PackageSolutionGlobal DemandGen Marketing PartnerPlaybookv8

© 2019 SAP SE or an SAP affiliate company. All rights reserved.
SAP Qualified
Partner-Packaged Solutions
Demand Generation and Marketing Playbook
Execution Plan Readiness Value Propositions Marketing Digital Selling Execution Dashboard Extra Help
SAP Qualified Partner-Packaged Solutions

A Win-Win-Win formula for success in Small and Mid Size Business
Packaged Solution: A collection of replicable software customizations/configurations, tools, documentation, scripts,

procedures and methodology that lead to a faster software implementation, faster ROI, reduced risk, and
predictable outcomes.
•  Increase SAP relevance and adoption for small and medium businesses
•  Accelerate Net New Customers acquisition and cloud adoption
•  Considerably reduces sales cycles and increases win rates
•  More new customers, larger customer base, higher company value

•  Shorter implementation time, better ROI on projects & higher profitability
•  Higher win rate and better customer satisfaction and retention
•  Faster Time to Value

•  Predictable outcomes which reduces project risks
•  Facilitates change management / digital transformation
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Set up and go to market faster with Your

SAP Qualified Partner-Packaged Solutions
Now that you’ve spent time and money developing your Qualified Partner-
Packaged Solution, it’s time to start finding new customers!.
As part of your partnership with SAP, you’re expected to create a package of campaign materials
that includes the following:
Master service Package internal Package external Customer-facing

description fact sheet one pager presentation
Customer- Launch Six

facing e-mail LinkedIn Content for
video posts package Web page
This easy-start guide gives you practical information to help you do all that, and much more.
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Contents
Sales & Marketing 8 weeks execution plan Digital Banners
Readiness: available training by role Produce Content for Web Landing and
Registration Pages
Define Your Audiences and Value Propositions
Sales roles: Digital and Social Selling
Lead with Benefits, Then Explain the
Features and Advantages Behind Them Create effective sales messages with
LinkedIn InMail and PointDrive
Eight Essential Writing Tips
Write Six Promotional LinkedIn Posts
Create Master Service Description
(or ‘Abstract’) Consider Twitter and Facebook
SAP Value Proposition Execution & Results tracker Dashboard
Create your Marketing Assets Value Proposition Check-list
Produce Package Fact Sheet (Internal PPT) Digital Marketing Check-list
Internal Battlecards Social Selling Check-list
Write Package One-Pager (External PDF) Extra Help
Create Customer-Facing PointDrive ready to go campaigns

Presentation (External PPT) SAP Virtual Agency
Produce Customer-Facing Video Social Sharing: Grapevine6
Compose Launch E-mail (EDM) Regional Marketing Support

Sales & Marketing

8 weeks execution plan
Sales & Marketing execution plan & checkpoints

Demand Generation 8 Weeks campaign
Week #1 Week #1 Week #2 Week #2 Week #3 Week #3-6 Week #7 Week #7 Week #8
ROI
Sales & Value Packaged Sales & Digital Digital Pipeline measureme Marketing
Marketing proposition solution Marketing campaign campaign review nt plan fine
readiness & Marketing campaign alignment kick-off. execution tuning
Plan ready
Training Value Prop. Collaterals Marketing & PointDrive / Social Prospect list Results VS Marketing
passed and ready & 3-6 ready, VA Sales VA Selling & created, Plan review Plan
LISN + month Social campaign alignment in Campaign Digital pipeline (Pipeline & adjusted,
PointDrive and Digital ready, to-do-list, live, first marketing uploaded to Revenue) start-over.
setup Marketing PointDrive responsibiliti comms. sent weekly plan system Maturity SS
plan defined ready es and KPIs to market reviews assessment
Readiness Launch Digital Campaign Nurturing & KPI review

Get partner ready with all resources, Build Pipeline. On-going execution with Report Pipeline build. Nurturing process
knowledge, processes and tools needed to weekly checklist reviews. starts with cold leads, first campaign ROI
market packaged solutions. measurement.
Readiness: Sales & Marketing

Training available
Define Your Audiences and Value Propositions
In theory, marketing is easy. All you have to do is understand who your product
can help and how, and then explain that to them so they take interest and buy.
So, first question:

Who will buy your Qualified Partner-
Packaged Solution, and why?
And it could be that there are various different

Learn step by step how to
audiences that will buy for different reasons. create a Powerful Value
Proposition following the
You should write down on a piece of paper who your Open SAP on-line session
different audiences are, and the top three benefits
(or top five, if you can’t stop yourself, but no more than
five) of your product to each of those audiences.
Benefits Writing Service Description SAP Formula
Define Your Audiences

and Value Propositions
Define Your Audiences and Value Propositions
In theory, marketing is easy. All you have to do is understand who your product
can help and how, and then explain that to them so they take interest and buy.
So, first question:

Who will buy your Qualified Partner-
Packaged Solution, and why?
And it could be that there are various different

Learn step by step how to
audiences that will buy for different reasons. create a Powerful Value
Proposition following the
You should write down on a piece of paper who your Open SAP on-line session
different audiences are, and the top three benefits
(or top five, if you can’t stop yourself, but no more than
five) of your product to each of those audiences.
1|2
2|2
Lead with Benefits, Then Explain the

Features and Advantages Behind Them
Make your benefits more believable by explaining how they arise.
Advantages can be
For each benefit, and for each audience, create a sentence that takes this form: benefits too
[Benefit] from our product, which has [Feature] and that means it does Note that, to business
[Advantage]. audiences where the
messaging is less personal,
advantages can very often
Here are some examples to help guide you:
act as benefits statements.
[B] Save time when typing [B] Save time in creating Doing this also enables you For instance, the advantage
up your notes with our touch-
typing keyboard, which has
your essential marketing
tools with this guide, which
to repeat and reinforce of ‘increase your
capabilities immediately’
[F] extra-sensitive keys that [F] has all the details that the differentiating features could potentially work as
[A] pick up even the lightest [A] explain what you have
touch. to do.
of your product. a benefit to an educated
business audience that
[B] Enjoy a more delicious [B] Deliver faster returns
Talk about benefits to understands the underlying
meal with our lunch box, from SAP technology with our
stay focused on your implications.
featuring Qualified Partner-Packaged
[F] extra thermal insulation audience
Solution, which is
which ensures [F] pre-configured to When you talk about features, it’s all about
[A] food stays fresher for [A] increase your you, your company, and your product. Yet,
longer. capabilities immediately. when you talk about benefits, you naturally
focus on the needs of your audience.


