Coming From Behind

Two days ago I read a short article “Coming from Behind” on LinkedIn by brother Albert Sim.

In it, he wrote that a salesperson has to be competitive. Even if someone won this time, we must not loose our spirit because we would have gained useful insight and experience to prepare us for the next competition.

He cited the amazing fight back two weeks ago by the Liverpool Football Club, coming from behind to score the winning goal in the very last minute of the match against Borussia Dortmund winning them a semi-final berth in the Europa Cup 2016. Hurray… Liverpool FC is my favorite football team!!!

Yes, two months ago I lost a SAP Business One deal having worked full-heartedly over a 3-month period to help a customer cleared up their messy situation with their present vendor. To my horror, another vendor quietly came in from behind and snatched this deal from me. This has not dampened my spirit. I told myself I must be better the next time.

Two weeks ago, I got in touch with another SAP Business One opportunity. The prospect (she) told me that she already had 3 proposals and was not interested to meet me. Without disclosing what I communicated with her, I was given a 1-hour make-or-break meeting. I went for the meeting with my consultant and proposed 2 solutions that were totally different from the 3 proposals. At the end of the meeting, she remarked in Hokkien “Swee Charlie!”. I knew straightaway I had her with me. She then asked “When can you send me your proposal!” I replied “Within 2 days, by Wednesday.”

In this meeting, I learnt that one of the 3 vendors was the one who came from behind to win the former deal. This vendor appeared to be leading the pack in pursuit of this opportunity.

To cut the story short, I sent her my proposal on time. She called me on Thursday and said my price was the highest. She commented that she knew I was offering an orange while the other 3 were offering apples. There were 4 parts in my proposal. She asked me to do something to one part.

I sent in my revised proposal the next day with a one-time goodwill discount. But my total price remained the highest. I spoke to her over the phone and advised her to apply for PIC grant for one part of my proposal. She thanked me for the advice. I asked her why she was thanking me. She replied I was the only person to advice her to claim for PIC. Hhmm… I scored a point again. She ended our teleconversation saying she would submit my proposal for her Chairman’s approval.

On Monday, she called to give me the good news. This time round, within a week I came from behind to win this deal… and on my terms.

Thank you to my awesome team. Thank you “Swee Charlie!” 😜

Updates: SAPB1 Innovation Summit 2015

SAP Business One Innovation Summit APJ 2015, 2 – 4 March 2015, Bangkok, Thailand

LIVE UPDATES:

3 March 2015:

1o:20 am:

Mr Michael Lu, General Manager of Shanghai MTC Information Technology Co., Ltd

Mr Michael Lu, General Manager of Shanghai MTC Information Technology Co., Ltd

A Gold Partner of SAP, MTC offers industry-specific application on SAP Business One for the agriculture and food industry. From Farm to Table, Michael shared a successful experience with a large pig farm. To the laughter from the audience, he said about 700 millions pigs were consumed in China every year. This farm uses SAP Business One HANA to track pigs. He said his company sent a team of staff to live and work in the pig farm for about 3 months in order for the team to design and develop the application on SAP Business One.

9:45 am:

Mr Ye Zhang, Global Vice President and Chief Product Owner, SAP Business One Development

Mr Ye Zhang, Global Vice President and Chief Product Owner, SAP Business One Development

Ye Zhang energised the audience on SAP Business One Strategy and Roadmap 2015.

SAP Business One Strategy & Roadmap 2015

SAP Business One Strategy & Roadmap 2015

SAP HANA-based Innovation in 2015

SAP HANA-based Innovation in 2015

Ye Zhang demonstrated lots of cool Pervasive Analytics and pre-announced Browser Access for SAP Business One.

