Positioning SAP Business AI Solutions as Part of SAP Business Suite — Lesson 4: Customer Discovery, Demonstration, and Adoption Roadmap

Learning Objectives

• Explain how Customer Discovery, Demonstration, and Adoption Roadmap supports credible Business AI positioning.
• Complete the workflow and produce a reviewable Business AI positioning and adoption plan.
• Evaluate the condition where a demonstration shows technical capability without linking it to an agreed customer objective and select a supported response.

Detailed Topics

• discovery questions: business purpose, responsible roles, and SAP objects that establish the operating scope.
• solution storytelling: configuration choices, master-data dependencies, and determination logic shaping the result.
• demonstration planning: transaction flow, status behavior, integration effects, and reviewable operational evidence.
• adoption roadmap: control points, exception paths, testing needs, and release criteria protecting the outcome.

Instructor Demonstration

The instructor completes an end-to-end review of discovery questions, solution storytelling, demonstration planning, adoption roadmap, then reconciles the result to Business AI positioning and adoption plan. The final demonstration shows how to diagnose and contain the situation where a demonstration shows technical capability without linking it to an agreed customer objective.

Hands-On Exercise

Complete a controlled activity covering discovery questions, solution storytelling, demonstration planning, adoption roadmap and preserve the result in Business AI positioning and adoption plan.

1. Reconcile the completed process against objectives, controls, integrations, and access boundaries.
2. Verify the final evidence pack and identify any incomplete ownership or monitoring requirements.
3. Reproduce the exception, confirm its business effect, and validate the chosen recovery action.
4. Prepare the operational handover with responsibilities, thresholds, escalation paths, and follow-up actions.

Scenario Analysis

• Which SAP object, rule, record, or process step most strongly influences Customer Discovery, Demonstration, and Adoption Roadmap?
• What evidence separates configuration, data, authorization, integration, and timing causes in this scenario?
• How should the Business AI positioning and adoption plan be approved, retained, monitored, and updated after handover?

Troubleshooting Guidance

Start at the earliest point where expected behavior differs from the observed result. Review process sequence, relevant data, configuration, authorization, integration, and timing as separate hypotheses. Treat “a demonstration shows technical capability without linking it to an agreed customer objective” as unconfirmed until settings, documents, logs, reports, and focused retesting support the cause.

Validation Checklist

• Required roles, structures, data, settings, and dependencies for Customer Discovery, Demonstration, and Adoption Roadmap are present.
• The Business AI positioning and adoption plan links each conclusion to objective and reviewable SAP evidence.
• Normal processing, the stated exception, integration behavior, and access boundaries were tested.
• Corrections, retest criteria, ownership, monitoring, documentation, and operational handover are complete.

Lesson Outcome

Learners can apply Customer Discovery, Demonstration, and Adoption Roadmap, explain the resulting SAP behavior, and defend the outcome through Business AI positioning and adoption plan.