LeanIX Partner Enablement

LeanIX Pre-Sales Excellence –

How to Pitch, Demo, and Run Trials in
LeanIX
February 2024

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Disclaimer

Confidentiality
The content of this presentation is proprietary and confidential information of SAP. It is not intended to
be distributed to any third-party without the written consent of SAP.

Future Looking Statements

The information provided within this presentation does not constitute an obligation of any functionality
and SAP reserves the sole right without consequence to alter the design, specifications and forecasted
time-to- market of the products and features described.

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Short recap of the
LeanIX Sales Essentials
webinar

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Navigate your transformation with LeanIX

+ 1200 more

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LeanIX Use Cases and Value Proposition

Application Portfolio Assessment Obsolescence Risk Management

Application Rationalization Technology Standards Management

Application Modernization ERP Transformation

Data-driven insights Powerful out-of-the-box integrations Strong collaboration features

about enterprise architecture to make to get all relevant data in one single single to engage business and IT stakeholders and
transformation decision with confidence source of truth drive change adoption

Time machine like projections Intuitive and modern user interface Built-in reference data
to visualize the impacts of transformations to allow broad organization-wide usage with to speed up transformations and to get in line
and different scenarios minimum training with market standards

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Fast insights based on LeanIX Meta Model

O P I
Strategy & Goals &
Transformation Objective Platform Initiative
Roadmaps

Business O B C Business Capability &

Architecture Business Application Heatmaps
Organization Business
Capability Context

Application & D A I
Data Flows
Data Architecture Data Application Interface
Object

Technical P I T Technology Lifecycle

Architecture Provider IT Tech Roadmaps
Component Category

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Information about the LeanIX pricing you find on the SAP
Pricelist

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LeanIX in the SAP Partner Pricing App: https://partneredge.sap.com/en/partnership/sales/deal-managment.html 7
Further information in the slide deck from the LeanIX Sales Essentials
Webinar
Link to access

Link will expire on

May 31th 2024

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Role of demos and
trials in the LeanIX
sales process

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LeanIX Sales Process
Demos and Trials are key components of the LeanIX sales process. There is almost no deal without a demo and a trial.
Around 50% of prospects go for a trial after a demo. Around 75% of prospects sign a commercial agreement after a trial.

Win
DEMO

Opportunity Solution Demo Solution Trial Commercial Solution

Discovery Agreement Implementation

49%* 47%* 75%* 97%*

move to next stage move to next stage move to next stage move to next stage

Public * Data based on 2023 opportunity records in LeanIX CRM system 10

 Opportunity Discovery Solution Demo Solution Trial

A good opportunity discovery is required for a successful demo and

trial

M Metric What does the prospect hope to gain from the solution? Demo & Trial Scope

E Economic Buyer Who from the prospect will sign the commercial contract and/or who owns the budget? Demo & Trial Team/Stakeholder

Decision Criteria’s What criteria’s does the prospect use in making decisions?
D What are the technical and commercial criteria to reach a successful outcome?
Demo & Trial Scope

Demo & Trial Scope, Timing

D Decision Process How are decisions made by the prospect?

What is the need of the prospect?

I Identify Pain
What is causing them pain?
Demo & Trial Scope

C Champion Who acts a champion on side of the prospect and has the power, influence, and, Demo & Trial Team
subsequently, credibility within the prospect's organization?

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 Opportunity Discovery Solution Demo Solution Trial

Key aspects and differentiators that should be highlighted in demos

Data-driven insights Intuitive and modern user interface Built-in reference data
about enterprise architecture to make to allow broad organization-wide usage with to speed up transformations and to get in line
transformation decision with confidence minimum training with market standards

→ Data Model is out-of-the-box usable, requires → Ease of use allows users from IT and → Built-in reference catalogs with lifecycle
less training & customization business side to use the solution information for > 42,000 SW & HW products
→ Flexible data model configuration → User Interface ensure high adoption and linked to TBM categories
→ Customizable, best-practice pre-defined reports customer wide solution usage → Built-in reference catalogs from SAP with
to provide instant, comprehensive insights → User can choose between five user SAP best-practice business capabilities and
interface languages: English, French, related SAP reference solutions
German, Spanish and Portuguese

Time machine like projections Powerful out-of-the-box integrations Strong collaboration features
to visualize the impacts of transformations to get all relevant data in one single single to engage business and IT stakeholders and
and different scenarios source of truth drive change adoption

→ Transformation roadmap-, scenario- → Seamless integration in modern IT4IT → Unlimited users to enable collaboration and
planning and projection of architecture ecosystem with many OOTB integrations distributed data collection
impacts like in a in time machine → LeanIX Integration API that allows to create → Configurable dashboards and web portals to
custom integrations with all applications that make defined scopes of data accessible to
are able to integrate via APIs stakeholders
→ Automatic discovery for SaaS applications → Surveys, subscriptions, and quality seal for
efficient data collection and high data quality

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 Opportunity Discovery Solution Demo Solution Trial

Illustrative Trial Sample – Trial Approach Customer Case

The approach below is quite typical for LeanIX trials that are done with prospects. The typical duration of trials is end-to-end two
weeks. To make it in the tight timeline it is key that prospects have thoughts upfront about the team for the trial on on their side and
gather required trial data.

