1. Faster And Better:
A 360 Approach to Customer Profitability
Tom Roberts
Global Vice President – SAP Ecosystem and Channels

2. Why SAP and Vendavo?
$500,000,000,000
Estimated impact SAP Price and Margin Management
by Vendavo could have for our customers…
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3. A strong track record of results…
High Tech
Manufacturing
Industrial Products
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4. … and we’re just getting started
• Over 70 joint customers
with many repeat purchases
across business units and
regions
• Globally implemented
across all 5 SAP regions
• Estimated $200B in revenue
under management
• 1-3% of revenue in proven
potential profit Increase
© 2013 SAP AG. All rights reserved. 3

6. HELLO
Welcome to faster…
My Name Is…
FASTER
1990 2000 2010
Memo
Pay Phone Cell
Email
Library
Laptop and Internet Smart Devices &
New User
PC Experiences
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7. Does faster = more
profitable?
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8. Ask your salespeople…
Sales cycles are
getting longer
Customers are better
informed than me My deals are getting
far more competitive Need to
improve
My clients are talking to customer
one another via LinkedIn What products are loyalty
about our company best for my deal?
Need to reduce My territory has
cost of sale been expanded
Where did I file Who are my most
Need expert
that proposal? profitable clients?
support
on this deal?
Need to be able
to provide more Lean
accurate forecasting Management
Which deck
Should I use?

9. Did you know
Over 40% of salespeople
fail to hit quota
?
30% of salespeople turnover
each year on average
65% of a salesperson’s time
is spent not selling
30 hours are spent searching for
or creating their own sales materials
Source: Forrester & IDC
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10. … or look at your data!
• What you don’t
know CAN hurt you
Profitable
Transactions
• 100% of the last 30
customers
evaluated were
Margin %
surprised by their
high number of
negative margin
Unprofitable
transactions
Transactions
• This is why
Dashboards and
Analytics is a great
place to start for fast
ROI
Source: Vendavo Sample Case Study Invoiced Price
© 2013 SAP AG. All rights reserved. 9

11. The Bottom Line is the Bottom Line!
Big Data & Integrated Embedded Analytics
Processes & Mobility
(Faster) More Profitable (Better)
• Every organization has or should have margin improvement goals
• Now is the time to make the most out of your SAP investments
© 2013 SAP AG. All rights reserved. 10

12. AT A GLANCE
The best practice model is based
upon having an ERP system with
Objective customer structured data to use
Developed a data driven customer in the stratification. That was
stratification model to drive profitability
and leverage best practices perfect for us because it would
allow us to further leverage our SAP
Solution
Co-innovated with SAP to develop SAP investment to improve profitability.
customer value intelligence
Benefits John Mansfield, Vice President , Business Development, Graybar
Increased profitability and more
successful customer management
© 2013 SAP AG. All rights reserved. 11

13. SAP Offers a 360 Approach to Drive
Customer Profitability
Sell Better Service Better Market Better Engage Consumers
Better
Powered by SAP HANA
Customer profitability Provide service reps and React quickly to changing Enrich the customer
insights at your finger tips customers with a 360 market dynamics experience through
degree view across all mobile and social
Timely and accurate channels Deliver contextually interaction
decisions with real-time relevant campaigns and
customer and product Collaborate to solve programs to a targeted Engage customers with in-
analysis complex cases, perform audience – “target to the context, personalized
preventative activities and signal, not the noise” offers
Positively impact drive revenue
pipeline, revenue and opportunities Build sticky customer
demand management loyalty
© 2013 SAP AG. All rights reserved. 12

14. SAP Price and Margin Management is a key part of
the 360 Customer Solution
• Deliver intelligent profitable
quotes directly in sales quoting process
• Boost price realization by
empowering confident negotiations
• Close more profitable deals with
clear insight to targets, terms, and
escalating approvals
Faster deals
+ Better win rates
+ Higher revenue & margin
© 2013 SAP AG. All rights reserved. 13

15. Delivering Pricing & Customer Insight at the
Moment of Truth
“Sell Better” no matter where you are in your SAP
adoption lifecycle
© 2013 SAP AG. All rights reserved. 14

16. Where is SAP
Co-Innovating?
Deeper process integration
and analytics to drive profit
Applications on SAP HANA
Mobile and Cloud solutions
Enabling the 360 Customer
real-time enterprise

17. Summary
In a world of “Faster” every company
should have margin improvement as a
CxO priority
SAP Price and Margin Management by
Vendavo is SAP’s solution for the B2B
space
Our 8-year partnership is delivering
tremendous ROI across multiple
industries
You can benefit today no matter where
you are in your SAP adoption cycle

18. ?

19. Thank you!
Tom Roberts
Global Vice President
SAP Ecosystem and Channels

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