September 20th SAP Fuqua Corporate Education Session

© 2014 SAP SE or an SAP affiliate company. All rights reserved. 1Internal

Run Simple. Run Live

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SAP Corporate Education SessionDuke University Fuqua School of BusinessSAP TeamSeptember 2016


Run Simple. Run Live

https://youtu.be/v82ONblt4ss

https://youtu.be/v82ONblt4ss


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


Digital Transformation


SAP is a long time trusted leader in transforming businesses


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+


is the next wave of change

Digitization


SAP is uniquely qualified to master complexity


Suppliers& networks


57%of transaction

completed before buyer talks to sales

30xgrowth in the

sharing economy by 2030

$1TB2B e-commerce

sales per year by 2020


Internet of Things (IoT)& big data


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


Digitalcore


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


To help business and the world run better


To live healthier

To increase prosperity

To feel more inspired


SAP Fast Facts

Learn more: www.sap.com

http://www.sap.com/

SAP Marketing Strategy

Ajit KaickerGlobal Vice-President

Marketing Strategy

SAP


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.


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


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


Innovations of Solution Experience

SAP Academy for Early TalentTransforming Early Talent Into The Next-Generation of

Sales Leaders


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

http://www.brainshark.com/sapglobal/vu?pi=zGozRVj4ozCZAKz0

http://www.brainshark.com/sapglobal/vu?pi=zGozRVj4ozCZAKz0

Post-Fuqua:

Office of the COO, SAP North America

Jamaila HolderChief of Staff, COO SAP North America


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


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


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

http://www.fuqua.duke.edu/alumni/volunteer/volunteer-recognition/#tab_award-exemplary-service-intro


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

https://www.ted.com/talks/andrew_stanton_the_clues_to_a_great_story?language=en

http://nurturenow.lookbookhq.com/2016-nurture-touch-4/infographic


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


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

http://www.digitalistmag.com/

SAP Campus Recruiting


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:


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 [email protected]


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


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


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

http://www.sap.com/

http://www.digitalistmag.com/

http://www.sap-digital-business-services.com/

http://www.sap.com/careers


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

[email protected]

Director, SAP BusinessObjects

Cloud Product Management

mailto:[email protected]

https://www.youtube.com/watch?v=TKddJxiaAUA

https://www.youtube.com/watch?v=TKddJxiaAUA


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

[email protected]

www.sap.com/services

Twitter: Fmisbell

Facebook: Fred M Isbell

Linked In: www.linkedin.com/pub/fred-

isbell/0/827/903Edit

mailto:[email protected]

http://www.sap.com/services

http://www.linkedin.com/pub/fred-isbell/0/827/903Edit

September 20th SAP Fuqua Corporate Education Session

Recruiting & HR

Transcript of September 20th SAP Fuqua Corporate Education Session