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Visualize

Data Discovery– SAP Lumira
Blitz Days in a Box for Partners
SAP Internal and Partner Use Only
For internal SAP and partner use only
Agenda

Blitz Day Preparation

Solution Overview

Call Script & Teleguide

Assets. Offers, and other Useful links
© 2015 SAP SE or an SAP affiliate company. All rights reserved.
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What is a blitz?
A Blitz Day should be a normal method of work in which your teams do
nothing but call a list of prospects
with a specific message prepared in advance.
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Why do it ?
Generate pipeline, thus
revenue
Exchange know-how and
best practices – if you run
this Blitz Day with SAP
teams
When to form a blitz ?
To
understand
a new
industry
where your
company is
not yet
present
Get immediate, sizable
market feedback on a
solution and your value
proposition
Improve collaboration
between partners and SAP
teams (inside sales
executive . . .)
Improve the quality of your
database
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Key success factors
•
Prepare well and use quality call lists
4-5 weeks for preparation is minimum, 6-7 weeks ideal
•
Clear agendas of interfering activities
No reviews, meetings, customer calls, or other calls should be scheduled for that day. Put up the “Do Not
Disturb” sign.
•
Maintain discipline
People must be on the phone. No excuses. Talk time of less than 3 hours per caller on that day is unacceptable,
with 3-5 hours the norm. Manage by walking around.
•
Make sure everybody calls
Noncallers are not to be permitted in the area. It dampens the energy.
•
Consider the manager the champion
It is the manager who has ultimate responsibility for success or failure of the blitz.
•
Build incentive
Invoke a fun, competitive atmosphere. Offer prizes or awards to build momentum.
•
Allow two days
One day is not quite enough to follow up on contacts unavailable on day one.
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Blitz components
The Organization
Organizationcomponent
componentsets
setsthe
thestage
stage
forforDesign,
Design,
Messaging,
Messaging,
Scope
and Participants
Scope
and Participants
for baseline
for baseline
consistency.
consistency.
Organization
The Preparation component isisthe
themost
mostcomplex,
complex,time
timeconsuming,
consuming,
highest priority and most valuable factor for a successful Blitz.
Preparation
The Cooperation component
componentensures
ensureswe
wehave
haveproper
properpriority
priorityassigned
assigned
along with appropriate skills and understandings of the Blitz objectives
Cooperation
Execution
The Execution component
operational
priorities
and
provides
componentmaintains
maintains
operational
priorities
and
performance
transparency
and immediate
change management
as
provides performance
transparency
and immediate
change management
required
as required
Tracking, Evaluation and Resolution… is where the “rubber meets the
road” by tracking KPIs, pipeline targets, overall results and most
important the opportunity to closed conversion rates
View a detailed breakdown of each blitz component in the spreadsheet included in the Blitz Days in a Box
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Solution Overview
SAP Lumira Positioning
SAP Lumira quickly helps business people of all skills to better understand data and
use it to tell stories that captivate their audience
Elevator Pitch
As a company grows, so does its list of challenges. The increasing volumes of data makes it hard to
find insights quickly, share them efficiently, and move nimbly to take advantage of opportunities before
anyone else does. An affordable analytics solution from SAP can help you harness the full value of
data. It helps you drill down to the good stuff faster, make actionable decisions more confidently, and
share insights across the organization and around the globe instantaneously. Simply put, when your
analytics can do more so can your company.
Talk track: “On the desktop … On premise … and In the cloud
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Value to the Customer
Agility and
Instant
Insight
Scale
and Trust
•
•
•
•
•
Visualize data on the go to unlock hidden patterns in information
Tell your story with data with clear, insightful infographics and visualizations
Automate data preparation and enrichment with point and click ease
Investigate your data by using the power of Google-like search
Access visualization capabilities right from within your favorite tools, like Excel
and PowerPoint
• Predict the future through smart forecasting, regression, and more
•
•
•
Scale to thousands of self-service users
Access corporate data via the same Universe used for Enterprise BI use cases
A single, trusted, governed infrastructure to manage
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Key Capabilities
Provides an intuitive and easy interface
for users to …
Transform data
 Acquire data from corporate and personal
sources
 Quickly cleanse, combine, and enrich data
right from your desktop
Visualize and discover insights
 Rich library of chart types
 Extend, embed, and customize with SDK
 Discover related insights and influencers
Share beautiful stories
 Build engaging stories using storyboards and
infographics
 Share insights on mobile, web, and desktop
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Up-level: SAP has a Holistic Suite that Grows With You
Not just data discovery
Capabilities
Benefits
• One comprehensive BI Suite covering all
requirements
• Agility for the business with IT in full control
• Self-Service BI
• Reporting, Dashboarding, MS Office
integration
• Predictive for everyone
• Deeply embedded in SAP transactions
• Meet requirements with reduced complexity
• Create once – Deploy in web and mobile
• End user satisfaction
• Chance to standardize
• Future-proof – grow/roll-out as required
• Open for all sources
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With SAP Lumira, users…
Prepare
Prepare
Visualize
Visualize
Compose
Compose
Share
Share
Lumira Desktop
FUTURE
Lumira Server
Lumira Cloud
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Data Preparation
Acquire Data, then…

