PROCESS-FLOW SCRIPT

SAP CRM RAPID-DEPLOYMENT SOLUTION FOR MARKETING

General Information:

Cross Industry CRM Rapid-Deployment Solution for Marketing Global

Date Last Updated:

December , 2010

SAP AG 2010 / I NTERNAL / SCENARIO ID:

TABLE OF CONTENTS
Table of Contents
1. Script Overview .................................................................................................................... 4
1.1. 1.2. 1.3. 1.4. 1.5. 1.6. 1.7. 1.8. 1.9. SAP CRM rapid-deployment solution Overview ....................................................................................... 4 SCOPE: SAP CRM rapid-deployment solution for Marketing ................................................................... 4 Important - Presenters Must Read ............................................................................................................ 5 Process Flow Description .......................................................................................................................... 5 Intended audience ..................................................................................................................................... 5 Protagonists .............................................................................................................................................. 5 Business Pain Points................................................................................................................................. 6 Key Messages and Value Proposition ...................................................................................................... 6 Storyflow Summary ................................................................................................................................... 6

2.

Technical Requirements ...................................................................................................... 8

2.1. Prerequisites ............................................................................................................................................. 8 2.1.1. 2.2. Installation of Java Run time environment (JRE) ......................................................................... 8

Release for Used Components ................................................................................................................. 8 2.2.1. Languages Supported .................................................................................................................. 8

3.

Process Script ...................................................................................................................... 9

3.1. Story Flow ................................................................................................................................................. 9 3.1.1. 3.1.2. 3.1.3. 3.2. Step 1: Real Time Campaign Insight ........................................................................................... 9 Step 2: Easy Campaign Planning & Execution ............................................................................ 9 Step 3: Campaign Tracking .......................................................................................................... 9

Step-By Step Guide................................................................................................................................... 9 3.2.1. 3.2.2. 3.2.3. 3.2.4. 3.2.5. Demo Overview: SAP CRM rapid-deployment solution for ........................................................ 9 Step 1 Real-time Insight with CRM Interactive Reporting (Campaign Manager) .................. 10 Step 2 Easy Campaign Planning & Execution (Campaign Manager) ........................... 13

Step 3 Campaign Tracking..................................................................................................... 27 Closing Statement ...................................................................................................................... 29

4.

Appendix ............................................................................................................................. 30
4.1. Document Updates Notes ....................................................................................................................... 30

1. SCRIPT OVERVIEW
1.1. SAP CRM RAPID-DEPLOYMENT SOLUTION OVERVIEW
The SAP CRM rapid-deployment solution brings together software and services in a new offering that provides essential CRM functionality quickly and affordably, reduces risk, and puts customers on a predictable path to attain their CRM vision.

It delivers preconfigured software to support essential sales, service, and marketing processes, together with corresponding implementation services. If the CRM needs of customers are basic, SAP CRM rapid-deployment solution can provide a permanent solution to customer care requirements. If CRM needs are more extensive, the software can lay the foundation for an incremental evolution toward the comprehensive SAP CRM application suite.

Based on the companys requirements you can select one area (e.g. Marketing) for the implementation project or a combination of them (e.g. Sales and Marketing). Also within an area (e.g. Marketing) you are, of course, free to choose what to implement and what not to implement on a process level (e.g. Lean Campaign Management, but not Lead Management).

While the scope of the SAP CRM rapid-deployment solution is limited to some core processes of Sales, Service, and Marketing you are ultimately not limited to this process scope, but can add additional CRM processes from the vast solution portfolio of SAP CRM at a later stage, i.e. in a separate implementation project. SAP CRM rapid-deployment solution is based on standard SAP CRM 7.0 and provides you with the advantage of a quick jump start deployment with a defined scope and minimized risk, while still leaving you the option to leverage the full capabilities of SAPs CRM product suite.

1.2. SCOPE: SAP CRM RAPID-DEPLOYMENT SOLUTION FOR MARKETING

Customers can choose from the Marketing following scope: a. Account and Contact Management (is mandatory part of foundation implementation)

b. Activity Management, including integration to Groupware (MS Outlook / Lotus Notes) c. Lean Campaign Management

d. Lead Management e. CRM Interactive Reporting

1.3. IMPORTANT - PRESENTERS MUST READ

The SAP CRM rapid-deployment solution delivers preconfigured CRM capabilities out-of-the-box, provided as 3 offerings; sales, service, and marketing. These fixed scope options can be implemented individually or in combination to meet your business requirements. The ready-to-consume combination of software, configuration content, fixed-price services, and go-to-market content allows for a quick and affordable implementation, reduced risk and a predictable path towards your CRM vision.

