Channelnomics catches up with SAP to talk about its success and what the channel means to the company.
Outline your channel strategy.
SAP has adopted a ‘partner first' strategy in the mid-market. Most people don't realize that 80 percent of SAP's customers are small and midsize companies using SAP software to solve business challenges. Our partners bring industry best practices and expertise, combined with world-class applications to their customers in the mid-market segment.
SAP is the fastest growing cloud company at scale in the enterprise software applications industry. As customer demand for cloud solutions grows, SAP continues to build the channel of the future. We support the transformation of our partners to a cloud-based business with programs such as Cloud Choice Profit and significant funding for marketing investments and technical enablement. These investments into SAP's channel create a world-class ecosystem for our customers.
What was the highlight of 2018 for your business?
SAP partners have consistently delivered on being the growth engine of the cloud for SAP. SAP partners have driven remarkable growth for the last two years, building a solid base of indirect customers and establishing a partner economy from which to grow for years to come.
YTDQ3 2018, SAP partners have grown SAP cloud revenue by more than 90 percent. SAP has invested tremendous effort and funds in supporting our partners' journey to the cloud, and the results are great proof that the investment is working. We continue to grow our partner ecosystem, adding 250-plus new cloud partners since Nov 2017, and they continue to make the difference. Ten percent of SAP's cloud indirect business is coming from new partners.
What does it mean for your company to win this award?
The Channelnomics Innovation Awards 2018 - Cloud Partner Program of the Year award solidifies SAP's position as a top cloud vendor. We have over 150 million subscribed users and the largest cloud business solutions portfolio with 100-plus cloud solutions. This award validates SAP's continued investments in our channel in order to help customers become best-run businesses.
How does your company work to ensure it is delivering innovation?
At SAP, our vision is to help the world run better and improve people's lives. We work with the largest, most demanding organizations in the world, bringing innovation and industry best practices to all of our customers, whether they are large, medium or small.
SAP's current solutions and strategic roadmap are aligned to deliver the intelligent enterprise for our customers focused on three key areas:
1). Do more with less, and empower employees - through process automation, freeing time for people to do more meaningful work.
2). Deliver a best-in-class customer experience - by anticipating, and proactively responding to, end-customer needs.
3). Invent new business models and revenue streams - by monetizing data-driven capabilities and applying core competencies in new ways
What has been your company's greatest channel achievement in 2018?
The tremendous growth our partners are driving in the cloud is bar none. SAP is investing in partners to support and accelerate their journey to the cloud, while our partners are achieving tremendous growth - faster than SAP can do on its own. The partner initiatives that SAP has launched in the last two years have significantly contributed to this growth: Digital Marketing Success Playbook, SAP PartnerEdge Cloud Choice, profit (CCP) option, Cloud Accelerator, Race2Revenue, and Qualified Partner Packaged solutions
What difference will winning this award make to your business in 2019?
Cloud solutions and innovations are what our customers are demanding and what SAP and its partners are delivering. The Channelnomics Innovation Awards 2018 - Cloud Partner Program of the Year award reinforces to the market and channel partners that SAP continues to build a diverse ecosystem and provide a world-class partner program with a cloud-first focus.
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