In our hyperconnected world, sales organizations must be able to rapidly innovate, harness exploding data volumes and serve the segment of one. To adapt to today’s realities, sales organizations are leveraging intelligent applications to enable better decision-making, automate enablement processes, engage customers and generate more revenue. Intelligent or machine learning applications can significantly reduce business process time and cost, enabling capabilities such as real-time coaching, dynamic learning content generation and prescriptive learning. According to Gartner, by 2018, over 50 percent of large organizations globally will compete using advanced analytics and proprietary algorithms. Gain an SAP insider’s perspective into the key business benefits and challenges of intelligent applications, examples of intelligent applications in development, and key strategies to ensure implementation success. Leave the session with strategies you can immediately implement to accelerate your digital sales transformation.

1. Driving Sales Performance in the Digital Economy
with Intelligent Applications
Malte Bong-Schmidt, Christine Shaw, and Kelly Rider
Sept 21, 2017

2. 355,000+
Customers in 190
countries
SAP is a long time trusted
leader
in business transformation
100+
Innovation and Development
Centers

3. WHAT ARE INTELLIGENT
APPLICATIONS?

4. 10
▪ Automate highly repetitive tasks
▪ Make strategic predictions that continually
improve
▪ Computers learn from data without
being explicitly programmed
▪ Machines can see, read, listen,
understand, and interact
What are intelligent applications?
Why intelligent applications?

5. 11
Machine Learning Enables New Capabilities
“All Tesla vehicles produced in our factory have the
hardware needed for full self-driving capability at a
safety level substantially greater than that of a
human driver.”
“The chance that a random person in the population
could look at your iPhone X and unlock it with their
face is about one in a million.”
- Tesla - Apple

6. 12
By 2018, over 50% of large
organizations globally will
compete using advanced
analytics and proprietary
algorithms
*SOURCE: GARTNER, TAD TRAVIS 2016

7. HOW CAN INTELLIGENT APPLICATIONS
DRIVE SALES PERFORMANCE IN THE
IN THE DIGITAL ECONOMY?

8. 14
Know The
Customer
Spend More
Time Selling
Sell Anytime,
Anywhere
Turn Insight Into
Action
Selling in the Digital Economy

9. 15

10. 16
Digital Seller & Strategist
Innovation Challenger & Co-creator
Business Value Advisor
Knowledge Broker & Educator
Group Consensus & Advocacy Builder
Resources Orchestrator
Risk Mitigator
The Digital Sales Professional

11. 17
Cadence for Building :
THE Digital Sales Force
Create
Awareness
Increase
Knowledge
Build Skills &
Competencies
Change
Behaviors
• SAP Innovation Day
• Social platforms (SAP
JAM, LinkedIn et al) &
moderated forums
• MOOCs
• Video Learning
• eLearning
(For Essentials)
• Virtual Live Learning
• Business Simulations
• Video Coaching
• P2P Learning
• Blended Learning Paths
• Video Certification
• PILOT: Learnbot Integration
• VISION Digital sales coach
and on-job coaching support
for managers

12. 18
Intelligent Transactions
Automate high-frequency
repetitive tasks
Analytics
Make data-driven insights
available to everybody
Collaboration
Tap into the collective
intelligence of knowledge
workers
Digital Assistants
Provide the right answer at
the right time
New Intelligent Sales Enablement Applications
Use Cases
• Synchronous content
translator
• Dynamic content
generator
Use Cases
▪ Learning/career path
recommender
▪ Sales content curator
▪ Digital coach
▪ Video certification
transcriber & evaluator
Use Cases
▪ Automated sales forecast
▪ Behavior based coaching
recommendations
▪ Learner guided content
development planning
Use Cases
▪ Community of practice
orchestrator
▪ Sales content aggregator
(customer references,
win stories, competitive
intelligence, etc.)

13. 19
Drivers of
Performance
Personalized
Improvement plan
Training
Recommendation
•
•

Intelligent SAP Sales Enablement Applications
Predictive Analytics Example

14. 20
Intelligent SAP Sales Enablement Applications
Digital Assistant Example #1
Yes
Account Executives in
your segment show on
average 8% less
discounts granted, do
you want to learn how to
decrease discounts?
Here is a learning link to
a series of negotiation
courses.
Link: xyz
Analysis of your pipeline
shows that you should
increase your pipeline
value by X% in order to
meet your quota. Do
you want to learn about
options to increase
pipeline quickly?
Here is a learning link to
a related pod-cast
series. We suggest you
review your pipeline and
the suggested learning
with your manager for
additional coaching
Yes
Hi Mike, here is your
digital sales coach. I
have 8 suggested
learning assets for you
this month. Would you
like to view them now, or
download them for later
offline review?
Download
One virtual live course
requires registration. Do
you want to participate
next week Thu. or the
Tue. after. Your
calendar is free on both
days when the training is
offered..

15. 21
POLL

16. 22
65% OF CONTENT GOES
UNUSED
*SOURCE: SiriusDecisions

17. 23
© 2017 SAP SE or an SAP affiliate company. All rights reserved.
Why 65% Goes Unused
Common Reasons
Low
Quality
Hard to Find /
Unknown
Low
Value

18. 24
© 2017 SAP SE or an SAP affiliate company. All rights reserved.
Intelligent Content Strategy
Transforming Content into a Critical Business Asset
LMS
Video
Platform
Digital
Library
Portals,
Wikis, Social
Platforms
Job
Support
Scheduled
Offerings
Videos
eLearning
… and more
Desktop
Content Types Content Repositories Delivery Channels
Apps on
Mobile
Devices

19. 25
Intelligent SAP Sales Enablement Applications
Delivering High-Value, Easy to Find, Contextual Content
Help me find the latest
updates on Leonardo.
How do you want to
learn?
Course | Job Aid | Person
Job Aid
Here is the latest
whiteboard. Is this
relevant?
Yes
Help me with my
negotiation skills.
How do you want to
learn?
Course | Job Aid | Person
Mentor
I found two mentors in
your area. Do you want
their profile information?
Yes
Help me with
prospecting.
How do you want to
learn?
Course | Job Aid | Person
Course
What type of course do you
want? Live or online?
Live

20. 26
Key Takeaways
Future State Description Key Strategies
Intelligent Content will self-indexing & self-
generating, solving right content for
right person at right time for right
situation problem
Create intelligent learning content
strategy (modular, contextually &
semantically categorized)
Personalized Conversational interfaces with
users controlling the content
presentation
Simplify instructional design, ID
becomes AI interaction designer
Machine Driven AI systems that curate, advise, and
orchestrate (automate tasks and
learn new capabilities)
Build machine learning capability
(Center of Excellence), innovate
(rapid prototyping)

21. 27
© 2017 SAP SE or an SAP affiliate company. All rights reserved.
SAP Innovation Center
From Business Problem to Machine Learning Problem
Refine your
problem
Rule-based
Machine
Learning
Enhance data/look for different data
sources
Collect data
Yes No No
No
Yes
YesYesYes Yes
Can you
formulate your
problem clearly?
Can you write the
rules?
Do you need
automation?
Start
Manual work
Can you measure
success?
Do you have
meaningful
features?
Do you have a
regular pattern?
Do you have
data?
No
No
No

22. 28

23. 2017 VIRTUAL
CONFERENCE
#TICEVIRTUAL
Christine Shaw
Senior Director of Solutions Accreditation, SAP
christine.shaw@sap.com
Kelly Rider
VP, Learning and Development Content Strategy, SAP
kelly.rider@sap.com
Malte Bong-Schmidt
Head of Virtual Learning, SAP
m.bong-schmidt@sap.com
Questions?