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Partners need to target SAP SMB market for cloud transition

SAP SMB customers make up a large percentage of SAP’s overall customer base. Most SMB customers rely on SAP’s extensive partner network for sales and implementation of SAP systems. And SAP, in turn, is relying on its partners to help transition its SMB customer base from traditional on-premises ERP systems to the next-generation SAP S/4HANA Cloud ERP platform.

In this Q&A conducted at the Innovate Live by SAP event in November, Claus Gruenewald, SAP global vice president of Global Partner Organization portfolio management, discusses the roles that SAP partners play in selling to and servicing the SAP SMB market. Gruenewald explains that partners who have been successful in selling on-premises SAP systems will need to change their strategy to become successful in the cloud.

Why are SAP’s partners important for the SAP SMB customer base?

Claus Gruenewald: The SMB market is one which SAP predominantly serves through and with partners. So the partner business is a very important one for SAP SMB customers. Most SMB sales are driven by partners, and most of the partners are local. Sometimes we see the global partners in the SMB space, particularly Deloitte, but we don’t see that often. It’s a very local business. These partners really know the market space; they are also trusted by their customers because the name of the brand is known in the local space.

How many partners are currently active?

Gruenewald: There are a little over 800 active selling partners for SAP S/4HANA on-premises, and there are 300 partners that actively work on cloud with around 100 partners actively closing deals for SAP S/4HANA Cloud. There’s such a difference in on-premises because the sales and service cycles are longer compared to cloud. If a customer decides to go for on-premises on purpose — and there are reasons for this — typically the partner needs a little longer in the sales cycle, and partners are able to do one, two or maybe three projects a year, depending on the size of the partner. So it’s not a volume business, it’s a value business for the partner.

Claus GruenewaldClaus Gruenewald

What are some of the differences between on-premises and cloud implementations?

Gruenewald: The sales cycle and the project scope is shorter for the cloud, and it’s more often led by best practices. In on-premises, you sell an ERP on-premises license and the customer comes with precise requirements about what it wants to solve with the ERP implementation. The partners can then make a customized, on-premises ERP that’s specific to the customer, which makes the sales and implementation cycle longer. One strategy for customers is that they can differentiate in their industry with a specific customized ERP, so they may choose on-premises. However, another customer strategy is to say that almost everybody in the industry already has ERP, so the strategic differentiator … is fast rollout and using best practices in the industry, so they may choose the cloud.

What are some of the differences in the ways partners approach on-premises or cloud implementations?

Gruenewald: The on-premises partner typically doesn’t do more than three to four projects a year because it needs the resources and it only has a given amount of consultants. With the cloud, the partner is successful if it has a fast go-to-market [strategy], which means going after many customers. The cloud business model only works if a partner has four to six customers a year. The money from the cloud customer comes in quarterly fees, so the partner has to cover a cash flow dip in the beginning. But if it keeps the customer for one and a half years, the cash comes back. So the partner does well if it has four to six customers in the first year. The first year of cloud business for everyone is an investment business, but after one and a half or two years with six or seven customers, the profitability and cash flow curve is super steep. That’s if you don’t lose customers.

How can partners who have been successful with on-premises implementations focus more on cloud business?

Gruenewald: We have trainings for that but it’s also a mind shift to get into that business. Make the customer understand that it’s best to take it as is, it’s a best practice in cloud. So don’t sell feature functions, sell best practices. Once your customer accepts best practices, then it’s a cloud customer. The customer will be happy almost forever because in ERP, a customer usually doesn’t change the vendor because [ERP is] mission-critical for them. They usually don’t do it because the switching costs are simply too high, whether it’s cloud or on-premises.

What are some specific ways partners can sell their customers on the cloud?

Gruenewald: The partners understand ERP very well but if the partner just goes in with too many feature functions to a cloud-minded customer, that will not succeed. The partners have to help customers understand that SAP has a pretty good understanding of their industry, and that these are the best practices. For example, here are the best practices that matter in consumer goods or component manufacturing — and that’s pre-configured in the system. You take it to your customer with a demo system and show them the software, show them the nice [user interface], show them what has improved using machine learning and AI, show how much automation has to be put into the system. It’s not the original ERP system anymore where everything was done manually, which was nice for a professional user 20 years ago. Now, the ERP application has changed and is much more automated. It’s not made for these super professional users for only that system. This saves them time, which they can use for something else, because the system automatically gives them not a decision, but a decision proposal. It’s not just a system that you have to feed all the time with master data and transactional data, it’s basically automated now and all that process stuff is going away.

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For Sale – Lenovo Miix 310 2 in 1 – 1.44GHz – 2GB – 32GB – Windows 10

Ideapad Miix 310 Netbook/Tablet.

Unit is in good, clean condition. some scratches & marks on the lid and base from carrying it about, but nothing major. The screen has had a protector on from day 0, so is excellent.

