Introduction
This blog addresses various aspects of partnering with SAP and how SAP partners play a critical role in the creating customer lifetime value in various ways, including delivering business critical innovations on SAP Platform. SAP is offering an option to offset the cost of “Co-Innovated with SAP” service (a flagship end to end service intended to take their innovation ideas to market) via MDF/BDF reimbursement. Please read on to find out more details below.
Evolution of SAP’s Partner Ecosystem:
SAP’s Partner Ecosystem is central to maximizing Customer Lifetime Value and becoming the #1 Enterprise Application Company. SAP aims to enable every organization and every industry to become a network of intelligent, sustainable enterprises.
The cloud market is on the move, and opportunities are emerging for both SAP and our competitors to impact the most critical business processes worldwide. Customers are rethinking the role of digital technology and increasingly count on reliable partners to make the right decisions. We need to engage as ONE TEAM with our partners from the very beginning to deliver a superior customer experience.
New Revenue streams for partners in the cloud world:
Partners explore new revenue streams and invest into new capabilities to create continuous customer value. Moving from a single to multiple business model coverage, our partners continuously engage during their customers journey leading to increased business opportunities.
Partner Engagement Motions are becoming increasingly flexible based on customer expectations:
Advising and Integrating
Provide management advisory and solution implementation services to assure the customer value creation with SAP solutions.
Developing and Innovating
Develop, own and innovative intellectual property, e.g. integrations, applications, content or qualified solution packages to complement SAP's solution portfolio. This is discussed in more details in the coming sections.
Selling
Focus on segment-agnostic distribution and resale of SAP solutions and related services.
To keep pace with changing customer expectations and partners’ ability to deliver innovations to market faster, we provide clearly defined white spaces to integrate and extend SAP technologies and solutions with partner-built IP and innovation to complete SAP’s solution portfolio and help customers realize faster time to value.
Why should a resell partner consider building innovations as a differentiator?
Partners are relying on building customer innovations as extensions or integrations to SAP portfolio in the following ways:
MDF Direct Pay Services
Currently, many SAP-delivered services are now available through “MDF Direct Pay". A partner can use their MDF funds to directly pay for "Co-Innovated with SAP" service.
As a partner, you no longer need to submit requests or claims for SAP-delivered activities, as funds are deducted directly from your MDF balance.
With one simple click, the fully automated creation and approval of requests and claims will make the process faster and easier.
For more information on this, check Use MDF Direct Pay with SAP Partner Benefits Catalog
Importance of Leveraging SAP BTP to Build New Solutions
- Build Net New innovations complementing SAP Line of Business and Industry portfolio
- Critical localization scenarios not part of SAP standard portfolio
- Migrate repeatable ABAP add-ons in SAP S/4HANA to SAP BTP or SAP S/4HANA Cloud
- Re-platform your non-SAP industry innovations to SAP BTP
- Technology-led innovations to drive transformation with your customers (e.g. business AI, data to value scenarios, Sustainability etc.,)
- Refer to extensibility framework and focus on Clean Core guidance
What is in it for partners driving innovations on BTP from a go-to-market perspective?
- Leverage SAP store as a Go-To-Market route to bring visibility of your Innovations to customers
- Bundle your Innovations in your marketing campaigns to drive incremental revenue
- Drive SAP BTP adoption and consumption and create additional SAP BTP upsell/cross sell opportunities across SAP portfolio
- Leverage your Innovations within the Qualified Partner Packaged Solutions (QPPS) to offer a better value proposition
- Your innovations on BTP will help you gain “Expert” Level competency in SAP Partner Finder
Please go through this blog to get more details on the Co-Innovated with SAP Service offering.
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