Engaging customers in meaningful discussions about SAP Business AI is a powerful way to uncover business value and drive innovation. This high-level sales process provides a structured approach to guide these discussions - from identifying relevant AI use cases and assessing their value to determining AI Unit needs. With the help of tools like the AI Feature Catalog, Value Calculator, Roadmap Builder, and AI Unit Estimator, sales teams can confidently showcase how SAP Business AI supports real transformation and aligns with customer priorities.
Lead Strategic AI Conversations with a Structured Sales Process
Having the right tools and framework is key to helping customers realize the value of SAP Business AI. The high-level sales process provides a clear structure to guide conversations.
The first step is to start the AI discussion. This involves exploring the customer’s priorities, identifying relevant use cases, and understanding the business value they aim for. The focus is linking AI capabilities to outcomes rather than just presenting technology.
The second step is to define the sales channel and the consumption model. Clarifying the channel is key: for Direct or CCFlex deals, the new commercial model applies. New-to-AI customers proceed with the new AI Unit SKU, while existing AI customers must transition to this SKU via the Switch Program. The Switch Program offers different transition paths depending on customer prerequisites — downsell at renewal, change of quote, or restructuring. The first step is always to register the customer for the program. Refer to the Commercial Deck (Note: Link for SAP internals only).
The legacy model continues to apply for indirect deals. Once the channel is clear, the right consumption model can be determined. Options include Base AI with the Joule Base SKU, Premium AI with PUPM packages or consumption-based capabilities under the new AI Unit SKU, and customized scenarios through BTP with BTPEA.
The third step is to estimate AI Unit needs and determine attach motion. The AI Unit Estimator helps calculate the required number of AI Units, while the Feature Guide Pricelist provides detailed pricing. It is then necessary to assess whether attach applies for Cloud ERP or specific Lines of Business and to establish the attach amount.
The final step is the quote to handover. The Joule Base SKU can either be added directly to the quote or purchased by the customer via SAP Store. For direct deals above 5,000 AI Units, an AI Adoption Plan in Harmony is mandatory, as deals cannot progress without it. This requirement ensures that every customer has a clear roadmap for successful AI adoption and scaling.
Key Tools in this Process:
| Tools | Purpose | Usage |
|---|---|---|
| Provides a comprehensive list of available AI features, helping customers explore and understand the capabilities of SAP Business AI. | Use the catalog to identify relevant AI features that align with customer needs and objectives. | |
| Helps estimate the number of AI Units required for specific use cases. | Determine the AI unit consumption model based on customer requirements and use case scenarios. | |
| Quantifies the value of selected SAP AI use cases with precision and ease. | Collaborate with SAP Customer Success teams to calculate the business value of AI use cases, supporting sales opportunities and adoption conversations. | |
| Accelerates strategic AI conversations with tailored roadmaps and value calculations. | Input basic customer information to instantly suggest relevant AI use cases, create a clear AI journey roadmap, estimate impact with built-in value calculations, and download a ready-to-use presentation. |
AI Roadmap Builder - Accelerating Strategic AI Conversations
The AI Roadmap Builder helps simplify the discovery phase by generating a personalized AI roadmap tailored to your customer's industry, size, and priorities. With just a few inputs, it recommends relevant SAP Business AI use cases and provides built-in value calculations to support more informed and impactful conversations.
Key Benefits include:
- Accelerated Discovery: Quickly surface the most relevant AI use cases based on customer profile.
- Built-In Value Calculation: Automatically estimate business impact, helping prioritize use cases and build a strong value case.
- Custom Presentation Output: Export a tailored PowerPoint presentation aligned to your customer’s AI journey.
Access the AI Roadmap Builder
A video demonstration of the AI Roadmap Builder is available, providing step-by-step guidance on how to use the tool.
Lesson Summary
The high-level sales process provides teams with a clear framework to position SAP Business AI with relevance and impact. It begins with engaging the customer in an AI discussion to uncover priorities and use cases, followed by defining the appropriate sales channel and consumption model. Next comes estimating AI Unit needs and determining attach, before finalizing the quote and ensuring adoption through structured handover. Each step is supported by purpose-built tools such as the AI Feature Catalog, AI Unit Estimator, and the AI Roadmap Builder. Together, these resources enable more focused, data-driven customer engagements and help turn AI capabilities into measurable business outcome.