SAP Value Proposition

An alternative way of arriving at your value proposition is through
SAP’s formula, where you first answer the following questions:
1.  What role, title or persona are you targeting at the customer? Define this is detail.
2.  What is their day to day job? What do they care about the most? How is their performance measured? Learn step by step
3.  What are the three biggest industry challenges or pain-points the persona faces? how to create a Powerful
4.  What are the top opportunities in the industry currently? How and where are companies looking to gain market share? Value Proposition taking the
5.  How can you reduce the challenges or pain-points in question 3? Open SAP on-line session
6.  How can you enable the top gains or opportunities that you defined in question 4?
7.  What products, services or solutions will deliver the proposed value?
Now use any of the following three templates to formulate your value Read SAP’s ‘The Art of
proposition statement: Crafting a Value
Proposition’
Our [Answer 7 – products, services or solutions] helps [Answer 1 – persona, title or role] in [industry], who
want to [Answer 2 – jobs to be done] by [verb: reducing, avoiding, and so on] [Answer 3 – customer pain] View guide
and [verb: increasing, enabling, and so on] [Answer 4 – customer gain].
We help [Answer 1 – persona, title or role] [Answer 2 – jobs to be done] to [verb: reduce, avoid, and so on]
[Answer 3 – customer pain] by [Answer 5 – how you reduce the challenges] with [Answer 7 – products,
services or solutions].
We help [Answer 1 – persona, title or role] [Answer 2 – jobs to be done] to [verb: increase, enable, and so
on] [Answer 4 – customer gain] by [Answer 6 – how you enable the opportunities] with [Answer 7 –
products, services or solutions].
Fact Sheet Battlecards One-Pager Presentation Video E-mail Banners Landing Pages
Create your
marketing assets
Produce Package Fact Sheet

(Internal PPT)
The next step is to create the
document that will build on your
abstract and explain to your
prospects what they need to
know about your SAP-Qualified
Partner-Packaged Solution.
The exact details of what this will contain are
up to you, but the following may be a helpful
starting point:
View example
Internal Battlecards
You may also wish to create a two-page battlecard to provide
a more complete overview of your solution and more compelling
information for your sales team.
Again, the exact details of this will be up
to you, but it will probably include the
following sections:
•  Brief solution overview
•  Packaging and pricing information
•  Unique or important selling points
•  Conversation-starting questions
•  Information about target customers
•  Information about different audiences
•  Additional package and service details
•  Links to other resources
View example
Write Package One-Pager

(External PDF)
Here are a couple of examples.
This short datasheet – targeting your most important
View now
audience – should be around 300-words in length, with five
or six paragraphs, and will include a:
•  Relevant and attractive headline that relates directly It could also include:
Start Generating Revenue
from Your SAP Qualified
to the core value of your solution and summarises what •  Customer testimonial quotes if
Partner-Packaged Solution Fast!
it’s all about. you have them. Discover how straightforward it can be to produce all Start making money!
•  Strong introductory paragraph that introduces •  The benefits of your solution

the promotional assets necessary to support your Above all, get to market as quickly as
solution, get to market, and start generating revenue possible. Finish the formality of SAP-
– as soon as possible – with our easy-start guide, approval, get your marketing collateral
your Qualified Partner-Packaged Solution, sets out its compared to competitors’

‘Create Your Essential Standard Marketing Materials.’ into the hands of potential customers,
and engage your sales force so that
Save time with this focused, simple, step-by-step you can begin to recoup the
guide that contains everything you need to construct production costs of your solution –
key benefits and summarises the rest of the offerings, if that’s important.
a compelling sales proposition. Gain access to the and start generating profits.
information you need, as you need it, to competently
create the specific marketing assets that are required.
Download your free guide
Ensure Your Business Stays One Step Ahead
document.
Simply follow the steps in this guide and you will soon
Please click on the link below to find
Additional benefits if there’s

find you have completed the process.
out more about the easy-start guide in the Race for Talent
INFORM AND PERSUADE for SAP Qualified Partners, ‘Create
•  Paragraph on each of your three benefits,

Learn how to explain your solution offering clearly, Your Essential Standard Marketing
space and if you want to appeal

highlighting its most important benefits to your key Materials.’
audiences, and giving them compelling reasons to buy. Find out more
Discover how your solution’s features offer advantages, Strategic HR
expanding on how your solution will deliver them.

Be the first to know what skills your business will need to
and explore how those advantages translate into simple
to wider audiences.
Key benefits achieve successful growth in the future with the very latest, The role of HR will be transformed,
benefits. Moreover, use messaging hierarchy to make enabling you to provide stronger
• Save time in creating your essentialcloud-based software and – with HeRo from Ragdoll
sure that your audience is presented with the most Software – ensure you get up and running as quickly as guidance on overall business strategy,
marketing tools
•  Strong call to action, where you tell the reader

persuasive information first. possible, with powerful capabilities and minimum risk or and to help your organisation plan
• Create effective, persuasive
expense. future growth.
Take advantage of SAP’s Qualified Partner co-branded marketing materials
document templates so that you can build your • Start generating revenue as quicklySAVE TIME, REDUCE RISK
what to do next, whether that’s calling you or visiting

Moreover, with the value added by the
marketing materials quickly and easily, and also so that as possible Ensure maximum success with your SAP SuccessFactors out-of-the-box functionality and its
they look visually compelling. Follow our best-practice deployment with HeRo – and eliminate the potential for fast, low-cost implementation, HeRo
design tips to help you put everything together as easily “Valuable, relevant guidance that escalating costs, disruption or uncertainty. Plus, gain actually delivers far stronger returns
online resources.
as possible. helped us get to market fast.” access to pre-configured modules that deliver best- on investment than a typical SAP
Andrew Gibbs, Sales Director, practice recruiting and analytics capabilities immediately, SuccessFactors build.
Ragdoll Software right out of the box.
•  Bulleted benefits summary.

MAKE SMARTER CHOICES Arrange a demonstration
© 2019 SAP SE or an SAP affiliate company. All rights reserved. As well as dramatically reducing the time it takes to get To discover more about HeRo from
No part of this publication may be reproduced or transmitted in any form or for any purpose without the express permission of SAP
SE or an SAP affiliate company. These materials are provided for information only and are subject to change without notice. SAP a working SAP SuccessFactors implementation into use, Ragdoll Software, please call us on
or its affiliated companies shall not be liable for errors or omissions with respect to the materials. SAP and other SAP products and
services mentioned herein as well as their respective logos are trademarks or registered trademarks of SAP SE (or an SAP affiliate
company) in Germany and other countries. All other product and service names mentioned are the trademarks of their respective
HeRo modules give your HR professionals access to 0800 000 000 or click the link
companies. See www.sap.com/copyright for additional trademark information and notices.
advanced, ready-made tools from day one: below to book a free demonstration.
• Intelligent CV analysis Find out more
• Bias elimination
• Candidate screening
• Recruitment automation Key benefits
• Industry reporting • Identify and prevent impending
skills shortages
You must recognise that your reader might stop reading at

• Skills gap mapping
• Help your business drive growth
You can predict the future with remarkable certainty, into the future
improve your competitive position by hiring exactly the • Avoid risk and excessive costs
right people, and all while using the very latest, most in implementation
any point. It is therefore essential that you put the most

advanced HR management software.
important information first.

