Page 7 - SCP Hub
P. 7
Customer Knowledge Best Practices
o LISTEN, WATCH & READ investor and public presentations (e.g. annual reports,
10k, 10Q)
CUSTOMER o Leverage external research sources (e.g. equity analysts, Gartner, IDC, industry
KNOWLEDGE analysts, etc.),
o Setup daily Google Alerts for your customer
o Social listening via LinkedIn Sales Navigator and other social tools.
o Access customer info via D&B Hoover Sales Intelligence Solution
o Identify existing and potential relationships with the customer’s board and c-suite
o Map SAP executives to customer executives (Top-to-Top Meetings)
o Determine the conferences/events where the CXO’s attend and be in the right place at
the right time
o Gain access to customer portals / intranet (where customer allows vendor/contractor’s
access)
© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ INTERNAL | Scott Schwartzman, SCP Global CoE
