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Partner PackagingMonetizing Your ERP PackagesYuan Yang (Helen), SAP
John Meadows, SAP
Pierre Guéguen, Ubister
April 2nd, 2019
ExternalSMB Innovation Summit 2019
2Confidential: Released for Partners© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Partner Packages for SAP Business ByDesign
132Partner
Packages 66Partners
445Opportuniti
es*29Countries
239Deals
* Data based on CRM R4Q opportunities influenced by packaging as of March 7th 2019
3Confidential: Released for Partners© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Packaging Drives Significant Business Impact
> 25%Shorter Sales
Cycles
1:3Improved Win
Rates
5.43Opportunities per
Partner
3.12Opportunities per
Partner
5.13Deals per
Partner
3.23Deals per
Partner
With Packaged Solutions Without Packaged Solutions
Focus on package Monetization
Execute GTM and Demand Generation
Build new partner packages for validated
Geography, Industry or Solution Whitespaces
2019 Priorities:
4Confidential: Released for Partners© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ
• Standard SAP Software
• Partner services
• Partner add-ons and
extensions (optional)
• Live demo system
verified
• Technical Package with
pre-configuration or
customization
• Documentation and Go-
to-market materials
What defines an SAP-Qualified Partner-Packaged Solution
Extend Horizontal
Functionality
Extend Vertical
Functionality
Functional scope enrichment
Build & Integrate Partner Apps
In-App and/or Side-by-Side Extensibility
Preconfiguration & Best Practices
Create your distinct “flavor” of ERP with a unique and highly targeted value proposition,
where partner IP is seamlessly integrated into the customer experience.
Package Core Components
Fixed Price, fixed-scope offering
5Confidential: Released for Partners© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Week #1
Social
Selling
readiness
Week #1
Value
proposition
& Marketing
Plan
Week #2
Packaged
solution
campaign
ready
Week #2
Sales &
Marketing
alignment
Week #3
Digital
campaign
kick-off.
Week #3-6
Digital
campaign
execution
Week #7
Pipeline
review
ROI
measurement
Week #7 Week #8
Marketing plan
fine tuning
• 1:1 on Social Selling modules
• Profile review – All-Star
• PointDrive set up and walk-through
• Working session on Marketing plan
created in Virtual Agency or on
partners own platform
• Package Value Prop review,
recommendations on how to
improve and integrate into demand
generation plan
• Identification of leads via
LinkedIn Lead Builder
• Best practices guidance &
benchmarks for PointDrive
campaigns & InMail execution
including Sales & Mktg
alignment
• Review collateral, assets & 3
touch-point nurture campaign
• Target leads
and metrics
defined
• Finalise VA
+ PointDrive
campaign
• Start
campaign
execution
• Optimisation
of activities
based on
results
• Continue
Campaign
execution
• Analysis of campaign
performance
• Review prospect list
• Lead scoring
• Lead maturity
• Asset performance reviewed for
each phase
• Views
• Engagement
• Click-through-Rate
• Conversions
• Report on
performance
• Learnings
captured for future
campaigns
• Develop blueprint
for new campaign
in line with
marketing plan
Deli
ve
rab
les
Get partner ready with all resources, knowledge, processes
and tools needed to market packaged solutions.
Build Pipeline. On-going execution with weekly
checklist reviews.
Report Pipeline build. Nurturing process starts with cold
leads, first campaign ROI measurement.
Recommendation on next steps
Readiness Launch Digital Campaign Nurturing & KPI review
Package GTM Program - Package4Growth
6Confidential: Released for Partners© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Regional Marketing Service Bureau (MSB) Offerings
SAP Qualified Partner-Packaged Solutions content and
activities available on the MSB Competence Center
www.msbcompetencecenter.com
EMEA / MEENorth America
SAP Qualified Partner-Packaged Solutions content and
activities available on the regional Partner Benefit Catalogue
◼ Spanish
◼ Portuguese
LATIN AMERICA
Marketopia
7Confidential: Released for Partners© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ
1. Improve sap.com/country websites to promote packaged solutions
- banner to homepage
- pop-up banner to partner finder
2. Sponsored LinkedIn updates
- Direct link to partner offering, message build to promote each partner
- LinkedIn targeting: based on partner’s package >
country, line of business, manager + level, industry etc.
3. SAP social media organic posts
Nordics: SAP Qualified Partner-Packaged Solution Promotion
Pop-up
banners:
desktop
mobile
Homepage banner
8Confidential: Released for Partners© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ
“We chose our partner package because it was simple, feasible and affordable. It offered a fast implementation timescale that could meet our internal deadlines and it quickly brought value to our business.”
Customer Testimonials
9Confidential: Released for Partners© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Call to Action – Go Digital & Monetize Our Joint Investment
Success Sharing
ExternalSMB Innovation Summit 2019
Thank you.Contact information:Yuan Yang (Helen)
SAP Global Partner Organization Portfolio Management
+49 6227 7-59151
John Meadows
SAP Partner Solution Center - EMEA
+ 44(0)7741 235091
Lutz Nitsche
SAP Partner Solution Center - MEE
+49 6227 7-52965
Gamification Challenge Code
NIC9c5iBy entering this SAP Breakout Session
code you will be granted 10 points
5 5