SAP

SAP’s decision to shift partner MDF to only cloud-related deals has paid off, executives said.

Chief partner officer Karl Fahrbach said partners have adopted more cloud solutions following the compensation shift it made earlier this year.

“… we said all of the business development funds, marketing development funds and all of the commissions that we pay are going to be only for cloud,” Fahrbach said.

The move is working, he added.

“Compensation drives behavior,” he said.

Similarly, SAP is no longer compensating its internal sales team for on-premises sales.

SAP also gave updates on its business transformation solutions suite, Rise with SAP. As of last month, SAP had certified approximately 900 partners for Rise with SAP. SAP executives were speaking at the SAP Sapphire conference in Orlando.

Jeffrey Schwartz covered the news.