Growth Strategies
Strategic Budget Planning for Manufacturers During Economic Downturns: The Importance of B2B E-Commerce New Post
–Malcolm Gladwell
Some people agree with the above quote, some strongly disagree–but we can all agree that if you do something for 10,000 hours, you probably know more than most on that subject. In solution selling, you are taught very early to identify the problem, then formulate a solution to solve that problem for your future client. Now you ask, “how are these two topics related?”
Selling an SAP eCommerce solution is not like selling a widget. There is no ‘one size fits all’ magical silver bullet in SAP eCommerce. The odds of Manufacturer A’s business rules being the same as Manufacturer B’s (if I had to guess) are about one in a million. That’s not to say that there are not similarities between solutions. At Corevist, we say our SAP-Integrated eCommerce solution is 80% “out of the box.” The remaining 20% is where Experience comes into play.
For months, I’ve been working on formulating the value of the experience we have here at Corevist. How can I quantify it to share with prospects? Is it in hours, years or projects? In case you were wondering, here’s a quick breakdown:
But how does this benefit our prospects and clients here at Corevist? Its embedded in a few of our core values that we strive to deliver daily;
Being Professional is of utmost importance to those involved in the sales process, or should I say journey here at Corevist. It all starts with our first communication to a potential client when we ask ourselves,
How do we know to do all of the above? Experience! The team here at Corevist has literally been there, and done that.
The value of experience became crystal clear to me a few days ago. We were doing what I thought would be a fairly normal demonstration focused around replacment parts.
Boy was I wrong.
We kicked off the demo by asking the prospect to reiterate their business needs. Of course, getting to this point, I had a fairly good understanding that it was going to be focused around replacement parts, and I had built our demonstration around it.
But, the prospect threw us a curveball. They had a bigger, long-term need that they needed to scale to.
They needed to ensure that the complex orders, currently being taken by phone, email and yes even fax, could be properly formed and placed in SAP so the manufacturing side of the house could fulfill the orders. I won’t share the private details of the conversation, but needless to say, having our SAP eCommerce experts on that demonstration allowed for us to show our core values.
In a nutshell, Experience in SAP eCommerce is worth its weight in gold. You can’t put a dollar figure to that value. It’s a person-to-person, relationship value. We are trusted advisors looking out for our clients’ best interests. With 300,000 hours of SAP eCommerce experience under our belts (and counting), we’re becoming better advisors every single day.
If you’re looking for the best SAP eCommerce solution out there, don’t hesitate to get in touch with me. Let’s talk about your business needs–where your company is today, and where you’re going. I’d love to hear from you.
Email me today: ariel [DOT] mordetsky [AT] corevist.com
–Ariel Mordetsky, Director of Sales