Company: SAP SE, Walldorf, BW, Germany
Company Description: SAP is the world's largest ERP company, the third largest company in Europe by market cap, and operates across 25 industries. Since 1972, SAP has delivered on 50+ years of customer excellence. At the heart of our operations are enterprise software, AI, innovation, and automation to foster a digital mindset for ensuring world-class customer outcomes and success.
Nomination Category: Sales Awards Achievement Categories
Nomination Sub Category: Achievement in Value-based Selling Techniques
 Nomination Title: Value One Pagers: Value-Based Sales Acceleration with AI and Automation
- 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, 2022, OR written answers to the questions? (Choose one):
Written answers to the questions
- 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.
- Briefly describe the nominated organization or individual: history and past performance (up to 200 words):
Total 188 words used.
SAP is the world's largest ERP company, the third largest company in Europe by market cap, and operates across 25 industries. Since 1972, SAP has delivered on 50+ years of customer excellence. At the heart of our customer success strategy are our SAP Digital Hubs which employ AI, innovation, and automation to foster a digital mindset for ensuring world-class digital customer experiences throughout their entire SAP journey. Digital Hubs are pivotal in enhancing digital engagement and productivity for our 17,000+ customers. SAP's focus on AI tools and automation aims to boost growth and efficiency for the entire organization globally. Our mission centers on empowering our customers to engage with us from where they want and at a pace that works for them. We achieve this by unleashing data-driven value messaging, harnessing AI to unlock value rapidly on a large scale, and providing seamless digital interactions throughout the customer's SAP journey. Examples of this are past initiatives such as the industry award winning Digital Launchpad serve as the one stop solution for accessing AI capabilities to support SAP’s customer success board area with innovations for go-to-market sales motions.
- Outline the nominated achievement since July 1 2022 that you wish to bring to the judges' attention (up to 250 words):
Total 250 words used.
The Value One Pager tool revolutionizes SAP’s approach to value selling by leveraging AI to auto-generate a personalized and tailor-made sales asset for each customer in the pipeline.
This tool incorporates the target companies’ goals, value drivers of the SAP product, top and bottom-line impacts customized based on industry, revenue, and benchmarks from pre-existing CRM information and our database to output automated one pagers in-bulk from under-leveraged CRM pipeline data inputs such as customer name, industry, revenue, and the product in-scope.
Since launch in Q1’24, this tool was used by several sales roles in over 800 sales engagements, supporting an annual contract value of €140M. This tool has drastically reduced time to create value assets from 2 days of manual effort to just 5 minutes with AI-based automation, including quality checks. This led to achieving a 150% improvement in FTE time savings and allowing resources to focus on revenue-generating activities and increasing pipeline coverage.
The impact on sales development campaigns is remarkable, with a 60% increase in click rates and a 10% increase in response rates. Furthermore, SAP recorded a 30% year-over-year improvement in sales win rates, driven by better deal qualification, shorter sales cycles, and enhanced value positioning. The Value One Pager is a testament to SAP’s commitment to innovation, delivering benefits in efficiency, and cross-collaboration across sales and development.
This innovation accelerates sales using gen-AI to support customers in understanding the financial value of their digital transformation by simplifying ROI and benefits discussions leading to faster deal closure.
- 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):
Total 17 words used.
I've uploaded a PPT to show what the Value One Pager looks like and how it works.
- 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 249 words used.
Value One Pager exemplifies the simplicity, scalability, and adaptability paradigm of SAP for sales automation. While other companies also have digital hubs, none offer a no-touch, AI-based personalized service comparable to ours. Our solution is exceptionally scalable, demonstrated by being able to generate 1,000+ value assets for our pipeline in just 5 minutes. By leveraging the advanced SAP database, enriched with customer value proof points, and custom calculation logic, we ensure comprehensive insights with unparalleled efficiency for our customers.
Google, Microsoft, and other industry players who partner with agencies like TVST or use a tool like Ecosystems.io, mean they need 1-2 days to create a similarly personalized value asset. Our approach is an automated self-service model delivering quality-checked assets in a fraction of that time. This innovation is already used globally by SAP and is accessible to 20,000+ individuals across 6 regions and 15 sales/sales support teams. We plan to further empower our partner ecosystem to utilize this tool, magnifying their sales efforts. The overwhelming positive feedback from Sales Development Representatives (SDRs) and Account Executives validates the initiative's impact. We improved lead quality and shortened sales cycles by showcasing the immense value SAP brings to customers and providing a crucial anchor for price negotiations.
In contrast to competitors and our past performance, our initiative sets a new standard in customer engagement and operational efficiency. By redefining personalized service delivery, we not only elevate SAP’s go-to-market capabilities but also set an industry benchmark in AI-driven sales solutions.
| Attachments/Videos/Links: |
|---|
|
