World-first SAP Cloud channel model established in Australia

Sumal Karu

SAP has partnered with IT facilitator NEXTGEN to offer a dedicated cloud channel for the SAP Cloud portfolio in Australia, including SAP Business ByDesign, S/4HANA Cloud and SuccessFactors.

The two-tier channel model, which according to SAP will help the Australian channel community to grow their cloud businesses particularly in the small and midsize business segments, is the first of its kind globally.

The model will see NEXTGEN build a dedicated practice for SAP partners, and undertake activities including the recruitment of new partners, managing existing relationships, enabling partners for the cloud, nurturing leaders, providing license services and running demand generation planning and campaigns. Customers of the practice will also have access to NEXTGEN’s specialist digital and marketing agency set up for the Australian channel ecosystem.

“Our partners show time and time again their ability to deliver significant value and outcomes to the customer,” said Sumal Karu, general manager, global channels and general business, SAP Australia and New Zealand. “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.”

“The market demand for cloud solutions is clear. But with this transition comes inherent challenges for partners,” said John Walters, group chief executive officer, NEXTGEN.

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

The establishment of the new model follows SAP’s launch of PartnerEdge Cloud Choice model last year, which aims to help partners build and maintain a profitable cloud business.

“NEXTGEN brings proven success in cloud and an extensive partner network to deliver the support and reach we sought for launching our world-first model in Australia,” said Karu. “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.”

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