Highlights
00:10 — Bob recently interviewed Christian Klien, CEO of SAP. The interview gives insight into how SAP has developed over the last couple of years, with Klien turning the company into a cloud powerhouse.
00:49 — A major part of SAP’s cloud outlook, customer-centric transformation is RISE with SAP. No other cloud company has attempted this kind of business transformation initiative.
01:14 — RISE took the different pieces of SAP and gave them a single context around customer success.
01:23 — Companies are striving to move away from the old-fashioned notion that the big thing was the contract upfront and the deal size. Now, the big thing is business outcomes, customer success, and customer loyalty.
01:42 — In the interview, Klien described the culture overhaul that had to take place at SAP.
02:15 — Klien said that it isn’t just about sales calls, but about delivery calls. Three different groups—sales, product leaders, and marketing and solutions—have joint ownership over the business outcomes for customers.
02:39 — With SAP’s cloud business growth, Klien reports it’s growing in the high 20s.
02:50 — The power of data and industries is helping SAP not just run the company, but run its internal operations. Data helps the company move into a higher value place in its industry or move across industries to interconnect with different stakeholders.
You can see my 25-minute exclusive interview with Klein HERE
