Partner Enablement: Delivering ... - archive.sap.com

Partner Enablement: Delivering Sustainable Value to our Joint Customers

Zia Yusuf

Executive Vice President,Platform EcosystemSAP AG

© SAP AG 2006, Ecosystem, ES Partner Summit, Zia Yusuf/ 2

SAP Ecosystem Momentum in 2005

3x increase in SAP NetWeaverEcosystem

400+ PBNW solutions1,000 CFNW solutions

Expand Powered by SAP NetWeaver definitionIncrease partner access to Enterprise Services to build bettercomposite solutions

1,000+ attendees worldwide atISV Enterprise Services Forums

More Partner Enablementprograms700 attendees at inaugural ES Partner Summit

50 joint SAP NetWeaver customerreferences with partners

More visibility for Partners40,000 customers receive SAP NetWeaver Solution Catalog

2005 Key Milestones

2006 Key Areas of Focus


Ecosystem EconomicsCreating Sustainable economic value for members of the SAP Ecosystem


Our Opportunity: New Trends Sweeping the Industry

Architecture shift Ecosystem Growth OpportunitiesHow to accelerate innovation and change?

Mee

ting

Cus

tom

er N

eeds

Market

ERP InteroperabilitySeparate apps

on separate platforms

Packaged ERP(EDI, XML)

Integrated ERP on 1 platform

Solutions/Services(Industry Solutions)

Application Suites on 1 Platform

Co-Innovations & Customer SurpriseSAP + Ecosystem + Industry Expertise

xApps using common & consistent enterprise Services

Needed(helps customers

Differentiate)

Solution Value Market Leading

Baseline(table-stakes)

TODAYEcosystem Transformation

1995

2005

2000

2010

NEW FRONTIER: BUSINESS PROCESS INNOVATION


Ecosystem Architecture: Creating Customer Value

Scope of the Ecosystem

YesterdaySuppliers focused on solving narrow set of industry pain points

TodaySAP’s Ecosystem creates economic value by exposing entire spectrum of key customer problems by industry or segment

... Assemble all suppliers around value

... Across the entire IT stack

… Effective ecosystem engagement model

… Ecosystem economic value creation

CUSTOMER NEEDS(Industry Solution Maps, Innovations)

SUPPLIERS(ISV, SI, Technology, SAP)

IT PRODUCTIVITY(platform, apps, deployment)

ENGAGEMENT MODEL(community, certifications, partner prog)


The Economics of a Trusted Ecosystem

With all suppliers of products and services

Across the entire IT stack

With a success drivenengagement model

Develop Plan Source Make

Research & Development

Supplier Collaboration

Supply Chain Planning & Execution

Sales & Marketing

Customer Service

Quality Management & Compliance

Quality Management & Compliance Quality Management

Compliance

Enterprise Management & Support Analytics Financials

Human Capital Management Corporate Services

Solving Pain Points

System IntegratorsIndependent Software VendorsTechnology vendorsBusiness service providers (e.g. BPO)Customers

Customer NeedHigh Value Business NeedsCo-Innovation to create solutionsextending SAP’s Industry Solution MapsEnable ecosystem to rapidly bring innovations to market

Technology CapabilitiesAppsTechnologiesCompute, store, networkDeployment

Ecosystem Enablement ProgramsCommunity (SDN, ESC)Technical certification Business model

CUSTOMER NEEDS

SUPPLIERS

IT PRODUCTIVITY

ENGAGEMENT MODEL

ISVs

Tech Partners

SAP

Customers

SIs

DeliveryDeployment

Composition Management

ApplicationsNetwork

SDNES CommunityCertification

Platform

Bus

ines

sP r

o ces

s es

Bu s

i ne s

sP r

o ces

s es

Bu s

i ne s

sP r

o ces

s es

Network Effect:Bringing together Suppliers


Value Networks replace Value Chains• Multiple Connections• Web of different resources working

together create economic value• Need for agility• Customer vs. partner lines blurring

Trusted Ecosystem Grows• Creating benefits for network • Knowledge sharing (white spaces)• Profits through co-innovation• SAP – Ecosystem orchestration

