How to Win in the Cloud with the SAP Cloud Customer LifeCycle
“Ultimately, the cloud is the latest example of Schumpeterian creative destruction: creating wealth for those who exploit it: and leading to the demise of those who don’t.”
Joe Weinman. Senior VP at TLX
Over 1100 of SAP’s Partners around the Globe have experienced this powerful 1 Day Workshop. Delivered by a SAP endorsed, subject matter expert you will learn:
- An opportunity for Partners to improve profitability with SAP’s
360 degree Customer Engagement Program
- We show our Partners how to minimize Customer Churn
- Significantly improve Lifetime Customer Revenues
- Build an easy to understand Go to Market Strategy that is Customer Centric
- Secure and maximize incremental revenues after the 1st deal
- Build a ‘Volume’ demand generation engine where Customers
reach out to our Partners
- Detail the huge ROI from Sales and Marketing working as 1 team
What You Will Learn.
- Cloud Buyers buy differently
- Major change is driven by Cloud solutions, which drive the shift from buying a product to subscribing to a service.
- In a digital world where information is widely available, buying behaviours have changed
- Self-education dominates in the early stage, forcing vendors to redefine Sales and Marketing roles.
- It’s all changing for the Cloud Seller too
- The marketing funnel, which stopped at customer acquisition, is outdated and irrelevant
- The new role of marketing is an ongoing one in close collaboration with sales, starting with acquisition and key to customer retention
- The SAP Cloud Customer Lifecycle
- Consists of the following 6 phases:
- Explore
- Evaluate
- Buy
- Engage
- Optimise
- Expand
- Instead of a funnel, think more of a wheel
- There is no stop and every stage is important
- Buyers & customers move in and out of every stage
Marketing once owned only the Explore phase of the cycle. Now, Marketing must be aligned with Sales, engaging and supporting all 6 phases.
- Building a Good Value Proposition
- The most difficult and most important element for success is having a strong and differentiated value proposition that speaks directly to your customer.
- A Value Proposition
- How products solve problems or improve situations
- What specific benefits customers can expect
- Why customers should buy from you over your competitors
- Cloud Economics
- How does a SaaS business make money?
- How can we optimize Customer Lifetime Value?
- The Land-and-Expand Value Roadmap approach
- Reduce Customer Acquisition Costs
- Reduce Churn
- Cloud Challenges for the Seller
- Entrepreneurial Leadership
- Dedicated Focus
- Lifetime Value Expectations
- Value Proposition
- Specialized organization
- Leveraging Best Practices
- SAP Virtual Agency
- Learn how to create, manage and execute marketing campaigns, events and web pages; build customized marketing plans; search for and download support resources using SAP’s Demand Management Marketing Platform