Soumettre la recherche
Mettre en ligne
How to win SAP as a new client
•
3 j'aime
•
2,228 vues
Aristoteles Kabarganos
Suivre
How to win SAP as a new client and how to build a strategic account relationship with SAP
Lire moins
Lire la suite
Business
Technologie
Signaler
Partager
Signaler
Partager
1 sur 17
Recommandé
Key market improvement plan 2013
Key market improvement plan 2013
Cris Ragudo
Strategic Account Management Presentation
Strategic Account Management Presentation
malleway
Excellence in SAM Process
Excellence in SAM Process
Strategic Account Management Association (SAMA)
Large Account Plan Presentation
Large Account Plan Presentation
DougScott
Key Account Mgt. Kazim Ma Foi
Key Account Mgt. Kazim Ma Foi
Kazim Ali Khan
Kam leaders-Interviews
Kam leaders-Interviews
DemandFarm
Key account management vs Traditional sales - Quick comparison guide
Key account management vs Traditional sales - Quick comparison guide
Hakeem Adebiyi
Account planning frameworks
Account planning frameworks
DemandFarm
Recommandé
Key market improvement plan 2013
Key market improvement plan 2013
Cris Ragudo
Strategic Account Management Presentation
Strategic Account Management Presentation
malleway
Excellence in SAM Process
Excellence in SAM Process
Strategic Account Management Association (SAMA)
Large Account Plan Presentation
Large Account Plan Presentation
DougScott
Key Account Mgt. Kazim Ma Foi
Key Account Mgt. Kazim Ma Foi
Kazim Ali Khan
Kam leaders-Interviews
Kam leaders-Interviews
DemandFarm
Key account management vs Traditional sales - Quick comparison guide
Key account management vs Traditional sales - Quick comparison guide
Hakeem Adebiyi
Account planning frameworks
Account planning frameworks
DemandFarm
KEY ACCOUNT MARKETING IMPROVEMENT
KEY ACCOUNT MARKETING IMPROVEMENT
MOSES IRHOZA
SalesDriver™ Account Business Plan
SalesDriver™ Account Business Plan
Tapio Nissilä
Strategic Account Management Methodology - a review by Tony Hackett
Strategic Account Management Methodology - a review by Tony Hackett
Tony Hackett
Key account management as manager's capability
Key account management as manager's capability
Harish Narayanaswamy
Key Account
Key Account
Training House Consulting (Pvt.)Ltd.
Process of key account managment
Process of key account managment
Yassin Mostafa
7 Habits To Basic Account Development
7 Habits To Basic Account Development
Greg Crouch
B2B Strategic Account Management - SAM
B2B Strategic Account Management - SAM
Ian Dainty
Joint Account Plan
Joint Account Plan
TMC-Consultores
Strategic Account Plan Template
Strategic Account Plan Template
Avention
S D M004 Garoutte 091807
S D M004 Garoutte 091807
Dreamforce07
10-Step Strategic Account Alignment Process
10-Step Strategic Account Alignment Process
Global Partners Inc.
Strategic Account Management
Strategic Account Management
Peter Gilbert
Concept Of Key Account Management
Concept Of Key Account Management
Ravi Ayilavarapu
5 Steps to Effective Key Accounts Management
5 Steps to Effective Key Accounts Management
Boom San Agustin, CSP, CC, CL
Growing your business via strategic account management framework
Growing your business via strategic account management framework
Piyush Poddar
The role of a Strategic Account Manager
The role of a Strategic Account Manager
EDatM2W
Key Account Management
Key Account Management
Steve Soman
Bart Logghe - "Strategic Account Management in Practice - common mistakes and...
Bart Logghe - "Strategic Account Management in Practice - common mistakes and...
Uroborus
Strategic Account Management Association (SAMA) Session: Case Study on Custom...
Strategic Account Management Association (SAMA) Session: Case Study on Custom...
Revegy, Inc.
Key Account Management
Key Account Management
Aristoteles Kabarganos
Key Account Management
Key Account Management
guest177ff19
Contenu connexe
Tendances
KEY ACCOUNT MARKETING IMPROVEMENT
KEY ACCOUNT MARKETING IMPROVEMENT
MOSES IRHOZA
SalesDriver™ Account Business Plan
SalesDriver™ Account Business Plan
Tapio Nissilä
Strategic Account Management Methodology - a review by Tony Hackett
Strategic Account Management Methodology - a review by Tony Hackett
Tony Hackett
Key account management as manager's capability
Key account management as manager's capability
Harish Narayanaswamy
Key Account
Key Account
Training House Consulting (Pvt.)Ltd.
