Partners of SAP

2019

SAP sued ABC Consulting for 22 million rubles. for overdue partner fee and cloud services

In October 2019, the Moscow Arbitration Court issued a positive decision on the SAP CIS lawsuit against ABC Consulting. In it, the Russian office of the German software developer demanded that the partner pay the amount of about 22 million rubles, including overdue payment for the services rendered and interest. More details here.

Working with Konsom Group to create an IT solution for industrial companies

On September 11, 2019, SAP announced that together with the Russian company CONSOM Group they would develop solutions for planning and operational management of metallurgical production and managing the value chain of mining production. The created digital products will be offered to Russian and international companies in the mining and metallurgical industry. More details here.

Build Interaction Model Integration Variant in SAP PartnerEdge

On May 14, 2019, SAP SE announced the expansion of the partner program. The Build Interaction Model integration option presented in SAP PartnerEdge is intended for partners who develop solutions outside the SAP software environment and want to integrate their developments with SAP systems that enrich end-to-end customer business processes.

As a result, partners can leverage SAP's intelligent solutions, resources, and marketing services.

With this integration capability, SAP enables partners outside the SAP environment to connect their data, content, and business services to company solutions. We understand that our partners need flexibility in creating additional capabilities and integrating them with SAP solutions in order to meet specific customer needs as they evolve into intelligent enterprises. Thus, this will help partners increase market reach and help customers gain a deeper understanding and analysis of their business processes based on the systems they trust.

Partners can apply for integration in SAP PartnerEdge, Build, exclusively, or in conjunction with other program offerings. The option covers most SAP solutions in both the cloud and on-premise, with the exception of SAP Concur and SAP (Qualtrics) solutions.

Once a partner has successfully completed a test of SAP's readiness for its integrated solution, he can use a wide range of resources and services to enter the market provided by the company. For example, partners can commercialize their solutions through the SAP App Center, a digital marketplace for SAP^[1].

Thomson Reuters Corporation and The Dun & Bradstreet Corporation partners see the following benefits.

Companies using ONESOURCE for SAP Ariba can reduce costs and risks by automating tax calculations for sales and purchase transactions. It presents dynamic content from Thomson Reuters, so companies can get their taxes right away, every time. As a partner, we especially appreciate the opportunity to promote and sell this solution in the SAP App Center, which helps us to offer it to a large SAP customer base.

With the D & B Optimizer for SAP S/4HANA, enterprises of all sizes can now take advantage of their data processing, analyze, enrich, and track their company records in ERP workflows. With our partnership, customers have immediate access to Dun & Bradstreet Data Cloud, a business data and analytics platform that enables them to make more informed decisions with information they can trust in an SAP environment.

Agreement with IKS Holding to develop MES- and RPA-solutions

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2018

How counterparty verification works

Counterparty Review Details SAP ^[2] Data

• Any verification is an investigation. Information must be collected for investigation
• Poor quality and insufficiency of information in external sources
• Large number of manual processing of received information
• The scan time is usually limited. Since there is a lot of manual work, you have to "undercheck" something
• The experience of employees is different. As a result of checking the same company by different people, you can get opposite conclusions

How SAP Counterparty Check Works

Check SAP Business Partners and Counterparties

SAP’s Worldwide Partner Ecosystem

• Check lists are provided and updated by specialized data providers
• Ability to create and load your own lists
• Using the Business Object Service to Load Lists
• The system provides the ability to define user-defined list and group types and manage multiple data providers

Incident and File Management in SAP Business Partner Screening

A warning is generated after a quick scan

• The System shall ensure that the Warning can be managed from the start of the Investigation to the final decision
• Warning can be managed centrally in business partner screening or de-centrally, as in the NSI management area
• Support for various roles such as finance specialist, compliance, economic security, audit

Conducting investigation

• Analyst can access incidents by keyword
• Ability to fine-tune screens for analytics
• During the investigation phase, the analyst can access all necessary information, such as:
  • External sources: World Check, others
  • Downloading information
  • Internal information: counterparty behavior, employees associated with it
  • Access to detailed information
  • Final decision to be taken

Cooperation with WIST Group to improve the efficiency of industrial enterprises

On July 9, 2018, SAP CIS and VISTA Group announced the signing of a memorandum on joint research on the effectiveness of digitalization of enterprises and the adaptation of existing solutions to increase efficiency in the mining and metallurgical industries. The document was signed by the General Director of SAP CISNatalia Parmenova and the General Director of VISTA Group Dmitry Vladimirov. The common understanding of machine learning technologies and the Internet of things, as well as a significant base of common customers, contribute to the mutual advancement of software and technological solutions of both companies. More details here.

