WITHIN REACH – bridging the gap between Partner planning and execution

Working together with our partner ecosystem in EMEA South, we’ve introduced a new programme to drive one, co-ordinated approach to delivering end-to-end enablement for our partners, called REACH. Ultimately, this programme is about SAP and our partners working collaboratively together, to deliver one goal: to drive more joint revenue, increasing joint coverage and supporting more customers across the region. It’s all about collaboration and partnership.

 With this new programme we aim to bridge the gap between a partner’s business plan through to successful execution, lead delivery and an increase in solution coverage.

 Why?

Partners have the expertise and the customer engagement, but they often needed additional support with planning and marketing to nurture leads into opportunities. Reach gives partners access to experts within SAP that can guide them on this journey to enable them to become more successful in meeting customer needs.

 How does it work?

REACH kicks off with an in-depth, face-to-face, enablement and business plan review session between SAP and partners: a session that clearly identifies the vertical opportunities in the partner’s target market place.

 Then, in tandem with SAP’s teams of solution specialists, partners are challenged to develop a proposition to the gaps identified. If the proposition isn’t water-tight, it will need to be revised based on the delivered input. Once a proposition is given the SAP stamp of approval, it’s ready to go-to the market previously identified during the territory planning session.

 But the key point to note here is that REACH has been specifically designed to drive more consistent follow-up and support for our partners. This will only be successful if we work together with our partners to deliver results through the ongoing support of SAP’s sales, pre-sales and technical readiness teams.

 What’s in it for the Partner?

Ultimately this is about delivering qualified leads and providing on-going support. The only cost to our partners is time. But the benefits are leads and a full commitment from us to deliver clear enablement.

 What our Partners Think

Olivier Géhin of Engageo, an SAP silver partner based in Paris, the Ivory Coast and Tunisia, is a specialist in delivering S/4HANA supply chain management solutions for customers in the health, pharmaceutical and retail manufacturing industries. He says REACH is vital to his company’s continued success.

“REACH is about getting to a far more partner-orientated business in the GB space”, he says. “It’s a programme that enables the capabilities of a partner across pre-sales, sales, consulting, proof of concept and delivery. This is particularly key for companies like ours where we have the expertise to deliver but are not necessarily able to always provide the right capabilities at the right time, due to our size [Engageo has 50 employees]. “Ultimately, there’s a promise from SAP that they want to help us to accelerate our sales cycles.”

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