Executive Summary
- Do you need to improve your sales enablement versus SAP and Oracle?
- We have the perfect solution, which is customized for each vendor.
Introduction
You know how it works competing against SAP and Oracle. They make highly exaggerated claims and compete through the roadmap — promising prospects to have equivalence with any application in time. Our service helps improve the odds for software vendors.
There is a significant body of material around technical sales that software vendors know to be true in managing their sales teams.
The following quotation highlights the challenges of getting salespeople up to speed.
Fewer reps are hitting their quotas. According to a recent article by Forbes, 57% of sales reps missed their quotas in the last year – concluding overall that what’s truly hindering sales’ success is the lack of cohesion between departments and the way new sellers are being introduced to the product.
With today’s complex product lines and ever-changing business models, it can take as much as nine months to ramp up new reps. – MindTickle
The Problem Specific to Selling Against SAP and Oracle
All of the issues listed above apply double to completing against SAP and Oracle. SAP and Oracle are the two most challenging software vendors to compete against for the following reasons.
- SAP and Oracle receive financially biased coverage in the press.
- SAP and Oracle receive financially biased coverage by IT analysts like Gartner, Forrester, and IDG (who all count SAP and Oracle as customers)
- SAP and Oracle receive financially biased promotion by SAP consulting partners, which are the largest advisory firms in the world.
- The ability of SAP and Oracle to sell at the suite level — meaning they can either fire sale applications/databases that are not competitive or use the threat of repricing a bill of material if one or multiple uncompetitive items are not also purchased.
- The fact that many IT departments build their careers around purchasing SAP and Oracle.
- SAP and Oracle are rated by Brightwork Research & Analysis as the least accurate vendors in the information provided to prospects and customers of any that we cover in the enterprise software space. This means that each of these vendors most aggressively oversells their solutions. And have the marketing budgets to create false storylines that misrepresent both the products sold as well as the success of each of the products.
Who We Are
As we state in our tagline, we are the only fact-checking service for SAP and Oracle (among other technology topics). We have no financial connections to any entity we cover, and this allows us to provide education rather than advocacy.
- Business Model: We do not follow the IT analyst model, where we receive money from vendors to produce content.
- Domain Expertise: We also have many years of actual implementation experience and an extensive network in the SAP and Oracle communities that furnish us with a steady stream of information on anything from technology issues to implementation successes and failures that are not public information.
- Research: We research topics thoroughly and do not accept claims by any vendor without evidence.
This means that your salespeople can refer to a highly credible source that backs up the training they receive. This is the type of research supported information that SAP and Oracle do not want you to have.
Our Sales Enablement Offering
We offer customized online training for sales teams that compete against SAP and Oracle. The training has to be customized because SAP and Oracle have a massive product suite, and each vendor competes against different SAP and Oracle products, and of course, offers a different product or set of products.
What is Included
The training includes the latest research as well as quizzes to check information retention on the part of salespeople. This is a subscription service, and as new questions arise, the training material is gradually updated so that it never becomes stale.
To find out more, fill in the form below, and we will be in touch.
References
*https://www.mindtickle.com/blog/sales-readiness/modern-sales-enablement/