Marpas-Hills Expert consultants in personal and professional development with a successful story of +10 years providing training and consulting services to SAP and SAP Partners
and
The Value Search Team (TVST) A global value management consulting firm with +15 years supporting leading software vendors to scale value selling practices and build/operate value realization teams (https://valuesearchteam.com )
joined forces to
Launch and deliver a complete service offering aimed at SAP Partners to scale value-selling capabilities and build value realization practices that boost sales success and ensure long-lasting relationships with their customers.
Value Management Services overview within the sales cycle for SAP Partners
Pre-sales
VALUE SELLING
Discover
Demand Generation
Starter Outside-In
A presentation of the potential economic value impact of a SAP solution for a customer.
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Full Outside-In
A presentation with a customized analysis of the strategic and economic value impact of a SAP solution for a specific customer.
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Select
Deal Closure
TCO Analysis
A customized analysis of the IT net cost differentials of transitioning to a new SAP solution.
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Business Case
A business case that justifies SAP investment by assessing benefits, costs, and value-creation objectives to accelerate the customer decision.
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Post-sales
VALUE REALIZATION
Adopt
Derive
Extend
Realize customer value and expand account value
Hands-on
A holistic 16-hours Value Realization Course that empowers your team to help customers achieve their desired business outcomes, including Quantitative, Qualitative, Contextual Analysis, VR Storytelling, and practical exercises.
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Advanced Coaching
Coaching sessions designed to guide you in kicking off Value Realization with your first customer. This on-the-job support includes an initial business case and user research plan, with assistance after 3 and 6 months for value tracking, assessment, and VR report delivery.
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Value Management
ONBOARDING
Today Value Selling and Value Realization are more connected than ever before. It is essential to assess and communicate the economic and strategic value of an SAP offering during the sales process (Value Selling), but in a “cloud–driven world” we also need to systematically track and demonstrate the realization of the “value promise” after the go-live (Value Realization).
What we offer
A 6-hour, two-module course (3 hours per day) designed for SAP pre- and post-sales teams.
This course provides a comprehensive overview of Value Selling and Value Realization concepts and resources.
Pre-sales
Day 1 – VALUE SELLING 3h
Topics Covered:
- Value selling (VS) in a “Cloud World”
- What to expect from leveraging VS
- VS collateral for the different sales scenarios
- The value storytelling
- End-to-End Value Management: From Value Selling to Value Realisation (VR)
- VS services available for SAP Partners
Post-sales
Day 2 – VALUE REALIZATION 3h
Topics Covered:
- Bridging the gap between VS and VR
- Elevating Customer Success through VR
- Unleashing the Potential of VR
- Understanding the story behind the numbers: a holistic approach to VR
- Crafting compelling VR Storytelling
- Implementing and running a VR practice at your organization
What you get
Your pre- and post-sales teams will gain an end-to-end understanding of the Value Management process for success in a “Cloud World.” They’ll learn the tools and practices for scalable VS and VR, driving better customer retention, satisfaction, shorter sales cycles, higher win rates and more cross/up-selling opportunities.
Value SELLING
Starter Outside-in
A Starter Outside-In is a semi-customized presentation, using off-the-shelf templates, showing a general view of the potential economic value impact of an SAP solution for the customer, built with publicly available information, SAP and general benchmarks. It is used as a demand generation document, with the objective of creating an interest in the customer to start a conversation, by showing the potential value the customer can achieve with SAP solutions.
This service offering is aimed at Partners who need to deliver a Starter Outside-In presentation but lack the resources, the time or the expertise to produce the analysis and corresponding sales collateral.
What we offer
Starter Outside-in PPT production, delivered under a 3-day SLA, leveraging SAP VLM tool, benchmarks and publicly available information, including a 1-hour coaching session with our consultants.
Production of a semi-customized Starter Outside-In document for the target customer of the SAP Partner, leveraging the SAP VLM benchmarks, and pre-existing off-the-shelf templates, within an SLA of 3 working days.
One hour de-brief and discussion session with the Partner, to ensure full understanding of the contents.
What you get
A semi-customized presentation highlighting the potential economic value of an SAP solution. It helps partners to generate demand, qualify best opportunities, and accelerate decision-making for further engagement.
Value SELLING
Full Outside-in
An Outside-In is a customized presentation showing an overview of the strategic and economic value impact of an SAP solution for a specific customer, built with publicly available information and SAP benchmarks. It is used as a door-opener with the objective to introduce an offering and qualify the opportunity and on some occasions, it is used to “accelerate” the customer decision on investing in the solution.
