data discovery sap lumira - exxis group · data discovery–sap lumira blitz days in a box for...

For internal SAP and partner use only

SAP Internal and Partner Use Only

Data Discovery– SAP LumiraBlitz Days in a Box for Partners

© 2015 SAP SE or an SAP affiliate company. All rights reserved. 2For internal SAP and partner use only

Agenda

Blitz Day Preparation

Solution Overview

Call Script & Teleguide

Assets. Offers, and other Useful links


What is a blitz?

A Blitz Day should be a normal method of work in which your teams do

nothing but call a list of prospects

with a specific message prepared in advance.


Why do it ? When to form a blitz ?

Generate pipeline, thusrevenue

Exchange know-how and best practices – if you run this Blitz Day with SAP teams

Get immediate, sizable market feedback on a solution and your value proposition

Improve collaboration between partners and SAP teams (inside sales executive . . .)

Improve the quality of your database

To understand

a new industry

where your company is

not yet present


Key success factors

• Prepare well and use quality call lists

4-5 weeks for preparation is minimum, 6-7 weeks ideal

• Clear agendas of interfering activities

No reviews, meetings, customer calls, or other calls should be scheduled for that day. Put up the “Do Not

Disturb” sign.

• Maintain discipline

People must be on the phone. No excuses. Talk time of less than 3 hours per caller on that day is unacceptable,

with 3-5 hours the norm. Manage by walking around.

• Make sure everybody calls

Noncallers are not to be permitted in the area. It dampens the energy.

• Consider the manager the champion

It is the manager who has ultimate responsibility for success or failure of the blitz.

• Build incentive

Invoke a fun, competitive atmosphere. Offer prizes or awards to build momentum.

• Allow two days

One day is not quite enough to follow up on contacts unavailable on day one.


Blitz components

View a detailed breakdown of each blitz component in the spreadsheet included in the Blitz Days in a Box

Cooperation

Execution

Organization

Preparation

The Organization component sets the stage for Design, Messaging, Scope and Participants for baseline consistency.

The Preparation component is the most complex, time consuming,

highest priority and most valuable factor for a successful Blitz.

The Cooperation component ensures we have proper priority assigned

along with appropriate skills and understandings of the Blitz objectives

The Execution component maintains operational priorities and

provides performance transparency and immediate change management

as required

Tracking, Evaluation and Resolution… is where the “rubber meets the

road” by tracking KPIs, pipeline targets, overall results and most

important the opportunity to closed conversion rates

The Organization component sets the stage for Design, Messaging,

Scope and Participants for baseline consistency.

The Preparation component is the most complex, time consuming,

highest priority and most valuable factor for a successful Blitz.

The Cooperation component ensures we have proper priority assigned

along with appropriate skills and understandings of the Blitz objectives

The Execution component maintains operational priorities and provides

performance transparency and immediate change management as

required

Solution Overview


SAP Lumira Positioning

SAP Lumira quickly helps business people of all skills to better understand data and

use it to tell stories that captivate their audience

Talk track: “On the desktop … On premise … and In the cloud

Elevator Pitch

As a company grows, so does its list of challenges. The increasing volumes of data makes it hard to

find insights quickly, share them efficiently, and move nimbly to take advantage of opportunities before

anyone else does. An affordable analytics solution from SAP can help you harness the full value of

data. It helps you drill down to the good stuff faster, make actionable decisions more confidently, and

share insights across the organization and around the globe instantaneously. Simply put, when your

analytics can do more so can your company.


Value to the Customer

• Visualize data on the go to unlock hidden patterns in information

• Tell your story with data with clear, insightful infographics and visualizations

• Automate data preparation and enrichment with point and click ease

• Investigate your data by using the power of Google-like search

• Access visualization capabilities right from within your favorite tools, like Excel

