Page 6 - SCP Hub

Customer Knowledge Checklist

ü What is the customer’s purpose and culture?

ü What is the customer’s strategy?
CUSTOMER
KNOWLEDGE ü How well do you know the leadership in their organization?
ü What is the perception of SAP?

ü How do they prepare budgets?

ü What is their buying process?

ü Have you prepare a relationship / influence map?

ü Have you prepared a contract and lifetime spend summary?

ü What is the whitespace (purchased, subscriptions, deployed, in process)?

ü What is the enterprise landscape (business, technology and digital landscape)?

ü Have you summarized SAP investments and shared with the customer?

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