© 2019 SAP SE or an SAP affiliate company. All rights reserved.
No part of this publication may be reproduced or transmitted in any form or for any purpose without the express permission of SAP SE or an SAP affiliate
company. These materials are provided for information only and are subject to change without notice. SAP or its affiliated companies shall not be liable
for errors or omissions with respect to the materials. SAP and other SAP products and services mentioned herein as well as their respective logos are
trademarks or registered trademarks of SAP SE (or an SAP affiliate company) in Germany and other countries. All other product and service names
mentioned are the trademarks of their respective companies. See www.sap.com/copyright for additional trademark information and notices.
Create Customer - Facing Presentation

(External PPT)
As well as the one-page datasheet, you will also need an external-
Remember, it’s people
facing PowerPoint presentation, comprising 8-10 slides about your
that deliver presentations
SAP-Qualified Partner-Packaged Solution. – so PowerPoint slides
should be text-light, with
Structurally, this should be similar to the datasheet: •  Additional slides that might include:
•  Relevant and attractive title slide that relates •  Additional benefits if you want to appeal to
any detailed explanations
directly to the core value of your solution and wider audiences moved into the speakers’
summarises what it’s all about. •  Statistical proof points that support your proposition notes section of the slide.
•  Introductory slide that introduces your Qualified •  Customer success stories and positive
Partner-Packaged Solution, sets out its key benefits testimonial quotes
and summarises the rest of the presentation. •  Positioning relative to competitors, where that’s
•  Slides for each of your three benefits, expanding relevant
on how your solution will deliver them. •  Recap slide, with summary of key points
•  Final slide with a strong call to action, where you tell
the reader what to do next
For example:
Sariba Care Cloud
As well as creating content for your slides, you should Presentation
also provide brief speakers’ notes, so that anyone View now
can deliver your presentation in a compelling way.
Produce Customer - Facing Video

A brief one-minute promotional video is required for your SAP
Qualified Partner-Packaged Solution. Here are two examples,
with both narrative script
Write your script and supporting on-screen
First, decide whether you wish to have a narrated script, Whatever format you decide, you should follow the same text – either of which
on-screen text, or a mixture of both. writing principles as for the package one-pager in section 8: could work alone or
•  A full, 60-second narrated script will comprise about •  Highlight the core value of your solution with a relevant together. Note the many
150 words of text. It means you can impart much more and attractive introduction. close similarities between
information than with on-screen text alone, but this is •  List each of your three benefits and explain how your
these scripts and their
typically more expensive. solution will deliver them.
•  If you decide to create a teaser video with just on-screen text, •  Recap on the core value and repeat the solution name.
corresponding
you should fit your message to 6-8 screens, with each visible •  Deliver a strong call to action, where you tell the reader datasheets in section 8.
for approximately 7-10 seconds and containing 8-10 words. what to do next.
•  If you plan to mix both narrative and on-screen text, then •  Use shortened vanity URLs for the call to action so they’re View examples
ensure that the written messaging reinforces the easy to read and type.
voiceover.
Test your written narrative by printing it and Learn more useful tips
to create successful videos
reading it out aloud, and continue editing it for Social Media
until it sounds fluent and natural.
Seek input from your colleagues. Make sure
that your on-screen text is able to tell the story
on its own, even if there is no sound.
5 Tips to Create Your Video
1 Find high
quality images 2 Consider the
context of
your solution
3 Match screen
shots to 4 Consider screen
recording
software
5 Use
professional
screen sizes services
Find a stock clip from an From these same libraries When capturing your screen To improve the end product Finally, a professional
online video library such as consider buying stock art of shots, it’s important to use the consider capturing video voiceover and library music
istock.com or the sort of device your latest version of your software clips of the software in track will greatly enhance the
shutterstock.com for the solution runs on, such as an and to capture the screens action using any screen production value of your film.
start and end of your film. iPad or mobile phone. Artwork using the actual device you recording software available If you need help with any of
Choose something that can be bought with a hole want to represent on screen. on the device. This will the final production of your
reflects the type of solution where the screen is for For example, capture all of your make for a more interesting video, please get in touch
you offer, perhaps a mobile placing your own screen shots iPad screen shots on an iPad. film and also give the viewer with the SAP MSB CC, as
worker on a tablet outside inside. That’s so that the image quality a better idea of how your outlined in section 17.
the office. For the end try to and size will match exactly what software looks.
find a 'feel good' clip ofa the end user will see in real life.
group of people working
together or something that
reflects your organisation or
offer.
Compose Launch E-mail (EDM)

Launch your SAP Qualified Partner-
Packaged Solution by sending out a
compelling promotional e-mail.
•  Make the subject line super-relevant to your audience’s needs.
This is critically important, and will determine whether your e-mail
even gets opened. Also, keep it to 42 characters in total, including
spaces, so it can be viewed on mobile devices.
•  Create a compelling headline within the body of your e-mail to
hook your readers and keep them engaged from the moment they
start reading.
•  Use the body of the message to set out your three benefits,
features and advantages, with the most important first.
•  Get right to the point. Use a chatty, personal and polite tone
of voice. Deliver a single, strong call to action.
•  Keep the total word count to 150-200 and break up your
words with white space.
View examples
Digital Banners
Promote your SAP Qualified Partner-
Packaged Solution with digital banners that
can potentially be used on your own Website,
as an e-mail footer, or as part of a paid Web
banner advertising campaign.
View examples
Produce Content for Web Landing

and Registration Pages
All of the marketing assets you
create should feature a call-to-
action statement, which may
include a link through to a Web
landing page, where people can
also register to receive more
information.
The content on the landing page should simply pick up
where the referring marketing asset left off. Here are
some examples that demonstrate the format.
View examples
LinkedIn and PointDrive LinkedIn Posts Twitter and Facebook
Sales roles: Digital and

Social Selling
Digital and Social Selling

Digital and Social Selling is all about using Social Networks to be found and find new customers, do
research on the buyer and become relevant and engaging in order to build rela9onships that drive
revenue, customer life9me, value and advocacy.
Today's buyer is: digitally driven, socially connected, mobile with mul9ple devices and real 9me
empowered. Millennial’s are digital na9ves and will comprise 75% of the world’s workforce by 2025, we
need to be where they are, where they like to research about new products and services.
The most disruptive thing in the Market

today is not technology – it is actually the Learn how to
Create a great
Customer”… and because of that –The LinkedIn profile
for Social
Customer now leads the sale, ‘smarter Selling
selling’ is needed
1|2
Digital and Social Selling

