Sales OnDemand
Demo Script
Sales OnDemand
Classification: Internal
Golden Demo
Customer OnDemand
Table of Content
1
1.2
1.3
Protagonists .................................................................................................................................................. 3
1.4
1.5
Prerequisites ................................................................................................................................................. 5
2.1.1
2.1.2
Download & Install Customer Inaight App for the iPad ....................................................................6
2.2
2.3
Users ............................................................................................................................................................. 7
2.4
4.2
4.3
4.4
4.3.2
4.3.3
4.3.4
Mobility ........................................................................................................................................................ 19
4.4.1
4.4.2
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1.3 Protagonists
The roles in this scenario are:
Users are able to better plan their daily activities through Microsoft Outlook. This information is then synchronized into
Customer OnDemand.
Users can work more efficiently by only having to enter the information into one system.
Users can easily access and view all correspondences both they and their colleagues have had with prospects,
customers and sales partners.
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Customer OnDemand
Users can easily log new activities within the system to provide a singular view of all correspondences with prospects,
customer and sales partners.
Users can collaborate with their colleagues within the system to allow them to be more efficient in their roles and sell
as a team increasing the likelihood of deals closing.
The users are guided through the sales process to allow them to more effectively win opportunities.
Management (and users) can create access, edit and create many different reports that will allow them to plan and
manage the sales cycle more effectively and more efficiently without relying on external IT.
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Customer OnDemand
2 Technical Requirements
2.1 Prerequisites
2.1.1 Download & Install the Microsoft Outlook Add-In
Download the Microsoft Outlook Add-In
To download the add-in, you must have administrative rights on the computer.
Choose the download link for the add-in for Microsoft Outlook.
Restart Microsoft Outlook to activate the add-in. (When you restart Microsoft Outlook, the SAP Customer
OnDemand tab is added to your Microsoft Outlook screen.)
From the SAP Customer OnDemand tab in Microsoft Outlook, click the button to log on to SAP Customer
OnDemand.
In the dialog box that appears, select the row displaying the system where your SAP Customer OnDemand
system is located and choose OK.
Your Microsoft Outlook is now connected with the SAP Customer OnDemand system that you selected.
Enter your URL in the SAP System field, leaving out the path or directory information at the end of the URL. For
example, you log on with URL http://my300***.crm.ondemand.com
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2.1.2 Download & Install Customer Insight App for the iPad
Download Customer Insight App from the Apple App Store
From your IPad open the App Store and search for SAP Customer Insight for iPad
Open the App and click on Settings button at the logon screen.
Click on the URL field and start typing the URL of your demo tenant.
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2.3 Users
Predefined User (Role)
Password
Component
**salesrep**
(for example UKSALESREP01)
Welcome1
Release
1302
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Outlook
Add In Associate a
Contact to
an Account
Create a
Lead
Convert
Lead to
Opportunity
Populate
the
Opportunity
Winning
the deal
Mobility:
Customer
Insight
Mobility:
Reporting
through
Customer
Insight
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Customer OnDemand
4 Demo Script
4.1 Pre-Requisite: Receiving an email from a dummy customer
4.1.1 Send an email from a dummy email
For the purpose of the demo story line you will need to receive an email from a Dummy customer
Send an email from this account to yourself summarizing the content of a previous meeting:
Hi Salespersons Name,
It was nice to meet you today and thank you for giving me an overview of your company and the products
you sell. As you know Im putting together a new sales team so lets stay in touch as I think you will be able to
help with my future IT requirements.
Kind regards,
Sarah Richards
Sales Director, IT International
David Nash wants to be able to easily input information into Customer OnDemand. The application that sales
people use most often is Microsoft Outlook.
Customer OnDemand has a powerful Outlook Add In that gives David access to his most important
information in Customer OnDemand.
When David clicks on the email he has received from Sarah Richards in IT International he gets limited
information on the contact as Sarah is not associated with an account in Customer OnDemand.
David can easily associate this contact to an account that is already setup in Customer OnDemand.
Ease of use
What to Do
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Customer OnDemand
Click on the email that you have received from your dummy customer.
In the Outlook Add In, click on the green plus beside the contact name.