and PowerPoint

• Predict the future through smart forecasting, regression, and more

• Scale to thousands of self-service users

• Access corporate data via the same Universe used for Enterprise BI use cases

• A single, trusted, governed infrastructure to manage

Agility and

Instant

Insight

Scale

and Trust


Key Capabilities

Provides an intuitive and easy interface

for users to …

Transform data

Acquire data from corporate and personal

sources

Quickly cleanse, combine, and enrich data

right from your desktop

Visualize and discover insights

Rich library of chart types

Extend, embed, and customize with SDK

Discover related insights and influencers

Share beautiful stories

Build engaging stories using storyboards and

infographics

Share insights on mobile, web, and desktop


Up-level: SAP has a Holistic Suite that Grows With YouNot just data discovery

Capabilities

• One comprehensive BI Suite covering all

requirements

• Self-Service BI

• Reporting, Dashboarding, MS Office

integration

• Predictive for everyone

• Deeply embedded in SAP transactions

• Open for all sources

Benefits

• Agility for the business with IT in full control

• Meet requirements with reduced complexity

• Create once – Deploy in web and mobile

• End user satisfaction

• Chance to standardize

• Future-proof – grow/roll-out as required


With SAP Lumira, users…

Prepare Visualize Compose Share

Prepare Visualize Compose Share

Lumira Desktop

Lumira Server

Lumira Cloud

FUTURE


Data Preparation

Prepare

Visualize

Compose

Share

Acquire Data, then…

Semantically enrich that data

Manipulate and cleanse data

with no scripting

Replay all transformations

when new data is loaded

Custom data extensions

BW Acquisition (1.27)


Visual Discovery

Support custom charts as

additional options

Support ESRI ArcGIS

Online

Easily build interactive

visualizations

Choose from breadth of

visualizations including

Geo & Trellis charts

Chart manipulation

with trends, forecast,

rank, sort & calculated

measures

Prepare

Visualize

Compose

Share


StorytellingBoards and controls, Infographics

Create a collage of different

data visualizations and filters

using simple drag and drop

Enable Analysts to quickly

create stories

Infographics make stories

even more compelling

Prepare

Visualize

Compose

Share


Share Data and Content

Data & Stories via LS4BIP

Data to Explorer

Prepare

Visualize

Compose

Share


SAP Lumira End-to-EndOn premise, in the cloud, and on any device

18

What Makes SAP Lumira a Trusted Data Discovery Solution?

Access corporate

data via the same

Universe used for

Enterprise BI use

cases.

Leverage trusted BI

Platform security

integration to secure

Lumira documents.

A single portal provides

access to both Lumira

and Enterprise BI

content. No need to

train on a separate

solution.

Powered by

SAP HANA

Access your data

where it lies via

Universe or SAP HANA

Smart Data Access*

Scalable

Trusted Data Secured Combine with Enterprise BI Content

Open

Call Script & Teleguide


Call Script

SAP Lumira and SAP BusinessObjects Business Intelligence Platform

Opening

Hello <PROSPECT>,

This is <YOUR NAME> calling on behalf of SAP. How are you doing today?

The reason for my call is that SAP has funded a number of Proof of Value sessions around their industry leading business

analytics & management solutions. We are reaching out today to see if you can take advantage of one of the sessions…

Now, I have here that you are the <insert title> is that correct?

We understand these sessions aren’t a fit for every organization, but those that have taken advantage are:

• Looking at ways to automate the collection of data in a single, dynamic reporting and analysis solution

• Looking to become less reactive and more proactive with their decisions.

• Interested in updating older legacy Business Management & Financial applications

• Looking to reduce system performance issues that slow down processing times and cause frustration.

• Attempting to integrate “Disconnected Data & Systems” that hinders decision making and results in lost sales and lower

profits


Additional Questions for Detailed Discovery


Product Details – Business

Analyst

Product Details – Decision Makers Product Details - IT

Unlock hidden patterns in information

• Using the latest HTML5 visualization

technologies

• By connecting to and combining data

sources

• Visualize data on the go – without

bothering IT

Increase understanding and use of data

• Tell your story with data with clear

infographics and visualizations

• Automate data preparation and

enrichment with point and click ease

• Investigate your data by using the power

of search

Access and share your insights everywhere

• Using a self-service user experience

means there’s no need for IT to create

predefined content

• Universal data access on web, mobile,

and desktop

• Easy to get and deploy with both cloud

and on-premise options

Stay in flow: work in your favorite environment

• Access and administer BI within the most popular

enterprise BI environment: SAP BI Platform

• Access visualization capabilities in popular tools,

like Excel and PowerPoint

• View results and launch BI from within other

applications

Be the smartest person in the room, and prove it

• Uncover which measures are influencing your

results with embedded predictive

• Easily include super-smart forecasting, regression,

and more

• Use trusted, curated enterprise sources in

combination with external sources for powerful

insights

Access anywhere: design once, and share across

devices

• Design in a single environment, and preview in

different modes (tablet, phone, etc.)