Cool Pervasive Analytics

Cool Pervasive Analytics

Browser Access for SAP Business One

Browser Access for SAP Business One

9:15 am:

Mr Rob Chu, Senior Vice President, SAP Business One Development

Mr Rob Chu, Senior Vice President, SAP Business One Development

Key messages from Rob Chu’s opening address on Day 2 of the SAP Business One Innovation Summit:

  • SAP will The Cloud Company powered by SAP HANA.
  • SME is a Strategic Growth Area for SAP and Ecosystem.
  • SAP is committed to do business in APJ – projected to be fastest growing region globally over next few years.
  • SAP Business One is SAP’s flagship product for the SME segment, powered by SAP HANA.

2 March 2015:

Sharing some photos snapped today.

Blue Ocean Systems and NetSys & Computer Cambodia

Blue Ocean Systems and NetSys & Computer Cambodia

Coresystems and Blue Ocean Systems

Coresystems and Blue Ocean Systems

Abeo and Blue Ocean Systems

Abeo and Blue Ocean Systems

12:00 noon:

Mr Erwan Philippe, SAP Business One Lead, APJ

Mr Erwan Philippe, SAP Business One Lead, APJ

Key messages from Mr Erwan Philippe’s presentation on Strategies to Accelerate the B1 Business on APJ in 2015:

  • There hasn’t been a better time to be an SAP Business One partner. And it only gets started!
A competitor's partner journey - from fully cloth to naked

A competitor’s partner journey – from fully cloth to naked

An SAP partner journey - from naked to fully cloth

An SAP partner journey – from naked to fully cloth

  • The factors driving today’s Infection Point are: (a) Big Data, (b) Mobile, (c) Cloud, and (d) Social.
  • SAP delivers Simply – Right-Sized Solutions for Next-Generation SMEs.
Simple is going to be the next buzzword, apart from HANA.

Simple is going to be the next buzzword, apart from HANA.

10:45 am:

Mr Finn Backer, Vice President, SAP Business One

Mr Finn Backer, Vice President, SAP Business One

Key messages from Mr Finn Backer’s presentation on The Importance of HANA for Partner Success:

  • SAP is HANA.
  • In memory technology is here to stay!
  • SAP Analytics is all about speed, and speed is good. Speed makes you smile.
  • The 3 pillars supporting HANA: i.e. removing current database design bottlenecks, addressing business needs and leveraging hardware technology.
The three pillars of HANA. It's like the Singapore's Marina Bay Sand with the three towers supporting the SkyPark.

The three pillars of HANA. It’s like the Singapore’s Marina Bay Sand with the three towers supporting the SkyPark.

  • The importance of HANA for partners’ success. SAP uses the analogy to remind partners that if they are on the train track and see the train coming, they better move otherwise they get run over by the train.

9:15 am: SAP Business One Innovation Summit 2015 kicked off.

Mr Luis Murguia, Global Senior Vice President, SAP Business One

Mr Luis Murguia, Global Senior Vice President, SAP Business One

Key points from Mr Luis Murguia’s keynote address on SAP Business One Acceleration Beyond the Clouds to 300 SAP partners:

  • SAP Business One HANA adoption exceeded 1,075 customers in 2014.
  • SAP Business One is like a multi stage rocket.
  • The next stage of SAP Business One includes (a) Transition to Cloud, (b) Mobile First, (c) Business Network Integrated, and (d) Platform Accelerated.
  • Encourages everyone to (a) embrace innovation, i.e. HANA, (b) be active in social media, (c) be more industry focus than ever – be the best, (d) get in shape for cloud economies, and (e) listen every day – in tune with  customer evolution.

1 March 2015:

6:30 pm: At Siam Paragon Shopping Center

Siam Paragon Shopping Center

Siam Paragon Shopping Center

At this After You Dessert CafĂ©… see what we wanted and ate for dinner.

After You Dessert Cafe

After You Dessert Café

Signature menu at the cafe

Signature menu at the café

Shibuya Honey Toast, Strawberry flavor

Shibuya Honey Toast, Strawberry flavour

Shibuya Honey Toast, Original flavour

Shibuya Honey Toast, Original flavour

On the way out of the café we saw this art piece on a wall in the mall.

Forks and spoons forming an art piece on the wall in the mall.

Forks and spoons forming an art piece on the wall in the mall.

3.30 pm: Having fun first… at Chatuchak Market.

Jatujak Narket or JJ as local people call it.

Highly torned jeans are popular among the ladies in Thailand.

DSC03306

Coconut ice-cream

2:30 pm: Arrived at the hotel.

Royal Orchid Sheraton Hotel & Tower

Decently clean room 2408

Scene from my front door

12:30 pm: Arrived at Suvarnabhumi International Airport, going to Royal Orchid Sheration Hotel & Tower.

From the airport to the hotel.

11:20 am: On my way there from Singapore.

Inside Jetstar 3K515 at Changi Airport T1, Gate C18.

SAP Business One Innovation Summit APJ 2015, 2 - 4 March 2015

SAP Business One Innovation Summit APJ 2015, 2 – 4 March 2015

SAP Business One HANA Business Event (Photos)

Blue Ocean Systems, SAP Singapore and IBM Singapore jointly organized the SAP Business One HANA Business Event on 5 June 2013 at Novotel Singapore Clarke Quay.

Some photos taken at the event… ENJOY!

SAP HANA is dazzling!

Blue Ocean Systems is BEST!

S03

The event ladies at the registration desk.

Best Customer. Favourite SAP Channel Manager.

My Best Customer. My Favourite Channel Manager.

The first participant of the event.

The first participant of the event.

S06

Business networking before the event commences.

Participants are delighted by SAP HANA.

SAP HANA demonstrated and explained. Participants amazed.

Ready to start...

Are we ready to…

The welcome and opening address...

Giving the welcome and opening address.

The next generation of business management software for SMEs.

The next generation of business management software for SMEs presented.

Taking your business to the next level of performance with SAP Business One on HANA.

Taking your business to the next level of performance with SAP Business One on HANA.

Be real-time, all the time with SAP HANA.

Be real-time, all the time with SAP HANA.

What is HANA?

What is HANA?

Back row reserved for pretty ladies only.

Back row reserved for pretty ladies only.

It's break time!

It’s break time!

Engaging...

Engaging…

Seeing SAP HANA performing is believing.

Seeing SAP HANA performing is believing.

Leveraging financing to bring your company to greater heights.

Leveraging financing to bring your company to greater heights.

Focusing...

Focusing…

Amplifying your business with SAP HANA.

Amplifying your business with SAP HANA.

SAP HANA is an Appliance!

SAP HANA is an Appliance!

Q&A...

Q&A…

Discussing the differences between SAP HANA and SQL.

Discussing the differences between SAP HANA and SQL.

You are welcome to join our SAP Business One HANA facebook page.

You are welcome to join our SAP Business One HANA facebook page.

SAP Business One on HANA streamlines your business to make it run like never before.

SAP Business One on HANA streamlines your business to make it run like never before.

Sharing customer experience with SAP Business One and big data.

Sharing customer experience with SAP Business One and big data.

Participants stayed on after the event, wanting to find out more about SAP HANA.

Participants stayed on after the event, wanting to find out more about SAP HANA.

Bessy, Paul, Marlon and Me!

Bessy, Paul, Marlon and Me!

Me with Bobby Jimenez, Gina Romero..

Me with Bobby Jimenez and Gina Romero.

We are indeed hungry after the event ended!

We are indeed hungry after the event ended!

🙂

100-Word Definition of SAP Business One, Version for SAP HANA

SAP HANA is a flexible, multi-purpose, data-source-agonistic, in-memory appliance that combines SAP software components optimized on hardware provided, and delivered, by SAP’s leading hardware partners.

HANA is a name not an acronym. It has been called variously an acronym for HAsso’s New Architecture (a reference to SAP’s founder Hasso Plattner) and High Performance ANalytic Appliance.

SAP Business One, Version for SAP HANA (SAP B1H) is an affordable, highly-scalable business management solution with integrated transactions and analytics – on one appliance.