Page 11 - SCP Hub

Industry Knowledge Checklist

ü Are you an industry expert? Thought leader?

ü Can you articulate macro, micro and digital trends for the customers respective
INDUSTRY industry(s)?
KNOWLEDGE
ü Can you spontaneously give examples of customer experience, operational processes
and new business models?

ü Have you leveraged the industry digital posters, digital assessments, VLM and other
content for:

ü Executive alignment and C-level discussion?

ü Account planning and aligning the VAT team?

ü Discovery / Customer workshops / Focus on LOB?

ü Validate business case / benefits / value statements?

ü Whitespace analysis?

ü Understand other industries – as industry lines are blurring in the digital era?

ü Knowledgeable on industry specific products and solutions?

© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ INTERNAL | Scott Schwartzman, SCP Global CoE