Ic 1

Week 1: Opportunities and Success for Partners in SAP’s Industry Cloud
Unit 1: Introduction to SAP’s Industry Cloud for

Partners
Introduction to SAP’s industry cloud for partners
Course structure
Course Units
1. Introduction to SAP’s industry cloud for partners
2. Overview of partner business opportunities in SAP’s industry cloud
3. Business opportunities for software build partners
4. How to get started as a software build partner
5. Business opportunities for midmarket sell/ channel partners
6. Business opportunities for strategic industry service partners
7. Industry cloud enablement resources
8. Proven success of SAP’s industry cloud with partners
© 2023 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC 2

SAP industry innovation strategy and resulting opportunities for the partner ecosystem
INCREASING
INNOVATION
PRESSURE
Recent crises like the pandemic have

demonstrated the increased
pressure to consistently innovate
and optimize operations – to run a
profitable, resilient, and sustainable
business – and to gain a competitive
advantage by disrupting and
transforming traditional businesses.

SAP INDUSTRY
VALUE PROPOSITION
Industry process expertise has

been SAP’s #1 differentiator on
the market for 50 years.

SAP INDUSTRY
VALUE PROPOSITION
Industry process expertise has been

SAP’s #1 differentiator on the market
for 50 years …
… and it is fueled by an
extraordinary ecosystem of
partners

SAP INDUSTRY CLOUD

VALUE PROPOSITION
SAP’s industry cloud is the

answer to the increasing
pressure to innovate.

SAP INDUSTRY CLOUD

VALUE PROPOSITION
SAP’s industry cloud is the answer

to the increasing pressure to
innovate to transform from
industry best practices to the
vertical edge.

SAP INDUSTRY CLOUD

VALUE PROPOSITION
SAP’s industry cloud is the answer

to the increasing pressure to
innovate to transform from industry .
best practices to the vertical edge,

leveraging the extensive
innovative solution portfolio from
SAP and its enormous partner
ecosystem.

SAP INDUSTRY
INNOVATION APPROACH
The SAP S/4HANA clean core +

modular approach to creating Industry Cloud
industry cloud apps on SAP BTP
ultimately results in a faster path to
innovation for our customers –
offering the critical differentiating SAP Apps
solutions for successful SAP

S/4HANA Cloud transformations
(RISE / GROW).

PARTNER ECOSYSTEM
BUSINESS
OPPORTUNITIES
Customers are asking for

trusted advisors to guide them
on how to best leverage
the best-in-class industry
innovations in SAP’s industry cloud

INCREASING SAP INDUSTRY SAP INDUSTRY

INNOVATION CLOUD VALUE INNOVATION
PRESSURE PROPOSITION APPROACH
Recent crises like the pandemic Industry process expertise is The SAP S/4HANA clean core +
have demonstrated SAP’s #1 differentiator on the market. modular approach to creating industry
the increased pressure cloud apps on SAP BTP ultimately
to consistently innovate and SAP’s industry cloud is the answer results in a faster path to innovation –
optimize operations to the increasing pressure to innovate offering the critical differentiating
to run a profitable, resilient, and to transform from industry best practices solutions for successful SAP S/4HANA
sustainable business and to the vertical edge, Cloud transformations
gain competitive advantage leveraging the extensive innovative (RISE / GROW).
by disrupting and transforming solution portfolio from SAP
traditional businesses. and its enormous partner ecosystem.
PARTNER ECOSYSTEM BUSINESS OPPORTUNITIES

Customers are asking for trusted advisors to guide them on how to best leverage
the best-in-class industry innovations in SAP’s industry cloud
Course structure
Course Units

Thank you.
Contact information:
jan.schneider@sap.com
Follow Jan on LinkedIn

Follow all of SAP
www.sap.com/contactsap
© 2023 SAP SE or an SAP affiliate company. All rights reserved.

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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
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These materials are provided by SAP SE or an SAP affiliate company for informational purposes only, without representation or
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The only warranties for SAP or SAP affiliate company products and services are those that are set forth in the express warranty
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Unit 2: Overview of Partner Business Opportunities
in SAP’s Industry Cloud
Overview of partner business opportunities in SAP’s industry cloud
Course structure
Course Units

