SAP SE (SAP): Canvas du modèle commercial [Jan-2025 MISE À JOUR]

Dans le paysage dynamique des logiciels d'entreprise, SAP SE est une puissance transformatrice, révolutionnant la façon dont les entreprises exploitent la technologie pour stimuler l'innovation numérique. Avec une toile de modèle commercial méticuleusement conçue qui couvre des partenariats stratégiques, des capacités technologiques de pointe et des solutions complètes, SAP s'est positionné en tant que leader mondial des logiciels d'entreprise et des technologies cloud. De l'autonomisation des grandes entreprises à permettre aux petites et moyennes entreprises, l'approche unique de SAP intègre l'analyse avancée, les technologies intelligentes et les stratégies de transformation numérique spécifiques à l'industrie qui redéfinissent l'excellence opérationnelle dans l'écosystème commercial moderne.

SAP SE (SAP) - Modèle d'entreprise: partenariats clés

Partenariats stratégiques des fournisseurs de cloud

SAP a établi des partenariats critiques avec les principaux fournisseurs de cloud:

Fournisseur de cloud	Détails du partenariat	Année établie
Microsoft Azure	Collaboration complète des infrastructures cloud	2017
Amazon Web Services (AWS)	Solutions conjointes de migration et de déploiement du cloud	2016

Partenariats technologiques

Les partenariats technologiques de SAP comprennent:

• IBM: Intégration des logiciels d'entreprise et solutions cloud
• Intel: optimisation matérielle et amélioration des performances
• Google Cloud: Collaboration AI et Machine Learning

Intégrateurs de systèmes mondiaux et sociétés de conseil

Partenaire	Focus de la collaboration	Impact annuel sur les revenus
Accentuation	Conseil de transformation d'entreprise	1,2 milliard de dollars
Deloitte	Services d'implémentation numérique	980 millions de dollars
Capgemini	Solutions cloud et numériques	750 millions de dollars

Composition du réseau partenaire

Statistiques de l'écosystème des partenaires de SAP:

• Total des partenaires: 21 700
• Vendeurs de logiciels: 1 900
• Vendeurs de matériel: 650
• Intégrateurs de systèmes: 1,350

Partenariat Impact financier

Catégorie de partenariat	Contribution annuelle des revenus	Taux de croissance
Partenariats de fournisseurs de cloud	2,5 milliards de dollars	18.3%
Partenariats technologiques	1,8 milliard de dollars	15.7%
Conseil des partenariats	3,2 milliards de dollars	22.5%

SAP SE (SAP) - Modèle d'entreprise: activités clés

Développement de logiciels d'entreprise et création de solutions cloud

SAP a investi 5,22 milliards d'euros dans la recherche et le développement en 2022. La société a développé 25 solutions cloud dans divers segments d'entreprise.

Catégorie de logiciels	Investissement en développement	Solutions cloud annuelles
Planification des ressources d'entreprise	1,8 milliard d'euros	8 solutions
Expérience client	750 millions d'euros	6 solutions
Analytique commerciale	600 millions d'euros	5 solutions

Recherche et développement dans l'IA, l'apprentissage automatique et les technologies d'entreprise

SAP a engagé 17,4% des revenus totaux à la R&D en 2022, en se concentrant sur les technologies émergentes.

• Développement de solutions d'entreprise alimentées par l'IA
• Amélioration de l'algorithme d'apprentissage automatique
• Partenariats de recherche sur l'informatique quantique

Services de support client et de mise en œuvre

SAP a maintenu 437 000 installations clients dans le monde en 2022, avec des équipes de support dédiées.

Catégorie de support	Nombre de spécialistes	Temps de réponse moyen
Support technique	12 500 professionnels	2,5 heures
Consultants en mise en œuvre	8 700 experts	24-48 heures

Innovation continue dans les logiciels d'entreprise et les solutions de transformation numérique

SAP a lancé 42 nouvelles solutions de transformation numérique en 2022, ciblant les défis spécifiques à l'industrie.

