>> Voiceover: Live from Orlando, Florida,
it's TheCUBE covering Sapphire Now.
Headline sponsored by SAP HANA Cloud,
the leader in platform-as-a-service
with support from Console Inc., the cloud Internet company.
Now, here are your hosts: John Furrier and Peter Burris.
>> Hey, welcome back, everyone.
We are here live in Orlando, Florida
for Sapphire Now SAP show exclusive coverage
from SiliconANGLE Media is TheCUBE, our flagship program.
We go out to the events
and extract the signal from the noise.
I'm John Furrier with my co-host, Peter Burris,
Head of Research at SiliconANGLE Media.
I want to give a shout out to our sponsors,
SAP HANA Cloud platform, Console Inc., Virtustream,
EMC and Capgemini.
Thanks for your support, we really appreciate it.
Our next guest is Michael Bruchey, who is the SAP Global VP
of Partner Solutions, welcome to theCUBE.
>> Thank you very much. It's an honor to be here.
>> The theme of the ecosystem has been pretty big,
but the ecosystem, as we've been learning on theCUBE,
is that the channels, the VARs, the VAS, the ISVs,
all that stuff going on there,
but the global channel,
your involvement is the big integrated,
it's the much more advanced
traditional SAP partners...
>> Michael: Sure.
>> Back in the old days of Big Six accounting firms
that we're doing in the early day of deployments.
Now, they're doing the cloud.
So what's different now?
What are you guys doing?
Share with the audience some of the things
that you guys are doing today
and you're talking about at Sapphire this week?
>> You know I think one of the big changes and I,
one of the things I'm always curious of is time,
and over generations, how the element of time has changed.
And in the old days, when you talked about the Big Six
or the Big Eight,
it was probably more about implementations.
It was more about how do I get this software to actually run
and do something for me.
And while that's still an important element
that has to get done,
a lot of it today is really about innovation.
And it's how does SAP and how do our business partners
help our customers innovate their business.
So it's not just about implementing a piece
of financial software.
It's about how do they innovate their business
so that they can create
a competitive advantage for themselves.
So I look at it and say, implementations are important.
And we absolutely have to go do that.
But if we don't help our customers innovate
then they might as well just be standing still
because our competition or somebody that doesn't even
exist yet is going to come up with an idea
or a way to go do something that's going to pass them by.
>> It's interesting too that the global challenge
is obviously very effective in terms of obviously,
delivering value to the market.
But it's interesting, you have a customer
who has a customer.
Your customer, customer, customer.
So it's like three levels down,
but the partner's closed to the customer.
So Peter said something on Monday,
I thought it was interesting about the trend we're on.
I want to get your thoughts on this
and how it relates to the innovation piece.
In the old days, it was known processes.
You used unknown technologies that were being figured out
to automate those processes,
deliver those technologies, accounting, ERP.
Now you have unknown processes developing
with known technology.
>> Michael: Sure.
>> And technology's obviously getting developed
more and more.
But the unknown processes, like IoT,
these are used cases where it's a complete digital
transformation on the workflow.
So it's kind of unknown.
So this is where the innovation comes in.
I want to get your thoughts, what innovation aspects
do you see and processes are developing that are getting
a clear line of sight for the partners?
Obviously, Big Data is one, we see that all the time.
But what would you share? What insights?
Spend a minute to talk about that.
>> Yeah, I,
it's a great, I'm glad,
it's a great question because I believe that this is
one of the big differentiators that SAP is bringing
to the market in that,
we talked, I talked a little bit about time
and the importance of getting information
on a real-time basis.
It's interesting, I learned from one of my colleagues
this morning that the R in our earlier products
was for real time.
But their perspective on real time was the fact that
it wasn't on punch guards.
I mean this was at the beginning of our company,
and you think about where we are today.
For our customers, when they innovate the business,
and you look at things like the Internet of Things
and you want that connectivity,
it's not good enough to connect to the systems
they have today because if I can't process that data
in real time, then it doesn't,
what do I do with it?
What service can I provide to my customer?
And that's part of the innovation or the
enabling of innovation that SAP brings to the table with,
as for HANA.
It's the fact that, not only can I help you connect
those devices, those Internet of Things,
but I can help you do something with those devices,
do it in real time and provide that feedback directly
to you, as an organization,
and to your customer immediately.
>> And what's interesting too on the ecosystem playing,
this is highlighted as well.
And I want to get your thoughts on is
as the, these discoveries come up,
people in the trenches who see customer needs
in a vertical or a domain, specific expertise, set,
they see an opportunity to innovate
then they got to actually program it.
So they need a developer approach.
>> Michael: Absolutely.
>> So the developer approach becomes a pretty big deal
so now they see an opportunity of problem to
obstruct the way, the complexity and deliver it.
So again, time is important.
But they have to program it.
It makes you break software.
>> Peter: Yeah.
>> So take a step back and say,
"Okay. How long is that going to take?"
So what's interesting,
the ecosystem you guys are putting together
is a time to value equation.
What's the perspective on that?
I mean cause that becomes now a developer cloud concept,
the cloud from the servers and the ecosystem.
What are you guys seeing there?
And what used cases can you share?
>> I'll give you a real live example for me
and what we do and how we operate our business
with our global business partners.
When we decide to go to market
with a global systems integrator to address this
specific business problem,
it's important for us to be able to track and measure
whether what we're doing is being effective or not.
If we create some sort of a campaign that distributes
that message to our customers or our prospects,
how many of them come forth or actually interested in it,
and do we create business opportunity?
And once we've created a business opportunity,
we get it closed.
Now we really want to track and measure where is it
in the implementation?
When do they go live?
Once they've gone live, let's create a story
so we can share that with the rest of the marketplace
so that people can see the value that other customers
are getting for what we do.
We didn't really have a system to be able to track that.
I came into this role about two years ago,
and for the first year, we took something we had
and we sort of got the duct tape out
and we wrapped it up
and we used it to do the best that we could.
But we realized it really wasn't adequate
for what we wanted to go do.
So we actually contracted with one of our business partners.
And we had them develop an application for us
utilizing HANA Cloud platform.
So it's a HANA Cloud platform-based application.
It's fully integrated with our CRM system.
And the beauty of it is, in the old world,
if you didn't look at the innovative tools
that SAP has available today,
if you went back to the old way of doing things,
it probably would have cost
hundreds of thousands of dollars.
>> Peter: And you wouldn't have gotten it done?
>> We would not, well, and that's part of the reason why
we didn't have anything.
>> That's right.
>> That's because we could never get it done.
>> That's right.
>> So we contract with one of our business partners
who is an expert with HANA Cloud platform,
and they developed an application for us in literally weeks.
>> John: That's awesome.
>> We defined our business requirements.
We used, we used our own technology,
worked with a third-party company,
that's a business partner to go develop an application
that solves a business problem.
Yeah, now we had to go through the exercise of defining
what our business requirements were.
But the fact that we could do that,
and we were able to do it economically,
that's one of those big differences between
the way that we used to do things
and the way that we can do things today.
And that's the important message for our customers
is that if you have to take months or years
and spend thousands and thousands of dollars
to get things done,
your competition will pass you by.
Somebody you don't know even know exists today
will pass you by.
We need to enable them, so that they can be innovative,
they can be quick.
And they can respond to the requirements
that are happening in the marketplace
so that they can create their own innovations.
We did that for ourselves.
We used our own technology to get it done.
>> But the other thing I'm presuming,
I'll bet you,
well, let me put it this way,
there's been a consistent theme here
that the platform approach allows that back end,
that traditional SAP, that stable, that secure,
that compliant foundation,
that it allows innovation to occur in a way
that doesn't freak out the IT organization.
>> Michael: Exactly.
>> And when I say that you probably weren't
going to be able to get it done a few years ago
is that someone within the IT organization
would have come and whacked you with a hammer.
But because you're using your own technology,
and this is a test, this is the question,
to what degree were you no longer,
did you no longer have to run that traditional gauntlet
of getting it up and running and into production
and integrated with the rest of the system?
>> Yeah, so we hadn't spoken about this before.
>> Peter: Yes.
>> And your question's great because I'd indicated that
there was a solution that we had.
I hesitated using the word solution
because it really wasn't designed
for what we were trying to go do.
It was built on technology from somebody else.
It wasn't built on SAP technology.
And there were probably two driving factors to
move off of that system.
Number one,
it didn't adequately meet our business requirements.
But number two, the IT department said the clock is ticking.
>> Yeah.
>> We'll only support this for so long.
You need to move to HANA, and you need to utilize SAP tools
in order to get the support that you're looking for.
So in some respects, we were forced to go do it.
But we were able to embrace and adopt the new technologies
that we have available.
And by doing that, we got ourselves back into something
that was standard, that our IT operation could support.
And get it done much more quickly and get it much,
done much more economically, where in the past,
we could never get it done.
>> So one of the things that's been occurring here at,
on TheCUBE over the past couple of days, John,
we have a lot of interviews with a lot of people
that are part of the overall ecosystem.
And SAP has an enormous amount of talent that's devoted
to try and drive
the productivity and the success
and the value of partners
and the whole ecosystem for customers.
As you look forward, when you think about collaboration,
you heard Hasso talk this morning about
some of the new tech, in his keynotes,
some of the new technologies, some of the ways,
that's going to be, that's going to make it easier
for smart, high quality, high-success people
to work together.
Talk a little bit about
how you think technology's going to make it easier for you
to work with all of the SAP experts and folks
who are trying to bring value to the ecosystem
for customers.
>> Yeah, so today, pretty much all
of our global systems integrators are creating
innovation centers that will allow them to
take advantage of these tools
and to quickly develop and deploy assets
that will help customers solve specific business problems.
And so I believe what we'll be able to have,
and I'm envisioning one in particular
that happens to be in the same town that I live in,
we will be able to work very, very quickly
with that organization and integrate that group
on a global basis.
So it doesn't matter if the business problem
is in the United States or
if the business problem is in Asia Pacific
or in Latin America.
We can create those assets in a single location
and deploy them anywhere across the globe.
And it's interesting when I go around the globe
and I meet with business partners,
sometimes the challenge that they have is to understand
all of the assets that are available
within their own organization.
And with the way that they're setting up these,
and some of them will call them solution centers,
some of them will call them innovation centers.
But essentially, these centers of excellence,
where they had the ability
to bring the right resources together,
who have the industry knowledge,
they have the line of business knowledge.
They've got the technical expertise
that they can develop these kinds of solutions,
that could be deployed in the cloud
and can be deployed anywhere across the globe.
>> Big buzz this week has been the Apple announcement.
>> Sure.
>> Obviously, that's going to impact you guys
cause it's one great sexy announcement.
Everyone loves Apple.
They have billions in the cash, 2/3 overseas.
But then you guys are global company,
Hope we take advantage of that.
That's going to bring a lot of attention to the ecosystem
and more, and certainly put a spring in the step
for developers.
That's going to attract a non-SAP set of...
>> Michael: Yeah.
>> Folks. Yet you guys have an open choice model
where you can buy SAP end to end,
do all the greatness and goodness of SAP.
But for the most part, you might get new customers.
How is that impacting the game?
Cause that's now, opens to SAP.
You have the ecosystem up to a boat load of new
opportunities.
How are you guys structured for that?
What's your thoughts on that?
How are you guys organizing and capture that opportunity?
Are you going to double down the marketing budgets
and go all in?
Cause Apple, you've got a window of opportunity.
The wind's at your back on this one.
>> Michael: Sure.
>> So it's great opportunity.
How are you organizing it?
And how are you taking that to market?
>> I think that one of the things certainly,
as we work with our business partners especially,
it's not about just working with them
where they have their SAP expertise.
That's not, they're not the only people
that communicate either with our customers
or with prospects.
People who aren't our customers.
And so one of the things
that we're really trying to do is to ensure that
where they have digital practices,
and those digital practices aren't necessarily
within the SAP practice at all.
A matter of fact, they're not.
It's really working in collaborating with them
and helping them understand how the SAP today
has the ability to work with them and to work with customers
who haven't necessarily implemented anything of SAP today,
whether you're the smallest enterprise
or you're the largest global corporation,
we have solutions that we can jointly come in together
and solve business problems.
>> And the consumerization of IT's happening,
so that's certainly, is an exclamation point on that.
>> Yeah, I thought Hasso's example today was outstanding.
Because it took something that he's absolutely got
on his app and say
you wouldn't be able to do this any other way.
>> Peter: That's right.
>> And to be able to open SAP up...
>> John: It's huge.
>> To the user regardless of whether it's somebody just
walking down the street
or it's somebody within the four walls of the corporation
and to be able to use those Apple devices
in order to access that information
and to make decisions that have an impact on what they do
day in and day out, it's pretty significant.
>> I mean, I mean it's going to be
a competitive advantage for you guys.
And I think one of the things that's not being discussed
heavily,
maybe because it's one of those things people
don't like to talk about is money making,
huge money making opportunity,
exposing the SAP customer base to all those white space
developer opportunities could be...
>> Sure.
>> Fantastic.
>> Yeah, well yeah. And it also opens it up to
a set of developers who may not have historically
even looked at developing on an SAP platform.
>> Michael, thanks so much for spending the time
on TheCUBE.
We really appreciate great conversations,
great insights, sharing the data here on TheCUBE.
TheCUBE ecosystem's growing at a new CUBE alumni,
Michael, welcome to TheCUBE, appreciate it.
We're live here at SAP Sapphire.
You're watching TheCUBE.
(chill-out music)