2017

New Partner Innovation Ecosystem

In June, 2017 at a partner forum the SAP CIS company declared transformation of a partner ecosystem which key purpose - transition from the linear supplier of annexes to the complex business partner in innovations and also the new models of work with partners directed to joint projects and developments.

SAP CIS launched the transformation of the ecosystem, within the framework of which it will develop the required competencies in the market among existing partners, as well as attract new companies to cooperate. It is planned to create an ecosystem of data scientists - experts in the transformation of business processes, ready to support the strategic initiatives of companies of any industry. So, in 2017, the Academy of Training of Industry Architects at Partner Companies is expected to open, with pilot training in sectors: retail, agriculture, consumer goods, discrete production. The goal is experts who focus on the needs of the client, the specifics and trends of the industry, understanding the necessary steps for its transformation and creating a smart business process architecture suitable for the company. It is expected that after the launch of the pilot training, the energy, construction, metallurgy and mining sectors will also be covered.

As part of the announced strategy, work with partners will also be aimed at creating joint products and developments to generate a new business associated with the active interest of companies in the market in the use of digital technologies: artificial intelligence, machine learning, cloud services, the Internet of things, smart devices.

"One of the main directions of the SAP CIS 2020 strategy is the development of new technologies, forms of working with customers, as well as the transformation of the partner ecosystem. The role of partners is changing: together with us, they become not only suppliers of IT products, but also complex innovation partners with new competencies and industry expertise to build the digital business of companies in the market. This transformation will also be aimed at joint development of new products for our customers with partners, "commented Gontarev Pavel, General Director of SAP CIS

The company will analyze the existing partner network, categorize it taking into account traditional partners and develop new types of partnerships. The main focus for the coming years is working with the development community, business consulting, equipment manufacturers, technology companies from various fields, as well as development companies. For example, in Moscow, the Internet of Things Center was opened on the basis of the Laboratory of Joint Innovations, where SAP partners, with the help of experts, can work on new developments and scenarios for the Internet of Things in various fields, from medicine to agriculture and logistics. In St. Petersburg, the second D-shop in Russia opened - in it, SAP partners and developers can actually test new developments with a constantly updated set of gadgets.

In addition, due to the growing use of cloud services by companies, the open SAP Cloud Platform will develop. A training project has been launched, as well as a competition for developers on the SAP SCP platform - SAP Coder 2017, aimed at both individual product developers and partners, independent software vendors and startups. It is also planned to transfer the decision to the Russian data center by the end of the year.

In addition, the small and medium business segment will also be covered - partners will have the opportunity to create and market their own products under their brand based on the SAP Business One solution, which will be available to companies in the partner cloud on a monthly subscription basis.

SAP drops claim against Energy Consulting

The Russian representative office of the German company SAP at the beginning of 2017 refused requirements for its Russian partner-integrator - Energy Consulting - in the amount of p449.3 million. At a meeting of the Moscow Arbitration Court on April 19, 2017, a representative of SAP CIS LLC demanded that the proceedings in the case be terminated in connection with the refusal of claims. The court granted the plaintiff's claim - the proceedings were terminated^[3].

As follows from the case file, the lawsuit was filed on March 25, 2016. In it, SAP made a demand to recover p417,7 million under the agreement dated June 30, 2010, p128 thousand under the license agreement dated February 9, 2012, p2.1 million under the license agreement dated April 9, 2013 and p517,5 thousand under the agreement of April 11, 2007, as well as a penalty (in the wording "for the use of someone else's money) in the amount of p28.9 million.