Semantically enrich that data

Manipulate and cleanse data
with no scripting

Replay all transformations
when new data is loaded

Custom data extensions

BW Acquisition (1.27)
Prepare
Visualize
Compose
Share
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Visual Discovery
Support custom charts as
additional options
Support ESRI ArcGIS
Online
Prepare
Visualize
Compose
 Easily
build interactive
visualizations
Share
 Choose
from breadth of
visualizations including
Geo & Trellis charts
 Chart
manipulation
with trends, forecast,
rank, sort & calculated
measures
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Storytelling
Boards and controls, Infographics

Create a collage of different
data visualizations and filters
using simple drag and drop
Visualize

Enable Analysts to quickly
create stories
Compose

Infographics make stories
even more compelling
Prepare
Share
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Share Data and Content
Prepare

Data & Stories via LS4BIP

Data to Explorer
Visualize
Compose
Share
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SAP Lumira End-to-End
On premise, in the cloud, and on any device
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What Makes SAP Lumira a Trusted Data Discovery Solution?
Trusted Data
Secured
Access corporate
data via the same
Universe used for
Enterprise BI use
Leverage trusted BI
Platform security
integration to secure
Lumira documents.
cases.
Powered by
SAP HANA
Scalable
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Combine with Enterprise BI Content
A single portal provides
access to both Lumira
and Enterprise BI
content. No need to
train on a separate
solution.
Access your data
where it lies via
Universe or SAP HANA
Smart Data Access*
Open
Call Script & Teleguide
Call Script
SAP Lumira and SAP BusinessObjects Business Intelligence Platform
Opening
Hello <PROSPECT>,
This is <YOUR NAME> calling on behalf of SAP. How are you doing today?
The reason for my call is that SAP has funded a number of Proof of Value sessions around their industry leading business
analytics & management solutions. We are reaching out today to see if you can take advantage of one of the sessions…
Now, I have here that you are the <insert title> is that correct?
We understand these sessions aren’t a fit for every organization, but those that have taken advantage are:
• Looking at ways to automate the collection of data in a single, dynamic reporting and analysis solution
• Looking to become less reactive and more proactive with their decisions.
• Interested in updating older legacy Business Management & Financial applications
• Looking to reduce system performance issues that slow down processing times and cause frustration.
• Attempting to integrate “Disconnected Data & Systems” that hinders decision making and results in lost sales and lower
profits
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Additional Questions for Detailed Discovery
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Probing Questions
•
•
•
•
•
Does your data feel inaccessible? How long does it take to fulfill an end-user’s request for data?
How complex is the data that your business is accessing?
Are you confident in the business decisions you make based on your data?
Are your LOB owners running different point solutions to capture and analyze data? Do you feel like you have one version of the truth?
Have you thought about how to scale your current solutions as your business accumulates more data?
Product Details – Business
Analyst
Product Details – Decision Makers
Product Details - IT
Unlock hidden patterns in information
• Using the latest HTML5 visualization
technologies
• By connecting to and combining data
sources
• Visualize data on the go – without
bothering IT
Stay in flow: work in your favorite environment
• Access and administer BI within the most popular
enterprise BI environment: SAP BI Platform
• Access visualization capabilities in popular tools,
like Excel and PowerPoint
• View results and launch BI from within other
applications
Scale to thousands of users
• Use SAP BusinessObjects BI platform
to share and secure visualizations
• Share insights broadly through BI4.1