• Share stories to the cloud, BI platform, or mobile

applications

• Deploy standard, or virtualized for simplified

administration

Scale to thousands of users

• Use SAP BusinessObjects BI platform

to share and secure visualizations

• Share insights broadly through BI4.1

to BI Launch pad and to Lumira Cloud

• Optimized for SAP HANA

Govern access to trusted insights

• All SAP Lumira artifacts can be

consumed and managed through BI

platform

• Access corporate data via the same

Universe used for Enterprise BI use

cases

• Leverage trusted BI Platform security

integration to secure Lumira

documents

Manage life cycle of information assets

• A single, trusted, governed

infrastructure to manage

• Monitoring and auditing through the

CMC

• Users log on with BI credentials

Probing Questions

• Does your data feel inaccessible? How long does it take to fulfill an end-user’s request for data?

• How complex is the data that your business is accessing?

• Are you confident in the business decisions you make based on your data?

• Are your LOB owners running different point solutions to capture and analyze data? Do you feel like you have one version of the truth?

• Have you thought about how to scale your current solutions as your business accumulates more data?


Call to Action – For SAP Lumira

Outcome 1: INTERESTED in SAP Lumira− If the contact has expressed interest in SAP Lumira, they are a HOT Priority 1 Lead.

− Thank the contact for their time and notify them that an SAP Representative will schedule a follow-up

meeting to further discuss the opportunities with SAP Lumira.

− Create SAP Lumira offering opp in CRM -> Pass on to ISE/AE to qualify the lead and schedule a

discovery meeting. + Contact Global COE

Outcome 2: INTERESTED in SAP Lumira but is constrained− Contact is interested but has limited capital expenditure for upgrade implementation.

− See if the prospect would be interested in the “Buy Now Pay Later” incentive which allows them to buy

the solution now and is 0% APR financing for 24 months. If the contact expresses interest in the “Buy

Now Pay Later” incentive, thank them for their time and notify them that they will be contacted by an

SAP Representative to schedule a follow-up meeting to further discuss “Buy Now Pay Later” program

and the purchase of SAP Predictive Analytics.

− Create SAP Lumira offering opp in CRM -> Pass on to ISE/AE to qualify the lead and schedule a

discovery meeting. + Contact Global COE

Outcome 3: NO INTEREST− If the contact has expressed no interest AND they are not interested to further explore SAP Lumira, they

are NOT a potential lead for further qualification.

− But do ask who the right person would be in the organization that is responsible for their marketing,

enterprise applications or IT system, or would in general benefit from BI and Trusted Data and if they

can facilitate an introduction and schedule a discovery meeting.

Assets


Assets

Asset Type Level Target

Call Script: Lumira & BI Call Script L1-L5 Customer

Tele Cheat Sheet Tele Guide L1-L5 Customer

Solution Brief: SAP Lumira Edge, edition Solution Brief L1-L5 Customer

FAQ: SAP Lumira Edge edtion FAQ L1-L5 Customer

FAQ: SAP Lumira Cloud FAQ L1-L5 Customer

FAQ: SAP Lumira Server FAQ L1-L5Customer

Video: Bring Trusted Data into Your Decision Making with SAP Lumira

Video L1-L5 Customer

Video: Introducing SAP Lumira, Edge edition Video L1-L5 Customer

Customer Success Video: VELUX Speeds Budgeting and Forecasting

Customer Success L1-L5 Customer

https://www.sapvirtualagency.com/FileExplorer/Partners/SAP Business Analytics Solutions/Lumira Blitz Kit/CallScript_LumiraBI .pdf

https://www.sapvirtualagency.com/FileExplorer/Partners/SAP Business Analytics Solutions/Lumira Blitz Kit/TeleCheatSheet_LumiraEdge.pdf

https://www.sapvirtualagency.com/FileExplorer/Partners/SAP Business Analytics Solutions/Lumira Blitz Kit/LumiraEdge_SolutionBrief.pdf

https://www.sapvirtualagency.com/FileExplorer/Partners/SAP Business Analytics Solutions/Lumira Blitz Kit/FAQ_LumiraEdge.pdf

https://www.sapvirtualagency.com/FileExplorer/Partners/SAP Business Analytics Solutions/Lumira Blitz Kit/FAQ_LumiraCloud.pdf

https://www.sapvirtualagency.com/FileExplorer/Partners/SAP Business Analytics Solutions/Lumira Blitz Kit/FAQ_LumiraServer.pdf

https://www.youtube.com/watch?v=BipKeYQpJBk

https://www.youtube.com/watch?v=uhqVQ7rTXME

https://www.youtube.com/watch?v=TrycmivRixU


Thank You!

For further information, please contact your marketing or sales representative

within the Global Partner Organization.

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