SAP SE (SAP): Business Model Canvas

In der dynamischen Landschaft der Unternehmenssoftware steht SAP SE als transformatives Kraftpaket da und revolutioniert die Art und Weise, wie Unternehmen Technologie nutzen, um digitale Innovationen voranzutreiben. Mit einem sorgfältig ausgearbeiteten Business Model Canvas, das strategische Partnerschaften, modernste technologische Fähigkeiten und umfassende Lösungen umfasst, hat sich SAP als weltweit führender Anbieter von Unternehmenssoftware und Cloud-Technologien positioniert. Von der Stärkung großer Konzerne bis hin zur Unterstützung kleiner und mittlerer Unternehmen integriert der einzigartige Ansatz von SAP fortschrittliche Analysen, intelligente Technologien und branchenspezifische digitale Transformationsstrategien, die operative Exzellenz im modernen Geschäftsökosystem neu definieren.

SAP SE (SAP) – Geschäftsmodell: Wichtige Partnerschaften

Strategische Cloud-Anbieter-Partnerschaften

SAP hat wichtige Partnerschaften mit großen Cloud-Anbietern aufgebaut:

Cloud-Anbieter	Einzelheiten zur Partnerschaft	Gründungsjahr
Microsoft Azure	Umfassende Zusammenarbeit in der Cloud-Infrastruktur	2017
Amazon Web Services (AWS)	Gemeinsame Cloud-Migrations- und Bereitstellungslösungen	2016

Technologiepartnerschaften

Zu den Technologiepartnerschaften von SAP gehören:

• IBM: Unternehmenssoftware-Integration und Cloud-Lösungen
• Intel: Hardwareoptimierung und Leistungssteigerung
• Google Cloud: Zusammenarbeit zwischen KI und maschinellem Lernen

Globale Systemintegratoren und Beratungsunternehmen

Partner	Fokus auf Zusammenarbeit	Auswirkungen auf den Jahresumsatz
Accenture	Beratung zur Unternehmenstransformation	1,2 Milliarden US-Dollar
Deloitte	Digitale Implementierungsdienstleistungen	980 Millionen Dollar
Capgemini	Cloud- und digitale Lösungen	750 Millionen Dollar

Zusammensetzung des Partnernetzwerks

Statistiken zum Partner-Ökosystem von SAP:

• Gesamtzahl der Partner: 21.700
• Softwareanbieter: 1.900
• Hardware-Anbieter: 650
• Systemintegratoren: 1.350

Finanzielle Auswirkungen der Partnerschaft

Kategorie „Partnerschaft“.	Jährlicher Umsatzbeitrag	Wachstumsrate
Partnerschaften mit Cloud-Anbietern	2,5 Milliarden US-Dollar	18.3%
Technologiepartnerschaften	1,8 Milliarden US-Dollar	15.7%
Beratungspartnerschaften	3,2 Milliarden US-Dollar	22.5%

SAP SE (SAP) – Geschäftsmodell: Hauptaktivitäten

Entwicklung von Unternehmenssoftware und Erstellung von Cloud-Lösungen

Im Jahr 2022 investierte SAP 5,22 Milliarden Euro in Forschung und Entwicklung. Das Unternehmen entwickelte 25 Cloud-Lösungen für verschiedene Unternehmenssegmente.

Softwarekategorie	Entwicklungsinvestitionen	Jährliche Cloud-Lösungen
Unternehmensressourcenplanung	1,8 Milliarden Euro	8 Lösungen
Kundenerfahrung	750 Millionen Euro	6 Lösungen
Geschäftsanalysen	600 Millionen Euro	5 Lösungen

Forschung und Entwicklung in den Bereichen KI, maschinelles Lernen und Unternehmenstechnologien

SAP investierte im Jahr 2022 17,4 % des Gesamtumsatzes in Forschung und Entwicklung und konzentrierte sich dabei auf neue Technologien.

• Entwicklung von KI-gestützten Unternehmenslösungen
• Verbesserung des Algorithmus für maschinelles Lernen
• Forschungspartnerschaften im Bereich Quantencomputing

Kundensupport und Implementierungsdienste

SAP betreute im Jahr 2022 weltweit 437.000 Kundeninstallationen mit engagierten Supportteams.

Support-Kategorie	Anzahl der Spezialisten	Durchschnittliche Reaktionszeit
Technischer Support	12.500 Fachkräfte	2,5 Stunden
Implementierungsberater	8.700 Experten	24-48 Stunden

Kontinuierliche Innovation in Unternehmenssoftware und digitalen Transformationslösungen

SAP hat im Jahr 2022 42 neue digitale Transformationslösungen auf den Markt gebracht, die auf branchenspezifische Herausforderungen abzielen.

• Plattformen für Nachhaltigkeitsmanagement
• Intelligente Tools zur Optimierung von Unternehmensressourcen
• Branchenübergreifende digitale Transformations-Frameworks

SAP SE (SAP) – Geschäftsmodell: Schlüsselressourcen

Hochqualifizierte Arbeitskräfte aus Technologieexperten

Im vierten Quartal 2023 beschäftigte SAP weltweit 111.566 Mitarbeiter. Zusammensetzung der Belegschaft:

Region	Anzahl der Mitarbeiter
Europa	56,782
Amerika	32,445
Asien-Pazifik	22,339

Umfangreiche Patente für geistiges Eigentum und Software

SAP hält 10.482 aktive Patente ab 2023, mit Schwerpunkten:

• Cloud-Computing-Technologien
• Unternehmenssoftwarelösungen
• Algorithmen für maschinelles Lernen
• Datenanalyseplattformen

Erweiterte Cloud-Infrastruktur und Rechenzentren

Globale Investitionen in die Cloud-Infrastruktur im Jahr 2023: 2,3 Milliarden Euro

Standorte von Rechenzentren	Anzahl der Einrichtungen
Europa	18
Nordamerika	12
Asien-Pazifik	9

Robuste Forschungs- und Entwicklungskapazitäten

F&E-Ausgaben im Jahr 2023: 5,74 Milliarden Euro, was 17,4 % des Gesamtumsatzes entspricht

• 5.672 engagierte F&E-Experten
• 12 große Forschungszentren weltweit
• Konzentrieren Sie sich auf KI, maschinelles Lernen und Quantencomputing

Globales Netzwerk von Technologie- und Innovationszentren

Netzwerk Innovationszentren:

Region	Anzahl der Innovationszentren
Europa	7
Nordamerika	5
Asien-Pazifik	4

SAP SE (SAP) – Geschäftsmodell: Wertversprechen

Umfassende Unternehmenssoftwarelösungen zur Geschäftsprozessoptimierung

SAP bietet Unternehmenssoftwarelösungen mit einem Gesamtumsatz von 30,25 Milliarden Euro im Jahr 2023. Das Unternehmen bietet End-to-End-Geschäftsprozessoptimierung über mehrere Domänen hinweg.

Softwarekategorie	Jahresumsatz (€)	Marktanteil
Unternehmensressourcenplanung (ERP)	11,2 Milliarden	22.7%
Cloud-Unternehmenssoftware	9,6 Milliarden	18.3%
Geschäftsanalysen	5,4 Milliarden	15.6%

Integrierte Cloud-basierte und On-Premise-Softwareplattformen

SAP bietet hybride Softwarebereitstellung mit einem Umsatzwachstum von 74 % bei Cloud-Abonnements im Jahr 2023.

• S/4HANA Cloud: 31.000 Kunden
• SAP Business Technology Platform: 19.500 Kunden
• Abdeckung der Cloud-Infrastruktur: über 140 Länder

Fortschrittliche Analytik und intelligente Technologien

SAP investierte im Jahr 2023 5,2 Milliarden Euro in Forschung und Entwicklung mit Schwerpunkt auf KI- und maschinellen Lerntechnologien.

Technologie	Investition (€)	Kundenakzeptanz
KI-gestützte Lösungen	1,8 Milliarden	42.000 Unternehmenskunden
Plattformen für maschinelles Lernen	1,3 Milliarden	35.000 Unternehmenskunden

Branchenspezifische Lösungen für die digitale Transformation

SAP bedient 25 Branchen mit spezialisierten Softwarelösungen.

• Fertigung: 8.500 Kunden
• Gesundheitswesen: 4.700 Kunden
• Finanzdienstleistungen: 6.200 Kunden
• Einzelhandel: 5.300 Kunden

Skalierbares und flexibles Business-Software-Ökosystem

SAP bietet modulare Softwarelösungen für insgesamt 437.000 Kunden weltweit an.

Software-Ökosystem	Kundensegmente	Globale Reichweite
Unternehmenslösungen	Große Unternehmen	99 der Fortune-100-Unternehmen
Lösungen für den Mittelstand	Kleine und mittlere Unternehmen	84 % des globalen KMU-Marktes

SAP SE (SAP) – Geschäftsmodell: Kundenbeziehungen

Dedizierter Enterprise-Kundensupport

SAP bietet umfassenden Kundensupport mit 24.000 Support-Experten weltweit. Das Unternehmen weist im Jahr 2023 eine Support-Zufriedenheitsrate von 88 % auf. Die durchschnittliche Reaktionszeit bei kritischen Unternehmensproblemen beträgt 2 Stunden.

Support-Kanal	Jährliches Supportvolumen	Durchschnittliche Lösungszeit
Telefonsupport	135.000 Vorfälle	4,2 Stunden
Online-Support	287.000 Vorfälle	3,7 Stunden

Langfristiges strategisches Account Management

SAP betreut weltweit über 425.000 Unternehmenskunden. Das Unternehmen verfügt über dedizierte Account-Management-Teams für 92 % seiner Top-Unternehmenskunden.

• Durchschnittliche Dauer der Unternehmenskundenbeziehung: 8,3 Jahre
• Verlängerungsrate für strategische Unternehmenskonten: 94 %
• Durchschnittlicher jährlicher Vertragswert: 2,4 Millionen US-Dollar

Kontinuierliche Software-Updates und -Verbesserungen

SAP investiert jährlich 5,2 Milliarden Euro in Forschung und Entwicklung. Die Häufigkeit der Softwareaktualisierungen beträgt vierteljährlich, mit 4 großen Veröffentlichungszyklen pro Jahr.

Aktualisierungshäufigkeit	F&E-Investitionen	Jährliche Produktverbesserungen
Vierteljährlich	5,2 Milliarden Euro	387 neue Funktionen

Professionelle Schulungs- und Zertifizierungsprogramme

SAP bietet umfassende Schulungen mit 2.300 zertifizierten Schulungspartnern weltweit an. Im Jahr 2023 haben 345.000 Fachkräfte SAP-Zertifizierungsprogramme abgeschlossen.

• Anzahl der Zertifizierungsstrecken: 18
• Durchschnittliche Zertifizierungskosten: 750 €
• Abschlussquote der Online-Schulung: 76 %

Community-gesteuerte Innovationsplattformen

SAP unterhält das SAP Community Network mit 3,5 Millionen registrierten Mitgliedern. Zu den jährlichen Gemeinschaftsbeiträgen zählen 287.000 technische Diskussionen und 42.000 Lösungsvorschläge.

Community-Metrik	Jahresvolumen	Aktive Teilnahmequote
Registrierte Mitglieder	3,5 Millionen	62%
Technische Diskussionen	287,000	48%

SAP SE (SAP) – Geschäftsmodell: Kanäle

Direktvertrieb

SAP unterhält ab 2023 ein globales Direktvertriebsteam von 22.735 Vertriebsprofis. Das Direktvertriebsteam erwirtschaftet durch Kundenengagements auf Unternehmensebene einen Jahresumsatz von rund 13,5 Milliarden Euro.

Vertriebsregion	Anzahl der Vertriebsmitarbeiter	Umsatzbeitrag
Nordamerika	7,450	4,8 Milliarden Euro
Europa	9,215	5,6 Milliarden Euro
Asien-Pazifik	5,120	3,1 Milliarden Euro

Digitale Online-Verkaufsplattformen

Die digitalen Vertriebsplattformen von SAP erwirtschaften 35 % des gesamten Softwareumsatzes und machen im Jahr 2023 etwa 4,7 Milliarden Euro aus.

• SAP Store: Direkter Software- und Cloud-Service-Marktplatz
• Cloud-Plattform: Digitale Einkaufs- und Umsetzungsplattform
• SAP.com: Portal zur Entdeckung und Beschaffung von Unternehmenslösungen

Partner-Ökosystem und Reseller-Netzwerke

Das SAP-Partnernetzwerk umfasst 24.500 globale Partner und generiert einen indirekten Umsatz von 6,2 Milliarden Euro.

Partnerkategorie	Anzahl der Partner	Umsatzbeitrag
Technologiepartner	8,750	2,1 Milliarden Euro
Implementierungspartner	12,350	3,5 Milliarden Euro
Beratungspartner	3,400	0,6 Milliarden Euro

Digitale Marketing- und Kommunikationskanäle

SAP investiert jährlich 425 Millionen Euro in digitales Marketing über mehrere Kanäle.

• LinkedIn: 1,8 Millionen Follower
• Twitter: 1,2 Millionen Follower
• YouTube: 350.000 Abonnenten
• Budget für digitale Werbung: 185 Millionen Euro

Branchenkonferenzen und Technologieveranstaltungen

SAP veranstaltet und nimmt jährlich an 125 globalen Technologiekonferenzen teil und erreicht 250.000 Unternehmensfachleute.

Ereignistyp	Anzahl der Ereignisse	Geschätztes Publikum
JETZT SAP SAPPHIRE	1 globale Konferenz	50.000 Besucher
Regionale Technologiegipfel	45 Veranstaltungen	150.000 Besucher
Partnerkonferenzen	79 Veranstaltungen	50.000 Besucher

SAP SE (SAP) – Geschäftsmodell: Kundensegmente

Große Unternehmen

SAP betreut 99 der 100 weltweit führenden Unternehmen verschiedener Branchen. Der durchschnittliche jährliche Vertragswert für große Unternehmenskunden liegt zwischen 5 und 50 Millionen US-Dollar.

Industrie	Anzahl der Unternehmenskunden	Geschätzter Jahresumsatz
Herstellung	8,500	2,3 Milliarden US-Dollar
Finanzdienstleistungen	6,200	1,7 Milliarden US-Dollar
Gesundheitswesen	4,100	1,1 Milliarden US-Dollar

Mittelständische Unternehmen

SAP richtet sich an rund 250.000 mittelständische Unternehmen weltweit, wobei die Vertragswerte typischerweise zwischen 500.000 und 5 Millionen US-Dollar pro Jahr liegen.

• Durchschnittliche jährliche Ausgaben pro mittelständischem Kunden: 1,2 Millionen US-Dollar
• Penetrationsrate im europäischen Mittelstand: 42 %
• Abdeckung des nordamerikanischen Mittelstands: 38 %

Kleine und mittlere Unternehmen

Die SAP Business One-Plattform bedient über 100.000 kleine und mittlere Unternehmen weltweit mit Vertragswerten zwischen 50.000 und 500.000 US-Dollar pro Jahr.

Region	KMU-Kunden	Marktdurchdringung
Europa	45,000	27%
Nordamerika	35,000	22%
Asien-Pazifik	20,000	15%

Regierung und Organisationen des öffentlichen Sektors

SAP betreut weltweit über 3.500 Regierungs- und öffentliche Organisationen mit Vertragswerten zwischen 2 und 25 Millionen US-Dollar.

• Bundesaufträge: 1.200 Organisationen
• Staatliche und lokale Regierungsaufträge: 2.300 Organisationen
• Durchschnittlicher jährlicher Vertragswert: 7,5 Millionen US-Dollar

Branchenspezifische vertikale Märkte

SAP bietet spezialisierte Lösungen für 25 verschiedene Branchen mit gezielten Kundensegmenten und maßgeschneiderten Unternehmenslösungen.

Vertikaler Markt	Anzahl der Kunden	Geschätzter Jahresumsatz
Einzelhandel	6,800	1,9 Milliarden US-Dollar
Telekommunikation	4,500	1,3 Milliarden US-Dollar
Energie und Versorgung	3,200	900 Millionen Dollar

SAP SE (SAP) – Geschäftsmodell: Kostenstruktur

Erhebliche Investition in Forschung und Entwicklung

Im Jahr 2023 investierte SAP 6,55 Milliarden Euro in Forschung und Entwicklung, was 17,4 % des Gesamtumsatzes entspricht. Das Unternehmen beschäftigte weltweit 31.776 Forschungs- und Entwicklungsfachkräfte.

Jahr	F&E-Investitionen	Prozentsatz des Umsatzes
2023	6,55 Milliarden Euro	17.4%
2022	6,24 Milliarden Euro	16.8%

Globale Ausgaben für Personal und Talentakquise

Die gesamten Personalaufwendungen von SAP beliefen sich im Jahr 2023 auf 23,47 Milliarden Euro und deckten 107.809 Mitarbeiter weltweit ab.

• Durchschnittlicher Personalaufwand pro Mitarbeiter: 217.500 €
• Gesamtkosten für Rekrutierung und Schulung: 412 Millionen Euro

Wartung der Cloud-Infrastruktur und -Technologie

Die Wartungskosten für Cloud-Infrastruktur und Technologie für SAP beliefen sich im Jahr 2023 auf insgesamt 4,89 Milliarden Euro.

Kostenkategorie	Betrag
Cloud-Infrastruktur	3,12 Milliarden Euro
Technologiewartung	1,77 Milliarden Euro

Betriebskosten für Marketing und Vertrieb

Die Marketing- und Vertriebsaufwendungen von SAP beliefen sich im Jahr 2023 auf 8,76 Milliarden Euro.

• Marketingausgaben: 3,42 Milliarden Euro
• Vertriebsbetriebskosten: 5,34 Milliarden Euro

Kontinuierliche Produktentwicklung und Innovation

Die Investitionen in Produktentwicklung und Innovation beliefen sich im Jahr 2023 auf 2,31 Milliarden Euro.

Innovationsbereich	Investition
KI und maschinelles Lernen	987 Millionen Euro
Unternehmenssoftware-Innovation	1,32 Milliarden Euro

SAP SE (SAP) – Geschäftsmodell: Einnahmequellen

Cloud-Abonnementdienste

Im Geschäftsjahr 2022 erreichte der Cloud-Umsatz von SAP 9,22 Milliarden Euro, was einem Wachstum von 35 % gegenüber dem Vorjahr entspricht. Konkret beliefen sich die Erlöse aus Cloud-Abonnements und -Support auf 8,08 Milliarden Euro.

Cloud-Umsatzsegment	Umsatz 2022 (Milliarden €)	Wachstumsrate
Gesamter Cloud-Umsatz	9.22	35%
Cloud-Abonnement und Support	8.08	33%

Softwarelizenzgebühren

Der Softwarelizenzumsatz von SAP belief sich im Jahr 2022 auf 4,07 Milliarden Euro, was einem leichten Rückgang von 1 % gegenüber dem Vorjahr entspricht.

Professionelle Beratungs- und Implementierungsdienste

Der Dienstleistungsumsatz für SAP belief sich im Jahr 2022 auf insgesamt 4,44 Milliarden Euro und umfasste Implementierungs-, Beratungs- und Schulungsdienstleistungen.

Servicetyp	Umsatz 2022 (Milliarden €)
Professionelle Dienstleistungen	4.44

Support- und Wartungsverträge

Die Supporteinnahmen wurden in Cloud-Abonnements und -Support integriert und beliefen sich im Jahr 2022 auf insgesamt 8,08 Milliarden Euro.

Einnahmen aus Schulungs- und Zertifizierungsprogrammen

Die Schulungsumsätze waren Teil des Dienstleistungssegments und trugen zum Gesamtumsatz aus Dienstleistungen in Höhe von 4,44 Milliarden Euro bei.

• Der Gesamtumsatz von SAP belief sich im Jahr 2022 auf 29,66 Milliarden Euro
• Der Cloud- und Softwareumsatz belief sich auf 13,29 Milliarden Euro
• Der Dienstleistungsumsatz belief sich auf 4,44 Milliarden Euro

SAP SE (SAP) - Canvas Business Model: Value Propositions

You're looking at the core promises SAP SE is making to its customers as of late 2025. These aren't abstract goals; they are backed by massive investment and measurable results in the shift to the cloud and AI.

Integrated, mission-critical ERP for core business processes (Finance, Supply Chain, HR)

SAP SE continues to anchor its value proposition in providing the integrated, mission-critical Enterprise Resource Planning (ERP) backbone for the world's largest businesses. This is evident in the performance of its core cloud offering. For the third quarter of 2025, the Cloud ERP Suite revenue grew 31% at constant currencies, reaching €4.59 billion. This sustained growth shows customers are relying on the unified platform for Finance, Supply Chain, and HR processes. The overall shift to a subscription model is clear: by Q3 2025, the share of more predictable revenue stood at 87%. This contrasts sharply with the legacy business, where software licenses revenue decreased by 43% in Q3 2025 to just €0.16 billion.

The urgency to adopt this integrated core is driven by the sunsetting of older systems. Mainstream support for SAP ERP Central Component (ECC) ends on December 31, 2027. To put the scale of the remaining work in perspective, while approximately 37% of worldwide ECC customers had started their transition by early 2025, industry data from mid-2024 suggested over 60% of ECC customers had yet to purchase S/4HANA licenses.

Embedded Business AI and Generative AI (Joule) for automated workflows and insights

The intelligence layer is now inseparable from the core offering. SAP SE is pushing its generative AI assistant, Joule, to be omnipresent. By the end of 2025, SAP Business AI is on track to feature more than 400 AI features, adding to the over 1,900 existing Joule skills. This isn't just about chatbots; it's about deep process automation. For example, demand planners using the generative AI summary embedded in Integrated Business Planning can see productivity in forecast analysis boosted by 25%.

The integration strategy is aggressive. The bidirectional integration of Joule and Microsoft 365 Copilot was expected to be complete in Q3 2025, creating a unified AI experience across systems. This focus on embedded, context-aware AI is a primary driver for cloud adoption, as many of these features are exclusive to the cloud versions of S/4HANA.

Here's a snapshot of the AI integration:

• Joule Skills: Over 1,900 available as of late 2025.
• Total AI Features: Target of over 400 by year-end 2025.
• Copilot Integration: Bidirectional link with Microsoft 365 Copilot targeted for Q3 2025 completion.
• Productivity Gain: 25% boost in forecast analysis productivity noted in one use case.

Simplified cloud migration and adoption via the RISE with SAP all-in-one subscription model

The RISE with SAP offering is the primary vehicle for simplifying the move away from legacy on-premises systems. It bundles SAP S/4HANA Cloud, infrastructure, and transformation tools under a single contract, aiming for a 'one hand to shake' model. This simplification is critical given the complexity of customer landscapes; thousands of customers are already leveraging these cloud solutions.

The financial success of this strategy is reflected in the overall cloud performance. For 2025, SAP forecasts cloud revenue to hit between €21.6 billion and €21.9 billion at constant currencies, representing 26% to 28% growth. By Q3 2025, cloud revenue accounted for 58% of total sales, up from 51% the prior year. This recurring revenue stream underpins the company's stability, with the current cloud backlog growing 27% year-over-year in Q3 2025 to €18.8 billion.

Digital sovereignty and compliance solutions, especially for highly regulated European sectors

You're seeing a massive strategic pivot toward data residency and regulatory control, especially in Europe. SAP SE has committed a €20+ billion investment to its Sovereign Cloud initiative. This is a direct response to global data localization trends and regulations like GDPR. In November 2025, SAP unveiled the EU AI Cloud, which unifies its sovereign AI and cloud offerings, ensuring EU data residency and full sovereignty.

The market opportunity is huge, with the sovereign cloud market projected to reach €648.87 billion by 2033. SAP is backing this with concrete infrastructure spending, including €2 billion in Germany and €250 million in the UK. For highly regulated industries, running the Cloud ERP Private edition can deliver tangible ROI, with organizations realizing $8.9 million in annual benefits.

The value proposition here is control without sacrificing innovation:

Sovereignty Pillar	SAP Sovereign Cloud Element	Compliance Focus
Data Sovereignty	Data localized in national borders (e.g., Germany, France)	GDPR, national data laws
Operational Sovereignty	Operations managed by locally credentialed SAP personnel	National security standards
Legal Sovereignty	Frameworks aligned with local legal requirements	ITAR, PIPEDA, GDPR
Technical Sovereignty	Deployment options like SAP Sovereign Cloud On-Site	Control over infrastructure, platform, and software

Industry-specific cloud solutions that adhere to best practices and regulatory needs

Beyond the core ERP, SAP SE is delivering tailored industry solutions that bake in best practices and compliance requirements from the start. This is crucial for sectors where deviation from process standards is costly or illegal. For instance, the Cloud ERP Suite growth of 31% in Q3 2025 suggests broad adoption across these specialized needs.

The AI capabilities are also being tailored. The new Shop Floor Supervisor Agent proactively manages factory floor disruptions by analyzing issues and recommending actions, a clear industry-specific application for manufacturing. Furthermore, the Sovereign Cloud offerings, which include solutions like SAP Business Technology Platform (SAP BTP), are designed to support specific industry needs in regulated environments like defense and healthcare, ensuring continuous innovation cycles are compliant. The company's 2025 non-IFRS operating profit guidance is toward the upper end of €10.3 billion to €10.6 billion at constant currencies, showing that this specialized, high-value delivery is translating to profitability.

Finance: review the Q4 2025 pipeline conversion rate against Q3's €18.8 billion current cloud backlog by next Tuesday.

SAP SE (SAP) - Canvas Business Model: Customer Relationships

You're looking at how SAP SE manages its vast and complex customer base as the 2027/2030 deadline looms. It's a multi-tiered approach, balancing high-touch service for the biggest players with scalable, partner-driven models for everyone else.

Dedicated, high-touch account management for large enterprise and strategic accounts.

For your largest, most strategic customers, the relationship is direct and intensive. This segment is heavily focused on driving adoption of the cloud suite, particularly through the RISE with SAP offering. The commitment here is significant; in Q2 2025, SAP noted that its RISE with SAP customers already represent a combined 40% of the world's Gross Domestic Product (GDP). This high-touch segment is where SAP focuses its most direct engagement to ensure successful, complex transitions.

Partner-led service and support for mid-market and regional customers.

SAP is actively scaling its service delivery by leaning on its ecosystem. For the mid-market, specifically accounts with revenues between $100 million and $500 million, SAP is expanding a partner-led model, sharing sales and implementation responsibilities. This strategy leverages the scale of the ecosystem, which comprises over 25,000 partners globally. This partner enablement is key to serving the fragmented mid-market efficiently.

Self-service and community support via SAP Support Portal and SAP Community.

For immediate, lower-complexity needs, SAP is heavily invested in automation and digital channels. Today, over 82% of customer issues are addressed via self-service channels. Furthermore, the integration of AI is designed to deflect support tickets, with AI-powered solution recommendations eliminating the need for at least 10% of cases being created in the first place. The operational stability underpinning this is evident; for instance, SAP achieved 100% uptime for SAP Commerce Cloud customers during the peak sales event of Cyber Week 2024.

Customer-specific transformation roadmaps driven by the looming 2027/2030 ECC support deadline.

The migration from SAP ECC is the single biggest driver of customer relationship activity. The deadlines create distinct customer paths, which you need to map clearly. Here are the key dates and implications as of late 2025:

ECC Version	Mainstream Maintenance End Date	Extended Maintenance Option	Cost Premium for Extended Maintenance
ECC 6.0, EHP 0-5	December 31, 2025	None Offered	N/A
ECC 6.0, EHP 6-8	December 31, 2027	Through December 31, 2030	2% above current support costs of 22%

The reality is that many customers are behind; data suggests that about 50% of ECC systems will not qualify for the 2027 extension. For those on EHP5 or earlier, maintenance stops at the end of 2025, affecting roughly 13,500 users. Even with the extension, industry models suggest only 57% of all original ECC customers will have completed their S/4HANA transformations by the end of 2027. For the most complex, SAP introduced the "SAP ERP, private edition, transition option" under RISE with SAP, intended to support migration beyond 2030 for select customers.

Premium Engagement and Advisory services for complex, multi-year cloud transformations.

The complexity of multi-year cloud transformations, often involving costs cited around €700 million or more by customers, necessitates high-value advisory services. SAP's overall financial health supports this focus on premium service delivery. In Q3 2025, SAP's Cloud revenue reached €5.29 billion, growing 27% at constant currencies. Services revenue for that quarter was €1.06 billion, up 6% year-over-year at constant currencies. The increasing reliance on subscription models is clear, with the share of more predictable revenue hitting 87% in Q3 2025. These advisory services help customers navigate the shift, for example, by using tools like Signavio to orchestrate transformations, as seen with BHP creating €500 million in value.

You should review your current advisory spend against the 87% predictable revenue share SAP is building.

SAP SE (SAP) - Canvas Business Model: Channels

You're looking at how SAP SE moves its value proposition-especially the cloud offerings-to the customer base as of late 2025. The channel strategy is clearly weighted toward recurring revenue streams, which is where the bulk of the company's current financial story lies.

The direct sales force is heavily focused on securing the large enterprise deals driving the RISE with SAP strategy. This is reflected in the performance of the core cloud offering. For the third quarter of 2025, the Cloud ERP Suite revenue, which underpins RISE with SAP and GROW with SAP, grew by a massive 31% at constant currencies, reaching €4.59 billion.

This focus on the cloud transition means the traditional direct sales channel is managing a managed decline in legacy product sales. Software licenses revenue in Q3 2025 plummeted by 42% at constant currencies, landing at just €0.16 billion. That's a clear signal of where the direct effort is concentrated.

The Global Partner Ecosystem (GPE) is critical for reach and implementation, even if the direct sales team closes the initial strategic contract. SAP highlighted significant partnership activity in its Q2 2025 results, specifically mentioning deals with Accenture and China's Alibaba. The overall shift to subscriptions means partners are essential for the implementation and expansion phases following the initial contract.

The entire revenue structure shows the channel success: the share of more predictable revenue, driven by cloud subscriptions, hit an impressive 87% as of the third quarter of 2025. This is the outcome of the channel strategy working to convert the installed base and capture new business through cloud contracts.

Here is a quick look at the financial shift underpinning the channel strategy as of the latest reported quarter and the full-year outlook:

Metric	Q3 2025 Value (IFRS)	Year-over-Year Growth (Constant Currency)	2025 Full Year Forecast (Constant Currency)
Cloud Revenue	€5.29 billion	+27%	€21.6 - €21.9 billion
Cloud ERP Suite Revenue	€4.59 billion	+31%	Implied within Cloud Revenue
Software Licenses Revenue	€0.16 billion	-42%	Declining
Total Revenue	€9.08 billion	+11%	Total Revenue Outlook > €37.5 billion (from earlier guidance)

For the mid-market and new customers, the GROW with SAP offering is the digital channel entry point, bundled within the high-growth Cloud ERP Suite segment. The success in securing future business through digital commitment is visible in the backlog figures. The current cloud backlog stood at €18.8 billion in Q3 2025, growing by 27% at constant currencies, which is the pipeline feeding these channels.

While specific revenue attribution from hyperscaler marketplaces isn't broken out, the overall cloud revenue growth of 26% to 28% is projected for the full year 2025, indicating strong consumption across all cloud pathways, including direct cloud consumption via platforms like AWS and Azure. The company's strategy is clearly about driving consumption through these modern, subscription-based channels.

• Cloud ERP Suite (RISE/GROW) accounted for 87% of Q3 2025 Cloud Revenue.
• Current Cloud Backlog growth in Q3 2025 was 27% at constant currencies.
• Software License revenue fell by 42% in Q3 2025 at constant currencies.
• The share of predictable revenue reached 87% by Q3 2025.

Finance: finalize the Q4 2025 revenue projection based on the updated full-year cloud guidance by end of day Monday.

SAP SE (SAP) - Canvas Business Model: Customer Segments

You're looking at the customer base for SAP SE as of late 2025. It's a mix of massive, established players and smaller entities moving to standardized cloud offerings, all while a significant portion of the base is navigating a critical deadline.

Large Global Enterprises requiring complex, highly customized ERP systems represent the core of the high-value cloud transition, primarily targeted by the RISE with SAP offering, which bundles services for the installed base. The Cloud ERP Suite, which includes these complex enterprise deals, is showing strong momentum, with revenue growing by 31% in Q3 2025 at constant currencies. The overall cloud backlog, a key indicator of future committed revenue, stood at €18.84 billion in Q3 2025. For the full fiscal year 2025, SAP SE is guiding for total Cloud Revenue to land between €21.6 billion and €21.9 billion at constant currencies.

Mid-market companies (SMEs) targeted by the standardized GROW with SAP offering are a key focus for net-new customer acquisition. GROW with SAP is the standardized, ready-to-run cloud ERP based on SAP S/4HANA Cloud Public Edition. In a prior period (Q2 2024), 45% of new S/4HANA customers chose GROW, indicating its traction in this segment. The overall shift is clear: traditional software license revenue fell by 43% in Q3 2025, while cloud revenue now accounts for 58% of total sales.

Organizations in highly regulated industries (e.g., Public Sector, Defense) needing sovereign cloud solutions are a segment where SAP is actively closing deals, as evidenced by Public Sector wins noted in Q1 2025. However, this segment, along with industrial manufacturing, has also been cited as experiencing "elongated sales cycles" in Q2 2025, suggesting caution or longer decision timelines for complex, regulated deployments. The company's CFO noted keeping a close eye on public sector trends moving into the second half of 2025.

Existing legacy ECC customers facing the 2027/2030 end-of-maintenance deadline form a large, immediate migration pool. The hard deadline for mainstream maintenance for SAP ECC 6.0, Enhancement Packs (EHP) 0 through 5, is Dec 31st, 2025, with no extended maintenance offered past that date. This affects approximately 13,500 users out of an estimated 27,000 total ECC users. For those on EHP 6, 7, and 8, mainstream maintenance ends on Dec 31st, 2027, but extended maintenance is available through Dec 31st, 2030 at an estimated additional cost of two percentage points over existing fees. Estimates suggest that 50% of all ECC systems will not qualify for the 2027 extension.

Here's a quick look at the maintenance cliff edge for the legacy base:

ECC Version Group	End of Mainstream Maintenance	Extended Maintenance End Date	Extended Maintenance Cost Premium
EHP 0-5	Dec 31st, 2025	None	N/A
EHP 6-8	Dec 31st, 2027	Dec 31st, 2030	Approx. 9% (2 percentage points over 22% base)

The industry expectation is that only just over half (57%) of the original ECC customers will have finished their transformations to S/4HANA by the 2027 deadline. Still, as of Q2 2024, only about 37% of ECC customers worldwide had subscribed to S/4HANA licenses.

You'll want to track the following key metrics that reflect the success in capturing these segments:

• Cloud revenue for FY 2025 guided to grow between 26% and 28%.
• Predictable revenue share reached 87% as of Q3 2025.
• Half of all cloud orders in Q1 2025 included AI use cases.

Finance: draft 13-week cash view by Friday.

SAP SE (SAP) - Canvas Business Model: Cost Structure

You're looking at the major outflows that fund SAP SE's pivot to the cloud and Business AI, so let's focus on the hard numbers we have for late 2025.

Significant investment in Cloud Infrastructure and data center operations (OpEx) is implied by the aggressive revenue targets. SAP expects to generate cloud revenue towards the lower end of the outlook range of €21.6 - 21.9 billion for 2025 at constant currencies. For context on the scale of the cloud business driving this infrastructure spend, Q3 2025 Cloud Revenue was €5.29 billion.

High R&D expenditure to develop Business AI and the S/4HANA Cloud platform is a necessary cost to hit the 2025 non-IFRS operating profit target of €10.3 - 10.6 billion. This investment is designed to support the growth of the Cloud ERP Suite, which saw revenue up 26% in Q3 2025.

Sales and Marketing costs to drive cloud adoption and manage the global partner network are substantial, given the focus on converting the installed base. The company's share of more predictable revenue, largely subscriptions, reached 86% in Q2 2025.

Restructuring costs related to the 2024 Transformation Program are now largely realized. The total expenses associated with that program were approximately €3.2 billion. You specifically asked about the 2025 payout, and the figures confirm that restructuring payouts amounted to €0.7 billion for the first nine months of 2025, with approximately €0.1 billion expected in the fourth quarter of 2025.

Personnel costs for a global workforce are a major component, reflecting the shift in skill-sets toward cloud and AI. As of 2024, SAP SE employed 109,973 people. The restructuring announced in early 2024 targeted up to 10,000 positions by early 2025, with the majority addressed through voluntary leave or internal retraining.

Here's a quick look at the key cost-related financial markers and targets for SAP SE as of late 2025:

Cost/Investment Area	Relevant Financial Metric/Amount	Period/Context
Transformation Program Costs	€3.2 billion	Overall expenses for the program concluded in Q1 2025
Restructuring Payouts (2025)	€0.7 billion (first nine months) plus expected €0.1 billion (Q4)	2025 Restructuring Cash Outflow
Personnel Base	109,973 employees	2024 Headcount
Targeted Role Shifts	Up to 10,000 positions	Affected by restructuring through early 2025
Cloud Revenue Target (Scale of OpEx Driver)	€21.6 - 21.9 billion	2025 Outlook (Constant Currencies)
Non-IFRS Operating Profit Target (R&D/Efficiency Goal)	€10.3 - 10.6 billion	2025 Outlook (Constant Currencies)

The shift in resource allocation is clear when you look at the cloud gross margin, which stood at 73.5% in Q4 of the prior period, showing the high-margin nature of the revenue stream they are spending to capture.

You should also note the impact of specific customer agreements on potential revenue realization, which affects the cost-to-serve model. For instance, the OneGov agreement with the GSA offers federal agencies discounts of up to 80% on license-based products and a 35% discount on cloud services like SAP Business Technology Platform.

The company's focus on efficiency gains from the restructuring is quantified by the anticipated contribution to the operating profit target. The transformation program was expected to yield efficiency gains of approximately €0.5 billion contributing to the 2025 non-IFRS operating profit goal.

The cost structure is heavily weighted toward maintaining the cloud and AI development pipeline, as shown by these key financial metrics:

• Current cloud backlog growth (Q2 2025): 22% year-over-year.
• Cloud ERP Suite revenue growth (Q3 2025): 26% year-over-year.
• Free Cash Flow ambition for 2025: €8.0 - 8.2 billion.

SAP SE (SAP) - Canvas Business Model: Revenue Streams

You're looking at the core of how SAP SE generates its income as of late 2025, and the story is overwhelmingly about the shift to recurring revenue. The company's financial profile is now dominated by subscriptions, which is a massive change from the old model of one-off software sales.

Cloud Subscriptions and Support (SaaS/PaaS) from RISE/GROW with SAP and Cloud ERP Suite is the engine room. For the full year 2025, SAP SE is guiding for this stream to land toward the lower end of its outlook range, projecting between €21.6bn and €21.9bn at constant currencies. This represents a year-over-year growth of 26% to 28% over 2024 figures. The Cloud ERP Suite, which bundles the flagship RISE with SAP and GROW with SAP offerings, is the fastest-growing component within this. In the third quarter of 2025 alone, Cloud ERP Suite revenue hit €4.59 billion, marking a 31% increase at constant currencies. The share of more predictable revenue, which includes cloud and support, reached 87% as of the third quarter, showing how solid the base is now.

Here's a look at the key revenue components based on the Third Quarter 2025 IFRS results, which clearly shows the transition in action:

Revenue Stream	Q3 2025 Amount (€bn)	YoY Growth (Constant Currency)	Significance to Model
Cloud Revenue	5.29	27%	Primary Growth Driver
Cloud ERP Suite Revenue	4.59	31%	Core Subscription Engine
Services Revenue	1.06	6%	Implementation & Optimization Fees
Software Licenses Revenue	0.16	-42%	Rapidly Declining Legacy Stream
Total Revenue	9.08	11%	Overall Top Line

Software Support Revenue from legacy on-premise installations remains a significant, though less dynamic, part of the mix. While the focus is elsewhere, this stream provides stability from existing customer bases running older, perpetual licenses. For the full year 2025, one estimate projects this revenue to see slight growth, moving to approximately $12 billion.

Software Licenses Revenue is the stream SAP SE is actively moving away from, and the numbers reflect that rapid divestment from the legacy on-premise model. In Q3 2025, this revenue stream decreased by a stark 43%, landing at just €0.16 billion. That sharp drop of 42% at constant currencies in the quarter is the clearest signal of the business model transformation underway. Honestly, you should expect this number to continue shrinking aggressively.

Professional Services and Consulting fees for implementation and optimization projects are intrinsically linked to the cloud transition. Services revenue in Q3 2025 was €1.06 billion, up 6% at constant currencies. This revenue helps onboard customers to the new cloud platforms. Another projection for the full year 2025 places Professional Service and Other Service Revenue around $4.8 billion.

Revenue from the Business Technology Platform (BTP) for integration and extension services is captured within the broader Cloud ERP Suite figures, but its importance is clear from the suite's performance. BTP is a key part of the value proposition for customers extending their core ERP. The overall Cloud ERP Suite revenue growth of 31% at constant currencies in Q3 2025 shows the enterprise demand for these integrated, platform-based services is very strong.

Finance: review the Q4 2025 backlog conversion rate against the full-year cloud revenue target by next Tuesday.