SAP SE (SAP): Modelo de negócios Canvas [Jan-2025 Atualizado]

No cenário dinâmico do software corporativo, o SAP SE é uma potência transformadora, revolucionando como as empresas aproveitam a tecnologia para impulsionar a inovação digital. Com uma tela de modelo de negócios meticulosamente criada que abrange parcerias estratégicas, capacidades tecnológicas de ponta e soluções abrangentes, a SAP se posicionou como líder global em software corporativo e tecnologias em nuvem. Desde capacitar grandes corporações até permitir pequenas e médias empresas, a abordagem exclusiva da SAP integra análises avançadas, tecnologias inteligentes e estratégias de transformação digital específicas do setor que redefinem a excelência operacional no ecossistema de negócios moderno.

SAP SE (SAP) - Modelo de Negócios: Principais Parcerias

Parcerias estratégicas de fornecedores de nuvem

A SAP estabeleceu parcerias críticas com os principais provedores de nuvem:

Provedor de nuvem	Detalhes da parceria	Ano estabelecido
Microsoft Azure	Colaboração abrangente de infraestrutura em nuvem	2017
Amazon Web Services (AWS)	Soluções de migração e implantação em nuvem conjuntas	2016

Parcerias de tecnologia

As parcerias tecnológicas da SAP incluem:

• IBM: integração de software corporativo e soluções em nuvem
• Intel: otimização de hardware e aprimoramento do desempenho
• Google Cloud: AI e colaboração de aprendizado de máquina

Integradores de sistemas globais e empresas de consultoria

Parceiro	Foco de colaboração	Impacto anual da receita
Accenture	Consultoria de transformação corporativa	US $ 1,2 bilhão
Deloitte	Serviços de implementação digital	US $ 980 milhões
Capgemini	Soluções em nuvem e digital	US $ 750 milhões

Composição de rede de parceiros

Estatísticas do ecossistema de parceiros da SAP:

• Total Partners: 21.700
• Fornecedores de software: 1.900
• Fornecedores de hardware: 650
• Integradores de sistema: 1.350

Impacto financeiro da parceria

Categoria de parceria	Contribuição anual da receita	Taxa de crescimento
Parcerias de fornecedores de nuvem	US $ 2,5 bilhões	18.3%
Parcerias de tecnologia	US $ 1,8 bilhão	15.7%
Parcerias de consultoria	US $ 3,2 bilhões	22.5%

SAP SE (SAP) - Modelo de negócios: Atividades -chave

Desenvolvimento de software corporativo e criação de soluções em nuvem

A SAP investiu 5,22 bilhões de euros em pesquisa e desenvolvimento em 2022. A Companhia desenvolveu 25 soluções em nuvem em vários segmentos corporativos.

Categoria de software	Investimento em desenvolvimento	Soluções anuais em nuvem
Planejamento de recursos corporativos	€ 1,8 bilhão	8 soluções
Experiência do cliente	€ 750 milhões	6 soluções
Análise de negócios	€ 600 milhões	5 soluções

Pesquisa e desenvolvimento em IA, aprendizado de máquina e tecnologias corporativas

A SAP cometeu 17,4% da receita total para P&D em 2022, com foco em tecnologias emergentes.

• Desenvolvimento de soluções corporativas movidas a IA
• Maccha Learning Algorithm Aperfeiçoamento
• Parcerias de pesquisa de computação quântica

Serviços de suporte e implementação do cliente

A SAP manteve 437.000 instalações de clientes globalmente em 2022, com equipes de suporte dedicadas.

Categoria de suporte	Número de especialistas	Tempo médio de resposta
Suporte técnico	12.500 profissionais	2,5 horas
Consultores de implementação	8.700 especialistas	24-48 horas

Inovação contínua em software de negócios e soluções de transformação digital

A SAP lançou 42 novas soluções de transformação digital em 2022, visando desafios específicos do setor.

