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Welcome to today’s training on how to Effectively Sell SAP ERP! In this training, you will
learn how SAP ERP addresses market trends and organizations’ business needs.
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After completing this lesson, you will be able to:
Define the executive’s SAP ERP vision
Describe market trends and customer pain points driving the business need for SAP
ERP
Explain the value-added or key differentiators of using SAP ERP
Define the target market segments for SAP ERP
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This section will provide a foundation for properly positioning SAP ERP to prospects
and customers. The vision, current market trends and business pain points that
organizations face will be covered in detail.
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SAP ERP is the core product of the SAP Business Suite. The first 25 years of its
history, SAP has been really focusing on ERP, its star product: SAP R/1 in the 70s,
SAP R/2 in the 80s and huge international success with SAP R/3 in the 90s. In the
last 15 years, efforts and investments around SAP ERP have been maintained with
obviously integration of newer technologies.
If you want to explain it with very simple words, an enterprise resource planning
manages the 3 main resources of a company: people, cash and assets. With an
ERP, a business can optimize its business activities for finance, human resources
and operations. From procure-to-pay to order-to-cash, it measures as well the impact
of relationships with suppliers, customers and the overall ecosystem of a business.
The objective of SAP ERP is really to support companies to improve the way they
run their business: better productivity, better management of employees, better view
of main KPIs, bigger margins, better view of inventories, better control of costs,
bigger revenues, better relationships with suppliers & customers, etc.
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We live in a very complex world and businesses must always change and adapt to
succeed. The following market trends really support the needs for an ERP:
Today’s global business climate is marked by geopolitical and economic uncertainty
Global market acceleration has forced businesses to respond to customers faster
with value-added products
All competitive advantage is temporary
Businesses are under extreme pressure to increase revenue and drive profitability,
while decreasing costs, optimizing resource utilization, and increasing corporate
governance
Organizations know they must adapt their business and IT systems to survive,
innovate, and grow
Social Media and Mobile Devices mean everybody is connected.
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As consequences to these market trends, companies face a lot of challenges they need
to overcome to stay competitive:
Businesses struggle to catch up with speed of innovation
It is getting more and more complex to control costs and margins in fast-moving
environments
Companies must adapt to very restrictive regulations
CEOs have issues to define strategies for growth
CFOs are in constant pressure to maintain companies compliant & sustainable
VPs of HR have real difficulties to retain talents and allocate the right resources
CIOs have challenges to provide intelligent information instantly
Thinking about all these issues, problems, challenges and business pains, that is
really where we can support our prospects and customers and bring value.
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Correct!
The objective of SAP ERP is really to support companies to improve the way they
run their business: better productivity, better management of employees, better view
of main KPIs, bigger margins, better view of inventories, better control of costs,
bigger revenues, better relationships with suppliers & customers, etc.
Sorry, that is incorrect. The correct answer is:
People, Cash & Assets
The objective of SAP ERP is really to support companies to improve the way they
run their business: better productivity, better management of employees, better view
of main KPIs, bigger margins, better view of inventories, better control of costs,
bigger revenues, better relationships with suppliers & customers, etc.
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In this section, we will discuss the main components of the SAP ERP application that
bring value to different levels and departments of organizations.
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As we mentioned a bit earlier, SAP became very famous at the international scale in
the 90s with its star product: SAP R/3. You can see R/3 Components are really the
foundations of SAP ERP and the backbone of the SAP Business Suite.
Many of our customers still talk about FI, CO, SD, MM. Our mission was already to
support companies to control their costs, increase their margins, close their financial
books ontime, open their system to suppliers & customers. But our offer developed
and evolved with the emergence of new technologies and innovations that meet
today’s requirements for growth.
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SAP ERP redefines enterprise resource planning – delivering role-based access to
crucial data, applications, and analytical tools. With SAP ERP, you can efficiently deal
with business challenges in the following areas:
Financials
Human Capital Management
Operations
Let’s discover how SAP ERP allow businesses to optimize their internal resources
and be opened to their suppliers, customers and all partners in their ecosystem.
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SAP ERP Financials provides these modular applications customers can use to tailor
solutions to their specific business needs and quickly deliver value while giving them
flexibility to prepare for the future.
Accounting and financial close
Treasury and financial risk management
Invoice to pay
Receivables management
Shared services for finance
Travel management
As you can see, SAP ERP Financials is a set of components really covering all the
areas of your Finance department.
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SAP Financials provide a total, integrated view of all aspects of your business
finance functions. No matter what size their business is, our prospects & customers
can increase their agility with finance software solutions that give them a 360-degree
view of enterprise performance.
