Client’s Need
The client sought to streamline inside sales transactions, centralizing them in a unified platform while integrating them with real-time Microsoft PowerPoint reports. Specific needs included:

• Managing territory plans, including strengths, weaknesses, opportunities, lead, and quota analysis.
• Controlled access to reports for authorized personnel such as Sales Line Managers.
• Hierarchical territory plan reports for better strategic alignment.

Solution by Lumbini

• Implemented generic data sources to extract CRM table field data.
• Enhanced standard data sources for master data (text and attributes).
• Extracted data from SAP ECC systems to support analysis.
• Developed a BI model to handle both historical and real-time data.
• Integrated BO reports with Microsoft PowerPoint using Live Office, enabling real-time analysis in presentations.
• Established a BAPI interface between CRM and SAP BI systems to dynamically retrieve user details and territory plans.

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2. MPP (Product Performance) Dashboard

Highlights
A comprehensive dashboard was developed to track market performance and product growth, offering the following insights:

• Market Tracker Snapshot
  • Pet Shop Results Indicator
  • Neilson Facts
  • Growth Spending
  • Awareness Metrics
• Outlet Growth Snapshots
  • Growth Summary and Detail
• Revenue Growth Analysis
  • Sales Revenue
  • Revenue per Outlet and City
• Product and Brand Performance
  • Top Products and Brands
  • Top 5 Performers
• Temporal Growth Insights
  • Monthly, Quarterly, and Yearly Deviations
• Regional and State-wise Growth Breakup
  • Growth trends per city, state, and sales area.

Benefits

• Improved territory and sales planning through detailed and actionable insights.
• Enhanced transparency into sales performance across regions and periods.

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3. SAP – Incentive Commission Management (ICM)

Client’s Need
The client required a scalable solution for commission management to replace manual calculations. Key objectives included:

• Eliminating manual errors in commission calculations.
• Enhancing transparency into compensation structures to improve employee trust and morale.

Solution Highlights

• Implemented SAP ICM for automated and reliable commission calculations.
• Designed company codes for report customization.
• Modified input fields to allow restricted or complete value inputs based on requirements.

Benefits

• Enhanced data reliability and calculation quality.
• Improved employee trust and morale due to higher transparency.

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4. Cloud for Travel and Expenses

Scope of the Pilot
The pilot project aimed to roll out SAP Cloud for Travel and Expenses to streamline expense reporting processes.

Key Highlights

• Standard solution was introduced as an additional feature for submitting travel expense reports.
• Included approximately 540 employees across selected departments.

Benefits

• Simplified expense reporting processes.
• Improved operational efficiency and compliance.

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5. Scenario – Sales Planning for a German Manufacturing Company

Description
The project focused on standardizing sales planning processes, enabling planners to efficiently manage and approve sales data.

Key Features

• Corporate planners  maintained currency rates centrally for consistent sales planning across regions.
• Sales planners developed forecasts for sales quantity, unit price, and unit cost. Revenue and gross profits were calculated automatically.
• Comparison of planned budget vs. target ensured alignment with organizational goals.

Benefits

• Standardized the sales planning process, ensuring uniformity.
• Broke down team targets to operational levels, increasing transparency and accountability.
• Integrated sales planning data with profit and loss (P&L) planning for a holistic financial view.

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Conclusion

These case studies underscore the transformative power of advanced analytics and integrated systems in enhancing sales and marketing processes. By leveraging tools like SAP BI, CRM, ICM, and Cloud solutions, clients achieved:

• Centralized and real-time reporting.
• Enhanced transparency and trust in critical processes like commission management.
• Streamlined operations for travel expenses and sales planning.
• Data-driven decision-making for market performance and revenue growth.

These solutions reflect the importance of tailored analytics in addressing client-specific challenges and driving business success.