY
ADVOCACY
USE
CHANGE
ADDRESS
MAKE
PAYMENT
DISCOVER
NEED
RECEIVE
OFFER
RESEARCH
SHOP &
BUY
TRACK
ORDER
RECEIVE
PACKAGE
SETUP
PHONE
POST
REVIEW
JOIN
GROUPS
MISSING
ITEM
NETWORK
ISSUE
PHONE
DAMAGE
TERMINATE
SERVICE
BILLING
ISSUE
RECEIVE
OFFER
REFER
FRIENDS
RESTART
SERVICE
WEB
PRINT
DIGITAL
ADS
WORD OF
MOUTH
SOCIAL
TV
RETAIL
STORE
WEB
SHOP
REVIEWS
SEARCH
KW/ADS
CONTACT
CENTER
WEB
SHOP
EMAIL
SOCIAL
RETAIL
STORE
WEB
SHOP
CONTACT
CENTER
CONTACT
CENTER
RETAIL
STORE
CONTACT
CENTER
CONTACT
CENTERSOCIAL
WORD OF
MOUTH
SOCIAL
EMAIL
SUPPORT
PORTAL
?
SUPPORT
PORTAL
?
BRANDED
COMMUNITY
?
CUSTOMER’S JOURNEY

5. INFINITE
POSSIBILITIES

6. HOW DO YOU
ENGAGE THE
INDIVIDUAL?

7. VISION & STRATEGY

8. 8© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
LEGACY SALES
APPLICATIONS,
INTEGRATION CHALLENGES,
AND DATA SILOS MAKE
PUTTING THE CUSTOMER AT
THE CENTER IMPOSSIBLE
TODAY.
8
CRM. EXCEL. MOBILE. CMS. ERP. ETC.

9. 9© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Attacking the Core of the Problem!
9
CRM. EXCEL. MOBILE. CMS. ERP. ETC.

10. 10© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Experience Management
Platform, infrastructure, integration
Commerce Marketing Service Sales
Web In-store/
Branch
Contact
Center
Digital
Goods
Marketplaces IoT Social
Media
Text/Noti-
fications
Search
KW/Ads
Digital
Advertising
E-mail Printing Agent ToolsMobile
Revenue
Data Management
Customer | Product
The simplified front office with SAP Hybris

11. Simon Dechent
Global Market Development - SAP Hybris Sales Cloud
Winning the In-Store Experience with SAP Hybris
Sales Cloud

12. 12PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
THE SIMPLIFIED FRONT OFFICE
WEB IN-STORE/
BRANCH
CONTACT
CENTER
DIGITAL
GOODS
MARKET-
PLACES
IOT SOCIAL
MEDIA
SMS/
NOTIFICATIONS
SEARCH
KW/ADS
DIGITAL
ADVERTISING
E-MAIL PRINTING AGENT
TOOLS
MOBILE
EXPERIENCE MANAGEMENT
Sales and TradeCommerce MarketingService Revenue
PLATFORM, INFRASTRUCTURE, INTEGRATION
DATA MANAGEMENT
CUSTOMER | PRODUCT | ORDERS
MICROSERVICES
CREATE | EXTEND | MARKET

13. 13PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Challenges in Consumer Products Industry
28%Lack smart
recommendations to
reduce out of stocks*
25%Lack tools and real-time
information to make
business decisions*
* Source: Barrier to effective Retail Execution: Consumergoods.com, November 2012
20%Lack visibility to product,
price, promotion and
placement*
Engaging entire path to purchase
Reaching consumers across channels
Repeat purchases and brand loyalty
Build volume, maximize revenue & profitability
Maximize overall spend & mitigate lost sales
Deliver high service levels

14. 14PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ

15. 15PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ

16. 16PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ

17. 17PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ

18. 18PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Inability to leverage best
practice business
processes at the retail level
Incompliant retail stores Inability to monitor
compliance of product
distribution, plan-o-grams,
trade promotions
Poor return on brand and
promotion investments
Paper based and not
integrated systems
Incomplete sales decision-
making
Lost revenue and customer
loyalty
“Perfect Store Execution” Challenges

19. 19PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ

20. 20PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ

21. 21PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ

22. 22PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ

23. 23PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ

24. 24PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ

25. 25PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ

26. 26PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ

27. 27PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ

28. 28PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Sales Operations &
G2M
Service Technicians
Sales & Territory
Management
Key Account Manager
Service Management,
Service Agents, Call
Center, Customer
Service
Retail Sales
Representative &
Merchandiser
Different users one solution

