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Management Summary

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5. Advertisment information. to return. 6. Interaction. to process and notice results ... is based on the efficient SAP NetWeaver platform and offers One stop shopping ... – PowerPoint PPT presentation

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Title: Management Summary


1

The optimum path to direct customer contact
ProSales Marketing andmySAP CRM
2
Agenda
  • The Banking Lifecycle
  • The scenario ProSales Marketing and mySAP CRM
  • Campaign planning with mySAP CRM
  • Target group definition with mySAP CRM
  • Campaign steering by ProSales marketing
  • Campaign execution by ProSales Marketing
  • Campaign reporting in ProSales Marketing
  • Campaign reporting in mySAP CRM
  • Customers benefit
  • Factors for success and services of
  • Wincor Nixdorf
  • SAP Deutschland AG Co. KG

3
Bank transactions in Europe 2010 Distribution
of the sales channels
Quelle Celent, An overview of the European
Branch Technology 05/2004
4
The Banking Lifecycle
5
Process description of ProSales Marketing and
mySAP CRM
6
Steps and requirements in detail - I
7
Steps and requirements in detail - II
8
CRM Marketing Process
mySAP CRM
1.
2.
Marketing- and Campaign planning
Target group selection
  • Analyse
  • Planning
  • Budgeting
  • Controlling
  • Modelling
  • Profiling
  • Selection

3.
4.
Campaign execution
Campaign analysis
ProSales Marketing
Leads,activities
  • ROI
  • Host-Data
  • Profil

mySAP BI
SB-Terminal
branch bank
Costs and turnover
Contact trace
Project System, Financials, Accounting
SAP R/3
9
Marketing Planner
Entrance via marketing Planner for planning the
campaign.
10
Marketing Planner
11
Selektion of the campaign and view of the
detailed information.
12
If the campaign realization should occur through
an external system (ProSales marketing), the
export canal must be chosen as a communication
medium.
13
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14
Segment Builder
Entrance in the segment Builder for the creation
of a target group.
15
Entrance in the segment Builder for the creation
of a target group.
16
Announcement of the attributes available for the
selection.
17
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30
View of the target group
View of the built up target group
31
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32
Back in the campaign for assigning the target
group
33
Selektion of the target group and assignment to
the campaign.
34
Allocation target group to the campaign
Selektion of the target group and assignment to
the campaign.
35
Now the target group is assigned to the campaign
36
The campaign is begun and handed over to "
ProSales Marketing .
37
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39
mySAP CRM and ProSales Overview of the
architecture
40
ProSales Marketing-Architecture in detail I
41
ProSales Marketing Architecture in detail II
CRM-System of the bank
SB- Client
J2EE Application Server
Advertisment http request
Web enabling layer

XML/CSV
http response
ProSales Marketing
Customer response
  • Interfaces
  • Import Customer data
  • Import Campaigns
  • Export Customer response

html / xml content
ads
  • Database system
  • Oracle gt V8
  • DB2 7
  • MySQL

Marketing Database
42
Imported target groups in ProSales Marketing
43
Target groups details
44
Campaign status list
45
Allocation of the sights, target groups,
announcement frequency and priorities
46
Simulation of the campaign "investment
consultation"
47
Creation of individual reports
48
Behind the scenery of ProSales Maketing
49
ProSales Marketing/Building loan contract
ja
nein
weiter
50
ProSales Marketing/Investment advisory
ja
nein
weiter
51
ProSales Marketing/Default-Advertisment
52
Import of the results in mySAP CRM
  • The results from ProSales marketing are loaded
    via the External List Management (ELM) in mySAP
    CRM besides, Leads are automatically put on (per
    business partner from the target group one Lead).
  • According to reaction of the customers the Leads
    can be automatically qualified (e.g., in Hot,
    Warmly, Cold Leads).
  • Based on this status of the Leads an activity can
    be automatically generated. e.g., all "Hot Leads"
    should be contacted by the Call centre.

53
Leads are automatically generated.
54
Customers benefit
  • Use of the data by integrating the self-service
    canal in the customer management of the bank
  • Analysis of the customer behavior on the
    self-service device
  • Use of the self-service canal for the campaign
    management of the bank
  • Direct, personal sales pitch on the
    self-service device
  • Use of the self-service canal as a distribution
    and interaction canal
  • Revaluation of the self-service canal of the pure
    service canal to the real distribution canal and
    with it from the cost unit to the profit resource
    of the bank

55
Results by mySAP CRM and ProSales Marketing
  • Increase product sales by utilizing all cross-
    and upselling potential
  • Grow the share of wallet through offers targeting
    specific situations and needs
  • Win new customers, for instance, by promoting
    services to non-banking customers using
    self-service terminals
  • Enhance customer loyalty through offers targeting
    customer needs
  • Reduce costs through targeted customer contact
    and minimize stray losses through the use of the
    self-service channel

56
Successful factors and services of the Wincor
Nixdorf
  • Wincor Nixdorf is one of the leading suppliers of
    IT services and solutions for the retail and
    banking sector
  • 19 of the 25 European top banks are our customers
  • Certified mySAP service partner of the SAP AG
  • Wincor Nixdorf disposes of an excellent SAP
    know-how and a huge number of references in the
    retail and banking sector
  • Wincor Nixdorf offers a complete consulting
    package which also encloses the implementation
    and project management beside the process and
    organisational consulting.
  • Thus we guarantee a successful introduction and
    efficient use of the software ProSales Markting
    and mySAP CRM.

57
Main Consulting Activities
58
Why banks use mySAP CRM?
Manufacturer vision
The SAP CRM vision goes out a pure front
office-functionality. She allow industry specific
End-to End customer processes above the whole
enterprise and allows the adaptable picture of
changing commercial requirements.
Manufacturer reliability
SAP is the only manufacturer who can
guarantee lasting developing investments for
years away to bring into line the CRM solution
and the underlying platform to the market
requirements of the future
Product functionality
mySAP CRM has entire CRM processes and
efficient analysis functionalities. Only mySAP
CRM offers a seemless integration with Core
Banking applications, Financials and Human
Resources out of the box.
mySAP CRM is based on the efficient SAP
NetWeaver platform and offers One stop shopping
for the integration of human beings, information
and processes. SAP's massive investments in the
development extend the technology for the
customer.
Product, technology, architectur
SAP offers an unmatched Service-and Support
offer - exactly like a big partner ecological
system and allows quick implementing with low
risk by Best Practices on the basis of the SAP
Solution manager.
Partner and manufacturer services
SAP offers an adaptable and clear prize
system - not only for CRM, but for the whole
Enterprise solution. SAP NetWeaver allows a low
TCO and quick adaptation possibilities in
commercial requirements, for the protection of
effected investments.
Costs and prices
ProvenTrack Record
Many independent ROI studies with customers
prove that mySAP CRM brings real and concrete
business benefit.
59
SAP at a glance
  • SAP AG annual turnover 10 Mrd. USD
  • 91,500 installations overall
  • more than 26,150 companies run SAP
  • SAP offers more than 25 industrial solutions
  • 35,022 SAP employees
  • 14,000 of it in the area of Service and Support
  • 11,000 of it in the area or research
    development
  • Größtes RD Investment in der gesamten
  • Industrie
  • Mehr als 1,500 Partner
  • 12 Millionen Anwender in 120 Ländern
  • Integration von Geschäftsprozessen
  • Ausbau von Wettbewerbsvorteilen
  • Optimierung des Return on Investments bei
  • gleichzeitiger Reduzierung der Total Cost of
  • Ownership
  • Weltweit 1 Enterprise Application Solution
    Provider
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