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SAP Business Suite powered by SAP HANATarget: SAP Business Suite Install BaseConsumer Products IndustryTele Campaign

how to use t his document
How To Use This Document
  • This document serves as a guideline for Inside Sales and Partners, providing all information necessary for a meaningful customer conversation in regards to the introduction of SAP Business Suite powered by SAP HANA to companies in the Consumer Products Industry.
  • The assumption for this ramp up phase is that the existing installed base customers contacted currently have the SAP ERP 6.0 license but have not been informed about the SAP Business Suite powered by SAP HANA launch. This should be there 1st contact in regards to this product launch.
  • In the event that the respective customer has been contacted already in regards to the launch, please adjust the script accordingly:
    • Make sure the customer fully understands the benefits for their business of moving their current database of Business Suite Applications like ERP to SAP HANA
    • Find out if the respective customer has already opted-in for one of the key offers (Engagement Workshop, Acceleration Report)
    • Discuss further their willingness to serve as a ramp up customer
objectives of the callers and offers
Objectives of the Callers and Offers
  • What do we expect of our callers?
  • To understand the business and IT value of SAP Business Suite powered by SAP HANA with the goal of agreeing to engage with SAP in a migration evaluation to quantify the value that moving their current database to SAP HANA can bring to their business .
  • We want our Business Suite customers to understand that SAP Business Suite powered by SAP HANA:
    • Unifies for the first time analytics and transactions into a single, next generation in-memory platform: SAP HANA
    • Enables to drive their business in real-time with smarter business innovations, faster business processes and simpler business interactions for unprecedented business value.
    • Is non-disruptive and helps customers maximize the value of their current SAP investments
  • What offers or assets are we expecting the callers to leverage to gain the objectives?
  • Video Animation, Engagement Workshop, Acceleration Report
    • What is the nurture strategy for this campaign?

Follow-up conversation and on-site visits (Engagement Workshop offer) with interested customers to look more deeply into the value of a migration to SAP Business Suite powered by SAP HANA

    • What is the Primary Offer that engages the company directly with SAP, and what is its value to the prospect?

Please see next two slides, explanation about how to access the acceleration report to follow.

    • How should the callers leverage this offer or offers, should they lead with it, utilize it after they discuss pain points or value of the product?

Utilize it after very brief introduction of Suite on HANA.


Business scenario recommendations for SAP Business Suite powered by SAP HANA Systematic approach to drive demand generation on SAP Installed Base

  • What is the Business scenario recommendations for SAP Business Suite powered by SAP HANA?
  • Report (free of charge) that provides SAP customers with a tailored recommendation on SAP Business Suite Optimization / Value Scenarios powered by SAP HANA based on current customer production usage data
  • Report addresses most pressing HANA questions for SAP customer (which scenarios apply to my landscape, current performance relevance, benefits, test drive / demos, technical realization / technical requirements, Implementation tools and/or services) in one simple source
  • Report is mainly use for demand generation and can be used as basis for initial SAP Business Suite powered by SAP HANA discussion / Road mapping between SAP and Customer
  • Report can be used by SAP Customer IT Department (iPad/Laptop/Printout) to show case the benefits of adopting Suite on HANA to their Line of Businesses

Order Information:


SAP Suite on HANA Engagement Workshop

Goals and Objectives

  • Leverage a structured approach to determine steps necessary for successful planning and delivery of SAP Suite on HANA
  • Work with key stakeholders to identify goals and challenges and determine an engagement model that meets expectations across the needs of the organization
  • Develop a high level engagement roadmap that addresses best practices to putting a Suite on HANA delivery program into place
  • Work with key stakeholders in IT and the business to review findings and ensure alignment for next step action items

Inputs / Dependencies



  • Return on Investment Analysis
  • Current State of Technical Architecture
  • Understanding of Business Use Cases
  • Understanding of current IT initiatives and/or other dependencies to planning a solution
  • Roadmap / Solution Planning
  • Services Engagement Model (resources, workday effort, timeframes, cost, etc)
  • Program Structure for Suite on HANA (change management, blend with internal resources, project management, etc.)
  • TBD
sap business suite powered by sap hana value proposition
SAP Business Suite Powered by SAP HANAValue Proposition
  • Smarter Business Innovations
  • Faster Business Processes
  • Simpler Business Interactions
  • 1
  • 2
  • 3
unlock n ew g rowth opportunities
Unlock New Growth Opportunities

Precision marketing for highly targeted consumer interactions


Improve loyalty and brand equity

Monitor service levels in real-time to spot and quickly address exceptions


Increase Customer Satisfaction

Forecast consumer demand at any level of granularity – region, customer, even store

