Cracking the code: From startup to scale up in enterprise software

Panel of speakers at Tech Crunch

By Ram Jambunathan

The startup journey is hard. An estimated 75% of venture-backed companies never return cash to investors; only 1% go on to become unicorns. Startup success requires brutally efficient execution and a bit of luck. My own experience as a startup founder attests to this. When we started T-Networks (now a part of Broadcom), we had to build our own semiconductor fab and packaging facility, while at the same time competing with deep-pocketed, well-established multinationals. A “pivot” in those days, should we decide we needed to change in tack (e.g., different product in different segment), was going to be a fairly difficult (if not impossible) road to travel. So, I have to say I’m excited (and perhaps even a little envious) when I see the opportunities entrepreneurs have today — to build, test, refine, and even pivot — now that the need to construct the infrastructure required to develop the actual product is removed.

Of course, there are still challenges. In enterprise software, it also requires industry expertise, access to strong networks, and an ability to reach customers — all of which pose significant barriers to many entrepreneurs who aspire to transform industries. This is where a strategic partner like SAP can help early-stage startups scale the barriers to success.

The SAP.iO Fund and SAP.iO Foundries invest in and accelerate early-stage startups at the leading edge of B2B software innovation, who leverage a combination of emerging technologies like AI or IoT, business process expertise, and new business models. We realize that agile, early-stage startups complementary to SAP can expand and enhance the SAP ecosystem and solutions, giving our customers access to relevant, cutting-edge solutions. While SAP can help startups target customer needs, connect to SAP systems, and access SAPs broad customer base.

A key challenge many startups have after finding product-market fit is scaling. This can require significant investment, especially on the customer acquisition side — from marketing to sales to customer success. But what if the right partner could help to identify and prioritize high-value prospects, make those introductions, and then even help to drive the sales process? This is the type of startup partner SAP and SAP.iO strives to be — even for early-stage startups.

Startups that SAP.iO supports receive strong and unprecedented exposure to our field and customers. We have dedicated resources on the SAP.iO team that ensure SAP.iO startups get visibility and interest from internal account teams, customers, and partners. For example, during the first half of 2019 alone, at least 150 major customers visited SAP.iO Foundries in NA and Europe to meet with the startups SAP.iO is supporting.

In particular, on the go-to-market side, startups ask about the tactical ways that SAP typically partners with startups, where the field is provided incentives to position and / or sell a startup partner’s solution. In my session today at Techcrunch Enterprise 2019, I shared the stage with 3 SAP.iO Fund startups — BigID, Medal, and Plum — who discussed the various ways they work with SAP to scale sales and deliver value to customers:

  1. CO-SELL — in this model, startups get exposure to the SAP customer base via the SAP AppCenter. SAP customers can discover, try, and buy startup solutions. Customers transact through the SAP AppCenter, on the startup partners’ contract paper. Select partners may have special pipeline generation activities supported by an SAP Business Unit.
  2. RE-SELL — in this model, startup partner solutions can be sold via the SAP Solution Extension program, where the solution is sold by the field on SAP contract paper and is also supported by dedicated partner management. This is generally reserved for more mature startups.
  3. OEM (INBOUND) — in this model, the startup solution is embedded into an SAP solution. SAP then sells the combined offering on SAP paper, with the startup receiving a license fee from SAP for using their IP.

By leveraging these types of partnerships, startups can dramatically expand their reach, pipeline, and ability to deliver value to SAP customers. It’s important to note that startups dramatically increase success working with a channel partner if they already have a successful, scalable, repeatable sales formula (or process) that they can teach to the partner. Contrary to popular startup mythology, early-stage startups can have success cracking the code with large enterprise partners — SAP.iO is proof of this.

Cracking the code: From startup to scale up in enterprise software

By Ram Jambunathan

The startup journey is hard. An estimated 75% of venture-backed companies never return cash to investors; only 1% go on to become unicorns. Startup success requires brutally efficient execution and a bit of luck. My own experience as a startup founder attests to this. When we started T-Networks (now a part of Broadcom), we had to build our own semiconductor fab and packaging facility, while at the same time competing with deep-pocketed, well-established multinationals. A “pivot” in those days, should we decide we needed to change in tack (e.g., different product in different segment), was going to be a fairly difficult (if not impossible) road to travel. So, I have to say I’m excited (and perhaps even a little envious) when I see the opportunities entrepreneurs have today — to build, test, refine, and even pivot — now that the need to construct the infrastructure required to develop the actual product is removed.

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SAP.iO Launches Enterprise Health-Focused Startup Accelerator Program in New York

SAP kicked off its healthcare-focused accelerator program at SAP.iO Foundry New York.

The SAP.iO program is designed to accelerate startups working within healthcare: hospital system providers, employee health and wellness solutions, medical devices and health IT. SAP.iO will provide access to curated mentorship, exposure to SAP technology and application programming interfaces (APIs), and opportunities to collaborate with SAP customers to each of the seven early-stage startups chosen for the program.

The SAP.iO Foundry New York cohort includes the following startups:

  • Bravely connects employees with professional coaches for confidential conversations in the moments they need it most and helps HR leaders improve productivity and retention.
  • Droice Labs is an artificial intelligence (AI) company specializing in understanding real-world clinical data to help physicians provide better care to their patients. Droice uses natural language understanding (NLU) methods while working with providers, payors, life sciences companies and government bodies across the United States and Europe.
  • Hindsait offers a software-as-a-service (SaaS) platform that applies AI to large healthcare datasets, helping payors and providers improve patient health and reduce costs.
  • MeQuilibrium provides the leading SaaS-based engagement and performance platform that harnesses behavioral psychology to unleash workforce resilience, agility and full potential.
  • MyMeds is enhancing patient medication adherence with an engaging digital platform and content, reducing costs for payors while improving outcomes for their members.
  • SilverCloud Health enables employers and healthcare organizations to deliver clinically validated mental health therapeutic care through an easy-to-use platform, helping to improve outcomes and increase access.
  • Time Study employs machine learning and predictive analytics to automate hospital time submissions, tracking and reporting, all via one platform. The real-time results allow providers to meet compliance requirements for areas such as Medicare and grants.

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SAP.iO Launches Enterprise Health-Focused Startup Accelerator Program in New York

The SAP.iO program is designed to accelerate startups working within healthcare: hospital system providers, employee health and wellness solutions, medical devices and health IT. SAP.iO will provide access to curated mentorship, exposure to SAP technology and application programming interfaces (APIs), and opportunities to collaborate with SAP customers to each of the seven early-stage startups chosen for the program.

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So will SAP die Vielfalt in der Gründerszene fördern

Düsseldorf Rania Reda hat bereits mehrere Start-ups gegründet, groß gemacht und verkauft. Derzeit baut sie mit Augmania eine Plattform auf, die die Erstellung von Inhalten für Augmented Reality deutlich erleichtern soll.
Trotz ihrer Erfahrung tut sich die 46-jährige Gründerin schwer, im Silicon Valley von den namhaften Risikokapitalgebern eine Finanzierungsrunde zu bekommen – und das, so ist sie überzeugt, liegt weder an ihrer Geschäftsidee noch an ihrer Präsentation.

Mehr…

Augmania’s SAP.iO Journey in Berlin

Dear diar….Sorry got caught away here! In a way, though, this blogpost will be akin to a diary entry. It’s an open expression of our thoughts at Augmania throughout every stage of our SAP.iO Foundry program odyssey. 

Oh yes, earlier this year, the good people of SAP invited us to participate in their ultra-ambitious accelerator program. Launched by SAP in 2017, SAP.iO aims to bolster multiple entrepreneurial ecosystems around the globe. That’s through supporting and investing in early-stage startups working in SaaS. 

A major focus of SAP.iO is the aforementioned Foundry program which we received an invitation for. Generally, the program is about 12 weeks and has taken place in entrepreneurial hubs, from New York to Tokyo. Mentorship sessions, engaging workshops, and funding opportunities are just a few perks of a Foundry program.

However, our invitation was for a rather unique SAP.iO Foundry program. In fact, it was a program with heaps of added pressure. 

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Exclusive: Maggie Buggie, SVP and Global Head of Innovation Services and Solutions, SAP SE

This year, we’re celebrating the 30thanniversary of SAP in APJ and I’m so excited by what the future holds for our customers, as the pace of innovation continues. I’m so inspired by the pace of innovation within our own organisation in the region. For instance: the first SAP.iO Foundry in Asia was launched in August in Tokyo, followed by SAP’s first start-up accelerator in Singapore, SAP.iO Foundry Singapore. SAP ANZ hosted its first innovation experience event, e’ffect in August and the first partner-run SAP AppHaus in the region was launched in Australia earlier this year.

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Experience is everything.

Launching our next SAP.iO SF XM Cohort

SAP is a company that has always been very customer centric and embraced a Listen — Learn — Act approach. In the same spirit we are excited to announce our next SAP.iO SF Foundry program. The upcoming SAP.iO San Francisco cohort will be focused on Experience Management, in close collaboration with SAP Business Units, including SAP Customer Experience and Qualtrics.

We are excited to collaborate with cutting edge startup innovation and improve the experience for SAP’s customers, partners and end users. We are looking forward to welcoming the following startups to be a part of the next SAP.iO SF Foundry —

  • Askdata: Powerful Natural Language engine turns text questions into queries that search across enterprise data for the best answer.
  • Breinify: Makes any marketing system smarter by adding individualized & time driven predictions to drive spur-of-the-moment purchases.
  • Constructor: AI-first Commerce search and discovery solution that learns from usage to increase personalization and conversion rates.
  • Findmine: Increases Commerce basket sizes by using ML to generate and display product collections that can be used together.
  • Idiomatic: Easily identify top product and service issues by analyzing large amounts of customer interactions with AI/ML
  • Setsail: Accelerate pipeline and flexibly drive strategic priorities using SetSail’s weekly sales incentive system
  • Wisy: Gathers unique market insights for brands and retailers while increasing consumer engagement via mobile games.