1.4. PROCESS FLOW DESCRIPTION

This Process flow highlights marketing processes delivered with the SAP CRM rapid-deployment solution for marketing which provides a single, unified marketing platform to manage all marketing activities. In this scenario, using SAP CRM Interactive Reporting, the campaign manager identifies a product launch campaign that is not effective in converting leads to opportunities. A successful campaign is identified and copied directly from the Marketing Calendar, to generate additional qualified leads for sales. The SAP CRM Segment Builder ensures that the right customers & rd prospects are targeted. A campaign template is used to quickly create a 3 Party telemarketing campaign that will cost effectively generate and automatically distribute qualified leads. Finally, she reviews an Interactive Report to see that the campaign has generated effective leads. This scenario shows how SAP CRM rapid-deployment solution for marketing enables marketing to identify the right rd customers & prospects, effectively plan and execute campaigns, easily manage 3 Party campaigns, and automatically distribute leads to the right sales rep. SAP CRM Interactive Reporting provides real-time insight to track campaigns and respond immediately to changing market and deal conditions.

1.5. INTENDED AUDIENCE

Please select for which audience this script is intended by selecting the appropriate boxes below. Manager IT Manager VP or Director SAP Employee Partner C-Level Executives Other LOB Marketing (Marketing Director, Marketing VP, VP Sales & Marketing, Customer Service Mgr) Customer / division that knows they need a CRM system Customer is trying to decide which vendor to select and is unsure if SAP is the right choice

1.6. PROTAGONISTS
Taylor Brady, Campaign Manager As campaign manager, Taylor is responsible to support sales with campaigns that generate qualified leads, coordinate and align marketing calendar, quickly and effectively create, plan and execute campaigns and respond to changing market conditions and ineffective campaign. KPIs: Campaign Effectiveness, Lead Status & Lead Conversion rate

1.7. BUSINESS PAIN POINTS

Limited or delayed insight into effectiveness of different campaigns / tactics/channels inhibits agility to take action in response to market changes as well as support of the Sales Team. Developing and executing campaigns is difficult and slow resulting in costly and untimely campaigns. Unfocused target markets result in ineffective campaign results and greater cost per response or lead. External Telemarketing campaign coordination and reconciliation is labor intensive resulting in increased administrative costs and poor quality. Lead assignment is manual and discretionary resulting in delayed and incorrect assignment to the right sales representative.

1.8. KEY MESSAGES AND VALUE PROPOSITION

SAP CRM rapid-deployment solution for marketing provides a single, unified marketing platform with delivered SAP Best Practices for Marketing. SAP CRM Interactive Reporting provides actionable insight into effectiveness of marketing plans, campaigns and tactics improving response to changing market conditions and helping marketing better support the Sales Team. Makes campaign development and execution easy with reduced costs Accurately identifies customer segments and creates target lists making campaigns more effective with better Lead Conversion rates. Provides efficient and effective coordination of external telemarketing rd campaigns with 3 Party partners lowering campaign cost, Automated, rules-based lead distribution and assignment improves sales responsiveness and increases Lead Conversion by assigning the right sales representative.

1.9. STORYFLOW SUMMARY

Overview of the steps and the pathway: Step 1 Real-time Insight with CRM Interactive Reporting Review HOME (Personalized Work Center) Review Campaign Effectiveness Analysis Step 2 Easy Campaign Planning and Campaign Execution Review Marketing Calendar Copy successful sales boost campaign to create Jumpstart campaign Align campaign dates with other events (drag & drop) Drill to campaign details Review Hierarchy Review Mail Form & Survey Create Target Group (Segment Builder) Start Campaign

OPTIONAL create campaign from template Upload List from agency

Step 3 Campaign Tracking

Review Lead Status Analysis Successful Jumpstart campaign has successfully generated qualified leads for sales

2. TECHNICAL REQUIREMENTS
2.1. PREREQUISITES
2.1.1. Installation of Java Run time environment (JRE)

Technical Prerequisites: In order to run the Marketing Calendar and the Segment Builder you need to have a Java Plug-In (JRE), Version 1.4.2_06 or higher installed on your local machine. If you run the scenario in a Citrix environment the correct Plug-In should already be installed. This Java Plug-In can be downloaded from the Sun homepage (www.sun.com)

2.2. RELEASE FOR USED COMPONENTS

Software Component SAP CRM RDS Release 7.0(Cannot be demoed with EHP1 release) Support Pack SP05 or higher

2.2.1.

