Company Description

SAP Concur, headquartered in Bellevue, Washington, is a global leader in integrated travel, expense, and invoice management solutions. Recognized as one of the top software as a service (SaaS) companies in the sector, SAP Concur employs over 7,400 talented professionals. Leveraging state-of-the-art technology like Artificial Intelligence, its high-powered, cloud-based software offers businesses unparalleled visibility and control over their expense management.

A massive player in the Information Technology and Services industry, SAP Concur is a preferred service partner worldwide. The company's core mission is to simplify and streamline everyday business processes, thus helping businesses to enhance their operational efficiency.

One of SAP Concur's sought-after offerings is its automated expense management software application. This innovative application is designed to automate the business expense management system, making it easier for users to capture receipts, implement policy templates, and leverage the in-built audit system.

In keeping with the digital age, SAP Concur's highly-rated mobile app enables employees to review and approve expense reports, invoices, and travel requests on the go. The app allows users to snap and upload pictures of receipts to expense reports instantly. It also offers functionalities like booking a flight or rail ticket, reserving hotel rooms, renting a car, and even updating or adding new attendees to meeting invites.

SAP Concur's groundbreaking solutions integrate near real-time data, thereby providing businesses with a comprehensive view of their spending. It uses AI to analyze transactions, enabling businesses to improve compliance and avoid any potential blind spots in their budget. This superior visibility into spending helps businesses to streamline their financial processes and improve their bottom line.

Sales Plan

1. Target Customer Profile

Identify ICP:

• Name: SAP Concur
• Website: concur.com
• Industry: Information Technology & Services
• Employee Size: Estimated 7,400 employees
• Keywords: SaaS, Cloud Computing, Integrated Travel, Expense Management

2. Pain Point Identification

Identify the pain points of the prospect and how you can provide solutions:

• Despite a highly-rated mobile app, SAP Concur faces challenges managing customer service for a large global clientele base. Our software has a dedicated and scalable customer support system in place.
• SAP Concur struggles to perform real-time data analytics and forecasting, a capability that our solution has been commended for, delivering precise budgeting and financial planning insights.
• User adoption and training seems to be a challenge for SAP Concur. We have inbuilt onboarding tools and personalized training options to facilitate user adoption and functionality understanding.
• Keeping up with product innovations could be tricky for SAP Concur due to its diverse clientele. We're known for regular product enhancements and timely innovations based on the specific needs of sectors our clients operate in.
• SAP Concur may struggle with data security considering the large amount of delicate data it handles. Our software ensures robust security measures compliant with international data protection regulations.

3. Unique Selling Proposition (USP)

Determine your USP for this specific customer:

Our SaaS solution is designed to effectively handle large volumes of data, provide real-time analytics and forecasting, and has robust data security measures in place. We assure personalized customer service support and training, allowing users to fully understand and utilize all available services.

4. Outreach Strategy

Outline approach for contacting the prospect:

• First contact via LinkedIn: Connect with key decision makers, then send a personalized message addressing their pain points and how we could help.
• Email Sequence: Initiate a multi-touch email sequence to tell them about our services and solutions.
• Call: Follow up with a call to discuss potential solutions.
• Demo: Offer a product demo highlighting how our software addresses their specific pain points.
• Propose a pilot project: If they show interest, propose a small pilot project to demonstrate the capabilities of our software.

5. Objection Handling

Prepare to tackle potential objections:

• Cost: Outline the cost benefits of our software over long term.
• Change Management: Assure them of our commitment to smooth transitions, with personalized training and onboarding.
• Security: Highlight our robust security measures, compliance with international standards and sterling track record.

6. Success Metrics

Propose quantifiable ways to measure success:

• Reduction in time taken for data analysis and forecasting
• Improvement in accuracy of financial planning
• Increase in user adoption rates
• Positive customer feedback about our customer service
• Continuous product enhancements as per different sectors' requirements with no compromise on data security.

7. Close Plan

Detail your plan to finalize the deal:

• Discuss contracting, pricing and terms of SLA
• Arrange a final meeting with high-level stakeholders from both sides to clarify any doubts and seal the deal
• Post agreement, initiate onboarding and training for users

8. Follow Up Plan

Outline how you plan to nurture the relationship post-sale:

• Regular follow-ups to ensure satisfaction and solve any issues
• Quarterly business reviews to discuss progress, feedback and improvements
• Notify customers about product updates and enhancements
• Workshops or webinars to enhance user knowledge and introduce new features.

Disclaimer: The above sales plan is prepared using the given references and general sales strategies for B2B SaaS companies. The actual execution of the plan may require more specific information about the prospect.