Six Degrees of Separation: The Organic Ecosystem

ISV

ISV

ISV

ISV

ISV

ISV

ISV

ISV

SI

Customer

SAP

Hardware

ISV


Our Ambition and the Importance of a Strong Ecosystem

Growth StrategyOrganic

Invest in talent/product

Co-innovationInvest in ecosystem

Fill-in acquisitionsInvest in complementary products

2005 2010E

~$30bn ~$70bn

#1 BusinessProcessPlatform

Leader inBusiness User

Solutions

#1 CRM, #1 SCM,#1 SRM, #1 PLM

#1 ERP

Leader inIndustry

Solutions+

#1 CRM, #1 SCM#1 SRM, #1 PLM

#1 ERP

#1 Mid-market

EXPAND ADDRESSABLE MARKET + EXPAND LEADERSHIP POSITION

http://www.virsa.com/


Strengthening our Position to Act as an Ecosystem Catalyst

You are an increasingly important part of this success

Peer Group Share

14%ORCL

62%SAP

16%ORCL

ORCL acquiresPSFTPSFT acquires

JDEC

13%MSFT

30 PP

PSFT

JDEC

45%48%

50% 51% 52% 53% 53%55%

57%54%

9%SEBL

58%

Q4 01-Q3 02

Q2 02-Q1 03

Q4 02-Q3 03

Q2 03-Q1 04

Q4 03-Q3 04

Q2 04-Q1 05

Q3 04-Q2 05

Q3 01-Q2 02

Q1 02-Q4 02

Q3 02-Q2 03

Q1 03-Q4 03

Q3 03-Q2 04

Q1 04-Q4 04

Q4 04-Q3 05

24%

31 PP

44%SAP

Q1 05-Q4 05

60%

46 PP

55%

(rolling 4 quarters; based on comparable software revenues)

ProcessIndustries

CP&LS DiscreteIndustries

Service Ind.& Trading

PublicServices

FinancialServices

20%Aggregate

Total =$15,4bn

Our historic industry success resulted inOur historic industry success resulted ina 20% market share in average!a 20% market share in average!

32% 30% 22% 15% 14% 12%

ProcessIndustries



PublicServices

FinancialServices

16% 16% 11% 6% 5% 5%

9%Aggregate

Total =$36,8bn

The market is huge, The market is huge, we still have 90% market to capture!we still have 90% market to capture!Market: EAS, NW & ISS (IndustryMarket: EAS, NW & ISS (Industry--Specific Software) Specific Software)

OUR JOINT OPPORTUNITYOUR JOINT OPPORTUNITY

ISV +%

SAP+%

ISV +%

SAP+%

ISV +%

SAP+%

ISV +%

SAP+%

ISV +%

SAP+%

ISV +%

SAP+%

Win-Win not a Zero Sum Game!

ProcessIndustries



PublicServices

FinancialServices

20%Aggregate

Total =$15,4bn


32% 30% 22% 15% 14% 12%

ProcessIndustries



PublicServices

FinancialServices

20%Aggregate

Total =$15,4bn


32% 30% 22% 15% 14% 12%

ProcessIndustries



PublicServices

FinancialServices

16% 16% 11% 6% 5% 5%

9%Aggregate

Total =$36,8bn


16% 16% 11% 6% 5% 5%

9%Aggregate

Total =$36,8bn



ISV +%

SAP+%

ISV +%

SAP+%

ISV +%

SAP+%

ISV +%

SAP+%

ISV +%

SAP+%

ISV +%

SAP+%



ISV +%

SAP+%

ISV +%

SAP+%

ISV +%

SAP+%

ISV +%

SAP+%

ISV +%

SAP+%

ISV +%

SAP+%



ISV +%

SAP+%

ISV +%

SAP+%

ISV +%

SAP+%

ISV +%

SAP+%

ISV +%

SAP+%

ISV +%

SAP+%


ISV +%

SAP+%

ISV +%

SAP+%

ISV +%

SAP+%

ISV +%

SAP+%

ISV +%

SAP+%

ISV +%

SAP+%


Opportunity to grow together


Partner Enablement–Delivering value to our joint customers


Creating the Most Valuable Ecosystem for Customers

Ecosystem has agility to solve latest, high value business problemsOverall IT stack productivityExtend the SAP Industry Solution Maps