INCREASING SAP INDUSTRY SAP INDUSTRY

INNOVATION CLOUD VALUE INNOVATION
PRESSURE PROPOSITION APPROACH
Recent crises like the pandemic Industry process expertise is The SAP S/4HANA clean core +
have demonstrated SAP’s #1 differentiator on the market. modular approach to creating industry
the increased pressure cloud apps on SAP BTP ultimately
to consistently innovate and SAP’s industry cloud is the answer results in a faster path to innovation –
optimize operations to the increasing pressure to innovate offering the critical differentiating
to run a profitable, resilient, and to transform from industry best practices solutions for successful SAP S/4HANA
sustainable business and to the vertical edge, Cloud transformations
gain competitive advantage leveraging the extensive innovative (RISE / GROW).
by disrupting and transforming solution portfolio from SAP
traditional businesses. and its enormous partner ecosystem.
PARTNER ECOSYSTEM BUSINESS OPPORTUNITIES

Customers are asking for trusted advisors to guide them on how to best leverage
the best-in-class industry innovations in SAP’s industry cloud
SAP partner ecosystem’s business opportunities across the whole customer value journey
Customers at the Heart of Everything We Do Partners Impact Each and Every Stage
Discover and Select

Explore Potential
Partners provide the insights, expertise, and set of qualified solutions that
Discover
solve customer challenges and deliver desired outcomes.
Build the Vision Adopt and Derive
Select
Partners provide the implementation services and apply leading best
Customer practices to ensure adoption at scale and maximize customer returns.
Deliver the Promise
Value Adopt Extend
Journey Maximize Value
Complementary and innovative partner-built solutions, services, and
industry expertise extend the capabilities of SAP’s core to meet the exact
Derive
needs of an expanded customer base.
Innovate and Grow
Influence
Extend
Anchored at every stage, partners act as the trusted advisors who guide,
support, and influence customers’ transformation and portfolio adoption.
▪ 24k+ SAP partners ▪ 2,000+ partner apps available in SAP Store t/o 300+ industry cloud
▪ >450k SAP consultants ▪ Attract 80% of all net-new SAP customers
▪ Deliver 90% of all SAP implementations ▪ 90% of the customer value journey is ecosystem-assisted

Growing importance of software industry verticalization
B2B tech providers have a major opportunity to build sustainable advantage through a clear, industry-focused approach …
Key insights Study results

▪ Rising customer expectations mean software companies are ▪ More than 40% of software companies are increasing their
increasingly “verticalizing” … verticalization in existing industries and almost a third are
▪ … adapting their products, marketing, sales, and ecosystems to expanding to additional industries.
distinct industry needs and use cases … ▪ Even software companies in the traditionally “horizontal”
▪ … and these efforts are paying off. infrastructure and platform layers are verticalizing through
innovative approaches such as industry-specific clouds.
▪ The right partnerships can be tremendous accelerators in
verticalization for software vendors. ▪ Verticalized products and solutions have a moderate to very
high impact on purchasing decisions, according to as many as
▪ The key decision facing B2B tech companies is how best to adopt 80% of executive-level software buyers.
a vertical approach
▪ The most important aspect of verticalization is expertise, with
76% of buyers indicating the importance of sales teams and
management who really understand their industry.
… companies that ignore this trend risk eroding their relevance in the market
Source: BCG Study (Feb 2023) Your Software Customers Need a Tailored Industry Approach by Federico Fabbri, Nipun Misra, Naila Dharani, Maria Barisano,
and Akash Bhatia

Growing importance of intellectual property investments
Partner innovation is a critical component in maintaining the SAP customer lifecycle and in turn it fuels partner growth
IDC’s findings show for every $1 of SAP revenue

▪ Software-led partners (those with majority
revenue from their own custom or packaged
software) realize a multiplier of $10.01.
▪ Service-led partners (those with majority
revenue from IT services) have a multiplier of
$8.81.
▪ Resale-led partners (those with majority
revenue from reselling) have a much lower
multiplier.
Read the 20-page study for insights on partner profitability:
Source: “SAP Partner Ecosystem Drivers: Strategies for Increasing Partner Profitability and Customer Value” based on 16 C-suite interviews with SAP partners, as well as a global
survey of 112 SAP partners. An IDC study commissioned by SAP, Feb 2023
© 2023 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC 6 6

Industry cloud business opportunities across all partner motions
DEVELOPER & SELLER ADVISOR &

INNOVATOR INTEGRATOR
BUILD 1 SELL 2 SERVICE 3

▪ Innovate with own software solution, ▪ Create strong positioning with industry ▪ Provide rich set of services to deliver
augmenting SAP’s industry cloud portfolio differentiating value industry cloud for customer adoption
▪ Jointly position industry solutions and ▪ Capture opportunities for co-sell and re-sell ▪ Include additional IP and assets, e.g.
broader industry value proposition of industry cloud solutions and the overall content, accelerators, process / data model
SAP portfolio extensions
▪ Maximize market success leveraging
SAP’s Partner Solution Progression ▪ Provide SAP-qualified partner-packaged ▪ Bring in own ecosystem to further broaden
framework solutions that complement standard value proposition
software solutions