Companies and sales professionals that embrace “Social” to engage with their customers not only are
greater team quota attainment, but forecast accuracy is improved and renewal rates are higher.
The buyer’s process has changed: in the past the seller was probably the main source of information about a
new good or service and that’s why used to control a big piece of the sales cycle but today, you can go to
internet and get self-educated, therefore customers can keep sales people away much longer through their
buying process, here is where Social Selling works.
5.4 75 90 60
% % %
People are now involved of B2B buyers now use social of decision makers say of the buying journey is
in the average B2B media to be more informed on they never respond to done BEFORE a sales
buying decision vendors cold outreach rep is involved
Learn how to Create leads using LinkedIn sales navigator and Social Listening
2|2
Create effective sales messages with

As well as a traditional e-mail and Web-based landing page, you should also
mirror those activities on LinkedIn – with an InMail that directs targeted
people to an associated PointDrive page. Increase your conversion rate with
effective sales messages, take the
training and learn how-to
The key advantage of running such campaigns through LinkedIn is that you can use back-end tools like Sales
Navigator to track click-throughs and other activity.
InMail
•  InMails don’t have subject lines, so you need a headline
that’s as engaging as
possible to encourage your audience to read on. Beat the rush to tomorrow’s front runners
Dear John,
•  Again, as per your e-mail, use the body of the message

Stay up to date with where your industry’s going, how your business will have to evolve,
and what skills you need to ensure success, both now and in the future.
HeRo gives you all the advanced capabilities of SAP SuccessFactors, along with
powerful, pre-configured modules that deliver best-practice recruiting and analytics
to set out your three benefits, features and advantages,

capabilities immediately, right out of the box. You can maintain an accurate view
of your future skills requirements at all times, and see how your current resources
map against them.
Better still, use HeRo to get up and running with a full-featured SAP SuccessFactors
platform faster and more cost-effectively. You can gain access to its powerful features
with the most important first.

sooner, at lower cost and with less risk thanks to HeRo’s modular, pre-built design.
Ultimately, you will be able to provide stronger guidance to your business on overall
strategy, and help your organisation plan future growth.
Visit my PointDrive page to discover more about HeRo and book a demonstration,
•  Get right to the point. Use a chatty, personal and polite

and gain access to further information about total workforce management and how
SAP’s advanced technology can help your business.
Learn more
tone of voice. Deliver a single, strong call to action. Make

Please call me if you have any questions.
Best regards
Andrew Gibbs
it as personal as you possibly can.

Sales Director
Ragdoll Software
ag@ragdoll.com
0208 000 0000
•  Keep the total word count to 150-200 and break up your

words with white space.
•  LinkedIn’s guide to writing InMail:
View now
Create effective sales messages with

PointDrive
• You should approach this as a continuation of the
messaging of your
InMail, so create an immediately engaging headline
that keeps the person reading.
• The introductory paragraph also has to build on
your InMail messaging and then lead through to
your three assets.
• You can attach any kind of digital file to a PointDrive
page, or include links to other online assets, such as
videos or gated downloads.
• Create a compelling paragraph of 20-30 words that
describes what each link is, and what value it offers –
‘learn how…’, ‘discover why…’, ‘find out…’, and so on.
• Also you can leverage dozens of ready to use
campaign templates created for you by SAP
LinkedIn’s PointDrive overview View now

Create effective sales messages

with PointDrive, when to use it?
Pre-sale

A>er the first call: You can send a presenta9on for one or two purposes. First,
the presenta9on can serve as a pre-wired to your next call or demo, preparing
the prospects for the material that will be covered. Second, the presenta9on Beat the rush to tomorrow’s front runners
Dear John,
Stay up to date with where your industry’s going, how your business will have to evolve,
and what skills you need to ensure success, both now and in the future.
can serve as a recap of the first call, including more informa9on and any follow-
HeRo gives you all the advanced capabilities of SAP SuccessFactors, along with
powerful, pre-configured modules that deliver best-practice recruiting and analytics
capabilities immediately, right out of the box. You can maintain an accurate view
of your future skills requirements at all times, and see how your current resources
map against them.
Better still, use HeRo to get up and running with a full-featured SAP SuccessFactors
platform faster and more cost-effectively. You can gain access to its powerful features
ups.
sooner, at lower cost and with less risk thanks to HeRo’s modular, pre-built design.
Ultimately, you will be able to provide stronger guidance to your business on overall
strategy, and help your organisation plan future growth.
Visit my PointDrive page to discover more about HeRo and book a demonstration,
and gain access to further information about total workforce management and how
Deal cycle follow-up: con9nue to add a relevant files to the same presenta9on
SAP’s advanced technology can help your business.
Learn more
Please call me if you have any questions.
Best regards
to follow up throughout the deal cycle, you might want to add addi9onal Andrew Gibbs
Sales Director
Ragdoll Software
ag@ragdoll.com
0208 000 0000
product, feature, or service informa9on.

Pilot resources: you could use PointDrive to send pilot resources to the
prospect as a great way to organize all materials in one place for later
consultancy.
Sending contracts: use PointDrive to send the contract to your prospect. This
way, you can track ac9vity and viewers on the contract in real 9me. You can
also prevent downloads and password protect your presenta9ons when you
are including any sensi9ve informa9on.
Create effective sales messages

with PointDrive, when to use it?
Post sale

Kickoff: consider sending a kickoff presenta9on to your customer aPer
the deal is signed. You can include setup informa9on and any other
helpful resources to get your customers started.
Webinar or meeFng recaps: APer you completed a phone call or webinar
you’re your customer, use a PointDrive presenta9on to recap the
mee9ng. You can include notes, the deck presented, the link to the
recording, and any other resources that were men9oned during the call.
NewsleHer: Treat PointDrive as a newsleRer to con9nue to stay in touch
with your customer. Send links to relevant industry ar9cles, best
prac9ces, and new product or service announcements. This is a way for
you to remind customers of your exper9se.
Business review or renewals: use PointDrive to organize your business
reviews or renewals. Send over the new contract to your customer and
use this to pre-wire the decision-making for the conversa9on or as a re-
cap that they can share with any other stakeholders at the organiza9on.
Write Six Promotional LinkedIn Posts

You will also need to create six LinkedIn posts to promote the launch of
your SAP Qualified Partner-Packaged Solution.
•  These comprise a 70-character Headline and a 200-character Message Body.
•  You need to include URL placeholders next to your company and solution names.
In keeping with the principle of leading with benefits and then explaining the features and advantages behind
them, you should use the more prominent Headline for benefits, and the Message Body to explain them.
For example:
LinkedIn 1 LinkedIn 2 LinkedIn 3

Headline Prevent potential skills gaps by Hire the very best people for your Update your recruitment processes View example
(70ch) being first to predict them business to drive future growth with minimal cost and risk
Message Beat your competitors to the best Right person, right skills and the Implement HR best practice,
Body recruits and slash your overall HR best fit – all at the very lowest seamlessly integrated with your
(200ch) costs using HeRo [20-char bit.ly cost – with HeRo [20-char bit.ly business, using HeRo [20-char bit.
URL] from Ragdoll Software URL] from Ragdoll Software ly URL] from Ragdoll Software
[20-char bit.ly URL] – running [20-char bit.ly URL] – running [20-char bit.ly URL] – running
on SAP SuccessFactors cloud on SAP SuccessFactors cloud on SAP SuccessFactors cloud
software. software. software.
Consider Twitter and Facebook