29. 29PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
• Territory planning
• Survey and priority planning
• Headquarter route and visit
planning
• Content and picture
Assignment
• Drive priorities in store
• Product-/ competitor product audit
• Store-/ shelve checks
• Imaging Intelligence NEW
• Promotional activities and documents
• Manage and install POSM
• Orders management (Including Pricing)
• Asset check and service
• Collections
• Visit summary and next visit planning
• Audit analytics
• Survey results and scoring
metrics
• Perfect store analytics
PERSONAS:
Sales Operations, Sales Management, Key Account Management (KAM)
Sales Representative/Merchandiser or KAM
Analytics
Preparation
Execution
Planning • 360-degree store view
• Order history
• Visit task and audit preparation
• Check past notes and results
• Check content and pictures
• Check store performance
SAP Hybris Sales Cloud
Retail Execution

30. 30PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Retail Execution Vendor Panorama
“SAP Hybris continues shows more focus in retail
execution than ever before and the momentum has
followed with an incremental 25,000 users since our last
report. We have not previously found SAP offerings to be
on par with best-of-breed but can honestly say that such
is now the case”.

31. 31PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Success Story - Alfanar
Success Story - Bose US
Success Story - Aryzta
Success Video – Royal Cup
Some Customer References

32. 32PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
SAP UX 2.0 & REX Outlook

33. 33CUSTOMER© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Real-Time Analytics
• Dashboards & forecasting
• Configurable custom reports
• Account 360
• Mash-ups with SAP BW and SAP
BusinessObjects
Lightning fast
• In-memory based database
• Fast searches
Groupware Integration
• Full-featured with 2-way sync
• Support for Microsoft Outlook and
Lotus Notes
Integration
• Pre-built integration to SAP ERP, SAP CRM, SAP BW, SAP JAM,
InsideView, Xactly, and more
• Mashups with most other apps
Manage New Business
Collaboration & Social
• Feeds, followers, and @mentions
• Internal, customers, partners
Modern User Interface
• UX designed for 21st century
• Google like searches
• Intuitive, game-like image capture interface
• Lead management
• Opportunity management
• Quotation management
• Activity management
Mobile
• Complete mobile apps, no extra cost
• Multi device support through HTML5 based mobile app
Extensibility
• Extend custom fields once and use them in all
devices
• Sophisticated key user tools
Retail Execution
• Visit administration
• Plan and schedule visits
• Calendar management
• Surveys and product audits
• Activities and tasks
• Competitor audits
• Survey and audit insights
• Collections
• Imaging Intelligence NEW
• Active and future campaigns / promotions
• Review action item from previous visit
• Order entry and history
SAP Cloud for Customer for Consumer Products
HIGHLIGHTS

34. 34CUSTOMER© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Summary…
Enabling the ‘Perfect Store’ with SAP Hybris Sales Cloud
Win at the shelf and around it(1)
1) Winning At & Around the Shelf: The Top 5 Retail Execution Strategies for 2015
Deliver the right products at the right
time at the right price
Maximize revenue through increased
on-shelf availability
Flawless in-store execution
Simplify data, processes, and
decisions to maximize efficiency
Enhance the consumer’s shopping
experience

35. Kontakt Informationen:
Simon Dechent
Global Product Management
SAP Hybris Cloud for Customer
simon.dechent@sap.com
+49 151 53858929
Thanks.

36. 36CUSTOMER© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Legal disclaimer
The information in this presentation is confidential and proprietary to SAP and may not be disclosed without the permission of SAP. This
presentation is not subject to your license agreement or any other service or subscription agreement with SAP. SAP has no obligation to pursue
any course of business outlined in this document or any related presentation, or to develop or release any functionality mentioned therein. This
document, or any related presentation and SAP's strategy and possible future developments, products and or platforms directions and
functionality are all subject to change and may be changed by SAP at any time for any reason without notice. The information in this document
is not a commitment, promise or legal obligation to deliver any material, code or functionality. This document is provided without a warranty of
any kind, either express or implied, including but not limited to, the implied warranties of merchantability, fitness for a particular purpose, or non-
infringement. This document is for informational purposes and may not be incorporated into a contract. SAP assumes no responsibility for
errors or omissions in this document, except if such damages were caused by SAP´s willful misconduct or gross negligence.
All forward-looking statements are subject to various risks and uncertainties that could cause actual results to differ materially from
expectations. Readers are cautioned not to place undue reliance on these forward-looking statements, which speak only as of their dates, and
they should not be relied upon in making purchasing decisions.
This presentation and SAP‘s strategy and possible future developments are subject to change and may be changed by SAP
at any time for any reason without notice. This document is provided without a warranty of any kind, either express or implied,
including but not limited to, the implied warranties of merchantability, fitness for a particular purpose, or non-infringement