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Meet the 7 Startups Selected for SAP’s First South East Asia Accelerator

Dubbed as SAP.iO Foundry the program aims to accelerate Southeast Asian startups, providing them access to curated mentorship, exposure to SAP technology and application programmable interfaces (APIs), and opportunities to collaborate with SAP customers.

The first cohort will consist of seven early-stage Intelligent Enterprise startups focused on business-to-business (B2B) technology.

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Sky is the Limit: Spirit of Innovation in SAP Asia

Blog written by Christian Klein, COO & Executive Board Member of SAP

Tomorrow’s SAP starts today. Having just returned from an amazing trip in Japan, South Korea and China, it’s clear that SAP Asia is embracing the innovation, energy and spirit that will take SAP to great heights in the future.

During the week, I spent time with customers, partners and colleagues, and from each and every one of them, I had the sense of their commitment to innovation, their engagement with technology and the powerful potential that this region holds. I also engaged with the media, who see SAP as leading the move to the intelligent enterprise.

I also met the start-ups and investors forming the first cohort of the SAP.iO Foundry in Tokyo, as well as over 600 employees who attended the All Hands Meeting and a coffee corner in person and online.

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SAP Launches SAP.iO Foundry its Acceleration Program in Singapore

SAP SE recently announced SAP.iO Foundry Singapore, its first acceleration program in Singapore.

SAP.iO Foundry Singapore program acceleration program aims to help the Southeast Asian startups for their growth, giving them the exposure to programmable application interfaces (APIs), SAP technology and curated mentorship along with the chances to team up with SAP customers.

The first cohort will consist of seven early-stage Intelligent Enterprise startups focused on business-to-business (B2B) technology.

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SAP gets into accelerator space in SG with 7 B2B startups

Global software company SAP has launched SAP.iO Foundry Singapore, its first acceleration programme in Singapore. The accelerator’s first cohort will consist of seven early-stage startups focused on business-to-business technologies, including several that help improve customer experience.

SAP.iO Foundry aims to accelerate Southeast Asian startups, providing them access to curated mentorship, exposure to SAP technology and application programmable interfaces, as well as opportunities to collaborate with SAP customers.

Companies currently include TADA, which offers a data-driven customer advocacy and engagement platform that helps brands attract, engage and retain customers; and Size n Fit, which provides an eCommerce add-on to help online shoppers find apparel that fits and reduce returns. Meanwhile, Flowcast uses patented machine-learning algorithms to harness untapped, complex data to automate credit decision-making and LuxTag provides anti-counterfeiting and anti-theft solutions through blockchain.

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SAP.iO Launches First Accelerator in Singapore

SAP SE today kicked off SAP.iO Foundry Singapore, its first acceleration program in Singapore. The program aims to accelerate Southeast Asian startups, providing them access to curated mentorship, exposure to SAP technology and application programmable interfaces (APIs), and opportunities to collaborate with SAP customers. The first cohort will consist of seven early-stage Intelligent Enterprise startups focused on business-to-business (B2B) technology.

“SAP is committed to Singapore’s dynamic startup ecosystem,” said Lalitha Bhaskara, head of SAP.iO Foundries Asia Pacific Japan. “We are excited to be working hand in hand over the next three months with these innovative startups to help them deliver winning outcomes and incremental value to our customers.”

The first cohort also includes several startups founded or led by strong female entrepreneurs, a testament to SAP’s belief that a healthy ecosystem includes entrepreneurs from diverse backgrounds and in line with the SAP.iO No Boundaries initiative.

The first SAP.iO Foundry Singapore cohort includes the following startups:

  • Flowcast Inc.: Uses patented machine-learning algorithms to harness untapped, complex data to automate credit decision-making. This provides greater visibility to customers to address underserved markets.
  • Pulsifi: Predicts workplace outcomes to identify, retain and develop great people. By using artificial intelligence to incorporate multiple data sources across hard skills and soft traits, this HR analytics platform derives employee success profiles to improve HR decisions across the employee lifecycle, from hiring to development.
  • Notarum: Provides a modern workflow tool designed to reduce busywork by automating corporate due diligence. Notarum makes performing due diligence analysis and sharing work with teammates easier than ever.
  • Adaface: Enables and automates first-round tech interviews to identify the best engineering talent faster.
  • TADA: Offers a data-driven customer advocacy and engagement platform that helps brands moving from transactions to relationships and customers to advocates. This enables businesses to attract, engage and retain customers.
  • Size n Fit: Helps online shoppers find apparel that fits. This e-commerce add-on aims to increase sales and reduce returns.
  • LuxTag: Provides an anticounterfeiting and antitheft solution that uses blockchain-enabled traceability to deter product counterfeiting and fraud.

Read More…