SAP Case Study with Nick Robinson for True Influence at the SiriusDecisions Summit 2019 held in Austin, TX.

1. PUBLIC
Nick Robinson, SAP
2019
SAP North American Division
Digital Marketing Practice

2. 2PUBLIC© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Our Vision
Our vision is to help small and large companies run better so they
can serve their customers though many forms, including Supply
Chain Operation, Financial Reporting, Human Resources, and
Management.

3. 3PUBLIC© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Who We Are
Working with True Influence
SAP Business ROI
Looking to the Future with True Influence
Agenda

4. 4PUBLIC© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ
SAP is a mature company. We deal directly
with key individuals within companies, not
with just one point-person.
Software solutions
to over 400k customers
Background of SAP

5. Working with True Influence

6. 6PUBLIC© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Customer of True Influence for 4-5 years
Using PersonaBase (Content Syndication)
Working with True Influence
We were looking for a partner that had the
ability and the scale to reach out to a variety
of people within the same company (and
even the same departments) in order to
create the opportunity to reach new
prospects, so we could contact those
individuals with our offerings.

7. 7PUBLIC© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Working with True Influence
The demand generation that True Influence
offers needed to focus on key decision-makers
who are in buying mode.
True Influence, over the years, has provided a
steady flow of contacts that meet this criteria.

8. 8PUBLIC© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ

9. 9PUBLIC© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Working with True Influence
We found True Influence through our media buying agency. We work with those agencies to build
our Demand Generation strategy. They were the ones who recommended True Influence because:
• True Influence was compatible with our
Demand Generation Strategy
• True Influence had the scale to provide
Demand Generation to meet the objectives of:
1. Reaching key decision-makers within
targeted accounts
2. Engaging key decision-makers within
targeted accounts
3. Converting key decision-makers within
targeted accounts

10. 10PUBLIC© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Working with True Influence
Before True Influence, SAP was not even
account-based. We were pursuing Demand
Generation or purchasing a broad and
unfocused segment of responders. We were
getting contacts that would never be
interested in the solutions we provide, so we
were wasting time and resources.
True Influence helped us develop a better
way to buy Content Syndication by using an
Account First lens.

11. 11PUBLIC© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ

12. SAP Business ROI

13. 13PUBLIC© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ
SAP Business ROI
True Influence helped SAP create a sweet spot
within the large enterprise space by:
1. Reaching Net New accounts
2. Reaching Accounts that have not bought before
3. Reaching dormant accounts that have not engaged
in a while

14. 14PUBLIC© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ
SAP Business ROI
Through PersonaBase, True Influence’s
tactics have helped to get these dormant and
new accounts to raise their hands.
Our leading indicator that we are successful in
our partnership with True influence is that
these accounts are now engaged.

15. Looking to the Future with True Influence

16. 16PUBLIC© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Looking to the Future with True Influence
Our Experience with True Influence is changing
the way we do marketing:
1. We do not have to spend as much money
reaching out to prospects.
2. We have been able to use marketing dollars for
other tactics.
3. We are able to be efficient with greater return.
SAP looked at specific goals, which helped us use
PersonaBase to:
• Know who SAP wanted to go after
• Know the message SAP wanted to use
• Know what success looked like

17. 17PUBLIC© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ
The True Influence Difference
True Influence is different because they set
up the platform and technology to be inline
with how B2B is evolving:
1. Targets a vast majority of the account list
through the True Influence network
2. Identifies decision-makers who are doing
research on SAP products and services
3. Is able to buy accounts efficiently and cost-
effectively

18. 18PUBLIC© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ

19. 19PUBLIC© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Recommending True Influence
Think about your B2B strategy.
You need to understand your sales and marketing objectives.
Decide what ultimately is your best solution.
Your partners need to understand the buying behavior of customers.
True Influence knows where the puck is going.

20. Thank you.
To learn more:
visit: www.trueinfluence.com
phone: 1-888-301-4758