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How to create a business case for Salesforce integration to SAP


How to create a business case for Salesforce integration to SAP

Posted by Mark Newman on 23-Feb-2016 16:47:46
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Clearly any SAP integration project or Salesforce integration project requires a good solid business case.  Added to that, a Nucleus Research report stated that half of unrealized CRM ROI opportunities come from lack of integration with the back office. 

Here are some of the business drivers we’ve seen from our customers’ Salesforce SAP integration business cases:

1. Better margins

Profitability is about charging the right price and keeping costs under control.  If price changes are not communicated immediately between sales and finance then it’s easy to quote the wrong prices.  Mostly, price changes are rises, so it follows that if sales don’t use the latest pricing, then expected margins will be squeezed. 

Conversely, if sales needs to double check pricing, stock and other information before being sure about quoting for or accepting an order, that increases the cost of sales and provides another squeeze on margins.

2. More selling opportunities

If accurate order history, current and projected stock levels, price breaks and discount levels isn’t available to sales people then the opportunity to upsell and cross-sell becomes difficult.    In those industries where complex pricing agreements are the norm – with tiered discounts, discounts based on quantities and product combinations, for example – pricing and stock visibility is key to maximizing sales revenue.

3. Reduce time to solve customer queries

Without an accurate, up-to-date view of all customer activity (orders, enquiries, payments etc) it’s difficult (and therefore time consuming and costly) for customer services to track down and solve queries.  As well as a frustration for all involved, this can impact the cost of sales and the competitive positioning.

4. Competitive positioning

Speed is of the essence in many ordering situations.  Integrating the order to pay process can improve delivery times which can in turn improve your competitive position – particularly for FMCG and retail.

5. Improve cash flow

An integrated order to invoice process means that invoices can be raised quickly and cash collected sooner.

Any or all of the above might be important to your business case.  If you need help to review the ROI for SAP Salesforce Integration do contact us we’d be happy to help you build a business case.

Alternatively, for more information about the challenges involved in cloud integration with SAP on premise download our white paper.

the challenge of integrating sap with cloud applications