So here is the list of, from my point of view, pretty much interesting cases I myself experienced while doing all these managerial -marketing, pre-sale, sales stuff. This list if very specific, and related only to SAP, so... And, by the way, there's no way you can do decent managerial stuff if you're not from SAP world. Seriously, there's no way you'll understand what your prospect demands from the system, you are not able to convince the prospect that all they want is already there, all you need is just do this super expensive click :) and there you have it, enjoy! :))
You need to have technical background, you have to, otherwise you're out of the game.
So if you're SAP partner company:
(1) Collect all the possible knowledge of your competitors. As far as I know, if we talk about Kazakhstani area, there are 29 partner companies operating on the market. It is a lot. But each single company has its own, specific niche, its own specific industrial niche. One is fixed on providing implementation, deployment, enhancement and etc. services for oil and gas companies, another one for mining and so on and so forth.
Which means they have their own industrial expertise, which is valuable thing, actually. But I really believe that you need to leverage your industrial experiences- if you worked for telecommunication for God knows how long, don't be fixed only on that, go oil and gas, dare to. Experience and expertise is all that matters, after all.
And never underestimate your competitors. Underestimation is such an ignorance.
(2) What are your strengths? Maybe you're good at implementing roll- out projects (you're having good big company names references maybe, you do provide implementation services on timely basis without harming quality of services provided, and etc.).
(3) What are your weaknesses...
(4) I already mentioned leveraging your expertise 'portfolio'. Don't be single- industry -player. It is difficult to switch, cause business processes might be different, or prospect might be a bit sceptic whether you'll be able to do it or no, but there's no way you doubt your own superior abilities. Never stop believing in your own self :)
(5) Threats. Entrance of new rivals on the market brings a very small threat, cause it is difficult to enter that particular market. It is unfair, but that's how this SAP market operates. If you're in the game, then you have to be too big, and there's a very tiny probability for you to fail :))
Among real threats of the market I might mention that most of the companies are already there, most of the large enterprises already run SAP... that's why recently SAP turns to SMB... but again, SMB industry is way too competitive, competitors are way too strong, they have their own strong positions in that niche. If you're 1C fan, why to consider buying some super expensive three lettered click? :)
Speaking of SMB solutions from SAP.. I've tested that SAP Business One OnDemand solution. Cloud based solution, with none SAP interface.. Even I myself, as an SAP 'adept' ;)), wasn't that impressed from what I've seen in there. The only alternative solution for SMBs is SAP A1, on premise.
(6) It is a social marketing era, so don't be afraid to go social, do the networking, meet new influencers or C-level people from different industries.
(7) Customer acquisition ... well, everything has to be clear here, cause probably that's the only thing you were doing since you are there, on the market. Retention of clients ,that's what is really important. Having loyal customers, willing to work with you only is a real success. Unfortunately, there are top managers that are not interested... no, let's say, they are way to busy to care about their own customers they've worked with years ago. It is a huge mistake. You need to care.
Like, for instance, you did the implementation for that pharmaceutical company, everything went well, everyone is happy, you've provided services beginning from business processes analysis phase till go-live and slightly post go-live support. And what happens after? Is there a life that exists after post go-live support? Of course there's a life. And people will certainly need every 5-10 years upgrade services. They might certainly need implementation of new SAP functionalities. They might be in need of further support, development. But you, of course, you are way too busy with your new ideas and projects, so you couldn't care less of your previous clients' needs. And that's way too wrong. Remind of yourself, invite them to your workshops, talk to people, ask their current needs, be in touch with them, it will pay off.
They say that 2-3% of clients' retention brings 25-90% of profit to SAP partner company.
(8) Brand awareness. Participation in SAP workshops, all the possible events organized by local office of SAP is important, period. Not only local office, expand this awareness on international area. If you're working with some specific SAP industrial solution, and there are no consultants/experts available in your own, or neighboring countries, go abroad, meet people, tell them about your own experience in your own geographical area. There's that HERUG conference that will take place this April/May in Latin America, it will be such a shame to miss that one if you're working with SLcM solution.
(9) Green technologies. SAP went green years ago. It can be really interesting for Kazakhstani market to adapt green IT. Need to mention, that there was that Energy Saving Law adapted in 2012. Besides that ,they approved that Governmental Energy Efficiency Program. They also do have official requirement to decrease GDP's energy content by 10% by the end of 2014.
