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CxO / LoB Knowledge Checklist

What “Equal Business Stature” Looks Like

CXO / LINE-OF-
BUSINESS ü CXO access / open door.
KNOWLEDGE ü Hall Pass - able to move freely throughout

the organization (e.g. badge, office on-site, access to internal systems and facilities)

ü Willing to sponsor introductions to staff and peers.

ü Agreeable to validating business priorities and discussing calendar and funding.

ü Willing to commit resources to co-develop business cases.

ü Seeking to engage to discuss big ideas.

ü Willing to serve as a pubic reference.

ü High-velocity / sustained executive conversations.

ü You have competently communicated a differentiated story about your business
value.

ü You have confidently stood in front executives and decision makers knowing what to

say and how to say it.

ü You were able to articulate compelling value propositions that convinced the customer
to change their business using your solutions.

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