2

4

6

8

10

0Common

data definition

Common process definition

Common integration

model

New solutions

Reduce TCO

Standardize on common

platform

Single user

interface

Common support

Single point of contact

91% said depth of integration and collaboration with SAP was key criteria for ISV selection

2005 CIO Survey: SAP’s Largest Global Customers

Source: SAP Customer Survey at TechEd Boston September 2005: Number surveyed = 43

ACCELERATE INNOVATION


One Paradigm for Both Internal and External Integration

Extended Value NetworkEnterprise

SAPR/3

Legacy/ISV

mySAP

A1/B1

Subsidiary

Headquarters

Subsidiary

Subsidiary

Subsidiary

Subsidiary

ChannelPartner ISV

ManufacturingPartner Legacy

… B1

REDUCE COMPLEXITY INCREASE COOPERATION

… mySAP

Enterprise Services

Repository

Multiple, different systems in a global value network

Increasing need to both integrate and flexibly adapt in this value network

Enterprise Services Repository serves as common foundation

IN A GLOBAL VALUE NETWORK, A UNIFIED ENTERPRISE SERVICES REPOSITORY LAYS THE FOUNDATION FOR A NEW OPEN BUSINESS INTEGRATION PARADIGM


Delivering on ISV Economics: Partner Enablement

Grow Current Revenue Streams

Create new revenue streams

Joint Success

Focus on higher margin products and customers

Reduce cost of product development / deployment

Revenue Growth

Efficient Delivery

Network Economics

SAP Enablement

• Access to 32,000 customers

• 25 Industry verticals

• Marketing & Sales support

• Showcase solutions in SAP Partner catalogs

• Industry Go to Market

SAP Enablement

• Comprehensive Development Package

• Certified solutions

• Partner support packages

• ESA and Platform

• Developer community

• Industry Business Process expertise

SAP Enablement

• Customer satisfaction

• Focus on Core vs. Context

• Network-led growth

• Individual vs. community

• Connections in the network

• Platform provider manages the trusted network experience


Steps to Increasing Partnership Value



Joint Success



Revenue Growth

Efficient Delivery

Network Economics

"The strong partnership between Vendavo and SAP is delivering compelling value to SAP customers worldwide, and has driven uncontested market leadership and dramatic revenue growth for our company.“

- Jamie RapperportEVP Marketing and Business Development,

Vendavo

“Working with SAP, our joint solution offering is bringing extensive benefits to our customers, creating a unified, predictive view of manufacturing throughout the enterprise. Delivering such seamless business processes and integration across solution vendors, is only possible with strong collaboration between the companies to enable joint solution and service planning, delivery and support.”

― Ralph Carter, CIO

"SAP NetWeaver reduces our development and implementation costs and enables us to rapidly deliver integrated solutions to our customers. By partnering with SAP, we offer customers a competitive advantage by extending enterprise applications, increasing productivity and maximizing ROI."

-AJ Brohinsky, SVP


Steps to Increasing Partnership Value: Summit Sessions



Joint Success



Revenue Growth

Efficient Delivery

Network Economics

Breakout SessionsBuilding the Best Ecosystem for Business Process Co-Innovation

Creating Value for Your Customers with SAP NetWeaver, Enterprise Services Architecture (ESA), and SAP xApps: Positioning, Messaging, Go-to-Market

Successful Collaboration with SAP’s Industry Business Units from a Partner’s Perspective

Think Like Your Customer: SAP CIO Customer Panel Discussion

Breakout SessionsIntroduction to Market Development Engineering

How to Leverage the Partner Technical Advisor to Maximize Technical Support and Enablement from SAP

Executing on the Promise: SAP NetWeaver, ESA, and Industry-Focused Business Processes

Understanding SAP xApps: The Development Life Cycle and Methodology

Breakout SessionsA How-to Guide: Successful Collaboration with SAP’s Industry Business Units

