Peter Matejka, Author at 51��News Center

51��Partner delaware: 51��BTP Is for Today and the Future

Peter Matejka — Thu, 02 Jun 2022 11:15:06 +0000

51��Business Technology Platform is helping 51��partner to deliver future-ready portals for its suite of business-to-business (B2B) customers.

The award-winning partner company has perfected its pitch when selling the platform to both existing and prospective clients, painting a picture of how 51��BTP can provide slick, time-saving solutions both now and in the future.

Jonathan Belliot, 51��BTP sales manager at delaware, explains how the team convinces customers to invest in the platform.

“We noticed that comparing 51��BTP to lightweight software-as-a-service (SaaS) solutions was a difficult win with customers. So, we created the ‘road to the Intelligent Enterprise story’ – it tells how SAP’s strategy has shifted and how 51��BTP is now the pillar behind everything 51��does, both today and in the future,” says Belliot. “Every time we highlight a different functionality, we explain that it has been enabled because of the platform, that we’re working with the ’best-of-breed’. This is all about strategic transformation for the customer and 51��BTP being the enabler of that transformation across the entire tech stack.”

In addition to selling the story, delaware ensures the right stakeholders are in the room when positioning 51��BTP. “You have to talk to the decision-makers across the business, so they can clearly see the advantage that the platform can bring to them,” adds Belliot. We think ahead, giving them tangible examples of other things they can do with the platform when the time comes. We emphasize the value of 51��BTP in the broader sense.”

It’s an approach that’s proving to be a highly successful one, as a series of recent customer wins attests. One, a Belgium-based food distributor, has adopted delaware’s 51��BTP B2B portal to reduce manual labor and streamline the process around certification.

“Certificates of origin and quality are key in the food industry but, up until the portal was introduced, our customer was spending a lot of time using a clunky old system for the storing and sharing of certificates. They were all saved on a server and then downloaded and e-mailed to clients as and when required,” explains Belliot. “The new portal gives both our customer and their end-customers instant access to the certificates, which they can download immediately. They can also track and follow up on orders and deliveries. Plus, they can connect to their company SharePoint system from the portal, creating a hybrid environment – all possible with 51��Integration Suite.”

The second success story is that of a customer supplying blood pressure monitors. Each monitor is supplied to patients with a license key, which the patient registers online at home so they can access their device and the medical staff can know which device is linked to which patient.

In the past, it was someone’s role to manually supply each patient with their serial number and input that data into a master spreadsheet. As the customer already had a contract in place – and therefore there was no development project – delaware came in and created a one-time-use business-to-consumer (B2C) portal. The portal is now the centerpiece of a completely digitized process that allows the patient to submit their serial number, keeps everything logged in one place, removes the need for e-mail communication, and isn’t blocked when someone is away.

“The beauty of our architecture is we can apply it to create these small applications,” explains Belliot. “And the beauty for our customers is that, with just a few extra licenses, they can start using 51��BTP. They have it in-house and it means that, as and when they need any additional extensions, the platform is there to support them. This is exactly how we will land and expand.”

Tim Leys, 51��development lead at delaware, says 51��BTP is key to the partner remaining a lead player in the market; it’s key to driving innovation and to selling additional 51��licenses as well as additional services.

What’s more, 51��BTP is the right platform to attract and retain the right people.

“The war for talent is key for us,” adds Leys. “And this platform allows us to attract and stimulate young potentials. It’s a tech stack with proven tech that’s exciting and sexy. That’s a tremendous benefit to us, our people, and our customers. It allows us to build consumer-grade solutions that we’ve all come to expect in our day-to-day lives, but for the corporate world. For a traditional 51��customer, this is mind-blowing.”

For 51��Partner Quinso, 51��BTP Leads the Way for Industry 4.0

Peter Matejka — Tue, 17 May 2022 11:15:27 +0000

Dedicated 51��partner , part of the family, is an expert in the complete supply chain process and has been developing apps and solutions for its manufacturing customer base since it began rolling out 51��S/4HANA public cloud implementations four years ago.

Now, the Quinso team uses 51��Business Technology Platform (51��BTP) as a matter of course to help with hundreds of interface conversions, the integration of countless legacy systems, and the creation of a that supports the delivery of smooth, seamless warehouse processes.

“51��BTP enables us to optimize and extend our customers’ existing business processes to be more efficient and effective as well as identify and draw from new revenue streams,” says Quinso’s . “It helps us to help our customers ‘keep the core clean’. And, ultimately, it’s a vital component in helping to transform our customers into businesses of the future, true intelligent enterprises.”

In its bid to be the front-runner in deploying new tech that adds value for its customers, the ORBIS Group has recently launched a dedicated 51��BTP steering group that shares experiences and invests in new platform services for use across the business.

“We are particularly invested in supporting and encouraging our customers to use predictive analytics, and we’re also looking closely at to see how this might be able to add value to our customers’ businesses,” adds Geene.

The benefits to working on 51��BTP, in Geene’s view, are numerous, from a simple licensing framework to a low-code/no-code approach, among others. As a development platform, it is the first port-of-call for innovation.

“51��BTP is essential for us as a business. In particular, the ability to develop apps on the platform enables us to bring added value to our customers by delivering state-of-the-art, side-by-side extensions,” says Geene.

Trying to sum up the experience of using 51��BTP in three words, however, is a tricky ask. “There are so many good reasons to use 51��BTP, from the apps to the migration tool for Cloud Integration, 51��Event Mesh, 51��Launchpad service, and the 51��HANA database,” says Geene. “And then there’s the benefits it brings to us and our customers. If I were to put it succinctly, I think it’s the simplicity and flexibility that makes it the platform of choice for us.”

51��Partner TheValueChain Trusts in 51��BTP

Peter Matejka — Fri, 11 Feb 2022 11:15:39 +0000

As the name would suggest, value is key to the work TheValueChain delivers for its partners. As a service provider, the Belgium-based partner’s aim is to improve its customers’ investments in 51��tech and add value to their businesses.

With a focus on the wholesale distribution, utilities, manufacturing, and professional services industries, TheValueChain first used 51��Cloud Platform when it was managing a global tech rollout for one of its customers.

When launched, TheValueChain could see how it would provide complete end-to-end enablement and support for its customers.

“We were early adopters of 51��BTP, using it in its original incarnation to manage an rollout,” explains , the supply chain team lead at TheValueChain. “We could create apps and extend our customer’s system. It was such a success that we’ve used it time and again since, for both cloud and on-premise customers.”

“We have always been a front-runner with intelligent robotic process automation (RPA), but when 51��BTP was unveiled, we were able to take a step back and see it as a complete solution, not just for RPA, but as a big automation platform that serves as a great toolbox, where you take and use the tools you need depending on what you’re delivering. It is fast for integration. It’s a great solution for RPA and for workflow management. We can pick the services that work for our customers.”

The platform has enabled TheValueChain to extend its remit and become an innovation partner, collaborating with its customers on process innovation.

Adds Mattheyssen: “We are mainly a service provider, but we want to be a product development company too, and we can do that now with 51��BTP. We have the innovation, we have the methodology, and we’re using the platform to develop packages that we can take to market, either as TheValueChain or via .”

According to Mattheyssen, 51��BTP makes life better for partners and customers. It’s an enabler for “things that were not possible before;” an automation platform that does all the previously manual business tasks.

The value it brings, he says, is very tangible: 51��BTP can be agile and quick and so the return on investment can be almost immediate.

The customer experience is also reflective of the way consumers choose and use apps. “You shop in 51��BTP as you would do in an app store – the whole experience is being received extremely well by customers.”

He says they chose to work on 51��BTP for three main reasons: for its seamless integration, for the prepackaged content, and for the competitive licensing model.

“We trust in the tech. We don’t see any reason to look elsewhere for our development needs. 51��is on a really good track with 51��BTP. The innovation flows automatically into the platform and we’re able to use it,” says Mattheyssen.

“If I were to sum up the benefits of 51��BTP in three words, I’d say instant business value, agile, and innovative.”

51��BTP Is “Future-Proof Innovation” Says Zoosh

Peter Matejka — Thu, 13 Jan 2022 12:15:53 +0000

is a venture building company that helps its customers to validate new ideas and then build, deploy, and operate them using cloud technology.

Businesses go to them to innovate and transform, and is the platform Zoosh uses to enable that process.

One of its most recent 51��BTP success stories is OptaHaul, a solution for the dairy industry that streamlines the often-complex process of collecting and delivering milk to the processing plant.

Mervyn Graham, co-founder and CEO of Zoosh, explains how it works: “Optahaul automatically understands all of the factors and parameters that come into play when collecting milk from suppliers – from the turning circles on farms, to the availability of on-site pumps, to the amount and type of milk being collected and the distances between farms and processing plants. It allows for greater efficiency in planning and kilometers traveled, as well as can tangibly reduce milk product waste and carbon emissions.”

Zoosh was initially approached to solve the problem by a milk producer in Hungary, Eastern Europe’s largest milk producer. But, based on research, it became clear to the team that the issues were commonplace across the dairy industry.