Insight-driven supply chain

Increase forecast accuracy

Smarter Business Innovations

drive your b usiness a t m arket s peed
Drive Your Business at Market Speed

React quickly and precisely to demand dynamics with “real” real-time information

Real-Time Inventory Management

Provide Superior Customer Service

Speed up core business processes with the best performing suite


Reduce Cost of Operations

Faster re-planning allowing more frequent MRP runs in shorter cycles


Decrease inventory and safety stock

Faster Business Processes

empower p eople t o d ecide and a ct
Empower People to Decide and Act

Faster monitoring and management of new product innovation projects


Accelerate time to market

Integrated planning and real-time cost modeling combined with real-time closing


Improve profitability

State of the art customer and consumer service automation driven by real-time analytics


Increase first call resolution

Simpler Business Interactions

the sap field and the solution
The SAP Field and the Solution
  • Describe how the SAP field is positioning/selling this solution.

- SAP Business Suite powered by SAP HANA is considered one of the most important launch in SAP’s history that will play a key role in driving SAP’s software and services revenue growth.

- It enables our current customers to derive new business value, without disruption (e.g. no upgrade) on an open, next generation platform – this is what makes the SAP Business Suite powered by SAP HANA a very compelling offering for our install base customers.

- It also opens the door for our customers and partners to take advantage of SAP HANA by adding game-changing innovations that can extend the value of the SAP Business Suite.

- Our sales force will leverage this offering to enter into strategic discussions with our customers to demonstrate specific value propositions of migrating to SAP HANA and chart our innovation roadmap.

  • What strategies are they utilizing that are successful?

Current strategy for SAP HANA is High Touch 1:1 meetings typically top-down SAP Executive and Customer Executive meetings. For Suite on HANA this same strategy can be extended by leveraging SAP HANA workshop offer.

For customers not yet ready to engage in a workshop position the HANA acceleration report.

  • What is the average size of deals?

Average deal size for Suite powered by HANA could be expected at 250K

call guide
Call Guide
  • Hi, this is __________ from PARTNR, may I speak with _______________. Hello Mr/Mrs/Miss __________

I’m calling you because I understand that your organization uses SAP Business Suite applications such as SAP ERP. You may have heard about SAP HANA, SAP’s next-generation in-memory platform that has revolutionized the database technology.

New technologies like in-memory and mobile are opening new avenues to completely reshape your industry by driving your business in real-time. This is why the SAP Business Suite is now powered by SAP HANA, the next generation platform. With SAP HANA, SAP provides the most modern suite of applications unifying analytics and transactions into a single in-memory platform.

The result ? You can leverage the suite to rethink your business processes as needed with embedded intelligence into your transactions, make more relevant business decisions with advanced analysis like predictive or simply invent business models not possible before. The suite can now also allow real-time planning, execution, reporting and analysis across your end-to-end business processes. And business users can get a unified – at finger tip – 360° views of real-time information - on many devices - across all your SAP Business Suite applications and even beyond like information from sensors and social media.

Now you can discover hidden business opportunities for new competitive advantages, respond in real-time to changes in demand for higher market responsiveness, deliver personalized offers in real-time for higher customer experience and empower people at your company to engage anywhere, anytime with real-time business insights.

With the SAP Business Suite powered by SAP HANA, you can have smarter business innovations, faster business processes and simpler business interactions for unprecedented business value – and all without disruption.

  • If you can answer a few questions we can quickly determine if your company can benefit from this latest offering from SAP.
  • Ask Probing Questions to uncover interest in SAP Business Suite powered by HANA or any other HANA scenario (See probing questions slide)
  • After hearing your challenges around your current environment, I believe that your company would greatly benefit from learning more about Business Suite powered by HANA. As a next step let me send you more information on SAP Business Suite powered by HANA and get our account team involved to explore this further.
business suite powered by hana sales scenario issue detection and opportunity awareness
Business Suite powered by HANA Sales ScenarioIssue detection and opportunity awareness
  • Target Customer
  • CP and Manufacturing Industries
  • SAP Business Suite customers
  • Specially relevant to companies dealing with large volumes of data (B2C, B2B2C)
  • Target Audience:
  • Office of CIO
  • COO
  • LoBs: Finance, Manufacturing, Logistics
  • Supply Chain, HR, R&D
  • Head of Sales, Service and Marketing (specifically regarding SAP CRM powered by HANA)
  • Database and Enterprise Architects
  • Business Intelligence and Analytics functions
  • Target Customer Pain
  • Long-running online transactions and batch processes reduces responsiveness and frustrates employees and customers alike
  • Volume, variety and velocity of data makes it harder to get accurate and timely business insights (customer profile information, social sentiments, machine-to-machine data etc.)
  • Limitations to innovation due to complex and costly IT landscape (TCO)
  • Questions to uncover pain?
  • What are the top 3 business and IT challenges that you have because of the limitations of your current database?
  • Does your organization or business group have access to the right information at the right time to support analytics-driven decision making within your operational or enterprise applications?
  • How critical is it for you and your organization to have access to the right information at the right time to support your decision making requirements?
  •  In your view what are the most important emerging technology trends that can impact the most your business strategy?
  • Which changes or improvements would you expect to have the most positive impact on your organization or business unit (both business and IT)?
  • Sales messaging
  • Smarter business innovations
  • Faster business processes
  • Simpler business interactions
  • Differentiators
  • Protects investments while delivering new business and IT value
  • Allows innovation without disruption
  • Unifies transactions and analytics into a single, next generation platform
  • Provides an open platform for innovations
  • Delivers industry best practices
  • Key Features
  • User-Driven Experience
  • 24 business scenarios optimized (see appendix for the processes listed by functional area)
  • Real-time planning, execution, analytics and reporting across end-to-end business processes
  • New Analytics Foundation and Apps
  • Solution components
  • SAP HANA platform
  • SAP Business Suite applications
  • References:
  • Refer to Suite/HANA Customer Success deck
  • Ask your PAM & SAP E&C marketing to engage with SAP Reference Team to organize a reference call
fast financial close
Fast Financial Close
  • Current Situation
      • Long running process with multiple steps to complete
      • Limited transparency without any ability to manage a central financial close
      • Required to support parallel financial reporting standards & simulate scenarios