• Plataformas de gerenciamento de sustentabilidade
• Ferramentas de otimização de recursos corporativos inteligentes
• Estruturas de transformação digital entre indústrias

SAP SE (SAP) - Modelo de negócios: Recursos -chave

Força de trabalho altamente qualificada de profissionais de tecnologia

A partir do quarto trimestre de 2023, a SAP empregou 111.566 funcionários globalmente. Composição da força de trabalho:

Região	Número de funcionários
Europa	56,782
Américas	32,445
Ásia -Pacífico	22,339

Extensa propriedade intelectual e patentes de software

SAP segura 10.482 patentes ativas A partir de 2023, com as principais áreas de foco:

• Tecnologias de computação em nuvem
• Enterprise Software Solutions
• Algoritmos de aprendizado de máquina
• Plataformas de análise de dados

Infraestrutura em nuvem avançada e data centers

Investimento global de infraestrutura em nuvem em 2023: € 2,3 bilhões

Locais de data center	Número de instalações
Europa	18
América do Norte	12
Ásia -Pacífico	9

Capacidades robustas de pesquisa e desenvolvimento

Despesas de P&D em 2023: € 5,74 bilhões, representando 17,4% da receita total

• 5.672 profissionais de P&D dedicados
• 12 principais centros de pesquisa em todo o mundo
• Concentre -se na IA, aprendizado de máquina e computação quântica

Rede global de centros de tecnologia e inovação

Rede de Centros de Inovação:

Região	Número de centros de inovação
Europa	7
América do Norte	5
Ásia -Pacífico	4

SAP SE (SAP) - Modelo de Negócios: Proposições de Valor

Soluções abrangentes de software corporativo para otimização de processos de negócios

A SAP oferece soluções de software corporativo com uma receita total de € 30,25 bilhões em 2023. A empresa fornece Otimização de processos de negócios de ponta a ponta em vários domínios.

Categoria de software	Receita anual (€)	Quota de mercado
Planejamento de recursos da empresa (ERP)	11,2 bilhões	22.7%
Software em nuvem Enterprise	9,6 bilhões	18.3%
Análise de negócios	5,4 bilhões	15.6%

Plataformas de software integradas baseadas em nuvem e no local

A SAP fornece implantação híbrida de software com crescimento de receita de assinatura em nuvem de 74% em 2023.

• S/4Hana Cloud: 31.000 clientes
• SAP Business Technology Platform: 19.500 clientes
• Cobertura de infraestrutura em nuvem: mais de 140 países

Análise avançada e tecnologias inteligentes

A SAP investiu 5,2 bilhões de euros em pesquisa e desenvolvimento em 2023, com foco nas tecnologias de IA e aprendizado de máquina.

Tecnologia	Investimento (€)	Adoção do cliente
Soluções movidas a IA	1,8 bilhão	42.000 clientes corporativos
Plataformas de aprendizado de máquina	1,3 bilhão	35.000 clientes corporativos

Soluções de transformação digital específicas da indústria

A SAP serve 25 verticais do setor com soluções de software especializadas.

• Fabricação: 8.500 clientes
• Healthcare: 4.700 clientes
• Serviços financeiros: 6.200 clientes
• Varejo: 5.300 clientes

Ecossistema de software de negócios escalável e flexível

A SAP oferece soluções de software modular com 437.000 clientes totais em todo o mundo.

Ecossistema de software	Segmentos de clientes	Alcance global
Enterprise Solutions	Grandes empresas	99 de empresas da Fortune 100
Soluções de mercado intermediário	Pequenas empresas de médio porte	84% do mercado global de PME

SAP SE (SAP) - Modelo de Negócios: Relacionamentos do Cliente

Suporte ao cliente dedicado corporativo

A SAP fornece suporte abrangente ao cliente com 24.000 profissionais de suporte globalmente. A empresa mantém uma taxa de satisfação de suporte de 88% a partir de 2023. O tempo médio de resposta para questões críticas da empresa é de 2 horas.

Canal de suporte	Volume de suporte anual	Tempo médio de resolução
Suporte telefônico	135.000 incidentes	4,2 horas
Suporte online	287.000 incidentes	3,7 horas

Gerenciamento de contas estratégicas de longo prazo

A SAP gerencia mais de 425.000 clientes corporativos em todo o mundo. A empresa possui equipes de gerenciamento de contas dedicadas para 92% de seus clientes corporativos de primeira linha.

• Duração média do relacionamento do cliente da empresa: 8,3 anos
• Taxa de renovação para contas estratégicas da empresa: 94%
• Valor médio anual do contrato: US $ 2,4 milhões

Atualizações contínuas de software e melhorias

A SAP investe 5,2 bilhões de euros anualmente em pesquisa e desenvolvimento. A frequência de atualização de software é trimestralmente, com 4 principais ciclos de lançamento por ano.