• Plateformes de gestion de la durabilité
• Outils d'optimisation des ressources d'entreprise intelligents
• Cadres de transformation numérique inter-industriels

SAP SE (SAP) - Modèle d'entreprise: Ressources clés

Travail hautement qualifié des professionnels de la technologie

Au quatrième trimestre 2023, SAP a employé 111 566 employés dans le monde. Composition de la main-d'œuvre:

Région	Nombre d'employés
Europe	56,782
Amériques	32,445
Asie-Pacifique	22,339

De vastes brevets de propriété intellectuelle et de logiciels

Sève tient 10 482 brevets actifs En 2023, avec des domaines de mise au point clés:

• Technologies de cloud computing
• Solutions logicielles d'entreprise
• Algorithmes d'apprentissage automatique
• Plateformes d'analyse de données

Infrastructures cloud et centres de données avancés

Investissement mondial d'infrastructure cloud en 2023: 2,3 milliards d'euros

Emplacements du centre de données	Nombre d'installations
Europe	18
Amérique du Nord	12
Asie-Pacifique	9

Capacités de recherche et de développement robustes

Dépenses de R&D en 2023: 5,74 milliards d'euros, représentant 17,4% des revenus totaux

• 5 672 professionnels de la R&D dédiés
• 12 centres de recherche majeurs dans le monde entier
• Concentrez-vous sur l'IA, l'apprentissage automatique et l'informatique quantique

Réseau mondial de centres de technologie et d'innovation

Réseau du centre d'innovation:

Région	Nombre de centres d'innovation
Europe	7
Amérique du Nord	5
Asie-Pacifique	4

SAP SE (SAP) - Modèle d'entreprise: propositions de valeur

Solutions logicielles d'entreprise complètes pour l'optimisation des processus métier

SAP propose des solutions logicielles d'entreprise avec un chiffre d'affaires total de 30,25 milliards d'euros en 2023. La société fournit Optimisation de processus métier de bout en bout sur plusieurs domaines.

Catégorie de logiciels	Revenus annuels (€)	Part de marché
Planification des ressources d'entreprise (ERP)	11,2 milliards	22.7%
Logiciel d'entreprise cloud	9,6 milliards	18.3%
Analytique commerciale	5,4 milliards	15.6%

Plates-formes logicielles intégrées basées sur le cloud et sur site

SAP fournit un déploiement de logiciels hybrides avec une croissance des revenus d'abonnement cloud de 74% en 2023.

• Cloud S / 4HANA: 31 000 clients
• SAP Business Technology Platform: 19 500 clients
• Couverture des infrastructures cloud: 140+ pays

Analyse avancée et technologies intelligentes

SAP a investi 5,2 milliards d'euros dans la recherche et le développement en 2023, en se concentrant sur l'IA et les technologies d'apprentissage automatique.

Technologie	Investissement (€)	Adoption des clients
Solutions alimentées par l'IA	1,8 milliard	42 000 clients d'entreprise
Plates-formes d'apprentissage automatique	1,3 milliard	35 000 clients d'entreprise

Solutions de transformation numérique spécifiques à l'industrie

SAP dessert 25 verticales de l'industrie avec des solutions logicielles spécialisées.

• Fabrication: 8 500 clients
• Santé: 4 700 clients
• Services financiers: 6 200 clients
• Retail: 5 300 clients

Écosystème de logiciels commerciaux évolutifs et flexibles

SAP propose des solutions logicielles modulaires avec 437 000 clients totaux dans le monde.

Écosystème logiciel	Segments de clientèle	Portée mondiale
Solutions d'entreprise	Grandes entreprises	99 des sociétés du Fortune 100
Solutions de marché intermédiaire	Petites entreprises	84% du marché mondial des PME

SAP SE (SAP) - Modèle d'entreprise: relations clients

Support client de l'entreprise dédiée

SAP fournit un support client complet avec 24 000 professionnels du soutien dans le monde. La société maintient un taux de satisfaction de soutien de 88% en 2023. Le temps de réponse moyen pour les problèmes critiques des entreprises est de 2 heures.

Canal de support	Volume de soutien annuel	Temps de résolution moyen
Support téléphonique	135 000 incidents	4,2 heures
Assistance en ligne	287 000 incidents	3,7 heures

Gestion de compte stratégique à long terme

SAP gère plus de 425 000 clients d'entreprise dans le monde. L'entreprise a des équipes de gestion de compte dédiées pour 92% de ses clients d'entreprise de premier plan.

• Durée moyenne de la relation client de l'entreprise: 8,3 ans
• Taux de renouvellement pour les comptes d'entreprise stratégiques: 94%
• Valeur du contrat annuel moyen: 2,4 millions de dollars

Mises à jour logicielles continues et amélioration

SAP investit 5,2 milliards d'euros par an dans la recherche et le développement. La fréquence de mise à jour logicielle est trimestrielle, avec 4 cycles de version majeurs par an.

