K2fly (ASX:K2F) is pleased to report continued progress with regards to its relationship with the global software company, SAP. Four members of the K2fly senior leadership group were at the well-attended SAP Australian User Group National Summit in Sydney this week.
K2F CEO Brian Miller has been partnering with SAP in Europe and Asia for nearly twenty years. K2F officially joined the SAP Partner Edge Program in October 2017, and the intervening months have been extremely productive.
In November 2017 K2F commenced an innovation partnership with SAP’s global Co-Innovation Lab (COIL) to deliver its Infoscope Enterprise Land Management solution through SAP HANA and SAP Cloud Platform. This process was successfully completed in April 2018 and the Infoscope solution was added to the all-important SAP App Center in May 2018.
SAP sales executives can now receive sales commissions by selling Infoscope directly. SAP has more than 700 Energy and Natural Resources (ENR) clients around the world and a sales team of some 70+ executives dealing exclusively with this sector. In total, SAP has nearly 94,000 employees spread across 130 countries, and they have more than 400,000 customers around the world.
Speaking in April 2018, Mr. Georg Gradl, Global Vice President – Head of Mining & Metals, SAP, commented “At SAP, we are excited by the continued success of K2fly’s SAP COIL (Co-Innovation Lab) project as they hit another significant milestone. K2fly’s Infoscope Land Management System is a much-needed industry solution that has the potential to benefit every SAP customer in the mining industry globally. The SAP COIL participation allows K2fly’s Infoscope solution to integrate into the SAP ecosystem, enabled by the best innovative minds across SAP.”
K2F CEO Brian Miller added, “It is highly unusual for a company of K2fly’s size to be afforded such a wonderful opportunity to be the first Australian software company to collaborate with the COIL program in Germany. I am grateful to the leaders within the SAP organisation for believing in K2fly and its innovative software, and their faith has been rewarded with this latest development. As more K2F staff have been trained in the SAP S4 Cloud and HANA environments, we have now strengthened our accreditations under the SAP Silver Partner program with dual status of Build and Service.”
Further to this, in June 2018 Rudolf Held, VP, Head of Global Co-Innovation Lab Network, SAP SE commented “At SAP, we congratulate K2fly on the success of its SAP COIL (Co-Innovation Lab) project. Through the collaborative efforts of the global SAP COIL and K2fly teams, the Infoscope Land Management System has graduated out of COIL and now onto the SAP online marketplace – SAP App Center. This allows an unprecedented global reach to all SAP customers for an innovative and industry relevant solution like K2fly’s Infoscope, now driven through the SAP sales channels”.
As a result of this development with SAP, K2F has been and will be presenting at several national and international industry-specific conferences and exhibitions this year, including the SAP Global International Mining conference in Prague in October. In May 2018, Navin Nirmalrajan of K2F spoke at The Futures of Mining event in Sydney, where Infoscope along with Esri (the leader in geospatial analytics) and SAP jointly showcased SAP’s “Digital Mine Ecosystem”. In August 2018, Brian Miller and Navin Nirmalrajan addressed two meetings of the SAP Mill Products and Mining Community of Interest Group which included a wide array of SAP account executives and industry specialists from the ENR sector. One meeting addressed the Asian, European and African SAP team, and the other focused on North, South and Central American SAP colleagues. Infoscope and its capabilities were well received and there are now a number of qualified opportunities in Europe, Asia, Africa and the Americas. Existing SAP clients have requested demonstrations and presentations, and K2F will work collaboratively with the SAP teams to ensure that these clients’ needs are met. K2F is very optimistic that some of these qualified leads will eventually result in the sale of Infoscope to SAP clients, however there are no assurances or guarantees that this will occur.
September sees Brian and Navin making two further presentations within the SAP ecosystem. They will be presenting to the SAP Advisory Council for Mining, again divided between two different geographical regions. This is an exclusive group comprising SAP clients in the mining sector and third-party suppliers are rarely granted the opportunity to address this group of dozens of SAP clients.
K2F CEO Brian Miller commented, “We are working very well with colleagues from SAP and find ourselves in the midst of some very exciting sales processes. Our delivery of Infoscope through SAP HANA and the SAP Cloud Platform has proved to be prescient in terms of aligning the needs of K2fly, SAP and their substantial client base. I am confident that our Infoscope solution is the right product at the right time, and with SAP’s significant presence in the sector we are well placed for successes in 2018 and beyond.”
K2F is currently engaged with SAP pre-sales and sales executives on several Tier 1 SAP clients. As part of this process, K2F is heavily involved in the marketing of Infoscope to, and with, the SAP teams. A number of these opportunities are at an advanced stage and we are optimistic will result in sales of Infoscope over coming months. Although, as ever, there are no assurances or guarantees this will occur. The SAP World Mining event to be staged in Prague in October will be another major opportunity for K2F to showcase its wares at a global event. The K2F presentation at the conference will focus on the many successful components of the implementation of the Infoscope solution at Fortescue Metals Group. The event will attract hundreds of existing SAP clients and K2F has already scheduled some pre-arranged meetings with key executives of global resource companies.
Navin Nirmalrajan, K2F Operations Director in charge of Infoscope, commented “We have come a long way in a short time with the SAP relationship. We have embedded our Infoscope solution tightly into the SAP Cloud platform, built a strong internal team with HANA capabilities and strengthened our partnership status. SAP
’s global Industry Value Engineers and Solution Advisors recognise the strategic value that Infoscope offers to their ENR customers. We have developed very good working relationships with some of the SAP ENR sales executives around the world and we are working hard to keep up with the demand to assist in prospective sales’ situations. On a global basis, resource companies are increasingly concerned about their Environmental, Social and Governance responsibilities and now more than ever “social licence to operate” needs innovative systems to deliver sustainable outcomes. These topics are our sweet-spot so we fit seamlessly into the SAP ecosystem.”