Database Reference
In-Depth Information
table 5.1
Benefits Achieved from SAP e-Business technology
Achieved Area
Benefits Activity
Sales
Increased selling time per sales representative
Increased revenue per sales
Shorter sales cycle
Improved prospect targeting
Increased close rate
Increased prospect-to-customer conversion rate
Increased order size
Increased revenue per customer (
wallet share
)
Incremental revenue gains from new channel capabilities
Reduced training costs
Reduced sales overhead
Improved team selling effectiveness
Reduced costs for collateral distribution
Increased order accuracy
Decreased cost to manage partner/channel interactions
Increased partner/reseller satisfaction
Increased salesperson satisfaction
More accurate sales forecasting
More accurate and complete information to support sales managers
Improved visibility into sales pipeline
Marketing
Reduced marketing campaign overhead
Increased marketing campaign response rate
Decreased cost to generate new leads
Decreased cost to acquire new customers
Decreased cost to identify potential customers
Better, more detailed information on lifetime value of customers
Faster cycle time to create, execute, and analyze marketing campaigns
Faster lead generation
Improved ability to test campaigns (offers, lists, etc.)
Service
Increased customer retention
Decreased cost to retain existing customers
Reduced customer service costs
Faster response times to service requests
(
Continued
)
