SAP Partners' Value Selling Enablement

Selling Value, not Features.

This portal guides SAP partners trained by TVST — Marpas Hills in building and delivering value selling presentations. It prepares you for two key commercial scenarios.

Scenario 1 · Demand generation

The Solution Value Insight

Build and use the "Solution Value Insight" document (also called the "Qualifier") to open new conversations with prospects. This highly customized presentation, built entirely from public information, assumptions, and benchmarks (an "outside-in" approach), shows the potential economic impact of adopting SAP in the client's specific business. It sparks interest, differentiates you from competitors, qualifies the opportunity effectively, and starts the sales cycle when there's genuine interest.

Scenario 2 · Decision acceleration

The Unsolicited Business Case

Build and use the "Unsolicited Business Case" document when an opportunity is moving slowly or has stalled. This classic business case (ROI, NPV, IRR, Payback Period), built with public information, assumptions, and benchmarks ("outside-in"), draws the client's attention to the value of investing in the SAP solution and invites them into a collaborative business case to refine the numbers and reach a well-founded decision.

The approach

Two challenges to solve

Producing and delivering these documents with real impact means solving two challenges. The sections below guide SAP partners through both, and introduce a set of specialized AI agents built for each step along the way.

1

Quantify

Quantify the potential value impact of the SAP solution on the customer's business, in a way that is reasonable and defensible.

2

Communicate

Communicate the value through a narrative that is effective and attuned to the client's priorities, culture, and interpersonal style.

Challenge 1

Value quantification

Five steps produce a reasonable and defensible outside-in value quantification for an SAP solution, using specialized AI agents and a Business Case app.

1

Get a clear, in-depth understanding of your prospect

Start by understanding the target client in depth: its operations, size, structure, leadership, financial performance, and the challenges it faces at both the industry and company level. Private companies often publish little information, which makes this research harder. The TVST Company Profiler AI agent builds a client profile from verified public information, or from solid assumptions based on comparable companies of similar industry, region, and size, backed by benchmarks from reliable sources.

If you don't yet have a strong profile of your target client, let the TVST Company Profiler help.

ChatGPT TVST Company Profiler®
3

Get the inputs for your business case

With the client profile from the Company Profiler, your chosen SAP solution, and the KPIs you've identified, the TVST Business Analyst AI agent helps you gather the inputs for your business case from public, reliable sources. Where actual data isn't available, it provides a reasonable and defensible assumption, based on benchmarks from companies of similar sector, region, and size.

ChatGPT TVST Business Analyst®
4

Build your business case

Using the inputs from the Business Analyst agent, and all cost components in your offer (ACV, implementation costs, other costs), you're ready to build your business case. Choose a reasonable timeframe (3 or 5 years), factor in the estimated implementation/adoption time, and set the discount rate. Build it in the TVST BC App, which includes almost 50 of the most relevant KPIs for SAP business cases. This app is designed so that people with no prior experience in creating business cases can learn the logic of value calculation and can move forward with greater confidence to using SAP VLM.

Web app TVST BC App
PDF

Business Case app Manual

Concepts, formulas, inputs and worked examples for the 47 KPIs, plus business case and value realization concepts, benchmarks and sources · Updated July 30, 2026

Download the manual (PDF)

Challenge 2

Value communication

A solid, defensible outside-in business case sets you apart and grounds the commercial conversation in value rather than product features. But numbers alone don't make the case — you need a story to carry them.

1

Create your Value Storytelling

Value storytelling presents a solution's benefits through a story that shows how it solves specific customer problems and delivers measurable economic results.

The TVST Value Storyteller AI agent helps you build a compelling, persuasive Value Storytelling, using TVST's C.O.N.T.E.X.T. Framework™ to ensure it fits your client's culture. The framework draws on research from multiple sources to give you a systematic way to understand, analyze, and adapt value storytelling to any cultural context, while keeping the core effectiveness of TVST's proven methodology.

ChatGPT TVST Value Storyteller (C.O.N.T.E.X.T.™ Edition)®
2

Build your presentation

Using your Value Storytelling, the TVST Story 2 Deck AI agent helps define the headlines for the 3–5 core slides of your PowerPoint presentation, and suggests the best content for each slide to support what the headline says.

ChatGPT TVST Story 2 Deck Writer®
3

Ask the customer for time to meet

The TVST Story 2 VITO agent helps you write a culturally tuned, senior-executive "VITO letter", for email, LinkedIn, or other channels, requesting a meeting to present your Value Story.

ChatGPT TVST Story 2 Vito Writer®
4

Prepare for the client meeting

The TVST Q&A Sparring GPT helps you prepare for your presentation: upload your deck, describe your audience, and the agent generates the questions that audience is likely to ask. It can also help you draft the best short and long answer for each one.

ChatGPT TVST Q&A Sparring®
5

Sharpen your interpersonal skills

The rational argument in your Value Storytelling is only half the story. The other half is you: your ability to listen, read the client, communicate with presence, and handle rejection without losing momentum.

This 30-minute training covers the theory behind the interpersonal skills that make a seller successful. Then, in the AI Sales Simulator, you'll put them into practice through realistic scenarios: a named client, a real company, genuine interpersonal tension, and choices with consequences. At the end, you'll get a personal analysis of which skills worked in your favor, and which ones to develop.

Training Gnóthi Seautón — TVST Advanced Value Selling Program

Support

Questions along the way?

For any questions or support, contact the TVST value managers at courses@valuesearchteam.com.

Contact a TVST Value Engineer