Company Description

SAP is a leading global enterprise in the field of Information Technology & Services, with a mission to make the world run better and improve people's lives. They offer innovative solutions designed to help their customers operate at their peak. The company commits itself to assisting every customer in becoming a best-run business, taking a keen interest in fostering innovation, promoting equality, and spreading opportunity across borders and cultures ^[1].

Operating across multiple industries and business verticals, SAP specializes in enterprise resource planning (ERP), financials, business intelligence, procurement, human capital management (HCM), supply chain management (SCM), business planning, efficiency, sustainability, innovation, analytics, reporting, and dashboarding. These solutions are used to transform industries, grow economies, uplift societies, and sustain our environment ^[2].

Through its flagship offering, SAP S/4HANA Cloud, SAP provides a complete, modular, and award-winning ERP embedded with AI and analytics. It is designed to support businesses operate anywhere in real-time. This demonstrates SAP’s dedication to creating intelligent, sustainable enterprises regardless of their industry or business size ^[3].

Complementing this is SAP's initiative, SAP.iO, which fosters innovation in the cloud by uniting clients with startups ^[4]. It is focused on pioneering comprehensive solutions for best-practice business processes across the enterprise.

With an estimated workforce of around 114,000 employees, SAP's primary centers of operation are in Germany and the United States, with SAP North America overseeing the business operations in the U.S. and Canada. The company's leadership structure is lead by Christian Klein, operating as the sole CEO^[5].

Sales Plan

I. Identify Customer

• Company: SAP
• Industry: Information Technology & Services
• Location: Germany and the United States
• Employee Count: 114,000
• Keywords: ERP, Financials, Business Intelligence, Procurement, HCM, SCM, Business, Planning, Efficiency, Sustainability, Innovation, Analytics, Reporting, Dashboarding

II. Approach

• Messaging should emphasize the ability to address SAP's pain points around real-time communication, staying on top of technological trends, effective training, data management, and maintaining the security of data.
• Through targeted outreach, introduce SaaS solution to SAP's leaders and stakeholders who can affect the buying decision.
• Clearly state how we can enhance their business operations in a challenging COVID-19 recession situation, and streamline their employee communication process [source].

III. Present Product/Solution

• Present SaaS solution that can streamline real-time collaboration, communication, and crisis management across the global workforce to enhance decision-making and response time during crises.
• Offer solutions that can streamline research and development processes and improve customization mechanisms to lend flexibility to their vast product array.
• Showcase training and development aspect of our product that will ensure high-quality, consistent service and also helps in effectively onboard new hires.
• Introduce product capabilities in the field of data management, integration, and analysis with advanced technologies that help in deriving actionable insights to drive strategic decision-making.
• Elaborate on enhanced data security measures, real-time monitoring tools, and automated compliance functionalities in our product tailored to different regional regulations, which can give SAP flexibility in maintaining security [source].

IV. Handle Objections

• Encourage SAP to look past any initial reservations about trying a new solution by emphasizing the customization and support services we offer.
• Offer a trial period or demo to convince them of the potential benefits of our SaaS platform without requiring a full commitment.
• Address any cost-related concerns by drawing attention to potential long-term efficiency savings brought by the solution.

V. Close

• Recap the specific benefits of the solution to SAP's unveiled pain points.
• Detail the next steps in the integration process and present a timeline for implementation.
• Offer references or case studies from similar companies that have benefited from our SaaS platform.

VI. Follow-Up

• Engage regularly to build and maintain a strong relationship with SAP.
• Offer personalized demos, webinars, workshops, or one-on-one training sessions to help them understand the features of the SaaS platform.
• Seek feedback during and after the trial period to refin