© SAP 2007 / Page 1

Channel effectiveness in times of economic

uncertainty

Welcome! Has the channel become more important to your

business in the last 12-18 months?

If so, you’re not alone…

Leveraging channel relationships can be key to driving and sustaining new revenue

Anytime there is an economic downturn, enterprises

start looking at their channel relationships more carefully.

They want to increase opportunities to use their

channels, get more out of the marketing dollars spent,

and determine who is the most productive

Michael Fauscette, IDC Research,

CRMBuyer.com: PRM: Ready to Break Out, September 2009

“ “

The need for Channel Opportunity

Management

HQ

End Customers

SupplyChain Ops

Sales

Suppliers

Manufacturing Providing accurate and

reliable commit dates to

customers

Insight into channel

inventories and containing

price protection costs

Scaling individual deal

profitability across all sales

Distributors/Mfg. Reps

SalesOps

Controlling ship & debit to

minimize margin impact

Advantages of Channel Opportunity

Management

HQ

Suppliers

Manufacturing

Actively manage channel inventory and reduce

price protection costs

Improve margin by automatically matching

debit claims against authorizations

SupplyChain Ops

End Customers

Distributors/Mfg. Reps

Improve deal margin through profitability analysis and

enforcement of pricing and contract policies

Increase revenue and forecast accuracy through visibility and collaboration with channel partner design win processes.

Sales

SalesOps

Take more orders and reduce cancelled orders by providing available-to-promise dates based on actual fulfillment capabilities.

Optimized Channel Opportunity Management

for High-Tech Companies

SAP Solution

Accounts and Contacts

Opportunity & Quote Management

Price and Margin Management

Lead Management

Pipeline Performance Management

Deloitte Pre-Configured Implementation

Project Prep Blue Print Realization Test & Trial Go Live

Le

ve

l o

f S

olu

tio

n M

atu

rity

Project Prep Faster Blue Print

Accelerated

Realization

Compressed

Testing & Training

Earlier

Go Live

0%

Starting Point

70-90%

Starting Point

© SAP 2008 / Page 5

Channel Opportunity Management

Call to Action

What SAP and Deloitte Can

Do For You:

“Move-the-Needle” Workshop Offering

Hosted Option –Try Before You Buy

Hosted Option –Financial Arrangements

What’s Next?

SAP Can Help You Get There

Or, call Jason at

Whitespace

because he’d be

happy to get you

more information.

(866) 490-6416

.

To receive your copy of this informative whitepaper –

Driving Your Channel Business in

High-Tech Industries

Boost Partner Relationships and Channel

Performance with IT

Executive Summary Marketing Success Sales Achievement Service Excellence

Get insights into key channel business trends, complexities

and challenges of different channel models, and knowledge about how

best-run high-tech businesses leverage IT to improve partner

relationships and increase channel performance.

KNOW HOW TO DRIVE YOUR CHANNEL

BUSINESS IN HIGH-TECH INDUSTRIES

Rediscover SAP CRM

GET THE INFO YOU NEED

CLICK HERE