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Author's profile photo Jerry Rosa
Jerry Rosa
July 15, 2021 1 minute read

New Cloud Revenue-Sharing Model for SAP Partners: Introducing SAP PartnerEdge Cloud Choice, Flex Model

SAP partners told us they needed more flexibility, better cashflow, and more opportunities in the cloud. To that end, SAP today officially announced the availability of SAP PartnerEdge Cloud Choice, flex model, a new cloud-revenue sharing go-to-market model designed to help partners drive cloud revenue.

This new cloud-revenue sharing model replaces the current model, SAP PartnerEdge Cloud choice, profit option. The new model is designed to reward partners along the customer journey by providing more flexibility, profitability and opportunity.

Flexibility
With the new model splitting the customer lifecycle into two stages, you can focus on the key areas where you have expertise. Consider & Select rewards you for sales and pre-sales activities and Adopt & Operate rewards you for customer engagement activities.


Profitability
Eligible partners will earn 10% of TCV one-time commission for Consider & Select activities for initial deals, upsells, and renewals. The Adopt & Operate stage earns you 10% ACV, paid quarterly throughout the contract term. Commission payments at the end of the sales cycle and throughout the customer engagement cycle enable you to invest in your Cloud activities across the customer lifecycle.

Opportunity
Cloud choice, flex model opens up the Large Enterprise for you to support the customer sales and pre-sales activities whilst SAP manages the customer engagement activities. In the midmarket, you can participate in both the pre-sales and customer engagement stages.

Get Started
Two pilot deals have already secured €7.7million TCV for two partners participating in our pilot initiative. Attend a live partner enablement session ongoing through July, or check out the key resources section of the Cloud Choice, flex model page on SAP Partner Portal for on demand enablement; check your eligibility, including new email alias requirement now on the SAP Partner Portal to join these partners already benefitting from Cloud Choice, flex model.

 

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      2 Comments
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      Author's profile photo Shahram Shirazi
      Shahram Shirazi

      how do we register deal using CCFlex ? is it in partnerwdge ? or pricing app? please explain

      Author's profile photo Jerry Rosa
      Jerry Rosa
      Blog Post Author

      Hi Shahram,

      There are a couple of stages in which partners can receive compensation during the deal lifecycle.

      If your deal is in the Consider & Select stage, you would start the process by registering the deal in Deal Reg app, which you can access via the SAP Partner Portal.

      Here's the link to the Cloud Choice, flex model page which contains all the details: https://partneredge.sap.com/en/partnership/sales/cloud-choice.html

      I suggest that you watch the presentation so that you have a clear understanding of how the Cloud Choice, flex model works. Here's the link: https://sapvideoa35699dc5.hana.ondemand.com/?entry_id=1_bryfve7l

      And see slide 11 of the presentation for the process flow: https://d.dam.sap.com/s/p/e/5SeZE5C/Cloud%20Choice%2C%20flex%20model%20Enablement%20Partner%20July%202021.pdf

      I trust this info helps.

      Thanks,

      Jerry