Company Description: Celonis

With an estimated workforce of about 5000 employees, Celonis is at the forefront of providing Information Technology and Services. The company specializes in enterprise software development with a primary focus on big data analytics and IT management solutions for corporate IT sectors.

Celonis equips companies with an Execution Management System (EMS) which is powered by its market-leading process mining core. The EMS provides a set of instruments and applications, along with the Celonis Studio as well as platform capabilities essential for business executives and users.

A principal player in the realm of business processes and analytics, Celonis extends its expertise into process mining, making use of cutting-edge technologies such as machine learning, artificial intelligence, and big data analysis. Through its in-depth process analytics, the company supports businesses in identifying hidden value opportunities within their processes swiftly. Celonis believes every company can tap into its unused execution capacity which can be realized by using their software.

The company has proven to be successful over the years, with profit-making from the outset. Besides, Celonis has attracted significant investments, indicating a consistent growth course. The acquisition of 'Make' marks a significant step towards cloud automation and bespeaks the company's strategic positioning for the future of digital transformation.

Since July 2015, Celonis's software has been offered by SAP as Celonis Process Mining by SAP, making it the first company from the SAP Startup Focus program to sign a reseller agreement with SAP.

Celonis is bent on changing the world, one process at a time. With initiatives like Celonis Labs, they encourage innovative thinking about the future of how the world works. These aspects show the company's commitment to digital innovation, business process automation, and real-time optimization, furthering the course of digitizing business processes.

Overall, Celonis serves as a catalyst for businesses seeking an intelligent business cloud, promoting digital innovation and enhancing the efficiency of their business processes.

Executive Summary

This sales plan presents a detailed approach for a B2B SaaS company interested in prospecting into Celonis, a pioneer in process mining and business process automation. Given Celonis' ongoing growth and crucial pain points, which include scaling enterprise software solutions, maintaining a competitive edge, retaining a diverse talent pool, and ensuring data security, this plan outlines key strategies, target personas, and prospective solutions that our SaaS company can utilize to engage and create value for Celonis.

Key Sales Strategies

Utilize Pain Points to Identify Opportunities

Leverage the known challenges Celonis is facing to take advantage of untapped opportunities. For instance, help them scale their enterprise software solutions, stay ahead in their market, attract and retain a diverse talent pool, tailor their solutions to diverse client infrastructures, and enhance data security and customer trust.

Demonstrate Value

Show how your products or services can help Celonis overcome their challenges. Offer solutions that enable efficient scalability, market trend anticipation, talent management, smoother implementation and integration of solutions, and robust data security measures.

Leverage an Account-Based Marketing (ABM) Approach

Target key decision-makers within the company. Customize your messaging to resonate with them and to show the value your SaaS solutions can provide.

Target Personas

• CIO/CTO: These individuals are typically responsible for the overall technological direction of the company, including scaling enterprise software solutions.
• Head of Product Development: This persona is likely concerned about maintaining a competitive edge through innovation and efficient solution development.
• Head of HR: This persona would be responsible for talent acquisition, retention, and diversification, making them a key target for relevant solutions.
• Head of Client Services or Customer Success: These individuals have a vested interest in ensuring smooth implementation and integration of Celonis solutions across diverse client infrastructures.
• Head of IT Security: As stakeholders in maintaining data security, these individuals are valuable targets for cybersecurity-related products or services.

Key Potential Solutions

What we can offer, based on Celonis' needs, include:

• Scalability Solutions: Tools or services that can efficiently upscale Celonis’ enterprise software solutions, ensuring real-time optimization and quality assurance during rapid growth.
• Innovation Tools: Services that can help Celonis anticipate market trends, improve software capabilities, streamline their offerings and penetrate new market segments.
• Talent Management Software: Products that can help Celonis attract, retain, and diversify their workforce. This includes engagement tools and skills development programs.
• Integration and User-Friendly Design Services: Offerings to facilitate smoother implementation of Celonis solutions, enhance their customizability, and improve predictive maintenance and customer satisfaction.
• Data Security Solutions: Tools that enhance data security, ensure compliance with international data protection standards and fortify against cyber threats.

Action Plan

1. Prospecting and Preliminary Research: Identify key decision-makers within Celonis who align with our target personas.
2. Initial Outreach: Establish initial contact with targeted individuals through email or LinkedIn attempts, providing customized messaging that resonates with their specific roles and the challenges they face.
3. Follow-up and Relationship Building: Continue building relationships by providing more information, answering questions, and finding common ground.
4. Presenting Solutions: Present our solutions and value propositions based on each individual’s needs and concerns.
5. Negotiation and Closing: Once we’ve garnered their interest, proceed to negotiation and closing, ensuring we clearly communicate how our solutions address their specific pain points and add value.

By following this sales plan, our B2B SaaS company stands a good chance of successfully turning Celonis into a client. Our understanding of their pain points and our concrete steps towards prospecting, connecting, and closing will enable us to effectively sell our solutions to Celonis.

Sources: Celonis, Wikipedia, Make it future, LinkedIn, Crunchbase