SAP SE (SAP): Lienzo del Modelo de Negocio [Actualizado en Ene-2025]

En el panorama dinámico del software empresarial, SAP SE es una potencia transformadora, revolucionando cómo las empresas aprovechan la tecnología para impulsar la innovación digital. Con un lienzo de modelo de negocio meticulosamente elaborado que abarca asociaciones estratégicas, capacidades tecnológicas de vanguardia y soluciones integrales, SAP se ha posicionado como un líder global en software empresarial y tecnologías en la nube. Desde empoderar a las grandes corporaciones hasta permitir pequeñas y medianas empresas, el enfoque único de SAP integra análisis avanzados, tecnologías inteligentes y estrategias de transformación digital específicas de la industria que redefinen la excelencia operativa en el ecosistema comercial moderno.

SAP SE (SAP) - Modelo de negocio: asociaciones clave

Asociaciones de proveedores de nubes estratégicas

SAP ha establecido asociaciones críticas con los principales proveedores de nubes:

Proveedor de nubes	Detalles de la asociación	Año establecido
Microsoft Azure	Colaboración integral de infraestructura en la nube	2017
Servicios web de Amazon (AWS)	Soluciones conjuntas de migración e implementación de la nube	2016

Asociaciones tecnológicas

Las asociaciones tecnológicas de SAP incluyen:

• IBM: Integración de software empresarial y soluciones en la nube
• Intel: optimización de hardware y mejora del rendimiento
• Google Cloud: AI y colaboración de aprendizaje automático

Integradores de sistemas y empresas de consultoría

Pareja	Enfoque de colaboración	Impacto anual de ingresos
Acentuar	Consultoría de transformación empresarial	$ 1.2 mil millones
Deloitte	Servicios de implementación digital	$ 980 millones
Capgemini	Soluciones en la nube y digital	$ 750 millones

Composición de red de socios

Estadísticas del ecosistema de socios de SAP:

• Total Socios: 21,700
• Proveedores de software: 1.900
• Vendedores de hardware: 650
• Integradores del sistema: 1.350

Impacto financiero de la sociedad

Categoría de asociación	Contribución anual de ingresos	Índice de crecimiento
Asociaciones de proveedores de nubes	$ 2.5 mil millones	18.3%
Asociaciones tecnológicas	$ 1.8 mil millones	15.7%
Asociación de consultoría	$ 3.2 mil millones	22.5%

SAP SE (SAP) - Modelo de negocio: actividades clave

Desarrollo de software empresarial y creación de soluciones en la nube

SAP invirtió € 5.22 mil millones en investigación y desarrollo en 2022. La compañía desarrolló 25 soluciones en la nube en varios segmentos empresariales.

Categoría de software	Inversión de desarrollo	Soluciones anuales en la nube
Planificación de recursos empresariales	1.800 millones de euros	8 soluciones
Experiencia del cliente	750 millones de euros	6 soluciones
Análisis de negocios	600 millones de euros	5 soluciones

Investigación y desarrollo en IA, aprendizaje automático y tecnologías empresariales

SAP cometió el 17.4% de los ingresos totales a I + D en 2022, centrándose en tecnologías emergentes.

• Desarrollo de soluciones empresariales con IA
• Mejora del algoritmo de aprendizaje automático
• Asociaciones de investigación de computación cuántica

Servicios de atención al cliente y implementación

SAP mantuvo 437,000 instalaciones de clientes a nivel mundial en 2022, con equipos de soporte dedicados.

Categoría de apoyo	Número de especialistas	Tiempo de respuesta promedio
Apoyo técnico	12,500 profesionales	2.5 horas
Consultores de implementación	8.700 expertos	24-48 horas

Innovación continua en software empresarial y soluciones de transformación digital

SAP lanzó 42 nuevas soluciones de transformación digital en 2022, dirigida a desafíos específicos de la industria.

