SAP FRANCE
ISV PARTNERSHIP ENGAGEMENT

SAP FRANCE
ISV PARTNERSHIP ENGAGEMENT

SAP

SAP was founded in 1972 in Walldorf, Germany and has offices around the world. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market-leader in end-to-end enterprise application software, database, analytics, intelligent technologies, and experience management.

Challenge

The SAP French OEM team tasked us with finding new partners that would benefit from including SAP’s B1 solution to enhance their current offering. They had tried a similar campaign with another agency a few months previously but had been disappointed with the data that they received, particularly the companies that had been profiled as targets. We would need to completely rebuild this dataset and ensure that it matched the team’s stringent criteria.

Goals

THE SOLUTION

Target
Account Profiling

Our team got straight to work on the target accounts, looking to identify relevant companies that would fit the criteria set out by SAP. The parameters were relatively strict, as the companies needed to surpass a specific revenue and employee threshold. They would also need to be active in the SME space, building and selling IP that would make adding B1 a viable option. The last piece of the puzzle was a list of companies already known by SAP that we would need to exclude from our search, ensuring that they would receive nothing but fresh, useful and accurate data.

Multi-Channel
Outreach

After completing the data build we consulted with the OEM team to qualify the final data set, ensuring that it was in line with their expectations. We then began a two-pronged outreach campaign, which would be centred around social outreach but with telemarketing used to supplement this when necessary. The messaging, crafted in collaboration with the client, would be personalised and conversational, aiming to begin a genuine dialogue rather than merely bombarding the prospect with unsolicited marketing collateral.

Qualify Prospects

Once we had established interest with a prospect, there would be one final process to go through in order to ensure that they were a relevant fit for SAP. A call would be arranged between the prospect and a member of our team to discuss the proposals in more depth. This would give the prospect a more complete overview of the solution and its benefits to them, but more importantly it would allow us to do a deeper dive into the prospect and their strategy, and definitively qualify them as a relevant lead. Only once this process had been completed would the final lead be sent on to SAP for them to take the next steps.

tpl digital france isv profiling 2 1
Target
Account Profiling

Our team got straight to work on the target accounts, looking to identify relevant companies that would fit the criteria set out by SAP. The parameters were relatively strict, as the companies needed to surpass a specific revenue  and employee threshold.

They would also need to be active in the SME space, building and selling IP that would make adding B1 a viable option. The last piece of the puzzle was a list of companies already known by SAP that we would need to exclude from our search, ensuring that they would receive nothing but fresh, useful and accurate data.

Multi-Channel
Outreach

After completing the data build we consulted with the OEM team to qualify the final data set, ensuring that it was in line with their expectations. We then began a two-pronged outreach campaign, which would be centred around social outreach but with telemarketing used to supplement this when necessary. The messaging, crafted in collaboration with the client, would be personalised and conversational, aiming to begin a genuine dialogue rather than merely bombarding the prospect with unsolicited marketing collateral.

tpl digital sap france outreach
tpl digital qualified suspect sap france
Qualify Prospects

Once we had established interest with a prospect, there would be one final process to go through in order to ensure that they were a relevant fit for SAP. A call would be arranged between the prospect and a member of our team to discuss the proposals in more depth. This would give the prospect a more complete overview of the solution and its benefits to them, but more importantly it would allow us to do a deeper dive into the prospect and their strategy, and definitively qualify them as a relevant lead. Only once this process had been completed would the final lead be sent on to SAP for them to take the next steps.

THE RESULTS

1

PARTNERSHIP

11

MEETINGS GENERATED

MULTIPLE

LONG-TERM OPPORTUNITIES

Together, we can deliver channel excellence