The Challenge: Great solutions… that nobody knew how to use
Wolfgang’s world is full of systems that work—but adoption breaks down when teams don’t understand the “how.” The hardest part wasn’t implementing tools. It was making those tools usable across the organization without turning enablement into a huge program.
He also saw the same challenge on the customer side. A CEO at a large building-materials dealer (B2B) immediately recognized the pattern: strong solutions existed across the group, but employees didn’t know how to use them consistently—especially outside IT.
“This is exactly the point… good solutions are already there, but nobody knows how to use it.”
The Shift: Tutorials that are easy to consume (and surprisingly hard to ignore)
Wolfgang’s team started using iorad more and more internally because it removed the friction that kills documentation projects: heavy effort, poor output, low consumption.
He noted two small but telling signals of adoption:
- People joked about the background music—but nobody turned it off.
- Text-to-speech performed well even in German, despite mixed English terms.
The bigger shift: the output felt “modern” and effortless to consume—making it easy to show internally and externally.
“The output is really great to consume.”
“It’s really a tool you can use in your daily business…”
The Outcome: Internal enablement that doubles as customer marketing
As Wolfgang documented internal processes, he began showing the results to customers—often in meetings where iorad wasn’t even the topic. The reaction was consistent: eyes widen, immediate “we need this here” energy.
That created a practical go-to-market path:
- Use iorad internally to refine workflows and build confidence
- Show real examples to customers (low-lift, high-impact demo)
- Start with a realistic referral motion (small, manageable)
- Expand into reseller / packaged library models when demand is proven
“It’s not easy to sell, but it’s easy to make marketing… it’s so easy to get in touch with that solution.”
Why it worked: It matched real consulting economics
Wolfgang was explicit: they don’t want to over-promise or build a massive sales machine. They want options that fit real capacity:
- Reseller / bundled services when they want to own the customer relationship
- Referral when the customer should buy directly and Schwarz focuses on consulting delivery
- Library model for repeatable SAP workflows that are common across companies
This is where iorad becomes leverage: standard content scales, custom work stays premium.
“We don’t have a huge sales organization… we have to be realistic.”
“This is standard… and then the project we can sell is the individual content.”
Looking ahead: Standard SAP libraries + customer-specific extensions
Wolfgang called out a clear next step: build a reusable SAP “standard process” library (holiday requests, approvals, incident reporting, etc.) and package it as ongoing value—then layer in customer-specific tutorials for the workflows that differ by organization (quotes, projects, invoices).
That creates a clean split:
- Repeatable enablement (scales)
- Custom enablement (high-value services)