Nếu như mấy năm trước khái niệm ERP (Enterprise Resource Planning Phần mềm hoạch định nguồn lực DN) còn khá lạ lẫm đối với DN VN thì năm 2006 thị trường này đã có dấu hiệu nóng lên tên tuổi những nhà cung cấp ngoại nhờ những chính sách hấp dẫn về giá so với các phần mềm ERP nội. Cuối năm 2006, hai hãng phần mềm hàng đầu thế giới là Microsoft và SAP chính thức vào thị trường ERP VN đã cho thấy sự nhanh nhạy của họ trước thời cơ khai phá thị trường ERP còn khá màu mỡ của VN. Đầu tháng 3 năm nay SAP đã có thêm một bước đi quan trọng: ký kết hợp đồng đối tác chiến lược với Công ty Hệ thống thông tin FPT (đại diện cho Tập đoàn FPT) nhằm cung cấp các giải pháp phần mềm DN của SAP tại thị trường VN. Nhà cung ứng ngoại tăng tốc Khẳng định lựa chọn của mình, ông Eric MacDonal Chủ tịch SAP khu vực Đông Nam Á nói: VN là một trong những thị trường tăng trưởng nhanh nhất khu vực Đông Nam Á. Chúng tôi rất vui mừng khi mở rộng hoạt động của mình tại thị trường VN và hi vọng không lâu sau, các sản phẩm mũi nhọn của SAP, như giải pháp ERP, CRM (quản lý quan hệ khách hàng) sẽ trở thành sự lựa chọn của các DN khu vực Châu Á Thái Bình Dương. Hiện nay, phần mềm DN của SAP đang hiện diện tại gần 30 ngành công nghiệp dịch vụ, như công nghệ cao, dịch vụ tài chính, phân phối lẻ, y tế và các ngành công cộng khác... Theo kế hoạch, SAP và FPT sẽ nhanh chóng tiến hành việc bản địa hoá các giải pháp ERP của SAP theo những tiêu chuẩn tối ưu, đáp ứng các yêu cầu đặc thù của VN, như chuẩn về ngôn ngữ, tài chính... FPT và SAP đang tích cực thúc đẩy các chương trình như triển khai SAP All in one cho thị trường tầm trung, SAP business cho DN nhỏ, phối hợp liên kết đào tạo nhân lực tại Đại học FPT... Bắt tay với FPT DN được coi là hàng đại gia về công nghệ thông tin nói chung và về phần mềm trong nước, SAP sẽ tiếp cận khách hàng bằng cách tận dụng lợi thế về công nghệ và giá và chắc chắn sẽ tạo nên sức ép không nhỏ đối với các nhà cung ứng nội.
Trang 1SAP Product Brief
SAP Solutions for Small Businesses
and Midsize Companies
Use the powerful sales management tools of the SAP® Business One appli-cation to create quotes, enter customer orders, and perform real-time availability checks across all your warehouses
Record new sales opportunities with relevant information such as lead source, potential competition, and closing date The integration of SAP Business One with Microsoft Outlook allows you to synchronize contacts and opportunities, while gaining instant access to customer data from your e-mail using snapshot templates
Help guarantee ongoing customer satis-faction with quick response to service and support calls The service manage-ment tools in SAP Business One let you optimize the potential of your service operations, service contract manage-ment, and customer support
The powerful reporting functionality
of SAP Business One, including the
XL Reporter tool, lets you analyze sales
opportunities by territory, customer,
or product and conduct sales forecasts using any desired time period
Opportunities and Sales Management
No matter which sales channel you use or how complex the prospecting process, you can record and track sales opportunities in SAP Business One With SAP Business One, you can efficiently manage your tasks and information throughout the sales cycle Schedule and receive reminders for phone calls, meetings, and assigned tasks You can record any activity along with detailed notes, and activities entered into your calendar in SAP Business One can be synchronized with your schedule in Microsoft Outlook All activities can be linked to business partners and documents For example, you can link activities to a sales lead
Acquiring new customers
is important for business
success, but maintaining
customer relationships is
just as crucial The SAP®
Business One application
provides the tools to turn
prospects into customers,
grow customer profitability
and sales, and increase
customer satisfaction
CUSTOMER RELATIONSHIP MANAGE-MENT WITH SAP® BUSINESS ONE
WIN NEW CUSTOMERS AND MAINTAIN EXISTING RELATIONSHIPS