2016

SAP-Based Partner Solutions to Qualify for Russian Software Registry

SAP is discussing with a number of Russian partners how to combine its software with their products so that it can enter the register of Russian software as part of partner solutions, Rolf Schumann, SAP CTO in EMEA & MEE, told TAdviser in March 2016.

At what stage is the work with partners on this issue, as well as in other details, Schumann chose not to deepen, explaining this by the reluctance to create now the ground for customer expectations. He mentioned only the OEM model as a possible form of interaction.

According to the same model, for example, EMC expects to get into the registry with the Documentum solution, which TAdviser wrote earlier. Among the existing Russian SAP OEM partners in Russia, for example, are Diasoft and CDC.

SAP CIS CEO Pavel Gontarev, in a conversation with TAdviser, recalled that the registry is designed to create a database of Russian software, and SAP does not hide what is a global company headquartered in Germany.

At the same time, if one of our Russian partners decides to submit to the registry his software product, which has SAP components, then this will be a product and partner initiative. If such a product meets all the criteria for domestic software determined by law, then, probably, the registry operator will have no reason to consider such a product not Russian, "he says.

Speaking about the inclusion of which products in the registry SAP is primarily interested in, Schumann noted that in this matter you need to be guided by customer demand. Among the products for which there is now the greatest demand in the market, he attributed the SAP HANA and SAP ERP platform, as well as the Internet of Things technologies for monitoring, management, preventive maintenance.

Rolf Schumann noted that the public sector is of interest to his company. In addition to government agencies, SAP has many clients-companies with state participation. One of the leading sectors for SAP in Russia is the oil and gas sector, in which companies are associated with the state, says Schumann.

According to the National Association of Electronic Commerce Participants, in 2014, Russian government agencies purchased SAP software for 5.6 billion rubles. For comparison, the same indicator for Oracle is 4.6 billion rubles, and for Microsoft - by 3.05 billion rubles.

SAP is open to cooperation with the state, Rolf Schumann emphasized. Earlier, SAP, for example, was meeting the proposals of the Russian authorities to show them the source product codes for studying, he said. In particular, the company opened product codes such as SAP HANA and SAP Business Suite 4.

In the spring of 2015, SAP, in order not to lose contracts in the Russian public sector, suggested that the Ministry of Communications and the Ministry of Industry and Trade conclude an investment agreement, under which it pledged to invest in the development of technologies in the country, partially localize the development, creating new jobs^[4]. At the same time, SAP was ready to undergo any checks, proving that there were no undeclared capabilities in its software.

New Partner Solution Certification for SAP HANA Cloud Platform (SAP HCP)

In March 2016, the company SAP Labs LPG introduced a new proposal from the Integration and Certification Center (SAP SAP ICC) to certify cloud-based partner solutions (SAP HANA Cloud Platform (SAP HCP) SAP HCP). The proposed certification model will simplify and unify the integration of partner applications with SAP HCP, help increase the share of cloud development in the Russian partner ecosystem and the emergence of new solutions on the SAP HCP platform. Under the new program, all partners who have time to complete certification of HCP applications before the autumn SAP TechEd 2016 forum will be able to complete it for free.

The new certification model is based on a single process that covers all possible use cases of the SAP HCP platform and includes unified requirements and documentation for all types of partner solutions. This has made certification easier and faster for both partners and developers.

SAP certification provides a higher level of customer confidence in partner solutions, which reduces the sales cycle of the product. An important advantage is also the inclusion of a certified solution in the online partner registry. Certification is one of the key criteria for placement in the SAP Store, which significantly accelerates the launch of the product and increases its recognition. Once certified, development companies can leverage the capabilities of the SAP HANA Cloud Platform to accelerate application implementation and deployment in the SAP solution landscape. This is also facilitated by comprehensive support from SAP ICC consultants, who accompany developers at all stages of solution creation.

The SAP Integration and Certification Center supports partner innovation at all stages of their solutions lifecycle since 1996 and celebrates their 20th Anniversary this year. Today, SAP ICC offers more than 130 certified integration scenarios covering the full range of SAP technologies and solutions. The Russian division of SAP ICC was opened in Moscow in the summer of 2015.

