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World-first SAP partner channel launching in AU to boost growth

09 Feb 2017

SAP today announced a partnership with NEXTGEN, with the aim to fuel the Australian channel community’s capacity to grow in the cloud.

So, what will the partnership involve? Essentially, SAP will provide a two-tier channel model whereby NEXTGEN will establish a dedicated cloud channel for the SAP Cloud portfolio in Australia. In addition, NEXTGEN will back existing SAP partners with their move to the cloud, helping them accelerate growth in the small and midsize businesses segment.

This is the first two-tier channel model for the SAP Cloud portfolio anywhere in the world, and it follows the launch of the PartnerEdge Cloud Choice model in 2016, which aims to help partners build and maintain a profitable cloud business.

General manager for Global Channels and General Business for SAP Australia and New Zealand, Sumal Karu says time and time again their partners illustrate their ability to deliver significant value and outcomes to the customer.

“When combined with the rapid adoption of cloud services among local enterprises, Australia is the ideal choice to launch SAP’s first two-tier cloud channel model,” Karu says.

NEXTGEN group chief executive officer, John Walters says the market demand for cloud solutions is clear, but with this transition comes inherent challenges for partners.

“The opportunity to collaborate with SAP represents a significant opportunity for NEXTGEN to support our channel partners further in their migration to cloud strategies,” Walters.

“The combination of market demand and the exceptional cloud portfolio SAP brings to the table will enable us to help SAP partners develop new, thriving businesses and provide their customers with outstanding solutions.”

How the model will work, is NEXTGEN will build a dedicated practice for SAP partners. The company would be responsible for driving the recruitment of new partners, managing existing relationships, defining and executing partner enablement for the cloud, nurturing leads, providing license enablement services, and owning demand generation planning and campaigns.

What’s more, members of the new model will also have access to NEXTGEN’s specialist digital and marketing agency set up exclusively for the Australian channel ecosystem.

Karu says that when it came to launching their world-first model in Australia, NEXTGEN brought proven success in cloud and an extensive partner network to deliver the support and reach they sought.

“Working together, we are demonstrating our shared commitment to helping local partners achieve their full potential – especially in a market segment where SAP is 100 per cent committed to a cloud-only, indirect sales model,” Karu concludes.

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