SAP Turn Data Into Decisions 30 Day
Challenge - Guidance for Distributors
Guidance
for
Distributors
& Authorized
Lorraine Maurice,
Senior
Director, SAP Global
Marketing
June, 2014
Resellers
For internal SAP and partner use only
Go Broad, Go Deep, Sell More – The Message of the
Playbook

Go Broad – Market Opportunity is Growing
 Shift of revenue from IT to LoB
 New decision makers
 SME – small or big – everyone needs analytics

Go Deep – SAP has the right solution and can grow with client’s business
 SAP Portfolio #1 in analytics
 Offerings targeted at the LoB
 Competitive Advantage

Sell More – Make Money
 Learn the story
 Know your customers
 Discuss Analytics with your customers – because if you don’t someone else will……..
© 2014 SAP AG or an SAP affiliate company. All rights reserved.
For internal SAP and partner use only
2
5 Analytics Deals in 30 Days Challenge
•
Download Turn Data into Decisions.
•
Learning the Story.
–
–
–
•
You prepare your sales pitch
Internalize the value of the offers,
Leverage SAP resources.
Preparing Your Client List.
–
•
Research infrastructure, IT departments, and lines of
business to learn client needs, pain points, and goals to help
develop a good client list
Making Calls, Setting Appointments, and Closing
Sales.
–
–
Use discovery questions and SAP assets to engage with
prospects
Close deals more efficiently.
© 2014 SAP AG or an SAP affiliate company. All rights reserved.
For internal SAP and partner use only
3
Making It Happen – What Our Distributors Need to Do
Distributor
 Review the Playbook material (ppt and replay by July 11th, 2014)
 Merchandise SAP: Post Playbook, Resources and Content with your
partners
 Host Distributor Sponsored Analytics Webinar to identify resellers with
Analytic skills
 Choose 10 Successful Partners to participate in the 30 Day Challenge
 Work with these partners to ensure they understand the playbook and
assets available (wheel of success assets – see next slide)
 Implement enablement campaigns and ongoing messaging with AR’s
 Utilize SAP resources to drive pipeline activities including
 Solution experts and enablement teams
 Marketing enablement – social, messaging, campaign building
 ISE organization
 PSA Support
 Execute Sales Blitz with partners in coordination with SAP before
September 30th, 2014
© 2014 SAP AG or an SAP affiliate company. All rights reserved.
For internal SAP and partner use only
4
The Wheel of Success
5 Deals in 30 Days
•
•
•
•
•
•
•
•
Customer Solution Brief
Target Customer profile
Customer Presentation
Solution Economics (for partners)
Target partner profile
Solution Roadmap
Competitive positioning
Customer References
• Campaign Assets
• Telemarketing Scripts
• Turnkey campaign
deployment
• Test and Demo Offer
• Incentives/Promotions/
Rewards
© 2014 SAP AG or an SAP affiliate company. All rights reserved.
• 90 Day Jumpstart Curriculum
(Presales, Sales, Technical)
Solution
Content
Sales Training
& Enablement
“Must-have”
Components
Demand
Generation
Implementation
Training &
Enablement
• 90 Day Jumpstart
Curriculum
(Technical and Service
delivery)
• Use case blueprint(s)
For internal SAP and partner use only
5
Back up Slides – examples of assets
SAP BusinessObjects BI suite + BI, Edge edition
The SAP® BusinessObjects™ Business Intelligence (BI) suite lets organizations make a
positive difference through effective decisions and execution by providing intelligent
information to the right people – from the CEO to analysts to staff to suppliers and partners.
Value to Customers
Key Benefits
Who to Talk To

• Provide a unified view of SAP and nonSAP data assets for confident decisions
• Organizations wishing to explore more
end user driven reporting, and mobile
analytics for their users that want a
single comprehensive source of the truth
for a unified and company-wide data
warehouse
• Any industry, any line of business, any
size company
• C-Level executives (CIO, CEO, COO)
• Operational and LoB managers
Business Intelligence Platform
• Ensure that everyone within an
organization will have secure, immediate
access to the reliable business
information they need to do their jobs

Agile Visualization
• Allow users to easily explore and present
data, drive real-time understanding of the
business, information, and processes
across the enterprise

Dashboards
• Build rich, interactive, visually engaging
dashboards to present intuitive
summaries of relevant data, with a
variety of charts and visual components;
present data, KPIs, and what-if analysis

