Ba401 Case 2 6 Sap Company
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SAP is a global leader in business application software with over 12 million users in 94,000 installations across 120 countries. It has grown from its founding in 1972 through strategic focus on partnering with consulting firms, effective market strategies, and resourcing explosive growth through industry centers of expertise and knowledge partners. As SAP America stepped into the business, it reorganized through standardizing processes, shortening sales cycles, and consolidating resources to become the standard in business applications.
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The document provides an overview of a training program called SellXL that helps salespeople sell to executives. It discusses why selling to executives is important, as executives can help expand business opportunities and retain profitable clients. The document also describes the typical qualities of executives, the stages of becoming a trusted advisor, understanding a client's business needs, and how to position solutions to create value for executives. The overall summary is that the document outlines best practices for salespeople to effectively sell to and build relationships with executive-level clients.
linkedin-sap-case-study
To address the faster sales cycles associated with cloud solutions, SAP implemented Sales Navigator to allow reps to more quickly establish themselves as experts and make direct contact with younger decision makers. Sales Navigator helped both inside and field sales teams nurture leads, engage with CXO decision makers, and achieve highly tailored relationship mapping. Initial results were positive across APJ territories, and SAP scaled up Sales Navigator from 50 to 500 seats in the first year due to its success.
IDC Best Practices in B2B Sales Methodologies
This document summarizes IDC's research on best practices in sales methodologies. It finds that most companies use multiple sales methodologies, and that integrating a sales methodology into a company's sales force automation system positively impacts sales performance. It recommends customizing sales methodologies to a company's unique business model and culture, and maintaining methodology training as an ongoing process rather than a one-time event.
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Ba401 Case 2 6 Sap Company
- 1. BA401 Case Study 2_6 SAP Systems Application Program in Data Processing
- 6. Strategic Focus “ We have a grate product, and if you, Consulting Firms, are willing to make the investment we are not going to compete with you for the same consulting business”
- 7. Strategic Focus Consulting Firms Partnering
- 8. SAP American Market Strategy
- 9. RESOURCING EXPLOSIVE GROWH ICOEs Industry Center of Expertise
- 10. RESOURCING EXPLOSIVE GROWH Type of Partner
- 11. RESOURCING EXPLOSIVE GROWH Knowledge Knowledge Partner Competency Centers
- 12. Professional Services Professional service were those activities provided to customers for Consulting & Training. Consulting, ICOE
- 13. Professional Services Professional service were those activities provided to customers for Consulting & Training. Training
- 14. Support & Infrastructure Human Resources are outsource Human Resources
- 15. Support & Infrastructure Standardized license agreement Clear-cutting proposal License and Contract
- 16. Support & Infrastructure Everything must be present at the beginning of the sales cycle Sales 6-12 months sale cycle
- 18. Reorganization
- 19. Reorganization
- 20. Reorganization Platinum Consultant
Editor's Notes
- SAP has a rich heritage of helping companies of all sizes improve their business processes and drive stronger profits. In fact, nearly 50% of our customers have annual revenues of $200 million or less. Our committed to them is unwavering and provides a solid foundation for your business.
- The Five Unique Selling Points