Post on 08-Feb-2017
© 2014 SAP SE or an SAP affiliate company. All rights reserved. 1Internal
Run Simple. Run Live
SAP Corporate Education SessionDuke University Fuqua School of BusinessSAP TeamSeptember 2016
© 2014 SAP SE or an SAP affiliate company. All rights reserved. 3Internal
Run Simple. Run Live
© 2014 SAP SE or an SAP affiliate company. All rights reserved. 4Internal
Agenda
An Introduction to SAP
SAP Program Highlights and Case Studies:
• SAP Marketing Strategy
• Millennials and the SAP Early Talent Academy Program
• Post-Fuqua: Office of the COO, SAP North America
• SAP Marketing & Thought Leadership
SAP Campus Recruiting at Fuqua
Discussion and Q&A
© 2014 SAP SE or an SAP affiliate company. All rights reserved. 5Internal
Digital Transformation
© 2014 SAP SE or an SAP affiliate company. All rights reserved. 6Internal
SAP is a long time trusted leader in transforming businesses
© 2014 SAP SE or an SAP affiliate company. All rights reserved. 7Internal
76%of the world’s
transaction revenue touches a SAP
system
98%of the top 100 most
valued brands in the world are SAP
customers
cloud subscription and support
revenues in 2015
€2B+
© 2014 SAP SE or an SAP affiliate company. All rights reserved. 8Internal
is the next wave of change
Digitization
© 2014 SAP SE or an SAP affiliate company. All rights reserved. 9Internal
SAP is uniquely qualified to master complexity
© 2014 SAP SE or an SAP affiliate company. All rights reserved. 10Internal
Suppliers& networks
© 2014 SAP SE or an SAP affiliate company. All rights reserved. 11Internal
57%of transaction
completed before buyer talks to sales
30xgrowth in the
sharing economy by 2030
$1TB2B e-commerce
sales per year by 2020
© 2014 SAP SE or an SAP affiliate company. All rights reserved. 12Internal
Internet of Things (IoT)& big data
© 2014 SAP SE or an SAP affiliate company. All rights reserved. 13Internal
of companies in key industries have
developed smart products
74%403GB of data produced
from IoT devices by 2018
trillion
devices connected to the internet of things by 2020
200B
© 2014 SAP SE or an SAP affiliate company. All rights reserved. 14Internal
Digitalcore
© 2014 SAP SE or an SAP affiliate company. All rights reserved. 15Internal
Agilityand TCO
Consumer grade user experience
Prediction and simulation
Real time processes
Suppliers
& networks
Customer
experience
Workforce
engagement
loT
& big dataSecurity
SAP HANA Platform
Digital Core
© 2014 SAP SE or an SAP affiliate company. All rights reserved. 17Internal
To help business and the world run better
© 2014 SAP SE or an SAP affiliate company. All rights reserved. 18Internal
To live healthier
To increase prosperity
To feel more inspired
© 2014 SAP SE or an SAP affiliate company. All rights reserved. 19Internal
SAP Fast Facts
Learn more: www.sap.com
SAP Marketing Strategy
Ajit KaickerGlobal Vice-President
Marketing Strategy
SAP
© 2014 SAP SE or an SAP affiliate company. All rights reserved. 21Internal
About Ajit Kaicker
Global Vice-President for Marketing
Strategy at SAP
Previous roles in 20-year career
include strategy consulting, digital
and social community leadership,
go-to-market planning and field
enablement
Research contributions published in
the Journal of Business Research,
The Journal of Services Marketing,
and the Journal of Food Products
Marketing
PhD and an MBA from the University
of South Carolina-Columbia.
© 2014 SAP SE or an SAP affiliate company. All rights reserved. 22Internal
SAP Marketing Mission, Vision and Strategy
2016 SAP Marketing Strategy
Digital Economy
in a Hyperconnected World
SAP Keynote
Fuqua Tech
Symposium
9:00 AM
Geneen
Auditorium
The Duke MBA Tech Club Symposium
“Digital Strategy: Elevating the Consumer Experience”
Wednesday September 21st 2016
Driving Live
Customer Experiences
Ajit Kaicker
Global Vice-President
Marketing Strategy
SAP
Millenials and the SAP Early
Talent Academy Program
Anirudh Subramanian,
Digital Factory, Solution Experience
© 2014 SAP SE or an SAP affiliate company. All rights reserved. 25Internal
About Anirudh Subramanian
Double Duke grad: 2011: BSE in Biomedical Engineering
2012: Fuqua MMS
Since graduation, worked in investment banking and then
finance roles in healthcare and renewable energy
Currently works in Solution Experience within the SAP
Presales organization
Fell in love with the creative freedom of creating
memorable demos & presentations
Atlanta, GA based but a free spirit at heart
A violinist and amateur (basket & volley)baller
© 2014 SAP SE or an SAP affiliate company. All rights reserved. 26Internal
Innovations of Solution Experience
SAP Academy for Early TalentTransforming Early Talent Into The Next-Generation of
Sales Leaders
© 2014 SAP SE or an SAP affiliate company. All rights reserved. 28Internal
SAP Academy – An award winning sales development
program
At a Glance Founded in 2014 – Dublin, CA
600+ Associates graduated
9 or 12 month program
designed for university
graduates with 2-5 years of
work experience
3 or 6 months of program are
spent in California!
