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sovanta® Sales Companion
Sales Companion supports sales representatives with their most
Important task: Convincing the Customer
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

All rights reserved

Page 2
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
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
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

All rights reserved

Page 5
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
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

All rights reserved

Send documents e.g. presentations directly to
customer by e-mail
Save presented documents in CRM system
to ensure good data quality

Page 7
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
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
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
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
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
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
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
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
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
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

All rights reserved

Page 17
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
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
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
sovanta® Sales Companion – Colour Adaption

Examples for Windows 8 CI/CD colour adaption

© sovanta AG, 2013

All rights reserved

Page 21
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
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
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
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

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Sovanta sales companion_EN

  • 1. sovanta® Sales Companion Sales Companion supports sales representatives with their most Important task: Convincing the Customer
  • 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 All rights reserved 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 All rights reserved 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 All rights reserved 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 All rights reserved 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