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How Atos Doubled Its Revenue Partnering with SAP

May 27, 2015 by Susan Galer 21

Some SAP partners might see SAP’s transformation into an end-to-end cloud solution provider as a threat. Instead, Atos realized early on this was a pivotal growth opportunity.

With SAP S/4HANA and SAP’s entire cloud-based portfolio as major growth drivers, Atos has doubled its resell revenue in just two years after becoming an SAP reseller in 35 countries. Atos has expanded its SAP partnership from just large enterprises to also include upper mid-market companies.

Atos recently capped its 35-year old relationship by winning a 2015 Pinnacle Award in the category of Global Value-Added Reseller of the Year. The win was recently announced at SAPPHIRE NOW, recognizing Atos for its outstanding contribution as a partner.

“SAP is creating new opportunities for us to provide integration services when we’re working with large enterprises in the manufacturing, public sector, utilities, chemical, automotive and other industries that have complex environments,” said Frenk Verburgt, Vice President and Head of Global SAP Alliances at Atos. “In these companies, if you want to sell cloud solutions to the line-of-business, they cannot bypass the IT department because they have to integrate your cloud solution with existing ERP systems.”

Frenk Verburgt, Vice President and Head of Global SAP Alliances at Atos

Frenk Verburgt, Vice President and Head of Global SAP Alliances at Atos

SAP S/4HANA simplifies and drives growth

Verburgt views SAP S4/HANA and SAP’s entire cloud-based portfolio as major growth drivers aligned with his company’s expansion plans. He explained that 80 percent of Atos’ business comes from European companies, and although cloud adoption rates are lower in Europe compared to other regions, companies are eager to simplify mature technology landscapes.

“We’ve doubled our business in two years and are also looking for new verticals like retail and financial services,” said Verburgt. “SAP has a very strong marketing machine, enabling us to develop services in new areas like Internet of Things and digital transformation. Our mission is to adopt SAP innovations that bring business value to customers.”

Customers limited only by their imagination

Atos is already helping customers migrate to SAP Business Warehouse powered by SAP HANA, and Verburgt finds strong interest in SAP S/4HANA.

“Early adopters are in the upper mid-market. They can immediately step into the S/4HANA world,” he said. “Everyone wants to be flexible and agile, and companies of all sizes need a vision and the ability to see how SAP HANA can quickly meet their business needs for something entirely new.”

Industry 4.0 transformation

As Atos expands its market across industries like automotive, retail and financial services, Verburgt sees SAP’s business network and cloud-based solutions as pivotal.

“Digitization is changing the world. We are extending our footprint from car manufacturers to automobile parts suppliers, and SAP’s business network can help us connect these different worlds across supply chains,” he said. “We also see opportunities in retail with hybris. The financial services is another growth industry with insurers moving from traditional claims processing to predictive businesses using the Internet of Things. Customers are looking for new ways to keep people safe.”

Atos showcased numerous innovations at SAPPHIRE NOW, including a smart factory demonstration featuring vending machines that deliver personalized products to consumers and real-time maintenance to companies.

Continuing the forward trajectory

Despite its 35-year heritage, Atos is as forward-looking as any startup pursuing new solutions, people and acquisitions. The company recently acquired Xerox IT Outsourcing Operations as a door-opener to upsell its SAP offerings in the United States. It’s also hiring new graduates.

“We’re investing in people with bright ideas who aren’t limited by legacy thinking,” said Verburgt. “The availability of real-time data anytime and anyplace is something totally new and many businesses don’t yet understand what’s possible. If you are an SAP company, it’s not a question of if you’ll go to S/4HANA, it’s when you’ll go there.”

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All images via SAP

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