This service offering is aimed at Partners who need to deliver a Full Outside-In presentation but lack the resources, the time or the expertise to produce the analysis and corresponding sales collateral.
What we offer
Production of a customized Outside-In document for the target customer of the SAP Partner, leveraging the SAP VLM tools and benchmarks within an SLA of 5 working days.
Production of a semi-customized Starter Outside-In document for the target customer of the SAP Partner, leveraging the SAP VLM benchmarks, and pre-existing off-the-shelf templates, within an SLA of 3 working days.
One hour de-brief and discussion session with the Partner, to ensure full understanding of the contents and agree on minor adjustments when necessary.
What you get
A ready-to-use demand generation presentation that showcases the strategic and potential economic value impact SAP solutions can offer your target customers. It enables partners to engage customers, spark conversations, and create opportunities for further discussions.
Value SELLING
TCO Analysis
Customers sometimes require a Total Costs of Ownership (TCO) analysis independently of the need for a full Business Case. In these cases, TCOs are built in collaboration with your sales team and the customer, capturing the net IT cost differentials of transitioning to a new solution, aimed at supporting an investment decision. This analysis can support the deal-closure discussions and can provide a cost baseline for an eventual value realisation program.
This service offering is aimed at Partners who need to build a TCO analysis with their customer but lack the resources, the time or the expertise to produce it.
What we offer
TCO Analysis leveraging SAP VLM tool and benchmarks, including alignment calls with Partners.
TCO Analysis
- Usual delivery time: 1-2 weeks, including times for data gathering, adjustments and discussions.
- Tools: SAP VLM
- Data used: customer IT costs data, solution SAP costs (subscription, services), Partner services costs, SAP benchmarking
- Participants: Concierge consultant, SAP and Partners’ sales and presales; customer IT area and finance.
- SAP Partner dedication: Selling part usually dedicates 8-12 net hours during these weeks mostly generating and validating different business case scenarios.
- Customer dedication: Buying party usually dedicates 6-8 net hours during these weeks, usually gathering the necessary data to perform the analyses, and discussing/validating the different scenarios presented.
- Total report length: 15-30 slides
What you get
A TCO Analysis report developed leveraging SAP VLM tool in collaboration your sales team and your customer, aimed at closing a deal and eventually establishing the baseline for a value realization program.
Value SELLING
Business Case
A collaborative Business Case is built in collaboration with your sales team and the customer to justify an SAP investment. By assessing solution benefits, costs, capturing the strategic needs of the customer and establishing the value-creation objectives, it helps the customer to validate the investment decision. It should not be positioned solely as a deal-closure document, but as the starting point for an eventual Value Realisation program.
This service offering is aimed at Partners who needs to build a collaborative Business Case with their customer but lack the resources, the time or the expertise to produce it.
What we offer
Full Business Case production leveraging SAP VLM tool and benchmarks, including alignment calls with Partners.
Business Case
- Usual delivery time: 2-4 weeks, including times for data gathering, adjustments and discussions.
- Tools: SAP VLM
- Data used: buyer data, solution vendor costs (subscription, services), TVST benchmarking
- Participants: Concierge consultant, SAP and Partners’ sales and presales; customer buyer business area and finance.
- SAP Partner dedication: Selling part usually dedicates 12-16 net hours during these weeks mostly generating and validating different business case scenarios.
- Customer dedication: Buying party usually dedicates 8-10 net hours during these weeks, usually gathering the necessary data to perform the analyses, and discussing/validating the different scenarios presented.
- Total report length: 25-40 slides
What you get
A Business Case report developed leveraging SAP VLM tool in collaboration your sales team and your customer, aimed at closing a deal and eventually establishing the baseline for a value realization program.
Value SELLING
All deliverables’ content
We offer a range of services tailored to your specific needs, whether you’re focused on demand generation or deal closure.
With a full scope of services in Value Selling, our team of experts will help you to differentiate your offer, close more deals, reduce average discounts and increase deal size.
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Focus:Demand Generation
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Focus: Deal closure
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Contents
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Starter Outside-in
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Full Outside-in
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TCO Analysis
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Business Case
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Industry Trends research
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Customer Strategy research
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Peers’ Benchmarking (MTN)
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Potential value assessment
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IT Cost Analysis (TCO)
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ROI/NPV Analysis
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Customization to Partner Image
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Success Stories
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Presentation delivery coaching
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Value Realization
Hands-on Course
Software customers struggle to realize the full value of their investments. On the other hand, software vendors seek new growth and consumption opportunities with existing customers to bridge the “consumption gap”.