Process of key account managment
Process of key account managment
Yassin Mostafa
7 Habits To Basic Account Development
7 Habits To Basic Account Development
Greg Crouch
B2B Strategic Account Management - SAM
B2B Strategic Account Management - SAM
Ian Dainty
Joint Account Plan
Joint Account Plan
TMC-Consultores
Strategic Account Plan Template
Strategic Account Plan Template
Avention
S D M004 Garoutte 091807
S D M004 Garoutte 091807
Dreamforce07
10-Step Strategic Account Alignment Process
10-Step Strategic Account Alignment Process
Global Partners Inc.
Strategic Account Management
Strategic Account Management
Peter Gilbert
Concept Of Key Account Management
Concept Of Key Account Management
Ravi Ayilavarapu
5 Steps to Effective Key Accounts Management
5 Steps to Effective Key Accounts Management
Boom San Agustin, CSP, CC, CL
Growing your business via strategic account management framework
Growing your business via strategic account management framework
Piyush Poddar
The role of a Strategic Account Manager
The role of a Strategic Account Manager
EDatM2W
Key Account Management
Key Account Management
Steve Soman
Bart Logghe - "Strategic Account Management in Practice - common mistakes and...
Bart Logghe - "Strategic Account Management in Practice - common mistakes and...
Uroborus
Strategic Account Management Association (SAMA) Session: Case Study on Custom...
Strategic Account Management Association (SAMA) Session: Case Study on Custom...
Revegy, Inc.
Tendances
(20)
KEY ACCOUNT MARKETING IMPROVEMENT
KEY ACCOUNT MARKETING IMPROVEMENT
SalesDriver™ Account Business Plan
SalesDriver™ Account Business Plan
Strategic Account Management Methodology - a review by Tony Hackett
Strategic Account Management Methodology - a review by Tony Hackett
Key account management as manager's capability
Key account management as manager's capability
Key Account
Key Account
Process of key account managment
Process of key account managment
7 Habits To Basic Account Development
7 Habits To Basic Account Development
B2B Strategic Account Management - SAM
B2B Strategic Account Management - SAM
Joint Account Plan
Joint Account Plan
Strategic Account Plan Template
Strategic Account Plan Template
S D M004 Garoutte 091807
S D M004 Garoutte 091807
10-Step Strategic Account Alignment Process
10-Step Strategic Account Alignment Process
Strategic Account Management
Strategic Account Management
Concept Of Key Account Management
Concept Of Key Account Management
5 Steps to Effective Key Accounts Management
5 Steps to Effective Key Accounts Management
Growing your business via strategic account management framework
Growing your business via strategic account management framework
The role of a Strategic Account Manager
The role of a Strategic Account Manager
Key Account Management
Key Account Management
Bart Logghe - "Strategic Account Management in Practice - common mistakes and...
Bart Logghe - "Strategic Account Management in Practice - common mistakes and...
Strategic Account Management Association (SAMA) Session: Case Study on Custom...
Strategic Account Management Association (SAMA) Session: Case Study on Custom...
En vedette
Key Account Management
Key Account Management
Aristoteles Kabarganos
Key Account Management
Key Account Management
guest177ff19
Slides Key Account Management - webinar 2
Slides Key Account Management - webinar 2
Crowdale.com
What is account planning
What is account planning
Rbk Asr
Key Account Management Plan
Key Account Management Plan
dlares83
Account Strategy Template
Account Strategy Template
Jim Keenan
Key Account Management
Key Account Management
Shahzad Khan
Introduction to Account Planning
Introduction to Account Planning
Ross Cidlowski
CRM - Customer Relationship Management
CRM - Customer Relationship Management
vinaya.hs
En vedette
(9)
Key Account Management
Key Account Management
Key Account Management
Key Account Management
Slides Key Account Management - webinar 2
Slides Key Account Management - webinar 2
What is account planning
What is account planning
Key Account Management Plan
Key Account Management Plan
Account Strategy Template
Account Strategy Template
Key Account Management
Key Account Management
Introduction to Account Planning
Introduction to Account Planning
CRM - Customer Relationship Management
CRM - Customer Relationship Management
Similaire à How to win SAP as a new client
AGI Software Sales Benchmarking Overview 062310
AGI Software Sales Benchmarking Overview 062310
rhodishman
GTM360 Overview
GTM360 Overview
GTM360 Marketing Solutions Private Limited
Learning More About Saa S Strategy Tuneup
Learning More About Saa S Strategy Tuneup
Accenture
Cloudforce Essentials 2012 - Salesforce on Salesforce - Optimising Your Sales...
Cloudforce Essentials 2012 - Salesforce on Salesforce - Optimising Your Sales...
Salesforce_APAC
Performance visibility of plants drives improvements to zero loss
Performance visibility of plants drives improvements to zero loss
Ivan Broodryk
Btm2
Btm2
Rajiv Kane
Innovation and Change At the Speed of Your BusinessExecutive SummitVilla d´Este
Innovation and Change At the Speed of Your BusinessExecutive SummitVilla d´Este
IoRobot
Creds Web1501024x768
Creds Web1501024x768
johnmccarthy
Dharmabuilt Consulting Framework April 2013
Dharmabuilt Consulting Framework April 2013
Dharmabuilt
Jill M. Powers Resume
Jill M. Powers Resume
jpowers1967
Territory management for inside sales leader notes
Territory management for inside sales leader notes
Fitira
Resume enu consulting
Resume enu consulting
Sougata Mitra
Greg Aimi from AMR Research on ‘Achieving a Demand-Driven Supply Chain: Redes...
Greg Aimi from AMR Research on ‘Achieving a Demand-Driven Supply Chain: Redes...
eyefortransport
Faster and Better: A 360 Approach to Customer Profitability
Faster and Better: A 360 Approach to Customer Profitability
Vendavo
Microsoft Dynamics and Integration
Microsoft Dynamics and Integration
Carolyn Crowe
9. foundation ea to 2 use cases
9. foundation ea to 2 use cases
MrsAlways RigHt
Private Equity Investment Deck PowerPoint Presentation Slides
Private Equity Investment Deck PowerPoint Presentation Slides
SlideTeam
Capabilities 2012 slide share
Capabilities 2012 slide share
SalesFRX Corporation
Selling the Value of Sales Operations to your Executive team Webinar 02/…
Selling the Value of Sales Operations to your Executive team Webinar 02/…
Apttus
2010 03 16 Crm Day Marco Bordieri
2010 03 16 Crm Day Marco Bordieri
antonella Buonagurio
Similaire à How to win SAP as a new client
(20)
AGI Software Sales Benchmarking Overview 062310
AGI Software Sales Benchmarking Overview 062310
GTM360 Overview
GTM360 Overview
Learning More About Saa S Strategy Tuneup
Learning More About Saa S Strategy Tuneup
Cloudforce Essentials 2012 - Salesforce on Salesforce - Optimising Your Sales...
Cloudforce Essentials 2012 - Salesforce on Salesforce - Optimising Your Sales...
Performance visibility of plants drives improvements to zero loss
Performance visibility of plants drives improvements to zero loss
Btm2
Btm2
Innovation and Change At the Speed of Your BusinessExecutive SummitVilla d´Este
Innovation and Change At the Speed of Your BusinessExecutive SummitVilla d´Este
Creds Web1501024x768
Creds Web1501024x768
Dharmabuilt Consulting Framework April 2013
Dharmabuilt Consulting Framework April 2013
Jill M. Powers Resume
Jill M. Powers Resume
Territory management for inside sales leader notes
Territory management for inside sales leader notes
Resume enu consulting
Resume enu consulting
Greg Aimi from AMR Research on ‘Achieving a Demand-Driven Supply Chain: Redes...
Greg Aimi from AMR Research on ‘Achieving a Demand-Driven Supply Chain: Redes...
Faster and Better: A 360 Approach to Customer Profitability
Faster and Better: A 360 Approach to Customer Profitability
Microsoft Dynamics and Integration
Microsoft Dynamics and Integration
9. foundation ea to 2 use cases
9. foundation ea to 2 use cases
Private Equity Investment Deck PowerPoint Presentation Slides
Private Equity Investment Deck PowerPoint Presentation Slides
Capabilities 2012 slide share
Capabilities 2012 slide share
Selling the Value of Sales Operations to your Executive team Webinar 02/…
Selling the Value of Sales Operations to your Executive team Webinar 02/…
2010 03 16 Crm Day Marco Bordieri
2010 03 16 Crm Day Marco Bordieri
Plus de Aristoteles Kabarganos
It services, it consulting and outsourcing in central europe
It services, it consulting and outsourcing in central europe
Aristoteles Kabarganos
Sales enablement in retail banking ariston group
Sales enablement in retail banking ariston group
Aristoteles Kabarganos
Customer management assessment
Customer management assessment
Aristoteles Kabarganos
Channel Partner Management
Channel Partner Management
Aristoteles Kabarganos
How to develop a useful marketing plan
How to develop a useful marketing plan
Aristoteles Kabarganos
Sales Excellence
Sales Excellence
Aristoteles Kabarganos
Plus de Aristoteles Kabarganos
(6)
It services, it consulting and outsourcing in central europe
It services, it consulting and outsourcing in central europe
Sales enablement in retail banking ariston group
Sales enablement in retail banking ariston group
Customer management assessment
Customer management assessment
Channel Partner Management
Channel Partner Management
How to develop a useful marketing plan
How to develop a useful marketing plan
Sales Excellence
Sales Excellence
Dernier
Falcon Invoice Discounting platform in india
Falcon Invoice Discounting platform in india
Falcon Invoice Discounting
How to Get Started in Social Media for Art League City
How to Get Started in Social Media for Art League City
Eric T. Tung
SEO Case Study: How I Increased SEO Traffic & Ranking by 50-60% in 6 Months
SEO Case Study: How I Increased SEO Traffic & Ranking by 50-60% in 6 Months
IndeedSEO
Call Now ☎️🔝 9332606886🔝 Call Girls ❤ Service In Bhilwara Female Escorts Serv...
Call Now ☎️🔝 9332606886🔝 Call Girls ❤ Service In Bhilwara Female Escorts Serv...
Anamikakaur10
Nelamangala Call Girls: 🍓 7737669865 🍓 High Profile Model Escorts | Bangalore...
Nelamangala Call Girls: 🍓 7737669865 🍓 High Profile Model Escorts | Bangalore...
amitlee9823
Call Girls Service In Old Town Dubai ((0551707352)) Old Town Dubai Call Girl ...
Call Girls Service In Old Town Dubai ((0551707352)) Old Town Dubai Call Girl ...
allensay1
Call Girls in Delhi, Escort Service Available 24x7 in Delhi 959961-/-3876
Call Girls in Delhi, Escort Service Available 24x7 in Delhi 959961-/-3876
dlhescort
Quick Doctor In Kuwait +2773`7758`557 Kuwait Doha Qatar Dubai Abu Dhabi Sharj...
Quick Doctor In Kuwait +2773`7758`557 Kuwait Doha Qatar Dubai Abu Dhabi Sharj...
daisycvs
The Path to Product Excellence: Avoiding Common Pitfalls and Enhancing Commun...
The Path to Product Excellence: Avoiding Common Pitfalls and Enhancing Commun...
Aggregage
Call Girls Electronic City Just Call 👗 7737669865 👗 Top Class Call Girl Servi...
Call Girls Electronic City Just Call 👗 7737669865 👗 Top Class Call Girl Servi...
amitlee9823
Call Girls Ludhiana Just Call 98765-12871 Top Class Call Girl Service Available
Call Girls Ludhiana Just Call 98765-12871 Top Class Call Girl Service Available
Seo
FULL ENJOY Call Girls In Mahipalpur Delhi Contact Us 8377877756
FULL ENJOY Call Girls In Mahipalpur Delhi Contact Us 8377877756
dollysharma2066
Uneak White's Personal Brand Exploration Presentation
Uneak White's Personal Brand Exploration Presentation
uneakwhite
unwanted pregnancy Kit [+918133066128] Abortion Pills IN Dubai UAE Abudhabi
unwanted pregnancy Kit [+918133066128] Abortion Pills IN Dubai UAE Abudhabi
Abortion pills in Kuwait Cytotec pills in Kuwait
Dr. Admir Softic_ presentation_Green Club_ENG.pdf
Dr. Admir Softic_ presentation_Green Club_ENG.pdf
Admir Softic
Value Proposition canvas- Customer needs and pains
Value Proposition canvas- Customer needs and pains
P&CO
Call Girls Kengeri Satellite Town Just Call 👗 7737669865 👗 Top Class Call Gir...
Call Girls Kengeri Satellite Town Just Call 👗 7737669865 👗 Top Class Call Gir...
amitlee9823
Eluru Call Girls Service ☎ ️93326-06886 ❤️🔥 Enjoy 24/7 Escort Service
Eluru Call Girls Service ☎ ️93326-06886 ❤️🔥 Enjoy 24/7 Escort Service
Damini Dixit
Falcon Invoice Discounting: Empowering Your Business Growth
Falcon Invoice Discounting: Empowering Your Business Growth
Falcon investment
Organizational Transformation Lead with Culture
Organizational Transformation Lead with Culture
Seta Wicaksana
Dernier
(20)
Falcon Invoice Discounting platform in india
Falcon Invoice Discounting platform in india
How to Get Started in Social Media for Art League City
How to Get Started in Social Media for Art League City
SEO Case Study: How I Increased SEO Traffic & Ranking by 50-60% in 6 Months
SEO Case Study: How I Increased SEO Traffic & Ranking by 50-60% in 6 Months
Call Now ☎️🔝 9332606886🔝 Call Girls ❤ Service In Bhilwara Female Escorts Serv...
Call Now ☎️🔝 9332606886🔝 Call Girls ❤ Service In Bhilwara Female Escorts Serv...
Nelamangala Call Girls: 🍓 7737669865 🍓 High Profile Model Escorts | Bangalore...
Nelamangala Call Girls: 🍓 7737669865 🍓 High Profile Model Escorts | Bangalore...
Call Girls Service In Old Town Dubai ((0551707352)) Old Town Dubai Call Girl ...
Call Girls Service In Old Town Dubai ((0551707352)) Old Town Dubai Call Girl ...
Call Girls in Delhi, Escort Service Available 24x7 in Delhi 959961-/-3876
Call Girls in Delhi, Escort Service Available 24x7 in Delhi 959961-/-3876
Quick Doctor In Kuwait +2773`7758`557 Kuwait Doha Qatar Dubai Abu Dhabi Sharj...
Quick Doctor In Kuwait +2773`7758`557 Kuwait Doha Qatar Dubai Abu Dhabi Sharj...
The Path to Product Excellence: Avoiding Common Pitfalls and Enhancing Commun...
The Path to Product Excellence: Avoiding Common Pitfalls and Enhancing Commun...
Call Girls Electronic City Just Call 👗 7737669865 👗 Top Class Call Girl Servi...
Call Girls Electronic City Just Call 👗 7737669865 👗 Top Class Call Girl Servi...
Call Girls Ludhiana Just Call 98765-12871 Top Class Call Girl Service Available
Call Girls Ludhiana Just Call 98765-12871 Top Class Call Girl Service Available
FULL ENJOY Call Girls In Mahipalpur Delhi Contact Us 8377877756
FULL ENJOY Call Girls In Mahipalpur Delhi Contact Us 8377877756
Uneak White's Personal Brand Exploration Presentation
Uneak White's Personal Brand Exploration Presentation
unwanted pregnancy Kit [+918133066128] Abortion Pills IN Dubai UAE Abudhabi
unwanted pregnancy Kit [+918133066128] Abortion Pills IN Dubai UAE Abudhabi
Dr. Admir Softic_ presentation_Green Club_ENG.pdf
Dr. Admir Softic_ presentation_Green Club_ENG.pdf
Value Proposition canvas- Customer needs and pains
Value Proposition canvas- Customer needs and pains
Call Girls Kengeri Satellite Town Just Call 👗 7737669865 👗 Top Class Call Gir...
Call Girls Kengeri Satellite Town Just Call 👗 7737669865 👗 Top Class Call Gir...
Eluru Call Girls Service ☎ ️93326-06886 ❤️🔥 Enjoy 24/7 Escort Service
Eluru Call Girls Service ☎ ️93326-06886 ❤️🔥 Enjoy 24/7 Escort Service
Falcon Invoice Discounting: Empowering Your Business Growth
Falcon Invoice Discounting: Empowering Your Business Growth
Organizational Transformation Lead with Culture
Organizational Transformation Lead with Culture
How to win SAP as a new client
1.
How to win
SAP as a new client and how to build a strategic account relationship Aristoteles Kabarganos Managing Partner Ariston Group Enterprise in Limit: 305318297 www.aristongroup.de Date range: 01/01/09 - 08/31/09 Thursday, August 13, 2009 12:41:14 © 2009 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. <docname>_<date>_<author> 1 UNIVERSAL 7/25/2012
2.
SAP at a
Glance (1) © 2009 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. <docname>_<date>_<author> 2 7/25/2012
3.
SAP at a
Glance (2) © 2009 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. <docname>_<date>_<author> 3 7/25/2012
4.
SAP at a
Glance (3) © 2009 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. <docname>_<date>_<author> 4 7/25/2012
5.
SAP at a
Glance (4) © 2009 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. <docname>_<date>_<author> 5 7/25/2012
6.
SAP at a
Glance (4) Conclusion: Everything is going tremendously well!!! BUT Is it really going that well??? © 2009 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. <docname>_<date>_<author> 6 7/25/2012
7.
SAP looking behind
the curtain (1) • In 2009 sw sales plunged for the first time since 1992 • Absence of breakthrough innovation • New products fell short of expectations • According to Bloomberg ERP produced 72% of software sales in 2010 • Acquisitions had high costs but returned limited revenues yet • Ongoing customer complaints (Support & Maintenance costs, relicensing, etc.) • The core ERP product hasn‘t been modernized • Missed some big trends and market traction (SaaS, CRM, Cloud, HCM, etc.) © 2009 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. <docname>_<date>_<author> 7 7/25/2012
8.
SAP looking behind
the curtain (2) © 2009 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. <docname>_<date>_<author> 8 7/25/2012
9.
How to win
SAP as a new customer (1) Cross-sell und Up-sell Business Transformation Business Enhancement Efficiency © 2009 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. <docname>_<date>_<author> 9 7/25/2012
10.
How to win
SAP as a new customer (2) From solution selling to consultative selling (aka value selling, challenger selling, insight selling) Business Consultative Transformation Selling • Role: Value Creator/Consultant • Focus: Understanding business value Business Solution from the customer’s point of view Selling Enhancement • How to Win: Create and communicate and demonstrate a differentiated • Role: Problem solver offering that delivers new value • Focus: Product/service based features • Challenge the status quo • How to Win: Discover needs and match with Efficiency better features and benefits + Trust © 2009 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. <docname>_<date>_<author> 10 7/25/2012
11.
Building a strategic
account model for SAP • Win-loose • Loose-win • Win-win Strategic intent of seller Integrated Interdependent Cooperative Basic Exploratory Strategic intent of buyer Goal: Deepen & enhance the relationship in order to increase mutual value © 2009 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. <docname>_<date>_<author>
12.
Building a strategic
account model for SAP (2) • Transactional: focus on efficiency • Price driven • Probably multi-sourcing • Easy to exit • Single point of contact • Business relationship only • Little information sharing • Reactive rather than proactive • Probably low common interests • Organization suits selling company • Small chance of growing business • Can be stable state or trial stage © 2009 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. <docname>_<date>_<author>
13.
Building a strategic
account model for SAP (3) • Selling company adds value to relationship • Based on experience of delivery performance • May be preferred supplier • Exit not particularly difficult • Multi-function contacts • Relationship still mainly with buyer • Organisation mainly standard • Limited visits to customer • Limited information sharing • Forecasting rather than joint strategic planning • Not yet trusted by customer © 2009 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. <docname>_<date>_<author>
14.
Building a strategic
account model for SAP (4) • Both acknowledge importance to each other • Principal or sole supplier • Exit more difficult • Large number of multifunctional contacts • Developing social relationships • High volume of dialogue • Streamlined processes • High level of information exchange, • Better understanding of customer • Development of trust • Pro-active rather than reactive • Prepared to invest in relationship • Wider range of joint activity • Joint strategic planning, • Opportunity to grow business © 2009 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. <docname>_<date>_<author>
15.
Some generic account
strategies for SAP Interdependent KAM Supplier’s business strength with customer Integrated KAM Exploratory KAM Invest Invest in Joint in tailoring product High information Basic KAM Invest in Attractiveness systems and building relationships Customer focus teams Cooperative KAM Invest in improving processes Invest in Vigilance devolved Basic KAM Low and relationships Interdepend. KAM motivation Co-operative KAM Maintenance & Co-operative KAM Consistency Stage of KAM relationship © 2009 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. <docname>_<date>_<author>
16.
How to develop
a strategic account plan for SAP ? Understand the customer’s Understand the customer’s external environment internal capabilities & resources Work out the customer’s strategies and its critical success factors for us Understand our internal capabilities & resources Work out our objectives & strategies, plus key actions Agree a process to produce © 2009 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. a strategic customer plan <docname>_<date>_<author>
17.
The contents of
a strategic account plan for SAP • Purpose statement • Financial summary • KA overview • Client’s CSF analysis summary • Applications portfolio summary • Assumptions • Objectives and strategies • Budget © 2009 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. <docname>_<date>_<author>