Knowing how your products perform in your customer’s applications is key for new product development, price settings and contract negotiations. Typical scenarios are the evaluation of new and improved products against existing products you are selling to your customer, or testing against competitor’s products for potential replacement and new business opportunities.
Product trials usually check multiple parameters of one product against one or several other products. Trials are intended to see if the product is fully compatible with the application i.e. the customer’s specific system and processing parameters) and whether it offers any advantage against the other products tested.
Because of the significance of these test results, customers often share the results with their vendors.
However, often the results are captured in simple spreadsheets, which makes comparison and searching for information across all product trials difficult, and does not allow for easy sharing of information. On the other hand, If all results would go into a single database, your sales team could for instance check where a certain competitive product showed up and how it performed against your own products. Your R&D group could compare test results of a product in various customer applications which could help them in the development of new and improved products.
Product Trial Management is a new mobile-enabled solution extension, specifically developed for the chemical industry. It provides sets of preconfigured trial report sheets which can be used for different test scenarios. Since the application is integrated into SAP Hybris Cloud for Sales, sales representatives or technical representative can capture evaluation data associated with their customers and select products from the product catalog – both their own products as well as competitor’s products. Reports are associated with business opportunities and are stored in SAP Hybris Cloud for Sales and allow for data analysis using the built-in analytics capabilities. Trial reports can also be downloaded as PDF files for local storage.
Fig. 1: Example of a Trial Report in PDF format (click to enlarge)
For more information please check this link.