Demo Script. Products Classification: Internal and for Partners. SAP Business ByDesign Reference Systems. Version:

Transcription

1 Demo Script - Products Classification: Internal and for Partners Version: SAP Business ByDesign Reference Systems

2 Disclaimer This demo script is based on the ByD Reference System for the Almika model company. There are several country versions of the Almika ByD implementation available. The content is similar but deviates especially with respect to language support, names and object descriptions. Sample data used in this demo script relates to the US country version for other country versions different data samples might be relevant. A prerequisite for being able to fully understand this demo script and run the demo, is a sound system knowledge on SAP Business ByDesign. General assumption is that you are familiar with the Learning Center content available in your ByD system at: Home Self-Services Learning Center. Although the script has been tested carefully you might nevertheless encounter different system behavior when running a demo in an actual Almika demo tenant. Release Statement This version of the demo script is released for the following country versions of the ByD Reference System for the Almika model company: US United Stated, as of demo release ByD 1705 DE Germany, as of demo release ByD 1705 UK United Kingdom, as of demo release ByD 1705 FR France, as of demo release ByD 1705 AT Austria, as of demo release ByD 1705 CH Switzerland, as of demo release ByD 1705 NL Netherlands, as of demo release ByD 1705 CA Canada, as of demo release ByD 1705 MX Mexico, as of demo release ByD 1705 AU Australia, as of demo release ByD 1705 CN China, as of demo release ByD 1705 IN India, as of demo release ByD 1705 The demo release basically is determined by the time when the demo tenant has been provisioned for demo usage, a demo tenant provided between mid of March and mid of June 2018 is part of the demo release ByD As of demo release ByD 1802 the release status of your ByD demo tenant can be identified in the Company-Specific-Help: You can find a help entry ByD <nnnn> Demo Guides <CC> under Help Company-Specific-Help. <nnnn> specifies the demo release of your ByD demo tenant, e.g released in February <CC> specifies the country version of your demo tenant, e.g. US Almika US country version. The version-controlled demo guides provided in this help entry match to the demo release and the country version of your ByD demo tenant. Please be aware that the demo guides are not specific to the country version, only the version of the demo guide is specific to your ByD demo tenant. Document Version:

3 Table of Content 1 Demo Script Overview Demo Overview Demo Focus Note on the General Demo Theme Intended Audience Protagonists Business Pain Points Key Messages and Value Proposition Story Flow Summary Technical Requirements System Access Information User Accounts Demo Steps Prerequisite Sales Process: From Marketing to Sales Home Page Personalization Review Lead Information Review Account Information Create an Opportunity from a Lead Create a Follow-Up Task Check Document Flow (1) Create Sales Quote Perform ATP Check Create Sales Order from Sales Quote Check Document Flow (2) Summary Scenario Quick Guide and Key Master Data Sales Process: From Marketing to Sales Document Version:

4 1 Demo Script Overview 1.1 Demo Overview Demo Focus This demo script outlines the highlights of SAP Business ByDesign in a CRM focused business scenario and shows you how to demo these capabilities along with their benefits and how to deliver proof of these value propositions in your demo. In this demo you will go through a sales process to show the capability of covering a whole end-to-end process with this solution. The key features that are part of this demo will help to prove the value statements for this solution. These value statements are all related to ByDesign s product general key features of Transparency, Adaptability and Efficiency. These three tenets lay the foundations of Profitability and Growth, which are the main pillars of any business. In the demo, you will present the ByDesign system from the perspective of the sales manager Bob Menson and will demonstrate how he: Creates a lead Takes a look at an opportunity Converts that opportunity into a quote and then finally over into a sales order Note on the General Demo Theme When you give an overview of SAP Business ByDesign, it is essential that you elucidate your audience about the overall value propositions of this solution with regard to the guiding principles of running an enterprise, that is, Profitability and Growth. In your demo, focus on the strengths of ByDesign and show how the solution supports the principles of growth and profitability by providing: Transparency Efficiency Adaptability So, each of these features and capabilities are ultimately linked to and in one way or another supports the ultimate principles of Profitability and Growth. To provide some proof of the transparency that ByDesign offers, you will demo embedded analytics and full document flow. You will point out that this helps to make better business decisions to improve profitability. Consider starting your demo capturing a sales order using the Active Sales App on your ipad. This app proves that (also) salespeople have a very simple way in using ByDesign in CRM/OtC from their mobile device. To demonstrate how ByDesign boosts efficiency, you can show how SAP has integrated best practices into the system, which includes the integrated business task management, and which helps to improve collaboration and control of your transaction flows. This efficiency concept addresses both profit and growth. To provide evidence of the adaptability of ByDesign, you can explain how you can implement the parts of the system you need today and add more functionality later. Point out that you can also configure the system to tailor the best practices to your environment and demonstrate that each user can personalize the system to meet their specific needs. Again, adaptability helps customers to streamline operations, so that they can address both improving profitability and configure the system for different needs as they grow. 1.2 Intended Audience SAP internal: Document Version:

5 Pre-Sales Executives, Pre-Sales Solution Advisors Specialist sales ByDesign SAP external: CEO, CIO, Sales Management 1.3 Protagonists The main character of this demo story is Bob Menson, who is a sales manager, and the demo story will take you through typical tasks of his daily routine. 1.4 Business Pain Points Lack of visibility to the sales pipeline Leads lost, or not followed up by sales Customer information not available in one centralized place Sales people and managers do not know the status or next steps required for an opportunity 1.5 Key Messages and Value Proposition Grow the Business identify customer needs to maximize business opportunities Ensure Profitability reduced time to cash through integration to logistics and financials Stay Customer Centric ensure customer focus Overview Give one view of end-to-end sales and marketing processes Ensure commitments and profitability through integration to supply chain and financials Ensure true customer centricity through a complete and consistent view of all information Key Features and Associated Benefits In-Built Task Management Gives complete visibility to next steps through the sales cycle In-Built Analytics Gives complete visibility to the sales pipeline, and highlights exceptions Complete tracking of the Marketing-to-Sales process Helps measures the effectiveness of marketing activities Document Version:

6 1.6 Story Flow Summary The marketing employee can create an opportunity as a follow up document from a lead. All relevant information from the lead is taken over to the opportunity automatically. An opportunity can also be copied from an existing opportunity or created without any preceding document. The main process steps in this demo scenario include the following steps: Review Lead Information Create an Opportunity from a Lead Create a Sales Quote Create a Sales Order from a Quote 2 Technical Requirements 2.1 System Access Information To run the demo, you need access to a ByD demo tenant for the Almika model company, which is available in different country versions. 2.2 User Accounts The following user accounts for ByD Almika implementation are to be used to run the demo: Predefined User (Role) Password Component SALES01P Welcome1 SAP Business ByDesign Document Version:

7 3 Demo Steps Prerequisite There must be a lead for the account Silverstar Wholesale Corp because this is the basis for this sales process. Create one if necessary. Description: New Plant Equipment Qualification: Hot Status: Handed Over Category: Prospect for product sales Source: Trade Fair 3.2 Sales Process: From Marketing to Sales Home Page Personalization What to say Introduction You are logged on to ByDesign as sales manager Bob Menson (SALES01P) and are on the ByDesign Launchpad page. This Launchpad can be heavily personalized. Bob has personalized the layout of his home page to meet his particular job requirements in Marketing and Sales. This means he has included business analytics on this page so he can see the developments and figures he is most interested in as soon he has logged on. Sales Order Volume (by accounts and sales volume) Services - Ordered, Confirmed, Invoiced (sales orders) Opportunity Pipeline Using the workcenter view on the left side of the screen, Bob has access to the Marketing Work Center as well as to the New Business and Sales Orders Work Center because his daily tasks cover both areas. Key Features and Advantages Over 500 embedded analytics (reports, dashboards, KPIs) are available in ByDesign out of the box Different view options for each of these reports (charts, tables, or both combined) Reports can be viewed on any device Reports can be adjusted to own needs (Note: use the Business In Focus app to showcase this) Value Statement Provide deep insights into activity and business performance through real-time dashboards Gain real-time and accurate visibility into marketing performance, sales pipeline and forecasts Document Version:

8 3.2.1 Home Page Personalization What to Do Explain the use of My Launchpad: Easy drag and drop of tiles onto it Grouping and naming tiles allowing for personalization Adding groups Select Home Work Center from the Work Center navigation on the left Explain the layout of Bob s home page and the adaptability capabilities. Show how items from the Work Center view can easily be added to your Launchpad Show the Marketing and New Business Work Center and outline some of the tasks that Bob performs here. What you Should See Bob s My Launchpad page visible at login. Click on the top left three lines to open the Work Center navigation: Document Version:

9 3.2.1 Home Page Personalization Click Home Clicking the three lines in the top left will hide the Work Center navigation. Document Version:

10 3.2.1 Home Page Personalization Bob s Home page. Don t forget to scroll down to show and explain the real-time reports and analytics Review Lead Information What to Say Introduction Bob is going to walk through a lead, an opportunity, a quote, and then, generate a sales order. Bob starts these activities in the New Business Work Center, in the Leads overview, which shows a work list of all leads in the system. Bob is first checking some additional information that has been attached to the record of this lead, which includes a phone call and an about the product details. Key Features and Advantages All marketing activities associated with the lead creation are available to the lead owner Relevant information helps the lead owner to better qualify the prospect Complete view of all customer information and history is available from the customer 360 view Value Statement Supports the efficient management of lead qualification, time and effort is not wasted on non-qualified leads Document Version:

11 3.2.2 Review Lead Information What to Do Click Work Center New Business Leads and show the Leads Overview In the Leads overview table, click on the lead with the title New Plant Equipment Here, you can see basic information such as the account and address, web site, primary contact within the account, just a brief description about the lead, status information, and classification information. These are just the basics about the lead that you may need. There is also information on activities related to that particular lead; for example, there was a phone call to validate the budget and timeline and containing information about the product details Click the hyperlink related to the phone call to show the details about that particular phone call Document Version:

12 What you Should See Enter the Leads Overview screen using the Work Center navigation. (Note: consider adding this Overview on your Launchpad by clicking the start/plus icon this allows direct access from your Launchpad) Click the Lead 369. Scroll down to see the activities and the Phone call details Document Version:

13 3.2.2 Review Lead Information Review Account Information What to Say Introduction Before Bob accepts this lead, he decides to take a look at the account overview for Silverstar Wholesale Corp. In the account overview, he discovers a public note by the CEO, which states that the credit limit for this customer will be increased to $ the following month. He then checks the sales information for this account. Document Version:

14 3.2.3 Review Account Information Key Features and Advantages Sticky Notes Sticky notes allow you to adapt the system to capture the kinds of information that are useful for accomplishing your tasks Sticky Notes and business tasks management allow collaboration across the entire enterprise You can attach sticky notes to specific tasks You can use the enterprise search to find record that you put sticky notes on to make it very easy for you to access that information, answer questions to your customers, provide good customer service Value Statement Boost sales efficiency by effectively collaborating with internal communication What to Do Corporate account overview In the Lead Overview, click on the account Silverstar Wholesale Corp to see the 360 degree view of this account Document Version:

15 3.2.3 Review Account Information Show the type of information the Accounts Overview provides in the overview and in the detailed views. General tab displays basic account information including data such as address, contacts, relationships, responsibilities, etc. More detailed information on tab pages Sales, Service and Financials. For example, the Sales tab provides information on quotes, leads, sales orders, and opportunities. Remember to explain/show that ByDesign gives a truly 360 degrees view on your account from several dimensions! Accepting a Lead can be done in the Lead Overview by selecting the lead (marked dark blue in the screenshot below) and then selecting one of the three options in the Accept button. Document Version:

16 3.2.3 Review Account Information Sticky Note If the Public Note is not displayed in the Corporate Account Overview, click on the context menu of the sticky notes icon in the upper right screen area and select Restore all Notes. Point out that you can use the enterprise search to find records with sticky notes. Explain the sticky notes feature and concept (private notes and public notes). Show how to hide and restore them, how to create a note. Document Version:

17 What you Should See Corporate Account Overview NOTE: Consider expanding this Account Overview screen using some relevant mashups. Creating URL or HTML mashups, as well as making changes to screens and activities which can be carried out by ADMINISTRATION01 user only. Please refer to the explanatory videos on how to make mashups. An example result is shown below: Document Version:

18 What to Do Next Explain the business story to introduce the next feature: On the Sales tab, you can see quotes. This means Bob has got a couple of quotes. He also sees several other opportunities. He wants to create a new clarification request and send that over to the CEO and ask whether there is any way we could move that credit limit update forward, so that we could go ahead and get these orders in a little bit quicker. In the Account Overview (Sales tab), click New Clarification Request - just to show where you would normally create it. No need to actually create it for this demo. Continue business story: Bob decides that, for now, to drill down and to take a look at the details under View All, so that he can see more information about the contacts within the accounts. Click View All, then click the Contacts tab. Bob sees that there s only one contact that s been identified (Frank Sent) but you can have as many different contacts as you want to within the organisation. Click Communication (tab) Collaboration. Explain that here, you can keep track, for example, of how the contacts of your account want to communicate; what kind of collaboration they would like to have - for receiving their sales quote, for example. Whether they want to get that via , fax, printer, etc. On the Communications tab, point to Contact Hours and comment on that view (What are the contact hours when they would like to be contacted? Any notes and attachments about the account.) So, Bob can see everything he needs to know about this account Create an Opportunity from a Lead What to Say Introduction After Bob has reviewed the lead information, he wants to accept this lead and creates a follow-up opportunity from this lead. Key Features and Advantages Follow-up functionality creates the process flow between the lead and opportunity. Information from the lead is automatically copied to the opportunity, no re-keying is required. Gives complete visibility to all steps of the sales cycle. Value Statement Conversion rate analytics help measure the effectiveness of marketing spend. What to Do In the Lead Overview, click Follow-Up Opportunity. Document Version:

19 3.2.4 Create an Opportunity from a Lead You can see that the system copies the account and customer information from the lead over into the opportunity and it gives you some more information now, for example, the sales cycle, and the phase. A new opportunity is created using all relevant information captured in the Lead Change the pipeline status of the sales phase from Identify Opportunity to Quotation. Document Version:

20 3.2.4 Create an Opportunity from a Lead As you are doing that, the forecast for the chance of success changes from 10% to 60%. In the Expected Value field, enter 1,000 USD (this is the value Bob expects to earn, not the accumulated value of the services and/or products and their respective selling prices). In the Items section, enter a product that this customer is interested in; in this case, this is the Gas Boiler Combi 75 P Point out to your audience that the system brings in the price automatically from a price list as you enter the product. Start typing the word Gas and automatically a popup appears with the products containing these letters in their name. Explain to your audience that ByDesign has this auto expand feature everywhere enabling users to quickly find the information they need without having to do complex searches. The product and its default quantity (1 each) and price are now selected: Save the new opportunity. A message at the bottom left corner of your browsers will show the successful creation of the opportunity. Document Version:

21 3.2.4 Create an Opportunity from a Lead What you Should See Saved Opportunity Create a Follow-Up Task What to Say Introduction In this step, you will go in to the View All view of this opportunity and create a follow-up task. In the detailed view, you can see the same information as before but there are additional details, for example under Sales Activities. One of the follow-up activities that is recommended as a best practice is to organize reference visits or in this demo to develop a solution proposal. You will select this task and assign it to a processor; in this case this is yourself, Bob Menson. You will receive this task in your business task view on the Home page, and depending on your configuration-, also as an in MS Outlook. Then you might have an relative to this opportunity that you can send back over and attach to the ByDesign system. You can do that from within Microsoft Outlook. Highlight that with ByDesign s built in CRM capabilities, companies can implement their way of developing/managing an opportunity. Many companies use some form of organizational and CRM standard approaches often described by advisories like Miller Heiman s strategic selling methodologies. In ByDesign these methodologies can be supported by the sales activities. Document Version:

22 3.2.5 Create a Follow-Up Task Key Features and Advantages Built-in business tasks management allows efficient collaboration with colleagues, to who tasks can be assigned. The assigned tasks allow the processor to have easy access to the related business documents and information. Bi-directional business task integration with Microsoft Outlook. This is a way for you to track and, basically help people to identify the tasks that they need to be performing throughout the day. The integration into Outlook is a bi-directional integration, so you leverage the existing tools that you have, for example, Outlook. Value Statement These features support efficient management of business tasks, which, in turn, supports the overall profitability. What to Do In the Opportunity view, click View All. On the Sales Activity tab, add the recommended sales activity Develop solution proposal. Document Version:

23 3.2.5 Create a Follow-Up Task What you Should See Explain that this adds a sales activity on the right side of the screen and that this immediately moves over to Microsoft Outlook if you have the Microsoft Outlook integration turned on. You can perform bi-directional integration with Microsoft Outlook, so this task would go over to Microsoft Outlook and any s that come in related to this opportunity can be sent over and attached to the opportunity Check Document Flow (1) What to Say Introduction In the Opportunity view, you will highlight once more the transparency provided by the document flow and explain that, as you execute this series of tasks, -you started with a lead and create an opportunity, and the system builds this document flow for you. This is a part of the audit trail that you can find throughout the entire system. Key Features and Advantages All activities associated with the Sales Cycle are available from the document flow, which is automatically built. Document flow that ensures transparency across an entire business transaction and efficient processing of business tasks. Document Flow is a feature which available throughout many processes in ByDesign not just in sales/crm, but also in purchasing or project management. By selling complex product/service combinations including carrying out projects, often beautiful Document Flows can be shown highlighting the powerful insights and control are available. Value Statement This gives transparency to the complete sales cycle. Tracking of all activities and steps of the sales cycle allows measurement of Time-to-Sale, and Cost-of-Sale, to sustain profitability What to Do Document Version:

24 3.2.6 Check Document Flow (1) In the Opportunity view, click the Document Flow tab What you Should See Select the Extended View to also see the Activity Task which was added in the previous step Create Sales Quote What to Say Introduction From the document flow view, you are going to create a sales quote. Comment on the fact that the system, again, takes over the existing information in the new Sales Quote view: the data for the account, and the contact, and the payment details, and the organizational assignments. This efficient way of processing business transactions provides a new record that s immediately available for you and where you can make changes, if you want to. Key Features and Advantages Information from the opportunity is automatically copied to the quote. Follow-up functionality allows measurement of opportunity to quote conversion. Approvals can be required before the quote is sent to the customer, based on value, margin and discounts. Approval processes available (e.g. like approving a sales quote which has a higher-than-allowed discount %) Value Statement Increase the value of your customer relationships with a true 360-degree view of the customer, including all sales interactions, support cases, and financial transactions. Let sales reps generate their own quotes and book orders, with real-time visibility into back-office data. Document Version:

25 3.2.7 Create Sales Quote Approval requirement for non-standard discount and margins help sustain profitability (often enforced by company policies or backed by company strategies). ByDesign supports the execution of these strategies. What to Do In the document flow of the opportunity, click Follow-Up Sales Quote. Document Version:

26 What you Should See This is the resulting SalesQuote. Let s add some data to it before submitting it to the customer. Business story: add a message which will be visible to the customer in the Sales Quote when it will be submitted. Also add a message that be used internally. Both messages are examples of facilitating communication amongst the people within your company and with business partners. It also increases the personalization of your demo. Document Version:

27 3.2.7 Create Sales Quote Perform ATP Check What to Say Introduction Initially, Bob entered the product P in the sales quote, but as the customer, after all, seems to be more interested in another model, he is going to change this product and replace it. So, you will remove the existing product from the sales quote and bring in the item P100402, instead. You will check the availability to see whether you can deliver it by the required delivery date. If the ATP (Available to Promise) result shows a green square light, then you ve got enough of that product on hand in stock. If the ATP result shows an orange triangle, there may be some limitation to the availability, for example, to the requested date, or to the quantity of the requested item. If the ATP result shows a red diamond, then the product is not available for this date, and you can drill into the details to find out when you might be able to deliver that product for the customer. Document Version:

28 3.2.8 Perform ATP Check Key Features and Advantages The ATP check allows you to give an accurate promise date to the customer. You can also see alternative products and their availability if the original product is not available. Value Statement Ensure commitments and profitability through integration to supply chain and financials. What to Do Select the existing item P in the items table and click Remove. Enter the product P and click Check Availability to see whether this product is available in inventory. In the example screenshot below the requested date cannot be achieved (result: orange triangle). Bob decides to give the customer some extra discount to compensate for later delivery. By hovering with the mouse over the orange triangle, Bob can see the earliest delivery date. He uses this date to change the Sales Quote delivery date. Explain the ATP check result: o o If there is a green square, there is plenty of that product available ensuring this order can be fulfilled. If there is an orange triangle, the product is not available in the required quantity at the required date, but may be available with a delay. In this case, a mouse-over with your cursor provides the earliest delivery date. o If there is a red diamond, this product is currently not available within the requested time frame or in the required quantity. In this case, you can drill into the detail to find out when this item will be available for the customer. Point out once more, that the system has pulled up the price history information for the product. Comments on the system message saying sales quote <XYZ> has been saved successfully after you have saved the sales quote. Refresh the document flow (of the opportunity) and point out that you have moved now from a lead to an opportunity to a sales quote. Click Submit to submit the quote and go back to the document flow (of the opportunity). What you Should See ATP check result (can be done on 1 product or on all items in the Sales Quote. In the screenshot below both the P and P show their availability availability) Hover over the P ATP triangle: Document Version:

29 3.2.8 Perform ATP Check Bob changes the date of requested date in the opportunity: Both products now show availability on the (new) requested date. Document Version:

30 3.2.8 Perform ATP Check Bob removes the Combi75 product, and changes the Discount % of the remaining Combi110e to -5%. Before saving the Sales Quote, he adds a message to the customer in the text boxes below the Items section: The text in the Customer Information box will be visible on the Sales Quote document. Bob presses the Submit button in the top left of the Sales Quote screen; he automatically returns back into the Opportunity from where he started to create the Sales Quote. Here, the Document Flow is visible with the newly created Sales Quote (press the Refresh button) Document Version:

31 3.2.8 Perform ATP Check It is very easy to show the document sent to the customer. Click in the Document Flow on the Sales Quote number (here: 402), and when in this Sales Quote document click on Preview to see the result: Document Version:

32 3.2.8 Perform ATP Check Explain that standard delivered tools in ByDesign help to design the format of business documents like the Sales Quote as they are sent to customers Create Sales Order from Sales Quote What to Say Introduction Now that you have got a sales quote, you want to copy that and generate a sales order from it. From the document flow of the opportunity, you open the quote you have selected in the previous step and create the sales order as a follow-up task. Key Features and Advantages All quote information is copied to the order, ensuring the agreed pricing is transferred to the order. Allows measurement of conversion rates. Value Statement Efficient data processing reduces efforts while providing the maximum of transparency. Visibility to agreed pricing reduces customer service issues, and ensures profitability What to Do Document Version:

33 3.2.9 Create Sales Order from Sales Quote From the document flow, open the sales quote and click Follow-Up Sales Order. Save the sales order. Click Submit Send Order Confirmation to Account to release the order. What you Should See Follow-up activity Create Sales Order from within the sales quote A new sales order is made all information gathered in the Sales Quote is taken into this Sales Order automatically. Bob could alter the Sales Order if needed like adding messages or even adding products. Sales order release or choose Submit to Customer. A message in the bottom left shows the resulting Sales Order number created. Document Version:

34 Check Document Flow (2) What to Say Introduction You return to the Document Flow view and refresh this view to show the transparency of this business process. So, now, we see that we ve got lead, opportunity, quote and sales order. So, we wanted to walk through a day in the life of Bob, as a sales manager. So far, what we have done is we ve created the complete business flow for this sales process. Key Features and Advantages Gives visibility to the complete sales cycle. Value Statement Complete audit trail reduces customer service time and effort spent researching customer questions and issues. What to Do In the Document Flow, click Refresh and comment on the extended document flow that you can see now. Conclude the CRM focused part of the demo here, pointing out that you can also perform the functions you have shown on a mobile device. This is possible due to ByDesign supporting HTML5! This means, you can use your Androids, iphones, ipads, etc. to manage accounts, enter and manage leads, and process sales orders, opportunities while you are out on the road, as well. Also a growing number of apps are available as well like the Manager Approval or Project Cockpit. All this is evidence that ByDesign can be used anytime, anywhere by everybody helping companies to efficiently work as a team. What you Should See Document Version:

35 Summary What to Say Summary From a transparency perspective, we have got access to the information that we are the most interested in from a sales perspective, so that we can drive top-line revenue and improved profitability. From an efficiency perspective, we saw a couple of different examples of business task management where we saw the task coming in from Marketing over for Bob to process. And we saw from an efficiency perspective the business flow from a lead to an opportunity to a quote to an order. And from an adaptability perspective, we saw the tailored Launchpad and Home page to get at just the information that Bob wanted to see. To further tailor and personalize ByDesign we have shown how change a screen with mashups. And on creating a quote, you have seen the ability for Bob to see product availability (ATP) allowing him to fine tune the agreement with his customer on delivery date, price/discount or choosing alternative products NOTE: the Golden Demo which explains the use of the Active Sales App can be used to create a Sales Order by using easy catalogue(s) and completing a shopping cart. Features as ATP or adding notes to customers are available as well. The Active Sales App showcases that ByDesign can be used in different ways (HTML5 in a browser, specific app, etc.). Document Version:

36 4 Scenario Quick Guide and Key Master Data 4.1 Sales Process: From Marketing to Sales Path Data to Use/Enter Activity 1. Review Lead Information WoC New Business Leads. In the Leads overview table, click on the lead with the title New Plant Equipment. Outline the information provided in this view; e.g.: Account and address, web site, primary contact, status information, classification information; information on activities related to that particular lead; e.g. note on a phone call to validate the budget and timeline and an containing information about the product details. Click the hyperlink related to the phone call to show the details about that particular phone call. 2. Create an Opportunity from a lead Still in the Lead overview Click Follow-Up Opportunity. In the Expected Value field, enter 1,000 USD. Change the pipeline status of the sales phase from Identify Opportunity to Quotation. In the Items section, enter P (gas boiler combi 75). Point out to your audience that the system brings in the price automatically from a price list as you enter the product. Save the new opportunity 3. Create a Follow-up-Task from the Detailed View Opportunity view In the Opportunity view, click View All. Follow-Up New Task. Document Version:

37 On the Sales Activity tab, select the recommended sales activity Organise reference visit. 4. Check Document Flow (1) Opportunity view In the Opportunity view, click the Document Flow tab and comment on the transparency provided by the document flow. 5. Create Sales Quote Click Follow-Up Sales Quote. 6. ATP Check Remove item P Enter P Click Check Availability to see whether this product is available in inventory. Explain the ATP check result: Submit the quote 7. Create Sales Order from Sales Quote In the Document Flow, click Refresh and comment on the extended document flow that you can see now. Conclude the CRM focused part of the demo here. Click Follow-Up Sales Order. Save the sales order. Click Submit Send Order Confirmation to Account to release the order. 8. Check Document Flow (2) In the Document Flow, click Refresh and comment on the extended document flow that you can see now. Conclude the CRM focused part of the demo here. In the Document Flow, click Refresh and comment on the extended document flow that you can see now. Conclude the CRM focused part of the demo here. Document Version:

38 Copyright 2017 SAP SE or an SAP affiliate company. All rights reserved. No part of this publication may be reproduced or transmitted in any form or for any purpose without the express permission of SAP SE or an SAP affiliate company. The information contained herein may be changed without prior notice. Some software products marketed by SAP SE and its distributors contain proprietary software components of other software vendors. National product specifications may vary. These materials are provided by SAP SE or an SAP affiliate company for informational purposes only, without representation or warranty of any kind, and SAP or its affiliated companies shall not be liable for errors or omissions with respect to the materials. The only warranties for SAP or SAP affiliate company products and services are those that are set forth in the express warranty statements accompanying such products and services, if any. Nothing herein should be construed as constituting an additional warranty. In particular, SAP SE or its affiliated companies have 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 SE s or its affiliated companies strategy and possible future developments, products, and/or platform directions and functionality are all subject to change and may be changed by SAP SE or its affiliated companies 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. 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, and they should not be relied upon in making purchasing decisions. SAP and other SAP products and services mentioned herein as well as their respective logos are trademarks or registered trademarks of SAP SE (or an SAP affiliate company) in Germany and other countries. All other product and service names mentioned are the trademarks of their respective companies. See Document Version: