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Customer Stories: SAP


A World-Class MDF Program

The Client

As the market leader in enterprise application software, SAP helps companies of all sizes and industries run better. From back office to boardroom, warehouse to storefront, desktop to mobile device – SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. SAP applications and services enable more than 248,500 customers to operate profitably, adapt continuously, and grow sustainably.


The Business Challenge

Meaghan-Sullivan.jpg“SAP was looking for an end-to-end evaluation on our MDF model and partner platform,” according to Meaghan Sullivan, Vice President of Global Channel Marketing.  The MDF program and processes needed to be updated to become a world-class channel marketing funds program to ensure SAP’s alignment with other industry leaders and partner expectations. In addition, they were “looking for competitive benchmarking and best in class across the industry for leveraged learning. Our criteria was to have a neutral third party to conduct the information to ensure that the information we would present internally would be received in a non-biased way.”

"PartnerPath is extremely knowledgeable on the program and industry best practices with deep subject matter knowledge."
– Meaghan Sullivan, Vice President of Global Channel Marketing at SAP

A Successful Engagement

PartnerPath began by conducting a Best Practices industry benchmark across MDF program elements for SAP’s current program. We then provided SAP with information on how to implement processes, documentation and policies, recommendations for performance measurement and reporting, how to create standard, global ROMI for applicable activities as well as suggested improvements for planning and approval processes, claim, reimbursement and ROI processes, timing on process lifecycle and automation and reporting.

Lisa-Penn-SAP.jpgAccording to Sullivan and Lisa Penn, Senior Director of Global Channel Marketing Strategic Initiatives, PartnerPath provided a “detailed, phased recommendation on how to not only bring our program to standard but how to drive innovation through the program to be best in industry.” In conducting the best practices industry benchmark, “The interview process was open, thorough and comprehensive. Because they were a third party vendor, PartnerPath was able to ask internal SAP employees very specific questions and receive very candid and specific feedback from internal stakeholders and partners that was ‘unfiltered’ and reflective of true reality and experience.” PartnerPath practiced “excellent project management where meeting cadence was met regularly and progress was well documented. When a problem or concern arose the core team was open minded and flexible regarding resolution.” Sullivan concluded by saying of the end product: “excellent executive summary as well as a detailed read-out to our key stakeholders with all the background information and details.”


The PartnerPath Touch

We are particularly proud of what makes PartnerPath stand out from other companies. Sullivan and Penn pointed out that the PartnerPath team is “extremely knowledgeable on the program and industry best practices with deep subject matter knowledge, giving credibility to the overall effort with external expertise and industry knowledge.” Sullivan and the SAP team “loved the professionalism and how patient they were in walking us through the program, helping to guide us as we went along. PartnerPath was flexible in working with us to ensure they deliver what we needed and we didn’t have scope creep. They broke down internal barriers by being neutral and objective and met the program on timelines and delivered all key milestones within the agreed upon timeline.”

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