Customer Relationship Management in SAP® Business One Opportunities and Sales Business Partners Service
Convert prospects into customers by tracking activities and using workflow management
Manage lead and customer data in simple user inter face
Administer warranty and service information with contracts and customer equipment cards Create instant price
quotes and perform product avail ability checks online
Access customer balances, credit lines, and open orders from master data screen
Respond to customer service requests from central location Generate sales documents
with print layout designer
View contacts with Microsoft Outlook
Search for solutions to customer problems in online knowledge database Create dashboards with
XL Reporter tool for fore-casting and sales analysis
Use Drag&Relate™ feature
to generate business partner reports
Monitor service levels with alerts and reports
Figure 1: Customer Relationship Management Features of SAP Business One
Trang 2Numerous reports in SAP Business One allow you to monitor sales activities and analyze sales opportunities based
on customer, sales stage, expected volume, closing probability, and closing date
Business Partner Management
SAP Business One makes it easy to manage master data for sales leads and customers A dedicated business partner master feature is used to create and maintain lead and customer data in user-friendly screens
SAP Business One stores general business partner data such as name, address, phone and fax numbers, e-mail addresses, contact persons, and tax information In addition, you can manage important payment data such
as terms, credit limits, and special dis-counts, as well as bank and credit card information Data stored in a business partner master record is automatically transferred into the relevant transactions, such as sales quotations, orders, or deliveries You are notified if credit limits have been exceeded or if a customer is
“on hold” due to delivery or payment issues
A dashboard in the customer master record gives you an overview of the account balance, outstanding orders, and deliveries, as well as opportunities
in the pipeline Data can be viewed in graphical format – for example, in a sales analysis report showing revenue and profit for a customer
and later drill down into these activities
from the lead screen The sales
oppor-tunities functionality in SAP Business
One lets you manage the entire sales
process as it progresses through
differ-ent, custom-defined sales stages This
function tracks sales opportunities and
sales activities, analyzes their outcome,
and forecasts revenue potential
For a complete sales framework, SAP
Business One allows you to define sales
stages, partners, competitors, and
rela-tionships that apply to sales
opportuni-ties Enter new opportunities in SAP
Business One with information about
potential sales volumes, customers,
specific competitors or partners,
ex-pected closing dates, and sales stages
The application immediately calculates
a projected gross profit and revenue
As the opportunity progresses through
the various sales stages and new data
is entered, the expected profit and
revenue calculations are continuously
updated to accurately reflect the
cur-rent situation
Once a sales opportunity is won,
you can directly create a sales order
without having to reenter data SAP
Business One integration features allow you to perform instant online availability checks for ordered products
In addition, accounting data and
inven-tory levels are immediately updated without the need for user interaction
The print layout designer (PLD) in SAP Business One provides templates for business documents such as quota-tions, order confirmaquota-tions, and billing materials You can use the PLD to create business documents to send
to prospects and customers using standard PDF format
The powerful reporting functionality of SAP Busi-ness One, including the
XL Reporter tool, lets you analyze sales opportunities
by territory, customer, or product and conduct sales forecasts using any desired time period.
Monitor ongoing sales opportunities and quickly react to changes.
