The document discusses key strategies for scaling growth, including avoiding mistakes, motivating employees, and keeping customers happy. It recommends creating unfair competitive advantages through customer experience synergy and cost synergy. Specific strategies mentioned include innovating, understanding growth patterns, making smart talent investments, knowing the target market, and listening to customers. Case studies of successful companies like Amazon, Moderna, and Cruise are presented that demonstrate factors like innovative cloud solutions, prioritizing employees, and predictive analytics.

1. Rosa Seo
Sr. Director – Demand Mgmt
SAP
Key Strategies to Help You Scale
Growth
Pam Chance
VP- Cloud COE
SAP
1

2. 2
WE NEED TO ACT
MORE LIKE A
START-UP.
YOU MEAN I CAN WEAR
WHATEVER I WANT,
WORK AT HOME, AND
HAVE A HUGE EQUITY
POSITION IN THE
COMPANY?
OH. I GUESS I
DIDN’T KNOW
WHAT THAT
MEANT.

3. Agenda
● Growth Strategy
● Mistakes to Avoid
● Team Motivation
● Happy Customers
3

4. Growth Strategy: Competitive Advantages
Customer Experience Synergy
Customer synergy exists when prior actions or
investments by customers lower their
incremental costs of using the new offering
Cost Synergy
Cost synergy exists when prior actions or
investments lower the incremental costs of
producing, selling, or servicing the new
offering
4

5. Growth Strategy: Competitive Advantages
Customer Experience Synergy
Customer synergy exists when prior actions or
investments by customers lower their
incremental costs of using the new offering
Cost Synergy
Cost synergy exists when prior actions or
investments lower the incremental costs of
producing, selling, or servicing the new
offering
5
How to create Unfair Advantages?

6. Growth Strategy: Create Unfair Advantages
6
High
Low High
Low-risk
Growth
High-risk
Growth
Cost-driven
growth
Market-driven
growth
Customer Experience
Synergy
Cost Synergy

7. Growth Strategy: Create Unfair Advantages
7
High
Low High
Low-risk
Growth
High-risk
Growth
Cost-driven
growth
Market-driven
growth 3P/FBA
Amazon Example
Circle size = market
size
Customer Experience
Synergy
Cost Synergy

8. Growth Strategy: Create Unfair Advantages
8
High
Low High
Low-risk
Growth
High-risk
Growth
Cost-driven
growth
Market-driven
growth
AWS
Kindle
3P/FBA
Amazon Example
Circle size = market
size
Customer Experience
Synergy
Cost Synergy

9. Growth Strategy: Create Unfair Advantages
9
High
Low High
Low-risk
Growth
High-risk
Growth
Cost-driven
growth
Market-driven
growth
AWS
Kindle
3P/FBA
Amazon Example
Circle size = market
size
Customer Experience
Synergy
Cost Synergy

10. Growth Strategy: Competitive Advantages
Customer Experience Synergy
Customer synergy exists when prior actions or
investments by customers lower their
incremental costs of using the new offering
Cost Synergy
Cost synergy exists when prior actions or
investments lower the incremental costs of
producing, selling, or servicing the new
offering
11
How to create Unfair Advantages?

11. Innovation Mentor
12

12. Mistakes to Avoid When Scaling
Getting too far from the core
so that the company has a hard time
justifying the investments in scaling
inside or in partnership with a big
company
Creating a structure (business
model, technology backend, etc.)
that cannot integrate with the core
13

13. 14
Create Career Growth Opportunities
Develop leaders as your team grows; grow smart
Communicate, communicate
Effectively execute a variety of communication
vehicles; promote transparency
Positive, Flexible Workspace
Focus on collaboration, flexible hours, promoting
creativity, empowerment
Value Business Insights, Metrics
Real time analytics,, success measures
Have Fun!
Celebrate! Encourage team building
Invest in Innovative Technology
Find tech that works for you & grows with the
company
Provide team a stake in the company
Provide team with equity in the company;
recognize and reward employees
Hire people who believe in the
mission
Foster a robust hiring / talent management
process
Employee
Motivation
How to motivate your
team & keep your
customers happy

14. 15
• Customers are looking for real relationships & a memorable experience
• Be clear on the target customer segment
• Learn from successes & failures; build a loyal following
Be Fast &
Responsive
Marketing campaign
focused on customer
loyalty
Flexible model
Embrace
technology w/ cx
at core

15. 16
*Biotech industry
*Innovative mRNA technology for drugs & vaccines
*Rev growth from $0.80B in 2020 to $6.1B in 2022; doubled employees from March 2021 to May 2022
Key Success Factors
Innovative Cloud ERP
Solution
Top Employer –
prioritizes employees
Transformative medicine

16. 17
*Self-driving technology, one of the fasting sub sector industries globally
*Rev $1.3B with $30B valuation
Key Success Factors
Co-Innovation Partners Customer Focus
Predictive Analytics
Business Insights

17. Key Takeaways
18
Growth
Strategy
Create Unfair
Advantages;
Innovate
Understand patterns
& top reasons / stay
close to core
Mistakes
to Avoid
Employee
Motivation
Make smart
investments in
talent
Happy
Customers
Know your target
market / Listen to
your customers

18. We’d love to hear from you
19
Pam Chance
VP- Cloud COE
SAP
https://www.linkedin.com/in
/pamela-chance/
Rosa Seo
Sr. Director – Demand Mgmt
SAP
https://www.linkedin.com/in
/rosaseo/
Booth #248
To learn about
SAP’s Cloud ERP for Every
Business Need
&
For a chance to take home
a Yeti 30oz Cup

19. THANK YOU