Mettre à jour la fréquence	Investissement en R&D	Améliorations annuelles des produits
Trimestriel	5,2 milliards d'euros	387 nouvelles fonctionnalités

Programmes de formation et de certification professionnels

SAP offre une formation complète avec 2 300 partenaires de formation certifiés dans le monde. En 2023, 345 000 professionnels ont terminé les programmes de certification SAP.

• Nombre de pistes de certification: 18
• Coût moyen de certification: 750 €
• Taux d'achèvement de la formation en ligne: 76%

Plateformes d'innovation axées sur la communauté

SAP maintient SAP Community Network avec 3,5 millions de membres enregistrés. Les contributions collaboratives annuelles comprennent 287 000 discussions techniques et 42 000 propositions de solutions.

Métrique communautaire	Volume annuel	Taux de participation actif
Membres enregistrés	3,5 millions	62%
Discussions techniques	287,000	48%

SAP SE (SAP) - Modèle d'entreprise: canaux

Force de vente directe

SAP maintient une équipe de vente directe mondiale de 22 735 professionnels des ventes à partir de 2023. La force de vente directe génère environ 13,5 milliards d'euros de revenus annuels grâce à des engagements des clients de niveau d'entreprise.

Région de vente	Nombre de représentants commerciaux	Contribution des revenus
Amérique du Nord	7,450	4,8 milliards d'euros
Europe	9,215	5,6 milliards d'euros
Asie-Pacifique	5,120	3,1 milliards d'euros

Plates-formes de vente numérique en ligne

Les plates-formes de vente numérique de SAP génèrent 35% du total des revenus des logiciels, représentant environ 4,7 milliards d'euros en 2023.

• SAP Store: Software et Cloud Service Marketplace Direct
• Plateforme cloud: plateforme d'achat et de mise en œuvre numérique
• SAP.com: Portail de découverte et d'approvisionnement de la solution d'entreprise

Écosystème des partenaires et réseaux de revendeurs

SAP Partners Network comprend 24 500 partenaires mondiaux, générant 6,2 milliards d'euros de revenus indirects.

Catégorie de partenaire	Nombre de partenaires	Contribution des revenus
Partenaires technologiques	8,750	2,1 milliards d'euros
Partenaires de mise en œuvre	12,350	3,5 milliards d'euros
Partenaires de conseil	3,400	0,6 milliard d'euros

Canaux de marketing numérique et de communication

SAP investit 425 millions d'euros par an en marketing numérique sur plusieurs canaux.

• LinkedIn: 1,8 million de followers
• Twitter: 1,2 million d'abonnés
• YouTube: 350 000 abonnés
• Budget publicitaire numérique: 185 millions d'euros

Conférences de l'industrie et événements technologiques

SAP héberge et participe à 125 conférences de technologie mondiales par an, atteignant 250 000 professionnels de l'entreprise.

Type d'événement	Nombre d'événements	Public estimé
Sap sapphire maintenant	1 Conférence mondiale	50 000 participants
Sommets technologiques régionaux	45 événements	150 000 participants
Conférences de partenaires	79 événements	50 000 participants

SAP SE (SAP) - Modèle d'entreprise: segments de clients

Grandes entreprises d'entreprise

SAP dessert 99 des 100 meilleures entreprises mondiales dans diverses industries. La valeur du contrat annuelle moyenne pour les grands clients d'entreprise varie entre 5 millions de dollars et 50 millions de dollars.

Industrie	Nombre de clients d'entreprise	Revenus annuels estimés
Fabrication	8,500	2,3 milliards de dollars
Services financiers	6,200	1,7 milliard de dollars
Soins de santé	4,100	1,1 milliard de dollars

Entreprises de taille moyenne

SAP cible environ 250 000 entreprises de taille moyenne dans le monde, avec des valeurs de contrat variant généralement de 500 000 $ à 5 millions de dollars par an.

• Dépenses annuelles moyennes par client de taille moyenne: 1,2 million de dollars
• Taux de pénétration dans le milieu du marché européen: 42%
• Couverture du marché moyen-américain nord-américain: 38%

Petites et moyennes entreprises

SAP Business One Plateforme dessert plus de 100 000 petites et moyennes entreprises dans le monde, avec des valeurs de contrat entre 50 000 $ et 500 000 $ par an.

