2009 was a watershed year for the BPM program here at SAP. We brought to market SAP’s first true BPM offering, SAP NetWeaver Business Process Management 7.1 at Sapphire. In the little over half a year that the product has been generally available, we’ve seen significant customer uptake and are enjoying healthy pipeline momentum starting out in 2009.
SAP Partners are a key part of this momentum. Approximately 1/3 of the BPM projects we saw in 2009 had SAP Service Partners as the implementers. And these partners have been very important in the sales cycle, helping customers gain access to the experience they need to run effective BPM projects, and providing a third party endorsement of SAP’s product capabilities and architecture.
Partner-managed BPM projects have ranged from custom process add-ons as part of an SAP application roll-out to more classic BPM process improvement initiatives. The most common BPM projects partners seem to be winning are MDM governance processes and supplier management and payment processes. The former tending to be more of an inside IT project, and the other more likely to be part of an overall business transformation program.
Notable partner deals include a BPM transformation program being launched as a result of engagement with SAP Value Engineering to help with the value discovery phase of a BPM implementation. Focus on Business Value is What Sets BPM Apart. Also notable is the The specified item was not found., helping customers get a rapid customized BPM-powered prototype to help them see a potential solution to a business problem.
Overall we’ve seen strong uptake by early adopters in the partner community, with more than 25 partners contacting SAP about SAP NetWeaver BPM, 22 of whom achieved “active” or “honor roll” status in the SAP PartnerEdge BPM Consulting Initiative. Many of these partners have been strong contributors within the SAP customer base and in SAP Community events such as the BPX Design Slam at SAP TechEd, and at BPM-oriented SAP user group conferences and meetings.
If you are new to Business Process Management
If you want to know more about opportunities in BPM consulting with SAP customers, check out a couple of breakout sessions I ran at PKOM 2010:
And, be sure to check out the BPM Partner Sales Kit and Opportunity Guide located in the Partner Portal.
Finally, every partner serious about offering a BPM Consultancy should know and be contributing to the BPM Use Case Wiki located at the SAP BPX Community. This represents the community’s collective wisdom about business problems effectively solved with BPM methods and technologies.
What’s coming for 2010
The strong showing partners made in 2009 for BPM has sent a clear message to SAP about how valuable these allies are in our go-to-market plans, and in helping deliver customer value. As a result, we will be ramping up an even larger partner cooperation program this year with multiple opportunities for partners to cooperate with SAP in joint marketing and sales projects, and in helping partners drive their own opportunities more effectively. Here is just a small taste of what we have in store for 2010:
· Regional Joint business development campaigns
· Joint marketing collateral
· Partner technical and sales enablement
· Partner packaged service offerings
· Partner BPM solution certifications
If you are a partner that is actively selling or marketing BPM-related services with SAP solutions, please contact your PartnerEdge representatives or drop me an email. We’d like to know what you are up to!