SAP Cloud for Customer: How its reporting capability can help drive sales

26 September 2015

Karun Soni

Karun Soni

Consultant

SAP Cloud for Customer has incredibly exciting reporting potential, both visually and functionally. To illustrate this, here is a case study using a car manufacturing company and how, using SAP C4C, it can tackle various issues.

A manufacturing company wants to understand its key sales drivers for car sales. Below are a few basic requirements which should enable them to achieve this, and how SAP C4C can help.

“I want both a high level and low level view to discover key drivers throughout the company at various levels”

What if we push this further by giving the user freedom and ability to drilldown into charts and visualisations to understand the information better? That means that complex sales inquiries can be solved quickly and through an attractive UI5 interface. So you can analyse car sales at any level, making branch and/or employee comparison, easy.   

If I start at car sales opportunities and overall potential revenue of sales, then restrict data within a month, then split that data by location, and then understand who is pursuing these opportunities, through this I have created a meaningful journey.

So at high level, you could be looking at sales opportunities, and you might…

  • drilldown by month and to find that a given month was particularly profitable
  • drilldown by location and to find that sales are dominated in a given part of the country
  • drilldown by branch and notice peak in a certain store

At which point you discover that the sales team at the store have used a type of marketing or sales technique that no other branch has used to create leads (through available lead origin information).

That journey is completed in 5 navigation steps and 10 clicks, giving you valuable information without the need for strenuous analysis. Management is empowered and connection down the chain of command is much stronger. The interface and its functionality, means that drilling down is particularly easy, and you can find out why issues or successes have occurred a lot faster.

Open opportunities, cursor hovers over one small cross section

Click- and drill down by the opportunity owner of this cross-section

Now we can see opportunity owners within the previous selection. Next we navigate into the opportunities the owner has.

Final navigation

“I want to find any large outstanding sales leads and push these into opportunities”

With a high level view, you can observe where your potential sales are as a branch manager, and focus resources on where you want to push these potential leads or interest into real sales. In addition to this, you can see which salesmen are converting leads into sales and understand specific revenue each has brought in over by month which could affect bonuses and reward.

“I want to see where sales leads are lost and why”

Seeing where opportunities are lost might be an easy task, however, understanding why can take a lot of time and investigation. With awesome UI5 visuals, you can find where you made losses and when, isolate the cross section in the graph you are interested in, and then drilldown to understand who owned it, where in the sales stage it was and how long it was alive for- which, combined with other C4C functionality, could bring your answer to you faster.

“I want flexibility in how I view this information in presentations so I can communicate effectively what is important”

These are far from static graphics, you can play around with dimensions at will and the graph will show you completely new information. In addition to this, if you want to view it as a pie chart, a line graph or even a heat map (the list goes on) you can do this at the click of a button. So for someone in any position in the company, presentation is never a worry. There is also the option to download these figures in excel for financial company records.

Default report layout- navigate to ‘Area’ view

‘Area’ layout, with the click of a button

Here the selection is changed (via the grey panel on the left) to display data from the last 6 months only

Selections can also be altered on the fly, here ‘Weighted Value’ is unticked and replaced with ‘Expected Value’

“I want relevant information access and security”

By controlling access and roles, you can ensure that sensitive information is restricted and only relevant information accessible. The ‘default’ home screen you get can be altered by position in the company, so that someone lower down doesn’t have to consistently drilldown to find relevant information or someone is their particular sector in the business can also see what is only relevant to them to avoid clutter.

Bluefin and SAP S/4HANA - welcome to the one horse race