Languages Supported

Please select the standard languages in which this demo is available (i.e. translated into).

English German French Spanish

Portuguese Japanese Simplified Chinese Korean

3. PROCESS SCRIPT
3.1. STORY FLOW
3.1.1. Step 1: Real Time Campaign Insight

STEP 1: Real Time Campaign Insight (Campaign Manager Taylor Brady) Review Personalized Home Page Optionally, open YouTube video o Sees Lunch Appointment with Sales Manager John Taylor Prepares for Lunch appointment by reviewing Campaign Effectiveness Analysis o Notices that the Green Product Launch Campaign is not resulting in Opportunities as planned. o She decides to see if she can take action to generate more qualified Leads to get Launch back on track. She reviews Campaign Effectiveness of some Price Promotions and sees that recent Sales Boost campaign was very effective in converting Leads to Opportunities. So she decides she will take action by copying this campaign and to boost the Green Product Launch. Optionally, you can continue on seamlessly to Step 2 and review the Marketing Calendar 3.1.2. Step 2: Easy Campaign Planning & Execution

STEP 2: Easy Campaign Planning & Execution (Campaign Manager) She goes to the Marketing Calendar and copies the Sales Boost campaign and creates a New Jumpstart Green campaign She reviews other marketing events and drags and drops the Jumpstart campaign to new date. From the Marketing Calendar she jumps to the campaign details to make some adjustments o Reviews the Jumpstart campaign details o In Campaign Hierarchy, he reviews the Hi Value campaign Reviews the Mail form to be used for this campaign. Reviews the Survey that will be sent with email. Optionally, opens the Top Customers Profile Set Creates a new Target Group of A customers that purchase Notebook Pro Series Start the Jumpstart campaign rd o OPTIONAL: Create a 3 Party telemarketing campaign from Template rd o Optionally, opens the Attached external list of leads qualified returned by the 3 party telemarketer 3.1.3. Step 3: Campaign Tracking

Step 3: Campaign Tracking (Campaign Manager) Time has passed and she returns to her personalized Home page to review the Lead Status of campaigns. o First she reviews Product Launch campaigns (Before) o Next she reviews Price Promotion campaigns (After) and sees that the Jumpstart campaign has successful resulted in Leads converted to Wins by the sales team.

3.2. STEP-BY STEP GUIDE

3.2.1. Demo Overview: SAP CRM rapid-deployment solution for

Step 1.0 SAP CRM RDS Marketing Overview What to say Overview: The SAP CRM rapid-deployment solution provides the pre-configured best practices with SAP CRM rapid-deployment solution for Marketing, for Sales, and/or for Service that you need, quickly and at a

predictable cost delivered by SAP Consulting. SAP CRM rapid-deployment solution for marketing provides a seamlessly integrated solution that allows marketers to better align with sale teams, accurately target audiences and to make campaign development and execution easy. This scenario highlights, with 3 business process steps, how marketing can support sales with less costly, more effective campaigns, targeted at the right customers, to generate qualified leads assigned automatically to the right sales representative while using real-time insight to take action to changing market conditions. Step 1 Process: Real-time Insight with Interactive Reporting Campaign Manager, Taylor Brady access her personalized home page, reviews the current campaign effectiveness report and identifies a current product launch campaign that is not resulting in conversion of Leads to Opportunities at an acceptable rate. She identifies a previously successful price promotion campaign that will provide a template to quickly and easily boost sales. Step 2 Process: Easy Campaign Planning and Execution Campaign Manager, Taylor Brady immediately takes action to correct the ineffective product launch campaign by copying a previously successful price promotion campaign and aligning it to other marketing events within the Interactive Marketing Calendar. Using the Graphical Modeler she will identify the right target group campaign to effectively generate qualified Leads and will create an additional cost effective 3 Party Telemarketing campaign to assure more effective conversion of leads to opportunities resulting in a boost in sales. Step 3 Process: Campaign Tracking Campaign Manager, Taylor Brady will now start the Multi-channel campaign and the Leads generated by the 3
rd rd

Party Telemarketing campaign are uploaded and assigned to Sales Representative Melanie Richards for processing.

