SAP Services Opportunities

How to Uncover Highly Profitable SAP Services Opportunities [eBook]

Table of Contents

Know How SAP Partners Can Capture SAP Implementation Dollars?

 
When a SAP software license is first sold, there is always a need for significant SAP services.  Roughly speaking, for every dollar of SAP software license bought, somewhere between 3 to 10 dollars will eventually be spent on the implementation
 

Estimating SAP Opportunities the Easy Way

 

SAP Opportunities

 
Given these 2 knowns, you can, using basic math, determine the size of the implementation opportunity, at least for the initial SAP implementation.

However, if you are a SAP services partner, you may struggle to both uncover subsequent SAP services opportunities and as well, to place a value on them. 

 

Who Uses Inbound Marketing? 

 

Is there a marketing and lead generation Best Practice or other proven technique that might make the process a little easier, for both SAP customers and SAP service provider?

 

Inbound Marketing for SAP Services Opportunities

 

As it happens, there is, and it is practiced by SAP itself, on a grand scale, though they may not always call it what it is, which is Inbound Marketing

 

SAP Opportunities

 

SAP Service Marketplace

 

But just to put some perspective on their efforts, you might consider that they have more than 4.5 million registered users of their service marketplace, just in North America.   This is key area where the sea of experienced professionals who make up the SAP consulting and customer space get together on an ongoing basis to research ideas and exchange information.  It also happens to be a place where many SAP jobs are fulfilled.

 

Digital Transformation

 

Digital Transformation

 

Opportunities for SAP Consultancies within the Supply Chain Management space to effect advanced digital transformation programs are abundant. With the integration of Artificial Intelligence (AI) and the expertise of SAP Consulting Services, supply engineering can be revolutionized. By leveraging AI technologies, SAP Consultancies can analyze vast amounts of supply chain data to identify patterns, optimize processes, and make data-driven decisions.

 

Streamline Supply Chain Operations

 

This advanced digital transformation can streamline supply chain operations, improve efficiency, and reduce costs. SAP Consultancies can play a crucial role in implementing these transformation programs by providing expertise in SAP software and leveraging their deep knowledge of supply chain management. By staying ahead of the curve and embracing the potential of AI and SAP Consulting Services, SAP Consultancies can drive innovation and deliver significant value to their clients in the supply chain management space.

 

Supply Chain Operations

 

Integration and Implementation Services

 

Opportunities for SAP Consultancies to provide system integration and implementation services for digital transformation efforts are abundant. With the increasing need for finance and industry-specific solutions in the era of digital transformation, SAP Consultancies can play a crucial role in helping organizations streamline their operations and optimize their business processes. The emergence of blockchain technology has also created opportunities for SAP Consultancies to leverage their expertise in implementing secure and transparent systems.

 

Integration and Integration Services

 

Additionally, the growing trend of business process outsourcing presents a chance for SAP Consultancies to offer their services in managing and optimizing outsourced processes. As organizations prioritize cybersecurity, SAP Consultancies can offer their expertise in implementing strong security measures to safeguard sensitive data and maintain the integrity of digital transformation projects. These opportunities highlight the importance of SAP Consultancies in driving innovation and delivering value to organizations in their digital transformation journey.

 

Business Process Outsourcing Opportunities

 

Business Process Outsourcing

 

Opportunities for SAP Consultancies to provide Business Process Outsourcing (BPO) are particularly prevalent in areas such as Human Resources (HR). With the increasing focus on Human Capital and the need for organizations to ensure inclusivity and diversity, HR processes have become more complex. SAP Consultancies can leverage their expertise in SAP Solutions and experienced professionals to offer BPO services that cater to the specific needs of HR departments. By partnering with organizations to manage processes related to sexual orientation, marital status, and the hiring process, SAP Consultancies can streamline HR operations and ensure compliance with regulations and best practices. This presents a significant opportunity for SAP Consultancies to deliver value and drive innovation in the HR space, ultimately helping organizations create a more inclusive and efficient work environment.

 

Rise with SAP

Rise with SAP

 

Opportunities for SAP Consultancies to provide RISE with SAP consulting services are abundant and can have a positive impact on organizations' digitalization strategies. By leveraging their expertise in SAP software and deep knowledge of supply chain management, SAP Consultancies can accelerate their clients' digitalization strategies and drive innovation.

 

Data Driven Decision Making

Data Driven Decision Making

 

 

They can analyze vast amounts of supply chain data using AI technologies to identify patterns, optimize processes, and make data-driven decisions. This advanced digital transformation can streamline supply chain operations, improve efficiency, and reduce costs. Additionally, SAP Consultancies can provide system integration and implementation services for digital transformation efforts, helping organizations optimize their business processes and implement secure and transparent systems. The growing trend of business process outsourcing also presents an opportunity for SAP Consultancies to offer their services in managing and optimizing outsourced processes. By providing expertise in implementing robust cybersecurity measures, SAP Consultancies can protect sensitive data and ensure the integrity of digital transformation initiatives. In the HR space, SAP Consultancies can offer BPO services that cater to the specific needs of HR departments, helping organizations create a more inclusive and efficient work environment. Overall, SAP Consultancies have the potential to make a significant positive impact by accelerating digitalization strategies and driving innovation in various areas such as supply chain management and HR.

 

Drive SAP S/4HANA Implementations

 

SAP Consultancies can further enhance their offerings by providing SAP S/4HANA consulting services. SAP S/4HANA offers numerous benefits, including improved efficiency, reduced costs, and streamlined supply chain operations. By leveraging the SAP S/4HANA Greenfield Approach, SAP Consultancies can assist organizations in implementing a completely new system, taking advantage of the latest features and functionalities. Alternatively, the SAP S/4HANA Brownfield Approach allows for a more seamless transition, where existing SAP systems are upgraded to S/4HANA. Both approaches present opportunities for SAP Consultancies to deliver value and drive innovation in their clients' digital transformation journey. By providing expertise in SAP S/4HANA and leveraging their deep knowledge of supply chain management, SAP Consultancies can accelerate their clients' digitalization strategies and help them make data-driven decisions. This, in turn, can lead to improved operational efficiency and increased competitiveness in the market.

 

SAP Consultancies Can Leverage Inbound Marketing

 

SAP consultancies can learn to leverage the Inbound Marketing practices of both the SAP mother ship as well as Hubspot, who have largely defined and continuously refined the approach over the past few years. 

 

But be forewarned, this is not a ‘light touch’ approach. 

 

Even though the marketing automation software available allows you to create a ‘force multiplier’ for your marketing department as well as create a virtual army of 24 x 7 account executives, it actually takes more labor, even with all the automation!

 

How does this process work?  First lets define the methodology

 SAP Inbound Marketing Methodology

 The Inbound Marketing Methodology

 

From a SAP Services oriented consultancy point-of-view, these different steps break down into the following critical time-to-value activities:

 

  • Diagnosing your current sales process.

    What specific industry verticals do you have deep expertise in and where do you or should you, be demonstrating thought leadership.

    Which existing SAP customer relationships do you have?

    How is your relationship with SAP, i.e., do you have a close working relationship with one or more key persons.

    How can you or do you combine ‘relationship selling’ with data from sources such as Hoovers?

    Does your sales team both understand that they are ‘performance artist’ and actually practice their art?

    Is your CRM system fully integrated with your marketing system?

    Are there any disconnects that you're 'working around' within any of your sales and marketing systems?

    What is your concept of a lead? 

    Do you have established Service Level Agreements (SLAs) between Marketing and Sales that establish not only how many leads need to be supplied to each Account Executive monthly but as well, what the accepted and signed-off definition of qualified lead means?

    Can you effectively leverage SAP Value Engineering assets, such as benchmarking results, Points-of-View, Collaborative Value Roadmaps, Outside-In Business Cases etc,?

  • Is your website designed to deliver leads, or is it brochure ware?

    What ‘real world’ experience does your team bring to the table that can be converted into content that is perceived as valuable by the SAP world?

  • Is everyone in your company not only on social media, but actively contributing to it?

    Are you both able to measure your social media activity and are actually measuring it, daily, weekly, monthly?

    Social media sites you ‘MUST’ be active on include:

    SAP Developer Network (everyone should have an account and be contributing and know their score)
    LinkedIN
    YouTube
    Facebook
    Twitter

    Is the majority of your entire company’s social media activity actually social, with a good measure of educational content mixed in?  Hint, if not, you should fix that.

    Can you educate your SAP prospects on how they can best use social media to advance their business goals?

    How do you actively monitor and react to 'sentiment' across the various channels?

  • Is mobile a core part of your DNA?

    Can you demonstrate how, in the now firmly established world of Mobile, everything is part and parcel of how you operate as a SAP Service Consultancy as well how you can help your customer do the same?

  • Do you know how to effectively merge both your outbound marketing activities with your Inbound Marketing activities? 

    Can you effectively use one to leverage the other, day-in and day-out?

SAP Sales Opportunities

 

As you can see, generating highly qualified SAP sales opportunities is possible using Inbound Marketing, but you will need to leverage our old friend 'Best Practices' to get there. 

 

You can get them now by downloading our SAP Partner Guide for Inbound Marketing.

 

Get the SAP Partner  Inbound Marketing  Methodology Guide

 

 

 

 

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Please Leave Us Your Comment!

 

We value your insights and opinions on our blog post. Comments are an integral part of our blog as they help us and other readers to understand and learn more about the topic. Did you find the point about Inbound Marketing interesting and useful? Or did you learn something new and valuable from it? We would love to hear your thoughts and ideas about what else you would like to read regarding SAP services and marketing. Your comments will not only help us improve our content but also assist fellow readers in gaining a better understanding of SAP services and how to leverage Inbound Marketing practices. So, please take a moment to share your feedback with us and let's continue the conversation.

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Lonnie D. Ayers, PMP

About the Author: Lonnie Ayers is a Hubspot Certified Inbound Marketing consultant, with additional certifications in Hubspot Content Optimization, Hubspot Contextual Marketing, and is a Hubspot Certified Partner. Specialized in demand generation and sales execution, especially in the SAP, Oracle and Microsoft Partner space, he has unique insight into the tough challenges Service Providers face with generating leads and closing sales using the latest digital tools. With 15 years of SAP Program Management experience, and dozens of complex sales engagements under his belt, he helps partners develop and communicate their unique sales proposition. Frequently sought as a public speaker in various events, he is available for both inhouse engagements and remote coaching.
Balanced Scorecard Consultant

He also recently released a book "How to Dominate Any Market - Turbocharging Your Digital Marketing and Sales Results", which is available on Amazon.

View All Articles by Lonnie D. Ayers, PMP

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