The new SAP initiative provides partners with packaged cloud solutions, with the partner adding their own IP. It also contains go-to-market and marketing initiatives to help the partners sell the packages.
SAP has reorganized its internal organization this year to allow more aggressive recruitment of new cloud-focused SMB partners, including non-traditional partners. It’s a strategy they plan to accelerate in 2018.
Square, which built its business on simple point-of-sale solutions for microbusinesses, is moving upmarket, and partnerships like their new integration with SAP are putting them in touch with an integrator channel for the first time.
ATADATA has always sold through the channel, but it has mainly been on an ad hoc basis. Now they are formalizing things with their first channel program, and are looking to add partners who are a good fit.
SAP turned some heads with their presence at the CompTIA channel event this week, a presence motivated by an increased new emphasis on recruiting the right type of partner covering SMB customers, in order to double their cloud business by 2020.
Improvements to user interfaces in a cloud world, better automation and orchestration to deal with Big Data, increased openness and new software-defined data services highlight what Commvault is calling a very significant series of announcements.
The SAP PartnerEdge Cloud Choice, profit option – with the emphasis on option – has the partner doing most of what they did before, and keeping control of the customer. SAP, however, now handles the contracting, invoicing and collections.