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Emerging Markets and the different stage of adoption of SCM solutions: report from SAP FORUM Colombia

Hello all,

LatAm is in full swing holding SAP FORUMs, very large events modeled after SAPPHIRE that mix thought leadership, pipeline generation and advancement, and deal closing.  Last week I attended the SAP FORUM Colombia held in Bogota and below is a report.  I will write from Peru later this week and from Chile in early March.

THE EVENT: SAP FORUM Colombia,  1000+ customer and prospect attendees


·      – SCM on Hana:
I presented on this topic with an emphasis on the new Sales & Operations solution powered by Hana at the request of the local sales teams  -> audience of 250

·     –  Best in Class Logistics / SCE:
I also provided the content for a local speaker delivering “Best in Class Logistics” -> audience of 200+


·      It is good and necesary for global SoMa / Sol Mgt to engage and ensure the appropriatness of content used in the Regions:

Initially the local resource presenting on Best in Class Logistics/SCE was going to present a slide deck on “TM for LSPs” shown in a different event. This was inappropriate for a large cross-industry audience but the local resource was relatively new to the topic.  I am glad we checked with the organization and caught the mistake.

·     Adoption in emerging markets is very different

The emerging markets are just starting in the road to diversification from ERP.  From 250 attendees in my session, only 1 said his company had APO.  1 had EWM.  0 had SNC or had ever heard of it.  A “delta” conversation on APO, TM, EWM or most non-ERP solutions makes no sense. They need a full solution introduction, even for solutions that are not new.  In the case of Hana and SCM, the conversation is not about what Hana brings to APO.  It is about what APO does (and does better and faster on Hana)

Communication about the Value Map seemed to be very effective and well received as this emerging market audience needs to solve issues and has hard currency to spend doing it.

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