How to Uncover SAP Services Opportunities

A Presentation of: SAP BW Consulting, Inc. lonnie.Ayers@SAPBWConsulting.com

When a SAP software license is first sold, there is always a need for SAP services.

Assume for every dollar of SAP software license bought, somewhere between 3 to 10 dollars will eventually be spent on the implementation.

Given these 2 knowns, you can, using basic math, determine the size of the implementation opportunity, at least for the initial implementation.

Sap Services Partners May Struggle To Uncover Subsequent Sap Services Opportunities

How to place a value on them.

Is there a Best Practice for Uncovering These Opportunities?

Is there another proven technique that might make the service opportunity discovery process a little easier?

Will it work for both customers and SAP service providers?

Sap Uses Inbound Marketing And So Should You!

4.5 Million Registered Users of SAP SDN in North America Alone!

3.5 Million in EMEA

Huge Inside Sales Effort with Real Hard Dollar Results

SAP Website in Top 3000 Rank Wise

Sap Consultancies Can Learn To Leverage Inbound Marketing Practices

Practiced by both the SAP and Hubspot

Hubspot has largely defined and continuously refined the approach over the past few years.

But be forewarned, this is not a ‘light touch’ approach.

Marketing automation software allows you to create a ‘force multiplier’ for your marketing department

Create a virtual army of 24 x 7 account executives.

How Does This Process Work?

First lets define the Inbound Marketing Methodology

From A Sap Services Oriented Consultancy Point Of View, These Different Steps Break Down Into The Following Critical Time-To-Value Activities:

Diagnosing your current sales process.

What specific industry verticals do you have deep expertise in?

Where do you or should you, be demonstrating thought leadership.

Which existing SAP customer relationships do you have

How is your relationship with SAP, i.e., do you have a close working relationship with one or more key persons.

From A Sap Services Oriented Consultancy Point Of View, These Different Steps Break Down Into The Following Critical Time-To-Value Activities:

Can you or do you combine ‘relationship selling’ with data from sources such as Hoovers?

Does your sales team both understand that they are ‘performance artist’ and actually practice their art?

Is your CRM system fully integrated with your marketing system?

What is your concept of a lead?

Do you have established Service Level Agreements (SLAs) between Marketing and Sales that establish not only how many leads need to be supplied to each Account Executive monthly but as well, what the accepted and signed-off definition of qualified lead means.

Can you effectively leverage SAP Value Engineering assets, such as benchmarking results, Points-of-View, Collaborative Value Roadmaps, Outside-In business cases etc,.?

From A Sap Services Oriented Consultancy Point Of View, These Different Steps Break Down Into The Following Critical Time-To-Value Activities:

Is your website designed to deliver leads, or is it brochure ware?

What ‘real world’ experience does your team bring to the table that can be converted into content that is perceived as valuable by the SAP world?

From A Sap Services Oriented Consultancy Point Of View, These Different Steps Break Down Into The Following Critical Time-To-Value Activities:

Is everyone in your company not only on social media, but actively contributing to it?

Are you both able to measure your social media activity and actually measuring it, daily, weekly, monthly?

Social media sites you ‘MUST’ be active on include:

SAP Developer Network (everyone should have an account and be contributing and know their score)

LinkedIN

YouTube

Facebook

Twitter

From A Sap Services Oriented Consultancy Point Of View, These Different Steps Break Down Into The Following Critical Time-To-Value Activities:

Is the majority of your entire company’s social media activity actually social, with a good measure of educational content mixed in?

Hint, if not, you should fix that.

Can you educate your SAP prospects on how they can best use social media to advance their business goals?

From A Sap Services Oriented Consultancy Point Of View, These Different Steps Break Down Into The Following Critical Time-To-Value Activities:

Is mobile a core part of your DNA?

Hint, if not, you should fix that.

Can you demonstrate how the now firmly established world of Mobile Everything is part and parcel of how you operate as a SAP Service Consultancy?

Can help your customer do the same?

From A Sap Services Oriented Consultancy Point Of View, These Different Steps Break Down Into The Following Critical Time-To-Value Activities:

Do you know how to effectively merge both your outbound marketing activities with your Inbound Marketing activities?

Can you effectively use one to leverage the other, day-in and day-out?

As You Can See, Generating Highly Qualified Sap Sales Opportunities Is Possible Using Inbound Marketing

You will need to leverage our old friend 'Best Practices' to get there.

You can get them now by downloading our SAP Partner Guide for Inbound Marketing.?

Get the SAP Inbound Marketing Methodology Guide

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Lonnie D. Ayers, PMP, SCM President, SAP BW Consulting, Inc. Tel: 812-340-5581 E-Mail: Lonnie.Ayers@SAPBWConsulting.com