Finally, after some time, Taylor will again leverage CRM Interactive reporting to review the Status of Leads report to see how the campaign is now doing. Taylor can see that the campaign has been effective in generating hot Leads and jumpstart sales of the CleanTech Notebook.

Closing Statement: In this demonstration, you have seen the delivered pre-configured SAP CRM Rapid Deployment

3.2.2.

Step 1 Real-time Insight with CRM Interactive Reporting (Campaign Manager)

Step 1.1 Real-time Insight with CRM Interactive Reporting What to say Campaign Manager, Taylor Brady reviews her personalized HOME page. The Marketing HOME page is an easily configuration page where marketers personalize the relevant information they need in a single page. Taylor sees in Todays Appointments that she will be meeting with Sales Manager, John Taylor. He will wan t to discuss the CleanTech Green Launch campaign.

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She reviews the Campaign Effectiveness interactive report and notices that the Product Launch campaign for Green Launch generated responses and leads, but the Opportunities generated are unusually low, which will impact planned sales volume and revenue. What To Do & What you should see Review Personalized Home Work Center Review My Appointments Today: highlight Lunch with John Taylor. She knows that he will want to discuss the CleanTech Product Launch results. Taylor will prepare for the discussion by reviewing the Campaign Effectiveness Analysis. Optionally, you can drill to the appointment details

Click Lunch with John Taylor

Click to Open Campaign Effectiveness Analysis: Click anywhere on the report to open in separate window. She notices that Product launch campaign CleanTech Green Launch has generated Responses (green bar) and Leads (yellow bar), but the Opportunities (red bar) generated are unusually low, which will impact planned sales volume and revenue. She wants to prepare to take action to get the Product Launch back on track. NOTE: This report simulates the standard CRM Interactive Report (OLTP) Campaign Effectiveness Analysis in order to highlight the demo story. As desired, you can show the delivered Campaign Effectiveness Analysis :

Via Navigation: Reports Campaign Effectiveness

Or, via the Favorite Reports widget on the HOME page.

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Step 1.2 Review Campaign Effectiveness Analysis What to say Now Taylor wants to review the campaign effectiveness report to see if there has been a successful campaign that can be referenced to quickly and easily create a campaign to Jumpstart CleanTech Notebook sales. Marketers can gain key insights into campaign performance with this report.

She reviews campaigns including how many targets were contacted, how many responded, and the number of generated leads and converted opportunities. She can change this view according to her preferences or export the data to Microsoft Excel once she has insight into campaign performance. She thinks Price Promotion campaigns may be a good place to start.

You review the Price Promotions Campaign Effectivenes s Analysis and see that the campaign for sales boost notebook pro has a very high response rate and lead conversion rate. As it is related to the same product category, this is a perfect campaign to quickly copy and execute to Jumpstart CleanTech Notebook sales

CRM Interactive Reporting offers a simplified customer information reporting framework in which an SAP

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NetWeaver BI system is not needed. Reporting is carried out in the CRM database directly. The implementation of SAP CRM rapid-deployment solution provides ready-to-use reports for Sales and Marketing scenarios. The selection of reports which are accessible for a user depends on the Business Role the user is assigned to. Customers can also create additional, custom reports in these areas. Available standard reports: Marketing Roles Lead status analysis; Lead origin analysis; Marketing contact list; Marketing contact summary; Campaign effectiveness.
What To Do & What you should see

Click My Views and select Price Promotions. The Sales Boost campaign has been very successful in generating a high percentage of leads and converting them to opportunities! It also looks very relevant to help the CleanTech Green Launch campaign.

Click on button

to Close Window.

3.2.3.

