B ai o_bi_usp_greece

Business All-in-One & Business UserUnique Selling Propositions

What makes your offering unique?

Greece Sales Efficiency Camp

March 2 – 4, 2011Athens

Objectives & Benefits

Objectives

Identify unique selling propositions and differ them from general ones

Name and understand the key differentiators of SAP‘s Business All-in-One offering

Identify and understand your own unique differentiators

Know how to position and communicate your USPs

Benefits

Gain competitive advantage in your sales cycle

Strengthen your position in the market

Be more successful in customer acquisition

Better sell yourself and your solutions

© SAP & PDAgroup 2010/ Page 2

Unique selling proposition (points) – a definition

The 3 Elements of a real USP:

1. Each advertisement must make a proposition to the consumer. Not just words, not just product puffery, not just show-window advertising. Each advertisement must say to each reader: "Buy this product, and you will get this specific benefit."

2. The proposition must be one that the competition either cannot, or does not, offer. It must be unique—either a uniqueness of the brand or a claim not otherwise made in that particular field of advertising.

3. The proposition must be so strong that it can move the mass millions, i.e., pull over new customers to your product.

(Rosser Reeves)

Source: http://en.wikipedia.org


http://en.wikipedia.org/

SAP All-in-One Baseline & Best Practice Unique Selling Points

The Top 6 USPs for SAP Business All-in-One packed solution with Best Practices

Internationalization Language, currency, legal aspects, accounting standards and local availability

of the software product

Integrated functionality Huge core ERP and industry functionality build in

A real “Ready to use” SME solution This packaged solution contains input and knowledge from various industries

(Best Practice) with preconfigured processes

SAP is the worldwide leader in ERP Business State of the art product, > 35 years of experience, >12 million users, customer

references, stable market situation

Fix Price Offering Based on Solution Configurator a defined scope can be offered for a fixed

price incl. project

Migration path


SAP All-in-One Baseline & Best Practice Unique Selling Points

So what?

What is the benefit to the customer of each USP?

Is it really unique?

Is it strong enough to win?


USPs and the related Customer & Business Benefits

Internationalization Customer CFO is on the save side

- fulfill all legal requirements and international standards (SOX)

- save costs for company consolidation, training & documentation

- higher acceptance at market partners and end users

Supports customer growth strategy

- SAP system supports additional locations (global deployment)

- reduce costs for operation and maintenance (centralized system)

- global partner network



Integrated Functionality SAP ERP core functionality covers 80% of the average customer

business processes

- use core industry functionality for Trade, Manufacturing and Services

- reduce other software solution from other vendors

Higher efficiency and transparency of company processes

- supports operational and strategic decisions -> know your company !

- reduce administrative work

Less number of interfaces

- reduce failures

- reduce costs



Ready to use SME solution SAP knows your industry

- benefit from SAP industry knowledge ( >13 Mio users)

- save costs with faster & smooth Implementation

- higher efficiency of processes ( SAP Best Practices )

- availability of local SAP partners with industry know how

- SAP system supports all relevant IT standards



SAP is the No 1 in ERP Business C-level decision makers make a save decision

- SAP is stable company with a unique history and strong financial basis

- enhance company value ( intangibles)

- SAP has shown a clear strategy to invest into the SME market

- SAP is the ERP market leader

- higher acceptance at stakeholders

Invest in the right product

- benefit from the cutting edge technology and available industry solutions

- benefit from SAP long term R&D investment and maintenance strategy



Fix price offering What you see is what you get (buy)

- defined scope of the solution supports transparent costs

- scope of the “SAP Solution Configurator” will be executed

- low risk for missing functionality and processes

- low implementation costs for cutting edge solution

- save cost for follow up trainings



Migration path SAP has a clear lifecycle strategy

- transparency of the investment over years

- SAP guarantees stable product migration path

- customer knows how long it will be supported

- SAP is a reliable partner for save investments

- lower the cost for change projects (no new implementations)


USPs - Summary

In order to be able to speak of „true“ USPs,

U niqueness

S trength and

P ay-off (value)

must be in place!

Objectives & Benefits

Objectives

Identify unique selling propositions and differ them from general ones

Name and understand the key differentiators of SAP‘s Business All-in-One offering

Identify and understand your own unique differentiators

Know how to position and communicate your USPs

Benefits

Gain competitive advantage in your sales cycle

Strengthen your position in the market

Be more successful in customer acquisition

Better sell yourself and your solutions by selling benefits to the customers


Business All-in-OneUnique Selling Propositions

What makes our offering unique?

Documents

B ai o_bi_usp_greece