You may also wish to consider promoting your SAP Qualified Partner-Packaged
Solution via Twitter and Facebook. Similar principles apply to writing these
posts as LinkedIn, but with SAP’s brand guidelines specifying:
•  Twitter: 115 character message with image and 8-10 word image caption.
•  Facebook: 45 character message with image and 8-10 word image caption.
Open questions tend to work well with the image caption, building on the core message. For example:
Tweet 1 Tweet 2 Tweet 3

Message Predict and prevent potential Hire the best people to Update your recruitment
body skills gaps with HeRo grow your team with HeRo processes with HeRo
View Twitter example
(115ch) [20-char bit.ly URL] [20-char bit.ly URL] [20-char bit.ly URL]
from Ragdoll Software from Ragdoll Software from Ragdoll Software
[20-char bit.ly URL] [20-char bit.ly URL] [20-char bit.ly URL]
Image caption [IMAGE] [IMAGE] [IMAGE]
(8-10 words) How will you beat your competitors How will you find the best Save time, money and
to the best recruits? talent for the future? implement HR best practice
Facebook 1 Facebook 2 Facebook 3
Message HeRo to fill skills gaps Hire the best – HeRo HeRo [20-char bit.ly URL]
body (45ch) [20-char bit.ly URL] [20-char bit.ly URL] recruiting process
Image caption [IMAGE] [IMAGE] [IMAGE]
(8-10 words) How will you beat your How will you find the best Save time, money and View Facebook example
competitors to the best recruits? talent for the future? implement HR best practice
Value Proposition Check-list Digital Marketing Check-list Social Selling Check-list
Execution & Results Dashboard

A. Sales & Marketing execution plan & checkpoints

Demand Generation 8 Weeks campaign
Week #1 Week #1 Week #2 Week #2 Week #3 Week #3-6 Week #7 Week #7 Week #8
ROI
Sales & Value Packaged Sales & Digital Digital Pipeline measureme Marketing
Marketing proposition solution Marketing campaign campaign review nt plan fine
readiness & Marketing campaign alignment kick-off. execution tuning
Plan ready
Training Value Prop. Collaterals Marketing & PointDrive / Social Prospect list Results VS Marketing
passed and ready & 3-6 ready, VA Sales VA Selling & created, Plan review Plan
LISN + month Social campaign alignment in Campaign Digital pipeline (Pipeline & adjusted,
PointDrive and Digital ready, to-do-list, live, first marketing uploaded to Revenue) start-over.
setup Marketing PointDrive responsibiliti comms. sent weekly plan system Maturity SS
plan defined ready es and KPIs to market reviews assessment
Readiness Launch Digital Campaign Nurturing & KPI review

Get partner ready with all resources, Build Pipeline. On-going execution with Report Pipeline build. Nurturing process
knowledge, processes and tools needed to weekly checklist reviews. starts with cold leads, first campaign ROI
market packaged solutions. measurement.
1|2
SAP Qualified Partner-Packaged Solutions

Partner suggested prerequisites
1.
Attending Social Selling training (advanced
level+ PointDrive)
At least 1 marketing and 1 sales person

2. attending each review session. Management
sponsorship.
3. LinkedIn Sales Navigator (sales) and Virtual

Agency (marketing) access ready.
4. Packaged solution and all campaign assets

ready with Value Proposition crafted
2|2
Content Checklist Partner Value Proposition (1)

Area Talk Status
Audience/Segmentation Audience/Segmentation XX%
Target industry, customer size, proposition area, decision making unit
Is the value proposition focused for the ideal customer profile and build relevance with target
Target industry, audience by demonstrating an understanding of;
customer size,
•  The top 2-3 customer jobs to be done
proposition area,
•  The top 2-3 customer pains
decision making unit
•  The top 2-3 gains a customer is hoping to experience
NOTE: Determines the key questions that prospects want to answer at early stage of buying
journey
NOTE: You can create a customer journey map to understand what questions need to be
answered in which stage of the buyer journey.
Does the value proposition explain what business outcomes will be delivered related to the
customer insight above. (e.g. cost savings, increased productivity, operational efficiencies).
NOTE: These must be industry/market specific otherwise they are too generic and if
possible make quantifiable
Does the value proposition explain how business outcomes will be realised? For example;
•  Approach (e.g. methodology) that shows focus/experience in target market
•  Accelerators and/or IP
•  Technology innovations (presented effectively to a business audience)
NOTE: These should be presented clearly in terminology right for the target audience –
business focused messaging with very minimal/if any product reference
1|2
Content Checklist Partner Value Proposition (2)

Area Talk Status
Customer Belief Does the value proposition demonstrate evidence to enable the customer to believe that
they will experience the value?
•  Customer logos or testimonials
•  Third party evidence
•  Partner experience and domain expertise
NOTE: It is recognised that there will not always be customer testimonials that can be
used by the Partner – this is something which needs to be worked on in parallel to the plan
to create new advocacy for use as soon as it is available. Recommend in this case in using
SAP WW references and/or taking a more holistic message (e.g. Working with 3 of the
leading UK Insurers or nearly 20% of Wholesale Distributors in the market). This does not
then have to be for the specific proposition but showcases domain and industry expertise.
Consumable
Is the value proposition being articulated and communicated effectively?
•  In the “vehicle" in which it is being used (e.g. landing page or as an elevator pitch in
sales discussions)
•  Communicated to sales teams
•  Communicated to relevant SAP sellers
2|2
Content Checklist Partner Digital Marketing Plan (1)

Area Talk Status
Timeline/Structure Is there an overall 3-6 month (digital) marketing plan in place
•  Defined objectives + goals (qualified opportunities and nurture pipeline)
Target Audience Defined target audience profile - target accounts and audience
•  List of target accounts
•  Defined target audience – (Persona, e.g. CFO, CMO, CIO)
•  Alignment with SAP GB account list
Execution Are all the elements in place to ensure effective execution

•  Owners (for each element/activity)
•  Allocated budget
•  Milestones/cadence against activity progress and results
Sales Alignment Is there sales engagement and alignment with the overall marketing plan
•  Social selling engagement/alignment to all activities
•  Handoff process to sales
•  SAP Sales Executive alignment (to amplify plan)
Landing Page (it can Focused landing page to market to engage audience + maximize conversion
be PointDrive or VA) •  2 x strong call to action
•  To capture prospects ready to engage 1:1 now.
•  To capture prospect details for follow up nurture activity
•  Target market value proposition message (see previous slide)
•  Easy to read (light on text, use of graphics and industry related imagery)
•  Strong industry relevant heading (questions work well to engage a reader)
•  Customer testimonials (or other evidence)
1|2

