Pablo Signorelli on his highlights of 2021 and his vision for in 2022

Spotlight on... Midmarket Success

Pablo Signorelli, Senior Vice President, Midmarket & Partners EMEA South, shares his review of 2021 and looks ahead to 2022 with key advice for partners.

Inside Track: Pablo, as we near the close of 2021, can you outline the top highlights for you from the last 12 months?

Pablo Signorelli: Firstly, our ambition to have Midmarket more relevant for the region was realised: we grew faster than large enterprise. Midmarket is more relevant for the region and that was the case in every single Market Unit across EMEA South.

Secondly, the indirect sales that we closed with our partners grew more in 2021 than in the previous year. The numbers speak for themselves: cloud grew by 69% in midmarket (year to date), and cloud indirect sales grew by 113% (ytd).

IT: Where have you seen real growth & success?

PS: RISE was the solution that helped that growth the most. Our partners have embraced it and our customers understand it, and the growth in indirect sales and in cloud with our partners was all thanks to RISE.

In addition, CCFlex – the initiative that we launched during the year to help our partners with their cloud business – has proven to be extremely popular.

IT: Looking ahead to 2022, where do you see the key priorities lying? PS: There are three key areas we’ll be focusing on with our partners.

Firstly, we want to see continued growth in the cloud. The last year saw the entire market regiontransition from on-prem to the cloud and it’s here to stay. This is the future. Specifically, we would like to see our partners developing their own intellectual property (IP) and leveraging S4H public cloud.

Secondly, we want to work with our partners and help them to MOVE their install base to RISE.

Thirdly, we’re looking for big investment in Net New Names (NNN), so that we can continue our growth across midmarket.

IT: What should partners be doing now to prepare for success in 2022 and how will SAP help them to get there?

PS: I would encourage our partners to work with us and our sales teams to build their pipeline for next year. There will be plenty of programmes and initiatives, such as enablement sessions, to help them to develop IP on public cloud. I’d ask them to contact their Partner Business Managers to discuss their plans for 2022. Here’s to an exciting year ahead. ■

Connect with Pablo via Linkedin