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Inside the Biggest B2B Partnership You Have Never Heard Of
Description
Lucas and Luna unpack the quiet $4.2 billion partnership between SAP and IBM that has been running for over a decade but rarely makes headlines. They walk through how the deal was structured, why it survived multiple leadership changes, and what other enterprise software companies can learn from its 'co-opetition' model. Lucas shares specifics: the revenue split on joint cloud deals, the governance committee that meets quarterly, and the cultural friction that nearly killed the relationship in 2019. Luna pushes back on whether such a deep alliance actually limits both companies' flexibility in the market. The conversation draws on a recent interview with a former SAP executive involved in the original 2013 framework agreement. Listeners come away with a concrete template for evaluating whether their own strategic partnerships are built to last beyond the current CEO's tenure.