2015

SAP Fixes Euro for Maintenance Contracts

The SAP CIS company (SAP CIS), the supplier of corporate business applications, announced in January, 2015 the program of fixing of euro exchange rate for the Russian clients and partners for contracts for maintenance for 2015. When paying for maintenance services, the domestic exchange rate of the European currency will be set at 53.5 rubles/euro.

Focusing on building long-term relationships with customers and partners, the SAP CIS management decided to announce from January 1, 2015 a program to temporarily change the terms of payment for contracts for the provision of SAP software support services concluded before December 1, 2014.

Thus, the company hopes to minimize the costs of customers and partners for maintenance in 2015, and thereby ensure greater stability in the management of business processes of companies during an economically difficult period. This will allow customers to optimize their costs without stopping the introduction of technological innovations, and get the maximum effect from the purchased SAP software.

SAP customers and partners need to participate before February 15, 2015. Issue and send to the SAP CIS office an offer to conclude an Agreement on the amendment of the Agreement.

SAP CIS Presents Partner Relationship Strategy

On June 17, 2015 SAP CIS presented the strategy of development for a partner ecosystem. It is reflected in the new Partner Edge Next Generation program, which focuses on maximizing partner support in projects to develop and implement innovative solutions based on the SAP platform and products.

The SAP Partner Edge Next Generation Partner Program is a simple and understandable business model of interaction between SAP and partners in a single approach - it can be joined not only by a system integrator or reseller, but also by a company of any type and size, for example, a startup. The main thing is the availability of solutions, developments that are relevant for the business, which the partner will be able to develop based on innovative SAP technologies.

As part of the partner program SAP , it supports the most current business areas:

• technologies for improving and applying in-memory databases,
• big data analytics,
• mobility
• cloud technology.

The global partner programs SAP Partner Edge for Application Development, CAP Co-Innovation Lab and OEM (Original  Equipment  Manufacturer) are operating in Russia and CIS, aimed at expanding the ecosystem of independent software developers based on SAP technologies and the ability to sell ready-made partner solutions to SAP customers around the world. This global collaboration provides partners with unique opportunities to expand sales markets and develop industry expertise based on best practices.

In 2015, the SAP strategy for the development of the ecosystem appeared in the direction - S/4HANA. This innovative platform, which has become the foundation of the next generation of ERP systems, is the company's most important innovation since SAP R/3. Since the release of S/4HANA, 300 people have been trained from the partner ecosystem of Russia and the CIS countries. The number of partners selling SAP HANA more than doubled, and the number of transactions concluded by partners - 2.5 times.

The number of cloud partners of the company in 2014 increased by almost 6 times. Cloud technology remains a strategic focus for SAP and its partners. As part of the cloud solutions training and certification program, 157 people from the partner ecosystem were trained, already about 50 at the beginning of this year.

Proved the effectiveness of cloud technologies and the first partner projects. For example, Vivreau, through the transition to the SAP Cloud for Customer solution, was able to improve planning accuracy by 28%, customer conversion by 45%, and service and case processing speed by 20%.

SAP partners have become available for sales with the innovative SAP Ariba cloud business network, which previously had no partner sales model. The first Ariba partner in Russia was NORBIT: together with this partner, SAP is conducting a project at Sberbank-AST to create the country's largest online service for electronic procurement and the largest Russian electronic platform. The use of SAP Ariba, to which more than 2 million Russian and foreign companies are already connected, helps reduce the duration of the procurement cycle from 20-30 days to several hours.

Hybrid's multi-channel sales solution, especially for retail, is now available to SAP customers through the partner network.

To mitigate the risks of implementing innovative solutions, the company has developed a free Customer Care program for partners and customers, in which partners work under the guidance of project curators from SAP, get quick access to expert advice and operational communication with support services.

The Learning Hub solution will also be available for sale through the SAP Partner Network.

"One of the key activities of SAP is the development of the local ecosystem. To do this, we translate our industry solutions into the national language, create user training and development centers, actively expand and train the partner network, strengthen the expertise and incubation of new partner products. The Partner Edge Next Generation program motivates partners to implementation of the advanced innovative solutions, and it means that the economy will receive new technologies and approaches for conducting successful business much quicker by means of our powerful ecosystem", - Ilya Yuryev, the deputy CEO of SAP CIS noted.

