how to uncover sap services opportunities

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Discover the Key Steps SAP Service Partners need to take to successfully combine the power of Inbound Marketing and the SAP Platform to uncover SAP Implementation Service Opportunities. This is a Best Practice Guideline that can be used by any type of SAP Partner, from Service Partners, SAP Development Partners, SAP Hardware Partners, Analyst, and SAP Mobile Application Developers and Professional Service firms in general

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  • 1. How to Uncover SAP Services Opportunities A Presentation of: SAP BW Consulting, Inc. lonnie.Ayers@SAPBWConsulting.com
  • 2. When a SAP software license is rst 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.
  • 3. 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?
  • 4. 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
  • 5. Sap Consultancies Can Learn To Leverage Inbound Marketing Practices Practiced by both the SAP and Hubspot Hubspot has largely dened and continuously rened 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.
  • 6. How Does This Process Work? First lets dene the Inbound Marketing Methodology
  • 7. 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 specic 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.
  • 8. 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 denition of qualied 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,.?
  • 9. 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?
  • 10. 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
  • 11. 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 companys social media activity actually social, with a good measure of educational content mixed in? Hint, if not, you should x that. Can you educate your SAP prospects on how they can best use social media to advance their business goals?
  • 12. 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 x that. Can you demonstrate how the now rmly 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?
  • 13. 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?
  • 14. As You Can See, Generating Highly Qualied 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.?
  • 15. Get the SAP Inbound Marketing Methodology Guide
  • 16. Powered by SAPBWConsulting, Inc. Lonnie D. Ayers, PMP, SCM President, SAP BW Consulting, Inc. Tel: 812-340-5581 E-Mail: Lonnie.Ayers@SAPBWConsult ing.com

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