This holistic Value Realisation (VR) training empowers your team to help customers effectively achieve their desired business outcomes, by leveraging quantitative, qualitative and contextual metrics, all integrated into a VR report to be presented quarterly to customers. Learn to grasp the story behind the numbers and recommend corrective measures to customers, ensuring the maximization of the value of their investments.
With this approach you will enhance customer satisfaction, reduce churn, boost up-sell/cross-sell opportunities, as well as improve conversion rates.
What we offer
Complete and personalized 16h-training on Value Realization for each Partner.
Quantitative Analysis 4h
Value Tracking – Learn how to use SAP’s VLM and SAP4ME tools to collaboratively establish with your customer the value baseline and targets and systematically quantify the economic impact of the improvement or deterioration of a selected set of KPIs over time.
Qualitative Analysis 4h
Users’ Insights – Learn to use the most convenient approach for different research scenarios, to collect and analyse insights from software users and key stakeholders. These insights are instrumental to explain KPI progression, identify roadblocks and outline corrective measures to ensure smooth adoption.
Contextual Analysis 4h
Causation Maps – Learn how the industry trends and the mutual interactions between the evaluated KPIs can influence the progression of the business case and the achievement of the agreed targets.
VR Storytelling 4h
Engaging and Reporting on VR – Learn how to effectively engage customers in a VR program and secure their ongoing support. Learn how to build and deliver a sound VR report comprising all the quantitative, qualitative and contextual elements analysed.
What you get
After 16 hours of personalized training, including practical exercises, your VR practitioners will gain a deep understanding of key VR concepts and methodologies. They’ll receive practical tools and resources to build successful VR practices and foster strong client business relationships.
Value Realization
Advanced Coaching
Deloitte found that customers who are helped by their providers to actively track the value of a software solution are significantly more satisfied (66%) than those who don’t (36%).
Guarantee that your team starts actively tracking the value of SAP solutions with real customers, by gaining access to personalized coaching from TVST experts to prepare a real customer VR Program. Receive strategic guidance and practical support to develop advanced skills in managing customer relationships, facilitating customer workshops, handling real-world meetings, and presenting results effectively.
Accelerate customers’ business value and nurture long term loyalty with customers, as well as driving internal operational excellence.
What we offer
Once the deal has been signed, get coaching calls support to prepare the interactions with your first customer, to guarantee you with future autonomy through on-the-job training.
Business Case and tracking
- Preparation of a business case workshop to create the baseline for Value Tracking, using tools like VLM and SAP4ME.
- Value Tracking Sessions after 3 and 6 months: Monitor the progress of the KPIs with the customer and identify areas for improvement.
User Insights Plan and research
- Develop a user insights research plan to propose to the customer.
- User insight research delivery support after 3 and 6 months: Conduct research activities such as surveys, interviews, or focus groups to collect valuable data, and propose recommended improvement actions.
Contextual Workshops
- Support Partners in preparing a Contextual analysis workshops after 3 and 6 months, to analyse the external environment, the relationship between KPIs, identify trends, define the company context and assess their impact on the KPI progression.
Storytelling
- Develop and support the delivery of a comprehensive VR report, summarizing findings, insights, and recommendations, to be presented to the customer after 3 and 6 months.
What you get
Your VR team will be ready to engage with customers in real-world scenarios after training with our VR experts. You’ll receive coaching to prepare customers for VR programs, including business case development and user research. After 3 and 6 months, we’ll support you doing value tracking, qualitative assessment, report delivery, ensuring a high-quality VR service.
Value Realization
All deliverables’ content
We offer services tailored to your needs, whether you need to learn about Value Realization concepts or engaging with real-world customers. By helping customers track the value of SAP solutions, partners benefit from improved retention, reduced churn, higher contract value, and increased sales through stronger commitment with customers.
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Focus:Adopt & Derive
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Focus: Extend
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Contents
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Hands-on
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Advanced Coaching
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Training on VR holistic methodology
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Practical Exercises on VR (“Hands-on”)
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Certificate of VR course completion
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Initial Business Case*
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Initial User insights research plan*
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Value Tracking after 3 and 6 months*
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User Insights collection after 3 and 6 months*
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Contextual analysis after 3 and 6 months*
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VR report and storytelling after 3 and 6 months*
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