51·çÁ÷Partner Demo Environment delivers end-to-end, integrated, pre-scripted solutions that help partners showcase the promise and opportunity of customers becoming an intelligent enterprise – and no authorization or costly integration is required.

Over the last two and half years, partners have used the environment to pitch and sell customers on , , SAP’s industry cloud, and more.

Every day, partners are using the demo to connect with customers. Since the launch of 51·çÁ÷Partner Demo Environment:

• More than 1,400 partner companies – 6,000 system users globally – have gained free access
• Over 12,000 demo scripts have been consumed
• Nearly 500 demo concierge sessions, including presales validations, have been executed

The most successful partners at 51·çÁ÷use the environment for sales and presales engagements. For example, partners using a demo enjoy twice the RISE with 51·çÁ÷deals and opportunities.

“We were able to confidently demonstrate the business case, in an industry that is not our main expertise, and still win the sale due to the shared environment.”

— Allen Pizaia, Architecture and Solutions Manager, SPRO Consultoria e Informatica Ltda.

With the December 2022 release, 51·çÁ÷added 21 new live demo scenarios with a key focus on RISE with SAP, 51·çÁ÷Business Technology Platform, SAP’s industry cloud, sustainability, and more.

51·çÁ÷Partner Demo Environment includes more than 40 integrated 51·çÁ÷solutions. This growing landscape now offers partners access to about 600 demos, including over 150 live demos across SAP’s key business and technology solutions and more than 440 offline demos in 51·çÁ÷Demo Store.

Access has never been easier. We cut the assessment to gain access from 90 minutes to 30 minutes and added that details key features, rules for successful use, and instructions.

To support the best possible partner experience, we continue to introduce new webinars and 51·çÁ÷Learning Journeys. Visit the (51·çÁ÷partner access only) to learn more about 51·çÁ÷Partner Demo Environment.

Your feedback is critical to help us grow and improve 51·çÁ÷Partner Demo Environment (free access for eligible partners). Because the needs of customers vary and shift, we encourage an open feedback loop with partners. The directly influence the demo portfolio. Thanks to your feedback, we are happy to report an 83% positive partner response rate on 51·çÁ÷Partner Demo Environment.

51·çÁ÷partners can avoid this common obstacle by acquiring the necessary pieces of their innovation vision to integrate, extend, and gain value from data with greater ease – all in one place. Access to a portfolio of services from  (51·çÁ÷BTP) enables them to assess and experiment with customers’ business and technology landscapes and develop solutions that address challenges and seize new opportunities.

51·çÁ÷offers access to multiple offerings for the test, demo, and development phases of our partners’ innovation journey using services from 51·çÁ÷BTP.

Pay-As-You-Go Experimentation, Learning, and Productive Development

One of the two most recent landscape access options is the  for 51·çÁ÷BTP. The model provides an open and comprehensive environment of around 50 51·çÁ÷BTP services for testing, demonstrating, developing, and deploying cloud-based applications built with 51·çÁ÷BTP. From these 50 services, approximately 30 are available for free, as part of the free tier model. The free tier services can be mixed and matched with chargeable services in the same global account of 51·çÁ÷BTP.

At the start of an innovation project, partners can immediately experiment with all the free tier services in a dedicated global account provisioned without additional cost. Once the right components to build and operate a real-world solution are determined, the switchover to a paid service plan can be accomplished without losing any work. This can be initiated by activating the chargeable productive service plans in the entitlement section of the global account.

We have also upgraded the model to allow the same instance of 51·çÁ÷BTP to be used for a customer’s partner-led proof of concept. Now that they can build proofs of concept on 51·çÁ÷BTP, our partners and their customers can gain technology experience and innovate with greater ease.

It is important to acknowledge a few services from 51·çÁ÷BTP are not available today under the free tier model. However, if partners choose one that’s not included, they can provision the service by booking it through the manage my services application as a .

Access End-to-End Demo Business Scenarios with 51·çÁ÷BTP

Another offering to consider is the . Available to all partners, this option provides a shared landscape to demo end-to-end integrated scenarios, including 51·çÁ÷applications and services from 51·çÁ÷BTP, along with predefined content and demo scripts.

