From HP to SAP: Channel VP Meaghan Sullivan’s First 6 Weeks
Channel veteran Meaghan Sullivan jumped from Hewlett-Packard (NYSE: HPQ) to SAP (NYSE: SAP) about six weeks ago. As VP of Global Channel Marketing at SAP, Sullivan sees multiple partner opportunities — from Big Data to mobile device management — going forward. But how will Sullivan help SAP partners to accelerate their sales? Here's the update.
"I come from a company [HP] that has an established channel. Coming to SAP, we have a great foundational channel model here but it's at the adolescent stage."
SAP wants 40 percent of its software revenue to come from partners by 2015. That figure includes indirect revenue and revenue from third-party solutions. Right now, the figure is about 33 percent.
How will SAP accomplish lift its partner-generated revenues? Sullivan points to the people, noting that SAP's channel team includes a growing number of seasoned leaders — such as fellow HP veteran Kevin Gilroy.
Sullivan mentioned several channel partner opportunities going forward, including:
- SAP's buyout of SuccessFactors, a "great cloud HR tool" that brings partner opportunity in the SMB market.
- HANA Edge for SMB. A big data opportunity that's "growing exponentially and exceeding expectations."
- Sybase Afaria, a mobile device management tool that some of SAP's largest customers are embracing.
And of course there are key brands like BusinessByDesign and SAP's ERP software portfolio.
Partner Marketing Initiatives
So how will Sullivan help to empower channel partners? Her responsibilities include:
- Demand generation and enablement programs for partners, delivering mutual profitability for the partner and SAP
- Marketing enablement programs
- Expanding SAP's brand with partner branding brand
- A distribution expansion strategy
That's right: Distributors are very important to SAP going forward, particularly in the SMB space — which SAP calls SME (small and midsize enterprise). Stay tuned for more on that…