Stop selling “we do everything.” The fastest-growing SAP/IT consultancies win by being insanely specific – and useful to the ecosystem.
Here’s a playbook from Sascha Maric (Managing Director, SAP Fioneer Americas; a 1000+ headcount SAP consultancy).
1. Ship assets – become a content/delivery partner, not a brochure.
Instead of feature dumps, build:
– accelerators
– regulatory content
– demo landscapes
– light add-ons…
…that make SAP look better and projects faster
2. Scrappy beats fancy
Can’t afford the conference?
– Go to the lobby of the hotel near the conference that everybody goes to
– Give a 30-second use-case pitch to everyone
3. Use the 3-channel GTM:
– Vendor channel: bring use-cases that showcase their product
– Big consultancies: be the white-label industry expert they embed to win
– Personal network: make one VP successful → let their story travel
4. Position like a scalpel
Most pitch broadly e.g.: “SAP services.” but…
Specificity = premium rates
Niche ≠ small
5. Protect pricing early
Don’t “buy” the first project
Once you anchor low, you won’t climb
Know your walk-away number
Full podcast recording:
