10 Things Partners Need to Know About SAP

 
 
By Michael Vizard  |  Posted 2016-11-23 Email
 
 
 
 
 
 
 
 
 
  • Previous
    1 - 10 Things Partners Need to Know About SAP
    Next

    10 Things Partners Need to Know About SAP

    SAP recently launched a swath of initiatives designed to create a wealth of new opportunities for channel partners.
  • Previous
    2 - Size of the SAP Channel
    Next

    Size of the SAP Channel

    There are more than 15,000 SAP partners, and they account for 30% of the company's overall business. Half of large enterprise deals and 85% of new customers come via channel partners. But only 7,000 partners are deemed active: They generate at least one deal every other quarter. SAP plans to triple the size of the General Business organization that manages the channel by 2020.
  • Previous
    3 - Revenue Source by Delivery Model
    Next

    Revenue Source by Delivery Model

    Roughly 90% of SAP's revenues are delivered via on-premise solutions, but the company aims to see that number drop to 60% as its cloud offerings gain more momentum.
  • Previous
    4 - S/4 HANA Momentum
    Next

    S/4 HANA Momentum

    As of the third quarter, there were 4,100 SAP S/4HANA customers globally, with 350 of them being live implementations. Just over half (58%) of those deals are being generated by partners. This month, SAP started shipping version 16.10 of its ERP suite.
  • Previous
    5 - SAP in the SMB Cloud
    Next

    SAP in the SMB Cloud

    The company earned impressive growth from sales of SAP Hybris e-commerce and SAP SuccessFactors HR software in SAP's SMB segment, with 6,000 SMB customers using SuccessFactors. SAP says its cloud business is seeing 100% growth, versus double-digit growth for on-premise software. A new referral program for partners is expected to fuel more growth. SAP says it has 3,000 cloud partners, and 2,100 of them already certified.
  • Previous
    6 - Channel Sales Programs
    Next

    Channel Sales Programs

    SAP has several business and channel sales programs addressing partner cloud transformation, cloud sales accelerators and cloud services packaging. The company is also starting up a Partner Sales Academy to share best practices and train partners on how to use digital media and social networking to drive sales.
  • Previous
    7 - The Many Faces of HANA
    Next

    The Many Faces of HANA

    At its core, SAP HANA is an in-memory database. On top of HANA, there's a SAP HANA Cloud Platform that is based in the open-source Cloud Foundry platform-as-a-service (PaaS) environment. SAP HANA Vora is an implementation of the Apache Spark in-memory framework that SAP is positioning as a complement to the HANA database.
  • Previous
    8 - SAP SMB Portfolio
    Next

    SAP SMB Portfolio

    For all the marketing focus on SAP HANA and the SAP S/4 HANA ERP application, the biggest driver of new customer adoption has been the Business One ERP application aimed at the midmarket. SAP Business One accounts for 90% of all net new SAP customers. SAP By Design is a cloud-based ERP application aimed at the lower end of the midmarket, and SAP Anywhere is a suite of cloud-based business applications aimed primarily at small businesses.
  • Previous
    9 - SAP APIs and Microservices
    Next

    SAP APIs and Microservices

    SAP APIs are all hosted on SAP AP Hub, an instance of API management software developed by Apigee (now owned by Google). The SAP microservices strategy is based on containers in both SAP HANA and the containers made available in the Cloud Foundry PaaS.
  • Previous
    10 - Focus on the Internet of Things
    Next

    Focus on the Internet of Things

    As part of a drive to maximize opportunities in the internet of things, SAP is now embedding a layer of IoT services in the HANA database. SAP is also creating a partner ecosystem to develop IoT applications based on machine learning algorithms.
  • Previous
    11 - SAP's Partnership with Apple
    Next

    SAP's Partnership with Apple

    SAP is developing a series of applications that will run natively on Apple iOS devices, with hooks to backend HANA services built in. There is also a software development kit (SDK) and training from SAP that partners can take use to build applications on behalf of customers.
 

SAP is attempting to jumpstart multiple initiatives that, to one degree or another, will require deeper partnerships with solution providers across the channel to execute. From shifting customers over to a new in-memory database on the HANA platform to transforming the relationships between end users and machines, SAP has significantly expanded the scope and reach of its software running inside and out of the cloud. At the same time, the company aims to triple the size of the General Business organization, which manages the SAP channel. Couple that with a raft of cloud applications that include SuccessFactors, Concur and Ariba, and it's clear that the company wants to work with partners that can either resell its software or simply act as agents that funnel deals back to SAP. In terms of emerging new opportunities, SAP is also pouring massive resources into everything from internet of things (IoT) projects driven by machine learning applications to a new generation of mobile applications that run natively on Apple iOS devices. As part of those initiatives, it's clear that the size and scope of the SAP channel will increase as the number of solution providers that wind up participating in the SAP ecosystem—either directly or indirectly—steadily increases.

 
 
 
 
 
 
 
 
 
 
 
 

Submit a Comment

Loading Comments...
 
























 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
Thanks for your registration, follow us on our social networks to keep up-to-date