More sales success through the optimal support of your sales representatives with mobile business applications

1. sovanta® Sales Companion
Sales Companion supports sales representatives with their most
Important task: Convincing the Customer

2. Agenda

Business Challenges

How Sales Companion supports Sales Representatives to sell
more

Prepare customer meetings

Conduct customer meetings
Perform perfect follow-ups


Main Benefits

Solution Architecture
© sovanta AG, 2013
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3. sovanta® Sales Companion – Business Challenges

Sales representatives are permanently under pressure to
achieve their sales targets

For best insight, they need a 360 degree view at their
customers and prospects at any time

They have to prepare, perform and follow-up customer
meetings

Admin activities for data maintenance should be reduced to a
necessary minimum but with excellent data quality
© sovanta AG, 2013
All rights reserved
Page 3

4. sovanta® Sales Companion – Convincing the customer
Solution Overview

Sales Companion supports field sales representatives with
their most important task: Convincing the customer

The app provides everything required to prepare and conduct
sales meetings and perform perfect follow-ups

Providing the right information and functionality, always in the
context of the respective customer, lead, opportunity and step
in the sales process

This includes data from many sources like

News Feeds, e.g. Google, Bing

Social Media, e.g. LinkedIn, Twitter

SAP CRM / ERP

Office Documents

Groupware (e.g. Microsoft Exchange)

Analytics

and others
© sovanta AG, 2013
All rights reserved
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5. sovanta® Sales Companion – Preparing customer meeting
Preparation
When preparing a meeting with a customer or prospect,
Sales Companion provides you a 360 degree view of the
latest situation:


Latest updates of meeting participants in social media
platforms like Twitter and LinkedIn

Calendar Information for the meeting (Exchange Calendar)

Up-to-date information from CRM about the customer

KPIs based on customer profile and several analytics
provided
by SAP HANA

© sovanta AG, 2013
Latest news about company visited
Presentations, product brochures, whitepapers, contract
templates and other documents
All rights reserved
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6. sovanta® Sales Companion – During the meeting
Conduct
During the meeting Sales Companion supports with:

Customer presentation right from the tablet computer

Look-up of required documents

Capturing notes and action items

Annotate documents and collaborate with your
sales back office
© sovanta AG, 2013
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7. sovanta® Sales Companion – Follow-Up
Follow-Up
After the meeting, Sales Companion supports the
sales representatives with:

Creating a meeting report, also using speech to text

You can maintain the CRM system by doing only a few
taps, due to the fact that most part of maintenance is
automatically done by preparing the customer meeting

Leveraging all information presented


© sovanta AG, 2013
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Send documents e.g. presentations directly to
customer by e-mail
Save presented documents in CRM system
to ensure good data quality
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8. sovanta® Sales Companion – Main Benefits
For the Business
 Improved productivity of field
sales representative
Whenever data retrieval can be automated,
Sales Companion does it
 Increasing sales
through improved information access and
proactive cross-selling proposals based on
customer preferences
 Proactive decision support and detailed
insights through the combination of mobile
technology, SAP HANA and social networks
 Higher customer satisfaction through better
information
 Leading to improved CRM data quality
through higher engagement of sales
representatives and the tight integration with
social media. It is e.g. possible to update CRM
leveraging information from LinkedIn or
Twitter.
 Better coordination of sales activities,
through an optimal overview
 The app is easy extensible and customizable
to your specific requirements and contents
© sovanta AG, 2013
For the IT
 sovanta® Sales Companion App is easy
extensible and customizable to your specific
requirements:
- Customizable widgets
- The array of the widgets is customizable
to your sales processes
- Contents are easily expandable with
new widgets
- Colour adaption of the app UI
 Flexible deployment options
There exist 3 architecture and deployment
options:
- via Gateway
- via SMP On-premise
- via SMP Cloud
 Usage of your SAP security and authorization
concept
 Native built application for all your
business device platforms
For iOS (available) and Windows 8 (Q4/2013)
For the End-Users
 High User-Experience
The user-friendly interface is optimized
according to your sales processes and
specific requirements
 Simple and intuitive usage
No training required
 Reduced time and effort for
maintain CRM-System
More time to concentrate on the essential,
which are Sales activities that convince
the customer
 Everything needed in one application,
sovanta® Sales Companion provides a perfect
360° overview about customers, leads,
opportunities, contacts and events
 Collaborate with your back office
Higher flexibility, because you can send and
annotate documents and information at
every time and everywhere
 sovanta® Maintenance Service & Support
sovanta will maintain all upcoming iOS and
Windows 8 releases and supports you in all
your IT issues:
- Implementation and Configuration of the
Sales Companion Add-on
- Implement your Mobile Platform
- Advisory for your Mobile Devices Strategy
- Mobile Device Management
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9. sovanta® Sales Companion – Info Center
Info Center provides overall
information for sales reps
at a glance, always in the context of
your customers, your opportunities
and your contacts:

Alerts

Events

News

Social Media Updates

Opportunities

Sales Performance

To-Dos
© sovanta AG, 2013
All rights reserved
Page 9

10. sovanta® Sales Companion – Meetings
Get an overview of your upcoming
Meeting combining your

MS Outlook Calendar

SAP CRM Calendar

Link customer meetings to the right
customer and opportunity in CRM

All your meeting information will be
maintained in the CRM system by
doing only two taps
© sovanta AG, 2013
All rights reserved
Page 10