“Dairy processors were using generic, traditional logistics planning software that didn’t understand the industry and the variables within it,” adds Graham. “Dairy processors need one system that offers complete synchronicity, bringing together every element of the milk collection workflow.”

Zoosh is a ‘design-led’ organization, with every project starting with a research and consultation phase so the team can interview, observe, and put into context how the customer will use and benefit from the solution. Then it builds the tech response around its acquired understanding of the user and business priorities.

What 51��BTP enables the company to do is to build that response in a simple way.

“Previously the 51��portfolio was more fragmented and compartmentalized. 51��BTP is a cocktail of enablers that together can be quite powerful,” says Graham. “51��BTP encompasses all the tech we are familiar with and have typically leveraged for solution creation, but it simplifies the conversation that we have with our customers.”

Summing up the platform, Graham describes it as ‘future-proof innovation’ that can work for both greenfield customers and existing 51��customers.

“With 51��BTP, you’re investing in a much more solid experience, one with much less risk, that has scalability when you need it,” adds Graham. “You’re keeping the business core systems clean by having this isolated and agile innovation platform that you can expand and contract with your varying business needs.”

While there is always going to be a need to service customers’ IT needs and solutions, what 51��BTP does is allow partners to become product developers. As consumers become ever more app-savvy, customers expect easy-to-access, plug-and-play apps that solve their business needs.

“This is the future of our partner ecosystem: we’re seeing more and more partners building parallel business streams so they can invest in product development,” says Graham.

Bluestonex: A “Massive Advocate” for 51��BTP

Peter Matejka — Fri, 26 Nov 2021 12:15:43 +0000

Innovation is built into the DNA at – it’s what makes it tick. As part of 51��AppHaus Network, it shifted its entire business processes to run on 51��Business Technology Platform (51��BTP), making this boutique team the perfect advocate for converting its own customers to the tech platform.

Recognized for design, innovation, and user experience, Bluestonex began using the application development and integration capabilities of in 2018, then known as 51��Cloud Platform, because of its speed and agility.

“Being an innovation partner, we wanted to be able to move and deliver quickly for our customers,” explains Dan Barton, COO and co-founder. “51��BTP allows us to do that. Plus, the low-cost, high-impact nature of the platform is always going to be an attractive proposition to customers. So, it was a clear route for us as a business and for our customers.”

Bluestonex sees itself as a true integration of a client’s team, holding their hands as they shift to 51��BTP. They work with customers of all shapes and sizes and from cross-industry sectors, everything from food and drinks to aerospace. However, Barton is clear that 51��BTP breaks down any misconceptions that 51��is purely for larger-sized businesses.

“It’s very, very well-suited to micro-businesses. It’s agile, it’s low-cost from an entry point of view, and it has a huge number of capabilities that can grow over time. 51��BTP has opened up new opportunities for us within the micro-business market because, typically, there isn’t another product out there to match it.”

Barton says customers can often become “over-awed” when faced with all the different tech products available to run and manage businesses. He and the team use 51��BTP to “transform that user experience.”

“It’s a really easy entry point: instead of people having to use multiple clicks and screen jumps, 51��BTP gets rid of that. It streamlines and strips away complexity to give a consistent user experience,” Barton explains. “And that transformation is key. When they realize what a nice platform it is, it opens the door to other experiences, such as chatbots and automation. It’s all there and plugs in really nicely. Lots of customers love the fact that they can start small and grow with the platform.”

It also helps Bluestonex to grow as a business, driving its specialism in innovation and, in turn, encouraging customers to think in new ways. “This is a massive shift, not only are they going from running different processes into one, smooth, easy-to-use platform, we’re seeing a big cultural shift in the way our customers think,” he adds.

Being part of 51��AppHaus Network means Bluestonex can access the latest, state-of-the-art design thinking methodologies, helping to move customers to new digital experiences.

From its converted chapel office space, Bluestonex regularly invites customers in to co-innovate.

“We invite our customers here and bring them out of their comfort zone,” says Barton. “And we have a usability lab where we get customer input on an idea as early in the development process as possible, so that key stakeholders know what they’re going to get and can be part of the iteration process. This helps to set expectations and build a better business case.”

To sum up 51��BTP in three words? “Strategic, innovative, and responsive,” he says. “It’s opened a different angle for us. We would always go and speak to our existing 51��customers, but this is different. Now we go to a competitor’s customer, we go to micro-businesses, because it’s flexible and cost effective. 51��BTP is a very strategic platform: there’s a sense that whatever a business does in the future, that platform is going to be there and continue to add value. It’s future-proof and I’m a massive advocate for it.”

