Case Study: SAP achieves faster cloud sales and a $4M pipeline with LinkedIn Sales Solutions

SAP - Customer Case Study

SAP, the global leader in enterprise software headquartered in Walldorf, Germany, faced a changing buying landscape as it shifted focus to nimble cloud solutions. New, younger buyers and faster purchase cycles meant SAP needed to reach non‑IT line-of-business decision makers, nurture leads not yet ready to buy, expand contact networks within accounts, and connect directly with C‑suite executives — all requiring faster, more tailored relationship mapping and real‑time visibility on role changes.

SAP deployed LinkedIn Sales Navigator with executive sponsorship, train‑the‑trainer programs and regional roll‑out to equip inside and field sales teams. The tool enabled high‑volume targeted prospecting, multi‑threading, warm introductions and real‑time alerts, shortening sales cycles and driving engagement with CXO decision makers. Results included scaling from a 50‑seat pilot to 500 seats (with 1,000 more planned), reps scoring nearly twice industry peers on Social Selling Index, several individual deals of $300K+, and $4M+ in pipeline revenue directly attributed to Sales Navigator.

SAP

Charles Ruan

Account Manager