Think of utilizing SAP's Business Objects Sustainability Performance Management in order toanalyze ways of achieving that 10% decrease of energy content.
(10) Cloud computing, mobile apps, as far as I know, there are no successful precedents on Kazakhstani market..
You need to have technical background, you have to, otherwise you're out of the game.
So if you're SAP partner company:
(1) Collect all the possible knowledge of your competitors. As far as I know, if we talk about Kazakhstani area, there are 29 partner companies operating on the market. It is a lot. But each single company has its own, specific niche, its own specific industrial niche. One is fixed on providing implementation, deployment, enhancement and etc. services for oil and gas companies, another one for mining and so on and so forth.
Which means they have their own industrial expertise, which is valuable thing, actually. But I really believe that you need to leverage your industrial experiences- if you worked for telecommunication for God knows how long, don't be fixed only on that, go oil and gas, dare to. Experience and expertise is all that matters, after all.
And never underestimate your competitors. Underestimation is such an ignorance.
(2) What are your strengths? Maybe you're good at implementing roll- out projects (you're having good big company names references maybe, you do provide implementation services on timely basis without harming quality of services provided, and etc.).
(3) What are your weaknesses...
(4) I already mentioned leveraging your expertise 'portfolio'. Don't be single- industry -player. It is difficult to switch, cause business processes might be different, or prospect might be a bit sceptic whether you'll be able to do it or no, but there's no way you doubt your own superior abilities. Never stop believing in your own self :)
(5) Threats. Entrance of new rivals on the market brings a very small threat, cause it is difficult to enter that particular market. It is unfair, but that's how this SAP market operates. If you're in the game, then you have to be too big, and there's a very tiny probability for you to fail :))
Among real threats of the market I might mention that most of the companies are already there, most of the large enterprises already run SAP... that's why recently SAP turns to SMB... but again, SMB industry is way too competitive, competitors are way too strong, they have their own strong positions in that niche. If you're 1C fan, why to consider buying some super expensive three lettered click? :)
Speaking of SMB solutions from SAP.. I've tested that SAP Business One OnDemand solution. Cloud based solution, with none SAP interface.. Even I myself, as an SAP 'adept' ;)), wasn't that impressed from what I've seen in there. The only alternative solution for SMBs is SAP A1, on premise.
(6) It is a social marketing era, so don't be afraid to go social, do the networking, meet new influencers or C-level people from different industries.
(7) Customer acquisition ... well, everything has to be clear here, cause probably that's the only thing you were doing since you are there, on the market. Retention of clients ,that's what is really important. Having loyal customers, willing to work with you only is a real success. Unfortunately, there are top managers that are not interested... no, let's say, they are way to busy to care about their own customers they've worked with years ago. It is a huge mistake. You need to care.
Like, for instance, you did the implementation for that pharmaceutical company, everything went well, everyone is happy, you've provided services beginning from business processes analysis phase till go-live and slightly post go-live support. And what happens after? Is there a life that exists after post go-live support? Of course there's a life. And people will certainly need every 5-10 years upgrade services. They might certainly need implementation of new SAP functionalities. They might be in need of further support, development. But you, of course, you are way too busy with your new ideas and projects, so you couldn't care less of your previous clients' needs. And that's way too wrong. Remind of yourself, invite them to your workshops, talk to people, ask their current needs, be in touch with them, it will pay off.
They say that 2-3% of clients' retention brings 25-90% of profit to SAP partner company.
(8) Brand awareness. Participation in SAP workshops, all the possible events organized by local office of SAP is important, period. Not only local office, expand this awareness on international area. If you're working with some specific SAP industrial solution, and there are no consultants/experts available in your own, or neighboring countries, go abroad, meet people, tell them about your own experience in your own geographical area. There's that HERUG conference that will take place this April/May in Latin America, it will be such a shame to miss that one if you're working with SLcM solution.
(9) Green technologies. SAP went green years ago. It can be really interesting for Kazakhstani market to adapt green IT. Need to mention, that there was that Energy Saving Law adapted in 2012. Besides that ,they approved that Governmental Energy Efficiency Program. They also do have official requirement to decrease GDP's energy content by 10% by the end of 2014.
Think of utilizing SAP's Business Objects Sustainability Performance Management in order toanalyze ways of achieving that 10% decrease of energy content.
(10) Cloud computing, mobile apps, as far as I know, there are no successful precedents on Kazakhstani market..
