Connect People to Information for Better Decisions
For SAP Partners & Internal use only

SAP Self-Service BI Blitz - Agenda
Day 1
Welcome
Enablement
Networking
Day 2
Breakfast/preparation
Call Blitz
Debrief Day 2
Day 3
Breakfast/preparation
Call Blitz
Blitz Debrief
Networking Dinner?
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-- Breakfast
Welcome & Agenda
SAP BI strategy & portfolio Overview
SAP Self Service BI
Sales Play
-- break
A demo is worth 1000words
How to speed demo Visualization Starter Pack
Analytics LOB positioning
- working lunch
The winning call (cold calling technique)
-- break
Build your pitch + Role play
For SAP Internal use only
2

- Leonardo DaVinci
© 2014 SAP AG. All rights reserved.

About the session
You
LOB
-led
For SAP Internal use only
4 © 2014 SAP AG. All rights reserved.

Selling Analytics … Why Should You Care?
• Use the hot BI topic to
• Leverage BI to
within your accounts
by attaching BI to any other systems
• Create a healthy
-
BI investments are typically long-lived and grow organically. Frame up a staged analytics strategy that makes sense for your customers, and build downstream revenue
… and
start the analytics conversation before a competitor can

World is changing … the new Reality of LOB heads
Increasing Pressure & Greater Expectations
More effective management and better control
Outperform objectives and create value to the organization
Deliver quality products and services at a lower cost
© 2014 SAP AG. All rights reserved.
For SAP Internal use only
6

“Sell me this Pen”
“ … most average salespeople think that they’re supposed to sell you the pen, when a really seasoned salesperson will actually turn it into a qualifying session to find out what you need. That’s the truth of it.”
- Jordan Belfort (“The Wolf of Wall Street”) https:// www.youtube.com/watch?v=lPKm-dIIIkY#t=47
© 2014 SAP AG. All rights reserved.
For SAP Internal use only
7

Self-Service BI – Core Value
The Customer Business Value:
Improve the customer’s business performance by giving them the power to connect people to data, and revolutionize the way they collectively make decisions across the organization.
© 2014 SAP AG. All rights reserved.
For SAP Internal use only
8

Why Self-Service BI?
BI/Analytics adoption strengthening across all different technologies
Q. What is your current use of the following technologies?

Reporting (81%) and dashboards
(58%) are the most highly adopted
 63% planning to implement or are interested in advanced visualization
 60% planning to implement or are interested in predictive analytics
Source: Forrester TechRadar ™: BI Analytics, Q3 2013
For SAP Internal use only
9 © 2014 SAP AG. All rights reserved.

Concepts are of little use if they stay put as words
Raze the wall between concept and facts
For SAP Internal use only
10 © 2014 SAP AG. All rights reserved.

SAP Self-Service BI Blitz - Hosts xxxxx
Partner Account manager
–
XXXX
Partner Service Advisor -
Manuel Lopez
Sr. Director, Analytics – Global E&C
Xxxxxx
Director, Inside Sales Marketing
© 2014 SAP AG. All rights reserved.
For SAP Internal use only
11

© 2014 SAP AG. All rights reserved.
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