Industry cloud go-to-market offerings across all partner motions
Industry Cloud QPPS E2E Industry Cloud

SAP-qualified partner-packaged solutions
Applications Offerings + VPUC
SAP-validated partner use case
DEVELOPER & INNOVATOR SELLER ADVISOR & INTEGRATOR

Apps that are built on or integrate Packaged services and solutions, Packaged services and assets
with SAP Business Technology with own IP (service, content, and build on SAP BTP that solve specific
Platform and extend SAP’s industry code) added to the standard SAP industry business challenges
solution portfolio solutions, at fixed price and scope
with clear value proposition Link to E2E IC offerings
Link to industry portfolio
Partner-to-partner collaboration VPUC Nomination Form
SAP Store sap.com sap.com

and
Discovery
Center

To be part of SAP’s industry cloud solution portfolio

Course structure
Course Units

Thank you.

Follow all of SAP

warranty.
Unit 3: Business Opportunities for Software Build
Partners
Business opportunities for software build partners
Course structure
Course Units

Industry cloud business opportunities across all partner motions


software solutions

Why build extensions, integrations, and applications for SAP solutions?
HELP CUSTOMERS OVERCOME PROOF OF THE PUSH FOR

INCREASING INNOVATION INNOVATION IN THE CLOUD
PRESSURE
Many companies struggle to maintain the desired Enterprises1 are already using more than
pace of cloud solution adoption while keeping their 175 unique cloud apps2 on average
business processes connected. 15% YoY increase in unique SaaS apps deployed2
At SAP our mission is to help our customers run at 83% of global IT professionals surveyed say
their best as intelligent enterprises – together improving enterprise integration is a top priority
with our software partners we are making this for the next 1-2 years3
vision a reality for business worldwide!
IDC’s findings show for every $1 of SAP revenue,
Customers are embracing business transformation, software-led partners (those with majority
filling technology gaps, accessing innovative revenue from their own custom or packaged
industry cloud solutions and connecting siloed software) realize a multiplier of $10.014
processes with the help of SAP’s industry cloud
software partners!
1 Organizations with over 5,000 employees
2 IDC SaaSPath, April 2022
3 ESG Custom Research Commissioned by SAP, Enterprise, Data, and
Application Integration Trends Research, January 2022

4 Read the 20-page study for insights on partner profitability from IDC

Extend, integrate, and innovate with SAP Business Technology Platform
EASY INTEGRATION AND

IMPLEMENTATION FOR
PARTNERS AND CUSTOMERS BY
LEVERAGING SAP BTP
Going forward, all SAP solutions will be built

Industry Cloud
on SAP Business Technology Platform.
Partners can efficiently innovate into white
spaces – extending core solutions, creating
integrations, and delivering new content.
SAP Apps
The Architecture & Development Guide
helps SAP & partners plan, design, and
develop industry cloud solutions on SAP
BTP.

Building a stronger, more profitable future with intellectual property (IP)
WITH SAP BTP, PARTNERS STAY

COMPETITIVE, REDUCE COSTS, AND
SPEED TIME TO MARKET
➢ Accelerate innovation and monetize your IP by

tapping into SAP technologies
➢ Build on an open platform – linking data, processes,
and experiences across heterogeneous
environments
➢ Benefit from native data and system connections –
driving customer value and competitive advantage
➢ Deliver line-of-business (LoB) and targeted industry
offerings that extend proven SAP solutions

Reach 440,000+ customer in one digital marketplace – SAP Store!
BE PART OF THE EXTENSIVE

INNOVATIVE SOLUTION
PORTFOLIO FROM SAP &
THE PARTNER ECOSYSTEM
Innovation – Easily manage opportunities
throughout their lifecycle with “partner
cockpit”
Reassurance – Reassure customers with
application readiness checks, certifications,
and the endorsement of a global brand
Co-market – Extend your voice and
increase closes with amplified marketing
support and deal assistance
Co-sell – Connect with SAP’s salesforce to
help promote your solutions

Join SAP’s partner ecosystem – independent of the size of your company!
FROM STARTUPS VIA OUR … TO MID MARKET CHANNEL … TO GLOBAL STRATEGIC

SAP.IO PROGRAM … PARTNERS … SERVICE PARTNERS …
Startups Available on SAP Store
thereof 37 part of SAP’s

industry cloud
… EVERYONE CAN JOIN!

