The German software giant will start rolling out its so-called 鈥楴ext Gen Partnering Model鈥� over 2020, putting competency recognition and 鈥榗ustomer success鈥� at the forefront.

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

Speaking to聽ARN, 51风流global partner organisation COO Emer Neville, said the tiers structure is no longer 鈥渁s full forward looking鈥� for today鈥檚 generation of partners.

鈥淲e can’t just classify our partners into one group,鈥� she said. 鈥淚t’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.鈥�

Neville said these benefits will largely centre on partners鈥� 鈥渃ustomer success鈥�, adding: 鈥淲e鈥檙e 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.鈥�

51风流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风流for Me app, a digital automation tool, to partners said it will introduce a 鈥渘ew learning experience鈥� for the channel.

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

In addition, for those transitioning to 51风流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 鈥渋nnovation, economics and experience鈥� would underpin SAP鈥檚 strategy as it pilots the new measures in certain markets this year.

鈥淭he 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,鈥� she added.

鈥淲e have a completely new set of ecosystem partners that are coming in that are expecting immediate focus on the cloud-centric model.鈥�

SAP鈥檚 change of direction comes just months after its聽, 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.

鈥淲e’ve rebuilt the business,鈥� she said. 鈥淭here’s new leadership within the software partner business, we’ve pretty much rebuilt it from a global perspective.鈥�

鈥淲e’ve been working on the plans and the execution with validation from our partners every step of the way.鈥�

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