industry marketing focused activities in a specialized world 2_1210_… · • providing...
TRANSCRIPT
Internal | SAP Employees and Partners Only
Jan Lukas Papst, SAP
April 3, 2019
Industry MarketingFocused Activities in a specialized World
SMB Innovation Summit 2019
2Confidential: Released for Partners© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ
• Why Industry Marketing?
• What can you do?
• Support for and from partners
• Hear it from the partners: Best Practices
Let´s talk about…
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• Generate specific leads and opportunities
• Higher Closing Rate
• Deal Size & Upsell Potential
• References
It always starts with
a Why…
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• Trade Shows and Fairs
• Customer Events
• Digital Marketing: Social Selling
• Traditional Marketing: Telemarketing
Activities…
let´s blend…
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• Funding
• Enablement
• Presence
• Assets
You are not alone…
Hear it from the Partners…
© Boyum IT
Solutions
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Boyum IT – Partnering Best Practices
CARLOS HERRERO
APRIL
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SPEAKER
Carlos Herrero Rodríguez
Soluciones Boyum IT para Pymes!
Chief Sales Officer & General Manager Spain
https://www.linkedin.com/in/carlosherrerorodriguez/
What’s on the agenda?
1. Partners sales and implementation
challenges
2. Boyum industry packages
3. What’s inside?
4. Make it your own
5. About Boyum IT
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BOYUM PRODUCT PORTFOLIO
11
© Boyum IT
Solutions
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What do prospects want?Top rep attributes in terms of how they influence buying decision
0% 5% 10% 15% 20% 25% 30% 35% 40%
40%
22%
12%
9%
9%
6%
2%
Source: Forrester Research. Inc. (n=166 North American enterprise business and IT decision makers
Ability to understand & solve my challenges
Industry knowledge & expertise
Ability to leverage company’s resources
Technology expertise
Likability & personality
Ability to communicate the differentiators
Product knowledge
© Boyum IT
Solutions
| 13
What are they getting?Business Leaders IT Leaders Overall
Knowledge about their products/solutions
88% 88% 88%
Understand my issues and where they can help
34% 43% 38%
Can relate to my roles and responsibilities in the company
38% 29% 34%
When you meet with a sales person,
how often are they prepared for the
meeting with you in the following ways?
Source: Forrester Research. Inc. (n=166 North American enterprise business and IT decision makers
© Boyum IT
Solutions
| 14
Sirius Decisions
“The sales person inability to communicate value during customers interactions is perceived as the greatest inhibitor to sales success”
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© Boyum IT
Solutions
| 15
Why we created it?
• For a deal to be successfully closed and implemented, it is important to
understand the specific requirements and pain points of each industry.
• Getting a new consultant up to speed
• Crafting the right materials, presentations and templates takes time and effort
• Gathering up to date research and knowledge about specific industries requires
time and training.
What are the industry packages?
• Specific industry knowledge
• Providing sales/pre-sales employees and implementation
consultants with the tools required to successfully sell and
implement beas Manufacturing
• An effective toolkit with all the relevant templates and
ready to use documents to save you time and effort
• Helps you engage the prospect in a discussion that will
allow for them to open up about their own problems.
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THIS IS PART OF A BIGGER PROCESS
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• This is an ongoing and dynamic process
• To provide you even better data and tools we need your help
Pain
Identify the specific pain
and the reasons causing it
Development
Create individual solutions
that address each specific
pain point
Presentations
Present a holistic solution
that targets the individual
pain point of the group
Testimonials
Develop compelling
testimonials from people
who have found success
with the solution
Close more deals
Easily target customers and
their pain points by building
deep industry knowledge
and becoming their trusted
advisor
Selling the benefit
JUST A NOTE OF SELLING
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• Telling about features don’t help sell the product.
• To change that, dig in deep to why each feature matters
to your target market.
• Put the benefits before the features.
• Start differentiating yourself based on the experience
your customer has with your product and you’ll start
standing out in the market.
What’s included in the package?
Implementation
• Best practice presentation
• Requirement survey
• Industry focus video - Planned
INDUSTRY PACKAGES CONTENT
Marketing
• Brochure
• Customer success stories
Sales and pre-sales
• Targeted Presentation
• Introductory demo video
• Pre-sales questionnaire
• Technical Demo - planned
• Demo script & database - planned
• Objection handling Q&A- Planned
• Competitive analysis - Planned
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Customize the package
• Tailor it to your needs – match it to the audience and to your prospect’s specific challenges
• Drop or add slides as you wish to suit the meeting agenda
• Add best practice slides for technical audience
• Add specific pain points
• Add specific solutions
• Add your own testimonials
MAKE IT YOUR OWN
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© Boyum IT
Solutions
| 21
Boyum IT
• HQ: Denmark
• Founded in april 1997.
• 10 offices around the world
• 140+ international employees
• 100% focus in SAP Business One
• Certified SAP Partner since 2004
© Boyum IT
Solutions
| 22
© Boyum IT
Solutions
| 23
Questions?
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CONTACT
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Marketing funding
Customer stories
TAKE A PHOTO
WEBINARFriday 12th April
1000 AM GMT
VISIT AT BOOTH #40
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“Success occurs
when opportunity
meets preparation”
Thank you.
Contact information:
Jan Lukas Papst
Head of SSP Program MEE
Gamification Challenge Code
NIC1w3j
By entering this SAP Breakout Session
code you will be granted 10 points
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