Summary: business opportunities for software build partners
Tap into a global platform and

Demonstrate your industry Reaching more then 440,000+
top brand – creating reliability,
expertise customers
customer trust, and recognition
as part of the SAP family
Step into new spheres and win For every $1 of SAP revenue, Ease of industry IP
customers across regions software-led partners realize a productization via SAP BTP
multiplier of $10.01

How to get started for software build partners

Course structure
Course Units

Thank you.
friedrich.schwindt@sap.com
Follow Friedrich on LinkedIn

Follow all of SAP

warranty.
Unit 4: How to Get Started as a Software Build
Partner
How to get started as a software build partner
Course structure
Course Units

Summary: business opportunities for software build partners
Tap into a global platform and

top brand – creating reliability, Demonstrate your industry Reaching more then 440,000+
customer trust, and recognition expertise customers
as part of the SAP family
Step into new spheres and win For every $1 of SAP revenue, Ease of industry IP
customers across regions software-led partners realize a productization via SAP BTP
multiplier of $10.01

Discover and join the SAP PartnerEdge – Build program
Development, test, and demo license services, plus tutorials, showcases,

trials, and blueprints
ACCELERATE GROWTH
WHILE REDUCING Simpler, more affordable access to enablement and certification content
COMPLEXITY
Discovery SAP PartnerEdge – Prebuilt integrations, APIs, and third-party connectors
Build and get the support and
visibility you need to bring your
innovations to market faster, while
driving down overhead and Clear roadmap connecting technologies and business scenarios
operating costs
Targeted enablement, coaching, go-to-market support, and incentives

Follow the partner solution progression journey
THE PARTNER SOLUTION

PROGRESSION HELPS
INNOVATORS QUICKLY SCALE
BY COLLABORATING WITH SAP
Partners start off as Validated, showcasing
their applications on SAP Store, and can
earn their way to Spotlight based on
performance.
Best-in-class active SAP Store listings may
secure an invitation to the SAP Endorsed
Apps initiative.

Make yourself familiar with the revenue share fees by solution type
Partner-built static content packages that need an

Content SAP deployment at the customer to run
0% revenue share (e.g. analytics packs, bring-your-own-license apps,
configuration files)
Partner-built dynamic integrations that

Integration connect to SAP applications (e.g. API
15% revenue share integration, exchange rate information)
Partner-built solutions that embed,

Platform package, or are built on SAP platform
25% revenue share technology (e.g. SAP BTP services,
embedded SAP Analytics Cloud)
Fees are always payable for every deal in the SAP PartnerEdge - Build program regardless of whether the store is used to generate the lead.
Check out the SAP PartnerEdge benefits along the build journey
Program features Program features

▪ Entry condition: registered company (not individuals) ▪ Entry conditions: registered company, due diligence check, application readiness check
▪ Membership support: community forums & self-service ▪ Membership support: PE Build Helpline, partner management based on business performance
▪ No program fee ▪ Program fee: €2,000 per annum2
Open Ecosystem – Build SAP PartnerEdge – Build
✓ Access enablement assets, tools, and resources ✓ Bundle or embed SAP technology into
✓ List your solution on your solution
✓ Access solution training through SAP Learning SAP Store
✓ Certify your solution through
Hub ✓ Use SAP partner logo
SAP Integration and Certification ✓ List your company on
✓ Access test, demo, and development licenses ✓ Showcase your solution at SAP events
Center1 (fees apply) SAP Partner Finder
and resources (costs vary) ✓ Create SAP co-branded references
✓ Validate your solution via the
✓ Receive SAP support for test, demo, and application readiness check ✓ Access marketing tools and content
development licenses process ✓ Move through partner solution
✓ Co-Innovation Support (free & paid) progression
1
Certain solution types require mandatory certification to pass the application readiness check. Please refer to the ARC Guide for details.
2
Existing SAP PartnerEdge partners in the Sell or Service track do not have to pay the annual base fee again
End-to-end journey for SAP PartnerEdge – Build track
STEP 0: STEP 1: STEP 2: STEP 3: STEP 4:

Learn & Apply Develop Solution Validate Solution Publish Solution Market & Sell Solution
Begin your journey by Learn about the SAP technology stack Once you have developed a solution you can With your solution having Now that your solution is published
understanding the benefits of and the resources available to help you have your solution validated through the successfully passed the on SAP Store you can learn more
building and developing develop. application readiness check and join the application readiness check about the available SAP go-to-
your IP with SAP. SAP PartnerEdge – Build program to take your and your company undergoing due market resources to help you
Product Road Maps SAP Help Portal solution to market. diligence, you have now joined the position and sell your solution.
SAP PartnerEdge – Build program
Learn about building with SAP Tutorial Navigator openSAP and can publish your solution on
SAP PartnerEdge Program Guide
SAP Store. SAP Partner Logo
If you would like to test the See what test, demo, and development Learn about the application readiness check
waters, then join the Open licences can be ordered and also what Get started with SAP Store SAP Partner Finder
Ecosystem – Build program to APIs are available. If you wish to proceed and take your solution to
access further developer market, then apply to join the SAP PartnerEdge – Once your solution is published Familiarize yourself with our SAP
resources and enablement Build program. on SAP Store, you can look at PartnerEdge – Build commercial
Non-Commercial Services Portfolio pricing model and pricelist
material. moving along the solution
progression path.
Non-Commercial Licensing Pricelist Apply to Commercial Pricing Model
Apply to Open Learn about the partner solution
SAP PartnerEdge – Build
Ecosystem – Build SAP Business Accelerator Hub progression Commercial Price List
Augment your Intelligent The industry cloud readiness check determines

