Before we get started with your executive pitch, let’s quickly lay the groundwork and provide a refresher on what it means.
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Summary of key points to remember
An executive pitch is:
- 3 - 5 minutes max
- Also known as an elevator pitch, water cooler pitch, or coffee pitch
- Formal or informal
- An introduction of yourself and SAP’s solution that creates a connection with the customer by generating curiosity and interest about something the customer did not know SAP could provide
- Empathetic to the customer’s current challenges
- Closed with a clear follow-up action to move the deal forward
An executive pitch is not:
- a 5 - 10 min dialogue
- a 10 - 30 min positioning presentation
- a 15 - 60 min value showcase presentation
Let's summarize what you've learned:
- An executive pitch is a short introduction of 3-5 minutes, also known as an elevator pitch.
- It aims to create interest and curiosity in the customer about what SAP can offer.
- An executive pitch should show empathy, understanding the customer's needs, and move the deal forward.
- It should be closed with a clear follow-up action to move the deal forward.
- An executive pitch is not a long dialogue, a positioning meeting, or a detailed presentation.