Why Can’t ERP Software Be More Like Pandora Radio?

CIO, November 10, 2010 (Online)

CIO reporter Tom Wailgum says he recently had an epiphany while listening to Pandora Radio, an Internet radio service that allows its users to create their own “radio stations” based on their individual musical tastes. The service eases users into new artists and titles by never veering too far from the familiar. And, Wailgum adds, “it’s so darn easy to use that ‘change’ doesn’t feel like ‘change’ at all. Even though change is, indeed, happening.” Wailgum says using Pandora makes him contrast it with how companies roll out enterprise software to their users today. Specifically, Wailgum points to the “troubling experience” of Lumber Liquidators as it rolled out SAP’s ERP software. CEO Jeffrey Griffiths noted that employees’ difficulties adjusting to the new software caused a “weak” third quarter. But, Wailgum says, just think of how different a user’s experience would be if ERP software could work like Pandora Radio. Wailgum suggests a similar “ERP Genome Project” to better understand how users work, how to introduce new software, and what will keep their interest.

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SAP – Inside Sales Executive Commercial Business User – Ottawa, Ontario

Check out our “Inside Sales Video”: http://bit.ly/SalesJobSAP


View full job description:  http://dld.bz/5NUf



The primary purpose of the Target Accounts Sales Executive (TSE) is to achieve the overall SW

license revenue and net new name goal/quota by focusing on sales to a list of 30-50 Target

Accounts in a territory as identified and assigned in the territory planning process. To do that the

TSE must control the sales cycles to all assigned accounts by either driving the sales cycle

himself (resulting in customer signature on SAP paper) or orchestrating/co-driving a partner-led

sales cycle, if the partner involvement significantly improves the probability to close the deal

within the expected time frame. Furthermore, the TSE is responsible to identify and qualify opportunities within .the scope of his assigned accounts in order to maintain a healthy opportunity pipeline on an ongoing basis.



Territory / Accounts Planning

  • Supports the TSM during territory planning process to select set of target accounts

(together with other members of the virtual territory team) based on an analysis of short- and mid-term business opportunities in his territory, knowledge on accounts within the territory, level of partner coverage, etc.

  • Establishes account plans for top target accounts in his territory in order to proactively

identify sales opportunities according to revenue targets.

  • Monitors, Consolidates and regularly updates the Account plans (reviewed on a regular basis by Territory Sales Manager)


Target Account Sales

  • Responsible for sales/SW license revenue quota achievement into 30-50 ME target

accounts within a territory as defined in territory- and account plans

  • Identifies and generates specific opportunities and drives those through the sales cycle, involving other units on a need-be base (ISE, Presales, Value engineering, industry principals, IBUs, etc.) in order to close deals in shortest time/cost possible
  • Decides about involvement of partners based on customer solution need as well as according to partner’s capability to influence successful closure of the opportunity (Sales through partners estimated at 20% max).
  • Offload non complex opportunities (below country threshold) to ISE’s
  • Escalates issues in own and partner-led sales cycles to TSM/senior management in country/market unit


Pipeline and Opportunities Management

  • Proactively covers and engages with all accounts to generate opportunities for SAP and/or SAP partners solutions
  • Leverages Inside Sales resources for programmatic and systematic installed base up-selling and cross-selling; Picks up complex deals/opportunities as identified by ISE
  • Maintains and drives a healthy (Based on MU definitions: 3X, etc) opportunity pipeline in the territory, leveraging all available resources (PR, Marketing, Industry Alliances, etc.)
  • Creates opportunity management plan for top deals in pipeline (reviewed on a regular basis by TSM)
  • Updates on a timely basis SAP@CRM system with accurate customer and pipeline Information


People Development

On top of the on-the job coaching provided by TSM, the TSE should improve sales skills

along various dimensions (negotiation, communication, solution/industry expertise, competitive

insight, etc.) as aligned and jointly prioritized with TSM



Bachelors Degree or equivalent


• Minimum 5 years experience in sales positions (Direct Sales)

• Knowing or having successful experience in multi channel go to market models

• Understanding the principles of solution selling through Partners

• Knowledge and understanding of Indirect Channel dynamics

• Proficiency in value-oriented selling focused on prescribed (or pre-determined) solution


• Target Industry/Vertical market and process knowledge

• Knowledge of ERP market




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