Bring your solution to the industry cloud After passing the industry cloud
Enterprise with industry cloud the onboarding. Fill out the form and send it to
ecosystem. Partner application readiness check the solution will be
solutions. the Industry Cloud Partner Services Inbox:
requirements for industry cloud are tagged as industry cloud in SAP Public link
ICPartnerServices@sap.com
clearly defined. Store. S-user login required
Learn about SAP’s industry Industry cloud
cloud SAP Architecture & Development Guide Application form for industry cloud

If you would like to test the See what test, demo, and development Learn about the application readiness check
waters, then join the Open licences can be ordered and also what Get started with SAP Store SAP Partner Finder
progression path.

Follow the SAP PartnerEdge – Build path step by step
Open Ecosystem – Build track

SAP PartnerEdge – Build track
Solution GTM Ready milestone
ARC overview
SAP Store SAP Store
www.sap.com/buildbetter
SAP compliance
Non-Commercial Licensing
www.sap.com/buildbetter
www.sap.com/icc
STEP 1: STEP 2: STEP 3: STEP 4:



If you would like to test the See what test, demo and development Learn about the application readiness check
waters, then join the Open licences can be ordered and also what Get Started with SAP Store SAP Partner Finder
progression path.

Build an industry cloud solution and become part of the industry cloud ecosystem
In the SAP Architecture & Development Guide for Industry Cloud the technical requirements for building an industry
cloud application are clearly defined. This helps you to get your industry cloud project started!
The solution must be a public cloud solution
The solution must be commercialized using the existing commercial models

MEET THE for partners through the SAP software partner progression journey using the
SAP PartnerEdge – Build engagement
INDUSTRY CLOUD
SOLUTION The solution must solve a specific business problem of one or more
CRITERIA industries, either as an extension of an end-to-end process of the Intelligent
Suite, or as a new, self-contained process
The solution must either be built on or integrated with SAP Business

Technology Platform (BTP)
The user interface of the solution must follow the SAP Fiori Design
Guidelines, independent of the UI technology in use

Follow the industry cloud readiness check process
Fill out the Submit the application form The Industry Cloud ICRC decision
industry cloud to Industry Cloud Partner Team assesses and communicated to
readiness check Services: validates the ICRC partner
form ICPartnerServices@sap.com (approved/declined)
If approved, the solution will be tagged as industry cloud in SAP Store and accessible via the
SAP Store Industry Cloud homepage

Course structure
Course Units

Thank you.
friedrich.schwindt@sap.com
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warranty.
Unit 5: Business Opportunities for Midmarket Sell/
Channel Partners
Business opportunities for midmarket sell/ channel partners
Course Structure
Course Units

The big picture: the need for channel partners to embrace industry cloud
1. Move to cloud
2. Open standards
→ Re-evaluate your
solution strategy

The building blocks of customer systems
SAP-developed industry cloud solution Partner industry cloud solutions

SAP indirect price list SAP Store
Time Asset Variant Pricing
Build on SAP BTP Integrated with

SAP BTP
Industry Cloud Industry Cloud Industry Cloud Industry Cloud Industry Cloud
Solution X Solution Y Solution Z Solution L Solution K
SAP BTP
Industry Cloud
SAP Integration Suite Solution M
Hyperscaler
Cloud
SAP Intelligent Suite

The ideal channel partner for building industry cloud solutions
Cloud
Standardized IP
Operations
Access to
Resell
market

How to leverage different GTMs for the industry cloud solutions you have built?
Let others sell your

solution
Leverage
partner solution
progression
Strengthen
own
marketing
Develop
industry cloud
solution

Finding industry cloud solutions on SAP Store

Finding industry cloud solutions in SAP Road Map Explorer

Finding industry cloud solutions for (lower) mid-market for channel partners
Solution guidebook available for channel partners

Examples of pages in the book

Messages from Karl Fahrbach, SAP’s Chief Partner Officer
Screenshot from a 3 mins

video will be placed here
when it is recorded in July.