Trial Kick-Off Importing Initial Trial Data Governance & Trial Trial
Trial Data Collaboration Workshops Conclusion

• Workspace(s) • Inventory Deep-dive • Subscriptions and • Deep-dive into • Trial conclusion and
handover • Inventory Table View data ownerships prospect specific feedback round
• General look & feel • Import/export data • Crowdsourcing via use-cases • Remaining Q&A
of LeanIX with Excel surveys and To-Dos • Workshop format • Stakeholder approval
• Reference • SaaS Discovery • Quality States & with key stakeholder discussion
Catalogues • Configuration of Mandatory Fields in attendance • Commercials &
• Importing data, Meta Model • Authorization Model • Detailed Q&As after Implementation
creating relations • Saved Searches workshops • Next steps

60 minutes 60 minutes 60 minutes 3 x 60 minutes 60 minutes

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 Opportunity Discovery Solution Demo Solution Trial

Illustrative Trial Sample – Goal Setting Customer Case

Goals that got defined by the prospect to evaluate in the trial

1. Accelerate decisions and project starts by 40% through insights and dependencies in the it portfolio with LeanIX

2. Save 75% of time on manually collecting data from business stakeholders by crowdsourcing data collection in LeanIX

3. Replace 45% of all end-of-life technology in one year by identifying dependencies and leveraging tech reference data in LeanIX

4. Save millions during SAP S/4HANA transformation by gaining transparency into SAP and Non-SAP applications and having
integrated Enterprise Architecture and Business Process Management

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 Opportunity Discovery Solution Demo Solution Trial

Illustrative Trial Sample - Mutually Agreed Action Plan (MAAP) Customer Case

What are core requirements? Which stakeholders need to be included? How is the success proved?

 Be able to sync all data assets and applications  Enterprise Architects  Understand flexibile ways collaboratively governning
 app portfolio (discovery, surveys etc.)
 Application lifecycle management to be able to Application Owners
Trial Use Case 1: understand future changes to the roadmap  Creation of Application Lanscape through multiple
 Domain and Business Architects
contexts (Organization, Capability, Proces)
 Conduct in-depth evaluation of each application  Technical Architects
Application  Assess risks and potential modernization candidates
 Establish ownership across applications to enable
Portfolio distributed data governance
through best practice attributes
Assessments  Apply Gartner TIME Model to catagorize your portfolio
 Develop a rationalization roadmap
and find rationalization candidates

 Document integrations between applications, data flows  Integration Architects  Creation of Interface Circle Map and Application Context
and interface technologies  Data Architects Report that documents provided and consumed
Trial Use Case 2:  See what kind of information objects are consumed by interfaces
 Enterprise Architects
and returned from various applications  Visualize data flows between a subset of Applications
Integration  Enable easy filtering of integrations based on various (ex: what data objects are transferred, data flow
direction, frequency)
Architecture criteria (ex: BCs, User Groups etc.)
 Understand how the filter facet can enable easy queries
on the integration landscape

 Ability to assess your application portfolio for migration  Transformation Officer/ Project Leads  Apply the 6R methodolody as a modernization
candidates  Enterprise Architects framework (leverage surveys for assessments)
Trial Use Case 3:
 Prioritze applications into modernization waves  Business / Domain Architects  Visualize target states for 2-3 example sceanrios on
 Target architecture capabilities to evaluate scenarios and various out-of-the-box reports
Application  Cloud Architects
future states  Showcase how to execute impacts upon project
Modernization  Application Owners (aka the business) completion to keep architecture documentation up-to-
 Keep different stakeholder groups informed with tailored
dashboards date

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 Opportunity Discovery Solution Demo Solution Trial

Illustrative Trial Sample – Data Requirements Customer Case

Must have data Nice to have data

 Applications with attribute values (e.g.: Business Criticality,  Descriptions of Applications (text)
Functional fit, Lifecycle, etc.)  IT Components related to Applications
Trial Use Case 1:
 Ownership and responsibilities (e.g. Application Owner, Technical  Costs on the relation between Applications and IT Components
Application Owner etc.)
Portfolio  Business Capabilities related to Applications
Assessments
 User Groups related to Applications

 Interfaces between Applications (ex: Provider and Consumer)  Interface attributes (e.g.: Data flow direction, Interface type, Frequency)
Trial Use Case 2:  Data Objects related to Applications and Interfaces  IT Components related to Interfaces and Applications

Integration
Architecture

 Same as for use case application portfolio assessment  Same as for use case application portfolio assessment
Trial Use Case 3:

Application
Modernization

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LeanIX live demo

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LeanIX assets and
contacts

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 Work in
progress
LeanIX assets for next steps

LeanIX Enablement Page in the SAP Partner Sample LeanIX Demo

Portal
Page with links to useful assets to build up knowledge about LeanIX and to Recording of a LeanIX demo. With around 30 minutes the demo is longer than a
support LeanIX related sales and service delivery activities of SAP partners. typical LeanIX demo that gets provided to prospects but it gives a comprehensive
overview about the solution and allows partners to select aspects that they like to
include in demos to prospects

gi
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Link to access Link to access

Link will expire on
May 31th 2024

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Your contacts for channel sales at LeanIX

Channel EMEA Channel AMER Channel APJ

Hannes Van Grinsven Sean Broderick Joshua Beatty

Director EMEA Channels & Alliances Director Americas Channels & Alliances Director Sales APJ
LeanIX Email: hannes.van-grinsven@leanix.net LeanIX Email: sean.broderick@leanix.net LeanIX Email: joshua.beatty@leanix.net
SAP Email: hannes.van.grinsven@sap.com SAP Email: sean.broderick@sap.com LinkedIn: Joshua Beatty
LinkedIn: Hannes Van Grinsven LinkedIn: Sean Broderick

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LeanIX Partner Enablement

Thank you!

February 2024

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