SAP Business Planning and Consolidation (BPC) Enablement - Level 1 :
SAP Business Planning and Consolidation (BPC) Enablement - Level 1 Link: Partner Portal
SAP BPC Enablement Sales & PresalesLevel 2 – Best in BPC :
SAP BPC Enablement Sales & PresalesLevel 2 – Best in BPC BPC Sales & Presales Academy BPC Introduction
Market Opportunity
Benefits for the partner
Solution Overview
Talking to the CFO - theoretical basics
The ideal customer
Customer benefits
Business User approach
Pain points
Positioning
Solution for every customer situation (NW or MS) Upsell Potential (BI, other FI topics)
Value Messaging
Competition
Pricing
Partner Go to Market SPIN Selling
Introduce Case Study
Prepare and conduct first meeting to analyze needs
Present Approach Day 1 Sales & Presales Day 2 Sales & Presales Sales Presales How to Demo
What to Demo
Demo Ressources GetFit Sessions
Pricing
Competition
Roadmap
Value Messaging
…. Deepen Know How Proof Know How Customer presentation incl. short demo through partner in person Online
SAP BPC Enablement Sales & PresalesLevel 2 – Best in BPC :
SAP BPC Enablement Sales & PresalesLevel 2 – Best in BPC Sales & Presales BPC Workshop
initial 2 day Workshop on site; half time of the second day 2 separate focus sessions for sales (focus on SPIN and discovery skills) & presales (focus on demo skills)
Ongoing enablement with start on this workshop
Introduction of a case study (first only for sales people)
Sales people have to conduct the first interview to qualify the customer and identify needs ( discovery)
After the first interview, short presentation of individual approach
After the workshop sales people are going to inform presales about the first interview and ask them for a customer specific demo
Within the next 4 weeks they will attend online sessions (1 hour) to deepen their knowledge
Online Sessions will be also available online as recorded session
After these 4 weeks Partner (sales & presales) has to do the presentation in front of the customer and will be judged by a jury
Every participant of the partner gets a certificate
Partner with the best presentation partner will get
an award “Best in BPC”
Will be promoted via social media (ex. Interview, solution recording,…)
SAP BPC Enablement Sales & PresalesPartner Profil :
SAP BPC Enablement Sales & PresalesPartner Profil The „Ideal“ Partner:
Dedicated Team (Sales, Presales, Consultant) with financial background, focusing on BPC
Commitment to BPC (drive forward, growth)
Invest in Enablement
Ability to build enough pipeline to achive licence revenue for BPC
Industry and/or role specific know how
Set up solution package for specific industry, role, processes
SAP BPC Enablement Sales & Presales Costs & Rollout :
SAP BPC Enablement Sales & Presales Costs & Rollout Rollout
Rollout in DACH within the Best Performance Circle for Business User
first workshop in Q2 / June 2010 for DACH
Q3: Rollout in further EMEA + India Mus
Costs & Investment
Participation fee per Partner person for the whole program: 790 € (50% MDF)
With this participation fee, GetFit Sessions are included