Integrating SAP and Salesforce must be a top priority for any company that’s truly invested in increasing productivity and ROI
Most of your company’s departments live by the data in your SAP ERP system. Your ERP plays an essential role in everything your business does on a day-to-day basis — whether on-premises or in the cloud. However, your sales team doesn’t make a move without Salesforce CRM. The CRM gives them ready access to the customer data they need — and all the information required to generate bids and close sales.
The problem is, some of that all-important sales policy data
is stored and maintained in SAP, and the ERP is the only system with real-time
insight into supply chain details like inventory availability.
Marrying these systems together is the only way to assure
seamless integration of your sales, production and logistics processes. The
integration needs to be done with an eye to comprehensive data availability and
real-time, on-the-go interoperability.
What SAP data does your Salesforce-using team need to access?
Selecting the precise data that Salesforce users will
require from your SAP ERP is crucial.
- If your sales staff doesn’t have
the data to formulate accurate quotes and deliver as promised after a
successful close, then the integration was all for nothing.
- Redundant data in your
integration bogs down data flow, consumes additional network resources,
and makes for poor interoperability.
Understanding exactly what ERP data your salesforce needs to
access in your CRM system is key to ensuring they can be as effective as
Even if you’ve been using SAP and Salesforce for years, improving the integration is important
Your sales team is full of motivated go-getters who will
work around any bottleneck to close the sale. There may have been grumbling
over the years about the extra work generated by having to manually sync two
systems that won’t talk to each other. However, the sale is the point, and most
salespeople won’t spend too much time on anything that gets in the way of
achieving the ultimate goal.
But extra work that doesn’t produce revenue is wasted effort
on the part of your sales team. These tasks cost you money in the long run:
- Cross-referencing systems to make sure quotes and bids
comply with the latest sales policies
- Once again, going back and forth from SAP to Salesforce to
determine current prices for the specific customer in question
- Dual data entry — how much sales time do you lose to
salespeople entering the same information twice to complete a transaction? Or
maybe you’re paying someone just to enter orders from salespeople into SAP?
- Dealing with data discrepancies generated by dual data
- Being unable to incorporate the latest, most favorable
sales and pricing policies that may end up sinking deals
True bi-directional integration enables your sales team to process Salesforce quotes and orders with real-time SAP product pricing, inventory, and sales policy data.
What integrations will make your sales team most efficient?
The effectiveness of many IT projects has been compromised
by not tapping into the best source of information on workflow issues and
usability requirements: The actual users who do their work with the software in
development. They are your best source for all the small and large details that
will make or break your integration project.
Ignore your sales team’s advice at your risk. They know
better than anyone what features and information they need to maximize sales
numbers, satisfy clients and promote repeat sales. Give them what they need.
Get them involved in the integration process and do it early.
The sales staff is also your go-to resource when the time
comes to validate the integration. Get their input on how successful the data
integration is at taking the kinks out of the sales process. Make adjustments
are needed. You may also find that some of the best improvements to the new
integration come from suggestions made during this phase of the process.
Let enosix help you harness the full power of your IT investment
Actual bi-directional integration of SAP and Salesforce can
be one of the best IT infrastructure investments you can make. With enosix, you
remove the obstacles from your sales force, making them more efficient at
giving customers what they want and closing sales.
We’re creating the new standard for SAP integration by leaving the “middleware” philosophy behind and providing real-time access to your ERP data in all of your front-end systems. This is next-generation integration technology that delivers on the promise of the intelligent enterprise. Learn more about how enosix can bring SAP and Salesforce together to enhance the productivity of your sales organization. Connect with Enosix at 844-436-6749 or request a demonstration of our integration solutions today.