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How to Sell SAP Hybris Commerce?

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How to Sell SAP Hybris Commerce? AGENDA hybris sales cycle hybris competitive differentiators in the market hybris sales success story Overview of hybris pricing AGENDA hybris sales cycle hybris competitive differentiators in the market hybris sales success story Overview of hybris pricing HOW TO REACH OUT TO HYBRIS The key principles are as follows: SAP will discover/create leads, but hybris will qualify those leads and drive the opportunities. SAP AE will support the hybris sales throughout the process. This qualification is required for hybris to manage volume, based on their current size and scale. hybris is providing a deal desk for SAP across all regions. Leverage this deal desk to pass leads to hybris, request support from hybris and/or ask any questions related to hybris solutions or company: . EMEA Email: [email protected] Phone: +49 (0) 89 558 930 700 . MEE Email: [email protected] Phone: +49 (0) 89 558 930 700 . NA Email: [email protected] Phone: +1 888 342 9457 . LATAM Email: [email protected] Phone: +1 888 342 9457 . APAC Email: [email protected] Main Qualification Criteria (BANT) BUDGET: Describe how / if / when budget has been, or will be, identified and approved for this project? AUTHORITY: Include at least one Prospect C-level or Line-of- Business Executive NEED: Describe the customer’s business problem and the key benefits of the proposed solution using hybris TIMEFRAME: What is the timeline of key decision milestones, and what decision criteria will be used? MUST ANSWER QUESTIONS FOR LEAD ACCEPTANCE BUDGET AUTHORITY NEED TIME • Higher than 300-500K •Identify Decision Maker •Describe Project • Project start in 1-3 for B2B/B2C Months • < 300K = No Lead •Identify Project Leader •Future Needs • Later = No • OnDemand > 200K •Expectation Acceptance ANNUAL REVENUE • > 150M / year • > 10M ONLINE STEP BY STEP QUALIFICATION Additional Qualification criteria Business: . Overview of prospect’s business . Business pain/need or Project . Main Business Driver . Competitive Install (e-commerce, Plattform, PCM, WCMS, Catalogue, SocialMedia, Shops) . Future plan‘s Additional Qualification criteria Authority: . Project leader (Who will be involved) Need: . Annual revenue – preferably online revenue if applicable . Compelling events . Competition – Why hybris? . Do they have an eCommerce platform (catalogue, shops, Social Media) . What is the customer using now? . Who are the involved competitors? . Preferred partner if any . SKUs, conversation rate, web traffic, AOV…..etc. Additional Qualification criteria Time: . Project Start/End . Is there a project schedule? CUSTOMER OBJECTIVES INCREASE SALES COMPETITIVE COMPLETE CUSTOMER DIFFERENTIATION EXPERIENCE IMPROVE CUSTOMER IMPROVE CONVERSION CUSTOMER CHOICE AND LOYALTY RATES CONSISTENT EXPERIENCE OTHER QUESTIONS TO ASK . Do you currently have a cross-channel strategy in place or are you in the process of formulating this strategy? . What are the initiatives your company is focused on in terms of managing and improving the customer experience across all channels? . How consistent is your information across your channels . Are you considering expanding outside your core geographies? . How do you currently manage product information and content? . Do you have a cross-channel organizational governance model in place with an executive heading this up or is it evolving? . How do you currently manage product data across multiple channels? . What are your plans to enhance customer experience? . Is your system able to achieve a dynamic and consistent customer interactions across various channels? NEXT STEPS . Follow field guidelines . Download Qualification Questionnaire Excel File . SEND QUALIFIED LEADS AND INFO TO DEAL DESK . (see field guidelines) . Set up AE Meeting/Webex: where the prospect meet with the hybris AE . Get two potential dates HOW TO REACH OUT TO HYBRIS The key principles are as follows: SAP will discover/create leads, but hybris will qualify those leads and drive the opportunities. SAP AE will support the hybris sales throughout the process. This qualification is required for hybris to manage volume, based on their current size and scale. hybris is providing a deal desk for SAP across all regions. Leverage this deal desk to pass leads to hybris, request support from hybris and/or ask any questions related to hybris solutions or company: . EMEA Email: [email protected] Phone: +49 (0) 89 558 930 700 . MEE Email: [email protected] Phone: +49 (0) 89 558 930 700 . NA Email: [email protected] Phone: +1 888 342 9457 . LATAM Email: [email protected] Phone: +1 888 342 9457 . APAC Email: [email protected] HOW TO REACH OUT TO HYBRIS Once you have identified a potential lead, use the email template to submit