2017 Excellence Awards Case Study: 

SAP Creates Sales Learning that Impacts Profits

Case Study

When SAP set a goal to expand into the small- and medium-enterprise market, leaders realized their global partners needed to understand SAP’s cloud/digital opportunities to sell them. So the L&D team developed a blended-learning program to turn SAP account managers into business managers who can explain the new technologies, understand partners’ economic drivers, and persuade partner executives to sell SAP products. In 2016, the “Mastering Partner Business” program helped SAP obtain a stunning 120% increase in revenue YoY; 58% of all deals involving SAP’s next-generation business suite were signed by partners. SAP earned a Gold Award for Best Learning Program Supporting a Change Transformation Business Strategy in the 2017 Brandon Hall Group HCM Excellence Awards.

A complete database of case studies is available in our Member Center to current members. To learn more about membership or request a trial membership, please contact us. To learn more about our Excellence Awards and to enter, visit our Excellence Awards website.

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