Transformation Every Day

• Episode 18: The New Rules of SAP Selling: From Licenses to Subscriptions and Services - Eric Shaver

  Guest: Eric Shaver - Managing Director - Kensei Partners Host: Alexander Greb - Consulting Director - cbs corporate business solutionsSummaryIn this conversation, Alexander Greb and Eric Shaver explore the evolving landscape of sales, particularly the transition from license-based sales to subscription models. They discuss the importance of financial literacy for sales professionals, the need for a strategic approach when engaging with executives, and the balance between educating customers and avoiding condescension. The conversation also touches on the role of AI in sales and the essential skills required to build an effective B2B salesperson. Ultimately, the discussion emphasizes the need for salespeople to focus on delivering value and understanding customer KPIs to drive successful outcomes. In this conversation, Eric Shaver and Alexander Greb discuss the complexities of navigating financial uncertainty in business, the evolving role of ERP systems in crisis management, and the importance of building trust through specificity in sales. They explore the impact of AI on sales processes, the shift from budget-focused discussions to value realization, and the future of digital selling versus traditional methods. The dialogue emphasizes the need for consultative selling skills and the challenges of selling services compared to software, ultimately highlighting the importance of collaboration between sales and services teams to drive revenue realization.TakeawaysSales dynamics are shifting from license to subscription models.Understanding financial KPIs is crucial for effective selling.Salespeople must engage with executives on a strategic level.Educating customers should be done gracefully and without condescension.Building a B2B salesperson requires a mix of skills and knowledge.Sales skills should be secondary to understanding business value.The conversation should focus on financial returns, not just features.AI can enhance sales processes but should not replace human engagement.Salespeople need to listen more than they speak to understand customer needs.Navigating the sales conversation requires a balance between features and value. Experience can be cool; stability can be depth of networks.When money gets smart, investment strategies must adapt.Budgets should focus on optimizing margins, not just costs.ERP systems may not be the right tools for current crises.Guidance from software vendors is crucial during uncertainty.Salespeople need to demonstrate competency with specific examples.Killing the word 'budget' can shift sales conversations.AI is making repetitive tasks obsolete in sales.Digital selling models are becoming more prevalent.Consultative selling skills are essential for modern sales professionals.This is Glengarry Glen Ross: https://en.wikipedia.org/wiki/Glengarry_Glen_Ross_(film)Follow Eric: https://www.linkedin.com/in/eshaver/Listen to Eric's own podcast here: https://open.spotify.com/show/5lZ0ZSODcYak8lt07MakG3Follow Alexander: https://www.linkedin.com/in/alexandergreb/Follow Johannes: https://www.linkedin.com/in/johanneslangguth/Thanks to Steven Spears for lending his voice for our podcast intro.Theme music by Luis Álvarez a.k.a. Fourth Dogma

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• Episode 17: An Enterprise Architects view on Clean Core - Michael Sokollek

  Guest: Michael Sokollek - Chief Enterprise Architect - SAP SEHost: Alexander Greb - Consulting Director - cbs corporate business solutionsJohannes Langguth - Head of Business Transformation and Architecture - SAP SEToday we dive past the buzzwords to treat Clean Core as an attitude and a practical operating model—from strategy to execution. We bust the “back-to-standard only” myth, map the five dimensions (processes, extensibility, data, integrations, operations), and show how governance and the right toolchain turn ERP from a cluttered basement into a system you can actually change.You’ll learn:Why Clean Core is a spectrum (keep clean and get clean), not a binary state.How to run fit-to-standard with process deviation management and business-case-backed exceptions.Where partners, toolchains (incl. Signavio & EA content), and RISE architects fit in.How to align capabilities and custom code to decide what truly differentiates.The real risk of shadow IT—and how to prevent it with transparency and cadence.If you’re staring at years of modifications, stuck on an S/4HANA move, or just want upgrades without nightmares, this episode gives you the guardrails, mindset, and first steps to get from talking to doing.TakeawaysClean Core is a vehicle for agility and transformation.Governance and maturity are crucial for maintaining a clean core.The dimensions of Clean Core include processes, extensibility, data, integrations, and operations.Achieving a clean core is a journey, not a quick fix.Organizations must balance efficiency with effectiveness in their processes.The business model of SAP partners should focus on delivering value, not just selling days.Tools and technology play a significant role in achieving Clean Core.Understanding the current technical debt is essential for organizations.Organizations need to connect their custom code with business capabilities.The journey towards Clean Core requires a strategic approach and continuous improvement.Follow Michael here: https://www.linkedin.com/in/michael-sokollek/Follow Alexander: https://www.linkedin.com/in/alexandergreb/Follow Johannes: https://www.linkedin.com/in/johanneslangguth/Thanks to Steven Spears for lending his voice for our podcast intro.Theme music by Luis Álvarez a.k.a. Fourth Dogma

