SAP channel and operations veteran takes over, will oversee continued evolution of channel and partner go-to-market strategies
SAP turned to its own channel and operations veteran Karl Fahrbach to become its first chief partner officer. In this new role, Fahrbach will oversee the continued transformation and evolution of SAP’s channel strategy as the company continues to push deeper into cloud services and alliances with independent software vendors.
The Lowdown: Fahrbach is no stranger to the SAP channel. In his most recent role, he served as the SAP Global Partner Organization’s COO. Prior to that, he served as the head of value-added reseller channels. While the chief partner officer is a new role, Fahrbach is essentially filling the vacancy left by
Rodolpho Cardenuto, who previously led the company’s global channel. Cardenuto departed SAP at the end of 2018 to become the head of sales at machine learning vendor Magic Leap.
The Details: In the new role, Fahrbach will have greater responsibilities than his predecessors, as he and the global channel organization will lead the continued transformation of SAP from a software company to an intelligent cloud platform provider. SAP is transitioning its focus to building ecosystems of complementary software and services to enable next-generation cloud-based and autonomous systems. The goal, SAP says, is to leverage partners to help customers become “intelligent enterprises.”
The Buzz: “SAP and our partners are absolutely focused on identifying new opportunities with customers by moving from SAP-led application value to partner-led customer innovation,” said Adaire Fox-Martin, a member of SAP’s executive board. “We are setting the foundation that will enable SAP partners to contribute more value to the future of business through our technology.”