quotes and contract management -...
TRANSCRIPT
Solution in Detail
© 2013 SAP AG or an SAP affiliate company. All rights reserved.
Transportation and Logistics
Quotes and Contract Management
Executive Summary Solution Overview Contact Us
© 2013 SAP AG or an SAP affiliate company. All rights reserved.
2 / 27 © 2013 SAP AG or an SAP affiliate company.
All rights reserved.
Selling to the Connected Customer
The power has shifted in the sales arena.
Customers can get a wealth of information with
a few keystrokes and easily swap stories about
your company with other customers around
the globe.
Sometimes, customers have better insights
into a company than the company‘s sales
team does. This shift in the sales dynamic
has had a huge impact on sellers and sales
organizations.
Today’s customers expect a business to be
highly informed about them. To gain the inside
track on customer needs, a company must sift
through mounds of data – from inside and
outside the enterprise.
A company must be agile. It must respond
to customers in real time with a coordinated
effort across multiple decision points.
Visibility into processes, fast insight into
important data, and effective collaboration
can set a team apart.
Best-run cargo transportation and logistics
companies exceed customer expectations,
build loyalty, and grow revenue and profitability.
They achieve this with a streamlined order-to-
cash process that gives customers a perfect
order experience every time.
Today’s customers are socially empowered and digitally connected.
To succeed in the competitive, dynamic cargo transportation and logistics market,
the best sales leaders know they must adapt their selling systems to connect with
customers in the digital world. Sales teams must address today's challenges
with innovative solutions that enable holistic interaction with customers based
on real-time customer data.
Collaborate to Optimize
Sell to Connected Customers
SAP Innovations
Perfect Order Experience
Executive Summary Solution Overview Contact Us
11% Higher sales achievement
as a percentage of quota
for top 25% of organizations
compared to average
organizations
Source: SAP Performance
Benchmarking
3 / 27 © 2013 SAP AG or an SAP affiliate company.
All rights reserved.
Real-time collaboration within and across
teams is essential for delivering a perfect order
experience. Sales, logistics, and finance are
among the teams that must collaborate well for
the business to understand and meet customer
needs. Otherwise, it’s difficult to eliminate
unexpected problems such as unsuccessful
credit authorizations or supply chain
disruptions.
What does it take to create a perfect order
experience for the customer? It takes an
accurate understanding of their needs and the
ability and commitment to meet those needs
at a stated price and time.
SAP software for the order-to-cash process
offers real-time collaborative capabilities that
enable cargo transportation and logistics
companies to create well-defined, attractive
customer contracts and deliver the perfect
order every time.
Collaborate to Optimize Order to Cash
When a cargo transportation and logistics organization uses an efficient,
collaborative order-to-cash process, it can meet – or exceed –its customers’ needs.
This type of process helps the organization build customer loyalty, which grows
revenue and increases profitability. Giving customers a perfect order experience
every time makes an organization the first choice for cargo and logistics.
Transportation and Logistics
Executive Summary Solution Overview Contact Us
Collaborate to Optimize
Sell to Connected Customers
SAP Innovations
Perfect Order Experience
4 / 27 © 2013 SAP AG or an SAP affiliate company.
All rights reserved.
Best-run cargo transportation and logistics companies manage the order-to-cash
process flawlessly across all touch points, channels, and functions – from order
capture and logistics to invoicing and contract renewal. SAP solutions facilitate
this process by providing real-time data for timely, accurate pricing and contract
information. Best-run companies use this information to give customers a perfect
order-to-cash experience and reap business benefits.
Perfecting the Order-to-Cash Experience
Increase wallet share and improve sales-operating margin
Improve customer satisfaction and loyalty
Reduce processing costs per order
Reduce number of disputes per order
Boost the perfect order rate
Reduce order cycle time
Improve on-time delivery
Improve order accuracy
Improve order transparency
19% Fewer days sales outstanding
where customer relationship
management (CRM)
system integrates with
contract-to-cash cycle
Source: SAP Performance
Benchmarking
Executive Summary Solution Overview Contact Us
Collaborate to Optimize
Sell to Connected Customers
SAP Innovations
Perfect Order Experience
5 / 27 © 2013 SAP AG or an SAP affiliate company.
All rights reserved.
SAP software for collaborative order to cash
accelerates and gives real-time insight into the
order management process. The software
improves customer engagement with major
innovations in analytics, in-memory computing,
enterprise mobility, and managing Big Data.
The SAP HANA platform provides
groundbreaking technology that supports
real-time business processes and lets sales
organizations create new possibilities for order
to cash. A powerful in-memory computing
platform, SAP HANA delivers a next-generation
technology stack for analysis of the order
management process at the speed of thought.
The SAP Customer Relationship Management
application (SAP CRM), powered by SAP
HANA, allows enterprises to reduce IT
complexity by using a single database to run
and analyze order management.
Finally, enterprise mobility software from SAP
lets organizations empower their workforces to
sprint ahead of the competition. An enterprise
can transform its order-to-cash process with
state-of-the art mobile apps from SAP.
SAP Innovations
Executive Summary Solution Overview Contact Us
Collaborate to Optimize
Sell to Connected Customers
SAP Innovations
Perfect Order Experience
Order management is a complex process that can be difficult to manage. Solutions
from SAP use the latest innovative technology to help companies simplify order
management through improved insight and analysis, real-time business processes,
and increased mobility.
6 / 27 © 2013 SAP AG or an SAP affiliate company.
All rights reserved.
Deliver the Perfect Order Every Time
Collaborative Pipeline and Lead Management
Cargo transportation and logistics companies use SAP solutions for the entire sales
process including pipeline activities, opportunities, leads, and quotes.
Price and Margin Management
SAP software for price and margin management lets companies optimize the entire
pricing lifecycle to drive revenue and increase margins.
Contract and Order Management
SAP software captures quotes, contracts, and orders from multiple channels and
provides accurate pricing and delivery data.
Integrated Freight and Forwarding Settlement
The freight cost management capabilities in SAP Transportation Management help
companies manage contracts as well as internal costs and invoicing.
Executive Summary Solution Overview Contact Us
Pipeline and Lead Mgmt.
Solution Overview
Contract and Order Mgmt.
Price and Margin Mgmt.
Sales, Marketing, and
Customer Service
Freight and Forwarding
Why SAP?
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All rights reserved.
Enterprises can increase
customer satisfaction and
boost revenue by delivering
a perfect order experience
every time.
Quote and Contract Management
Executive Summary Solution Overview Contact Us
Pipeline and Lead Mgmt.
Solution Overview
Contract and Order Mgmt.
Price and Margin Mgmt.
Sales, Marketing, and
Customer Service
Freight and Forwarding
Why SAP? Field Sales
Logistics
Front Office
Sales Operations
Marketing
Finance
Pipeline
Monitoring
Lead
Management
Collaborative
Pipeline- and
Lead Mgmt.
Account and
Contact
Planning
Sales
Collaboration
Activity and
Visit
Planning
Contract
and Order
Management
Price and Margin
Management
Billing Credit
Management
Contract
Management
Quote
Management
Order
Capture
AP/AR
Processes
Freight
Settlement
Price
Management
Integrated Freight
and Forwarding
Settlement
8 / 27 © 2013 SAP AG or an SAP affiliate company.
All rights reserved.
Pipeline and lead management software from
SAP helps organizations streamline selling
processes, accelerate buying decisions,
and make their pipeline more predictable.
These improvements help companies move
deals through the sales cycle more efficiently.
Sales professionals can share opportunities
and manage key activities, customer quotes,
and account information.
In addition, lead management provides
a streamlined link between marketing and sales
to shorten the time between a prospect’s initial
interest and decision to buy. Supported with
an automated pre-sales process, sellers have
access to complete information about potential
customers.
Best-run cargo transportation and
logistics companies use solutions from
SAP for collaborative pipeline and lead
management that streamlines the entire
sales process, from managing pipeline
activities, opportunities, and leads
to providing timely quotes.
Solutions from SAP enable collaborative pipeline
and lead management
Greater pipeline capacity
for top 25% of
organizations compared
to average organizations
Source: SAP Performance
Benchmarking
38%
Capabilities
Benefits
SAP Innovations
Solution Overview
Pipeline and Lead Mgmt.
Executive Summary Solution Overview Contact Us
9 / 27 © 2013 SAP AG or an SAP affiliate company.
All rights reserved.
SAP software for collaborative pipeline and
lead management lets organizations manage
the sales process with deep visibility into
activities, leads, quotations, orders, and
document flow.
Organizations can monitor opportunities via
the pipeline performance management tool.
Using this tool, companies get the current
status of each opportunity and follow
opportunities as they evolve over time.
This view allows companies to find out how
revenue develops. Sellers can view tables
and bar charts that show won deals, expected
deals, and sales targets.
SAP software shows the difference between
won and expected deals and identifies critical
opportunities or errors. Simulation capabilities
allow companies to predict the impact of
changed opportunities by depicting what-if
scenarios. Sales professionals can access
all this information in real time, which enables
them to take corrective actions to resolve
issues and meet quotas.
Decrease in average sales
cycle time and 8% to 10%
increase in opportunity close
rates by focusing on the right
customers and opportunities
Source: SAP Performance
Benchmarking
Manage Leads, Prospects, and Quotes
10% to 20%
Executive Summary Solution Overview Contact Us
Capabilities
Benefits
SAP Innovations
Solution Overview
Pipeline and Lead Mgmt.
10 / 27 © 2013 SAP AG or an SAP affiliate company.
All rights reserved.
SAP software for collaborative pipeline and
lead management gives sales organizations
visibility, real-time data, and analytics to
increase planning efficiency. Using these tools,
a sales organization can identify pipeline gaps
by simulating opportunity changes and what-if
scenarios.
Companies can track performance based on a
range of metrics including churn rates, quotas,
and expected yearly growth.
Businesses can trigger the right actions to
resolve anticipated issues, ensuring that the
sales force is properly aligned across territories
and collaboration with marketing identifies
customers with the highest propensity to buy.
Also, businesses can keep stakeholders fully
informed and ensure that sales targets are met.
Companies can save time by quickly deciding
to abandon less-valuable opportunities and
pursue high-value prospects.
Best-run cargo transportation and
logistics companies use SAP software
to help their salespeople increase
productivity by targeting the right
customers and opportunities.
Sellers can identify critical issues in
the opportunity lifecycle and act upon
them immediately.
Gain Full Lead and Opportunity Transparency
in Real Time
Higher sales forecast
accuracy rate for
organizations with
highly mature territory
management process
Source: SAP Performance
Benchmarking
19%
Executive Summary Solution Overview Contact Us
Capabilities
Benefits
SAP Innovations
Solution Overview
Pipeline and Lead Mgmt.
11 / 27 © 2013 SAP AG or an SAP affiliate company.
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In-Memory Computing, Big Data, and
Analytics
SAP software delivers major innovations in
in-memory computing, management of Big
Data, and analytics – including SAP HANA – to
support sales organizations with collaborative
pipeline management. This technology gives
cargo transportation and logistics companies
real-time insights into changes and opportu-
nities in the sales pipeline.
The sales pipeline is dynamic and in
a constant state of change. It is the
birthplace of opportunities. To take
advantage of them before it is too late,
real-time analytics and transactional
functionality are required to capture
opportunities and provide full pipeline
transparency at all times.
Innovations for Collaborative Pipeline Management
SAP HANA
Because SAP HANA offers groundbreaking
technology that supports real-time business
processes, it empowers a sales organization
to discover new possibilities in pipeline
management.
Higher percentage of field
salespeople achieve quota
where the sales pipeline is
optimized to ensure proactive
pursuit of cross-sell and
add-on opportunities
Source: SAP Performance
Benchmarking
17%
Executive Summary Solution Overview Contact Us
Capabilities
Benefits
SAP Innovations
Solution Overview
Pipeline and Lead Mgmt.
12 / 27 © 2013 SAP AG or an SAP affiliate company.
All rights reserved.
In today's uncertain economy, companies in
the cargo transportation and logistics industry
cannot afford to focus only on programs intended
to grow top-line revenue. Bottom-line profit is
equally important – and it is more challenging to
manage than ever before.
While organizations implement many initiatives
to improve profitability, one aspect is often
overlooked despite its promising potential:
SAP software for price and margin
management enables cargo
transportation and logistics companies
to optimize the entire pricing lifecycle.
With this software, enterprises gain
insight into the profitability of global
pricing practices, target areas for
improvement, and ways to drive
revenue and increase margins.
Price and Margin Management
SAP software for price and margin
management helps organizations manage
and optimize the entire pricing lifecycle.
With a combination of enterprise software,
pricing science, and best practices, this
software drives improvements in every stage
of the pricing process – and that can lead to
game-changing increases in profitability.
Higher revenue per employee
where the majority of users
are enabled with mobile CRM
Source: SAP Performance
Benchmarking
8%
Capabilities
Benefits
SAP Innovations
Solution Overview
Price and Margin Mgmt.
Executive Summary Solution Overview Contact Us
13 / 27 © 2013 SAP AG or an SAP affiliate company.
All rights reserved.
Cargo transportation and logistics companies
use comprehensive price analytics for insight
into opportunities to improve sales margins.
With SAP software for price and margin
management, these organizations can identify
negative margin deals, ensure that discounting
and cost to serve align with customer value,
and gain visibility into global pricing practices.
Specialized segmentation functions combined
with business-to-business pricing allow
companies to continuously refine pricing
practices.
Convenient, robust price and policy
maintenance functions help organizations
to be agile through rapid deployment of the
latest pricing practices. Deal-negotiation
functionality connects planning and sales to
ensure adherence to price-setting strategies.
Pricing guidance within the quoting process
equips sales teams to negotiate effectively
in real time.
Capture More Value Through Pricing
12% Higher sales achievement
with optimal coverage for all
regions, including the proper
distribution and management
of sales reps
Source: SAP Performance
Benchmarking
Executive Summary Solution Overview Contact Us
Capabilities
Benefits
SAP Innovations
Solution Overview
Price and Margin Mgmt.
14 / 27 © 2013 SAP AG or an SAP affiliate company.
All rights reserved.
SAP software for price and margin
management enhances the value of existing
investments in SAP quote-to-cash software.
With SAP software, transportation and logistics
organizations can pinpoint and reduce margin
leakage with deep insight into their sales
history, specialized reporting, and playbook
functionality.
SAP software for price and margin
management helps cargo transportation
and logistics companies manage the
complete business-to-business pricing
lifecycle from strategy to execution.
The software provides tools that help
companies achieve profitability goals
at each stage of the pricing process.
Drive More Profits Through Pricing Insight
and Guidance
Organizations can make their global sales
operations more agile and capture more
revenue with convenient, flexible price and
policy maintenance functions. They can
ensure greater sales margins and improved
pricing consistency by giving sellers deep
insight into every customer negotiation.
Organizations can close deals faster and
improve win rates through collaborative
deal-processing functionality that supports
fast pricing approvals.
Lower churn when customers
and territories are aligned to
strategy, objectives, and
organizational sales quotas
Source: SAP Performance
Benchmarking
49%
Executive Summary Solution Overview Contact Us
Capabilities
Benefits
SAP Innovations
Solution Overview
Price and Margin Mgmt.
15 / 27 © 2013 SAP AG or an SAP affiliate company.
All rights reserved.
SAP software for price and margin
management provides the latest
innovations in analytics, integration,
and managing Big Data. For cargo
transportation and logistics companies,
these innovations give insight into sales
activity for effective price management
and improved profitability.
Innovations for Price and Margin Management
Big Data and Analytics
Gaining valuable insight into sales histories
often involves processing large volumes of
data. That is why an in-memory data store is
essential. A data store provides sophisticated
analytics that enable businesses to transform
data into improved revenue by improving
pricing practices.
Integration
The substantial rewards for investing in a
price and margin management solution can
be realized only if that solution is integrated
into quote-to-cash processes. By leveraging
a flexible framework and complete integration,
SAP enables organizations to quickly transform
their pricing processes.
Executive Summary Solution Overview Contact Us
Capabilities
Benefits
SAP Innovations
Solution Overview
Price and Margin Mgmt.
16 / 27 © 2013 SAP AG or an SAP affiliate company.
All rights reserved.
In today’s markets, it is critically important to
nurture long-term relationships and optimize
the order-to-cash process. With SAP software
for quote and contract management,
businesses can create and execute sales
agreements, then monitor contracts throughout
the lifecycle.
Global product and service catalogs
standardize the product portfolio, which can
be the basis for customer- and contract-specific
pricing.
SAP software captures quotes,
contracts, and orders from multiple
channels while providing accurate
pricing and delivery information.
Basing contracts on a product and
service catalog helps to standardize
a logistics service portfolio. Automated
order fulfillment means zero-touch
or low-touch processing.
Contract and Order Management
In the order execution phase, services can
be connected to standard operating procedures
which helps a company deliver on committed
service levels.
With products and contracts as a single source
of truth, customers receive accurate information
about pricing and availability. Companies can
successfully execute logistics and fulfillment
even in highly complex supply networks.
Streamlined order management means
improved customer satisfaction, revenue,
and profitability.
Fewer customer complaints
for organizations that expand
invoicing and billing
capabilities to meet
customer needs
Source: SAP Performance
Benchmarking
27%
Capabilities
Benefits
SAP Innovations
Solution Overview
Contract and Order Mgmt.
Executive Summary Solution Overview Contact Us
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All rights reserved.
SAP software for contract and order
management helps organizations create
an end-to-end process that easily
accommodates unique customer data and
industry-specific requirements.
With SAP software, organizations can quickly
capture data for sales quotes, contracts, and
orders from multiple channels. Accurate,
consistent pricing and delivery information is
available throughout the order-to-cash process.
Enterprises can negotiate and approve
long-term sales agreements with special
conditions for pricing or products. SAP software
integrates with order processing and other
back-office activities to ensure efficient order
management across sales, manufacturing,
logistics, and finance.
Automated capture and processing of
complaints triggers logistical, financial, and
service-related follow-up. Companies can
manage simple and complex rebates and
track rebate accruals for settlements with
customers.
Streamline the Order-to-Cash Process
20% Lower invoice error rate for
organizations that streamline
order flow through automation
Source: SAP Performance
Benchmarking
Executive Summary Solution Overview Contact Us
Capabilities
Benefits
SAP Innovations
Solution Overview
Contract and Order Mgmt.
18 / 27 © 2013 SAP AG or an SAP affiliate company.
All rights reserved.
Companies spend much more to acquire new
customers than to retain existing ones. SAP
software for quotes and contract management
helps enterprises create and execute sales
agreements that meet customers’ needs while
providing incentives to do more business.
With a collaborative order-to-cash process,
businesses can enhance customer satisfaction
and grow revenue.
For efficient order management, companies
can create a zero-touch or low-touch order
process and accelerate the order-to-cash cycle.
Organizations can achieve zero-touch or
low-touch order processing to improve
contract and order management. Less
human interaction improves compliance
rates and increases revenue and
profitability from multiple sales channels.
Standard operating procedures provide
a reliable audit track.
Give Customers the Perfect Order Experience
Using cross-selling and up-selling, businesses
can increase order size and value. Providing
reliable pricing and order activities can boost
customer satisfaction and lead to increased
and repeat business.
Integrating credit checks in the order
management process can reduce financial
risk and non-payment and provide rebates and
volume incentives.
Lower receipt-to-ship time for
organizations that integrate
the order-to-cash process
with operational processes
Source: SAP Performance
Benchmarking
35%
Executive Summary Solution Overview Contact Us
Capabilities
Benefits
SAP Innovations
Solution Overview
Contract and Order Mgmt.
19 / 27 © 2013 SAP AG or an SAP affiliate company.
All rights reserved.
SAP software for contract and order
management supports the latest
innovations in mobility and analytics,
including SAP HANA and SAP CRM.
These innovations help companies
gain real-time insight into the order
management process and improve
customer engagement.
Innovations for Contract and Order Management
Lower dispute resolution time
for organizations that develop
a fully automated, integrated,
comprehensive
process for order to cash
Source: SAP Performance
Benchmarking
10% Analytics
Analyze contract and order-to-cash processes
at the speed of thought. SAP HANA provides
in-memory computing technology that offers
real-time insight into contract and order
performance. SAP CRM allows businesses
to run and analyze the sales process with
a single database.
Mobile
SAP leverages leading-edge mobile
technology to help companies accelerate
the order management process and engage
with customers. Sales representatives can
execute the lead-to-cash process on any
mobile device or use mobile apps from SAP
to provide order-change notifications while
on the go.
Executive Summary Solution Overview Contact Us
Capabilities
Benefits
SAP Innovations
Solution Overview
Contract and Order Mgmt.
20 / 27 © 2013 SAP AG or an SAP affiliate company.
All rights reserved.
SAP TM helps organizations manage contract
forwarding and freight agreements with
business partners and internal business units.
These businesses can effectively create
customer-specific contracts and manage
standard tariffs and charges.
A fully integrated product and services master
list lets companies create customer-specific
contracts for transportation and logistics
By using the complete freight cost
management capabilities in the SAP
Transportation Management (SAP TM)
application, companies can manage
buying and selling contracts and tariffs
as well as internal costs and invoicing.
Integrated Freight and Forwarding Settlement
services. Releases and approved contracts
are automatically used for order pricing.
Companies can integrate these capabilities
with financial software for freight auditing,
carrier payment, customer invoicing, and cost
distribution. This level of integration enables
accurate costing and timely settlements which
reduce freight costs and improve service levels.
Greater rate reductions when
there is the ability to structure
freight charge agreement
terms with customers
Source: SAP Performance
Benchmarking
25%
Capabilities
Benefits
SAP Innovations
Solution Overview
Freight and Forwarding
Executive Summary Solution Overview Contact Us
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All rights reserved.
SAP TM helps organizations manage simple
and complex forwarding, freight agreements,
and calculation rules for carriers and
customers. It also helps companies precisely
calculate freight costs, revenue, and profits.
The application enables companies to create
quotes and contracts and calculate charges.
It integrates with corresponding processes in
financials and invoicing. Calculated results and
details for analytical reporting are available in
auditable business documents.
SAP TM also enables charge management
to be inherited from order management and
integrates workflow techniques into approval
processes.
The application allows manual changes and
adjustments and leverages logistical data for
charge calculations.
SAP TM also supports planning, carrier
optimization, and tendering processes.
Efficient Contract Management, Pricing, and Settlement
13% Fewer freight invoices with
erroneous charges when
costs are automatically
calculated and analyzed
for matching
Source: SAP Performance
Benchmarking
Executive Summary Solution Overview Contact Us
Capabilities
Benefits
SAP Innovations
Solution Overview
Freight and Forwarding
22 / 27 © 2013 SAP AG or an SAP affiliate company.
All rights reserved.
The ability to precisely negotiate, calculate, and
define freight prices is essential for productive
customer relationships in the cargo
transportation and logistic service business.
With SAP TM, organizations can set up flexible
contract and tariff management as well as
integrated billing for timely settlement of freight
contracts. Efficient freight settlement reduces
costs and improves carrier relations and
service levels.
Effective contract management and
pricing requires advanced charge
maintenance tools and versatile
calculations to accurately determine
freight prices. With SAP software,
companies can implement customer-
specific contract requirements including
product catalogs and general tariffs.
Integrated Freight and Forwarding Settlement
for Effective Contract Management and Pricing
Being able to tie freight revenues back to
financial accounts, cost centers, and orders
helps companies determine the full cost and
revenue of an order and calculate profitability.
This capability gives an understanding of how
shipment costs impact the bottom line.
Of companies do not accept
updates of carrier charges
electronically
Source: SAP Performance
Benchmarking
56%
Executive Summary Solution Overview Contact Us
Capabilities
Benefits
SAP Innovations
Solution Overview
Freight and Forwarding
23 / 27 © 2013 SAP AG or an SAP affiliate company.
All rights reserved.
Integration with the SAP ERP
application supports cost calculation,
accounting and controlling, and financial
visibility. Integration with the SAP Billing
and Revenue Innovation Management
solution allows highly flexible billing with
customer care and efficient dispute and
collection management.