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• Episode 16: Q&A - The hosts answer your questions on SAP and beyond

  In this candid Q&A session, Johannes and Alexander dive deep into the complexities and realities of digital transformation with SAP.  Johannes joins Alexander to tackle pressing your listeners questions on how businesses can navigate SAP’s extensive product portfolio, manage transformation roadmaps, and prioritize cloud strategies.They discuss the challenges customers face in simplifying SAP offerings and the importance of aligning transformation efforts with clear business goals rather than just cutting costs. The hosts highlight how cloud technology acts as a “personal trainer” for organizations, driving continuous improvement and innovation, while also touching on the evolving role of consultants who must now be business partners guiding change rather than just technical configurators.The episode also explores how early-career professionals can break into the SAP ecosystem, emphasizing practical experience and the importance of embracing curiosity, especially around AI tools like SAP’s Joule. They reflect on overcoming rejection in career journeys with humor and wisdom, encouraging resilience and adaptability.With transparency and frankness, Johannes and Alexander shed light on SAP’s marketing versus business realities, AI integration, and the future of enterprise software interactions. This engaging conversation offers valuable insights for SAP users, consultants, and anyone involved in digital transformation.Takeaways:Companies must clarify their transformation ambitions to navigate complexity.The role of partners is crucial in simplifying transformation processes.Cloud solutions can drive performance but require a shift in mindset.Consultants should act as business partners, guiding clients through change.Rejection in job applications is common and should be viewed as feedback.Early career professionals should focus on gaining real-life experience.Change management is essential for successful SAP implementations.The importance of communication skills in consulting cannot be overstated.AI tools like Jewel can enhance user interactions with systems.Owning a topic or a number can significantly boost career advancement.Follow Alexander: https://www.linkedin.com/in/alexandergreb/Follow Johannes: https://www.linkedin.com/in/johanneslangguth/Thanks to Steven Spears for lending his voice for our podcast intro.Theme music by Luis Álvarez a.k.a. Fourth Dogma

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• Episode 15: A Digital Champion’s Playbook: Giesecke+Devrient's SAP S/4HANA journey - Torren Bischoff

