Author: paschmann

Enterprise Mobility @ SAP – Mobile App Development

paschmann

This is the second blog post of a series around the enterprise mobility IT team at SAP. We are an internal team focused on managing mobile devices, applications, and developing custom apps for SAP’s 100,000 employees. I have been a part of this team for the past six years. I believe we have some unique stories, software, tools, and insights to help others in the community considering, or currently undertaking, some of the challenges which surround mobility and its adoption in the enterprise.

Introduction

Apps have been a cornerstone for deploying mobile devices at SAP, and like any symbiotic relationship, the success of one depends on the success of the other. Our employees have realized the benefits of simplicity, speed, and availability in consumer applications and the power of their mobile devices. They have brought that same expectation to the enterprise and expect that these same traits be available in their work lives and daily processes. This is often how our mobile projects are initiated. In my eyes, the employees who demand innovation are the unicorns of the enterprise – they are passionate, willing, and eager to buck the norm and innovate on processes, which could be decades old, but rife for improvement. read more

Enterprise Mobility @ SAP – Introduction

paschmann

This is the first blog post of a series around the enterprise mobility team at SAP. We are an internal IT team focused on managing mobile devices, mobile applications, and developing custom apps for SAP’s 100,000 employees. I have been a part of this team for the past six years and believe we have some unique stories, software, tools, and insights to help others in the community considering, or currently undertaking, some of the challenges which surround mobility and its adoption in the enterprise.

Introduction

SAP has been on the leading edge of adopting, deploying, and developing its Enterprise Mobility strategy for over ten years. It was one of the initial early adopters of Apple in the enterprise, with a field deployment of over 11,000 iPads in 2011. At the time, it was the second-largest deployment worldwide. Not only did SAP deploy and encourage the adoption of these innovative devices in our employee’s hands, but the team also had a early start on developing native iOS apps to support and empower our employees in their daily lives, enabling them to be more productive anywhere. read more

Simple Math to Setup a Sales Team

paschmann


Simple Math to Set Up a Sales Team

Let’s say you’re a SaaS founder who’s looking to build a sales team for the first time. How do you structure quotas and compensation for the initial sales reps and their manager? Oftentimes, the biggest hurdle in hiring the first sales rep is not knowing how to incentivize them. This post provides simple rules that you can use to set up a sales team. Structured properly, the process is surprisingly mathematical.

Individual Plans

Let’s start with the sales plan for an individual sales rep, or “account executive” (AE). The key elements of an AE sales plan are:

  • Base Salary; 
  • Quota; 
  • Commission Rate; 
  • Variable Pay (Quota times Commission Rate); and 
  • OTE (“on-target earnings”), the sum of the AE’s Base Salary and Variable Pay. 

This sounds like a lot of variables, but two industry standards allow us to simplify greatly:  read more