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Obtain development system: SAP recently launched new “free tier services” in which you as partner can get going with exploring and learning with free access to some SAP BTP web services. Access to these guidelines is free of charge, no surprise here. Certification of developers on SAP BTP is recommended and has a cost, but certification of resources is not a hard requirement to get a solution approved as an SAP industry cloud solution. Learn SAP BTP: SAP provides a lot of eLearning and “boot camps” free of charge. Check out the “journey” link below for further guidance and enablement. Understand cloud mindset: no cost to SAP here. Thus, no cost here! The same is true for PE service partners. Adding PE build track used to have an extra cost for a PE sell partner, but for more than a year SAP has removed this fee. Thus, PE sell partner needs to add a PE build track to their contractual framework with SAP. The PE sell contract covers reselling of SAP IP, but building and commercializing partner IP is something else. Study PE build contract: First of all: to build (any) IP on top of SAP technology and commercialize it, a partner must have an appropriate contract with SAP. Partners typically start with “uplifting” one of their existing solutions to the cloud or productizing their existing service offerings. Please see the end of this blog post for a link to more details of each aspect of the journey.ĭecide what to build: as a partner, you decide what to build – so there is no cost here. Related to this journey, in this blog post, I reflect only of the “cost” element. Obviously, some partners might already have taken some steps and thus have less work to do. The above diagram shows the topics a channel partner needs to get under control and execute when building their first industry cloud solution. I recommend reading this interview with SAP’s Chief Partner Officer Karl Fahrbach. Living off services only is not the future. SAP considers a “next gen partner” to be a partner who develops and sells IP.

The good news is that SAP has done a lot in the last year to make it easier for channel partners to build intellectual property (IP) on SAP BTP. In this blog post I try to answer one of the most asked questions I get from channel partners: “What do I have to pay SAP when developing an industry cloud solution on SAP BTP?” This blog post is mainly targeted at SAP’s channel partners and PE sell partners, but the blog post might be interesting for any partner considering building an Industry Cloud solution on SAP BTP. Within SAP I am responsible for the topic of SAP’s industry cloud for channel partners.

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