Area Talk Status
Driving Traffic Check that enough activities and elements are in place to drive traffic to the landing page.
Potential to include (needs to be what is relevant to market);
•  PPC/LinkedIn ads
•  Content placement (where target audiences “hang out” – online/offline)
•  Focused email (+ signatures)
•  Social Selling
NOTE: You can build a customer audience map to understand where your prospects go for
information –especially in the early stages of the buying cycle
Content Ensure that there is a solid plan in place for nurturing prospects and building trust through
the customer buying journey
•  Are the content themes (3-4) clear?
•  Is the content map and editorial calendar ready (creation + schedule)
•  Is the ratio of thought leadership/selling content right? (NB. Best practice = 8:1)
•  Are the assets being created and planned in for execution?
•  Is there a clear plan on where content is being sourced from (owners)
•  Maximise value of content syndication tools through SAP (e.g. Grapevine)
2|3

Area Talk Status
Outbound Ensure that there are regular outbound activities to pull in from the overall target market
and also the prospect “pool” that is being nurtured through content – for example;
Marketing
•  Regular outbound activities for a more 1:few engagement model (e.g. webinars,
Activities events, roundtables)
•  Call to action from these activities to drive to a 1:1 engagement model (handoff to
sales) – will effectively be an “exploratory sales session” but should be positioned as
something valuable for a prospect (e.g. assessment, audit or opportunity to understand
the path to successful business outcomes that peers have experienced in their target
market etc..)
Reporting KPI’s in place to measure results

Cadence process
Stakeholder
3|3
Checklist Social Selling Plan (1)

Area Talk Status
SOCIAL MEDIA This is about outbound activities, it is about 1:1 business relationships using digital means.
RESOURCES Does ALL your SALES team is already social selling?
ENABLEMENT Have you attended to the Social Selling Training? (basic and advanced level)

Did you receive your Linkedin Sales Navigator and Grapevine6 licenses as part of
SAP program? (based on availability)
Applied all Social branding best practices to your profile? (Professional photo, compelling
LINKEDIN PROFILE AND headline, customized URL, included in signature, relevant skills & expertise, successes
PERSONAL BRAND and achievements, endorsements etc.) Goal: Get an "ALL STAR" profile in LinkedIn?

Have you optimized your LinkedIn profile to showcase how you can help the buyer?
(include your Value Proposition at your profile)
SOCIAL SELLING FIRST
BENCHMARK What is your Social Selling Index? Goal: have 65% or above

Have you created a qualified prospect list with LinkedIn’s Advanced Search?
Goal: list of leads relevant to your business
Joined a LinkedIn Group that your buyer participates in to promote your campaign?

Reached out to people who have viewed your profile?
Targeted the right industries, regions, company sizes and job titles?

Try to connect with at least one new prospect every day. If you have a connection in common,
ask for an introduction. (Always send personalized messages with your connection requests).
UNDERSTAND YOUR
PROSPECTS, SOCIAL Have you tracked what your prospect and prospect’s company is sharing on LinkedIn
LISTENING and do you understand individual needs and motivations of the buyer in your outreach?
Identified colleagues who’ve worked with your prospect and can provide insight into

his or her needs? Or refer you to him or her?
1|3

Area Talk Status
ACT TO CLOSE Have you goRen a warm introduc9on from a colleague to your “ideal" prospects? (teamlink)
DEALS (Inmail +
Sent a personalized InMail to break the ice? (Apply BASHO in each message)
PointDrive)

Addressed the ques9ons that buyers frequently ask? (is it aligned with your Value Proposi9on?)

Used PointDrive to invite your prospects to learn more about how you can help them by visi9ng
your presenta9ons?

Contacted and/or engaged with 1-3 new buyers that you’ve profiled? Ask for a call or face to face
mee9ng when the 9me comes, use BASHO as your main technique to create compelling messages.
NURTURE YOUR Share / schedule one piece of content in your Social Media, use Grapevine6 or EOS. This can be an
LEADS (PointDrive) ar9cle, infographic, image, video, or quote

*** On going activities to
Share your opinion, ask a ques9on, or share a per9nent quote from the ar9cle.
evolve your connections in

a frequency of 2-3 times
Reengage 1-3 buyers you’ve previously aRempted to engage with fresh content, use PointDrive to
per week
share your help

“Like” two or three pieces of content shared by your prospects. Your likes will appear in others’
feeds, be careful to stagger your likes

Contact, respond to those who engaged with your posts.

If somebody liked or commented on something you shared, make sure to engage back when
appropriate.
2|3

Area Talk Status
ACT TO CLOSE Have you goRen a warm introduc9on from a colleague to your “ideal" prospects? (teamlink)
DEALS (Inmail +
Sent a personalized InMail to break the ice? (Apply BASHO in each message)
PointDrive)

Addressed the ques9ons that buyers frequently ask? (is it aligned with your Value Proposi9on?)

Used PointDrive to invite your prospects to learn more about how you can help them by visi9ng
your presenta9ons?

Contacted and/or engaged with 1-3 new buyers that you’ve profiled? Ask for a call or face to face
mee9ng when the 9me comes, use BASHO as your main technique to create compelling messages.
NURTURE YOUR Share / schedule one piece of content in your Social Media, use Grapevine6 or EOS. This can be an
LEADS (PointDrive) ar9cle, infographic, image, video, or quote

*** On going activities to
Share your opinion, ask a ques9on, or share a per9nent quote from the ar9cle.
evolve your connections in

a frequency of 2-3 times
Reengage 1-3 buyers you’ve previously aRempted to engage with fresh content, use PointDrive to
per week
share your help

“Like” two or three pieces of content shared by your prospects. Your likes will appear in others’
feeds, be careful to stagger your likes

Contact, respond to those who engaged with your posts.

If somebody liked or commented on something you shared, make sure to engage back when
appropriate.
3|3
LinkedIn PointDrive SAP Virtual Agency Grapevine6 Regional Marketing Support
How Can We Help Further?