Step 2 Easy Campaign Planning & Execution

(Campaign Manager)

Step 2.1 Open and Review Marketing Calendar

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What to say Taylor now wants to take quick action and easily create a campaign that will generate higher qualified Leads for the product launch. From her HOME page she wants to review campaign activities using the marketing calendar, The collaborative Marketing Calendar is an interactive, graphical tool that allows marketers to plan and schedule marketing activities. It provides a birds eye view of all relevant marketing activities thats personalized for the marketers and also can easily be shared with sales: Central view of all activities Personalize calendar views Take direct marketing actions Share across the enterprise (i.e. with Sales)

What To Do & What you should see

Navigate to Marketing Calendar o Drop down and select Saved Search RDS 2010 Marketing Calendar (or your personalized calendar search) and Click GO to open.

Step 2.2 Copy successful campaign from Marketing Calendar What to say Now, that Taylor has identified a successful campaign to copy, she wants to review campaign activities using the marketing calendar, which gives her a birds -eye view of all relevant marketing activities, to coordinate the timing of the new campaign with other events to avoid conflicts and assure maximum focus. Her marketing calendar is personalized with color coding which easily represents the various different campaign types. This can also be setup based on campaign status, owner, products, etc.

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What To Do & What you should see

Optionally, review the calendar and discuss how the graphical display enables you to quickly identify date conflicts and/or synergies with existing campaigns. You can interactively adjust the campaign start/end date or duration with drag and drop. o Describe that the hierarchy allows marketers to understand where a particular campaign is in context to other campaign activities and provides a way to easily navigate to different elements without leaving the screen. For example, in the calendar view below: Marketing Plan Growth & Retention Programs o o Sales Boost Product Launch

Right-click and Copy the Sales Boost campaign (e.g. C/0090 -RDS) to create with reference the new Jumpstart campaign.

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Right-click new campaign bar and select Properties to enter your campaign information

In the Properties pop-up, enter

Campaign

ID (c/0095-xxx-nnn) where xxx is your initials and nnn is any numbers as desired with your xxx initials included for easy search.

Description

Click OK to close.

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Taylor decides to interactively move the bar to coordinate the start date with other events Click and Drag bar to the right & release to Drop where desired Right-click Details to open the campaign details for further planning. At pop-up message, select OK to SAVE your new campaign

Step 2.3 Campaign Details What to say Taylor reviews the details of the new Jumpstart campaign to identify any adjustments she should make in order to optimize the effectiveness and generate highly qualified leads that will support sales to meet their product launch targets.

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The Campaign details page is where you can see all the details and building blocks for the campaign in one view. The building blocks can be arranged as per the best practice of the company to facilitate campaign creation . Now you will make a few adjustments to fine tune the campaign for optimal success. o Associate new campaign to the parent Product Launch hierarchy o Verify Mail Form and Assessment Questionnaire (Survey) o Develop optimal Target Group o Execute the campaign Review key campaign details, such as the Parent campaign, the campaign type, objective and tactic, the schedule, and priority. What To Do & What you should see

Review Campaign Details of the newly created Jumpstart campaign c/0095-xxx-nnn. Click Edit Optionally, review and discuss the Campaign Hierarchy In General Data Parent field, Change or Add the product launch campaign, c/0095 (CleanTech Green Launch campaign) SAVE Select the Parent hyperlink c/0095 to open and review the CleanTech Green Launch Product Launch In Hierarchy, Click the new Parent association you created above. Review key campaign details: campaign type, objective and tactic, the dates, priority, etc. Select the Jumpstart campaign to return to the details.

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Step 2.4 Create Target Group What to say Taylor continues to optimize the new Jumpstart campaign to maximize the generation of qualified leads. She reviews the Top Customer target group. To assure effectiveness, she develops a specific target audience of the High Value and Top Purchasing Customers that have purchased the Notebook Professional series and assigns it to the Jumpstart campaign using SAPs Graphical Modeler (formerly known as Segment Builder). To be most effective, the campaign needs to be laser focused on the right target audience.

Marketing attributes are used to distinguish between business partners. Additional business partner information such as customer classification or the contact's hobbies can be saved as attributes. In campaign management, these attributes can be used to carry out specific marketing activities. During the segmentation process, you model marketing profiles by combining criteria such as marketing attributes (ABC classification) and business partner master data (such as industry or postal code). Marketing attributes can be assigned to organizations as well as individuals.
The Graphical Modeler allows you to define target audiences, based on desired attributes, in a graphical, interactive tool. Graphical Modeler enables: Accurate Targeting Drag and drop user interface Gain segment insights Generate optimized target audiences What To Do & What you should see You have returned to the Jumpstart campaign details and In the Segments section, select the link RDS HV & Top Purchasing Customers to go to the Profile Set

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At the Profile Set Click Graphical Modeler.