1.44GHz Intel Atom X5
2GB Ram
32GB SSD
Windows 10

Battery is stating about 7 hours on a full charge. Don’t have the original box I don’t think, but I’l find a good strong box to post it out in.

SAM_4757.JPGSAM_4758.JPGSAM_4759.JPGSAM_4761.JPGSAM_4763.JPGSAM_4772.JPG

£80 Delivered.

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For Sale – Apple Mac Mini

Apple Mac Mini base model which comes boxed and in excellent condition. Purchased Oct 2017 for me by a family member.

Specs :

i5 1.4ghz dual core processor
4gb Ram
500gb harddrive
Intel hd5000 graphics

Price and currency: £325
Delivery: Delivery cost is included within my country
Payment method: Bank Transfer
Location: Motherwell
Advertised elsewhere?: Advertised elsewhere
Prefer goods collected?: I have no preference

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Walmart establishes strategic partnership with Microsoft to further accelerate digital innovation in retail | Stories

Five-year agreement will leverage a broad base of cloud, AI and IoT solutions for enterprise-wide use

BENTONVILLE, Ark. and REDMOND, Wa. – July 17, 2018 – Today, Walmart Inc. (NYSE: WMT) announced it is establishing a strategic partnership with Microsoft Corp. (Nasdaq “MSFT” @microsoft) to further accelerate Walmart’s digital transformation in retail, empower its associates worldwide and make shopping faster and easier for millions of customers around the world. Through this partnership, Walmart has chosen Microsoft as its preferred and strategic cloud provider tapping into the full range of Microsoft’s cloud solutions. 

“Walmart’s commitment to technology is centered around creating incredibly convenient ways for customers to shop and empowering associates to do their best work,” said Doug McMillon, Walmart CEO. “Walmart is a people led, tech empowered company, and we’re excited about what this technology partnership will bring for our customers and associates. Whether it’s combined with our agile cloud platform or leveraging machine learning and artificial intelligence to work smarter, we believe Microsoft will be a strong partner in driving our ability to innovate even further and faster.”

“Walmart is a pioneering retailer, committed to empowering its employees and delivering the best experience for its customers wherever they are,” said Satya Nadella, CEO of Microsoft. “The world’s leading companies run on our cloud, and I’m thrilled to partner with Walmart to accelerate their digital transformation with Microsoft Azure and Microsoft 365.”

Walmart is already using Microsoft services for critical applications and workloads and is now embarking on a broad set of cloud innovation projects that leverage Machine Learning, Artificial Intelligence, and data platform solutions for a wide range of external customer-facing services and internal business applications. The flexible, secure and rapidly scalable global technology will significantly accelerate Walmart’s ability to execute in three key areas:

Digital transformation: The investment in Microsoft Azure is a continuation of Walmart’s cloud journey and extends across Walmart’s family of brands and international businesses – allowing them to leverage Microsoft’s public cloud to:

  • Capitalize on depth and breadth of Microsoft’s compute capacity
  • Ability to seamlessly manage workloads in an elastic environment
  • Leverage expanded access to new toolsets to innovate faster
  • Drive a more cloud native environment and therefore continue to manage cost

In a five-year agreement, Walmart has selected the full range of Microsoft cloud solutions, including Microsoft Azure and Microsoft 365 for enterprise-wide use to help standardize across the company’s family of brands. As part of the partnership, Walmart and Microsoft engineers will collaborate on the assessment, development, and support phase of moving hundreds of existing applications to cloud native architectures. For example, to grow and enhance the online experience, the company will migrate a significant portion of walmart.com and samsclub.com to Azure, including its cloud-powered check-out enabling Walmart to grow with rising customer demand and reach more global markets than ever before.

Innovation: Whether it’s a continued focus on site availability and speed, or the ability to quickly and seamlessly launch new features, customers will continue to see Walmart innovating to save them time and money across the shopping journey. There are also massive benefits to operating at scale as Walmart builds a global IoT platform on Azure – from connected HVAC and refrigeration units to reduce energy usage in thousands of U.S. stores or applying machine learning when routing thousands of trucks in the supply chain.

Changing how we work: Walmart continues to foster a curious, collaborative, accountable, and agile culture to position the company for further growth. To do that, it’s critical to have tools that encourage those skills and traits. Through this partnership, Walmart is investing in its people with a phased rollout of Microsoft 365 providing associates with the productivity tools to foster a culture of collaboration, creativity and communication. Microsoft’s modern workplace platform supports connected teams and breaks down silos – with access to a full range of tools including Microsoft Workplace Analytics, Microsoft Stream, and Microsoft OneDrive, Walmart associates will have access to leading collaboration, productivity and sharing tools so they can save time and work better.

