Expertise

KARL MAYER is an innovative market leader as well as driving force in the textile machinery building. The manufacturer offers perfect solutions for the fields of warp knitting and flat knitting, technical textiles, warp preparation for weaving and digitalization. Now the company is facing a change of generations in sales. 

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As a service provider for small and medium-sized companies, IDM Südtirol keeps an eye on the economic sustainability and competitiveness of local businesses and tries to help local companies and filmmakers with innovation projects. In addition, IDM helps to strengthen the South Tyrol brand through targeted tourism marketing and promotes regional products with agricultural marketing campaigns.As a service provider for small and medium-sized companies, IDM Südtirol keeps an eye on the economic sustainability and competitiveness of local businesses and tries to help local companies and filmmakers with innovation projects. In addition, IDM helps to strengthen the South Tyrol brand through targeted tourism marketing and promotes regional products with agricultural marketing campaigns.During the Corona crisis, IDM South Tyrol encountered a great challenge. More than ever, it was important to support local companies with all means and to improve their competitive position with innovation and new ideas.

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Sales has changed quite a lot due to digitalization. According to recent studies, 97% of cold calls are ineffective, and 57% of buying decisions are made before a sales rep gets involved. Therefore, it is essential for sales teams not to fall behind using outdated selling strategies. SAP consultants needed to see sales from a different angle and learned in this completely virtual sales training program new ways to approach customers.

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For SAP and its Partners, finding competent employees and teaching new consultants the basics about SAP solutions are time-consuming processes. The Fresh Faces Careers Academy supported six SAP Partners in the DACH region (German speaking region) and two SAP Partners in UKI during the entire recruiting process.

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The first objective was for the sales team to adopt a comprehensive methodology for account planning, in order to meet the challenges for innovation of their customers. The second objective was for the sales team to recognize account planning as an effective tool to reach their own selling targets, as well as to succeed in the acquisition of new clients.

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The Channel Enablement Team of SAP in EMEA experienced that partners who attend sales trainings have higher growth rates, but the time spent in classroom trainings is also time which could be used at the customer instead. That’s why SAP teamed up with PDAgroup to develop a totally new format of sales enablement for selected top partners.

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The history of itelligence AG has grown rapidly within the past years and has therefore opened new local subsidiaries. This consistent growth also increased the amount of marketing employees at itelligence. The main challenge the company was confronted with was the right balance between a strong global brand and local responsibility of the the local marketing teams.

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SAP Netherlands is dedicated to making the Dutch partner network the most effective in EMEA. Their partners’ sales executives needed assistance winning Net New Name customers and protecting and upselling to their current key customer accounts. PDAgroup provided them with the right skills to overcome these challenges.

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Top SAP partners have multiple quite small EBM partners who operate in niche industries and need regular training & coaching. Especially the connection between theory and practice and the information exchange between EBM partners is an important issue.

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The four-member management team worked along with PDAgroup to confront these challenges and to agree upon a common corporate vision and strategy for the coming years. To do so, the current situation in terms of divergent desires and visions within the company were contrasted with each other in order to find a common way forward. The aim of the joint workshop was defined according to the company‘s vision to prioritize measures for strategic development and to plan concrete actions for the future.

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SAP training programs have become increasingly virtual and digital, meaning that they are no longer carried out on site. Along with virtual training, this also includes online simulations, massive open online courses (MOOCs) and micro-learning approaches, which are offered by Learning2Go and inspired by the slogan, „I can learn when and where I want.“

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With 240,000 automated customer interactions per year, IKB is in constant contact with its customers. Day in and day out, the company processes registrations and de-registrations, handles inquiries and offers on-site services to their customers wherever they are. The success of a company depends not only on its products, but it is also strongly influenced by how satisfied its customers are. Although IKB has always conducted customer satisfaction surveys, the results rarely led to any changes. What was lacking was an effective method to identify and understand the relevant customer needs and problems. Without an effective approach, IKB was unable to react appropriately to market conditions.

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The Channel Management of SAP Germany wanted to analyse how far their partners are prepared to meet SAP’s expectations and their objectives for the upcoming year. Additionally the expected results should help to create more effective partner programs based on the concrete needs.

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