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Review the target audience of profitable, high value customers that historically purchase Notebook Professional Series Click (PROFILE) RDS HV Customers & Top Purchases and review the assigned attributes for the 12 target prospects.

From Attribute List, Select RDS High Value Customers and review the attributes.

Optionally, Click RDS Customer Profitability = A Customers Drag to white space and drop Click RDS Buy From Attribute List select RDS Top Purchases to display the Attributes

Click Notebooks Drag over A customer icon The Keep Remove green wheel displays over the Customer A icon. Drop in the KEEP section Do Not SAVE Click BACK to return to Campaign Details

Step 2.4 Create Email Campaign from Template and Email Form & Survey (optional)

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What to say Taylor further develops the new Jumpstart campaign using a campaign template to add an email campaign.

She reviews the existing email form and the associated qualifying survey and for relevance to the new campaign. The email form allows marketers to personalize the email content based on customer profile, preferences, and transactional information, making the marketing message more relevant for each customer. You can setup multi language email contents and have the system automatically send the right email to the customers preferred language. This email will automatically be sent to the associated target group customers and prospects promoting the CleanTech Notebook. It includes a link to an online survey to further qualify the leads and automatically assign to sales for follow up activities. Each mail will be dynamically personalized with names and content that is tailored for each customer. Note: CRM RDS Marketing package delivers a simple mail form as example for customer. The Marketing email forms shown in this demo are not delivered in current package, but customer can create as needed. What To Do & What you should see

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Optionally, Create an email campaign from template and Review the mail form and survey..

From left navigation Create section, select Campaign Template. Enter Campaign ID, and Description and in Create from Reference select RDS-EMAIL-TEMP from dropdown search.

Click Create.
Optionally, associate the email campaign to your Jumpstart Campaign.

In General Data Parent field, add your Jumpstart campaign, Click SAVE
Optionally, Review the email form and associated Survey.

In Channel section, Click e-mail form

LAUNCH_GREEN_TECH

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 CLICK the here hyperlink in the mail form to review the Lead Qualification Survey Review the survey Click Back to return to the Hi Value Customer campaign and review the Target Audience.

The CRM email campaign gives you the opportunity to ask and capture customers preferences within the survey and use the information to get a deeper understanding of each customer and there interest in this promotion. The survey is setup to automatically generate leads and to use the survey answers to pre-qualify the leads. The rule-based lead distribution engine can automatically distribute the leads to appropriate sales agents/partners to follow up. The survey score and results will be attached to the Lead and visible to the sale team to help them better prepare to win the deal.

Step 2.6 Campaign Execution What to say Taylor has developed a focused campaign that she is confident will generate qualified Leads that will provide the sales team with the boost needed to jumpstart sales. She will now execute the campaign to start generating leads. What To Do & What you should see

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The Jumpstart campaign has been planned and developed to my preferences and am confident it will generate qualified leads needed by sales.

On the Jumpstart Campaign details: Select EDIT and add New Status = RELEASED SAVE Click Start See that the Status updates to Released and a message confirms the campaign has been executed.

2 1

At START

pop-up,

Select

Start

Immediately

an

click

Step 2.7 Lead Management What to say The campaign has been executed and Leads have been generated from Key Customers target group using the lead template RDS Key Customers. Leads can be qualified, for example, as Hot, Warm or Cold, either manually or automatically based on resulting scores of the associated questionnaire. The qualified leads can be

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manually assigned to an employee responsible or, with rule-based distribution, automatically assigned to the best sales representative. Lead Management increases the opportunities that your company has to generate new business. Leads (interested parties) are used to establish a direct relationship between marketing and sales, which accelerates the process between making initial contact and closing the final sale.

Leads help to automate the initial presales process and support the sales department so that it can focus on the most valuable sales prospects and opportunities.

