industry marketing focused activities in a specialized world 2_1210_… · • providing...

Internal | SAP Employees and Partners Only

Jan Lukas Papst, SAP

April 3, 2019

Industry MarketingFocused Activities in a specialized World

SMB Innovation Summit 2019

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• 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

| 8

Boyum IT – Partnering Best Practices

CARLOS HERRERO

APRIL

| 9

SPEAKER

Carlos Herrero Rodríguez

Soluciones Boyum IT para Pymes!

Chief Sales Officer & General Manager Spain

cah@boyum-it.com

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

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Questions?

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CONTACT

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offer new customer

experiences

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Split bill

POWERED BY

Over 4,500 customers

in more than 130 countries

Over 350 partners

in more than 80 countries

Events

Leads

Marketing funding

Customer stories

TAKE A PHOTO

WEBINARFriday 12th April

1000 AM GMT

VISIT AT BOOTH #40

FREE TRIALwww.lsretail.com/products/ls-one/

EMAILandries@lsretail.com

anna@lsretail.com

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“Success occurs

when opportunity

meets preparation”

Thank you.

Contact information:

Jan Lukas Papst

Head of SSP Program MEE

Jan.Lukas.Papst@sap.com

Gamification Challenge Code

NIC1w3j

By entering this SAP Breakout Session

code you will be granted 10 points

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