Overall, SAP ERP customers are able to coordinate activities across the enterprise,
ensure compliance and have greater confidence in the numbers through faster, more
accurate financial close cycle
But they can also manage and improve profitability - robust management accounting
and performance management systems pinpoint cost and profitability drivers and
improve shareholder value
As a result they can streamline their cash cycle to accelerate cash flow, reduce risk,
resolve disputes faster and lower operating costs
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SAP ERP Human Capital Management (SAP ERP HCM) provides features and
functions that can help businesses manage business processes related to the
recruitment to the development of their people.
Services delivery ensures that employees can readily access the critical data,
applications, and analytical tools they need to perform their job functions efficiently
and effectively – while supporting a shared-services model for human resources,
finance, and other key processes. SAP ERP offers role-based access and selfservices.
Talent management supports people during every phase of their employment – from
recruitment through training, development, and retention. Find the right people, put
their talent to best use, align employee goals with corporate goals, maximize the
impact of training, and retain top performers.
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Core HR and payroll streamlines and integrate essential workforce processes such
as employee administration, organizational management, time management,
benefits, payroll, and legal reporting. With SAP ERP HCM, you can standardize and
consolidate all workforce-related processes and data onto a single platform, while
ensuring adherence to local regulations and laws.
Workforce analytics utilizes comprehensive SAP analytics to help you plan, measure,
and align objectives, not just within the HR department, but with the overall business
strategy to enable better business decisions and growth.
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The outcomes of SAP HCM are as diverse as important for companies.
Talent Management allows organizations to identify, attract, develop, compensate
and retain talent using an holistic approach, and Workforce Process Management
supports them to automate their core HR processes. Workforce Deployment also
helps businesses to deploy the right people to the right positions at the right time,
and finally, Workforce Planning & Analytics support decision-makers and people
managers to make well informed decisions.
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SAP ERP Operations provides organizations with complete features and functions to
help them manage their key activities.
SAP ERP Operations manages end-to-end procurement and logistics business
processes for complete business cycles, from self-service requisitioning to flexible
invoicing and payment. SAP ERP Operations can also help optimize the physical
flow of materials.
It also supports the entire life cycle of product development and manufacturing. You
can perform production planning, manufacturing execution integrated with shop-floor
systems, product development, and life-cycle data management in a wide variety of
industries.
SAP ERP Operations manages customer-focused activities, from selling products
and services, to managing professional-services delivery and internal processes
such as calculating incentives and commissions.
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SAP ERP Operations support businesses on critical KPIs such as profitability,
productivity & customer satisfaction. Every business in every industry or country
needs to be operationally well run.
SAP ERP Operations manage end-to-end operational processes with efficiency and
cost-effectiveness. It allows customers to identify, realize, and sustain cost savings
and deliver high-quality products and services on time. As a result, companies can
improve customer satisfaction while increasing profitability and revenues
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Correct!
SAP ERP redefines enterprise resource planning – delivering role-based access to
crucial data, applications, and analytical tools. With SAP ERP, you can efficiently
deal with business challenges in financials, human capital management and
operations.
Sorry, that is incorrect. The correct answer is:
Financials, Human Capital Management and Operations
SAP ERP redefines enterprise resource planning – delivering role-based access to
crucial data, applications, and analytical tools. With SAP ERP, you can efficiently
deal with business challenges in financials, human capital management and
operations.
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Correct!
The benefits of SAP Financials include: achieve faster closes, improve cash flow and
liquidity, and improve process integration between finance and treasury.
Sorry, that is incorrect. The correct answer is:
Retain talent
The benefits of SAP Financials include: achieve faster closes, improve cash flow and
liquidity, and improve process integration between finance and treasury.
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To summarize all that you’ve learned in this training, let’s view a video which highlights
how to properly position the SAP ERP.
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SAP Business All-in-One is the SAP ERP Solution that help midsize or fast-growing
small companies to drive business growth, build and maintain operational excellence
and optimize financial performance.
With SAP Business All-in-One, midmarket organizations drive business growth by
proactively managing sales opportunities and marketing plans while supporting new
product and service development for existing and new markets. These companies
can build and maintain operational excellence by optimizing logistics, manufacturing
and resource management. And finally, they optimize financial performance by
improving internal controls and gain deeper insight into organizational performance
See SAP Business All-in-One in action! This interactive iTour highlights three
valuable benefits SAP Business All-in-One brings to customers: comprehensive
unified view of operations, industry-specific best practices and scalability. Please
access the SAP Business All-in-One iTour
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You are now able to:
Define the executive’s SAP ERP vision
Describe market trends and customer pain points driving the business need for SAP
ERP
Explain the value-added or key differentiators of using SAP ERP
Define the target market segments for SAP ERP
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If you need to have a full view of the very numerous business processes covered by the
complete SAP ERP Solution, please click on the link and access the SAP ERP
Business Map. You will have a full view of components of the solution, processes it
does include and benefits it brings to businesses. Business Maps and Solutions Maps
are typically used by Presales & Solution Consultants.
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Thank you for attending this training.
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