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

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 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.

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 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.

6. How Does This Process
Work?
First lets define 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 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.

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 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,.?

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 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?

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 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?

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
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.?

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