Results of 2015

At the end of 2015, total sales of SAP partners grew by a record 84% compared to 2014, and the total number of companies that signed a partnership agreement with SAP CIS increased by 35%. The number of S4HANA partners increased by 75%, for Cloud solutions - by 225%. The 20-15 consultant training program over six years has doubled the ecosystem, thus, 20,000 SAP consultants in Russia and the CIS were trained at the training center.

Collaboration with development companies will allow SAP and its partners to enter new markets by selling ready-made IoT solutions. The priority will be development on SAP HANA Cloud Platform and SAP HANA, and SAP provides access to these platforms completely free of charge: to start working with SAP HCP, it is enough to register on the site HCP.com. Thus, any company can create its product with minimal costs on the basis of the latest technologies and a powerful SAP platform, publish it free of charge in the SAP Marketplace and get the opportunity to promote not only in the Russian, but also in the global market. To comply with SAP quality standards, the company carries out free certification of such solutions: after passing it, the product enters the SAP price list.

SAP continues to develop its Partner Training Direction - SAP Learning Hub enables partners to extend their competencies in SAP HANA, SAP S/4HANA, and SAP HANA Cloud Platform. 130 SAP partners were trained on the latest solutions in 2015. In the SAP S/4HANA direction, the share of trained partners in 2015 increased to 84% of their total number. The number of partners authorized to sell cloud solutions has increased 2 times in a year. The plans include expanding the expertise of partners in the CIS countries on key SAP solutions and developing the ecosystem with a focus on SAP S/4HANA, Cloud solutions.

2014: SAP Partner EDGE for Application Development

The SAP CIS company (SAP CIS) announced in June, 2014 the new direction in the strategy of development for the ecosystem. The efforts of the vendor and its partners will focus on the development of cloud technologies, and for the development companies SAP launches a new localized program - Partner EDGE for Application Development.

Changes in partner network development priorities are taking place in connection with the new SAP SE strategy focused on cloud technologies: earlier this year, the company announced that this direction is becoming a priority. The slogan "SAP is the Cloud Company" is implemented in practice: SAP Cloud Portfolio already includes more than 30 applications and software packages for all New SAP Partner Strategy offers additional opportunities: partners of the company will be able to act as cloud service resellers, provide additional services for their configuration, administration and support, as well as create their own solutions based on SAP Cloud, relevant for the rapidly developing cloud services market in Russia. Its growth is ahead of the global pace: according to IDC forecasts, the domestic cloud services market will grow much faster than the IT market as a whole, and by the end of 2016 the volume of this segment will be more than 460 million, and the average annual growth rate is more than 50%. In Russia, all "cloud" versions of key SAP solutions are available, as well as innovative cloud services SuccessFactors, SAP Ariba and many others.

Also, taking into account that the Russian market is currently in great demand for enterprise software services in the private cloud, SAP also offers partners a model with the ability to build private clouds for end customers, using the global industry experience of SAP and its own.

Thus, instead of buying server hardware and purchasing software, the customer gets the opportunity to use SAP business applications in the form of SAP strives to improve the existing models of using cloud services, becoming the provider of the full cycle of cloud services. The company will provide not only products, but also an environment for their development and placement on the basis of its own data center, as part of a joint federal project with Rostelecom.

About 100 specialists work in the Cloud ecosystem of SAP CIS, it is expected that by the end of this year their number will increase by 1.5 times. More than 10 Russian IT companies have opened Cloud directions based on SAP solutions, another 13 have announced their intention to participate in this program.

In addition, in 2014, the company takes a new step in its positioning: SAP becomes a platform vendor, giving developers the opportunity to create, market and sell solutions based on innovative technology platforms. Within the SAP PartnerEdge for Application Development program, developers choose one or more application development areas on the SAP platform, including mobile or cloud applications, an in-memory computing platform, or simply databases.

