Company: SAP, Newtown Square, PA
Company Description: As a global market leader in enterprise application software, SAP is at the center of today’s business and technology revolution. Our innovations enable more than 365,000 customers in 180 countries worldwide work together more efficiently and use business insight more effectively.
Nomination Category: Sales Awards Achievement Categories
Nomination Sub Category: Award for Innovation in Sales - All Other Industries
 Nomination Title: SAP's Digital Elite
- Which will you submit for your nomination in this category, a video of up to five (5) minutes, explaining the nominated achievement since July 1, 2020, OR written answers to the questions? (Choose one):
Written answers to the questions
- Briefly describe the nominated organization or individual: history and past performance (up to 200 words):
Total 199 words used.
As a leading producer of ERP software, SAP is at the center of today’s business and technology revolution. Our innovations enable more than 230 million SAP cloud users around the world operate profitably, adapt continuously and grow sustainably.
As companies seek to run a successful digital business, they will also be challenged to succeed in other areas such as, driving leadership, creating ecosystems, expanding diversity and preparing for the Future of Work (e.g., AI and Machine Learning)—all while delivering the next front-page innovation that will increase their growth, profitability, and shareholder value.
With so much at stake, businesses around the world have increasingly sought an innovation partner to provide new ideas for business improvements and to meet the challenges above as quickly and cost-effectively as possible.
Therefore, the importance of engaging C-level customer executives is a vital step toward ensuring that customers understand the unbridled opportunities our innovation can bring to their business models, process approaches and customer-facing system design.
Recognizing this trend, we developed the Digital Elite program to ensure that our sales executives have the tools and training they need to become Thought Leaders and Ambassadors capable of inspiring and leading customers toward innovation and digitization.
- If you are submitting a video of up to five (5) minutes in length, provide the URL of the video here, OR attach it to your entry via the "Add Attachments, Videos, or Links to This Entry" link above, through which you may also upload a copy of your video. If you are submitting written answers to the questions for this category, provide them in the spaces below.
- Outline the nominated achievement since July 1 2020 that you wish to bring to the judges' attention (up to 250 words):
Total 171 words used.
Digital Elite is delivered around the globe with world-class speakers, customer visits and innovation insights—all within an interactive and engaging setting using the Zoom platform (note: the program was originally delivered in-person pre-COVID pandemic).
Through pre-work, live interaction and post workshop activities, attendees gain new insight into topics such as Digital Thought Leadership, Customer Engagement, Future of Work, Innovation, Growth and Winning—key topics designed to instil purpose and innovation when pitching SAP’s digital journey to customers.
Participants are invited through a nomination process in which managers select top performers who can dedicate the time and expertise to add value to the program.
The program’s incredible results have helped SAP achieve external impact with companies, customers and industry leaders. Participants have increased confidence to lead their teams and customers—especially on larger scale innovations with highly consequential business expectations and results.
Digital Elite has also created a company-wide, internal network focused on the exchange of best practices and innovative problem-solving for the challenges we and our customers face in this rapidly changing world.
- Reference any attachments of supporting materials throughout this nomination and how they provide evidence of the claims you have made in this nomination (up to 250 words):
- Explain why the achievement you have highlighted is unique or significant. If possible compare the achievement to the performance of other players in your industry and/or to the nominee's past performance (up to 250 words):
Total 210 words used.
The significance of Digital Elite’s impact on the organization cannot be understated. To date, there have been 27 Digital Elite in-person workshops with 1,800 participants plus over 100 virtual sessions, and, through our analysis, we are proud to report the program’s tremendous results:
- 70% Participants sold a Digital Transformation solution to a customer after program (a 10% improvement over previous year)
- 322M €: Total Financial Impact associated with the program
- 577K €: Average increase per quota carrier associated with program
- 99% Improvement of customer’s perception of the organization
- 96% Improvement in our relationship with its customer
- On average participant:
- Pipeline increased by 48%
- Opportunity size increased by 46%
- # of opportunities increased by 45%
- Win rate increased by 43%
- Cconsumption of licenses increased by 43%
- Time to close a deal has decreased by 25%
Digital Elite participants consistently report that Digital Elite is one of the most impactful programs they’ve ever attended. As a result, organizations within SAP—outside of Sales—have created spinoff Digital Elite programs within other several departments.
Above all, Digital Elite has achieved its mission and set into motion a growing wave of ‘multipliers’ who, as Digital Transformation Ambassador and Thought Leaders, have created more value for our customers and driven significant revenue growth for our business.
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