When the contact card opens up click on the SAP Customer OnDemand Tab
Click Submit
Drag and drop the email on to the account name in the Outlook Add In
Click on the account name in the Outlook Add In to open this account in Customer OnDemand
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Customer OnDemand
At this stage David Nash has opened the account IT International in Customer OnDemand. Here he gets an
overview of all the contact and relevant information for this account.
David now needs to be able to start the sales process by easily creating a Lead called Laptop Computers
within IT International.
Now he can start to document important information like what the lead source was and its qualification level.
Once the lead is created in IT International David can start to add activities such as appointments, tasks,
phone calls and emails which will also be synchronized into Microsoft Outlook.
In this case David has called Sarah Richards in IT International to further qualify the Lead so he creates a
new phone call Activity.
What to Do
When the click create box opens fill out all relevant information.
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After the phone call with Sarah Richards, David has received more information. Sarah advises that she
requires 50 laptops and will need a quotation for the same.
Its at this stage in the sales process that David can convert his Lead to an Opportunity.
Within the Opportunity he can start to gather more information such as the expected value, sales cycle
timeline, all of which will affect sales reports such as pipeline and forecasts in the future.
Lead the user through the sales process by moving the deal to the next stage.
Start to gather more detailed information such as expected value, sales cycle timeline and sales phase.
Gather important information that both the sales person and the manager can report on at a later stage.
What to Do
From within the Lead click on the Action button at the top right of the screen
Enter relevant information such as, Expected Value, Close Date & Sales Phase.
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Customer OnDemand
David has now created a new opportunity within the account as Sarah has asked for a quotation. David now
needs to start populating the opportunity with relevant information.
Sarah from IT International has advised that she would like a quotation for 50 laptops so David firstly needs
to add the products to the Opportunity.
David also feels that it would be useful to have involvement from his manager Vincent Carlson in this
opportunity so he also adds Vincent to the sales team.
David can setup activities like phone calls or appointments that are specific to this opportunity and these will
be synchronized into Microsoft Outlook.
If the application is integrated into SAP ECC 6.0 or above David can also request a quotation from within
Customer OnDemand.
Assist the user through the sales process by moving the deal to the next stage.
Add internal colleagues or external sales partners to the opportunity to work more efficiently and close deals
quicker.
What to Do
On the right hand side of the screen click on the Products Workbench.
Click and drop the required laptop product on to the product facet.
Click Save
Click Save
Click Save
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After a final meeting with Sarah Richards and his manager Vincent Carson, Sarah has accepted the
quotation. David can now set the deal to won!
Finally David collaborates with his manager Vincent by sending him an update that advises him of the newly
won opportunity.
Collaborate with colleagues throughout the process for guidance, help or just keep people informed of your
progress.
What to Do
Click on the Action button on the top right of the screen. Click on Won.
Enter the Reason why you won the sale and click on Save.
Click on the Post Update button on the top left of the screen.
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4.4 Mobility
4.4.1 SAP Customer Insight for the iPad
What to Say
Mobility is a major part of the Customer OnDemand Offering. SAP does not mind what way our customers
consume the application. All the same functionality you receive on your desktop or laptop is available on
mobile devices such as iPad, iPhone, Android and Blackberry.
Now Im working as the sales manager Vincent Carlson. Vincent is out of the office but is kept up to date of
whats going on through his SAP Customer Insight Application.
The first thing he sees is the update from David informing him of the recent win at IT International.
Vincent open an overview of the opportunity and checks the Total Sales Price
What to Do
Log into Customer OnDemand on the iPad as the manager user (**salesman)
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On the left hand side of the screen click on the Sales Icon.
Click on Opportunities
Comment on the feed update and congratulate your team member on the win!
Customer OnDemand
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Customer OnDemand
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Vincent spends a lot of time out of the office; Customer Insight keeps him updated with live information from
within the organisation.
Vincent wants to see how his teams sales pipeline is looking for the next three months. From Customer
Insight he opens up the pipeline report that gives him an overview of the amounts and a list of all the
corresponding opportunities.
He emails the report out to the sales team so as they can discuss the figures at the next quarterly sales
meeting.
What to Do
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Customer OnDemand
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