About Walmart
Walmart Inc. (NYSE: WMT) helps people around the world save money and live better – anytime and anywhere – in retail stores, online, and through their mobile devices. Each week, nearly 270 million customers and members visit our more than 11,700 stores under 65 banners in 28 countries and eCommerce websites. With fiscal year 2018 revenue of $500.3 billion, Walmart employs approximately 2.3 million associates worldwide. Walmart continues to be a leader in sustainability, corporate philanthropy and employment opportunity. Additional information about Walmart can be found by http://corporate.Walmart.com, on Facebook at http://facebook.com/Walmart and on Twitter at http://twitter.com/Walmart.

About Microsoft
Microsoft (Nasdaq “MSFT” @microsoft) enables digital transformation for the era of an intelligent cloud and an intelligent edge. Its mission is to empower every person and every organization on the planet to achieve more.

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Media Contact Information

Walmart Media Relations

U.S.: 1-800-331-0085

news.walmart.com/reporter

Microsoft Media Relations

WE Communications for Microsoft

(425) 638-7777

[email protected]

For Sale – .Apple Mac Mini

Apple Mac mini base model purchased October 2017 and I received as a gift. Comes boxed and complete in excellent condition.

1.4ghz dual core i5 processor

4gb ram

500gb hard drive

Intel hd 5000 graphics

Photo by bigjohnscots

Price and currency: £380 >> £360 >> £350 >> £340
Delivery: Delivery cost is included within my country
Payment method: Bank Transfer
Location: Motherwell
Advertised elsewhere?: Advertised elsewhere
Prefer goods collected?: I have no preference

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  • Landline telephone number. Make a call to check out the area code and number are correct, too
  • Name and address including postcode
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DO NOT proceed with a deal until you are completely satisfied with all details being correct. It’s in your best interest to check out these details yourself.

For Sale – .Apple Mac Mini

Apple Mac mini base model purchased October 2017 and I received as a gift. Comes boxed and complete in excellent condition.

1.4ghz dual core i5 processor

4gb ram

500gb hard drive

Intel hd 5000 graphics

Photo by bigjohnscots

Price and currency: £380 >> £360 >> £350
Delivery: Delivery cost is included within my country
Payment method: Bank Transfer
Location: Motherwell
Advertised elsewhere?: Advertised elsewhere
Prefer goods collected?: I have no preference

______________________________________________________
This message is automatically inserted in all classifieds forum threads.
By replying to this thread you agree to abide by the trading rules detailed here.
Please be advised, all buyers and sellers should satisfy themselves that the other party is genuine by providing the following via private conversation to each other after negotiations are complete and prior to dispatching goods and making payment:

  • Landline telephone number. Make a call to check out the area code and number are correct, too
  • Name and address including postcode
  • Valid e-mail address

DO NOT proceed with a deal until you are completely satisfied with all details being correct. It’s in your best interest to check out these details yourself.

For Sale – .Apple Mac Mini

Apple Mac mini base model purchased October 2017 and I received as a gift. Comes boxed and complete in excellent condition.

1.4ghz dual core i5 processor

4gb ram

500gb hard drive

Intel hd 5000 graphics

Price and currency: £380 >> £360
Delivery: Delivery cost is included within my country
Payment method: Bank Transfer
Location: Motherwell
Advertised elsewhere?: Advertised elsewhere
Prefer goods collected?: I have no preference

______________________________________________________
This message is automatically inserted in all classifieds forum threads.
By replying to this thread you agree to abide by the trading rules detailed here.
Please be advised, all buyers and sellers should satisfy themselves that the other party is genuine by providing the following via private conversation to each other after negotiations are complete and prior to dispatching goods and making payment:

  • Landline telephone number. Make a call to check out the area code and number are correct, too
  • Name and address including postcode
  • Valid e-mail address

DO NOT proceed with a deal until you are completely satisfied with all details being correct. It’s in your best interest to check out these details yourself.

For Trade – Or Sale. Apple Mac Mini

Apple Mac mini base model purchased October 2017 and I received as a gift. Comes boxed and complete in excellent condition.

1.4ghz dual core i5 processor

4gb ram

500gb hard drive

Intel hd 5000 graphics

TRADE :

Looking for a MacBook Air or pro. Must be boxed , complete and in excellent condition.

I will also consider a windows laptop which again must be boxed , complete and in excellent condition. Preferably a thin lightweight laptop to use on my travels.

Price and currency: £380
Delivery: Delivery cost is included within my country
Payment method: Bank Transfer
Location: Motherwell
Advertised elsewhere?: Advertised elsewhere
Prefer goods collected?: I have no preference

______________________________________________________
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By replying to this thread you agree to abide by the trading rules detailed here.
Please be advised, all buyers and sellers should satisfy themselves that the other party is genuine by providing the following via private conversation to each other after negotiations are complete and prior to dispatching goods and making payment:

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  • Valid e-mail address

DO NOT proceed with a deal until you are completely satisfied with all details being correct. It’s in your best interest to check out these details yourself.