SAP SE announced that Deutsche Telekom AG; Cooler Master Corp., a global thermal solutions provider; and KSB Group, a manufacturer of pumps and valves, have adopted the SAP Sales Cloud solution to build trusted relationships with their customers and bring more efficiency and speed to sales.
“Customers are no longer making decisions based on price and product,” said Giles House, general manager, SAP Sales Cloud, SAP. “They’re basing it on trust. And while customers have evolved, most CRM systems have not. To overcome this gap, sales need to be faster, more connected and intelligent to stay ahead of the constantly changing customer and build relationships that go beyond one-off transactions.”
Deutsche Telekom chose SAP for its out-of-the-box solution that tackles complexity, improves usage and shortens time to market. The solution can be easily maintained without the need for sophisticated IT skills. Deutsche Telekom expects to reduce time to market by simplifying the configure-price-quote (CPQ) process.
Cooler Master, a leading Taiwan-based innovator in thermal technology, has replaced its current platform with the SAP C/4HANA suite to build a sales model improving after-sales business and forecast management.
“Our legacy system was quite challenged by the complex sales and service processes we have at KSB,” said Hansen Willerding, program lead for SAP Cloud for Customer solution, KSB Group. “Implementing SAP CRM software was core to our digital strategy. Our sales and service teams have access to relevant data now, increasing speed and efficiency of our processes, but also offering our customers a better service – one that meets the requirements of digital transformation.”
The SAP Sales Cloud Solution Brings Deal Intelligence to Users
Twenty customers are exploring machine learning (ML) innovation with SAP software. Four of them, including Insight Enterprises Inc., have gone live with ML capabilities supported by SAP software that integrate deal and lead intelligence. Historical data is used to train the machine learning model, which helps predict customer preferences and enables more efficient sales.
“Working with prospective clients means establishing meaningful connections,” said JP Kato, CRM manager, Insight Enterprises. “In order to help them run smarter and maximize their IT investments, Insight has implemented SAP Sales Cloud and machine learning. The predictive analytics and deep-learning algorithms allow us to efficiently determine our clients’ needs and allocate the appropriate sales resources to intelligently connect with the businesses that would benefit most from Insight Intelligent technology solutions.”
The deal intelligence capability of SAP Sales Cloud automatically scores prospective sales and ranks them according to their likelihood to close. With ML-enhanced deal and lead intelligence features integrated in the SAP Sales Cloud solution, Datahug from CallidusCloud provides sales managers with new capabilities. They include identifying “at risk” opportunities in a timely fashion and eliminating opportunities in the pipeline that have a low probability of closing.
SAP has integrated the incentive compensation management solution from Callidus Software Inc. with the SAP HANA business data platform. Benchmark testing shows that calculating commissions improved 15-fold, a speed that makes intelligent recommendations possible in real time.