Figure 2: Sales Pipeline Monitor
Trang 3The service management functionality
in SAP Business One allows you to
efficiently administer customer warranty
and service contracts and manage
service calls Service contracts can be
based on warranted products you are
selling but can also be created
separate-ly for support services rendered for a
third-party product SAP Business One
integration functionality automatically
generates a service contract for
rele-vant products upon creation of a
deliv-ery or an AR invoice The service
con-tract is based on a predefined template
and contains information about items
covered under the agreement, such as
service and response times, as well as
other warranty information
Serial number management and
auto-creation of customer equipment cards
can be activated A customer equipment
card is issued upon delivery or invoice
posting of a serial number item and
contains information about the item,
customer, and service contracts It also
provides direct access to sales data,
service calls, and other recorded
transactions
SAP Business One enables you to
document all customer service calls
A service call record includes
informa-tion about the customer, the service
item, the issue reported, and activities
performed in response to the call
SAP Business One maintains a
solu-tions knowledge base where known
issues are stored This knowledge
base provides service representatives with possible solutions to reported problems, allowing them to respond faster and more effectively to customer calls
The reporting features of SAP Business One give you a real-time overview of your service department, letting you analyze call volumes, durations, and response times The service call moni-tor records limits for call durations and volumes and creates alerts when those limits are exceeded
Microsoft Outlook Integration
Microsoft Outlook synchronization with SAP Business One allows you to access customer and sales information via Microsoft Outlook when you are either online and offline You can synchronize calendars and tasks and import cus-tomer data from SAP Business One into your Microsoft Outlook contacts list The quotation function enables you
to display and edit existing quotations directly in Microsoft Outlook You can create new quotations in Microsoft Outlook, store them in SAP Business One, and send them as an e-mail to your prospect or customer E-mails sent and received in Microsoft Outlook can be saved and retrieved as activities
in SAP Business One Using the
“snapshot” feature available in SAP Business One, you can define a set
of data about a customer or lead and export it into Microsoft Excel That data can then be associated with a record in your Microsoft Outlook contact list
Sales Reports and Analysis with XL Reporter
XL Reporter in SAP Business One enables you to create powerful sales reports using Microsoft Excel templates With the report designer and the report composer, you can create dashboards showing top-customer and deal over-views, year-to-date revenue, open or-ders, and open receivables The same tools let you create detailed sales re-ports, such as opportunities forecasting, pipeline tracking, win/loss analysis, and sales order analysis SAP provides a large number of templates to give you a head start on your sales reporting The report organizer in SAP Business One helps you manage and execute your re-ports and allows for easy distribution to sales employees and business partners
To learn more about how SAP Business One can help you grow your business and effectively service your customers, call your SAP representative today or visit www.sap.com/smallbusiness
The service manage-ment tools in SAP Business One help you optimize your service operations and customer support.
Trang 4QUICK FACTS www.sap.com /contactsap
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in Germany and in several other countries all over the world All other product and service names mentioned are the trademarks of their respective companies Data contained in this document serves informational purposes only National product specifi cations may vary These materials are subject to change without notice These materials are provided by SAP AG and its affi liated companies (“SAP Group”) for informational purposes only, without representation or warranty of any kind, and SAP Group shall not be liable for errors or omissions with respect to the materials The only warranties for SAP Group products and services are those that are set forth in the express warranty statements accompanying such products and services, if any Nothing
Summary
Acquiring new customers is important for business success, but maintaining customer
relationships is just as crucial The SAP® Business One application provides the tools
to turn prospects into customers, grow customer profitability and sales, and increase
customer satisfaction Discover how SAP Business One helps your business optimize and
streamline the entire sales process – from tracking leads and opportunities to managing
sales orders and customer data to administering aftersales support.
Challenges
• Convert more opportunities to sales
• Manage all sales-related contacts, from customers to business partners
• Maintain ongoing customer satisfaction
• Access specific sales data and reports when you need them
Supported Business Processes and Software Functions
• Powerful sales management capabilities – Track sales opportunities and activities from
first contact to closing the sale
• Dedicated business partner master feature – Store all critical customer and partner data
in one easy place, with dashboard overviews of all relevant information
• Optimized service management – Efficiently manage warranty and service contracts;
enter and respond to service calls quickly
• Integration with Microsoft Outlook – Manage and maintain customer contacts with full
Microsoft Outlook synchronization
• Sales reports and analysis – Create detailed reports on every aspect of the sales
pro-cess, including sales forecasting and pipeline tracking, using time-saving report templates
Business Benefi ts
• More effective sales management, converting more opportunities into sales and
prospects into customers
• Increased customer satisfaction due to faster response to calls and better problem-
resolving capabilities
• Improved decision making based on timely, accurate data on all aspects of the sales
process
For More Information
Visit us online at www.sap.com/smallbusiness