• Plataformas de gestión de sostenibilidad
• Herramientas inteligentes de optimización de recursos empresariales
• Marcos de transformación digital entre industrias

SAP SE (SAP) - Modelo de negocio: recursos clave

Fuerza laboral altamente calificada de profesionales de la tecnología

A partir del cuarto trimestre de 2023, SAP empleó a 111,566 empleados a nivel mundial. Composición de la fuerza laboral:

Región	Número de empleados
Europa	56,782
América	32,445
Asia Pacífico	22,339

Extensas propiedad intelectual y patentes de software

SAP se mantiene 10,482 patentes activas A partir de 2023, con áreas de enfoque clave:

• Tecnologías de computación en la nube
• Soluciones de software empresarial
• Algoritmos de aprendizaje automático
• Plataformas de análisis de datos

Infraestructura de nube avanzada y centros de datos

Inversión global de infraestructura en la nube en 2023: € 2.3 mil millones

Ubicaciones de centros de datos	Número de instalaciones
Europa	18
América del norte	12
Asia Pacífico	9

Capacidades de investigación y desarrollo robustas

Gastos de I + D en 2023: € 5.74 mil millones, que representa el 17.4% de los ingresos totales

• 5.672 profesionales dedicados de I + D
• 12 principales centros de investigación en todo el mundo
• Centrarse en la IA, el aprendizaje automático y la computación cuántica

Red global de centros de tecnología e innovación

Red del centro de innovación:

Región	Número de centros de innovación
Europa	7
América del norte	5
Asia Pacífico	4

SAP SE (SAP) - Modelo de negocio: propuestas de valor

Soluciones integrales de software empresarial para la optimización de procesos comerciales

SAP ofrece soluciones de software empresarial con un ingreso total de € 30.25 mil millones en 2023. La compañía proporciona optimización de procesos comerciales de extremo a extremo a través de múltiples dominios.

Categoría de software	Ingresos anuales (€)	Cuota de mercado
Planificación de recursos empresariales (ERP)	11.2 mil millones	22.7%
Software empresarial en la nube	9.6 mil millones	18.3%
Análisis de negocios	5.400 millones	15.6%

Plataformas de software integradas basadas en la nube y locales

SAP proporciona implementación de software híbrido con un crecimiento de los ingresos por suscripción en la nube del 74% en 2023.

• S/4Hana Cloud: 31,000 clientes
• Plataforma de tecnología empresarial de SAP: 19,500 clientes
• Cobertura de infraestructura en la nube: más de 140 países

Análisis avanzado y tecnologías inteligentes

SAP invirtió € 5.2 mil millones en investigación y desarrollo en 2023, centrándose en las tecnologías de IA y aprendizaje automático.

Tecnología	Inversión (€)	Adopción del cliente
Soluciones con IA	1.800 millones	42,000 clientes empresariales
Plataformas de aprendizaje automático	1.300 millones	35,000 clientes empresariales

Soluciones de transformación digital específicas de la industria

SAP sirve 25 verticales de la industria con soluciones de software especializadas.

• Fabricación: 8.500 clientes
• Atención médica: 4.700 clientes
• Servicios financieros: 6.200 clientes
• Minorista: 5.300 clientes

Ecosistema de software comercial escalable y flexible

SAP ofrece soluciones de software modulares con 437,000 clientes totales en todo el mundo.

Ecosistema de software	Segmentos de clientes	Alcance global
Soluciones empresariales	Grandes empresas	99 de compañías Fortune 100
Soluciones de mercado medio	Enterprisas pequeñas y medianas	84% del mercado global de PYME

SAP SE (SAP) - Modelo de negocio: relaciones con los clientes

Atención al cliente de Enterprise Dediced

SAP proporciona atención al cliente integral con 24,000 profesionales de soporte a nivel mundial. La Compañía mantiene una tasa de satisfacción de soporte del 88% a partir de 2023. El tiempo de respuesta promedio para problemas empresariales críticos es de 2 horas.

Canal de soporte	Volumen de soporte anual	Tiempo de resolución promedio
Soporte telefónico	135,000 incidentes	4.2 horas
Soporte en línea	287,000 incidentes	3.7 horas

Gestión de cuentas estratégicas a largo plazo

SAP administra más de 425,000 clientes empresariales en todo el mundo. La compañía tiene equipos de administración de cuentas dedicados para el 92% de sus clientes empresariales de primer nivel.

• Duración promedio de la relación de cliente empresarial: 8.3 años
• Tasa de renovación para cuentas empresariales estratégicas: 94%
• Valor promedio de contrato anual: $ 2.4 millones

Actualizaciones y mejoras de software continuas

SAP invierte € 5.2 mil millones anuales en investigación y desarrollo. La frecuencia de actualización de software es trimestral, con 4 ciclos de lanzamiento principales por año.

Actualización de frecuencia	Inversión de I + D	Mejoras anuales de productos
Trimestral	5.2 mil millones de euros	387 nuevas características

Programas de capacitación y certificación profesional

SAP ofrece capacitación integral con 2.300 socios de capacitación certificados a nivel mundial. En 2023, 345,000 profesionales completaron programas de certificación SAP.

• Número de pistas de certificación: 18
• Costo de certificación promedio: € 750
• Tasa de finalización de capacitación en línea: 76%

Plataformas de innovación impulsadas por la comunidad

SAP mantiene SAP Community Network con 3.5 millones de miembros registrados. Las contribuciones colaborativas anuales incluyen 287,000 discusiones técnicas y 42,000 propuestas de soluciones.

Métrica de la comunidad	Volumen anual	Tasa de participación activa
Miembros registrados	3.5 millones	62%
Discusiones técnicas	287,000	48%

SAP SE (SAP) - Modelo de negocio: canales

Fuerza de ventas directa

SAP mantiene un equipo de ventas directo global de 22,735 profesionales de ventas a partir de 2023. La fuerza de ventas directas genera aproximadamente € 13.5 mil millones en ingresos anuales a través de compromisos de clientes a nivel empresarial.

Región de ventas	Número de representantes de ventas	Contribución de ingresos
América del norte	7,450	4.800 millones de euros
Europa	9,215	5.6 mil millones de euros
Asia-Pacífico	5,120	3.100 millones de euros

Plataformas de ventas digitales en línea

Las plataformas de ventas digitales de SAP generan el 35% de los ingresos totales del software, representando aproximadamente € 4.7 mil millones en 2023.

• SAP Store: software directo y mercado de servicios en la nube
• Plataforma en la nube: plataforma de compra e implementación digital
• SAP.com: Portal de descubrimiento y adquisición de soluciones empresariales

Ecosistema de socios y redes de revendedores

SAP Partners Network comprende 24,500 socios globales, generando € 6.2 mil millones en ingresos indirectos.

Categoría de socio	Número de socios	Contribución de ingresos
Socios tecnológicos	8,750	2.100 millones de euros
Socios de implementación	12,350	3.500 millones de euros
Socios consultores	3,400	€ 0.6 mil millones

Canales de marketing digital y comunicación

SAP invierte 425 millones de euros anuales en marketing digital en múltiples canales.

• LinkedIn: 1.8 millones de seguidores
• Twitter: 1.2 millones de seguidores
• YouTube: 350,000 suscriptores
• Presupuesto de publicidad digital: 185 millones de euros

Conferencias de la industria y eventos tecnológicos

SAP Hosts y participa en 125 conferencias de tecnología global anualmente, alcanzando 250,000 profesionales empresariales.

Tipo de evento	Número de eventos	Audiencia estimada
Sap Sapphire ahora	1 conferencia global	50,000 asistentes
Cumbres de tecnología regional	45 eventos	150,000 asistentes
Conferencias sociales	79 eventos	50,000 asistentes

SAP SE (SAP) - Modelo de negocio: segmentos de clientes

Grandes corporaciones empresariales

SAP atiende a 99 de las 100 principales empresas globales en varias industrias. El valor contrato anual promedio para los grandes clientes empresariales oscila entre $ 5 millones y $ 50 millones.

Industria	Número de clientes empresariales	Ingresos anuales estimados
Fabricación	8,500	$ 2.3 mil millones
Servicios financieros	6,200	$ 1.7 mil millones
Cuidado de la salud	4,100	$ 1.1 mil millones

Empresas de tamaño mediano

SAP se dirige a aproximadamente 250,000 empresas medianas a nivel mundial, con valores de contrato que generalmente oscilan entre $ 500,000 y $ 5 millones anuales.

• Gasto anual promedio por cliente mediano: $ 1.2 millones
• Tasa de penetración en el mercado medio europeo: 42%
• Cobertura del mercado medio de América del Norte: 38%

Empresas pequeñas y medianas

SAP Business One Platform atiende a más de 100,000 pequeñas y medianas empresas en todo el mundo, con valores de contrato entre $ 50,000 a $ 500,000 anuales.

Región	Clientes de las PYME	Penetración del mercado
Europa	45,000	27%
América del norte	35,000	22%
Asia Pacífico	20,000	15%

Organizaciones gubernamentales y del sector público

SAP sirve a más de 3,500 organizaciones gubernamentales y del sector público a nivel mundial, con valores de contratos que van desde $ 2 millones a $ 25 millones.

• Contratos del gobierno federal: 1.200 organizaciones
• Contratos del gobierno estatal y local: 2.300 organizaciones
• Valor promedio de contrato anual: $ 7.5 millones

Mercados verticales específicos de la industria

SAP proporciona soluciones especializadas en 25 verticales distintas de la industria, con segmentos de clientes específicos y soluciones empresariales personalizadas.

Mercado vertical	Número de clientes	Ingresos anuales estimados
Minorista	6,800	$ 1.9 mil millones
Telecomunicaciones	4,500	$ 1.3 mil millones
Energía y servicios públicos	3,200	$ 900 millones

SAP SE (SAP) - Modelo de negocio: estructura de costos

Inversión significativa en investigación y desarrollo

En 2023, SAP invirtió € 6.55 mil millones en investigación y desarrollo, lo que representa el 17.4% de los ingresos totales. La compañía empleó a 31,776 profesionales de investigación y desarrollo a nivel mundial.

Año	Inversión de I + D	Porcentaje de ingresos
2023	6.55 mil millones de euros	17.4%
2022	6.24 mil millones de euros	16.8%

Gastos globales de adquisición de la fuerza laboral y el talento

Los gastos totales de personal de SAP en 2023 fueron € 23.47 mil millones, que cubren 107,809 empleados en todo el mundo.

• Costo promedio de personal por empleado: € 217,500
• Gastos totales de reclutamiento y capacitación: € 412 millones

Infraestructura en la nube y mantenimiento de tecnología

La infraestructura en la nube y los costos de mantenimiento de tecnología para SAP en 2023 totalizaron € 4.89 mil millones.

Categoría de costos	Cantidad
Infraestructura en la nube	3.12 mil millones de euros
Mantenimiento de la tecnología	€ 1.77 mil millones

Costos operativos de marketing y ventas

Los gastos de marketing y ventas de SAP en 2023 alcanzaron € 8.76 mil millones.

• Gastos de marketing: 3.42 mil millones de euros
• Costos operativos de ventas: € 5.34 mil millones

Desarrollo e innovación de productos continuos

El desarrollo de productos e inversiones de innovación en 2023 fueron de € 2,31 mil millones.

Área de innovación	Inversión
AI y aprendizaje automático	987 millones de euros
Innovación de software empresarial	1.32 mil millones de euros

SAP SE (SAP) - Modelo de negocio: flujos de ingresos

Servicios de suscripción en la nube

En el año fiscal 2022, los ingresos en la nube de SAP alcanzaron € 9.22 mil millones, lo que representa un crecimiento año tras año del 35%. La suscripción en la nube y los ingresos de soporte representaron específicamente € 8.08 mil millones.

Segmento de ingresos en la nube	2022 ingresos (mil millones)	Índice de crecimiento
Ingresos totales en la nube	9.22	35%
Suscripción y soporte en la nube	8.08	33%

Tasas de licencia de software

Los ingresos por licencia de software de SAP en 2022 fueron de € 4.07 mil millones, con una ligera disminución del 1% en comparación con el año anterior.

Servicios de consultoría e implementación profesional

Los ingresos por servicios para SAP en 2022 totalizaron 4,44 mil millones de euros, cubriendo servicios de implementación, consultoría y capacitación.

Tipo de servicio	2022 ingresos (mil millones)
Servicios profesionales	4.44

Contratos de soporte y mantenimiento

Los ingresos por soporte se integraron dentro de la suscripción y el soporte de la nube, por un total de € 8.08 mil millones en 2022.

Ingresos del programa de capacitación y certificación

Los ingresos de la capacitación fueron parte del segmento de servicios, contribuyendo a los ingresos totales de servicios totales de € 4,44 mil millones.

• Los ingresos totales de SAP en 2022 fueron de € 29.66 mil millones
• Los ingresos en la nube y el software representaron € 13.29 mil millones
• Los ingresos por servicios representaron € 4.44 mil millones

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.