to BI Launch pad and to Lumira Cloud
• Optimized for SAP HANA
Increase understanding and use of data
• Tell your story with data with clear
infographics and visualizations
• Automate data preparation and
enrichment with point and click ease
• Investigate your data by using the power
of search
Be the smartest person in the room, and prove it
• Uncover which measures are influencing your
results with embedded predictive
• Easily include super-smart forecasting, regression,
and more
• Use trusted, curated enterprise sources in
combination with external sources for powerful
insights
Govern access to trusted insights
• All SAP Lumira artifacts can be
consumed and managed through BI
platform
• Access corporate data via the same
Universe used for Enterprise BI use
cases
• Leverage trusted BI Platform security
integration to secure Lumira
documents
Access anywhere: design once, and share across
devices
• Design in a single environment, and preview in
different modes (tablet, phone, etc.)
• Share stories to the cloud, BI platform, or mobile
applications
• Deploy standard, or virtualized for simplified
administration
Manage life cycle of information assets
• A single, trusted, governed
infrastructure to manage
• Monitoring and auditing through the
CMC
• Users log on with BI credentials
Access and share your insights everywhere
• Using a self-service user experience
means there’s no need for IT to create
predefined content
• Universal data access on web, mobile,
and desktop
• Easy to get and deploy with both cloud
and on-premise options
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Call to Action – For SAP Lumira
 Outcome 1: INTERESTED in SAP Lumira
− If the contact has expressed interest in SAP Lumira, they are a HOT Priority 1 Lead.
− Thank the contact for their time and notify them that an SAP Representative will schedule a follow-up
meeting to further discuss the opportunities with SAP Lumira.
− Create SAP Lumira offering opp in CRM -> Pass on to ISE/AE to qualify the lead and schedule a
discovery meeting. + Contact Global COE
 Outcome 2: INTERESTED in SAP Lumira but is constrained
− Contact is interested but has limited capital expenditure for upgrade implementation.
− See if the prospect would be interested in the “Buy Now Pay Later” incentive which allows them to buy
the solution now and is 0% APR financing for 24 months. If the contact expresses interest in the “Buy
Now Pay Later” incentive, thank them for their time and notify them that they will be contacted by an
SAP Representative to schedule a follow-up meeting to further discuss “Buy Now Pay Later” program
and the purchase of SAP Predictive Analytics.
− Create SAP Lumira offering opp in CRM -> Pass on to ISE/AE to qualify the lead and schedule a
discovery meeting. + Contact Global COE
 Outcome 3: NO INTEREST
− If the contact has expressed no interest AND they are not interested to further explore SAP Lumira, they
are NOT a potential lead for further qualification.
− But do ask who the right person would be in the organization that is responsible for their marketing,
enterprise applications or IT system, or would in general benefit from BI and Trusted Data and if they
can facilitate an introduction and schedule a discovery meeting.
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Assets
Assets
Asset
Type
Level
Target
Call Script: Lumira & BI
Call Script
L1-L5
Customer
Tele Cheat Sheet
Tele Guide
L1-L5
Customer
Solution Brief
L1-L5
Customer
FAQ: SAP Lumira Edge edtion
FAQ
L1-L5
Customer
FAQ: SAP Lumira Cloud
FAQ
L1-L5
Customer
FAQ: SAP Lumira Server
FAQ
L1-L5
Video: Bring Trusted Data into Your Decision Making with SAP
Lumira
Video
L1-L5
Customer
Video: Introducing SAP Lumira, Edge edition
Video
L1-L5
Customer
Customer Success
L1-L5
Customer
Solution Brief: SAP Lumira Edge, edition
Customer Success Video: VELUX Speeds Budgeting and
Forecasting
Customer
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Thank You!
For further information, please contact your marketing or sales representative
within the Global Partner Organization.
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Visualize

Transcription

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