your lead, or call the hybris deal desk, making sure you have the core information available. The hybris deal desk will further qualify the lead with you and with your customer and then confirm the lead. The hybris deal desk will keep you updated on the lead status. At a later stage you will be able to follow these leads directly in SAP CRM. Please refer to the hybris Business Development Qualification Guide for more information on the hybris lead qualification and management process. AGENDA hybris sales cycle hybris competitive differentiators in the market hybris sales success story Overview of hybris pricing Forrester B2B Wave Gartner Magic Quadrant September 2013 May 2013 TECHNOLOGY / PCM, Search and Time-2-market PRICE / ROADMAP ARCHITECTURE WCMS MAINTENANCE & SAP & HYBRIS SUPPORT ROADMAP AGILITY TECHNOLOGY / PCM & OMS PARTNER SAP & HYBRIS (POC, RFI,…) ARCHITECTURE ECOSYSTEM Roadmap TCO - 5 Years TECHNOLOGY / Scalability PCM, OMS, B2B ARCHITECTURE TECHNOLOGY / Price - TCO ROADMAP Scalability PCM, OMS, B2B ARCHITECTURE EBAY AGENDA hybris sales cycle hybris competitive differentiators in the market hybris sales success story Overview of hybris pricing GRAINGER ... MAKES INTERNATIONAL B2B DISTRIBUTION EASIER A FORTUNE 500 COMPANY DISTRIBUTES MORE THAN 900.000 FACILITIES MAINTENANCE & OTHER PRODUCTS IN USA, CANADA, ASIA: GRAINGER.COM GRAINGER ... Customer since: September 29th, 2010 Went Live: November 28th, 2011 Running: B2B, PCM, WCMS, Mobile site KEY FACTS ... o 2 million customers in 157 countries, 1 million SKUs and 500,000+ orders/day on hybris o More than 7 Terabytes of pricing data o 33% of total sales from eCommerce with a 15% increase in online orders o $3.1 Billion in Online Revenue SEARCH & IPAD APP NAVIGATION MOBILE MERCHANDISING APP © 2014 SAP AG or an SAP affiliate company. All rights reserved. 34 Recommendations, Reviews, Forum RECOMMENDATIONS FORUMS CLICK TO CALL RATINGS AND REVIEWS © 2014 SAP AG or an SAP affiliate company. All rights reserved. 35 AUTO RE- ORDER © 2014 SAP AG or an SAP affiliate company. All rights reserved. 36 KAISER+KRAFT ... Builds B2B multi- channel commerce solution EUROPEAN SUPPLIER OF OFFICE AND WORK-SHOP EQUIPMENT WITH 41 BRANCHES IN 24 COUNTRIES: KAISERKRAFT.DE KAISER+KRAFT ... Customer since: June 2008 Went Live: January 2009 Running: B2B2C Accelerator, WCMS, OMS, Cluster, LDAP, Payment, Promotion, Search & Navigation, Workflow & Collaboration KEY FACTS ... Leading B2B specialists - business equipment Global Multi-Brand B2B Present in over 20 countries, 23 languages Increased online sales & visits Benefits from process simplification SOLUTION BENEFITS &ENHANCEMENTS Uses hybris for multi-channel eCommerce Named “Retailer of the Year“ in 2008 Enables multi-language and order manage- ment support for different stores of the Reduction of process and technology complexity Takkt Group Cost reduction (processes, operation, TCO) Uses OCI, BMEcat, and xCBL for standardized data exchange Increasing revenue and ability to quickly react to the market Integrates search from Endeca Scalability, performance, flexibility and extensibility Ease of integration into back-end systems Increase in Online Sales in total and increased visits SEARCH & NAVIGATION MULTI-FACETED PRODUCT SEARCH © 2014 SAP AG or an SAP affiliate company. All rights reserved. 41 PRODUCT INFORMATION SOCIAL SHARING MERCHANDIZING © 2014 SAP AG or an SAP affiliate company. All rights reserved. 42 PROMOTION RICH MEDIA © 2014 SAP AG or an SAP affiliate company. All rights reserved. 43 METRO ... C&C bulks up its eCommerce offerings LEADING INTER-NATIONAL SELF-SERVICE WHOLESALE RETAILER: METRO24.DE METRO ... Customer since: March 2011 Went Live: November 2011 Running: B2B and PCM Metro Cash & Carry is the leading international player in self-service wholesale: customer-focused, international and innovative. The concept is oriented towards helping customers to successfully run their own businesses. KEY FACTS ... Between 1/2-1 million SKUs Launched fully featured site in just 11 weeks in time for Christmas International Roll-out in over 16 countries Since each piece is completely customized the company launched a “Configurator” to enable the simple customization of jewellry GOALS & CHALLENGES SOLUTION Evolve its early-stage global B2B shop to hybris PCM-driven eCommerce and hybris support multiple assortments and prices WCMS Enrich master data of SA2 Worldsync Global solution with pricing based on tenants per country Roll out different stores for wine, office, and gastro Support a heterogeneous infrastructure Launch into seven countries initially MSA ... MAKES A SAFE BET WITH HYBRIS THE GLOBAL LEADER IN HEALTH AND SAFETY PROTECTION PRODUCTS: MSANET.COM MSA ... Customer since: June 2011 Went Live: July 2012 Running: B2C, Mobile, CSC, Order Management
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