• Meet the needs of any user, from
executive, to analyst to casual user, with
a single comprehensive BI suite
• Deliver insight through a single,
comprehensive, and integrated
information infrastructure to any device

Complete suite
• Integrated set of analytics tools that
address the end to end requirements of
any organization
• Built on a common platform, with shared
administration, security, and governance
Reporting
IT directors and managers
Lower TCO
• BI content (reports, dashboards, etc.) is
reformatted automatically for different
devices – no rework needed
• Banking customer Kotak saw its report
generation sped by more than 50%
• Create repeatable, secure reporting for
mass distribution from any data source

• Allow business users to create or
personalize their own interactive reports
• BI Edge customer AllConnect saw an
increase of 25% of revenue per call
within the first year
© 2014 SAP AG or an SAP affiliate company. All rights reserved.
Tangible ROI
For internal SAP and partner use only
7
SAP Lumira
SAP® Lumira software helps you tap into your data – big and small – and discover answers.
Fast data manipulation and engaging visualizations allow you to combine and analyze data
from a variety of sources and quickly gain unique insights.
Value to Customers
Key Benefits
Who to Talk To

• Faster time to insight – Deliver selfservice data discovery on your data – big
and small
• All industries but especially retail and
banking
Self service data exploration and
visualization for decision makers
and analysts
• Self-service data acquisition of
enterprise and personal sources
• Data enrichment with time and
geographic hierarchies
• Point-and-click data manipulation – no
scripting required
• Visualizations to convey and share
qualitative and quantitative knowledge
• Direct connectivity to the SAP HANA®
platform
• Engaging content – Create beautiful
graphics and visualizations in real time to
convey and share knowledge
• IT approved solution – Increase selfservice data usage and leverage existing
• BI investments without adding to the IT
workload
SAP Lumira Customer Testimonial
Daimler Trucks North America Uses SAP
Lumira for Agile Visualization.
• All lines of business, but especially
finance, marketing, sales ops
• Business analysts
• Information workers
SAP Lumira provides business
users and analysts with self-service
business intelligence for individual
users. This product is included in
or supported by all of our packaged
analytic platform solutions.
Learn how Daimler Trucks North America
uses SAP Lumira to identify and track
potential sales for dealers, crunch large
volumes of data, and provide the power of
agile visualization to their business users.
© 2014 SAP AG or an SAP affiliate company. All rights reserved.
For internal SAP and partner use only
8
Visualization starter pack from SAP
The Visualization starter pack from SAP is a self-service business intelligence solution that is
scalable, secure, and provides the tools for both business analysts and decision makers to make
better fact-based decisions. The solution provides line of business decision makers with the tools
they need and is IT approved.
Value to Customers
Key Benefits
Who to Talk To

• Better decisions with simpler,
personalized access to information
• Leverage the starter pack as a first step
to leveraging the power of BI with low
barrier to entry
Business Intelligence Platform
• Provide self-service access to
information
• Improve end-user adoption of BI tools to
enable fact-based decisions

Self-service BI for decision
makers
• Let decision makers answer their own
business questions, with a simple
combination of search and visualization

• Improved customer relationships by
providing sales and field reps with
customer-centric information
• Increase self-service data usage without
adding to your IT department’s workload
• Suitable for organizations with minimal
budgets and smaller IT departments
• IT directors and managers
• Sales, Marketing, Customer Service,
Human Resources, and Information
Technology
Self-service BI for analysts
• Enable analysts to quickly combine data
from multiple sources, including
spreadsheets
• Enable personnel to make time-critical
decisions anytime, anywhere

• Higher performing organizations, thanks
to pervasive BI and fact-based, timely
decisions
Mobile access
• Provide mobile access to business
insight in the field - like having a data
warehouse in your pocket
SAP Lumira Customer Testimonial
Daimler Trucks North America Uses SAP
Lumira for Agile Visualization.
Learn how Daimler Trucks North America
uses SAP Lumira to identify and track
potential sales for dealers, crunch large
volumes of data, and provide the power of
agile visualization to their business users.
The visualization starter pack is an
affordable subset of the SAP
BusinessObjects BI suite, focused
on providing self-service business
intelligence to business users and
analysts.
• Improve workflow and productivity
through secure, remote access to
relevant business Information
© 2014 SAP AG or an SAP affiliate company. All rights reserved.
For internal SAP and partner use only
9
Thank you
Contact information:
SAP Distribution
Contact your local SAP Representative or distribution@sap.com
© 2014 SAP AG or an SAP affiliate company. All rights reserved.
For internal SAP and partner use only
10