Suggested next steps
Explore existing
solutions.
Discuss your solution For 1:1 discussion
strategy within your Decide if you should please contact
company. build a solution. finn.backer@sap.com

Course structure
Course Units

Thank you.
finn.backer@sap.com
Follow Finn on LinkedIn

SAP community
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Unit 6: Business Opportunities for Strategic Industry
Service Partners
Business opportunities for strategic industry service partners
SAP partners contribute with different assets to SAP’s industry cloud
SW Partner Sell Partner Service Partner
90% 30% 10% 20% 30%
Own Software SAP Software

(Partner IP) Strategic IT Consulting Transform.
Advisory / (including app Services
Business development)
Own Software 10%
Consulting
(Partner IP)
10%
Services 60% Outsourcing 40%

Services
(IT, Appl. Mgmt, BPO)
▪ Industry Cloud SW Applications ▪ Implementation Accelerators for ▪ Industry Cloud Offerings / Initiatives
▪ Integration Services SAP Industry Cloud SW ▪ Implementation Accelerators for
▪ Industry Cloud SW Applications / Use SAP Industry Cloud SW
Cases ▪ Industry Cloud Use Cases
% Revenue Share P&L ▪ Integration Services ▪ Integration / Transformation Services
SAP strategic service partners provide comprehensive industry cloud offerings
Service Partner Assets Example: Service Partner Offering / Initiative for Utilities
Intelligent Suite for Utilities Utilities Industry Cloud
Cloud for Energy
Use Cases / Packaged Accelerators Subscription Billing

Applications Pre-built industry best
CX
practices and e2e Market Communication
Ready-to-deploy partner use cases /
solutions implementation content and SAP S/4HANA C4U Foundation
accelerators
Partner IC Use Cases / Packaged

Applications / VPUCs
Business Technology Platform Partner IC Use Cases / Packaged
Content and Data Integration & Reference Applications / VPUCs
Architecture
Pre-integrated or pre-built Pre-built or pre-configured
Infrastructure
industry data models or content integration services to extend
and connect 3rd party with SAP + Google aws Microsoft
solutions
Utilities Value Chain
Industry Domain Enterprise Metering & Customer Field Service
Knowledge and Delivery Supply Chain Finance
Management Markets Experience Excellence
Industry subject matter expertise and
Utilities Ref. Architecture Business Process Models
consulting resources for business processes
– innovative demo capabilities Industry Content & Data Models Implementation Accelerators

A strong business case for an SAP S/4HANA Cloud transformation requires pre-built assets
and domain expertise
Case A: Case B: Case C: Value of Service Partners to

Unhappy Indifferent Happy
Customers
Customer Customer Customer
▪ Drive large transformational
😩 🤔 🙂 SAP S/4HANA Cloud and
Customer Business Case
(e.g. Net Present Value)
LoB deals by leveraging

industry innovations (build on
SAP BTP) and other
differentiating industry
✚ Business process
assets
models (industry best ▪ Complement SAP’s solution
practices)
✚ Out-of-the-box
portfolio to close (industry)
industry cloud use portfolio gaps and provide
✚ Implementation cases packaged apps customers with a compelling
accelerators ✚ Industry data models
✚ Custom application ✚ Reference
value proposition
Pure technical
development architectures ▪ Provide customers with end-
✚ Industry domain
migration (e.g. on- expertise to-end and out-of-the-box
prem to cloud) solutions AND services to
transform their business
SAP supports partners to promote their industry cloud assets internally and externally
Industry Cloud Offerings & Initiatives Validated Use Cases NEW
SAP.COM SAP IC Solution Guide SAP Industry Cloud
SAP Content Discovery Platform SAP Discovery Center SAP Partner Finder

Unit 6: Business opportunities for strategic industry service partners
What is a Validated Partner Use Case?
Validated Partner Use Case is a package from a service provider that

provides assets to accelerate the adoption of S/4 HANA, LoB Cloud
solutions and BTP in order to drive faster time to value for the customer
Validated Partner Use Case Criteria Link: VPUC Nomination Form
▪ Business context: Describes a challenge, solution and

benefits
▪ Provides a service or solution to execute on SAP BTP
▪ Is repeatable / scalable and ready to be implemented
▪ Has a live customer or a jointly signed Biz Plan*
*Mandatory assets of a joint Biz Plan:
• GTM Materials / Presentation, Demo Capabilities
• Defined and aligned GTM Activities
• Sales Play document

Why should service partners invest in SAP’s industry cloud?
Win Story
▪ Customer: One of NA’s largest energy providers

serving 4 million natural gas and electric customers.
▪ Industry: Utilities
▪ Deal Value: RISE deal with $5.3M ACV
▪ Solution: EY Power & Utilities Insight Center
(PUIC) as part of EY’s industry cloud for Energy
EY VPUC: Power & Utilities Insight Center initiative
▪ The team showcased EY Power & Utilities Insight
Center (PUIC), one of EY’s pre-built industry cloud
solutions with out-of-the-box dashboarding
powered by SAP Analytics Cloud (SAC), which
cemented the customer’s confidence in their software
decision with SAP, as well as their transformation
partnership with EY.

