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account planning that eventually feeds in your financial statements as well so this is one component of a of a larger uh planning solution architecture um so yeah we're going to focus on the crm sales uh planning and analytics solution so this is actually a pre-packaged solution that simplify offers we are if you keep your eyes out on the sap store we're actually putting this out on the store for standalone purchase but you can purchase it this application uh from simplify with a quick start uh deployment um in a few weeks or we can use this application as a starting point to more build to your specification right for more complex scenarios so at minimum this is a really good starting point for companies looking to leverage data coming out of their crm for performance management reporting for sales forecast and plan as well as for quota planning and and management so the different reporting scenarios this this supports is pipeline analytics sales attainment sales conversion all the different you know types of kpis and calculations you want to look at to help look at performance management like sales cycle time number of deals you're winning average deal size etc win rates and then this is actually this content sits in in inside of an olap model so this isn't you know a relational database right this olap model that we have the crm data staged for really allows you to slice and dice your data and to drill into and to get you know great analytics as well as finish polished reporting out of the solution um at the end of the day so this solution sits on top of as well as the the rest of our prepackaged content sits on top of sap analytics cloud so as a as a partner you know that's focused on planning analytics consolidations we do you know focus as well on the sap technology stack and this is an application that works well both for you know sales operational reporting and planning as well as to integrate into your financial plan as we discussed before it can integrate with sap so you know this could be c4 this could be actually you know also integrates with uh with salesforce or any uh external crm system a lot of the similar concepts here um and with this from a financial analysis perspective we can look at opportunities all the way from the from the point of when they were open all the way through their closed and help the business with more analytics and insights into their data based off of that end-to-end analysis that we're able to provide with this content so this explains how this application really comes together you know the purpose of your crm system is really to help you track and measure you know opportunities um but you know once your opportunity turns into a sale um you know the crm system isn't you know necessarily helping you come up with the plan isn't necessarily helping you very well to manage you know your quotas and maintenance of that um you know it's not an analytics platform right and it's not a planning platform so that's where this application comes in so what we're actually doing here is we're taking you know closed sales out of your source systems and we're loading them into our main sales and pipeline analytics application this pre-packaged content here so those closed deals you know includes the counts includes the actual sales you know by customer you know by product by sales rep in addition to that we're also taking opportunity snapshots um from our crm system and we're doing this at minimum on a monthly basis and we're typically doing that on you know day five day six right you could also you know take a snapshot on day zero or every single week if you want from a reporting perspective so you can have snapshots from week one week two week three week four week five of your pipeline um and then for ad hoc analysis purposes we can also take uh daily you know daily snapshots uh for analytics as well which include you know your accounts and detail underneath that so we're feeding these snapshots into our analytics application we're feeding our closed sales into our analytics application and then this is the same application that we're actually using to manage and build our forecast and plan so we're administering our forecasting plan within the solution we're collecting and aggregating inputs from sales and finance to help us build that and then we have our forecast and plan data right next to our snapshot of our opportunities as well as our sales data and then we're able to compare that that sales attainment data you know with our quota um so this is a solution that um you can use and our customers are using to plan and manage your quota in addition to their you know monthly forecasts and annual plan and when we're pulling in this this data from their crm data from our crm system we're actually pulling it in all the way down to the individual you know opportunity level so we have quite a bit of detail that exists within this analytics app and that detail can help us drive a more accurate forecast and plan so what we can do with our crm data is figure out you know how do we want to track and stratify our opportunities so we might want to look at that you know by sales territory uh by product grouping or product offering uh by you know deal stages by the forecast certainty that our sales people have so we can take our opportunities and we can stratify them as we pull them into our system and we can use that to generate win rates by those stratifications to then apply those win rates against our pipeline so we take our pipeline we we apply our calculated win rates and we use that to seed our financial forecast right in addition to that within sap analytics cloud this is sap strategic solution uh for predictive analysis as as well and you hear my kids must be getting excited for kevin blake so i should move it along uh and but this is sap strategic solution for predictive analysis so you can also take your opportunities um and you can run that and classify them and run them through regression analysis if you want to do you know opportunity scoring on key deals or key data sets or if you want to see hey when i have deals at you know stage one or stage two what's the likelihood of them progressing to to deals you know stage five right so there's a lot of built-in analytics predictive capability particularly regression analysis that can help go through all the different variables that you have in your crm system to help more accurately predict what deals are going to close as well as to more accurately forecast win rates as opposed to just using historical data and companies that you know we've used this with for example you know i have found that you know some of the leading indicators um coming out of their crm system you know not surprisingly uh for deals that are going to close are you know executive alignment and historical relationships and actually you know the the sales people themselves um you know are key drivers right you have some over-performing sales people who are you know hitting their quota year-over-year and there's you know typically a reason for that so but this can help you analyze those different drivers and get insights into it um help drive business of value as well as forecast accuracy from a decision making perspective and then again we're taking this and we're we're seeding our opportunity data and we're applying win rates to it to factor it to create the forecast within the tool so we have a launch pad available to us within the system for all of our sales analytics to to look at those those same types of reports that i just mentioned for current pipeline deals closed attainment etc we also have a sales planning and admin