Région	Clients PME	Pénétration du marché
Europe	45,000	27%
Amérique du Nord	35,000	22%
Asie-Pacifique	20,000	15%

Organisations du gouvernement et du secteur public

SAP dessert plus de 3 500 organisations du gouvernement et du secteur public dans le monde, avec des valeurs de contrat allant de 2 millions de dollars à 25 millions de dollars.

• Contrats du gouvernement fédéral: 1 200 organisations
• Contrats du gouvernement d'État et local: 2 300 organisations
• Valeur du contrat annuel moyen: 7,5 millions de dollars

Marchés verticaux spécifiques à l'industrie

SAP fournit des solutions spécialisées sur 25 verticales distinctes de l'industrie, avec des segments de clients ciblés et des solutions d'entreprise sur mesure.

Marché vertical	Nombre de clients	Revenus annuels estimés
Vente au détail	6,800	1,9 milliard de dollars
Télécommunications	4,500	1,3 milliard de dollars
Énergie et services publics	3,200	900 millions de dollars

SAP SE (SAP) - Modèle d'entreprise: Structure des coûts

Investissement important dans la recherche et le développement

En 2023, SAP a investi 6,55 milliards d'euros dans la recherche et le développement, ce qui représente 17,4% des revenus totaux. L'entreprise a employé 31 776 professionnels de la recherche et du développement dans le monde.

Année	Investissement en R&D	Pourcentage de revenus
2023	6,55 milliards d'euros	17.4%
2022	6,24 milliards d'euros	16.8%

Frais de travail de la main-d'œuvre et des talents mondiaux

Les dépenses totales du personnel de SAP en 2023 étaient de 23,47 milliards d'euros, couvrant 107 809 employés dans le monde.

• Coût moyen du personnel par employé: 217 500 €
• Total des frais de recrutement et de formation: 412 millions d'euros

Infrastructure cloud et maintenance technologique

Les coûts d'infrastructure cloud et de maintenance technologique pour SAP en 2023 ont totalisé 4,89 milliards d'euros.

Catégorie de coûts	Montant
Infrastructure cloud	3,12 milliards d'euros
Maintenance technologique	1,77 milliard d'euros

Coûts opérationnels de marketing et de vente

Les frais de marketing et de vente de SAP en 2023 ont atteint 8,76 milliards d'euros.

• Frais de marketing: 3,42 milliards d'euros
• Coûts de fonctionnement des ventes: 5,34 milliards d'euros

Développement et innovation de produits continues

Le développement de produits et les investissements en innovation en 2023 étaient de 2,31 milliards d'euros.

Zone d'innovation	Investissement
IA et apprentissage automatique	987 millions d'euros
Innovation logicielle d'entreprise	1,32 milliard d'euros

SAP SE (SAP) - Modèle d'entreprise: Strots de revenus

Services d'abonnement cloud

Au cours de l'exercice 2022, les revenus du cloud de SAP ont atteint 9,22 milliards d'euros, ce qui représente une croissance de 35% d'une année à l'autre. Les revenus de l'abonnement et du support cloud ont spécifiquement représenté 8,08 milliards d'euros.

Segment des revenus de cloud	2022 Revenus (milliards d'euros)	Taux de croissance
Revenus cloud totaux	9.22	35%
Abonnement et support cloud	8.08	33%

Frais de licence de logiciel

Le chiffre d'affaires de la licence logicielle de SAP en 2022 était de 4,07 milliards d'euros, avec une légère baisse de 1% par rapport à l'année précédente.

Services de conseil et de mise en œuvre professionnels

Les revenus des services pour SAP en 2022 ont totalisé 4,44 milliards d'euros, couvrant les services de mise en œuvre, de conseil et de formation.

Type de service	2022 Revenus (milliards d'euros)
Services professionnels	4.44

Contrats de soutien et de maintenance

Les revenus de soutien ont été intégrés dans l'abonnement et le support cloud, totalisant 8,08 milliards d'euros en 2022.

Revenus du programme de formation et de certification

Les revenus de formation faisaient partie du segment des services, contribuant aux 4,44 milliards d'euros de services totaux de services.

• Le chiffre d'affaires total de SAP en 2022 était de 29,66 milliards d'euros
• Les revenus du cloud et des logiciels représentaient 13,29 milliards d'euros
• Les revenus des services ont représenté 4,44 milliards d'euros

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.