What’s driving your customer strategy: a long-term vision or short-term ambition? The order-to-cash transformation that SAP delivered to an oilfield services shows how a true vision can carry its weight in gold over the long haul.
Throughout the transformation project, our Value Partnership Service team had a choice. We could have taken the conventional, short-term approach: Throw technology at the problem; recommend and implement new software over a six-month program; calculate the ROI; and then wait for the next sales cycle. Wash, rinse and repeat.
Instead, the SAP Value Partnership took the high road with a long-term roadmap and concept.
How? We created a three-year vision to create lasting transformation across the oilfield services giant. We built that vision on a solid, in-depth understanding of what the oilfield services customer really needed to move its business forward. We spent months on site in oilfields, regional offices and back offices. We took the time to understand the company’s challenges, painpoints and opportunities firsthand. Then we created a roadmap–backed by a vision for lasting transformation.
When we presented our concept to the CXO and senior managers, they did more than just approve it. They made that vision their own. With a groundswell of support, we were then able to mobilize and optimize the entire OTC process. That is how we were able to link opportunity-to-cash business requirements with an SAP-driven knowledge platform.
A customer’s application and solution will only be as successful as the vision behind it. Contact me at raul.olivo@sap.com, and I can show you how the Value Partnership can drive your next big success.