Atualizar frequência	Investimento em P&D	Melhorias anuais do produto
Trimestral	€ 5,2 bilhões	387 novos recursos

Programas de treinamento e certificação profissional

A SAP oferece treinamento abrangente com 2.300 parceiros de treinamento certificados globalmente. Em 2023, 345.000 profissionais concluíram os programas de certificação SAP.

• Número de faixas de certificação: 18
• Custo médio de certificação: € 750
• Taxa de conclusão de treinamento on -line: 76%

Plataformas de inovação orientadas pela comunidade

A SAP mantém a SAP Community Network com 3,5 milhões de membros registrados. As contribuições colaborativas anuais incluem 287.000 discussões técnicas e 42.000 propostas de solução.

Métrica comunitária	Volume anual	Taxa de participação ativa
Membros registrados	3,5 milhões	62%
Discussões técnicas	287,000	48%

SAP SE (SAP) - Modelo de Negócios: Canais

Força de vendas direta

A SAP mantém uma equipe global de vendas diretas de 22.735 profissionais de vendas a partir de 2023. A força de vendas direta gera aproximadamente 13,5 bilhões de euros em receita anual por meio de compromissos de clientes em nível corporativo.

Região de vendas	Número de representantes de vendas	Contribuição da receita
América do Norte	7,450	€ 4,8 bilhões
Europa	9,215	€ 5,6 bilhões
Ásia-Pacífico	5,120	€ 3,1 bilhões

Plataformas de vendas digitais online

As plataformas de vendas digitais da SAP geram 35% da receita total de software, representando aproximadamente 4,7 bilhões de euros em 2023.

• SAP Store: Software direto e mercado de serviços em nuvem
• Plataforma em nuvem: plataforma de compra e implementação digital
• SAP.com: Portal de descoberta e compras de soluções corporativas

Ecossistemas de parceiros e redes de revendedores

A SAP Partners Network compreende 24.500 parceiros globais, gerando 6,2 bilhões de euros em receita indireta.

Categoria de parceiro	Número de parceiros	Contribuição da receita
Parceiros de tecnologia	8,750	2,1 bilhões de euros
Parceiros de implementação	12,350	€ 3,5 bilhões
Parceiros de consultoria	3,400	€ 0,6 bilhão

Canais de marketing e comunicação digital

A SAP investe 425 milhões de euros anualmente em marketing digital em vários canais.

• LinkedIn: 1,8 milhão de seguidores
• Twitter: 1,2 milhão de seguidores
• YouTube: 350.000 assinantes
• Orçamento de publicidade digital: € 185 milhões

Conferências do setor e eventos de tecnologia

A SAP hospeda e participa de 125 conferências de tecnologia global anualmente, alcançando 250.000 profissionais da empresa.

Tipo de evento	Número de eventos	Público estimado
SAP SAPPHIRE AGORA	1 Conferência Global	50.000 participantes
Cúpulas de tecnologia regional	45 eventos	150.000 participantes
Conferências de parceiros	79 eventos	50.000 participantes

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

Grandes corporações empresariais

A SAP atende 99 das 100 principais empresas globais em vários setores. O valor médio anual do contrato para clientes de grandes empresas varia entre US $ 5 milhões e US $ 50 milhões.

Indústria	Número de clientes corporativos	Receita anual estimada
Fabricação	8,500	US $ 2,3 bilhões
Serviços financeiros	6,200	US $ 1,7 bilhão
Assistência médica	4,100	US $ 1,1 bilhão

Negócios de tamanho médio

A SAP tem como alvo aproximadamente 250.000 empresas de médio porte globalmente, com valores de contrato normalmente variando de US $ 500.000 a US $ 5 milhões anualmente.

• Gastes anuais médios por cliente de médio porte: US $ 1,2 milhão
• Taxa de penetração no mercado intermediário europeu: 42%
• Cobertura do mercado intermediário da América do Norte: 38%

Pequenas e médias empresas

A SAP Business One Platform atende mais de 100.000 pequenas e médias empresas em todo o mundo, com valores de contrato entre US $ 50.000 e US $ 500.000 anualmente.