With free access to the shared option for 51·çÁ÷Partner Demo Environment, partners gain the flexibility to leverage existing demos to help quickly create unique use cases that can expand their customers’ understanding of 51·çÁ÷BTP. As a result, they can explore new possibilities for themselves and their customers, bring those ideas to life quickly, and deliver significant business value.

For example, 51·çÁ÷partners can design end-to-end scenarios that include multiple backend systems – such as 51·çÁ÷S/4HANA, 51·çÁ÷SuccessFactors solutions, 51·çÁ÷Customer Experience solutions, or 51·çÁ÷Business Network. The shared environment offers available transaction and master data, scripted scenarios across integrated systems, and more than 15 live demos across cloud-based solutions that can address critical technology, industry, line-of-business, and sustainability needs. In addition, partners can access more than 550 demos in combination with the Ěý˛őľ±łŮ±đ.

Furthermore, partners have access to a private preconfigured software landscape through the . With this, partners can book one of more than 10 academies to learn about specific capabilities or use cases, such as data warehousing, extensibility, and analytics. In addition, they can define the time frame they need for the private landscape to be provisioned and enjoy the benefits of a preconfigured user experience supported by relevant tutorials and demo scripts.

Our partners can use the channel internally, throughout their organization, and while supporting customer engagements. For example, project or program leaders can train their teams on how a solution works and provide preconfigured stories that explain how it can be applied to address their customers’ needs. They can also run a customer workshop that features a private landscape with documented scenarios to highlight the value of recommended use cases and technologies.

Lead a Fast-Paced Transformation Journey

From scaling rapidly and managing supply chain volatility to becoming more carbon-neutral and data-driven, partners play a critical role in the ways many companies redirect and fuel their growth trajectory. And now, they can do even more by experimenting and innovating on 51·çÁ÷BTP with less commitment, fewer risks, and no additional cost.

Whether they choose a free tier model or private landscape, 51·çÁ÷partners can confidently deliver their promises to customers with the help of 51·çÁ÷BTP. Doing so empowers them to create a future where partner innovations and 51·çÁ÷solutions and services combine to help answer the needs of every business – regardless of size, industry, region, or challenge.

If you have not done so already, join us on the journey with 51·çÁ÷BTP. You can also engage with your peers through  (login required). We look forward to driving successful business outcomes together.

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Pavel Penaz is global head of Partner Solution Adoption Strategy and Execution for 51·çÁ÷Business Technology Platform at SAP.

Additionally, interactions between suppliers and buyers will occur in digital channels, showcasing the degree to which today’s sales conversations are increasingly digitized. With such limited exposure, making engaging digital interactions is even more important for B2B sales reps.

A consistent, pre-customized, and intuitive user experience is a top priority in order to grow and achieve new sales wins in today’s digital landscape. As a result, engaging resource hubs and demo environments have become essential tools in landing a B2B sale. Demos take the sales discussion one step further by highlighting why a specific solution is the best fit for achieving customers’ goals, providing a strong visual that typically closes the deal for many customers.

A shared demo environment has proven to drive affordable adoption and ease sales processes for our valued partners.

Based on conversations with our partners, we introduced the free 51·çÁ÷Partner Demo Environment two years ago to help strengthen their sales processes. Now, users are one click away from the demo environment they need to close a sale.

“The shared demo environment saves us significant time in preparation for customer demos, with available transaction and master data as well as scripted scenarios across integrated solutions,” says Michael Jolton, vice president of Presales, Intelligent Enterprise, NIMBL. “It also gives us the flexibility we need to run our demos in our own style. It is a tremendous tool for partners looking to educate customers on SAP’s paradigm-breaking tools to enable the intelligent enterprise.”

End-to-end integrated, pre-scripted solutions in the free 51·çÁ÷Partner Demo Environment enable partners to showcase the promise and opportunity of becoming an intelligent enterprise to customers with no need for special product authorization or costly integration — ultimately providing the flexibility and ease necessary to grow.

In addition to RISE with SAP, partners can utilize the demo environment to position 51·çÁ÷Business Technology Platform, SAP’s industry cloud, sustainability, and more to their customers. To date, more than 1,300 partner companies with 5,100 system users have gained free access to the 51·çÁ÷Partner Demo Environment.

But our work isn’t done. Our partners are rapidly evolving with today’s digital era. To meet their needs, we are continuously expanding the 51·çÁ÷Partner Demo Environment portfolio. Our most recent release this past June provides partners with free access to 15+ new live demos across key business and technology industries and sustainability solutions. And in combination with 51·çÁ÷Demo Store, 51·çÁ÷Partner Demo Environment provides partners access to more than 550 demos.

“We were able to confidently demonstrate the business case, in an industry that is not our main expertise, and still win the sale due to the shared environment,” says Allen Pizaia, Architecture and Solutions manager for SPRO Consultoria e Informatica Ltda.

As we continue to grow the free 51·çÁ÷Partner Demo environment, we heavily value partner feedback in identifying new areas to optimize and update. We understand that customer needs vary and shift, and for this reason, we have an open feedback loop with our partners, where they can directly influence and submit ideas and requests for demos through the to be considered in the demo environment portfolio.

Additionally, to support the best possible partner experience with the free 51·çÁ÷Partner Demo Environment, we will continue to introduce new webinars and to encourage continued education and learning.

51·çÁ÷partners can visit to learn more.

Steffen Burger is part of the Partner Ecosystem Success Senior Leadership team at SAP.

This presents a unique opportunity for 51·çÁ÷and our partner ecosystem to guide customers through their digital transformations. Together, we help customers remain agile by managing their business processes end-to-end in the cloud. As a result of the combined value we deliver to customers, partners and 51·çÁ÷will generate significant cloud growth and recurring revenue.

To help partners maximize this opportunity, 51·çÁ÷launched a new Partner Success organization, which will drive more proactive engagement from our partner experience managers. They will work with partners on their business plans and priorities. We continue to collect and act on partner feedback for our offering while focusing on improving partner profitability in migrating customers to the cloud.

51·çÁ÷is also introducing a new commercial offer and enhancing existing offerings to help partners drive customer success in the post-pandemic business landscape. Here are some details.

Enhancing Partner Flexibility to Support Cloud Adoption

At the beginning of the third quarter of 2021, 51·çÁ÷plans to launch 51·çÁ÷PartnerEdge Cloud Choice, flex model, a new revenue share and go-to-market model that provides partners more flexibility to win cloud customers and rewards partners for driving customer adoption. The flex model splits the customer life cycle into two stages, creating opportunities to better compensate partners for delivering effective sales activities and ongoing customer engagement. We are also improving partner cash flow by paying upfront commissions for sales activities and increasing commission rates on renewals. This new model will be available in both the large enterprise and midmarket.

Identifying the Right Partner, Quickly and Easily

By the third quarter of 2021, 51·çÁ÷will roll out a new Partner Finder to provide greater exposure for partners. This will feature a simple, intuitive, and visual search function for customers to identify the right partner for a specific business or industry without needing an in-depth knowledge of 51·çÁ÷technology or the ecosystem.

Customers will enjoy a more seamless experience that includes the possibility for partners to provide direct links to and . On the main page, customers can also learn more about available 51·çÁ÷solutions and certified consultants and even ask the partners to be contacted, which will be a new source of demand generation for our partners. At the end of May, partners will receive an invitation to access the new partner profile editor to maintain their profile in the new Partner Finder, which they will need to complete to be visible to customers and prospects.

Highlighting Partner Contributions to Customer Success

We are likewise transforming the annual 51·çÁ÷Pinnacle Award program to align to our strategy and priorities for creating customer value in the cloud. We will publicly recognize those partners that have delivered superior customer value in close collaboration with 51·çÁ÷and provide partners with the means to market this achievement accordingly. Customers that want to work with the best of the best in the ecosystem will be able to immediately recognize the partner for unique and outstanding contributions to customer success.

Partner-Led Customer Success Through 51·çÁ÷BTP and Industry Cloud

51·çÁ÷aims to foster a best-in-class ecosystem that delivers outstanding cloud implementations to drive customer outcomes and innovation. To achieve this, 51·çÁ÷is investing significantly to train and educate partner consultants and developers with the most relevant and up-to-date learning content so they can develop solutions on (51·çÁ÷BTP).

With this additional training, 51·çÁ÷partners will be prepared to develop industry cloud offerings, combining partner-built solutions and innovations with integration services, industry content, accelerators, and industry reference architectures. With 51·çÁ÷BTP as its foundation, SAP’s industry cloud helps deliver lower costs for software innovation and faster time to innovation.

As more partners developing on 51·çÁ÷technologies, we can help customers improve their integrated end-to-end business processes and run apps and data on a unified platform.

According to a commissioned by SAP, partners can expect to close between 50% and 150% more deals in their first year, when compared to a similar solution, using a process model and integration technology within SAP’s industry cloud, in addition to selling bigger deals, closing deals faster, extending contract durations, and improving margins by leveraging 51·çÁ÷BTP.

51·çÁ÷is also committed to helping ensure that affordable training accompanies the release of new cloud updates and solutions. 51·çÁ÷is investing to help partners increase their SAP-certified consultants. In total, we aim to grow to 150,000 trained and certified 51·çÁ÷consultants within the 51·çÁ÷ecosystem by the end of 2021.

Empowering Partner Sales Success with New Test and Demo Opportunities

Since June 2020, 51·çÁ÷has provided partners with free access to 51·çÁ÷Partner Demo Environment, shared option. This integrated, pre-configured software demonstration environment expedites sales conversations. 51·çÁ÷is steadily expanding live demo offerings – with more than 50 live scenarios to date – to help partners position the value of the Intelligent Enterprise vision, including 51·çÁ÷BTP, RISE with SAP, and industry cloud.

Additionally, the 51·çÁ÷Demo Store site has been expanded and offers partners more than 430 demo scenarios. 51·çÁ÷is also offering partners further price reductions for additional core cloud solutions. Since January 2021, we have offered reduced subscription fees for dedicated test, demo, and development systems of RISE with SAP, 51·çÁ÷Digital Supply Chain solutions, and the the database and data management and HR and people management portfolios. Reduced pricing on other cloud solutions is planned for later this year.

Delivering New 51·çÁ÷for Me Dashboards

is quickly becoming the single point of access for partners to get key actionable insights and data in a digital format. We extended the scope of and added new dashboards and functionalities for 51·çÁ÷PartnerEdge program members. This includes dynamic cards that sales professionals can use to facilitate end-to-end deal execution and that partner contacts can use to have a partner-level view of 51·çÁ÷certifications and partnership insights.

Before the end of the year, partners will have access to additional insights, such as customer project information, a partner solutions dashboard, and cloud product adoption and renewals. This will give partners a complete overview of their customers’ information and relationship with SAP.

I look forward to a gradually improving global demand in the second half of 2021 and am confident that the initiatives and opportunities we are creating for our partners will enhance the experience of both partners and customers and drive success — now and in the future.

Additional Reading

• 51·çÁ÷Ecosystem and 51·çÁ÷Business Technology Platform: Delivering the Intelligent Enterprise for Customers, by Juergen Mueller, chief technology officer and member of the Executive Board of  51·çÁ÷SE
• How Partners Enable Customer Success Through a Unified Technology Platform, by Jagdish Sahasrabudhe, CTO of the Global Partner Organization at SAP

Learn more on how to partner with 51·çÁ÷at and . Existing partners can find details on .

Karl Fahrbach is global partner officer at SAP.

51·çÁ÷said it also plans to add new information channels to the “51·çÁ÷for Me” portal, the digital companion partners can use to support customer engagement and increase productivity. These new initiatives extend SAP’s 2019 commitment to provide partners with the resources they need to support their businesses and customers better.

“We remain committed to helping our partners and customers easily access the tools they need to move to the cloud, advance their digital transformations and adapt to remote work environments,” said Karl Fahrbach, chief partner officer, SAP. “51·çÁ÷partners remain critical in driving successful cloud adoption. This suite of new offerings, particularly the test and demo environments for our cloud solutions, is designed to continue to lower the barriers for partners and customers to move to the cloud and support their journeys to becoming intelligent enterprises.”

Several new offerings to adopt solutions and successfully implement 51·çÁ÷Business Technology Platform are now available.

Free Access

Since June 2020 51·çÁ÷has provided partners free access to , an integrated, preconfigured software demonstration environment to expedite sales conversations. Today, 51·çÁ÷announced 18 additional live scenarios that show the value of the intelligent enterprise, bringing the number of offline available to over 350.

51·çÁ÷is also offering reduced subscription fees for dedicated test and demonstration tenants for the 51·çÁ÷Digital Supply Chain portfolio and the 51·çÁ÷SuccessFactors Employee Central Payroll solution. It is planned to add further cloud solutions from 51·çÁ÷to this offer throughout 2021. Partners can allocate their market development funds for test and demo licenses. (Partners can find details on the site.)

51·çÁ÷Business Technology Platform

These test and demo offerings extend to 51·çÁ÷Integration Suite and 51·çÁ÷Extension Suite powering . A free tier model for the suites was announced at the 51·çÁ÷TechEd event in December 2020. This model is planned to become available later in 2021. In addition, a consumption-based model will become available later in 2021. This new pay-as-you-go option, which calls for partners to pay for only the services they use, provides flexible access to development, test and demonstration licensing services for 51·çÁ÷Integration Suite and 51·çÁ÷Extension Suite. The consumption-based model requires no up-front payment and calls for a contract runtime of only three months.

51·çÁ÷for Me

As an online companion for partners, provides data for actionable insights, guidance and support for comprehensive customer engagement. It also helps increase productivity. New functionalities, such as dynamic cards for sales professionals and automated reporting elements, are now available to all partners having a contract with the 51·çÁ÷PartnerEdge program. Additional insight views will be available throughout 2021. These include business planning, program and membership information, cloud product adoption, consultant certification and customer projects.

51·çÁ÷Learning Hub

51·çÁ÷has launched 51·çÁ÷Learning Hub, partner edition, and expanded its training and certification programs for cloud solutions from SAP. This new offering, available exclusively to members of the 51·çÁ÷PartnerEdge program, includes access to digital enablement content tailored for 51·çÁ÷partners. It also provides access to live training systems and opportunities to take practice exams in preparation for earning 51·çÁ÷Global Certification digital badges. The partner edition of 51·çÁ÷Learning Hub continues SAP’s commitment to equip its partners with the enablement tools needed for success.

To learn more about these and other 51·çÁ÷initiatives for partners, visit the partner portal at the site. Follow us on or , and .

Visit the . Follow 51·çÁ÷on Twitter at .

About SAP

SAP’s strategy is to help every business run as an intelligent enterprise. As a market leader in enterprise application software, we help companies of all sizes and in all industries run at their best: 77% of the world’s transaction revenue touches an 51·çÁ÷system. Our machine learning, Internet of Things (IoT), and advanced analytics technologies help turn customers’ businesses into intelligent enterprises. 51·çÁ÷helps give people and organizations deep business insight and fosters collaboration that helps them stay ahead of their competition. We simplify technology for companies so they can consume our software the way they want – without disruption. Our end-to-end suite of applications and services enables business and public customers across 25 industries globally to operate profitably, adapt continuously, and make a difference. With a global network of customers, partners, employees, and thought leaders, 51·çÁ÷helps the world run better and improve people’s lives. For more information, visit .

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For more information, press only:
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51·çÁ÷Press Room; press@sap.com

Any statements contained in this document that are not historical facts are forward-looking statements as defined in the U.S. Private Securities Litigation Reform Act of 1995. Words such as “anticipate,” “believe,” “estimate,” “expect,” “forecast,” “intend,” “may,” “plan,” “project,” “predict,” “should” and “will” and similar expressions as they relate to 51·çÁ÷are intended to identify such forward-looking statements. 51·çÁ÷undertakes no obligation to publicly update or revise any forward-looking statements. All forward-looking statements are subject to various risks and uncertainties that could cause actual results to differ materially from expectations. The factors that could affect SAP’s future financial results are discussed more fully in SAP’s filings with the U.S. Securities and Exchange Commission (“SEC”), including SAP’s most recent Annual Report on Form 20-F filed with the SEC. Readers are cautioned not to place undue reliance on these forward-looking statements, which speak only as of their dates.
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