This is the presentation that I shared at the 2013 Partner Innovation Summit in Bangalore.

1. The Future for all Partners is Here!
Bronwyn Hastings
SVP , SAP APJ Ecosystem and Channels

2. STRATEGY FOR SUCCESS
SAP ECOSYSTEM & CHANNELS
Strategic Imperatives to Grow & Strengthen the Network
Cloud
Technology
Coverage
Proliferate public and private
Cloud. Move customers to
cloud and hybrid delivery
models.
Drive partner and customer adoption
of SAP platforms. Add partner
solutions and services.
Engage partners and customers
via optimal routes to market.
Utilize the full spectrum of E&C
RTMs.
2015 Goals
10k
40%+
400k
Packaged Apps
Partner Revenue
Partner Trained
Consultants

3. Q3 HIGHLIGHTS
SAP ECOSYSTEM & CHANNELS
Indirect Revenue Growth
YTD Partner Revenue Share
+12% YoY growth
36.1% (+2.4pp YoY YTD)
Indirect SW license revenue
Total contribution of all channels including 3rd party
solutions to SAP’s overall SW revenue
Cloud Indirect Revenue
New Partners
+208% YoY growth
Generated 12%
of total Indirect revenue
SAP Business One
SME Customers
+41% YoY growth Q3
202,000 Worldwide
80% of SAP customer base
Suite on SAP HANA
86 Deals in Q3
256 Year-to-date
Global SI’s Indirect Revenue
Contribution
15% of Overall Indirect

4. Innovation
is the new currency

5. Innovation
is the new currency
Innovation
equals new opportunity

6. Innovation
equals new opportunity
in everything we do and are

7. SAP Partner Ecosystem
OEM
HANA
Enterprise
Cloud
Managed Cloud
as a Service
Build
Application
Development
Program
Real-Time
Outsourced
Data Platform
Service
Database/Data
Warehouse
Information
Management
Applications
Analytics
Mobile
Database &
App Development
Technology
Cloud
& Management
Powered by SAP HANA
Sell SAP Solutions
VAR, Reseller, Distributor
in everything weSolutions are
Build SAP do and
ISV
Service & Implement
System Integrator

9. More
customers and
industries
1M
13,000
SAP Partners
Developers on
SAP Platforms
by 2015
140k
370k
Partner Service
Consultants
Growth and scale
(26x SAP)
Partner Sales
& Marketing
(10x SAP)
DOUBLE DIGIT
SOFTWARE & CLOUD
SUBSCRIPTION GROWTH
90% SAP HANA GROWTH
ND LARGEST
2
ENTERPRISE CLOUD
COMPANY
More innovation
ANNUAL
on SAP platforms
CLOUD REVENUE
RUN RATE OVER €
© 2013 SAP AG. All rights reserved.
1B
9

10. Simplify
working with SAP
Expand
the network and
opportunities
Flexible
ways to partner

11. LEVERAGE THE NETWORK EMERGING
PARTNERING MODELS COMPONENTS
FOR SUCCESS
OEM
High growth and high margin
model for SAP.
SAP HANA on-premise for OEM
now globally available.
Compressed time to value for
partners and customers.
Multiplier effect of SAP’s 240k
customers.
SAP HANA
Enterprise Cloud
Managed Cloud as a
Service
Power of in-memory big data
processing and analytics paired
with all the benefits a
subscription model.
Help partners take their
business and
on-premise solutions to a
private cloud.
Customers get pay-as-you-go
economics, rapid time to value,
low TCO, scalable, flexible.
Boost margins, faster and
repeatable sales cycles, more
value- add services, larger
addressable market.
Application
Development
Program
Partners: Build apps on SAP
platforms. Sell to SAP’s
customer base via SAP Store.
For You: Utilize apps on the
store to enrich and add value to
your own customers solutions.
Sell SAP Solutions
Build Solutions
Service & Implement
VAR, Reseller, Distributor
ISV
System Integrator

12. Investing
In the next generation
Access Everything
you need to succeed