Key Innovations

      • Automatic reconciliation with automated real-time matching
      • Single repository for company and corporate data
      • Deeper and faster insight down to the lowest level of detail

Business Process Transformation

      • Real-time end-to-end financial close
      • Common view across financials and logistics
      • Comprehensive simulation of org changes and alternate accounting methods
  • Minimizetime to close the books

Enhancecompliance and accuracy

Reducecost of finance

real time financial performance management
Real-Time Financial Performance Management
  • Current Situation
      • Long performance management cycles with complex consolidation landscapes
      • Inefficiencies due to multiple disruptions between planning and closing
      • Need for adapting quickly finance and business operations to changes

Key Innovations

      • Real-time simulations of planning and costing scenarios
      • No latency through heterogeneous consolidation landscapes and quasi-instant response times (even with large number of very complex calculations)
      • Real-time enterprise profitability with large volumes of item-level data

Business Process Transformation

      • Integrated planning for new and customer-defined scenarios
      • Real-time closing activities
      • Real-time modeling and simulation of product costing

Improveservice level performance

Reduce month-end closing time

Minimize operating costs

insight driven marketing
Insight-Driven Marketing
  • Current Situation
      • No true 360° view of the customer because of different data sources
      • Data explosion driven by a new level of consumer connectivity via mobile devices and social networks
      • Need to capture market opportunities as they occur and respond quickly to demand

Key Innovations

      • One central place for collecting all customer data from various sources
      • Flexibility to slice and dice un-aggregated data
      • New analytical, data mining capabilities on big data (social media, predictive)

Business Process Transformation

      • Near real-time monitoring and reporting on marketing performance
      • Rule-based and event triggered marketing automation to orchestrate in- and outbound activities in waves
      • Precision marketing to personalize every interaction with the customer


Optimize return on marketing investments

Deliversuperior customer experience

efficient contact center
Efficient Contact Center
  • Current Situation
      • High volume of customer records and interactions resulting in increased search times and greater difficulty locating specific customer records
      • When responding to social media queries, service reps struggle to get all relevant customer information leading to inefficiency and dissatisfaction
      • Customers demand consistent service across channels

Key Innovations

      • Real-time access and assembly of disparate data
      • Lightning fast “Google-like” customer search
      • Faster routing of high volume inbound communications

Business Process Transformation

      • Quickly identify customers and get a complete 360 degree view in real-time
      • Route all inbound communications to the best resource
      • State of the art transaction automation driven by real-time speech analytics

Decreaseaverage handling time (AHT)

  • Increasefirst-call resolution (FCR) and customer satisfaction (CSAT)
  • Reduceservice cost
insight driven service
Insight-Driven Service
  • Current Situation
      • Difficult to analyze large volumes of operational service data to identify root causes of product failure and potential fraudulent warranty claims
      • Need to combine real-time information from the field and connected assets with statistical analysis of historical data to allow smarter decisions
      • Need for real-time monitoring of product usage and predictive analysis to support new service business models

Key Innovations

      • Fast access and analysis of real-time service data from different sources
      • Predictive analysis on sensor data from connected assets and equipments
      • Real-time monitoring of service operations, service levels, field resource utilization

Business Process Transformation

      • New business models leveraging machine data from sold devices
      • Real-time rescheduling of field resources
      • Early information about potential product failures