Innovations for Freight and Forwarding Settlement
SAP TM integrates with the SAP ERP
Financials solution and SAP Billing and
Revenue Innovation Management for freight
auditing and auto-payment as well as invoicing
to customers. SAP TM provides integrated
enhancements that verify invoices for materials
management.
SAP database and technology solutions enable
users to handle large volumes of transportation
and logistics data for fast analyses and
data-intensive change management processes.
Analytics solutions from SAP, based on SAP
HANA, enable transparency and multi-
dimensional analysis of transportation costs.
Fewer freight invoices
duplicated when shipping
charges are calculated
based on attributes of
order and agreement
Source: SAP Performance
Benchmarking
40%
Executive Summary Solution Overview Contact Us
Capabilities
Benefits
SAP Innovations
Solution Overview
Freight and Forwarding
24 / 27 © 2013 SAP AG or an SAP affiliate company.
All rights reserved.
Sales, Marketing, and Customer Service
Streamline the contracting
and order management
process.
Marketing
Planning and
Program
Management
Real-Time
Offer
Management
Customer
Insight and
Segmentation
Multichannel
Campaign
Management
Social Media
Analysis and
Engagement
Marketing
Analytics and
Performance
Management
Sales Planning
and Monitoring
Territory
Management
Incentive and
Commission
Management
Sales
Performance
Management
Collaborative
Pipeline and
Lead
management
Price and
Margin
Management
Contract
and Order
Management
Integrated
Freight and
Forwarding
Settlement
Inbound
Contact
Center
Lite Mobile
Sales Solution
Customer
Activity
Planning
Order Capture
through the
Contact
Center
Comprehen-
sive Mobile
Sales Solution
Collaboration
Convergent
Invoicing
Financial
Customer
Care/Dispute
Management
Receivables
Management
and Payment
Handling
Credit and
Collections
Management
Complaints
Management
IT Service
Management
Marketing
Management
Customer Service
Sales Force
Support
Quote and
Contract
Management
Key Account
and Territory
Management
Executive Summary Solution Overview Contact Us
Pipeline and Lead Mgmt.
Solution Overview
Contract and Order Mgmt.
Price and Margin Mgmt.
Sales, Marketing, and
Customer Service
Freight and Forwarding
Why SAP?
25 / 27 © 2013 SAP AG or an SAP affiliate company.
All rights reserved.
Why SAP?
SAP solutions improve order-to-cash processes, increase revenues and margins,
and improve customer satisfaction. SAP offers one of the world’s most-deployed
order-to-cash platforms that supports tens of thousands of companies around
the world.
A Single, Real-Time, Multichannel Order-to-Cash Platform
SAP software provides a single order-to-cash platform with real-time, multichannel support
and specialized functions for specific industries. The software enables new business models,
drives sales transactions for all offerings across all channels, and gives customers the
best-possible offers. Organizations can fulfill every order, from simple to sophisticated,
perfectly every time.
SAP software for order to cash, together with SAP solutions for sales effectiveness,
help organizations become strategic sellers, make fact-based decisions, and control the
process of selling and order management.
Executive Summary Solution Overview Contact Us
Pipeline and Lead Mgmt.
Solution Overview
Contract and Order Mgmt.
Price and Margin Mgmt.
Sales, Marketing, and
Customer Service
Freight and Forwarding
Why SAP?
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All rights reserved.
Benchmark Your Performance
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benchmarking program from SAP – available free to SAP customers and select prospects.
The SAP benchmarking program has helped more than 3,000 organizations assess their
strengths, uncover areas for improvement, and identify best practices and IT strategies that
generate clear, tangible value – not someday, but today.
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Transportation and Logistics Services
Service Marketplace for Transportation and Logistics:
www.service.sap.com/tl
Social Media Channel for Transportation and Logistics
http://scn.sap.com/community/transportation-and-logistics
LinkedIn Group SAP Travel and Logistics:
http://www.linkedin.com/groups?gid=3966133&trk=myg_ugrp_ovr
CMP 26904 (13/07)
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