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Teri Hamann Named Channel Leader

Selected for her work at the forefront of channel partner advocacy

Teri Hamann, SVP and Global Head Partner Experience at SAP, has been recognized as a “Top Gun 51” by Channel Partners and Channel Futures, whose editors worked with industry analysts and executives from master agencies and distributors to identify top leaders in the indirect IT and telecom channel.

“It’s an honor to be part of such a distinguished group of executives and to represent SAP,” said Hamann.

A respected technology leader with a 20+ year career in the software industry, Hamann took over the SAP partner program in 2019, when SAP PartnerEdge was 14 years old. The program had been built for an on-premise world and needed to be modernized to support the cloud business and a business model that had changed significantly.

“We needed a strategy and a design for the program that addressed the diverse needs of all the businesses,” said Hamann.

She is redesigning how partners interact with SAP to improve their experience. Originally planned to launch after Global Partner Summit Online, the new partner program enhancements are instead being released slowly to avoid disrupting business during the challenges of COVID-19.

“This is an evolution,” said Hamann. “The program changes rolling out now will help with the recovery effort.” Other changes are planned for 2021. Here are three highlights:

  • Cross-border certification (now available) allows partners in multiple markets to pool consultants across countries to deliver a better experience.
  • New partner finder tool (pilot to come in Q4) offers more than a mere search function. It is a recommendation engine to help customers and partners find a best partner fit.
  • Competency-based model (coming in 2021) elevates partners that earn SAP recognition for their mastery and expertise.

The new partner program further demonstrates SAP’s commitment to partner success.

“We conducted focus groups with partners and customer to understand their needs, and hear what was working and not working for them,” said Hamann. “And our Net Promoter Score survey collected a lot of feedback. Partners were very vocal in what they wanted to see changed.”

“The ultimate goal is to deliver a faster time to revenue for partners by cutting complexity and red tape.”

Teri Hamann and the rest of this year’s #TopGun51 will be recognized during Channel Partners Virtual: Digital Events for the Modern Channel, a three-day online event held September 8 to 10.

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