Thank you.
holger.brammer@sap.com
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warranty.
Unit 7: Industry Cloud Enablement Resources
Industry cloud enablement resources
Course structure
Course Units

Enablement for all partner types
Deliverables:
▪ Partner-facing assets and tools for all partner roles
▪ Enablement and training for all partner types
▪ Support across 25 industries
▪ Partner and SAP solution-based enablement

Enablement resources for all partner roles


software solutions

Demo – SAP’s Industry Cloud Landing Page on SAP Partner Portal

How to get access to start your enablement journey
Contact your security manager and request to set

up your account via the Manage My Users app.
Contact partner@sap.com in case you don’t know

your security manager and need help.
Once you have an account (can take up to 24h)

you can then log into SAP Partner Portal and SAP
Learning Hub.

Industry cloud | Partner enablement resources (1/2)
For all roles
Industry Cloud Partner Portal SAP’s Industry Cloud – SAP’s Industry Cloud Community
Outcome-Based Guidance
Industry Cloud Solutions Portfolio SAP’s Industry Cloud Partner FAQ

Industry cloud | Partner enablement resources (2/2)
For Sales & Presales For Channel Partners For BUILD Partners
Industry Cloud Learning Journey Industry Cloud Learning Journey for Industry Cloud Learning Journey SAP Business Technology Platform
for Sales and Presales Channel Partners for Architects & Developers Learning Room
Learning Room for SELL & Digital badge for Channel partners Architecture and Development
Channel Partners Guide for Industry Cloud Solutions
For Consultants
SAP BTP Learning Journey for Blog series for Channel partners
Sales and Presales
Industry Cloud Learning Room for
© 2023 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC Service Partners Self-paced learning for consultants 8
Call to action
Bookmark the SAP’s industry cloud landing page

on SAP Partner Portal
Check our learning rooms and learning assets

according to your role and needs
Join our training sessions or benefit from the

recordings

Course structure
Course Units

Thank you.
open@sap.com
britta.fengler@sap.com
Follow Britta on LinkedIn

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warranty.
Unit 8: Proven Success of SAP’s Industry Cloud
with Partners
Proven success of SAP’s industry cloud with partners
Course structure
Course Units

Industry cloud portfolio overviews and roadmaps – Positioning your industry expertise
View
Portfolio
▪ Unlocking Collaborative Innovation: here
SAP’s partner-focused industry innovation
approach fosters a dynamic ecosystem where
partners actively contribute to the evolution of
cutting-edge solutions, ensuring that their
expertise is harnessed for mutual growth and
success.
▪ Empowering Partners for Success:
By embracing SAP’s industry positioning,
partners experience the immense value of being
integral contributors to SAP’s strategic
roadmap, resulting in enhanced visibility,
credibility, and accelerated business growth.
▪ Charting a Collective Future:
SAP’s industry portfolio overviews vividly
showcase the expanded role of partners,
cementing their integral position within SAP’s
View View
vision. These overviews empower the SAP and
Roadmap Midmarket
partner salesforce to cover whitespaces at our Explorer Portfolio
mutual customers and achieve exceptional here here
outcomes for our partners alongside SAP.

Joint customer references – Showcasing our partners’ success with the power of SAP’s brand
▪ External industry cloud partner references convince:

Customer references across industries are a testimony to
the value of SAP’s industry cloud for our joint customers as
well as a growing partner industry business.
▪ Speak up and tell your story:
By presenting real-life success stories at SAP events or
customer councils, partners showcase the tangible benefits
of their collaboration with SAP, unlocking collaborative
innovation and driving mutual growth.
▪ Value stories enable our salesforce:
SAP’s standard reference format (value stories)
not only address potential customers directly
but enable our sales to sell your solutions.

