Case Study: IBM cloud for SAP workloads
SAP customers are hesitant to move to the cloud or SAP S/4HANA because of the following reasons:
1. Business/ Process Disruption
2. Migration Cost
3. Data Gravity
4. Regulations Security and Compliance
5. Performance
6. Data Residency
IBM
Industry: Multinational Tech
Location: United States
Size: 282,000+ employees
Company Bio
IBM produces and sells computer hardware, middleware,and software, and provides hosting and consulting services in areas ranging from mainframe computers to nanotechnology. IBM is also a major research organization, holding the record for most annual U.S. patents generated by a business (as of 2020) for 28 consecutive years.
Overview
IBM Cloud is optimized for SAP with certified infrastructure options to run SAP business applications and has the widest portfolio of high-performance compute options for SAP HANA, including Intel bare metal, Intel bare metal with Intel Optane with Persistent Memory, VMware Software-Defined Data Centers (SDDC)-the VMware dedication option, IBM Cloud Virtual Private Cloud (VPC), and virtual machines from both Intel and IBM Power Systems.
The Challenge
SAP customers are hesitant about migrating to the cloud because
they do not trust the security and compliance yet. They also have
some concerns about process disruptions and data gravity. Apart
from that, there is also the factor of the budget, that a lot of SAP
customers are trying to avoid.
The Solution
Given all of the challenges that IBM was facing it was clear that its prospects need to be educated about the process of migration of SAP to cloud and S/4HANA. IBM also have to win their trust by maintaining a relationship with the prospects. To tackle all these problems, 8 Miles Solution decided to run BANT and Appointment Generation Campaigns. With BANT we created an unbeatable sales pipeline and through Appointment Generation, we were able to gain the faith of the targeted accounts.
The Approach
BANT: We started off by reaching out to relevant and potential customers through emails and calls. At first, we introduced IBM cloud for SAP workloads to the prospects by telling them how easy their business processes can be. The potential prospects were then asked questions in such a way that we could understand how far along the prospect is in the buyer’s journey. The questions were divided into 4 categories: budget, authority, need, and time. This helped us interact with the target audience, understand their issues, and help them.
Appointment Generation: To run the Appointment Generation campaign successfully we started by targeting relevant and significant contacts and nurturing them. Our goal was to push these prospects further into the sales funnel until they are ready to buy or at the least set an appointment with them to further discuss the IBM Cloud for SAP workloads.
About 8 Miles Solution
8 Miles Solution is a sales acceleration company, we provide everything from contact to closure. Our core expertise lies in Lead Generation, Data Enrichment Services, Appointment Setting, Digital Marketing, and Email Marketing & Market Research. Commitment, quality & dedication are the key ingredients of 8 Miles Solution. We believe in reanalyzing efforts, challenging timelines, and believing in finding the right answers. Our goal is to increase your sales figures and if there is only one solution in the world we will find it and deliver the results before it’s too late. 8 Miles Solution is a sales acceleration company, we provide everything from contact to closure. Our core expertise lies in Lead Generation, Data Enrichment Services, Appointment Setting, Digital Marketing, and Email Marketing & Market Research. Commitment, quality & dedication are the key ingredients of 8 Miles Solution. We believe in reanalyzing efforts, challenging timelines, and believing in finding the right answers. Our goal is to increase your sales figures and if there is only one solution in the world we will find it and deliver the results before it’s too late.