LinkedIn PointDrive
Partner Led Campaigns Visible in Team Presentations
Analytics SAP SuccessFactors
SAP Hybrid Analytics - Analytics Cloud, Hybrid Upsell DG Campaign SAP SuccessFactors Employee Central & SAP Jam-
SAP Analytics - Become an Insights Driven Business Transform your Core HR for Business Success, Co Spanish, Br Portuguese
SAP Analytics Cloud - End to End Decision Making for Your Business IDC Digital HR Transformation Roadmaps- SAP SuccessFactors , Co Spanish
SAP Analytics - Powering Intelligent Finance
SAP HR Social Media Partner Campaign Kit- SAP SuccessFactors
SAP Analytics Webinar Series
SAP Profitability and Performance Management - DG Kit SAP SuccessFactors HR SME Umbrella Campaign- SAP SuccessFactors
Upgrade2Success. Migrate your HR On-prem customers to the Cloud with SAP SuccessFactors
SAP Ariba Snap
SAP Ariba Snap – Demand Generation & Awareness Campaign – IT Audience
SAP Ariba Snap – Demand Generation & Awareness Campaign – Finance Audience SME Industry Campaigns
SAP Ariba Snap – Demand Generation & Awareness Campaign – Procurement Audience New Trends in Digital Transformation for SMEs
SAP Ariba Snap – Demand Generation & Awareness Campaign – New Trends in Digital Transformation for SME Wholesale Distribution Companies
Business Owner Audience New Trends in Digital Transformation for SME Manufacturing Firms
New Trends in Digital Transformation for SME Retailers
SAP Database and Data Management New Trends in Digital Transformation for SME Financial Services Companies
SAP DDM- SAP Data Hub DG Campaign
New Trends in Digital Transformation for SME Consumer Product Companies
SAP DDM- GDPR Campaign
SAP DDM- HANA Edge Campaign New Trends in Digital Transformation for SME Professional Services
SAP DDM- Big Data Warehouse Campaign New Trends in Digital Transformation for SME Technology Firms
SAP DDM- HANA Data Management Suite Campaign
SAP DDM- Digital Platform Campaign SAP Customer Experience Campaigns
SAP Commerce Cloud for Midsize Companies
Cloud ERP
SAP Marketing Cloud
Cloud ERP for Midsize Companies (Awareness)
Cloud ERP for Midsize Companies (Consideration)
Join the S/4HANA MOVEMENT (Interest-Touch 1) Cloud Platform
Join the S/4HANA MOVEMENT - Interest S/4HANA SAP Cloud Platform- Digital Experience Campaign
Join the S/4HANA MOVEMENT - Interest S/4HANA Cloud Innovate Faster for S/4HANA with SAP Cloud Platform
Innovate Faster for SAP SuccessFactors with SAP Cloud Platform
SAP Business ByDesign
SAP Business ByDesign Intelligent Cloud ERP
SAP Business ByDesign Momentum Campaign
SAP Business ByDesign Momentum Campaign- Professional Services
SAP Business ByDesign Choosing a Cloud ERP
How to get PointDrive?

SAP Virtual Agency | Digital Marketing

Your demand management platform offering marketing planning,
execution and management services and support
Resource Integrated Web New Social Event

Center Campaigns Syndication Syndication Module
Leverage the Social, digital and Deliver search engine Amplify your Deliver professional
resources to support email campaign optimized solution campaigns with event invites and
your inbound and templates combine content to your scheduled social messages to your
outbound sales and to create an website to increase posts, tweets and prospect and
marketing tactics effective campaign viewing and return blogs to deliver customer including
for prospects and rate stronger results digital registration
customers (4Q 2018) pages
www.sapvirtualagency.com
Powerful Content Sharing tools

Setup your tool and share content
Grapevine6 is an enterprise social and digital sales engagement platform.
Powerful, personalized content that allows your sales force to start valuable conversations and build trusted
relationships with the right buyers.
1 Menu 2 Content by stream 3 Content “equalizer”
4 Post Scheduler
5 Curated Conent
6 Post creator
How to get Grapevine6?


EMEA&MEE LATINAMERICA NORTH AMERICA
Regional Marketing Support


Competence Center MSBs MSBs cont.
Deliver via the EMEA & MEE MSB CC

The Marketing Service Bureau Competence Center (MSB CC) is an
SAP-certified center of marketing excellence that’s able to provide advice and
support on any marketing issue, and anything contained within this user guide.
Introduction video
It also offers a wide range of marketing
products, services and strategies
as off-the-shelf, easy-to-understand
offers that SAP partners can buy and
deliver quickly, and with the minimum
of hassle.
View MSB CC
View now

Other EMEA and MEE SAP-Certified

Marketing Services Bureaux
Africa Switzerland A complete and fully up-to-date list of
Fizz Marketing www.fizzmarketing.co.za TK Kommunikation www.tkkommunikation.ch
all MSBs is maintained at:
HM Suite www.hmsuite.co.z a
VAR Marketing Managemen www.varonline.com
Serbia
Conference Republic www.conferencerepublic.com
BeLux
Cybion www.cybion.be
Israel
GroepArthur www.groeparthur.be XtraMile www.xtra-mile.co.il
France Italy
Aressy www.aressy.com ServicePro www.servicepro.it
Exponentiel www.exponentiel.tv
Indexel www.indexel.com
ND Conseil View list
www.ndconseil.fr MNA
OnChannel France www.expandigroup.com Spellbound www.spellboundme.com
Big Bold Thinkers www.bbtme.com
Greece
Unlimited Creativity www.unlimitedcs.gr Netherlands
Baggr www.baggr.nl
Consider it Done (CID) www.c-i-d.nl
Germany
www.ajando.com FactorTachtig www.factortachtig.nl
Ajando
HSP
www.hsp.nl

Other EMEA and MEE SAP-Certified

Marketing Services Bureaux
A complete and fully up-to-date list of
Nordics all MSBs is maintained at:
OnChannel Nordics www.expandigroup.com UK
Bluefish www.bluefish.uk.com
Portugal Poland
Blending www.blending.com.pt
ComCom www.comcom.pl
Cheesecake www.cheesecake.pt
Regional MSB
Anthony Groves Design Ltd (AGD) www.agdltd.com
Spain
The Profiling Labs www.theprofilinglabs.co.uk
Tasman www.tasman.es Aberdeen Group www.aberdeen.com
KORBusiness www.korbusiness.com Nytro Marketing www.nytromarketing.com
Tasman www.tasman.es View list
Turkey
Konak Medya www.konakmedya.com
NextBigThing (NBT) www.nbtdigital.com
Olmadik Projeler www.olmadikprojeler.com
Z Takimi www.ztakimi.com
Delano (NEW) www.delano.com.tr

SAP Support SAP Support cont.
LATINAMERICA (LAC) Demand Gen Support

Español y Portugués
Promoción en sap.com Generación de Demanda Colaboración con SAP Demanda Digital Directa
Digital Indirecta
Partner Solution Finder •  Con DDEs, CSEs •  Promoción Social Orgánica
•  Social Selling a través de las redes
•  Resumen ejecutivo de la •  Percipience & Point Drive:
sociales de SAP
solución •  Point Drive Campañas SAP LED Demo
•  Paid Media (TBC)
•  Video •  Campaña PLDG en VA
•  Package4Growth
•  Servicio de Desarrollo de
Contenidos de la Sol. •  Webinars On24
Paquetizada •  telemarketing
•  Historias de éxito & Blogs