4
AI-powered innovation: Smart Press Shop with SAP Digital Manufacturing, Syntax, & Cogniac
Video
Pressing plant for automotive parts
Runs on SAP S/4HANA public cloud
Used visual checks for quality assurance
Enhanced workflow with SAP Digital Manufacturing

and Cogniac solution
Business AI: Showcases speed of AI model training
Highlights seamless partnership with

partner2partner collaboration and SAP

Co-innovation to success: How Capgemini enabled Brose to excel in supplier integration
Automotive supplier Brose, managing more than

14,000 suppliers
Supplier Portal as industry cloud solution was

co-developed by SAP, Capgemini, and Brose in less
than 6 months
Increased process efficiency through 80% reduction

in manual effort as well as 50% faster supplier
onboarding
Resulting in an improved supplier collaboration with

simplified user management and first-level support

We have many more innovation stories to tell …
Launching a customer advocacy Streamlining logistics operations with Simplifying product discovery for
program to achieve 6x ROI on real-time transportation visibility B2B customers
marketing spend
Coca-Cola Hellenic Bottling Company By leveraging Zoovu’s Semantic
PUMA transformed their fanbase into a needed a real-time transportation visibility studio and SAP Commerce Cloud,
powerful growth driver by implementing a solution that would help it streamline Bosch Power Tools transformed
referral program with Mention Me. logistics, enhance collaboration with technical specifications into customer-
carriers, and improve on-time deliveries to centric language.
By integrating Mention Me with SAP customers.
Emarsys Customer Engagement, PUMA The implementation of digital
created seamless customer journeys, With Shippeo’s predictive and real-time assistants resulted in increased user
driving more referrals and gaining visibility platform they were able to engagement, loyalty, and satisfaction
valuable insights from real-time data. optimize their logistics operations. for Bosch Power Tools Accessories.
>100 carriers and partners onboarded 65% estimated increase in customer

10% of referrals convert to new
across 12 business units. engagement in over 35 global markets.
customers.

Strategic service partners enrich the industry cloud portfolio with BTP-based innovations
15
Strategic industry
service partner
engaged
50+
Industry cloud
initiatives
70+
Industry innovations
built on SAP BTP

Across all partner motions
200+ partners with 300+ industry cloud

solutions improving our customers’ lives.
In Every Industry.
Every Day.
Better. Together.
2023 SAP
© 2023 SAP SE
SEor
oran
anSAP
SAPaffiliate
affiliatecompany.
company.All
Allrights
rightsreserved.
reserved. ǀ ǀ PUBLIC
INTERNAL 9
Course structure
Course Units

Thank you.

Follow all of SAP

warranty.

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Week 1: Opportunities and Success for Partners in SAP’s Industry Cloud

Unit 1: Introduction to SAP’s Industry Cloud for

© 2023 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC 2

Recent crises like the pandemic have

© 2023 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC 3

Industry process expertise has

© 2023 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC 4

Industry process expertise has been

© 2023 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC 5

SAP INDUSTRY CLOUD

SAP’s industry cloud is the

© 2023 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC 6

SAP INDUSTRY CLOUD

SAP’s industry cloud is the answer

© 2023 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC 7

SAP INDUSTRY CLOUD

SAP’s industry cloud is the answer

best practices to the vertical edge,

© 2023 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC 8

The SAP S/4HANA clean core +

solutions for successful SAP

© 2023 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC 9

Customers are asking for

© 2023 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC 10

INCREASING SAP INDUSTRY SAP INDUSTRY

PARTNER ECOSYSTEM BUSINESS OPPORTUNITIES

© 2023 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC 12

Follow Jan on LinkedIn

© 2023 SAP SE or an SAP affiliate company. All rights reserved.

© 2023 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC 2

INCREASING SAP INDUSTRY SAP INDUSTRY

PARTNER ECOSYSTEM BUSINESS OPPORTUNITIES

Discover and Select

© 2023 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC 4

Key insights Study results

© 2023 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC 5

IDC’s findings show for every $1 of SAP revenue

Read the 20-page study for insights on partner profitability:

© 2023 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC 6 6

DEVELOPER & SELLER ADVISOR &

BUILD 1 SELL 2 SERVICE 3

© 2023 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC 7

Industry Cloud QPPS E2E Industry Cloud

DEVELOPER & INNOVATOR SELLER ADVISOR & INTEGRATOR

SAP Store sap.com sap.com

© 2023 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC 8

© 2023 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC 9

© 2023 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC 10

Follow Jan on LinkedIn

© 2023 SAP SE or an SAP affiliate company. All rights reserved.

© 2023 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC 2

DEVELOPER & SELLER ADVISOR &

BUILD 1 SELL 2 SERVICE 3

© 2023 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC 3

HELP CUSTOMERS OVERCOME PROOF OF THE PUSH FOR

Application Integration Trends Research, January 2022

© 2023 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC 4

EASY INTEGRATION AND

Going forward, all SAP solutions will be built

© 2023 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC 5

WITH SAP BTP, PARTNERS STAY

➢ Accelerate innovation and monetize your IP by

© 2023 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC 6