"The program is available both free of charge, for the first year of cooperation with the provision of a test license package and basic training, and paid - with a partnership at the global level and the possibility of selling its developed solution through the SAP Store - a single SAP electronic store that allows partners to enter the global SAP customer base. At the same time, the partner who developed the product on the SAP platform determines the cost of his solution. We have just launched this program, our plans include already this year to conclude agreements with 50 development companies and help them start developing solutions on the SAP platform, "said Konstantin Sergeevich Novikov, Director of SAP CIS for Working with Partners.

2012: SAP PartnerEdge

The SAP program PartnerEdge created for companies that are resellers or solution developers from the SAP portfolio, or provide services for their implementation. Participation in the program of partners of SuccessFactors - a stage in strengthening of a partner ecosystem.

"SAP's cloud-based solutions enable customers to migrate the required business process components to the cloud platform and use the rest locally," said Mercedes Allison, vice president of Global Cloud Ecosystem & Channels, SuccessFactors. - All cloud partners will benefit from participating in the SAP PartnerEdge program. This program will provide partners with SuccessFactors additional resources and tools to take full advantage of the expected market growth. All SAP members can PartnerEdge easily increase the range of cloud solutions offered. "

In 2012, SAP achieved strong growth in all innovative business areas. Revenue from software sales SAP HANA for the year increased by 142%, mobile solutions - by 71%, and revenue from sales of cloud solutions increased by 13 times. In May 2012, the company switched to a new strategy for the development of cloud solutions. Integration of SuccessFactors products has created an cloud-based decisions SAP portfolio in the industry. SAP offers both stand-alone solutions and cloud-based product suites. They help customers optimize the work of critical assets: employees, customers, suppliers, finances. Cloud solution is a holistic software complex consisting of a software platform, a social network and a business network. In the fourth quarter of 2012, SAP cloud revenue exceeded 1 billion (dollars USA per year); this is more than 13 times higher than last year's figures. Cloud solutions have been deployed to more than 6,000 SAP customer companies and cover about 20 million SAP employees.

Members of the SAP PartnerEdge program have the opportunity to sell, develop, and implement SAP cloud solutions. This gives partners access to the cloud market: now they can offer solutions and product kits to existing customers and attract new ones. SAP solutions take into account the business needs of partner companies.

In addition, it is easy to formalize partnerships with SAP. One contract gives the partner the opportunity to sell all available cloud solutions, it is not necessary to conclude separate contracts for each product. The SAP Personal Manager works with each SAP PartnerEdge member. This model allows partners to take full advantage of the program's rich opportunities: receive technical support, send requests for the development of advertising campaigns, receive funding from market development funds, and undergo product training and certification. The partner portal and online automation tools, including partner-specific resources, marketing tools and collateral, will help program members increase the popularity of their brands and the demand for products.

2007: SAP SE Vendor Partner Statuses

• SAP Global Partner — Technology partners — SAP Global Technology Partner  
•   SAP Global Partner — Content partners — SAP Global Content Partner
•   SAP Global Partner — Hosting partners — SAP Global Hosting Partner
•   SAP Global Partner — Services partners — SAP Global Service Partner
•   SAP Global Partner — Software partners — SAP Global Software Partner
•   SAP Global Partner — Support partners — SAP Global Support Partner
•   SAP Global Partner — Technology partners — SAP Global Technology Partner
•   SAP Alliance Partner — Education partners — SAP Alliance Education Partner
•   SAP Alliance Partner — Services partners — SAP Alliance Service Partner
•   SAP Alliance Partner — Support partners — SAP Alliance Support Partner
•   SAP Partner — Services partners — SAP Service Partner
•   SAP Partner — Content partners — SAP Content Partner
•   SAP Partner — Education partners — SAP Education Partner
•   SAP Partner — Hosting partners — SAP Hosting Partner
•   SAP Partner — Services partners — SAP Service Partner
•   SAP Partner — Software partners — SAP Software Partner

1990: Partnership with the Research Institute "Central Programming Systems"

SAP entered the Russian market in 1990, establishing partnerships with the Tver Research Institute of Central Programs Systems, the first Russian enterprise to localize SAP solutions (and, incidentally, organized almost simultaneously with SAP - in the first half of the 1970s).

Шаблон:Partner Statuses

Notes