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CxO / LoB Knowledge Best Practices
How do you earn “Equal Business Stature”?
CXO / LINE-OF- o Executive alignment is a team sport - Map your VAT team and SAP Executives to the
BUSINESS C-suite
KNOWLEDGE
o Building trustworthy relationships requires discipline and repetition - conduct internal
“what is the on CXO’s agenda?” meetings with your VAT team on a regular basis
o Leverage the SCP Strategic & Holistic POV (with “4 Panels”) to align strategic
imperatives and articulate desired business outcomes with your customer
o Leverage great content (e.g. industry digital posters, digital assessments, etc.) to drive
executive conversations
o Leverage Independent Executive Advisory Council (IEAC)
o Use an omni-channel approach to communicate and listen to CXO’s (e.g. social
listening via LinkedIn, Google Alerts, Grapevine, etc.)
o Get Coaching
o Target the right motivations of the CXO - 70% of people make purchasing decisions to
solve problems. 30% make decisions to gain something
o Target the right executives - CFOs alone authorize 26% of all IT investments, while
CIOs alone approve only 5%
© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ INTERNAL | Scott Schwartzman, SCP Global CoE
