Transcript SAP BI Analytics Edition - Blitz

SAP Self-Service BI Blitz
Connect People to Information for Better Decisions
For SAP Partners & Internal use only
SAP Self-Service BI Blitz - Agenda
Day 1
Welcome
Enablement
Networking
Day 2
Breakfast/preparation
Call Blitz
Debrief Day 2
Day 3
Breakfast/preparation
Call Blitz
Blitz Debrief
Networking Dinner?
© 2014 SAP AG. All rights reserved.
-- Breakfast
Welcome & Agenda
SAP BI strategy & portfolio Overview
SAP Self Service BI Sales Play
-- break
A demo is worth 1000words
How to speed demo Visualization Starter Pack
Analytics LOB positioning
- working lunch
The winning call (cold calling technique)
-- break
Build your pitch + Role play
For SAP Internal use only 2
“Simplicity is the
ultimate sophistication”
- Leonardo DaVinci
© 2014 SAP AG. All rights reserved.
About the session
You Empathy
Know your Customer
learning &
unlearning
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LOB-led
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Selling Analytics … Why Should You Care?
• Use the hot BI topic to break
• Leverage BI to broaden
into new accounts
your footprint within your accounts
• Retire quota faster by attaching BI to any other systems
• Create a healthy annuity business - BI investments are typically
long-lived and grow organically. Frame up a staged analytics strategy that
makes sense for your customers, and build downstream revenue
… and Protect your accounts
start the analytics conversation before a competitor can
World is changing … the new Reality of LOB heads
Increasing Pressure & Greater Expectations
More effective
management and better
control
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Outperform objectives
and create value to the
organization
Deliver quality products
and services at
a lower cost
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“Sell me this Pen”
“ … most average salespeople think that they’re supposed to sell you
the pen, when a really seasoned salesperson will actually turn it into a
qualifying session to find out what you need. That’s the truth of it.”
- Jordan Belfort (“The Wolf of Wall Street”)
https://www.youtube.com/watch?v=lPKm-dIIIkY#t=47
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For SAP Internal use only 7
Self-Service BI – Core Value
The Customer Business Value:
Improve the customer’s business performance by
giving them the power to connect people to data,
and revolutionize the way they collectively
make decisions across the organization.
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For SAP Internal use only 8
Why Self-Service BI?
BI/Analytics adoption strengthening across all different technologies
Q. What is your current use of the
following technologies?
 Reporting (81%) and dashboards
(58%) are the most highly adopted
 63% planning to implement or are
interested in advanced
visualization
 60% planning to implement or are
interested in predictive analytics
Source: Forrester TechRadar™: BI Analytics, Q3 2013
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For SAP Internal use only 9
Talk Less … Do More
A Demo is worth a thousand words
Concepts are of little use if they stay put as words
Raze the wall between concept and facts
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For SAP Internal use only 10
SAP Self-Service BI Blitz - Hosts
xxxxx
Partner Account manager –
XXXX
Partner Service Advisor Manuel Lopez
Sr. Director, Analytics – Global E&C
Xxxxxx
Director, Inside Sales Marketing
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For SAP Internal use only 11
© 2014 SAP AG. All rights reserved.
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