Award-Winning 51��Partner Clarivos Creates Dedicated Role for Customer Success Manager

Peter Matejka — Mon, 27 Sep 2021 11:15:23 +0000

At , customer success has always been a key part of everyone’s role – from sales through to service and support.

But the role of customer success manager – fulfilled by Melissa Lewington – is a completely new one for the UK-based tech consultancy, which specializes in delivering cloud-based apps such as and to its customers.

The key differentiators? The customer success manager is a true extension of a client’s team and remains accessible long after the solution has gone live. And, because Lewington is a part of Clarivos’ service team, her goals are based on delivering customer satisfaction rather than sales.

“Consultants have constant calendar constraints due to live projects,” explains Pablo Castagnini, head of Digital Transformation at Clarvios. “Melissa’s calendar is driven by our customers. They can initiate sessions as and when they feel the need because they have access to it.”

This increased level of communication is a tangible benefit for both customers and Clarivos. And, in Lewington, the customer has a genuine advocate within Clarivos when it comes to getting the right level of support at the right time.

“I know that when Melissa asks me to move priorities it’s because we have a customer in real need. We can then focus in on the solution, relieving the customer from any immediate operational pain and allowing them to focus on their business,” adds Castagnini.

As businesses continue to transform to a largely cloud-based way of operating, applying a customer success focus is increasingly important to retain and deepen client-partner relationships.

“The key benefit to customers is the opportunity to maximize the value they are getting from their investment in their cloud application, through awareness and education. As far as Clarivos is concerned, we get unprecedented access to the daily operations of our customers, so we know when and where to jump in and provide advice and support. In addition, we have seen a rapid return on investment since Melissa took up her post – in less than a month of her joining us, in fact. As I see it, it’s a win-win!” adds Castagnini.

Expanding the function over time is a “no-brainer,” he adds, as Clarivos moves from a reactive, “firefighting” position into the role of fully trusted advisor. “I’m delighted to say we’re already there with some of our customers.”

“Melissa has been very proactive in helping us to enhance our system…She provided us with detailed guidance when we reassessed our licensing requirements and gives us regular updates on future systems developments that we need to plan for. Additionally, she has built strong relationships with Clarivos’ technical experts which has allowed us to resolve any maintenance issues quickly and efficiently.”

— David Hodsman, Liberis

The CSM View

Lewington joined Clarivos earlier in 2021, bringing with her experience in providing customer support across the sales cycle from an outsourcing consultancy.

While no two days are the same, at Clarivos the customer is front and center when it comes to prioritizing workload.

“All my days start and end with a diary review, so I know what meetings I need what for, and when!” she says.

“I spend a lot of time with new customers, getting to know them and their businesses and ensuring they have support as and when they need it. Then there are the existing customers, understanding their growth plans, keeping track of business challenges, sharing relevant updates.”

Lewington also acts as the intermediary between Clarivos, the customer, and SAP, ensuring licenses are up to date and escalating any issues as needed.

She’s in touch with the Clarivos marketing team regularly so she can keep customers in the loop on any news, and she’s also a religious note-checker.

“I am always checking for common themes in my notes. With one customer, I found that solving one problem fixed two more. By being ruthless in reviewing my notes, I can see recurring problems and act quickly to resolve them.”

Lewington sees customer success managers as a prevention to churn as well as a dedicated resource invested in the customer which negates the need for ad hoc, reactive work.

“Ad hoc work is bad because it brings additional cost and time to a project,” she says. “Separating the ad hoc work into distinct projects gives a clear view not only of the resources available at any one time, but also of timelines and project planning. When a project manager is involved too, this only becomes more powerful.”

“Customer success managers can also advocate and coordinate around the partner and SAP, delivering a much more holistic service to the customer,” she adds. “A customer success manager does a lot of the leg work and can provide a lot of assistance, which only helps to increase our reach within our customers’ organizations and deepen the relationship with SAP.”

As Lewington settles into her role, she’s keen to develop new areas, including closer coordination with 51��account teams. “It will lead to better planning for customers and a better understanding of upcoming renewal incentives and licensing fees. That’s a powerful offering for SAP, the customer, and Clarivos.”

When asked about the future of customer success, Lewington is clear: “The priority has to be getting organizations to realize that investing in customer success is an investment in growth.”

Peter Matejka, Author at 51����News Center

51����Partner delaware: 51����BTP Is for Today and the Future

For 51����Partner Quinso, 51����BTP Leads the Way for Industry 4.0

51����Partner TheValueChain Trusts in 51����BTP

51����BTP Is “Future-Proof Innovation” Says Zoosh

Bluestonex: A “Massive Advocate” for 51����BTP

Award-Winning 51����Partner Clarivos Creates Dedicated Role for Customer Success Manager