  Guest: Torren Bischoff - VP Business Process Transformation - Giesecke+Devrient GmbHHost: Alexander Greb - Consulting Director - cbs corporate business solutionsDescription:In this episode of Transformation Every Day, Alexander Greb sits down with Torren Bischoff, VP of Business Process Transformation at Giesecke+Devrient (G+D), a global leader in digital security and payment solutions. With a legacy spanning over 170 years, G+D has evolved from printing physical currency and producing SIM cards to becoming a best-in-class digital champion, leveraging the latest SAP technologies to drive their transformation.Torren shares invaluable insights into how G+D approaches digital transformation as a core business imperative—not just an IT project. From migrating legacy ERP systems to SAP S/4HANA, to adopting a mix of brownfield and greenfield strategies, G+D balances innovation with operational stability. Hear about their Phoenix program, executive-level commitment, and the critical importance of change management and people-centric processes in achieving transformation success.Whether you’re embarking on your own digital journey or seeking best practices from a proven leader, this episode offers actionable advice on aligning technology, process, and culture to unlock the full potential of digital transformation.What You’ll Learn:How Giesecke+Devrient transitioned from physical to digital products, including the move to eSIMs and digital payment solutionsThe business-driven approach behind their SAP S/4HANA migration and the role of executive sponsorshipThe importance of balancing technology with the human element in transformation initiativesHow G+D selects between brownfield and greenfield implementation strategies based on business needsLessons learned about governance, organizational alignment, and change managementPractical advice on starting, managing, and sustaining complex transformation programsAbout Torren Bischoff: Torren brings a unique blend of technical expertise and leadership experience, including a career as captain in the German Air Force and extensive roles across telecommunications, aerospace, and digital security industries. At G+D, he leads business process transformation efforts that help the company stay ahead in a rapidly evolving digital landscape.Follow Torren: https://www.linkedin.com/in/torrenbischoff/Follow Alexander: https://www.linkedin.com/in/alexandergreb/Follow Johannes: https://www.linkedin.com/in/johanneslangguth/Thanks to Steven Spears for lending his voice for our podcast intro.Theme music by Luis Álvarez a.k.a. Fourth Dogma

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• Episode 14: Diaries of a Data Scientist

  Guests: Jasmin Weimüller - Head of AI Enablement - BASFKate Nazarova - Senior Data Scientist - BASFHost: Alexander Greb - Consulting Director - cbs corporate business solutionsJohannes Langguth - Head of Business Transformation and Architecture - SAP SEEpisode Summary:In this insightful episode, Alexander Greb and Johannes Langguth sit down with Jasmin Weimüller and Kate Nazarova, seasoned data scientists from BASF and hosts of the popular podcast "Diaries of a Data Scientist." They delve deep into the realities of data science beyond the buzzwords, discussing how AI truly impacts business, the practical daily routines of data scientists, and the critical importance of bridging technical and business expertise.Highlights:The Intersection of Passion and ProfessionJasmin and Kate share their journeys into data science, revealing their genuine passion for problem-solving, mathematical curiosity, and the thrill of discovery.Day in the Life of a Data ScientistA realistic glimpse into the roles of team lead and senior data scientist, highlighting responsibilities ranging from stakeholder communication and strategic decision-making to hands-on coding and project management.Beyond the AI HypeThe guests address common misconceptions about AI and stress the importance of statistical and mathematical foundations, underscoring that true data science expertise goes far beyond simple prompting or using AI tools.Bridging the Gap between Business and TechnologyAn essential conversation on why both technical and business roles must understand each other's domains better, emphasizing empathy, collaboration, and clear communication to achieve meaningful transformations.AI Integration in Business ProcessesThe episode discusses how businesses should strategically approach AI, distinguishing between incremental automation and transformative innovation, as well as handling critical "make or buy" decisions effectively.Advice for Consultants and VendorsPractical advice for system providers and consultants on how to genuinely deliver value and authenticity rather than simply riding the AI hype wave.Key Takeaways:AI projects succeed through a balanced collaboration of technical expertise and clear business strategy.Empathy and clear communication between tech and business teams are crucial for effective AI adoption.Early engagement and incremental learning with AI lead to long-term organizational maturity and innovation capabilities.Connect with Jasmin and Kate:Follow Jasmin: https://www.linkedin.com/in/jasmin-weimueller-bsc2018/Follow Kate: https://www.linkedin.com/in/kate-nazarova-data-science/Listen to "Diaries of a Data Scientist": https://open.spotify.com/show/1DAelRe22W8vBHK7rTU361Youtube: https://www.youtube.com/@DiariesOfADataScientistSubscribe and Follow:Stay updated and subscribe to the Transformation Every Day podcast, available on Spotify, Apple Podcasts, and all major podcast platforms.Follow Alexander: https://www.linkedin.com/in/alexandergreb/Follow Johannes: https://www.linkedin.com/in/johanneslangguth/Thanks to Steven Spears for lending his voice for our podcast intro.Theme music by Luis Álvarez a.k.a. Fourth Dogma

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