meet the needs of the modern customer: from real time to ... · jeff lautenbach, president,...
TRANSCRIPT
Jeff Lautenbach, President, Customer, Money and Suite Clouds, SAP
Mr. Bernhard Schumacher, Head of Sales, MVV Energie
Meet the Needs of the Modern Customer: From
Real Time to Right Time
© 2012 SAP AG. All rights reserved. 2
Welcome
- One 45-minute General Session - One panel discussion - 6 x 20-minute customer presentations - 8 x Microforum sessions - 8 x Demo Theater sessions
© 2013 SAP AG. All rights reserved.
© 2013 SAP AG. All rights reserved. 3
It’s time to Engage your customers like never before.
The right insight at the right time
Specific to your industry
Integrated to your enterprise
With an experience that drives results
SAP 360 Customer for
Marketing Sales Service eCommerce Social
© 2013 SAP AG. All rights reserved.
© 2013 SAP AG. All rights reserved. 4
Digitally Connected
Socially Networked
Better Informed
© 2013 SAP AG. All rights reserved. 4
79% of customers spend at
least 50% of total shopping time researching products online.
53% of customers abandoned an
in-store purchase due to negative online sentiment
59% of customers are willing to
try a new brand to get better customer service.
Why? Empowered Customers are changing the rules.
© 2013 SAP AG. All rights reserved. 5 © 2013 SAP AG. All rights reserved.
SAP 360 Customer From Prospect to Promoter
Go from “Prospect to Promoter”
Vision
Lead in Cloud Leverage On-Premise
Differentiate by Industry
Strategy
Make the customers of our customers
successful
Customer Success
Seite 6
Meet the Needs of the Modern Customer: From Real Time to Right Time
May 2013
About MVV Energie AG: Products & Markets
Nationwide
Utilities Sales
Nationwide
Green-Energy
Sales
Regional Water
Supply
Environment
Thermal waste
treatment
Regional (long-
Distance) district
heating
Nationwide Gas
Sales
Nationwide Bio-
Gas Supply
Contracting and
Energy Efficiency
Industrial Parks
Consulting
?
District Heating Gas Electricity Energy related
Services
Miscellaneous
• #6 in the German Utilities market
• Over 5,500 employees, affiliates in Germany, England, Czech Republic
• More than 10,000 B2B customers, more than 1.000,000 B2C customers
• Turnover 3.9 billion Euros per year
• Renewable energy production
• From passive to active customers (“Prosumers”)
• Real-time interaction consumer and producer
The smart grid combines all parties to an Internet of energy (power)
Trends and Challenges in the Utilities Industry
– A Paradigm Shift in Energy Supply
Wind
produ
ction
(GW
h)
26.02.2010 27.02.2010 28.02.2010 01.03.2010
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10
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18
20
00:00 12:00 00:00 12:00 00:00 12:00 00:00 12:00 00:00-20
-10
0
10
20
30
40
50
60
Spot
Price
(EUR
/MW
h)
• Electricity wholesale market undergoing changes
in structure and price levels
• Renewable Energies have strong influence on
Electricity price level
• Volatility of components within end-consumer
electricity prices (e.g. Tax, etc…)
• Little influence of the Utility Provider
Tailor sales approach specifically to target customers Place customers at the heart of the business
Churn Management
Customer Service
Creating a positive experience for the
customer during customer interaction
Active communication of service related
topics
Communication
Leveraging MVV marketing
media to actively promote
added value
Product offerings
Confirmation of contracts
New customer welcome package
End Start
Customer
Life
Cycle
Introduction of prosumer (producer/consumer)
services and products to increase amount of
controllable feed-ins
Leverage existing systems and processes for
management of renewable energy feed-ins
Analyze load profiles of B2B customers to find
clusters and benchmarks
Introduction of smart meters instead of classic
meters to more than 10,000 SME customers
Combine existing systems and processes with the
opportunity to upscale the number of feed-ins
Leverage SAP HANA as a prediction machine to
generate value for customers and improve margins
Inspire sales force and increase their efficiency
Manage rapidly increasing number of customers and
increasingly complex services through accurate
customer data and a systematically supported sales
process
SAP CRM on HANA Implementation: Project SPEED Why SPEED is important for our sales organization
Empower sales through
latest database technology
and an extended mobile
sales application
Achieve efficiency gains
and economies of scale
Ensure long-term
competitiveness by
replacing de-central office
applications
Improved process
efficiency and quality
State-of-the-art SAP CRM
system and central pricing
system as key investment
for future
High data volume in the
Utilities industry can only be
handled through in-memory
technology
System driven Process-Efficiency-Enhancement on new Database technology
MVV is the first company worldwide implementing SAP CRM based on this new technology
Seite 11
SAP CRM on HANA as central integration platform
SAP CRM as
Integration platform
Sales
Pricing
Controlling/
Reporting/
Analysis
Procurement
Delivery
Status
Billing
status Workflows
Intuitive “360° view of the customer” via a central CRM in real-time
CRM
Central management of sales process from CRM into back-end systems
Streamlined data flows and automated workflows
Reduction of manual data entries (interfaces) and separate (office based) customer lists
CRM system to support Pre-sales, Sales, After-Sales and Customer Service
Leveraging customer data for focused acquisition of new customers
Improved reporting and analytics (Customer requirements analysis, Customer value analysis, Customer
segmentation)
Seite 12
SAP Sales Companion Mobile application for Key Account Managers and Field Sales Reps
New information based services and products for customers:
Analysis of large data volumes in real-time through in-memory
technology
More face time with the customer:
Less time consumed for searching for the right information.
Increased sales effectiveness through current information:
Relevant data from SAP CRM as well as information from internet
CRM moves closer to sales employees via the mobile application:
Increases trust in the system (acceptance) and improves data quality
Gaining efficiency by entering information directly:
Entering information right after the meeting with direct transfer to
CRM
More insight through HANA analytics:
Analysis of load profiles in combination with SAP CRM data
Seite 13
DEMO
Seite 14
Status Quo and Outlook
Outlook: Further
possibilities with HANA
beyond Project SPEED
Project
Kick-Off Go-Live
Jan. 2013 May 2013
Improvements and harmonization of forecasting methods
Continuous automated forecast optimization
Actual vs. Plan Comparison for re-calculations
Cluster analysis with combination of data from different sources
Customer value analysis
Consumption pattern simulation and impact analysis on pricing
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Thank You