All expenses are paid by SAP
50% Female Diversity Rate
50+ Countries represented
30+ Languages Spoken
Relevant, Interactive
Curriculum
Global best practices and
innovative instruction
Case method emphasized
Digital Economy, Social Selling,
Design Thinking
Feedback, feedback and more
feedback
Skills for life
• Superb communicator
• Keen negotiator
• Global business mindset
• Innovation unleashed
Life After the Academy
• Experienced mentor
assigned
• Continuous executive
investment
• Active Alumni community
Post-Fuqua:
Office of the COO, SAP North America
Jamaila HolderChief of Staff, COO SAP North America
© 2014 SAP SE or an SAP affiliate company. All rights reserved. 30Internal
About Jamaila Holder
Fuqua ‘14 – Proud section 4 table
banger
SAP IMPACT Program Graduate
Rotations completed in Midwest
Sales, Mergers & Acquisitions, and
Product Management
International rotation completed in
Germany
Traveled to 10 different countries
during Impact
My Visit Durham Must Do’s: Shop at Magpie Boutique and eat at Pizzeria Toro
Loves to run Central Park
© 2014 SAP SE or an SAP affiliate company. All rights reserved. 31Internal
Duke/Fuqua Association of Women in Business (AWIB)
and Duke MBA Tech Club Breakfast
Women in Technology
Breakfast Event:
7:30 AM to 8:30 AM before
Fuqua Tech Symposium
Panel Discussion:
Jamaila Holder Fuqua ‘14 -
- Chief of Staff to the COO
of SAP North America and
SAP IMPACT program
graduate
SAP Marketing &
Thought Leadership
Fred IsbellSenior Director & Head of Thought Leadership
SAP Digital Business Services Marketing
© 2014 SAP SE or an SAP affiliate company. All rights reserved. 33Internal
About Fred Isbell
Senior Director, Thought Leadership, Planning
and Demand Management for SAP Digital
Business Services Marketing
Joined SAP 2000 as Director North America
SMB Channels Marketing 2000-2004
Senior Director NA Marketing and Head of
Services Marketing 2004-2012
Solutions and Services Marketing Compaq
Computer/Digital Equipment Corporation 1988-
2000
Senior Consultant, Burke Marketing Services
and IRI 1985-1988
BA Economics & Political Science Yale and
MBA Marketing Duke Fuqua School of
Business; Fuqua Scholar and recipient of 2015
Fuqua Alumni Exemplary Leadership Award
© 2014 SAP SE or an SAP affiliate company. All rights reserved. 34Internal
The Importance of Story Telling to Modern Marketing
Good storytelling helps cut though the
clutter and overload of information
Storytelling is classic “showing” rather
than “telling” and has a personal
element to it that is linked to the
persona of the target audience
You tell the audience the story you want
them to hear – not relying upon them to
piece together the elements of the story
You build a narrative told by you in a
coherent and compelling narrative
Use the “Pixar format” – a setup, a
challenge and a resolution
Pixar’s Andrew Stanton TED Talk on Storytelling:
https://www.ted.com/talks/andrew_stanton_the_clues_to_a_great_story?language=en
Story Telling Infographic:
http://nurturenow.lookbookhq.com/2016-
nurture-touch-4/infographic
© 2014 SAP SE or an SAP affiliate company. All rights reserved. 35Internal
Thought Leadership Two-Minute Drill
Thought Leadership Sits at the Pinnacle of a
Successful Content Marketing Strategy
Source: Forrester 2013
“Thought leadership is not a one man
show .. it is a virtual team and not a
formal organizational structure”
Thought leadership takes a team of the best
minds in the organization (and beyond)
Source: Sirius Decisions
Develop a Thought Leadership Platform
Source: Forrester
SAP Programs Model IDC Buyers Journey Forrester Customer Life
Cycle
Thought Leadership is great storytelling
delivered across the buyers journey and
customer lifecycle w/ focus early on and
mostly in a digital and/or off-line format
Updated 7-11-16
Definition: A thought
leader is an individual or
firm that is recognized as
an authority in a
specialized field and
whose expertise is sought
and often rewarded
Timing: Tied to the
awareness and
consideration phase of the
Buyer’s Journey and
(sometimes) pre-demand
generation and always
before purchase phase
Format: Usually Before a
prospect or customer
engages a sales person,
and often digital in format
Thought Leadership maturity varies from
organization to organization and is dynamic and