Improveservice-level compliance

Createnew service offerings

Increasecustomer satisfaction

real time inventory management
Real-Time Inventory Management
  • Current Situation
      • No up-to-date view of the inventory situation
      • Time-consuming inventory management reporting
      • Need for accurate display of actual stock to react quickly to stock shortfall

Key Innovations

      • Real-time access to complex inventory management data
      • High-performance inventory management with large volumes of documents
      • New analytical inventory management cockpit

Business Process Transformation

      • Real-time stock insight and inventory monitoring
      • Higher process efficiency in adjacent procurement processes
      • Provision of a new analytical monitor for inventory management

Reduceinventory levels

Minimizeout of stocks

Optimizeworking capital

insight driven supply chain planning
Insight-Driven Supply Chain Planning
  • Current Situation
      • No ad-hoc operational reporting on top of SAP APO today
      • Time consuming data loads in traditional reporting tools
      • Need for near real-time information

Key Innovations

      • Near real-time reporting / analytics on SAP APO data
      • Out of the box operational reporting
      • Pre-defined dashboards for different use cases (analytical workflows) for SAP APO based planning scenarios

Business Process Transformation

      • Decision support based on near real information (e.g. forecast accuracy, stock coverage, supply projection)
      • Accelerate reporting on large volumes of supply chain planning data
      • Possibility for business users to create ad-hoc reports as and when required
  • Reduce supply chain costs

Optimizeinventory levels

  • Increasecustomer service level
real time material planning
Real-Time Material Planning
  • Current Situation
      • Decisions often based on periodic Material Requirement Planning (MRP) runs and outdated information
      • Inability to re-plan quickly if conditions change due to long run times
      • No holistic production planning across all relevant production sites

Key Innovations

      • 50% reduction in MRP runtime with high-speed reads
      • Increased usage of stored procedures to accelerate calculations such as Stock Requirements List and where used lists
      • Rapid BOM Explosion with stored procedures and fast read

Business Process Transformation

      • Faster re-planning allowing more frequent MRP runs in shorter cycles
      • Simulation of different ‘what if’ scenarios in real-time
      • Global cross-plant planning

Reduceout of stocks

Decreaseinventory and safety stocks


maximized productivity and profitability for complex projects
Maximized Productivity and Profitability For Complex Projects
  • Current Situation
      • Time consuming project analysis and progress monitoring due to high volume of data for complex long-lasting projects
      • Deviations in costs, time, resources, or quality detected too late in the process
      • Inability to monitor all aspects of a project

Key Innovations

      • Improved run time of Harry
      • Real-time access to large volumes of data
      • On the fly analysis and calculation

Business Process Transformation

      • Faster maintenance, monitoring, and analysis of large projects and programs
      • Complete progress monitoring along the project lifecycle
      • Combined analysis of financials and logistics data


Decreaselead time from development to delivery of product

Reducecosts for claims and problem-solving

data driven enterprise in consumer products insight like never before faster
Data Driven Enterprise in Consumer ProductsInsight like never before -- FASTER
  • Harness the power of “Big Data” in real-time and instantly predict and respond to changing market dynamics to drive your business at “market speed”
  • Be first to market with products consumers want: Instantly analyze consumer data to identify innovation opportunities and deliver innovations to market faster than the competition
  • Maximize brand and promotion investments: Immediately assess best performing promotions to create sustainable increases in baseline volume
  • Optimize supply to meet demand: Align cross-functional forecasts for fast response to demand fluctuations.

Key Business Benefits:

1- Increase Customer Satisfaction

2- Open New Revenue Streams

3- Minimize Operational Costs

people driven enterprise in consumer products agility like never before simpler
People Driven Enterprise in Consumer ProductsAgility like never before -- SIMPLER
  • Empower people to decide and act in the business moment and boost productivity
  • Be first to market with products consumers want: Monitor up-to-the-minute consumer response to product innovations to ensure market acceptance
  • Maximize brand and promotion investments: Quickly spot opportunities to increase profitable revenue and volume for both the manufacturer and the retailer
  • Optimize supply to meet demand: Monitor actual demand in real-time to assess inventory and ensure on shelf availability.

Key Business Benefits:

1- Increase User Adoption

2- Improve Effectiveness

3- Reduce TCO

innovation driven enterprise in consumer products innovation like never before smarter
Innovation Driven Enterprise in Consumer Products Innovation like never before -- SMARTER
  • Predict, identify and unlock new growth opportunities early to gain competitive advantage
  • Be first to market with products consumers want: Identify market trends in real time to focus consumer-driven innovation investments on highest potential opportunities
  • Maximize brand and promotion investments: Instantly identify the most effective, profitable promotions to drive brand and category growth
  • Optimize supply to meet demand: Quickly model varying scenarios to ensure availability and maximize sales at retail

Key Business Benefits:

1- Amplify Top-Line Growth

2- Increase Market Share

3- Minimize Risk