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cleanFiles/bookmap_Positioning_the_WalkMe_Solution_en-US_learning-sap-com_lsc-prod.zip (MMCP-DROPZONE) - 2025-05-01T07:58:50.000Z

Understanding Go To Market Sales Plays

<div id="content"><p tabindex="0">Discover how to leverage WalkMe’s tailored Sales Plays to drive digital adoption and maximize customer success within the SAP ecosystem.</p><p tabindex="0">This course provides SAP Sales Teams with actionable strategies to position WalkMe as the ultimate solution for simplifying adoption journeys, solving consumption challenges, and delivering measurable ROI across diverse SAP solutions.</p><div class="kalturaVideoLessonWrapper"><div aria-label="" class="kalturaVideoLessonContainer" data-testid="video" id="1_oq73dft9"></div></div></div>

Go-To-Market Sales Plays

Positioning WalkMe

Hello, and welcome to our session for today as we take a closer look at the WalkMe sales plays, designed specifically for the SAP sales team. If you're part of a global digital transformation, you already know how complex it can be to drive adoption and ensure users get the most out of their SAP solutions. That's where we come in. WalkMe's tailored solutions empower your customers by simplifying their adoption journeys while creating real, measurable value. Let's get started and review the key sales plays you can use with your customers. WalkMe and SAP have created the following key sales plays to help you drive value with your customers. Let's take a moment to look at the sales plays at a high level before diving into each one. The WalkMe sales plays addresses key areas like digital adoption, business transformation, HCM, concur, finance and spend, and rise. From simplifying adoption journeys to supporting ERP transformations, managing HR migrations, ensuring compliance and expense and finance processes, and driving results post-go live, these plays empower customers to maximize ROI and achieve their goals. The WalkMe for Enterprise Digital Adoption is our enterprise -wide play for large organizations looking to drive adoption, maximize their tech investments, and stay agile even through complex changes. This play is for customers that already have multiple SAP solution areas, even accounts that you've sold all you can sell to and want something new to position. It's perfect for net new or existing customers in RISE, SAP Business Suite customers, and customers that could benefit from digital adoption on non-SAP applications. Think of this play as the starting point for future multi-million dollar ELA opportunities. Also, if consumption and adoption challenges are delaying your customer from realizing value from their SAP investment, or potentially putting the account at risk, this play is designed to address those scenarios. The customer profile targets high-level decision makers, including CHROs, CFOs, CIOs, COOs, CPOs, CTOs, and department heads, in areas like IT, finance, sales, human resources, and supply chain. These customers span strategic enterprise segments and cross-industries, focusing on functions such as operations, sourcing, compliance, and product development. The ERP Transformation Sales Play ensures your customers confidently navigate their ERP transformation and set the course for continuous improvement. The play is targeted towards current ECC, or S4 HANA, on-premise customers and potential or existing rise with SAP customers. It's designed for SAP GTM colleagues to land the value proposition, benefits and capabilities of SAP Signavio, SAP LeanIX, and WalkMe, and to demonstrate how these solutions enable a confident transition to SAP S4 IHANA Cloud with both business and IT leaders able to align on a cohesive, standardized path to transformation success. The target customers include key decision makers such as CIOs, COOs, CEOs, CTOs and heads of IT, innovation and strategy across enterprise and corporate segments as well as partners. They span various industries and lines of business including IT, supply chain, finance, marketing and manufacturing with a focus on prospective and existing rise with SAP customers. For HR transformation, we have two HCM sales plays. The first sales play is the HCM Move Play that is designed to make the migration from on-prem to cloud hassle-free. It ensures smooth onboarding and guides users through their new SuccessFactors tools for maximum efficiency and reduced risk of poor adoption. The second sales play is our HCM Win Play. This isn't just about adopting HR systems, it's about connecting the dots between HR and finance. By guiding employees and managers to handle data accurately and maintain compliance, we're helping organizations unlock the full potential of HR data to benefit finance and organizational success. The customer profile target for both sales plays includes key roles such as CHROs, CIOs, CFOs, COOs, heads of HR, finance, and operations, as well as payroll managers and directors of employee experience. It spans corporate and enterprise segments across diverse industries, including aerospace, automotive, healthcare, public sector, retail, telecommunications, and more. For travel and expense management, we have two Concur sales plays. The first sales play is the Concur on the Move. This sales play assists in onboarding and guiding users as they implement cloud-based solutions, ensuring travel and expense processes are smooth and efficient. The second sales play is the Concur Complement SAP Business Suite with T&E. This sales play focuses on maximizing adoption for these solutions and driving compliance at every step. The customer profile targets CFOs, CHROs, and CIOs within corporate segments, focusing on both SAP Business Suite, public cloud users, and prospects. Key areas include finance, IT management, sourcing, operations, strategy, and compliance across various industries. For finance and spend, we also have two sales plays to share. The first sales play is Power of Procurement as a competitive differentiator for the SAP Business Suite. This sales play for effectively onboarding and guiding users through the new Ariba solutions and maximize time to value and ensuring procurement process adherence. The second sales play is build agility and resilience by optimizing total workforce potential. This play focuses on effectively onboarding and guiding users through the new field glass and success factor solutions and maximize time to value and ensuring efficient and compliant workforce management processes. The customer profile targets for both sales plays are CPOs, heads of procurement, finance and supply chain within enterprise and corporate segments. It focuses on organizations managing over $50 million in indirect spend, aiming to optimize sourcing and procurement, while ensuring governance and cost control across various industries. The RISE transformations include four strategic sales plays designed to address diverse ERP transformation needs. The first RISE sales play is the SAP Business Suite for Subsidiaries with Public Cloud ERP. This play focuses on empowering subsidiaries with scalable cloud ERP solutions tailored to their unique requirements. The second rise sales play is the greenfield ERP transformation to the SAP Business Suite via public cloud ERP. This play enables organizations to build a fresh, modern ERP foundation leveraging the benefits of public cloud. The third rise sales play is the brownfield ERP transformation to the SAP business suite via private cloud ERP. This play offers a seamless transition to the cloud while retaining existing core ERP investments. The last rise sales play is move to the cloud suite before your mainstream maintenance expires. This play ensures businesses make a timely shift to modern ERP systems, securing ongoing innovation and support. The target customer profile includes CIOs, CFOs, CEOs, and COOs within enterprise and corporate segments, focusing on SAP ERP customers nearing end of mainstream maintenance. It emphasizes IT management, finance, strategy, compliance, operations, and governance across various industries. To make it easier for you to navigate the WalkMe sales plays, we've created a simple, easy -to-use guide. This Cheat Sheet summarizes the key sales plays across six focus areas. Digital Adoption, Business Transformation, Human Capital Management, Concur, Finance and Spend, and Rise. It's designed to save you time and help you quickly pinpoint the strategies that matter most. Everything you need in one place. Download your Cheat Sheet today and take the next step towards sales success. To wrap things up, each of these plays is designed to meet your customers where they are, helping them achieve seamless adoption, maximize ROI, and unlock new levels of success. The next step is up to you. Start the conversation with your customers and show them how WalkMe can transform how they adopt, engage with, and get value from their SAP tools. You can access the sales plays on SharePoint under Global Sales Plays 2025. If you have any questions, please contact your WalkMe account executive. thank you for watching and as always feel free to reach out with any questions together we'll drive adoption and success one customer at a time good luck and we wish you happy selling