Supply Chain Management Blogs by SAP
Expand your SAP SCM knowledge and stay informed about supply chain management technology and solutions with blog posts by SAP. Follow and stay connected.
Showing results for 
Search instead for 
Did you mean: 
Product and Topic Expert
Product and Topic Expert


Utilizing the Demo2Win methodology as a foundation, 16 Attendees from 8 different SAP Partners attended a three-day training held in Dallas (SAP Plano office) Texas.  They successfully moved Digital Supply Chain demos from technical (here's how the software works) to a modern customer needs-based interaction effectively engaging an audience. This workshop did not teach DSC functionality but instead, taught how to better communicate the business value of SAP DSC solutions.



Day 1

  Demo2Win Methodology Training

  Introduction to the SAP Shared Demo Environment and SAP Demo Store

  Class divided into 4 demo teams

      Teams prepared demos to be delivered on Day 2


Day 2

  Attendees deliver their demos to the class (first pass)

  SAP Presales Experts deliver their demos to the class

      How they typically demo DSC solutions

      Common questions and objections

  Attendees prep for team demos to be delivered on Day 3


Day 3

  Attendees deliver their demos to the class (second pass)

  Pre-demo Discovery Best Practices

  SAP IRIS Video Tool

  DSC Solutions Overview, Cloud Mindset, and SAP RISE special topics


Feedback from our partners has been very positive.  Feedback provided by partners included comments such as:

  • The patience and expertise the SAP team had as a whole to provide us with top notch feedback through our journey. Additionally, every team member went above and beyond to provide value to help us succeed.

  • The demo techniques taught were very effective and important. The engagement with different partners and the workshop style was also effective. Learning with peers is important.


  Workshop Planning Team:

Jeff Lischka (Workshop Champion and Project Manager)

Summer Recchi

Adam Almonte

Brian Nelson

Will Yeldell

Andy Macaleer

Helen Lee

Zee Degefa

Workshop Presenters:

Summer Recchi (Demo2Win)

Adam Almonte (Discovery, IRIS)

Steve Basil (SAP Partner Shared Demo Environment)
Zee Degefa - (How We Win in Digital Supply Chain)

Will Yeldell (RISE)

Jeff Lischka (Cloud Mindset)
Chris Bangma (Actual Demo utilizing Demo2Win)

Workshop Management Sponsors: Partner Solution Adoption's Vincent Ruty, Wesley Honorato, and Francesca Carboni