A, expanding the Chinese market
Partners are the key
SAP from two years ago to make a major decision - to large-scale investment in the Chinese market. sap has said that by 2015 will be investing more than 2 billion U.S. dollars in China.
For software vendors, especially management software vendors, to expand in a foreign market share, to provide products and services to meet the needs of local users is the most basic. In the first half of this year, as part of the investment program SAP new financial solutions out.
In addition to providing localized products and services, more critical is how the value of the product how to pass on to local users. This requires international management software vendors to be able to join forces with local partners to create a ****-winning ecosystem and pass the value of the product to the user.
Because of the special nature of management software, and business processes are particularly close, SAP has taken the form of consultant sales to carry out business in China, and has been with Deloitte, Accenture and other consulting services companies have very close cooperation.
Only in this way can SAP's solutions be better combined with the user's business processes, and can better deliver the value of ERP, financial management software.
And in the era of cloud computing, SAP launched the HANA memory database and other data processing of new software, these new products are facing the market segment with the previous large difference, the way to play is naturally different. If you rely entirely on the previous consultant model to expand, not only in terms of cost will lose competitiveness, and can not be rapid expansion, after all, the training of consultants is also time-consuming.
SAP also quickly realized this point, in the past two years has been vigorously develop the partner business in China. Fei Leming said in an interview, "the partner relationship for the further development of SAP business in the Chinese market is very critical, in the expansion and development of China's channel partners, SAP has made a huge scale of investment. Through the development of partnerships, we can better help Chinese customers to better use SAP solutions, such as mobile solutions, business analytics, HANA, ERP and so on. At the same time, partners can also be based on SAP's program to further innovation, to provide better solutions to local customers. In addition, in terms of services, partners can also help SAP to better provide services for customers in China, including the implementation and deployment phase of the software and post support.
To date, the number of SAP-certified HANA developers in China is the largest globally, according to the report.
Two, three major channel strategy
Comprehensive coverage of the Chinese market
Han Biwen said SAP considers itself a cloud company. (I still do not understand SAP's position on their own) Now in the global SAP cloud business revenue has reached 1.2 billion U.S. dollars, the global user of our cloud more than 30 million.
Han Biwen introduced SAP in China three types of channel partners and cooperation model: the first is the management of cloud-as-a-service, here refers to the private cloud; the second is the embedded model, which is mainly related to the OEM; and the third is the value-added distribution program, through the distribution to expand the market coverage of SAP.
Managed cloud-as-a-service, mainly with partners to provide private cloud solutions, the user does not need to go to buy a separate software license, but to buy based on SAP and or as a partner together to provide a private cloud solution, so as to obtain software-as-a-service IT solutions. For users, this approach shortens the delivery cycle and allows them to focus on other more valuable aspects of their business.
Embedded model, this is mainly facing the equipment or instrument manufacturers of the cooperation model. For example, medical equipment instruments, station passenger tracking system equipment, SAP and some partners to work together from the device to collect data and apply in other more applications. This allows the device manufacturer to provide some differentiated services.
The last is the SAP value-added reseller program. Over the past six months, SAP has developed local resellers and leveraged the next level of channel resources of local resellers to expand coverage in the Chinese market.
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 city and smart transportation, in addition to 400 different industry customers to flexibly meet customer needs. In this year's SAP China Business Strategy Conference, SAP and China Telecom Group jointly announced the formal development of cooperation in the field of cloud computing. Through SAP and China Telecom Group's China Communications Service Company Limited previously established a joint venture - China Digital Information Company Limited, the two sides will *** with the promotion of the deployment of SAP cloud products in China's enterprises of different sizes in the application. China Communication Services will be the first customer to take the lead in adopting SAP's advanced cloud service offerings.
In terms of talent development, SAP has partnered with more than 40 universities in China to incorporate SAP-related courses into their curricula to cultivate talent in areas such as big data.SAP
STAR Accelerated Talent Development Program, with a goal this year of 1,500 college students who can grasp SAP technology faster and graduate with the ability to join SAP's partner ecosystem. partner ecosystem link.
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