Improves the response rate for customer inquiries and understanding of customer requirements Creates quality, high-value leads and increases turnover Rationalizes the recording, distribution, and qualification of leads across a number of channels by systematically and effectively monitoring their progress. End-to-end monitoring processes enable your sales organization to improve its win/loss ratio by reducing sales times and costs. What To Do & What you should see The Jumpstart campaign has generated leads which have been qualified and now need to be assigned to sales rep (employee responsible). Taylor will use the RDS Lead Distribution Rules to distribute the Lead to the right Sales Rep for processing. Note: this could be an automated process via a background job.

From Saved Searches, Select RDS Leads from Campaign Add your Campaign ID to search criteria as desired to further narrow returns

Review the returned Leads from your campaign and select anyone of them.

Review the returned Leads from your campaign and select anyone to open the details for further review.

Review the details of the lead:

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Campaign that generated the lead Qualification (Hot or Warm) and Group VIP are used for Lead distribution (assignment) rules. In lower sections, the Parties involved note employee responsible will change when Lead is distributed by rules. o Assessment this is used to score and determine the Qualification Rating of the Lead. You can drill in and see the responses. Select DISTRIBUTE to assign the Lead to Sales Rep using Lead Distribution Rule

o o o

Select Method = Rule-Based Distribution Select Rule = PSP Lead Distribution Select the UPDATE button and the rules will determine the Employee Responsible assignment (e.g. Melanie Richardson) Select to return to the Lead details Note that in the Parties Involved section, the employee responsible has changed to the assigned sales rep.

End of Step 2 Process

3.2.4.

Step 3 Campaign Tracking

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Step 3.0 SAP CRM RDS Marketing Step 3 Process What to say Step 3 Process: Campaign Tracking Campaign Manager, Taylor Brady has started the campaign and the Leads are assigned to Sales Representative Melanie Richards for processing.

Finally, after some time, Taylor will again leverage CRM Interactive reporting to review the Status of Leads report to see how the campaign is now doing. Taylor can see that the campaign has been effective in Generating Hot Leads that have been converted to sales of the CleanTech Notebook.

Step 3.1 Review Lead Status Analysis What to say Now Taylor wants to review the overall performance of the Jumpstart program to see how it is tracking. She reviews the Lead Status Analysis (AFTER) and sees that the Jumpstart Campaign c/0095-001 has been successful in generating Leads that have been converted to opportunities and to sales revenue. NOTE: This report simulates the standard CRM Interactive Repor t (OLTP) Lead Status Analysis in order to highlight the demo story. As desired, you can show the delivered Lead Status Analysis :

Via Navigation: Reports Lead Status Or, via the Favorite Reports widget on the HOME page. On Personalized Home page, Click to open Lead Status Analysis in separate wind ow.

What To Do & What you should see

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2 1

Select After from My Views You see that the Jumpstart campaign c/0095-001 is out-performing the other campaigns, even the c/0095 Product Launch. Click X to close window

Click Log Off to End Step and End Demo

3.2.5.

Closing Statement

This demonstration has highlighted how SAP CRM rapid-deployment solution for marketing empowers your marketing professionals with straight-forward tools to drive superior marketing results. You can create and manage marketing campaigns, more effectively coordinate activities with sales organizations, generate and manage highquality leads, and track leads through conversion. You can implement this solution individually or with other packages such as SAP CRM rapid-deployment solution for sales, SAP CRM rapid-deployment solution for service, etc. according to your business need. The ready-toconsume combination of software, configuration content, fixed-price services, and go-to-market content allows for a quick and affordable implementation, reduced risk and a predictable path towards your CRM vision. What to say This demonstration has highlighted how SAP CRM rapid-deployment solution for marketing empowers your marketing professionals with straight-forward tools to drive superior marketing results. You can create and manage marketing campaigns, more effectively coordinate activities with sales organizations, generate and manage high-quality leads, and track leads through conversion. You can implement this solution individually or with other packages such as SAP CRM rapid-deployment solution for sales, SAP CRM rapid-deployment solution for service, etc. according to your business need. The readyto-consume combination of software, configuration content, fixed-price services, and go-to-market content allows for a quick and affordable implementation, reduced risk and a predictable path towards your CRM vision.

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4. APPENDIX
4.1. DOCUMENT UPDATES NOTES
Month DD, YYYY Month DD, YYYY Type your notes here Type your notes here

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SAP AG 2010 / I NTERNAL / SCENARIO ID: