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SAP PartnerEdge: ISV Partnership for Growth

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SAP PartnerEdge Build engagement model overview describing how to partner and design, innovate, and market new solutions with SAP. Read more about the partnership here https://www.sap.com/partner/become/partneredge-build.html

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SAP PartnerEdge: ISV Partnership for Growth

  1. 1. PUBLIC Global Platform Channels SAP PartnerEdge: ISV Partnership for Growth Design, Innovate, and Market New Solutions with SAP
  2. 2. 2PUBLIC© 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ Business in the digital era – change, disruption, reinvention We are in a time of transformative innovation. Enterprises will need to become data driven to make the most of growth opportunities. Software providers that wish to stay relevant will need to form alliances that support rapid delivery on customer expectations. By 2021, over 50% of enterprises will spend more per annum on bots and chatbot creation than traditional mobile app development.3 By 2020, IoT technology will be in 95% of electronics for new product designs.2 By 2020, 5 of the top 7 digital giants will willfully self-disrupt to create their next leadership opportunity.1 1, 2, 3 Smarter with Gartner Top Strategic Predictions for 2018 and Beyond, Oct 2017, Link
  3. 3. 3PUBLIC© 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ Digital drivers are influencing customer expectations As they digitally transform, customers expect instant solution access and availability, from everywhere, on any device, without the cost of ownership. Digital ecosystem Everywhere and everything Instant availability Access over ownership Intelligent technologies and digital platform
  4. 4. 4PUBLIC© 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ Intelligent technologies and cloud are enabling new opportunities for ISVs Move to cloud Leverage Intelligent Technologies and the Digital platform Extend and integrate SAP applications and data Expand from products-to- services Create new digital applications Modernize existing applications Connect people and data across digital touch points
  5. 5. 5PUBLIC© 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ Drive innovation with intelligent technologies and the digital platform from SAP AI/ML | IoT | Analytics Intelligent Technologies Data Management Cloud Platform Digital Platform Customer Experience Manufacturing & Supply Chain Digital Core People Engagement Network & Spend Management Intelligent Suite SAP API Business Hub SAP Cloud Platform SAP Cloud Platform API Management SAP Leonardo IoT Services Integration services SAP API Business HubMeta Data and Lifecycle Management Integration services SAP HANA SAP Data Hub Orchestration and Governance SAP HANA and SAP Vora engines Portal SAP Leonardo ML Services Analytics Services
  6. 6. 6PUBLIC© 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ Strengthen your digital ecosystem with SAP World-class ISV partnership Winning choice 380,000+ Business and public sector customers in 190 countries 100+ Innovation and database centers 2.5 million+ SAP developers 110 million User subscribers to cloud solutions from SAP 91% of the utility companies in the Forbes Global 2000 run SAP. Our retail and wholesale customers generate $4.2 trillion of global private sector GDP. 15 of the top 18 fastest-growing oil and gas companies run SAP. 99% of the industrial machinery companies in the Forbes Global 2000 run SAP. Retail and wholesaleEnergy and natural resources Utilities Manufacturing Our financial services customers generate $3.7 trillion of global private sector GDP. Financial services 89% of the professional services firms in the Forbes Global 2000 are SAP customers. Professional services 5,000+ ISV partners Market reach and ecosystem strength Industry leadership and business process expertise
  7. 7. 7PUBLIC© 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ Join the momentum… Cloud | Hybrid / Private Cloud | On Premise High-tech | Retail | Life Sciences | Financial Services | Manufacturing | Wholesale Distribution | Music, Media & Licensing Automotive | Food Service | Agriculture | Consumer Products | Telecom | Chemicals | Equipment Manufacturing DataXstream Brisken Black Horse Arteria BlueBoot Swagelok WeMB ST Engineering Wolters Kluwer SertradingSpectrum Kaiserwetter Capgemini ADP UBcare JKT Praxis Clariba PowerPlan Deloitte Epsilon GPA IncurTechnologies Cerner CGI CSquare Dataworks Arvato FIS HRIZONS Guidewire TheNextView MKI infiniti Itron BMC Molecular Health NextMoves SmartEnergyWater NetApp McKesson Tantalum SimpleSaveRX Intuit Cisco Siemens Genesys Lenovo Vertex InsideView Indigo Sodales Solutions Reveal T.CON Enersis Incture Maihiro In Mind Itelligence Ingenits Allos Datatrain VASPP Keytree Innovapptive More than 5,000 partners
  8. 8. 8PUBLIC© 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ Creating new apps with SAP HANA and expanding from product to services “For any company like ours, making a major business-model transition from product to services, the SAP technology can provide a solid foundation.” Manuel Huick, Project Manager, Hagleitner Hygiene International GmbH Increased savings through improved root- cause analysis Reduced inventory with just-in-time order of products Savings in cost and time thanks to demand- oriented cleaning tours Hagleitner Hygiene International GmbH: Using IoT and the cloud to disrupt the hygiene business “SAP HANA on the cloud lets us connect in a seamless fashion to many stakeholders, such as labs, physicians, and hospitals, to create a streamlined, easy-to-use workflow.” Dr. Rudolf Caspary, CIO, Molecular Health Accelerate the identification of effective, targeted treatments for cancer patients Drive savings through the use of more- effective, appropriate medications Move forward on the path to improved cancer treatment and personalized medicine Molecular Health GmbH: Using data to make a difference in patients’ lives
  9. 9. 9PUBLIC© 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ Modernizing with in-memory SAP HANA business data platform “Partnering CCH Tagetik software with SAP HANA can revolutionize the market, ultimately bringing real-time financial information and analytics to the CFO.” Bani Brandolini, VP Strategic Partners at CCH Tagetik Reduce planning cycles by 70% and close process by 50% Empower finance teams with “one version of the truth” Enhance efficiency and free up time for analysis and strategic work CCH Tagetik: Revolutionizing corporate performance management “IEE MDM on SAP HANA provides a platform that will enable utilities to simplify their architectures, drive down costs, and exploit their data more fully. It removes a key barrier on the road to digital transformation.” Gary Kessler, Senior Product Line Manager, Itron Manage a growing wealth of meter and device data through a single, unified platform Reduce total cost of ownership in IT Leverage data to improve operations, increase agility, and streamline customer relationships Itron Inc.: Transforming utilities through IT and OT integration
  10. 10. 10PUBLIC© 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ Extending cloud apps from SAP and modernizing by moving to the cloud “When choosing a technology platform, speed to value and innovation are critical factors. We quickly realized that SAP Cloud Platform was the right choice to build cloud enterprise applications in a relatively short time.” Dhaval Bhardwaj, Senior Vice President, Product Engineering, In Mind Cloud In Mind Cloud: Rethinking sales for the age of Industry 4.0 “We viewed SAP Cloud Platform as a logical deployment model for our SAP customers. SAP worked closely with us to port our existing Vertex Tax Accounting solution to the platform – accelerating our ability to open new opportunity with the SAP customer base.” Jennifer Kurtz, Chief Technology Officer, Vertex Inc. Expand global collaboration for alignment of tax to financial reporting Increase accuracy in provision, compliance, audit defense, and planning Redefine solutions for the tax accounting white space Vertex Inc.: Innovating tax accounting with SAP Cloud Platform Reduce time to market significantly Provide true mass customization Counter the commoditization of products Learn and improve continuously to stay ahead of competition
  11. 11. 11PUBLIC© 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ Connecting digital touch points and extending cloud applications from SAP "The Employee Health & Safety app, combined with SAP SuccessFactors Learning solution, SAP Cloud Platform, and analytics solutions from SAP, support behavior-based safety and predictive incident prevention." Louis DeLoreto, Corporate Vice President, Schindler Group Increased staff productivity via packaged Sodales-app for Employee Health & Safety leading to an 80% increase in corrective safety action processing Real-time safety information leads to immediate learning needs identification Sodales Solutions works with Schindler Group to streamline safety around the world Surpassed inventory reduction goals ahead of schedule Empowered users with user-friendly app and no need for IT support Reveal works with Minuteman International to enable more profitable inventory levels “In order to provide a better user experience, we knew we needed a user-friendly app. That is what we got with the oVo Lighthouse app running on SAP Cloud Platform.” Steve Boebel, CFO, Minuteman International
  12. 12. 12PUBLIC© 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ Extending cloud applications from SAP Optimizing sales rep routing – Extending SAP Hybris Cloud for Customer the maiTour app from SAP partner maihiro helps Henkel optimize sales customer lists and routes for its sales representatives. Reference Video | SAP App Center Recognizing exceptional work – The JobPts app from SAP partner Semos extends Asian Paints SAP SuccessFactors Employee Central solution to help position and reward employees for success. Reference PDF / SAP App Center Reference Video Improving Employee Data Quality and Compliance – Accenture HR Audit and Compliance as a service extends SAP SuccessFactors to help ensure clean data and establish a strong foundation for analytics at ZS Associates. Reference PDF / SAP App Center SAP Cloud Platform Mobile services Cloud applications from SAP Your application Java or SAPUI5 Connectivity Corporate identity provider OData Customer data SAP HANA database instance A common architecture landscape with SAP Cloud Platform for extending SaaS applications from SAP SAP Customer Experience
  13. 13. 13PUBLIC© 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ Plan your ISV journey with SAP Customer success SAP App Center SAP PartnerEdge Open Ecosystem – Build Engagement models Expose your app to over 380,000 SAP customers Explore and build on your own Learn more> SAP PartnerEdge – Build Sell integrated or bundled technology Co-sell app Routes tomarket Access a comprehensive range of planning, design, development, and go-to-market (GTM) services with the SAP PartnerEdge program – Build Receive “full program” support as you plan, build, and commercialize your apps Build and innovatePlan and design Go to market
  14. 14. 14PUBLIC© 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ Leverage the SAP PartnerEdge – Build engagement model to accelerate and drive application opportunities Program Benefits ▪ Rapid onboarding and enablement1 ▪ Broad portfolio of SAP technologies and solutions1 ▪ Development acceleration assistance for select startups1 ▪ Solution qualification and (optional) certification ▪ Exposure to over 380,000 SAP customers via co- marketing and listing on SAPappcenter.com ▪ Access to SAP partner brand ▪ Embedding and bundling at standard terms ▪ Negotiated commercial terms possible2 How to engage ▪ Learn more and apply now: www.sap.com/buildbetter 1 Also available in Open Ecosystem – Build 2 Available based on specific criteria: committed business plan; dedicated sales & marketing resources, financial commitments 1,200+ Partner Apps available on SAP App Center 5,000+ Partners Building Apps ~1,000+ Partners on SAP Cloud Platform Build Sell Service Run Open Ecosystem
  15. 15. 15PUBLIC© 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ ▪ Speed app availability and benefit from GTM services including: – Application certification – Application readiness checks – Marketing support and enablement ▪ Execute from awareness to “sales win” with: – SAP partner brand – Co-marketing programs – Exposure on SAP App Center, serving over 380,000 SAP customers ▪ Commercialize your app including embedded or bundled SAP technology – Start out with standard terms – Take advantage of customized terms that fit your business in a negotiated agreement** ▪ Get enabled quickly via offerings such as SAP’s online courses, SAP Learning Hub, SAP Help Portal, Tutorial Navigator ▪ Focus on your innovation and let SAP Platforms for cloud, in-memory data handling and advanced analytics take care of the rest ▪ Integrate with or extend SAP enterprise apps to provide new cloud, on-premise, or hybrid offerings ▪ Engage with SAP’s developer and partner ecosystems ▪ Take advantage of SAP Enterprise Support ▪ Get access to technical resources during architecting and development** ▪ Blend your vertical expertise with SAP innovations ▪ Take advantage of SAP’s best-of-breed capabilities in cloud, mobile, Internet of Things, machine learning, blockchain, in- memory computing, and more ▪ Get up-to-speed quickly with comprehensive digital onboarding and help of your partner service advisor* ▪ Get access to presales and technical resources during business case development** Your partnership opportunity Through the SAP PartnerEdge “Build” engagement model, you gain access to a wide range of resources and support that help you define new business models and plan, develop, and take innovative digital solutions to market - reaching over 380,000 SAP customers and beyond, even in non-SAP landscapes. Build and innovatePlan and design Go to market* ** available to partners that meet specific criteria and commitments (committed business plan, dedicated sales and marketing resources, financial commitments) * not available for members of Open Ecosystem – Build
  16. 16. 16PUBLIC© 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ Select the partner level that fits your innovation and GTM needs Common SAP PartnerEdge base fee €2,000 per annum1 Full Partnership with SAP 1 Existing Sell and Service Partners do not have to pay the annual base fee again when signing up for the SAP PartnerEdge - Build engagement model in its standard variant; additional fees might apply for negotiated agreements 2 Transition to the full program for application commercialization and access to dedicated SAP partner contact 3 For products where enterprise support is not available equivalent support will be offered. 2 Go To Market (Leverage GTM resources, set your price, reach out to SAP customers) Bundle/embed runtime licenses Customize – Explore alternative commercial licensing options to fit your business and benefit from additional custom services SAP App Center - List your application for customers to discover, try and buy. Transact your app on the SAP App Center Commercialization Options Flexible, custom terms No listing fee 15% transaction fee Attractive fees: Standard pricing Revenue share for cloud 25% Open Ecosystem - Build No program fee Innovate (Access dev licenses, enterprise support3 and enablement) Development License Options Comprehensive Developer Licensing Cloud packs: from € 1,068 p.a. On-premise licenses: from €0 Additional resource options SAP Cloud Technologies On-Premise Technologies Plan & Design 2
  17. 17. 17PUBLIC© 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ Application sales and delivery models in SAP PartnerEdge – Build Embedded / Bundling (“full stack”) Application Delivery ▪ SAP technology1 is embedded or bundled with partner solution ▪ In ASP-model (Application Service Provider) hosted by the partner ▪ Partner acts as a self-sufficient solution provider Partner App Restricted instance of SAP Cloud Platform ▪ Partner sells app to customer without SAP technology ▪ Full use license sold by SAP field or VAR 1 End-customers may use the SAP product only in conjunction with the ISV’s solution. The ISV may not distribute SAP products on a stand-alone basis. Partner App bundled App-Only Delivery embedded inside Customer Sales Motions Sell your application with SAP technology, as a full-stack solution, or separately in case your end-customer is already in possession of the SAP technology or purchases it independently. Customer full-use, sold separately Partner App App IP App IP Partner App
  18. 18. 18PUBLIC© 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ ✓ A simple way for you to grow your market. Start by listing your app for free ✓ A digital space where SAP customers can discover, try, buy and manage partner applications ✓ An enterprise-class procurement environment with flexible workflows Reachover 380,000+ SAPcustomers Market and deliver your apps to SAP Customers on SAP App Center Explore the SAP App Center: www.sapappcenter.com Once you’ve built your application, you can accelerate your market traction with visibility on the SAP App Center. Watch 2 min video >
  19. 19. 19PUBLIC© 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ 1 1 1 Join now – it’s simpler than you think https://www.sap.com/partner/become/partneredge-build.html#join Apply now > SAP platform for digital transformation Compelling program offerings with increasing flexibility and support Technical guidance and GTM support Intelligent technologies and digital platform Compelling partner program Comprehensive partner services Partner success
  20. 20. 20PUBLIC© 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ Learn more about SAP PartnerEdge – Build at: www.sap.com/buildbetter Learn more about SAP’s Digital Platform at: www.sap.com/digitalplatform, openSAP, SAP HANA Academy, SAP Technology Channel, training.sap.com Access developer tools and services https://www.sap.com/developer Participate in the SAP Community Digital platform components: www.sap.com/developer/topics.html Partnership: https://www.sap.com/community/topic/partner.html Success Stories: SAP Cloud Platform: https://cloudplatform.sap.com/success Other technologies: https://www.sap.com/about/customer-testimonials.html Apply to SAP PartnerEdge – Build Apply now > Where to find more information Watch video> Hear what our partners are saying For regular updates on twitter, follow @SAPPartnerBuild
  21. 21. Thank you.
  22. 22. © 2018 SAP SE or an SAP affiliate company. All rights reserved. No part of this publication may be reproduced or transmitted in any form or for any purpose without the express permission of SAP SE or an SAP affiliate company. The information contained herein may be changed without prior notice. Some software products marketed by SAP SE and its distributors contain proprietary software components of other software vendors. National product specifications may vary. These materials are provided by SAP SE or an SAP affiliate company for informational purposes only, without representation or warranty of any kind, and SAP or its affiliated companies shall not be liable for errors or omissions with respect to the materials. The only warranties for SAP or SAP affiliate company products and services are those that are set forth in the express warranty statements accompanying such products and services, if any. Nothing herein should be construed as constituting an additional warranty. In particular, SAP SE or its affiliated companies have no obligation to pursue any course of business outlined in this document or any related presentation, or to develop or release any functionality mentioned therein. This document, or any related presentation, and SAP SE’s or its affiliated companies’ strategy and possible future developments, products, and/or platforms, directions, and functionality are all subject to change and may be changed by SAP SE or its affiliated companies at any time for any reason without notice. The information in this document is not a commitment, promise, or legal obligation to deliver any material, code, or functionality. All forward-looking statements are subject to various risks and uncertainties that could cause actual results to differ materially from expectations. Readers are cautioned not to place undue reliance on these forward-looking statements, and they should not be relied upon in making purchasing decisions. SAP and other SAP products and services mentioned herein as well as their respective logos are trademarks or registered trademarks of SAP SE (or an SAP affiliate company) in Germany and other countries. All other product and service names mentioned are the trademarks of their respective companies. See www.sap.com/corporate-en/legal/copyright/index.epx for additional trademark information and notices. www.sap.com/contactsap Follow all of SAP
  23. 23. © 2018 SAP SE oder ein SAP-Konzernunternehmen. Alle Rechte vorbehalten. Weitergabe und Vervielfältigung dieser Publikation oder von Teilen daraus sind, zu welchem Zweck und in welcher Form auch immer, ohne die ausdrückliche schriftliche Genehmigung durch SAP SE oder ein SAP-Konzernunternehmen nicht gestattet. In dieser Publikation enthaltene Informationen können ohne vorherige Ankündigung geändert werden. Die von SAP SE oder deren Vertriebsfirmen angebotenen Softwareprodukte können Softwarekomponenten auch anderer Softwarehersteller enthalten. Produkte können länderspezifische Unterschiede aufweisen. Die vorliegenden Unterlagen werden von der SAP SE oder einem SAP-Konzernunternehmen bereitgestellt und dienen ausschließlich zu Informationszwecken. Die SAP SE oder ihre Konzernunternehmen übernehmen keinerlei Haftung oder Gewährleistung für Fehler oder Unvollständigkeiten in dieser Publikation. Die SAP SE oder ein SAP-Konzernunternehmen steht lediglich für Produkte und Dienstleistungen nach der Maßgabe ein, die in der Vereinbarung über die jeweiligen Produkte und Dienstleistungen ausdrücklich geregelt ist. Keine der hierin enthaltenen Informationen ist als zusätzliche Garantie zu interpretieren. Insbesondere sind die SAP SE oder ihre Konzernunternehmen in keiner Weise verpflichtet, in dieser Publikation oder einer zugehörigen Präsentation dargestellte Geschäftsabläufe zu verfolgen oder hierin wiedergegebene Funktionen zu entwickeln oder zu veröffentlichen. Diese Publikation oder eine zugehörige Präsentation, die Strategie und etwaige künftige Entwicklungen, Produkte und/oder Plattformen der SAP SE oder ihrer Konzernunternehmen können von der SAP SE oder ihren Konzernunternehmen jederzeit und ohne Angabe von Gründen unangekündigt geändert werden. Die in dieser Publikation enthaltenen Informationen stellen keine Zusage, kein Versprechen und keine rechtliche Verpflichtung zur Lieferung von Material, Code oder Funktionen dar. Sämtliche vorausschauenden Aussagen unterliegen unterschiedlichen Risiken und Unsicherheiten, durch die die tatsächlichen Ergebnisse von den Erwartungen abweichen können. Dem Leser wird empfohlen, diesen vorausschauenden Aussagen kein übertriebenes Vertrauen zu schenken und sich bei Kaufentscheidungen nicht auf sie zu stützen. SAP und andere in diesem Dokument erwähnte Produkte und Dienstleistungen von SAP sowie die dazugehörigen Logos sind Marken oder eingetragene Marken der SAP SE (oder von einem SAP-Konzernunternehmen) in Deutschland und verschiedenen anderen Ländern weltweit. Alle anderen Namen von Produkten und Dienstleistungen sind Marken der jeweiligen Firmen. Zusätzliche Informationen zur Marke und Vermerke finden Sie auf der Seite https://www.sap.com/corporate/de/legal/copyright.html. www.sap.com/contactsap SAP folgen auf

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