Visit the SAP Forum

Languages : English | Dutch | French | Portugese | Italian

Get 30,000 Interview Questions & Answers in an eBook.

Interview Success Kit - Get Success in Job Interviews

Send your Resume to 6000 Companies
India's Best Web Hosting Company
Home » SAP Articles » SAP - ERP Articles » Sales & Marketing ERP in the Cloud: Rethinking Your Strategy

Sales & Marketing ERP in the Cloud: Rethinking Your Strategy


S A P - R E S O U R C E S

Get Free SAP Resources:

Are you looking for:
  • SAP Jobs
  • Free SAP eBooks
  • SAP Softwares
  • SAP Tutorials
  • ERP Implementation Examples
Enter Email Address:
(Enter your email address above and we will instantly send you the download link to you, when you confirm your email.)
Search SAP Resources:

The good old days of on-premises ERP solutions are fading fast. It won't be long before any of those in sales and marketing for software resellers even remember what it was like.

Gone are the days of full pipelines bursting with opportunity, and a fundamentally unknowledgeable group of buyers just waiting for a sales professional to show them the way.

ERP has traditionally been a costly capital investment for the buyer, and resellers have enjoyed the stability associated with customizing a solution, thus almost guaranteeing that customers remain their customers for years to come.

The cloud has changed all of that.

The challenges of the on-premise SaaS ERP reseller

These days, buyers are doing their own research and due diligence, often times selecting a cloud product or group of products before ever talking to a reseller.

Moreover, cloud solutions are a fraction of the price of on-premises ones, paid monthly and being sold to a changing demographic. Today's buyers not only want to do their own research and start using the software quickly, they want to do so for a low cost with almost no contract terms. The old way of doing business just won't cut it.

Add to that the fact that cloud solutions mean lower profits and almost no services revenue, and you've got a recipe for disaster if you are an ERP reseller still counting on fat margins and large associated service revenues.

So what are traditional on-premises ERP providers supposed to do?

They are supposed to make changes.

In order to succeed in the cloud, sales and marketing costs need to be kept low; otherwise your cost of sale becomes 2-3 times higher than the revenue. You don't have to be an accountant to figure out the problem with that. You need to generate more leads, pre-bias them to do business with you, and cut your project delivery time down to a fraction of where it is today.

Here are a few tips and tricks to get started:

Adapting for a SaaS ERP Landscape

Invest in a marketing automation system where you can segment your leads and develop nurture marketing campaigns. We're in the age of information overload, and remaining top of mind requires carefully executed, regular interactions with your lead pool.

Design a cloud specific sales and marketing strategy, and stick to it. Cloud computing isn't an addendum to your current on-premises business; it's a fundamental shift in the way your business should operate. Sales, marketing, cash flow and operations all need to be specific to a cloud business.

Website Optimization is key. People start their research online, and if they can't find you quickly through their searches, they never will, especially in the cloud.

Capture your leads. Even the best optimized website will fail you if you're not capturing the leads. Insure you're offering up valuable content that prospects will exchange their information for. This identifies you as an expert, while also giving you a lead to nurture.

Start contemplating different ways to market. Direct mail isn't your best option for a cloud based solution, so it's time to start thinking outside the box. Email marketing, nurture marketing, social marketing these are all less expensive tactics which should deliver a higher number of valuable leads.

Identify your brand. Consider why someone would choose to do business with you over the guy next door who costs half as much but looks twice as good online. Consider what you offer that no one else can, and how can you demonstrate this offer quickly and easily at the beginning of the sales cycle.

Cloud sales and marketing is fundamentally a numbers game. You must drive the highest number of leads for the least amount of money.

Of course, if you can do that, you've solved the biggest marketing challenge to date. In the interim it's about evaluating your strategies to ensure that you're targeting the right people with the right message, using the right mix of tactics.

More SAP - ERP Articles
1 2 3 4 5 6 7 8 9 Next


discussionDiscussion Center


Yahoo Groups
Y! Group
Sirfdosti Groups
Contact Us
Sign in

User Name:
Forget password? | Register


Get 30,000 Interview Questions & Answers in an eBook.

Interview Success Kit - Get Success in Job Interviews

Send your Resume to 6000 Companies

SAP Resources

  • SAP Articles
  • SAP Books
  • SAP Certifications
  • SAP Companies
  • SAP Study Materials
  • SAP Events
  • SAP Faqs
  • SAP Jobs
  • SAP Job Consultants
  • SAP Links
  • SAP News
  • SAP Sample Papers
  • SAP Interview Questions
  • SAP Training Institutes
    SAP Tutorial

  • Introduction
  • SAP History
  • SAP Facts
  • SAP Tables
  • SAP Function
  • SAP Report
  • Reasons To Use SAP
  • SAP Landscape
  • SAP Transaction Code
  • SAP Lotus Notes Integration
  • Business Connector and XML
  • Enterprise Release 4.7

  • SAP Training Institutes

  • SAP Training Institutes
  • Job Consultants Address
  • SAP Companies Address

  • Business Process Cycle

  • Analyze
  • Design
  • Implement
  • Operate
  • Optimize
  • Skills And Education

  • Logistics Module

  • Sales and Distribution
  • Quality Management
  • Materail Management
  • Plant Maintenance
  • Financial Modules (FI/CO)
  • Project system
  • Production Planning
  • Service Management

  • SAP NetWeaver

  • Introduction
  • Object Model
  • Interoperability
  • Creating Web Apps
  • Java Connector
  • Advantages & Conclusion
  • Life Cycle Management
  • Composite Application Framework

  • SAP Tools

  • SQL Trace Tool
  • SAP BW

  • SAP Modules

  • SAP FI Module
  • SAP CO Module

  • SAP Technical

  • SAP ITS Architecture
  • Financial Management
  • Manufacturing Planning and Execution
  • Customer Order Management
  • Lackbox Processing
  • SD and Financial Accounting Integration
  • SAP - HR (Human Resource)

  • SAP Miscellanous

  • Web Application Server(WAS)
  • Data Archiving
  • Mobile Engine
  • SAP Script
  • SAP Transactions
  • SAP Business Warehouse(BW)

  • SAP Reference

  • SAP Facts
  • SAP Tables
  • SAP Function
  • SAP Report
  • SAP Landscape

  • SAP Others

  • SAP Treasury
  • SAP Finance
  • SAP Data Archiving
  • SAP Exchange
  • SAP Applications Components
  • SAP Software
  • Dunning
  • SAP Payroll Basics
  • SAP BASIS and Security Authorization
  • SAP Backup
  • SAP Router

  • ABAP Tutorials

  • Introduction
  • ABAP Transaction
  • ABAP Function
  • ABAP File Processing
  • ABAP Objects
  • ABAP Syntax
  • ABAP Queries
  • SAPMail Using ABAP
  • ABAP Programming Hints

  • SAP Projects & Codes

  • Finding the user-exits
  • Purchase Order Display
  • Batch Input
  • Dynamic Open SQL
  • Creating Extract Dataset
  • Reading database tables
  • Load table from a UNIX file
  • Create subscreen

  • SAP Resources

  • SAP Books
  • SAP Links

  • Interview Question

  • Common Interview Que.
  • ABAP Interview Que.
  • ERP Interview Que.
  • HR Interview Que.
  • MM Interview Que.
  • PP Interview Que.
  • ALE Interview Que.
  • EDI Interview Que.
  • Basis Interview Questions
  • SAP-SD Interview Questions
  • FI&CO Interview Questions
  • BW Interview Questions
  • CRM Interview Questions
  • Interview Questions

  • Careers at SAP

  • Careers in SAP (SAP Jobs)
  • Advertise