SAP has signed a “world-first” distribution deal with NEXTGEN in Australia, designed to fuel the channel’s capacity to grow in the cloud.
Terms of the deal will see the software vendor offer a two-tier channel model whereby NEXTGEN will establish a dedicated cloud channel for the SAP Cloud portfolio in Australia, including SAP Business ByDesign, SAP S/4HANA Cloud and SAP SuccessFactors.
In addition, the distributor will support existing SAP partners undergoing a transition to the cloud, focusing specifically on the small and midsize businesses segments.
This is the first two-tier channel model for the SAP Cloud portfolio globally, and follows the launch of the PartnerEdge Cloud Choice model in 2016, designed to help partners build and maintain a profitable cloud business.
"Our partners show time and time again their ability to deliver significant value and outcomes to the customer,” SAP Australia and New Zealand general manager of global channel and general business, Sumal Karu, said.
“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.”
Under the model, NEXTGEN will build a dedicated practice for SAP partners, with a responsibility 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.
“The market demand for cloud solutions is clear,” NEXTGEN CEO, John Walters, added. “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.
“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.”
Members of the new model will also have access to Nextgen Create - NEXTGEN’s specialist digital and marketing agency set up exclusively for the Australian channel ecosystem.
“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,” Karu added.
“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.”