Região	Clientes de PME	Penetração de mercado
Europa	45,000	27%
América do Norte	35,000	22%
Ásia -Pacífico	20,000	15%

Organizações do governo e do setor público

A SAP atende mais de 3.500 organizações do governo e do setor público em todo o mundo, com valores de contrato que variam de US $ 2 milhões a US $ 25 milhões.

• Contratos do governo federal: 1.200 organizações
• Contratos do governo estadual e local: 2.300 organizações
• Valor médio anual do contrato: US $ 7,5 milhões

Mercados verticais específicos da indústria

A SAP fornece soluções especializadas em 25 verticais distintos da indústria, com segmentos de clientes direcionados e soluções corporativas personalizadas.

Mercado vertical	Número de clientes	Receita anual estimada
Varejo	6,800	US $ 1,9 bilhão
Telecomunicações	4,500	US $ 1,3 bilhão
Energia e serviços públicos	3,200	US $ 900 milhões

SAP SE (SAP) - Modelo de negócios: estrutura de custos

Investimento significativo em pesquisa e desenvolvimento

Em 2023, a SAP investiu 6,55 bilhões de euros em pesquisa e desenvolvimento, representando 17,4% da receita total. A empresa empregou 31.776 profissionais de pesquisa e desenvolvimento globalmente.

Ano	Investimento em P&D	Porcentagem de receita
2023	6,55 bilhões de euros	17.4%
2022	6,24 bilhões de euros	16.8%

Despesas globais de força de trabalho e aquisição de talentos

As despesas totais de pessoal da SAP em 2023 foram de 23,47 bilhões de euros, cobrindo 107.809 funcionários em todo o mundo.

• Custo médio do pessoal por funcionário: € 217.500
• Despesas totais de recrutamento e treinamento: € 412 milhões

Infraestrutura em nuvem e manutenção de tecnologia

A infraestrutura em nuvem e os custos de manutenção de tecnologia da SAP em 2023 totalizaram 4,89 bilhões de euros.

Categoria de custo	Quantia
Infraestrutura em nuvem	€ 3,12 bilhões
Manutenção de tecnologia	€ 1,77 bilhão

Custos operacionais de marketing e vendas

As despesas de marketing e vendas da SAP em 2023 atingiram € 8,76 bilhões.

• Despesas de marketing: € 3,42 bilhões
• Custos operacionais de vendas: € 5,34 bilhões

Desenvolvimento contínuo de produtos e inovação

O desenvolvimento de produtos e os investimentos em inovação em 2023 foram de 2,31 bilhões de euros.

Área de inovação	Investimento
AI e aprendizado de máquina	€ 987 milhões
Inovação do software corporativo	€ 1,32 bilhão

SAP SE (SAP) - Modelo de negócios: fluxos de receita

Serviços de assinatura em nuvem

No ano fiscal de 2022, a receita em nuvem da SAP atingiu 9,22 bilhões de euros, representando um crescimento de 35% ano a ano. As receitas de assinatura e suporte em nuvem representavam especificamente 8,08 bilhões de euros.

Segmento de receita em nuvem	2022 Receita (€ bilhão)	Taxa de crescimento
Receita total em nuvem	9.22	35%
Assinatura em nuvem e suporte	8.08	33%

Taxas de licenciamento de software

A receita da licença de software da SAP em 2022 foi de € 4,07 bilhões, com um ligeiro declínio de 1% em comparação com o ano anterior.

Serviços de consultoria e implementação profissionais

A receita de serviços para a SAP em 2022 totalizou € 4,44 bilhões, cobrindo os serviços de implementação, consultoria e treinamento.

Tipo de serviço	2022 Receita (€ bilhão)
Serviços profissionais	4.44

Contratos de suporte e manutenção

A receita de suporte foi integrada na assinatura e suporte em nuvem, totalizando € 8,08 bilhões em 2022.

Receitas do Programa de Treinamento e Certificação

As receitas de treinamento fizeram parte do segmento de serviços, contribuindo para a receita total dos serviços totais de 4,44 bilhões de euros.

• A receita total da SAP em 2022 foi de € 29,66 bilhões
• A receita de nuvem e software representou € 13,29 bilhões
• A receita de serviços representou € 4,44 bilhões

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.