consistently evolving; SAP is on the upper-end
of Thought Leadership maturity in our industry
along with IBM, CISCO, and others
ITSMA Thought
Leadership
Maturity
Model
“The purpose and process of thought leadership is widely
misunderstood and misapplied, causing mixed results”
-- SiriusDecisions
© 2014 SAP SE or an SAP affiliate company. All rights reserved. 36Internal
SAP Customer Success:
The Digitalist
SAP platform for Thought
Leadership and
Executive Research
BLOG contributions from
internal and external
thought leaders
Executive Quarterly
tablet magazine
Executive Research
including white papers,
infographics and more
All shared & promoted
through social media
marketing
2M+ page views YTD,
900K unique visitors Executive Research
Executive
Quarterly
Tablet
Thought Leadership BLOGS
www.digitalistmag.com
Social Media Sharing
SAP Campus Recruiting
© 2014 SAP SE or an SAP affiliate company. All rights reserved. 38Internal
MBA Graduate Leadership Program 2017
• 3 – 14 week unique job rotations completed by
working with GCO, Corporate Functions and P&I
• September 26, 2016 - January 14, 2017 (14
wks)
• February 3, 2017 - May 6, 2017 (13 wks -
international rotation)
• May 29, 2017 - September 2, 2017 (14 wks)
• Mentorship & paired with IMPACT Alumni
• Coaching
• Sponsorship
• 8 one-week Learning Sprints
• Global Sales Kick Off Meeting, SAPPHIRE
attendance
• Leadership Assessments
• Career Planning and Development
…a Bill McDermott sponsored one-year Rotational Leadership Program
…created to attract & develop SAP’s next-generation leaders
…consist of 10 MBA Graduates with 5+ years of experience
About the SAP IMPACT program
Each IMPACT Participant Completes: IMPACT Participant Support:
© 2014 SAP SE or an SAP affiliate company. All rights reserved. 39Internal
ApplyInitial
InterviewLeadership Assessment
Executive Business Interview
What is the process?
OFFER
Oct 20th - Nov 21st Dec 6th & 7th Dec 17th -23rdNOW – Oct 10th
To Apply:
Please submit your CV to kathleen.o-hara@sap.com
© 2014 SAP SE or an SAP affiliate company. All rights reserved. 40Internal
SAP Recruiting Session: Rand Classroom
Thursday September 21st 1:30 PM
Jamaila Holder Fuqua ‘14
-- Chief of Staff to the
COO of SAP North
America and SAP
IMPACT program
graduate
Learn about SAP and the
IMPACT MBA leadership
development and
rotation program
Anirudh Subramanian,
Digital Factory, Solution
Experience
Learn about the SAP
Early Talent Academy
program
© 2014 SAP SE or an SAP affiliate company. All rights reserved. 41Internal
© 2014 SAP SE or an SAP affiliate company. All rights reserved. 42Internal
Upcoming SAP Events at Fuqua
AWIB Women in
Technology Breakfast
Wednesday September
21st
SAP Keynote at Fuqua
High Tech Symposium
Wednesday September
21st
SAP Recruiting Session
Wednesday September
21st 1:30 PM
SAP CEO Bill McDermott
Fuqua Distinguished
Speaker Series Thursday
April 6th 2017 5:30 PM
© 2014 SAP SE or an SAP affiliate company. All rights reserved. 43Internal
Resources & More Information
Overall SAP Information:
www.sap.com
SAP Community Network (SCN):
scn.sap.com
SAP Digitalist & thought
leadership: digitalistmag.com
SAP Digital Business Services:
www.sap-digital-business-
services.com/
SAP Careers:
www.sap.com/careers
© 2014 SAP SE or an SAP affiliate company. All rights reserved. 44Internal
Jacob Stark Duke/Fuqua MBA ‘13
SAP Impact Program
Sponsored by SAP CEO Bill
McDermott to bring top executive
candidates to SAP to thrive in an
exhilarating, entrepreneurial
environment
MBA Leadership Development
Program w/ 3 rotations
This 12 month program provides
world-class hands-on training
opportunities, executive
sponsorship and exposure, as
well as international experience to
enable you to excel in your long
term career at SAP
Contact: Please submit your CV to
kathleen.o-hara@sap.com
Director, SAP BusinessObjects
Cloud Product Management
© 2014 SAP SE or an SAP affiliate company. All rights reserved. 45Internal
Discussion and Q&A
© 2014 SAP SE or an SAP affiliate company. All rights reserved.
Thank You!Fred IsbellSenior Director,
SAP Digital Business Services Marketing
fred.isbell@sap.com
www.sap.com/services
Twitter: Fmisbell
Facebook: Fred M Isbell
Linked In: www.linkedin.com/pub/fred-
isbell/0/827/903Edit