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Inside sales

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by

moaaz sawaf

on 17 February 2014

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Transcript of Inside sales

9.647
7
12
%*
%
9.647
7
12
%*
%
|
|
Germany
1.324
6
6
%*
%
|
|
7
10
3.767
12
14
%*
%
|
|
USA
2.763
11
14
%*
%
|
|
The rest of
Americas
3.054
7
10
%*
%
|
|
1.502
1
9
%*
%
|
|
Japan
2.763
18
3
%*
%
|
|
The rest of
APAC
3.054
7
12
%*
%
|
|
Indirect Revenue Growth

YoY growth on indirect
SW license revenue
+12%
New Partners
Of total indirect revenue
+12%
Cloud Indirect Revenue
YoY growth

+208%
Global SI’s Indirect Revenue contribution
of the overall indirect revenue

+15%
SAP Business One
YoY Growth
+41%
Suite on HANA
deals closed
86
YTD Partner Revenue Share
Total contribution of all channels including 3rd party solutions to SAP’s overall SW revenue
+36.1%
256
YTD
Global SI’s Indirect Revenue contribution
Worldwide
202,000
80%
Of Total SAP Customers
The rest of
EMEA
3.054
%*
%
|
|
Contribution
to
SAP
Leading edge
sales
tools
Focus
on
people
Focus
on
Partners
Q4 Performance
Focus on closing 2013

Establishing the model for 2014 and beyond

49% of revenue coming from NNN (1)

€218M in pipeline generated, 29% of this into Key & SCP Accts & €47M of pipeline identified for the Field.

4,500 deals owned by ISEs FC to close, €170M of revenue (~ €480k/ISE)

Cloud solutions fully integrated into the ISE sales bag. NA & MEE working to close €6M of deals in Q4 (ACV)

Global deployment of Linked In Sales Navigator for all ISEs in driving their social selling strategy

Global deployment & adoption of SAP JAM for Inside Sales Collaboration

Global deployment of One Sales Methodology

ISE Sales Performance Coaching Framework developed and deployed in EMEA, MEE. Foundation for global deployment in 2014

€XXM in new pipeline in Q4 for partners.

€85M of revenue with partners.

Contribution
to
SAP
Leading edge
sales
tools
Focus
on
people
Focus
on
Partners
Q1 Outlook
Stabilizing the model

Expansion in Cloud, and specialization where we have critical mass


49% of revenue coming from NNN (1)

€218M in pipeline generated, 29% of this into Key & SCP Accts & €47M of pipeline identified for the Field.

4,500 deals owned by ISEs FC to close, €170M of revenue (~ €480k/ISE)

Cloud solutions fully integrated into the ISE sales bag. NA & MEE working to close €6M of deals in Q4 (ACV)

Global deployment of Linked In Sales Navigator for all ISEs in driving their social selling strategy

Global deployment & adoption of SAP JAM for Inside Sales Collaboration

Global deployment of One Sales Methodology

ISE Sales Performance Coaching Framework developed and deployed in EMEA, MEE. Foundation for global deployment in 2014

€XXM in new pipeline in Q4 for partners.

€85M of revenue with partners.

Quote from Mark or someone else about the contribution of Inside Sales … could be a partner or customer .. Or SAP internal organisation

Quote from Mark or someone else about the contribution of Inside Sales … could be a partner or customer .. Or SAP internal organisation

Customer: …
Solution Details: …<
Partner Name: …<put SAP Direct if not applicable>
Contract Value : <value to SAP>
ISE: …<name>
ISE role: … <what value did the ISE contribute>
Other points of note: ..<eg: why is this a key win – such as future expansion opportunities, win against key competitor, …2 short sentences please>

Logo
Customer: …
Solution Details: …<
Partner Name: …<put SAP Direct if not applicable>
Contract Value : <value to SAP>
ISE: …<name>
ISE role: … <what value did the ISE contribute>
Other points of note: ..<eg: why is this a key win – such as future expansion opportunities, win against key competitor, …2 short sentences please>

Logo
Customer: …
Solution Details: …<
Partner Name: …<put SAP Direct if not applicable>
Contract Value : <value to SAP>
ISE: …<name>
ISE role: … <what value did the ISE contribute>
Other points of note: ..<eg: why is this a key win – such as future expansion opportunities, win against key competitor, …2 short sentences please>

Logo
Customer: …
Solution Details: …<
Partner Name: …<put SAP Direct if not applicable>
Contract Value : <value to SAP>
ISE: …<name>
ISE role: … <what value did the ISE contribute>
Other points of note: ..<eg: why is this a key win – such as future expansion opportunities, win against key competitor, …2 short sentences please>

Logo
Customer: …
Solution Details: …<
Partner Name: …<put SAP Direct if not applicable>
Contract Value : <value to SAP>
ISE: …<name>
ISE role: … <what value did the ISE contribute>
Other points of note: ..<eg: why is this a key win – such as future expansion opportunities, win against key competitor, …2 short sentences please>

Logo
Customer: …
Solution Details: …<
Partner Name: …<put SAP Direct if not applicable>
Contract Value : <value to SAP>
ISE: …<name>
ISE role: … <what value did the ISE contribute>
Other points of note: ..<eg: why is this a key win – such as future expansion opportunities, win against key competitor, …2 short sentences please>

Logo
Customer: …
Solution Details: …<
Partner Name: …<put SAP Direct if not applicable>
Contract Value : <value to SAP>
ISE: …<name>
ISE role: … <what value did the ISE contribute>
Other points of note: ..<eg: why is this a key win – such as future expansion opportunities, win against key competitor, …2 short sentences please>

Logo
Customer: …
Solution Details: …<
Partner Name: …<put SAP Direct if not applicable>
Contract Value : <value to SAP>
ISE: …<name>
ISE role: … <what value did the ISE contribute>
Other points of note: ..<eg: why is this a key win – such as future expansion opportunities, win against key competitor, …2 short sentences please>

Logo
Customer: …
Solution Details: …<
Partner Name: …<put SAP Direct if not applicable>
Contract Value : <value to SAP>
ISE: …<name>
ISE role: … <what value did the ISE contribute>
Other points of note: ..<eg: why is this a key win – such as future expansion opportunities, win against key competitor, …2 short sentences please>

Logo
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