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6 Takeaways From SAP's New Channel Chief Karl Fahrbach

Fahrbach spoke to reporters following his recent appointment as SAP's top channel executive. Here are six key points SAP channel partners need to know about.

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Customer Success Is The Metric

SAP is focusing on "customer success" as a way of measuring how the vendor is meeting customers' needs. And that will be a key metric for measuring how SAP's channel partners are doing as well, Fahrbach said.

The channel chief said SAP has stopped looking at the channel as just a sales conduit, seeing it instead "playing a key role" in making SAP customers successful in using SAP products.

That means partners will be rewarded not just for sales growth, but also on such metrics as customer satisfaction, customer retention and customer subscription renewals, Fahrbach said.

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