Mark Hettler Highlights SAP Demand for Partners


German enterprise software giant SAP is seeing an increased demand for its S/4 HANA and other cloud-based products worldwide. In particular, SAP Australia and New Zealand region is noting a significant growth in its partner ecosystem. Some of the main contributors to the growth involve new ventures between SAP specialists and some large-scale companies and firms. Now, SAP leaders from the ANZ region are noting how the demand for partners is outstripping the current supply.

In an interview with CRN, the chief operating officer of SAP ANZ, Pete Andrew, said that the software vendor is playing a significant role in the high-growth agenda of partners. In his statement, Andrew shared that the previous year was a good one for SAP, its meaningful partner relationships and collaborations, as well as its specialist niche providers.

The head of SAP partners and channels, Mark Hettler, said that they are still expecting around 500 Australian customers who may potentially shift to S/4 HANA in the next five years. He pointed out that the partners still have a lot of workloads, and the numbers do not yet include the new work that comes with the edge products. Hettler emphasised how the platform-as-a-service software SAP cloud platform is getting new features and upgrades. These developments can be beneficial in addressing more demands for workload solutions in the future. He said:

“We’re also starting to see the takeup of the SAP cloud platform, which has got analytics, development capability, integration, and more, so there’s a lot of upside for partners at the moment.”

Mark Hettler shared that before his appointment, SAP partner advisory councils’ sentiment towards receiving increased work in the market was “a little hostile.” The increased amount of work was able to alleviate the hostility. Hettler said that SAP is happy to welcome inbound partnering requests; hence, paving the way for eased off partnership recruitment efforts. He added:

“At the moment, demand outstrips capacity, and that’s why partners are being snapped up just to be able to meet that demand.”

Hettler noted that most of the requests come from offshore partners who are looking to build their brand in Australia, which shows that the Land Down Under is an excellent ground with potential growth for SAP.

2019 has been an excellent year for SAP and its partners. Since the beginning of the year, its close partners have been acquired by larger companies or groups. Ernst & Young Global Limited, multinational a professional services firm from London, bought the Sydney-based SAP specialist, Plaut IT Australia, in January.

Nine months later, Deloitte, another multinational professional service network based in New York, USA, bought Presence of IT, another Sydney-based HR, payroll, and workforce management consultant.

In September, Cloud integrator, SXiQ, and SAP specialist, Acclimation, collaborated to deliver S/4 HANA migrations for on-premises workloads.

Just last month, DXC Technology, a US-based corporation that offers B2B IT services, acquired the Sydney-based systems integration and consulting company, Bluleader. In the same month, SoftwareONE, a private technology consultancy firm, bought BNW.

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