How should SAP pitch BDC and Business Suite?

The most effective approach to pitch BDC (Business Data Connectivity) and Business Suite is by adopting a lead on persona view. This strategy focuses on understanding the specific needs, workflows, and challenges of different user personas within an organization. By tailoring the presentation to highlight how BDC and Business Suite can solve problems and enhance productivity for each persona—such as finance managers, operations personnel, and IT staff—the pitch becomes more relevant and compelling.

A persona-focused approach allows the salesperson to directly address the unique pain points and aspirations of each stakeholder. It facilitates a conversation that resonates with decision-makers who may not only be concerned with operational efficiencies or financial metrics but also appreciate how technology can enhance their individual performance and job satisfaction. Showcasing real use cases for each persona reinforces the value proposition of the solutions, making it easier for potential customers to envision the benefits within their organization.

This tailored approach emphasizes that SAP understands its customers’ diverse roles, leading to stronger connections and increased chances of successful adoption of BDC and Business Suite.