An Inside Look: The Global Network Supporting SAP’s Ecosystem

The Art of the Deal: SAP Account Executive Panel Discussion

New Business Opportunities and New Markets: Executive Sales Panel Discussion


PARTNER SUMMIT Enabling your success


SAP Enabling your success

Ecosystem

Trust: ES Community Engagement: Partner Edge

Co-Innovation: Industry Go-To-Market Support: Partner Enablement Packages

© SAP AG 2006, “IT as a Strategic Driver of Value Creation”, Shai Agassi, 19

CUSTOMER & PARTNER GROUPS

ES COMMUNITY

SAP

ENTERPRISESERVICES

REPOSITORY

Industry Value NetworksPowered by SAP NetWeaver

ASUG/DSUG OTHER

ENTERPRISESERVICESPROPOSAL

TechnologyPartners

ISVs

Customers

SAP

SIs

Definition Groups

ES Community allows the ecosystem to influence and define enterprise services critical to success

ENTERPRISE SERVICES COMMUNITY LAUNCH

© SAP AG 2005, Title of Presentation, Speaker Name / 22

Associate LevelProgram Entry Point

Standard RequirementsBusiness Benefits

Gold LevelHighest

CommitmentMost Benefits

Silver-LevelHigher CommitmentElevated Benefits

Evolution of the Partner Programs

Software Partners Program

SAP Powered by NetWeaver Partners

Value-addedResellers

SystemsIntegrators

TechnologyPartners

xAppsPartners


Global Service & Support Focus Topics for Partners

Partner Enablement Package:Linkage between the overall SAP Service

Portfolio and partner-specific services within Partner Program

Solution Manager:Linkage between all existing

SAP’s infrastructure

Safeguarding:improves partner business by

mitigating risks in customer projects

Safe Passage:Improved quality & reduced efforts in migration projects

Upgrade Services:enables partners & and theircustomers to take all benefits from the newest SAP ERP release

Operation Support :Enables partners to operate latest SAP products cost-effective, flexible and with highest quality

System Provisioning:Fast access to SAP hosted system services for a flexible and resource efficient support of partner development or implementation projects

MaximizeSAP

Partner Success

http://www.smartops.com/




ES COMMUNITY

SAP

ENTERPRISESERVICES

REPOSITORY


ASUG/DSUG OTHER


TechnologyPartners

ISVs

Customers

SAP

SIs

Definition Groups



Ecosystem

SAP Enabling Your Success




Gold LevelHighest


Silver-LevelHigher Commitment

Elevated Benefits





SystemsIntegrators

TechnologyPartners

xAppsPartners













MaximizeSAP

Partner Success

Trust: ES Community



Ecosystem













MaximizeSAP

Partner Success




Gold LevelHighest







SystemsIntegrators

TechnologyPartners

xAppsPartners



ES COMMUNITY

SAP

ENTERPRISESERVICES

REPOSITORY


ASUG/DSUG OTHER


TechnologyPartners

ISVs

Customers

SAP

SIs

Definition Groups



Engagement: Partner Edge



Ecosystem



ES COMMUNITY

SAP

ENTERPRISESERVICES

REPOSITORY


ASUG/DSUG OTHER


TechnologyPartners

ISVs

Customers

SAP

SIs

Definition Groups






Gold LevelHighest







SystemsIntegrators

TechnologyPartners

xAppsPartners











Operation Support:Enables partners to operate latest SAP products cost-effective, flexible and with highest quality


MaximizeSAP

Partner Success

Support: Partner Enablement Packages

NEW!



Ecosystem



ES COMMUNITY

SAP

ENTERPRISESERVICES

REPOSITORY


ASUG/DSUG OTHER


TechnologyPartners

ISVs

Customers

SAP

SIs

Definition Groups






Gold LevelHighest


Silver-LevelHigher Commitment

Elevated Benefits





SystemsIntegrators

TechnologyPartners

xAppsPartners













MaximizeSAP

Partner Success

Co-Innovation: Industry Go-To-Market

http://www.smartops.com/


Partners are critical to SAP’s Future

Strengthened partner enablement

Invitation to co-innovate

A ubiquitous platform

Co-defining Enterprise Services

Enhanced joint go to market

Our Winning Proposition For

Partners(We help you grow, too)

Documents

Partner Enablement: Delivering ... - archive.sap.com