Demo Script. From Marketing to Sales in SAP Business ByDesign Classification: Internal and for Partners. SAP Business ByDesign Reference Systems

Transcription

1 Demo Script 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 Check for Existing Lead 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 Create Sales Order from Sales Quote Check Document Flow (2) Summary Scenario Quick Guide and Key Master Data Sales Process: From Lead to Opportunity 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 the value propositions in your demo. The demo steps show a sales process and the demonstration of different key features that is woven into it. Most of the key features can be related to the general key features of Transparency, Adaptability and Efficiency and you will give proof of these three characteristics of ByDesign as follows: You are going to take a look at Transparency of sales information, such as leads and opportunities which can directly improve the top line revenue to improve profitability and growth. From an Efficiency perspective, you will show several examples of business tasks management and, built-in business flows as you progress the lead through the opportunity, quote and sales order. And from an Adaptability perspective, you will demonstrate how the sales representative can tailor the information that they are most interested in and personalise screens, such as order entry, so they can see projects as those projects are assigned to particular sales orders 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 is 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 you 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 personalise 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. Document Version:

5 1.2 Intended Audience SAP internal: 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 Roberta Johnson, who is a sales manager, and the demo story will take you through typical tasks of her daily routine. 1.4 Business Pain Points Inability to determine the ROI of marketing programs Inability to tie sales data to marketing data No visibility to the performance of marketing campaigns Multiple systems used to track marketing and sales information No collaboration between teams No visibility to sales forecasts 1.5 Key Messages and Value Proposition Streamline all marketing processes with a scalable end-to-end marketing automation solution. Collaborate closely with sales and other business units to quickly convert leads into prospects. Gain real-time visibility into the complete marketing process, from campaign creation and execution to sale. Overview Planning and executing the right marketing programs is a critical first step in building a robust sales pipeline. Where most companies fall short is in making that vital link between marketing campaigns and sales execution. Business ByDesign will drive your business performance with a totally seamless sales process from marketing, lead, opportunity, upsell and quote management to sales forecasting, order management, fulfilment and invoicing. Unlike other solutions, Business ByDesign software gives your sales and marketing team s unprecedented visibility into every aspect of the lead generation, customer relationship, including support cases and even back-office information such as contracts and inventory. This gives sales reps the visibility they need to not just sell, but also upsell, drive renewals and properly set customer expectations. Managers and executives gain better overall visibility and control with real-time dashboards that allow them to monitor sales effectiveness and make mid-course corrections. Key Features and Associated Benefits o Lead management o Campaign management o marketing Document Version:

6 o Opportunity management o Customer management o Sales forecasting o Quote and order management 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 Document Version:

7 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. Consider giving your demo from tablet to highlight the potential of using HTML5. A working combination is using Chrome browser on an ipad. The 1708 HTML5 userinterface has been updated in several places including adding icons on the left side of the screen as indicators for available workcenters, and the logoff button is now placed in a popup menu when clicking the circle puppet icon on the top left. 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 SALES01S Welcome1 SAP Business ByDesign 3 Demo Steps 3.1 Prerequisite Check for Existing Lead There must be a lead for the account William & Sons because this is the basis for this sales process. Create one if necessary. Description: New Store 121 Computer Installation Qualification: Hot Status: Handed Over Category: Prospect for Service Source: Trade Fair 3.2 Sales Process: From Marketing to Sales Home Page Personalization What to say Document Version:

8 3.2.1 Home Page Personalization Introduction You are logged on to ByDesign as sales manager Roberta Johnson (SALES01S) and are on the ByDesign Launchpad page. Roberta has personalized the layout of her home page to meet her particular job requirements in Marketing and Sales. This means she has included business analytics on this page so she can see the developments and figures she is most interested in as soon she 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, Roberta has access to the Marketing work centre as well as to the New Business and Sales Orders work centre because her 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. 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 centre from the Workcenter navigation on the left Explain the layout of Roberta s home page and the adaptability capabilities. Show how items from the workcenter view can easily be added to your Launchpad Show the Marketing and New Business work centre and outline some of the tasks that Roberta performs here. What you Should See Initial login shows the Launchpad. Click on the top left three lines to open the work centre navigation: Document Version:

9 3.2.1 Home Page Personalization By clicking on the three lines top left, the sidecar on the left shows the names of the workcenters as well. Hovering over the icons shows the name of the workcenter and clicking a name will show the workcenter content. Document Version:

10 3.2.1 Home Page Personalization Document Version:

11 3.2.1 Home Page Personalization Click Home Clicking the three lines in the top left will hide the work centre navigation again, only showing the icons. Roberta s Home page. Don t forget to scroll down to show and explain the real-time reports and analytics. Document Version:

12 3.2.1 Home Page Personalization You can personalize the Launchpad view for example by adding favourites Review Lead Information What to Say Introduction Roberta is going to process a lead, create an opportunity, then a quote, and finally, generate a sales order. Roberta starts these activities in the New Business work centre, in the Leads overview, which shows a work list of open tasks (in this case, leads) in the system. Somebody else in Marketing has sent a lead to Roberta for William & Sons. She decides to drill into the details of the William & Sons lead. Catherine first checks some additional information that has been attached to the record of this lead, which includes a phone call and an . Document Version:

13 3.2.2 Review Lead Information 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. Enables you to o Capture leads from multiple sources, including websites, direct mail and tradeshows. o Improve the alignment of your marketing organisation with your sales teams. o Deliver leads faster to improve sales execution and shorten sales cycles. o Build an end-to-end process that ensures accurate delivery and management of leads, from capture to close. o Automate lead processing and sales territory management, thus eliminating the need to assign each individual record manually saving time, money and energy o Assign leads based on the business rules you set, eliminating conflict over which sales person owns which lead or territory. Value Statement Supports the efficient management of lead qualification, time and effort is not wasted on non-qualified leads. Increase the value of your customer relationships with a true 360-degree view of the customer, including all marketing data, sales interactions, support cases, and financial transactions. Accelerate the customer lifecycle from lead to opportunity to order to cash. What to Do Click work centre New Business Leads and show the Leads Overview. In the Leads Open Tasks table, click on the link Accept or Reject Lead (no.) William & Sons. 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, classification information, information about the source, that is, the activity or event that helped to generate this lead. 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 concerning the validation of the budget and timeline and an containing a sample installation plan. Point out that all of the related activities can be tracked in the system, such as a phone call or an with product details. This allows you to see all of the different interactions with the customer relative to this particular lead. Document Version:

14 3.2.2 Review Lead Information What you Should See Enter the Leads Overview screen using the Work centre navigation. (Note: consider adding this Overview on your Launchpad by clicking the start/plus icon this allows direct access from your Launchpad) Document Version:

15 3.2.3 Review Account Information What to Say Introduction Before Roberta accepts this lead, she decides to take a look at the account overview for William and Sons. In the account overview, she discovers a public note by the CEO, which states that the credit limit for this customer will be increased to $ the following month. She then checks the sales information for this account. 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 William and Sons to see the 360 degree view of this account. Show the types 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. Document Version:

16 3.2.3 Review Account Information 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 the 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. When accepting the Lead, Roberta gives the reason why she accepts it. When the Lead is accepted a green message in the bottom of the screen is shown indicating successful save. Hint: the Lead number is shown as well (here: 364). Sticky Note Every object in ByDesign can be tagged, added to favourites or can be added personal or private Sticky Notes. These can be set using the icons in the top right of a view: You can easily add a Sticky Note by clicking the + sign. While typing move the sticky note in order to place it at a particular place on this view. Show closing/opening. Your Private Note (yellow colour) note can be made a Public Note (green colour) by clicking the small puppet/lock icon in the note: Document Version:

17 3.2.3 Review Account Information 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:

18 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 there are activities which can be carried out by ADMINISTRATION01 user only. Please refer to the explanatory videos how to make mashups. An example result is shown below: Document Version:

19 What to Do Next Open the details on your Accounts. Several ways of doing this, including: o o o Workcenter Account Management Accounts Clicking a tile you added on your Launchpad From a list of leads or opportunities. Document Version:

20 Explain the business story to introduce the next feature: On the Sales tab, you can see quotes. This means Roberta has got a couple of quotes. She also sees several other opportunities. She 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: Roberta decides that, for now, to drill down and to take a look at the details under View All, so that she can see more information about the contacts within the accounts. Click View All, then click the Contacts tab. Roberta sees that there s only one contact that s been identified (Eric Williams) but you can have as many different contacts as you want to within the organization. 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, Roberta can see everything she needs to know about this account. Document Version:

21 3.2.4 Create an Opportunity from a Lead What to Say Introduction After Roberta has reviewed the lead and account information, she decides to go ahead and process this lead. She wants to accept it and thus creates a follow-up opportunity from it. Key Features and Advantages Automatic pricing 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 Accelerate the customer lifecycle from lead to opportunity to order to cash What to Do In the Lead Overview, click Follow-Up Opportunity. 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 Document Version:

22 3.2.4 Create an Opportunity from a Lead Change the pipeline status of the sales phase from Identify Opportunity to Quotation. As you are doing that, the forecast for the chance of success changes from 10% to 60%. In the Expected Value field, enter 10,000 USD (this is the value Roberta expects to earn, not the accumulated value of the services and/or products and their respective selling prices.) In the Items section, enter a service product that this customer is interested in; in this case, enter Computer Equipment Installation S and also enter the quantity: 100 hours. 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 Comp and automatically a popup appears with the service product. Explain you audience that ByDesign has this auto expand feature everywhere enabling users to quickly find the information they need without having to do complex searches. Document Version:

23 3.2.4 Create an Opportunity from a Lead Save the new opportunity, then click View All. At the bottom of the screen when pressing Save you will see a message confirming the opportunity is created successfully with its unique ID (here: #2151) Document Version:

24 What you Should See Saved Opportunity In case you need to find the lead Roberta just accepted in an alternative way click on NewBusiness Leads and select My leads in the listing of leads: The new just-accepted Lead is the top one encircled green. By selecting Follow-Up Opportunity the lead will be used to create an opportunity. Document Version:

25 3.2.4 Create an Opportunity from a Lead Document Version:

26 3.2.5 Create a Follow-Up Task What to Say Introduction In this step, you will start in the View All view from the previous step 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 on the Sales Activities tab. Under Suggested Activities, you can see here that one of the follow-up activities that is recommended as a best practice is to organize reference visits. You will select this task and assign it to a processor; in this case this is yourself, Roberta Johnson. 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. You can do that from within Microsoft Outlook. 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 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 detailed view, click Sales Activities. Scroll through the Suggested Activities list and explain that for each of the major phases such as the quotation phase, there are suggested tasks that should be performed. Select the task Develop solution proposal and click Add to add that task to be performed. Press the Save button before going to the Document Flow in the next step. Document Version:

27 3.2.5 Create a Follow-Up Task Explain that this adds a sales activity in the right-hand side of 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. What you Should See Document Version:

28 3.2.6 Check Document Flow (1) What to Say Introduction While you re in the Opportunity view, 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 -, 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 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 Transparency and efficiency What to Do In the Opportunity view, click the Document Flow tab and explain the document flow. What you Should See Select the Extended View to also see the Activity Task which was added in the previous step. Document Version:

29 3.2.7 Create Sales Quote What to Say Introduction From the document flow view, you are now going to create a sales quote. Comment on the fact that the system, again, takes over the existing information in the 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 which is immediately available for you and where you can make changes, if this is required. Key Features and Advantages Document flow that ensures transparency across an entire business transaction and efficient processing of business tasks. Monitoring of status and progress possible through reporting 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. What to Do On the Opportunity view (in the document flow), click Save and then generate a follow-up quote. Click Follow-Up Sales Quote. Document Version:

30 3.2.7 Create Sales Quote What you Should See What to Do Next In the External Reference field, enter Project 121 to the quote. Point out that you can do any updates that you need to do in this view, on the quantities. Business story: After you ve talked to the account contact, you ve determined that the installation is more likely to take 120 hours rather than just 100 hours, so you adjust the Quantity value from 100 h to 120 h. 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 personalisation of your demo. Point out once more, that the system has pulled up the price history information for the product. Comment on the system message saying sales quote <XYZ> saved successfully. Refresh the document flow and point out that you have moved now from a lead to an opportunity to a sales quote. Click Submit to release the quote and go back to the document flow (of the opportunity). Click Refresh. Comment on the changed document flow where you have moved from a lead to an opportunity over to a sales quote. Document Version:

31 What to See Updated Document Flow as visible in the Opportunity Document Version:

32 3.2.7 Create Sales Quote 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. Simply select from the drop-down follow-up list for Sales Order and create the sales order. 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. Document Version:

33 3.2.8 Create Sales Order from Sales Quote 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 Click on the quote number on the sales quote shown in the document flow and point out that you can access all business documents in the document flow by clicking on the link that shows the document number. In the Sales Quote Overview, click Follow-Up Sales Order. Point out that, again, the system copies in the information that we had before (like the external reference PROJECT 121), and now provides some more information that we can work with. In the External Reference field, replace the internal reference Project 121 with a purchase order number (PO 2345) from the customer. Save the sales order. Document Version:

34 3.2.8 Create Sales Order from Sales Quote Highlight that at the line item level, you can see a column for Project Task (Project Based Item). This means in effect a division of duties so that the project manager can build the project associated with this order and then update with that. Roberta can at any point in time see that information, but she is not authorized to go in and create projects on her own. ByDesign has a role-based division of duties and security built into the system. Click Submit Send Order Confirmation to Account to release the order. Document Version:

35 What you Should See Follow-up activity Create Sales Order Updating information which was initially taken from the Sales Quote into the Sales Order here the example of External Reference: Sales order release Document Version:

36 After the Sales Order has been submitted, the green message at the bottom of the screen in the Sales Quote confirms the save and submission to the customer. By hitting the More tab in the Sales Quote now you can show the updated Document Flow: Document Version:

37 3.2.9 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 document flow. Explain that you had got a lead, turned that into an opportunity, then a quote and finally, into a sales order. You have thus 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 (select the Sales Quote) 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 This is the document flow shown out of the Sales Order View All Document Flow. Note that ByDesign automatically created the successor business document, the Invoice Request already! Select the Extended View to also see the Invoice Request Summary What to Say Document Version:

38 Summary 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 Roberta to process. We saw information coming from the CEO on the account that told us about the credit limit that was going to change. 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 Roberta wanted to see. To further tailor and personalize ByDesign we have shown how change a screen with mashups. And on an order, you have seen the ability for Roberta to see the projects that are associated with this particular order. Document Version:

39 4 Scenario Quick Guide and Key Master Data 4.1 Sales Process: From Lead to Opportunity to Sales Steps Summary Path Data to Use/Enter Activity Home Page Personalisation Home workcenter Explain the layout of Roberta s Launchpad and the adaptability capabilities. Review Lead Information Show the Marketing and New Business work centre and outline some of the tasks that Roberta performs here. Workcenter New Business Leads: Leads Overview: New Store 121 Computer Installation Click work centre New Business Leads and show the Leads Overview. In the Leads overview table, click on Accept or Reject Lead (no.) William & Sons. Explain the information provided here. That particular lead; for example, there was a phone call to validate the budget and timeline and an e- mail containing a sample installation plan. Point out that all of the activities related to a lead can be tracked in the system, allowing you to see all of the different interactions with the customer relative to this particular lead. Review Account Information Corporate Account Overview: CS William & Sons Sticky Note Show Public Note. Click Restore all Notes if necessary. Point out that you can use the enterprise search to find records with sticky notes. Explain the sticky notes feature and concept, how to hide and Document Version:

40 Path Data to Use/Enter Activity restore them, how to create a note. Explain that the Account can also be tagged using the icon indicated red here. Tags can be personal and public to allow for easy finding everything in ByDesign which has a certain tag. Create an Opportunity from a Lead Corporate Account Overview In the Lead Overview, click on the account William and Sons to see the 360 degree view of this account. Explain information content in Accounts Overview. Show where you can create a new clarification. In the Account Overview (Sales tab), click New Clarification Request Click View All, then click the Contacts tab and explain the content. Click Communication (tab) Collaboration and explain content. On the Communications tab, point to Contact Hours and comment on that view. Leads Overview: New Store 121 Computer Installation In the Lead Overview, click Follow-Up Opportunity. Point out that the system copies the account and customer Document Version:

41 Path Data to Use/Enter Activity information from the lead over into the opportunity. Quotation Change the pipeline status of the sales phase from Identify Opportunity to Quotation. Expected Value: 10,000 USD Product: Computer Equipment Installation S Quantity: 100 hrs As you are doing that, the forecast for the chance of success immediately changes from 10% to 60%. In the Expected Value field, enter 10,000 USD. In the Items section, enter a service product that this customer is interested in; in this case, enter Computer Equipment Installation S and also enter the quantity: 100 hours. Tell your audience the easy auto-expand feature in ByDesign which eases finding objects very much. Point out to your audience that the system brings in the price automatically from a price list as you enter the product. Add a message to your customer and a remark for internal use below the Items section Save the new opportunity, then click View All. Create a Follow-Up Task View: Opportunity: New Store 121 Computer Installation In the Opportunity detailed view, click Sales Activities. Scroll through the Suggested Activities list and explain the suggested concept. Select the task Develop Solution Proposal and click Add to add that task to be performed. Explain the business task management integration with Microsoft Outlook Check Document Flow (1) View: In the Opportunity view, click the Document Flow tab and explain the document flow. Document Version:

42 Path Data to Use/Enter Activity Opportunity: New Store 121 Computer Installation Create Sales Quote View: Opportunity: New Store 121 Computer Installation External Reference: Project 121 Quantity: 120 h In the Opportunity view (in the document flow), click Save. Click Follow-Up Sales Quote. In the External Reference field, enter Project 121 to the quote. Point out that you can do any updates that you need to do in this view, on the quantities. Change the quantity from 100 hours to 120. Point out once more, that the system has pulled up the price history information for the product. Refresh the document flow and comment on the updated view. Click Submit to submit the quote and then click Refresh to refresh the document flow. Create Sales Order from Sales Quote View: Sales Quote: <no.> Document Flow Click on the quote number on the sales quote and comment on this feature. In the Sales Quote Overview, click Follow-Up Sales Order. External Reference: PO 2345 In the External Reference field, replace the reference Project 121 with a purchase order number (PO 2345) from the customer. Save the sales order. Click Submit Send Order Confirmation to Account to release the order. Check Document Flow (2) View: Sales Order: <no.> Document Flow In the Document Flow, click Refresh and comment on the extended document flow that you can see now. Document Version:

43 Path Data to Use/Enter Activity Conclude the CRM focused part of the demo here, pointing out that you can also perform the functions you have shown in mobile devices. Document Version:

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