SAP Support SAP Support cont.
LATINAMERICA (LAC) Demand Gen Support

Español y Portugués
Perfecciones la rotación Otros servicios disponibles:

de inventarios
ü  Social Selling para Partners: LSN +
Point Drive
ü  Package4Growth
ü  Customer Reference Program
ü  Programa de Desarrollo de Contenidos

de la Sol. Paquetizada
ü  Marketing Ebook
sap.com
Twitter
Facebook
ü  E-mail en Virtual Agency

ü  E-mail en Percipience

MSB Post-Certification Pre-Certification
NORTH AMERICA (NA) Demand Gen Support
YOU’RE SAP CERTIFIED, NOW WHAT?
ü  Build Demand for your Solution

ü  Target New and Niche Verticals
ü  Create a Powerful Digital Presence
ü  Accelerate Business Results
We contribute to your success with targeted, customer-centric

and consistent marketing to drive demand to your solutions.
Start small with these tools and continue to drive with good
strategy and prolonged duration execution.
Elevate Your Brand with World-Class Marketing Materials

844-482-4769 | hello@marketopia.com

Post - Certification Packages
Social Media Microsite
3-month Social Media Program Microsites are used for a specific task like promoting a product,
project, or campaign. Increased awareness, more focused
•  This program is ideal for partners looking to connect with a content, and search acceleration are just some of the benefits.
new target audience or dip their toes into social. Social Add in an email campaign and digital ad spend guided by good
platform advertising is a proven demand generation tactic for strategy, and this is what winning demand generation looks like.
net new names as you are reaching buyers earlier in their
solution and product research.
Digital Jumpstart Partner Benefits Catalog
•  This program is ideal for partners that want to increase brand
awareness via social channels and expand their reach to the
target audience. Social platform advertising is a proven https://partnerbenefitscatalog.sap.com/search/?text=marketopia
demand generation tactic for net new names as you are
reaching buyers earlier in their solution and product research.
Marketopia
Linda.athans@marketopia.com

Pre - Certification Packages
Assets Video
Battle Card or Fact Sheet Microsites are used for a specific task like promoting a product,
project, or campaign. Increased awareness, more focused
•  Custom Content & Design. Initial direction to be provided by
content, and search acceleration are just some of the benefits.
partner. Includes 2 hours of content creation, 6 hours of
Add in an email campaign and digital ad spend guided by good
design by Marketopia. Includes 2 rounds of review.
strategy, and this is what winning demand generation looks like.
Info Piece
•  4 pages - Intro Page, Value Prop Page, Package info page,
pricing page with contact details.
Social Media
Blog Series
•  Custom content to be created by the Marketopia team that 35 Posts
focuses on your solution, industry, and role. Existing
messaging and assets will be used as a base. •  Custom content to be created by the Marketopia team that
Infographic or eGuide messaging and assets will be used as a base.
•  Custom content to be created by the Marketopia team that 3-Month Social Program
messaging and assets will be used as a base. Partner will •  2 Ads with a landing page, $1K ad spend per month, and 60
pick an option. 2 hours of content creation and 5 hours of Social Media Posts on Twitter, LinkedIn, and Facebook
design by Marketopia. Includes 2 rounds of review.
www.sap.com/
contactsap
© 2019 SAP SE or an SAP affiliate company. All rights reserved.
No part of this publication may be reproduced or transmitted in any

form or for any purpose without the express permission of SAP SE
or an SAP affiliate company.
The information contained herein may be changed without prior

notice. Some software products marketed by SAP SE and its
distributors contain proprietary software components of other
software vendors. National product specifications may vary.
These materials are provided by SAP SE or an SAP affiliate company for

informational purposes only, without representation or warranty of any
kind, and SAP or its affiliated companies shall not be liable for errors or
omissions with respect to the materials. The only warranties for SAP or
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In particular, SAP SE or its affiliated companies have no obligation

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SAP Qualified Partner-Packaged Solutions

Packaged Solution: A collection of replicable software customizations/configurations, tools, documentation, scripts,

• More new customers, larger customer base, higher company value

• Faster Time to Value

Set up and go to market faster with Your

Master service Package internal Package external Customer-facing

Customer- Launch Six

SAP Value Proposition Execution & Results tracker Dashboard

Create your Marketing Assets Value Proposition Check-list

Produce Package Fact Sheet (Internal PPT) Digital Marketing Check-list

Internal Battlecards Social Selling Check-list

Write Package One-Pager (External PDF) Extra Help

Create Customer-Facing PointDrive ready to go campaigns

Produce Customer-Facing Video Social Sharing: Grapevine6

Compose Launch E-mail (EDM) Regional Marketing Support

Sales & Marketing

Sales & Marketing execution plan & checkpoints

Readiness Launch Digital Campaign Nurturing & KPI review

Readiness: Sales & Marketing

Define Your Audiences and Value Propositions

So, ﬁrst question:

And it could be that there are various diﬀerent

Benefits Writing Service Description SAP Formula

Define Your Audiences

Benefits Writing Service Description SAP Formula

Define Your Audiences and Value Propositions

So, ﬁrst question:

And it could be that there are various diﬀerent

Benefits Writing Service Description SAP Formula

Benefits Writing Service Description SAP Formula

Lead with Benefits, Then Explain the

Benefits Writing Service Description SAP Formula

Benefits Writing Service Description SAP Formula

Benefits Writing Service Description SAP Formula

SAP Value Proposition

Produce Package Fact Sheet

Write Package One-Pager

• Strong introductory paragraph that introduces • The beneﬁts of your solution

your Qualiﬁed Partner-Packaged Solution, sets out its compared to competitors’

Additional beneﬁts if there’s

• Paragraph on each of your three beneﬁts,

space and if you want to appeal

expanding on how your solution will deliver them.

• Strong call to action, where you tell the reader

what to do next, whether that’s calling you or visiting

• Bulleted beneﬁts summary.

You must recognise that your reader might stop reading at

any point. It is therefore essential that you put the most

important information ﬁrst.

Create Customer - Facing Presentation

Produce Customer - Facing Video

5 Tips to Create Your Video

Compose Launch E-mail (EDM)

Produce Content for Web Landing

LinkedIn and PointDrive LinkedIn Posts Twitter and Facebook

Sales roles: Digital and

LinkedIn and PointDrive LinkedIn Posts Twitter and Facebook

Digital and Social Selling

The most disruptive thing in the Market

LinkedIn and PointDrive LinkedIn Posts Twitter and Facebook

Digital and Social Selling

LinkedIn and PointDrive LinkedIn Posts Twitter and Facebook

•  More new customers, larger customer base, higher company value

•  Faster Time to Value

•  Strong introductory paragraph that introduces •  The beneﬁts of your solution

•  Paragraph on each of your three beneﬁts,

•  Strong call to action, where you tell the reader

•  Bulleted beneﬁts summary.

•  Again, as per your e-mail, use the body of the message

•  Get right to the point. Use a chatty, personal and polite

•  Keep the total word count to 150-200 and break up your