Vertic SAP – Partner Finder Case Study Vertic Inc 180 Varick St, Suite 1620 Tel (+1) 866 951 8660 New York, NY, 10014 www.VerticPortals.com Info@VerticPortals.com Background As part of SAP’s portfolio of products and services for small and medium enterprise (SME), the routing of relevant leads to resellers and channel partners plays a key part of the business. The problem was that prospects rarely understood which partner was most suitable to provide the product they need. Consequently it was too lengthy a process for prospects to find the correct partner. The project aimed to enable SAP partners to have a higher opportunity of conversion of sale from better routing of qualified leads – per a solution focus, industry focus and geographical location. This would give a better end-user experience, which in turn provided more leads being routed to partners and, ultimately, more sales for partners and SAP. Vertic Inc 180 Varick St, Suite 1620 Tel (+1) 866 951 8660 New York, NY, 10014 www.VerticPortals.com Info@VerticPortals.com Strategy & Concept Vertic strategy was then based on understanding how a best-practice, real inside sales person within SAP would interact with a prospect customer and then route to a sales channel based on understanding that individual’s needs. Interviewing sales people enabled Vertic to understand the three key levels of qualification in the offline world: - the prospect’s solution need - the prospect’s industry - the prospect’s location Finding Partners When users entered the Partner Finder, they were presented partners on a visual map. The visual map allowed users to see the partners within their specific country, region and even with their industry and solution-need focus. Clicking on a partner gave the user two options from here to: (i) read a presentation on the chosen partner or (ii) fill in a registration form to request contact from the partner. Vertic Inc 180 Varick St, Suite 1620 Tel (+1) 866 951 8660 New York, NY, 10014 www.VerticPortals.com Info@VerticPortals.com The Back--end system The Back Key SAP individuals were provided unique login names and passwords to a URL-based administrative tool. Once prospects had been on the site they were then stored in Vertic’s lead-routing system and routed to SAP’s OLR (Online Lead Routing) team. The information on each customer in this back-end system included the following: • Specific list of product/solution preferences • Individual user behavior (e.g. time spent on solution, skipped pages) • Sales partner to whom the lead was routed • Contact details Vertic Inc 180 Varick St, Suite 1620 Tel (+1) 866 951 8660 New York, NY, 10014 www.VerticPortals.com Info@VerticPortals.com
