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For internal SAP and partner use only
SAP Internal and Partner Use Only
Data Discovery– SAP LumiraBlitz Days in a Box for Partners
© 2015 SAP SE or an SAP affiliate company. All rights reserved. 2For 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. 3For internal SAP and partner use only
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.
© 2015 SAP SE or an SAP affiliate company. All rights reserved. 4For internal SAP and partner use only
Why do it ? When to form a blitz ?
Generate pipeline, thusrevenue
Exchange know-how and best practices – if you run this Blitz Day with SAP teams
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
To understand
a new industry
where your company is
not yet present
© 2015 SAP SE or an SAP affiliate company. All rights reserved. 5For internal SAP and partner use only
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.
© 2015 SAP SE or an SAP affiliate company. All rights reserved. 6For internal SAP and partner use only
Blitz components
View a detailed breakdown of each blitz component in the spreadsheet included in the Blitz Days in a Box
Cooperation
Execution
Organization
Preparation
The Organization component sets the stage for Design, Messaging, Scope and Participants for baseline consistency.
The Preparation component is the most complex, time consuming,
highest priority and most valuable factor for a successful Blitz.
The Cooperation component ensures we have proper priority assigned
along with appropriate skills and understandings of the Blitz objectives
The Execution component maintains operational priorities and
provides performance transparency and immediate change management
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
The Organization component sets the stage for Design, Messaging,
Scope and Participants for baseline consistency.
The Preparation component is the most complex, time consuming,
highest priority and most valuable factor for a successful Blitz.
The Cooperation component ensures we have proper priority assigned
along with appropriate skills and understandings of the Blitz objectives
The Execution component maintains operational priorities and provides
performance transparency and immediate change management as
required
Solution Overview
© 2015 SAP SE or an SAP affiliate company. All rights reserved. 8For internal SAP and partner use only
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
Talk track: “On the desktop … On premise … and In the cloud
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.
© 2015 SAP SE or an SAP affiliate company. All rights reserved. 9For internal SAP and partner use only
Value to the Customer
• 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
Agility and
Instant
Insight
Scale
and Trust
© 2015 SAP SE or an SAP affiliate company. All rights reserved. 10For internal SAP and partner use only
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
© 2015 SAP SE or an SAP affiliate company. All rights reserved. 11For internal SAP and partner use only
Up-level: SAP has a Holistic Suite that Grows With YouNot just data discovery
Capabilities
• One comprehensive BI Suite covering all
requirements
• Self-Service BI
• Reporting, Dashboarding, MS Office
integration
• Predictive for everyone
• Deeply embedded in SAP transactions
• Open for all sources
Benefits
• Agility for the business with IT in full control
• 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
© 2015 SAP SE or an SAP affiliate company. All rights reserved. 12For internal SAP and partner use only
With SAP Lumira, users…
Prepare Visualize Compose Share
Prepare Visualize Compose Share
Lumira Desktop
Lumira Server
Lumira Cloud
FUTURE
© 2015 SAP SE or an SAP affiliate company. All rights reserved. 13For internal SAP and partner use only
Data Preparation
Prepare
Visualize
Compose
Share
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)
© 2015 SAP SE or an SAP affiliate company. All rights reserved. 14For internal SAP and partner use only
Visual Discovery
Support custom charts as
additional options
Support ESRI ArcGIS
Online
Easily build interactive
visualizations
Choose from breadth of
visualizations including
Geo & Trellis charts
Chart manipulation
with trends, forecast,
rank, sort & calculated
measures
Prepare
Visualize
Compose
Share
© 2015 SAP SE or an SAP affiliate company. All rights reserved. 15For internal SAP and partner use only
StorytellingBoards and controls, Infographics
Create a collage of different
data visualizations and filters
using simple drag and drop
Enable Analysts to quickly
create stories
Infographics make stories
even more compelling
Prepare
Visualize
Compose
Share
© 2015 SAP SE or an SAP affiliate company. All rights reserved. 16For internal SAP and partner use only
Share Data and Content
Data & Stories via LS4BIP
Data to Explorer
Prepare
Visualize
Compose
Share
© 2015 SAP SE or an SAP affiliate company. All rights reserved. 17For internal SAP and partner use only
SAP Lumira End-to-EndOn premise, in the cloud, and on any device
18
What Makes SAP Lumira a Trusted Data Discovery Solution?
Access corporate
data via the same
Universe used for
Enterprise BI use
cases.
Leverage trusted BI
Platform security
integration to secure
Lumira documents.
A single portal provides
access to both Lumira
and Enterprise BI
content. No need to
train on a separate
solution.
Powered by
SAP HANA
Access your data
where it lies via
Universe or SAP HANA
Smart Data Access*
Scalable
Trusted Data Secured Combine with Enterprise BI Content
Open
Call Script & Teleguide
© 2015 SAP SE or an SAP affiliate company. All rights reserved. 20For internal SAP and partner use only
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
© 2015 SAP SE or an SAP affiliate company. All rights reserved. 21For internal SAP and partner use only
© 2015 SAP SE or an SAP affiliate company. All rights reserved. 22For internal SAP and partner use only
© 2015 SAP SE or an SAP affiliate company. All rights reserved. 23For internal SAP and partner use only
© 2015 SAP SE or an SAP affiliate company. All rights reserved. 24For internal SAP and partner use only
Additional Questions for Detailed Discovery
© 2015 SAP SE or an SAP affiliate company. All rights reserved. 25For internal SAP and partner use only
© 2015 SAP SE or an SAP affiliate company. All rights reserved. 26For internal SAP and partner use only
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
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
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
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
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
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
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
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
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
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?
© 2015 SAP SE or an SAP affiliate company. All rights reserved. 27For internal SAP and partner use only
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.
Assets
© 2015 SAP SE or an SAP affiliate company. All rights reserved. 29For internal SAP and partner use only
Assets
Asset Type Level Target
Call Script: Lumira & BI Call Script L1-L5 Customer
Tele Cheat Sheet Tele Guide L1-L5 Customer
Solution Brief: SAP Lumira Edge, edition 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-L5Customer
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 Video: VELUX Speeds Budgeting and Forecasting
Customer Success L1-L5 Customer
© 2015 SAP SE or an SAP affiliate company. All rights reserved. 30For internal SAP and partner use only
Thank You!
For further information, please contact your marketing or sales representative
within the Global Partner Organization.
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