11. sovanta® Sales Companion – Customers
The Customer List shows all your
customers and important customer data
On the Customer Details you get a full
overview of the customer including:

Master Data

KPIs

Social Media

News Feeds

Key People at the customer

Business History

Open Orders

Escalations
© sovanta AG, 2013
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12. sovanta® Sales Companion – Leads
The Lead List gives you an overview
about your leads
In the Lead Details view you see all
information about your lead:

Master Data

Information e.g. lead source

Contacts

Activities
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All rights reserved
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13. sovanta® Sales Companion – Opportunities
The Opportunity List shows all your
opportunities and gives you a preview
of the most important key figures
On the Opportunity Details you get a
full overview including:

Master Data

Product Basket

Product Catalog

Activities

Buying Center

Sales Team

Competitors

Key People at the customer
You can easily update opportunity data.
Everything will be automatically
maintained in the CRM system.
© sovanta AG, 2013
All rights reserved
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14. sovanta® Sales Companion – Contacts
The Contact List is your address book
with your CRM contacts.
You get a full view over your contact in
the Contacts Details:

Contact Information

Map

Social Media

News Feeds

Additional Information
© sovanta AG, 2013
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15. sovanta® Sales Companion – Documents
In Documents you can present all
relevant sales documents, such as
created presentations, videos and
images.
The app is connected to your company
fileserver and therefore, the data is
always synchronized.
You have a flexible and freely definable
folder structure including:

Document preview

Offline mode – Access documents
even without the Internet when you
are at the customer

Annotation feature – Add comments
and notes to your sales documents
and collaborate with your back office

Send files directly to customers
by e-mail

Search for and within documents
© sovanta AG, 2013
All rights reserved
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16. sovanta® Sales Companion – Settings
Get an overview of your Settings of
the app:

Application Settings

Connected Social Media Accounts
e.g. Twitter, LinkedIn

Document Server Configuration
© sovanta AG, 2013
All rights reserved
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17. sovanta® Sales Companion – Architecture and Deployment Options
1)
Direct Connection via
Gateway
Tablet
2)
Connection via SMP onpremise
Tablet
3)
Connection via
SMP Cloud
Tablet
SMP
on-premise
SAP NW
Gateway 2.0
SMP
Cloud
SAP NW
Gateway 2.0
SAP NW
Gateway 2.0
SC Add-On
SC Add-On
SAP CRM
© sovanta AG, 2013
SC Add-On
SAP CRM
SAP CRM
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18. sovanta® Sales Companion – Architecture (Details)
Frontend

iOS App

Win8 App (Q4/2013)

SAP security and
authorisation concept
Mobile
Device
Connection

Connection
Three deployment options
Backend

SAP CRM 7.0

SC Add-on

SAP HANA Analytics
(optional)

SAP Groupware
Integration
(MS Exchange)

Document
Management System
(e.g. MS Fileserver)
© sovanta AG, 2013
SC Add-On
SAP CRM
Groupware
Office
Documents
All rights reserved
SAP
HANA Analytics
(optional)
News
Feed
Social
Media
Page 18

19. sovanta® Sales Companion – Extensibility
Extensibility

Colours can be adapted to your CI/CD guidelines

Appearance of Widgets is customizable

Content can be extended with new Widgets
© sovanta AG, 2013
All rights reserved
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20. sovanta® Sales Companion – Colour Adaption
The colours of the sovanta® Sales Companion App can
be adapted to your CI/CD guidelines
© sovanta AG, 2013
All rights reserved
Page 20

21. sovanta® Sales Companion – Colour Adaption
Examples for Windows 8 CI/CD colour adaption
© sovanta AG, 2013
All rights reserved
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22. sovanta® Sales Companion – Widget-Customizing
The display of contents and widgets can be completely
customized
b
a
© sovanta AG, 2013
All rights reserved
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23. sovanta® Sales Companion – Modular Composition
The array of widgets can be easiliy optimized according to your
company‘s requirements and processes
© sovanta AG, 2013
All rights reserved
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24. sovanta® Sales Companion – Extensibility
Contents of the app are easily expandable with widgets, which display
your company-specific data and information.
© sovanta AG, 2013
All rights reserved
Page 24

25. Business App | sovanta® Sales Companion
sovanta® Sales Companion supports field sales representatives with their
most important task: Convincing the customer



The app provides everything required to prepare and conduct sales
meetings and perform perfect follow-ups
Providing the right information and functionality, always in the context of
the respective customer, lead, opportunity and step in the sales process
This includes data from many sources like







News Feeds, e.g. Google, Bing
Social Media, e.g. LinkedIn, Twitter
SAP CRM / ERP
Office Documents
Groupware (e.g. Microsoft Exchange)
Analytics
and others
Benefits:
 Improved productivity of field sales representative during their most
critical tasks. Whenever data retrieval can be automated,
sovanta® Sales Companion does it.
 Increasing sales through improved information access and proactive crossselling proposals based on customer preferences.
 Leading to improved CRM data quality through higher engagement of sales
representatives and the tight integration with social media. It is e.g.
possible to update CRM leveraging information from LinkedIn or Twitter.
 Proactive decision support and detailed insights through the combination
of mobile technology, SAP HANA and social networks.
© sovanta AG, 2013
All rights reserved
Page 25