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Next-Generation Partnering: A Promise Kept

Announced a year ago at SAP Global Partner Summit, this movement is making it easier for partners to do business with SAP.

From the start, Next-Generation Partnering was meant to be more than initiatives and programs. It was described with a loftier term: “a movement.”

“It’s a journey, it’s a transformation, it is making sure we help our partners, because SAP believes, firmly, that working with partners will make our customers successful,” said Karl Fahrbach, SAP’s first-ever Chief Partner Officer.

And this week at Global Partner Summit Online, SAP proved this movement is in full swing, rolling out seven new next-generation partner initiatives to help partners easily show customers the value of the intelligent enterprise, expand their partnership with SAP, and enjoy a smoother experience with SAP.

“Next-Gen Partnering is all about modernizing our company in a such a way that we can help our partners – over and above the sale, implementation, and operation of SAP applications – to become true innovation partners for their customers,” said Fahrbach.

Next-Generation Partnering Announcements

Partner Delivery Quality Framework
Partners deliver 90% of projects that SAP delivers to customers. Quality of those services is key to customer success. This framework provides the tools and support partners need to enhance project quality, build consultant capacity, and safeguard the delivery of partner-led customer projects.

SAP App Center Enhancements
New features include intelligent search, real-time reporting, and improved lead management. With these capabilities, buying and selling on SAP’s digital marketplace is easier than ever before.

SAP Endorsed Apps Initiative
This program highlights premium-certified partner solutions that help solve key business challenges in today’s changing environment.

Cloud Platform Enterprise Agreement
SAP’s first consumption-based pricing model, CPEA is available via Cloud Choice Profit Option. SAP PartnerEdge Sell partners can offer all the benefits of CPEA to indirect customers and use this new business model in their indirect deals.

SAP Partner Demo Environment, Shared Option
This is free access to an integrated, pre-configured software demonstration environment to expedite sales conversations and demonstrate the power of the Intelligent Enterprise. Includes complimentary concierge service to help ensure partners have the skills to deliver a great demo experience.

Test, Demo & Development  
Starting July 1, partners get 12 months’ free access to test and demo systems on SAP S/4HANA Cloud and SAP Business ByDesign. These offers extend SAP’s commitment to provide partners with the right resources to support their businesses and ultimately their customers better.

SAP for Me
This new digital companion provides a 360-degree view of partner and customer data through one access point. Starting in early Q3 for partners who hold sales roles. Additional roles added later.

Commitment to Partners
Dedication to the Next-Generation Partnering movement is evident within SAP, but more importantly, partners are noticing too.

“SAP’s Next-Generation Partnering raised the bar against competing solutions by giving us easy access to test and demo environments,” said Kurt Ramcharan, director of marketing, Beyond Technologies. “Thanks to this initiative our business has become more agile, enabling our team to adapt our demo environments quickly and efficiently to meet customer needs. It gave us a competing edge.”

SAP’s partner commitment enjoys aggressive support from the top.

“The partners help us in the product strategy,” said Christian Klein, SAP CEO. “And they are a key part in the customer engagement lifecycle. We also have to always ask ourselves the question, ‘What can we do for our partners?’”

The promise SAP made to itself and partners when it launched Next-Generation Partnering carries into the future.

“When partners look at SAP, I want to be a company that sticks to the commitments we made,” said Klein.

To learn more about these and other initiatives, visit SAPPartnerEdge.com.

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