launch launch pad that guides us through the the forecast monthly admin steps to set up our rolling forecast to roll that over set up an annual plan uh as well as then to update our plan within the within the solution so our simplified prepackaged content which sits on top of sap analytics cloud it does you know require uh sap online cloud licensing um again it can interface with any crm system uh but we have you know special knowledge around sap integration as well as salesforce integration uh and then it comes with all these pre-existing workflows the stories from a reporting perspective that are pre-built as well as from a planning perspective the model and dimensionality which um this is you know we've applied this uh you know in multiple different scenarios and customers and we're continuing to collect feedback and optimize this model and dimensionality to get you know the best recording and planning outcomes for our customers and then we have some standard calculations in here and data actions to help us you know calculate what weighted sales exceed our forecasts calculate win rates and close rates so these are all things that you can leverage you don't have to build from scratch with this pre-packaged content um opportunity counts and deal size so uh again this next slide here just focuses in again on integration so on the right hand side of the screen we have our sap online cloud application for crm planning and analytics with all of our different pre-built dimensionality in our star schema model here and you know we can pull this and acquire our master data structures from sap uh or again we could pull it from some from salesforce or another crm system so when we're interfacing with sap we have a native connector that allows us to pull from the views for our opportunity data our sales opportunity deal counts our product and customer master data so we're pulling all this into our planning app and then we can even actually if we want you know we can write back some of our quota and plan forecast data uh however we're seeing more companies do the actual reporting within within this solution and then along with all of our prepackaged content uh you know we have a roadmap here published with some upcoming enhancements as well as we're you know constantly enhancing based on customer requests uh one of the the key things you know we have some uh good assets that our uh customers can leverage we're on revenue recognition in sap online cloud we want to integrate that and set them up more for this crm scenario and then we also want to integrate our professional services content uh into this as well so i have a couple customer use cases i'll share quickly and do a quick demo and we'll hand it over to kevin um so this is a implementation where you know that's ongoing we're about two thirds of the way uh through it's a quick you know six week project we're implementing for uh a mid-market company with just over a thousand employees based out of connecticut i t professional services firm so here we're interfacing with uh with c4 um and uh so this is one example here another example with a large enterprise firm financial software and services is as well fiser based out of brookfield wisconsin so you know this is other end of the scale so instead of you know six week implementation for a 70 billion dollar market cap company this is a six month implementation we're really you know building to their specification um and these guys are are live uh with uh with sap and uh with simplify all right so at this point i'm going to go ahead and jump to the demo for a couple of minutes and we'll come back and hand it over so this is the sap analyze cloud platform here this is our our launch pad we have our our performance indicators and our our quota and plan and forecast and reporting i'm just going to focus on a couple analytics views and and share the the the planning process flow um quickly here so first we'll we'll take a peek at our opportunity snapshot um coming from our our crm system so this would be our last month's opportunity snapshot here we have all of our structures with this olap model our dimensionality for example for our sales org here we can drill into individual positions we could filter on our enterprise sales versus middle market here and you're going to see their app opportunity snapshot data all updates uh as we change these selections so we can see our weighted sales by opportunity by customer our top 10 ones that we want to focus on we can pivot between weighted sales which is calculated versus our our sales number we could also drill into you know specific divisions or entities if we wanted to look at you know professional services versus data processing in our top 10 opportunities here updates ingly we can add commentary to this right this is with this model view i'll go into our report builder here you can see that this is with an sap on this cloud this is really kind of a pivot table report builder you know it's a pivot table kind of on steroids right um so any of our dimensionality that i mentioned earlier we could actually you know add to this uh report here we could also drill into the the raw data and again you know filter on any you know any of the dimensions that we have available to us within the application i mentioned some of the key kpis here as well um you know we could look at our sales our one deals our average average deal size or cycle times um you know we have additional reports for attainment versus quota um the last thing i want to cover uh is just cover the planning process flow here quickly so that you can have an understanding of how you can use this tool uh from a from a planning process as well so here we have this process flow where we're actually setting up our forecast for our plan so if you have multiple currencies you can load fx rates we're loading every single you know opportunity level of detail from your crm system updating our sales master data before we update the current reporting and planning processes we take our snapshot we calculate our weighted pipelines we have these data actions available within the tool that can actually run and calculate these calculations and then ultimately we can publish our forecast out for for updates from our sales or finance folks so i'll just click into the first step here we'll just look at the review outlook in our planning process flow and here you know we can look at our our opportunity snapshot with our factored sales and we've already taken that snapshot version and copied that into our forecast version and this provides us a summary level view if we were coming in here as a you know as an individual sales person we would only see the pipelining customers that are assigned to us right but same thing here we can filter on these different views so this is kind of the overview of our outlook we can also then click into our specific planning view where we can look at our factory pipeline that we have coming out of our crm system so we can see this you know by individual month and we can come in and actually key in adjustments to this or we can key in numbers for new business that's not necessarily factored into our pipeline so in this example this can be built based off your structures but we're doing this you know by our different product groupings by our different you know sales categories or codes growth versus renewal and all these structures we can drill into and and adjust as we're updating our plan so once we submit our plan we we can lock that and it's published that and it's available for reporting immediately from our fp a and sales leadership stakeholders so that's a quick view if you want a longer demo we're actually going to be