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ROLLERCOASTER PIPELINE

Why do SAP Partners struggle consistent Demand Generation?

Many SAP Partners rely on personal networks and word-of-mouth marketing to get new projects. While this works well, especially in our trust-based business, the dependency on a few people or customers' behavior is too high. As soon as efforts in Demand Generation decline due to other important tasks, the lead flow and SAP pipeline dry up.

Transition to Digital Leads

With a shift towards digital, self-service purchasing behavior, partners struggle to adapt to generate leads online effectively. The focus is still on singular events with Customers & SAP, and even the follow-up after such events happen manually

WRONG OFFER
& Intense Competition

The market is crowded, so unique and effective GTM strategies are essential to stand out. When every SAP Partner offers the same solutions, they become commoditized, and price becomes the only differentiator.

Resource Constraints

Limited budgets and resources necessitate efficient marketing strategies that ensure a return on investment. Automation is key.

Personalization Needs

Crafting personalized, data-driven campaigns is essential to engage potential customers and build relationships along the Customer Value Journey

Wrong Messaging

Most marketing messaging is about the partners' capabilities and the solutions they sell. That does not resonate with prospects.

Leveraging AI

Utilizing AI tools can enhance demand-generation efforts by providing insights and optimizing strategies

How can SAP partners effectively transition to a
consistent digital lead and demand generation?

SAP partners can transition effectively to digital leads and demand generation by adopting several strategies:

1. Utilize SAP Partner Programs: Leverage SAP’s partner marketing programs, which offer tools and resources for co-marketing initiatives, joint campaigns, and content creation to resonate with target audiences.

2. Adopt Multi-Channel Marketing: Implement a diverse marketing approach using digital advertising, SEO, social media, and email marketing to capture and nurture leads.

3. Optimize Inbound Marketing: Ensure your website is optimized for lead generation by providing valuable content and easy access to contact information.

4. Leverage AI and Automation: Use AI-driven tools like Robotic Marketer for data-driven insights and marketing automation to enhance strategy and personalize customer experiences.

STRATEGY - Define your GTM initiative

Define your niche target market & dream customer (ICP).

Build your Sales Play with a Persona-based Value Proposition.
Refine your R2R Sales Play with insights from SAP (SP 2.0).

Find your dream customer- segments in your target market.

SERVE - Define Your OFFERS

Define Your Offer Ladder: Build an effective Lead process, offering valuable assets and services along the prospect's journey.

Define your final OFFER in a way that is perceived as a "new Opportunity" - find out why this is important.