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SAP India Newsletter - September |
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| Team, |
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| We have made a good start with significant wins at RIL, HCL, ESSAR, RRVNL etc. and built a solid momentum for 2H, 2014. The overall macro-environment and market sentiments are on recovery mode and the we are geared to seize this opportunity. Most importantly some these marquee wins re-enforces SAP's Strategy of Innovation lead by Cloud, powered by SAP HANA by our customers. |
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| We had rolled out initiatives and programs for our sales teams to leverage, build and execute for a solid 2H. We are seeing positive impact of the programs on our business as we have added an Incremental €60.2 M pipeline (On-premise ~ €49.8M & Cloud ~ €10.4M) in 2H. To further SIMPLIFY on the way we run our business, we became the first country in the region to roll-out F4S at First Level Sales Leadership. We have accelerated the internal adoption of Cloud on Customer (C4C) through workshops to ensure that we ourselves experience and leverage our industry leading cloud solutions. |
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| Let's continue the execution momentum by leveraging the Programs in Sept and work towards a great Q3 and Q4. |
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Happy Selling!
Deb Deep Sengupta
Chief Operating Officer - SAP India |
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| DEMAND GENERATION |
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| The Value and Volume DG programs in Q3 to-date, yielded E60.1M pipeline (E49.7M On-Premise & E10.4M Cloud). |
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| Executed : |
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Big Deal Clinic: Created E2.0M pipe and an expected pipe of E8.0M in September from 35 accounts by leveraging innovation portfolio(Big Data, Enterprise Asset Management, Business Suite on HANA, Success Factors, Omni-Channel Commerce, Customer Experience Management). This program will continue to run through 2014. |
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Leadership Conversation Series for Chief Marketing Officers (16 Org.s) & Chief HR Officers (11 Org.s) in Mumbai. |
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HR Connect conference at Mumbai & Bangalore touching 250 HR leaders, adding new pipeline of €1.0M and touching existing € 5.5M of pipe. |
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Public Services Forum in Delhi covering 1064 delegates from 350 unique Government entities. |
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Volume Campaigns & Sales plays created On-Premise pipeline of E16.2M and Cloud pipeline of E1.4M |
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The license audit team continues with their programs on Self Declaration, Extension as well as rejuvenating Dormant Accounts. These initiatives have also added €2.3M pipeline till now in 2H and will run through 2014 |
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| Upcoming : |
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Leadership Conversation Series for CEOs hosted by Adaire Fox-Martin & Ravi Chauhan on September 9th in Mumbai |
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BFSI FIBAC2014: SAP will be the technology partner for India's largest annual banking event on September 15-16th in Mumbai |
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Innovation Express is a technology showcase on wheels covering 500 NN prospects & 40 IB customers in 12 cities across5 states (Maharashtra, Gujarat, Rajasthan, Uttar Pradesh & Haryana) |
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Finance: Companies Act Series continues with CFO conclave on September 5-8th in Kerala covering top 100 CFO of India and CFO roundtables in Mumbai & Delhi |
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Volume Campaigns for IB and Net-New with 6 city partner-lead events, 7 Telemarketing programs and partnership with CII for 5 city MSME roadshow targeting 500+ NN prospects |
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| PIPELINE ACCELERATION |
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| Strategic Deal Workshop: Impacted E20M of Q4 pipeline
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| Aug: Round One covered the below 5 accounts
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| September: Round Two will cover the below 4 accounts |
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| Design Thinking Workshop Engagements: |
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| DT team conducted Design Thinking workshops with 27 accounts, including customers like WIPRO, ONGC, United Nations Population Fund, Crompton Greaves and Tech Mahindra – touching a pipeline of E13M. |
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| ENABLEMENT- UPSKILLING FOR TRANSFORMATION |
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| Increase Effectiveness: |
| F4S : First F4S certification program in APJ for 29 Sales VPs /FLSMs on Pipeline/Demand Management and Deal Execution |
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| C4C : 3 city workshops( 59 attendees) to accelerate the internal adoption of Cloud on Customer (C4C) |
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| Improve Knowledge: |
| Value Management Certification : Workshop for 25 participants across sales & presales on Value Management methodology and tools with hands-on exercises to illustrate the Strategic deal process. |
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| Design Thinking : One day DT workshop to enable VAT leadership team on DT methodology. |
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| Value University "Call-N-Learn" sessions on Cloud (2 Sessions, 38 participants), Innovation (3 Sessions, 107 participants), Challenger Series (2 sessions, 23 participants) and Soft Skills (7 sessions, 234 participants) |
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| PEOPLE UPDATES |
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| Heartiest congratulations to Nubeel Ansari on becoming IVE person of 1H across APJ! |
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| New Joinees - A warm welcome to the new VAT members to the SAP family: |
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IVE : Murali Mahalingam as Industry Director for Banking |
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IVE : Aditya Das Narayan as Industry Director for Insurance |
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Solution Business Development: Puran Koul as Director for Customer Experience Management |
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Marketing : Mohammad Danish as Marketing Manager for Ariba |
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Marketing : Rup Kamal Kalita as Digital Marketing Manager |
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| People Movements :There have been some people movements within the organization |
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Ramki R to SAP SEA Pre-Sales Head |
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H Mukesh Kumar as Interim Pre-Sales Head, SAP India |
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Manohar to SAP EMEA IVE team |
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Anshul Dhingra to SAP APJ to lead APJ Marketing for Financial Services & Telecom Industries |
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Poonam L to APJ Global Partner Organization Marketing team. |
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