Eleanor Dickinson, Author at 51��Australia & New Zealand News Center

[moved to media coverage]Australia poses ‘real growth opportunity’ for global 51��partners

Eleanor Dickinson — Fri, 23 Oct 2020 04:15:59 +0000

Overseas partners look to establish local footprints to cater for cloud and S/4 HANA demand

Australia is to become a hotbed of 51��partner activity as the German software giant’s global channel market is set to hit US$260 billion by 2024.

According to Mark Hettler, SAP’s channel chief for Australia and New Zealand, the vendor is seeing increasing demand from its international partners to set up operations on local shores.

Demand for 51��S/4HANA driving partner growth

Speaking to ARN, Hettler claimed Australia is seen as a “real growth opportunity” by overseas partners, driven in part by SAP’s S/4HANA.

“In A/NZ, we’ve seen significant demand from customers for partners to support their move to 51��S/4HANA,” Hettler said. “We’re also seeing strong demand and take-up of the 51��Cloud Platform. As a result, we’ve seen a growing number of international partners looking to establish operations in Australia.”

The Department of Finance is currently in the streamlining enterprise resource planning (ERP) systems and use of service providers across the Federal Government.

Forming part of the Shared Services Program, the move was motivated by SAP’s decision to no longer support the ERP version currently in use by at least five hubs after 2025.

Meanwhile, Hettler claimed that the vendor expected more than 500 Australian companies to move to the new platform over the next seven years, with

IDC: Multi-billion global opportunity for 51��Partners

Globally, according to an SAP-sponsored IDC report, the vendor is expecting its cloud market opportunity to offer US$204 billion worth of opportunities for partners until 2024 and US$260 billion in total.

The research revealed SAP’s cloud revenues over the next four years will be split relatively equally between cloud and on-premises, indicating that hybrid set-ups will still feature prominently in customers’ infrastructure.

However, cloud computing will form at least 68 per cent of SAP’s total ecosystem revenue until 2024.

The report also claimed that 280,000 51��consultant roles will be created globally between 2020 and 2024, providing roughly one billion billable hours to the partner community.

On a local footing, Hettler said positive growth could be seen in Australian partners’ own investments and acquisitions in the ecosystem.

51��Partner acquisitions and investment

These include EY in January 2019 and Deloitte . One month later, ��Ի��.

Hettler also cited specialist partners such as Bourne Digital, which partnered with last year.

“We’ve seen increased investment by partners in the A/NZ market with the growth and increased hiring of 51��practices,” he said.

“The recent acquisitions are also a positive sign for our partners by providing evidence of good long-term prospects to other players. It also leaves space in the market for entry by new partners or for expansion by existing partners and 51��A/NZ is always looking for new partners.”

New Partner strategy

This year, 51��announced the most significant overhaul of its 14-year-old partner program, moving its .

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51��Offers Partner Tier Lifeline in Wake of Coronavirus Pandemic

Eleanor Dickinson — Tue, 07 Apr 2020 01:31:17 +0000

Software giant 51��has extended a hand to partners struggling to stay afloat during the coronavirus pandemic with tweaks to its partner program.

The German vendor has vowed to protect its channel community’s current 51��PartnerEdge Program Level tier, meaning no partners will be downgraded as a result of falling revenue.

Available until further notice, the measure comes alongside a usage extension for market development funds until 18 December 2020.

By the same token, rule exceptions and reallocation of funds are now possible due to cancelled events in April, May and June, 51��said. Other support measures also include new subsidies for partners to increase consultant capacity.

The vendor will offer 20 hours of 51��S/4HANA consultant training, although it is only providing 5,000 vouchers.

Partners will also have the chance to promote open access offers on a new partner community page. Those facing “serious constraints” are urged to contact their partner business or experience manager.

SAP’s moves mirror those of other global vendor giants, who are making short-term changes to partner programs to help keep their channels upright during the ongoing pandemic.

This week, to help customers accelerate adoption of business continuity in order to help partners invest while managing cash flow and flexibility.

HP has also agreed to provide a variety of financing and leasing options for end customers, including a variety of financial and asset life cycle options,

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51��Plans ‘Most Significant’ Program Overhaul in 14 years

Eleanor Dickinson — Tue, 10 Mar 2020 04:30:43 +0000

51��is to embark on a mammoth, multi-year transformation of its 14-year-old partner program that will see it move away from its traditional tiering model.

The German software giant will start rolling out its so-called ‘Next Gen Partnering Model’ over 2020, putting competency recognition and ‘customer success’ at the forefront.

SAP’s 21,000-strong global partner network can expect to see a number of implemented by the end of this calendar year.

Speaking to ARN, 51��global partner organisation COO Emer Neville, said the tiers structure is no longer “as full forward looking” for today’s generation of partners.

“We can’t just classify our partners into one group,” she said. “It’s much more than the contribution that they will offer the customers so the benefits will be flexible. And that’s our idea for the evolving program that will be released later this year.”

Neville said these benefits will largely centre on partners’ “customer success”, adding: “We’re not just going to be focusing on indirect revenue as a component which historically we would have focused on. It’s really end-to-end customer success.”

51��was unable to specify measurement metrics for this beyond revenue-sharing for renewals within its Cloud Choice program.

Usual benefits such as marketing and business development funds, alongside rebates, will be on the table, with service partners gaining a bigger share of these funds for delivering projects.

The vendor also plans to roll out its customer 51��for Me app, a digital automation tool, to partners said it will introduce a “new learning experience” for the channel.

51��also intends to introduce new schemes to help partners monetise their IP with 51��through a marketplace dubbed the ‘App Centre Experience’. According to Neville, this will give partners access to 440,000 customers.

In addition, for those transitioning to 51��S/4HANA, the company will provide reduced test and demo development fees, and intends to increase its number of consultants to help drive migrations.

Neville added that the guiding principles of “innovation, economics and experience” would underpin SAP’s strategy as it pilots the new measures in certain markets this year.

“The reality is that the legacy of our ecosystem continues to flourish. And we have a very strong on premise business, but we have a huge emerging demand for cloud and a lot of our existing partners have bridged the transformation,” she added.

“We have a completely new set of ecosystem partners that are coming in that are expecting immediate focus on the cloud-centric model.”

SAP’s change of direction comes just months after its , placing cloud and S/4 HANA leads Jennifer Morgan and Christian Klein into the roles of co-leadership.

However, according to Neville, the building blocks of the partner program changes have been in the works for some time.

“We’ve rebuilt the business,” she said. “There’s new leadership within the software partner business, we’ve pretty much rebuilt it from a global perspective.”

“We’ve been working on the plans and the execution with validation from our partners every step of the way.”

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Eleanor Dickinson, Author at 51����Australia & New Zealand News Center

[moved to media coverage]Australia poses ‘real growth opportunity’ for global 51����partners

Demand for 51����S/4HANA driving partner growth

IDC: Multi-billion global opportunity for 51����Partners

51����Partner acquisitions and investment