Partners are the key
SAP made a major decision two years ago-investing in China market on a large scale. SAP said that by 20 15, it will invest more than 2 billion US dollars in China.
For software vendors, especially management software vendors, it is most basic to provide products and services that can meet the needs of local users if they want to expand their share in a foreign market. In the first half of this year, as part of the investment plan, SAP released a new financial solution.
In addition to providing localized products and services, it is more important to convey the value of products to local users. This requires international management software vendors to unite with local partners to create a win-win ecosystem and pass on the value of their products to users.
Due to the particularity of management software and its close relationship with business processes, SAP has taken the form of consulting sales to develop its business in China, and has been maintaining close cooperation with consulting companies such as Deloitte and Accenture.
Only in this way can SAP's solutions be better integrated with users' business processes, and the value of management software such as ERP and finance can be better conveyed.
In the era of cloud computing, SAP introduced new data processing software, such as HANA memory database. The market segments faced by these new products are very different from those before, and the gameplay is naturally different. If we rely entirely on the previous consulting model to expand, we will not only lose our competitiveness in cost, but also be unable to expand rapidly. After all, it takes time to train consultants.
SAP soon realized this, and has been developing its partner business in China for the past two years. In an interview, Fei Liming said, "Partnership is very important for the further development of SAP's business in China market. SAP has invested a lot of money in expanding and developing its channel partners in China. By developing partnership, we can better help China customers to better use SAP solutions, such as mobile solutions, business analysis, HANA, ERP and so on. At the same time, partners can further innovate SAP-based solutions to provide better solutions for local customers. In addition, in terms of services, partners can also help SAP to better provide services to customers in China, including the implementation and deployment stages and post-support of software. ".
According to reports, up to now, China has the largest number of HANA developers certified by SAP in the world.
Second, the three major channel strategies
Comprehensive coverage of the China market.
Han Biwen said that SAP considers itself a cloud company. (I haven't figured out how SAP positions itself. ) Now, the global business income of SAP's cloud has reached $654.38+02 billion, and the number of users of our cloud has exceeded 30 million.
Han Biwen introduced three types of channel partners and cooperation modes of SAP in China: the first is to manage cloud as a service, which refers to private cloud; The second is embedded mode, which is mainly related to OEM; The third is the value-added distribution plan to expand the market coverage of SAP through distribution.
Managing cloud as a service is mainly to provide private cloud solutions with partners. Users do not need to purchase a separate software license, but purchase a private cloud solution based on SAP and/or partners, so as to obtain a software-as-a-service IT solution. For users, this method can shorten the delivery cycle and put more energy into other more valuable aspects.
Embedded mode mainly faces the cooperation mode of equipment or instrument manufacturers. For example, medical equipment and instruments, the equipment of passenger tracking system in the station, SAP cooperates with some partners to collect data from the equipment and apply it to other more applications. This enables equipment manufacturers to provide some differentiated services.
The last one is the training program for SAP value-added distributors. In the past six months, SAP has developed local distributors and expanded the coverage of China market with the help of the next-level channel resources of local distributors.
According to Pan Yinglin, SAP announced the Partner Innovation Center in March this year. In terms of industry solutions, SAP has also cooperated with Digital China in smart cities and smart transportation. In addition, we also cooperate with 400 customers in different industries to flexibly meet customer needs. At this year's SAP China Business Conference, SAP and China Telecom Group jointly announced that they would formally cooperate in the field of cloud computing. Through the joint venture company Huashu Communication Information Co., Ltd. established by SAP and China Communication Service Co., Ltd., a subsidiary of China Telecom Group, the two parties will jointly promote the deployment and application of SAP cloud products in enterprises of different sizes in China. China Communication Service will be the first customer to adopt advanced cloud service products from SAP.
In terms of personnel training, SAP cooperates with more than 40 universities in China, and some SAP-related courses are included in the curriculum to cultivate talents in the fields of big data. energy
STAR accelerates talent training program. This year's goal is that 65,438+0,500 college students can master SAP technology faster and join the ecological chain of SAP partners when they graduate.
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