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Product and Topic Expert
Product and Topic Expert

For eight years, Gary Erickson has led a team in Channel Digital Enablement within the Global Partner Organization at SAP. Focusing on the digital aspects for partner enablement, he and his Learning Content, Training, and Platform team provide a best-in-class enablement experience to the SAP partner ecosystem.

With over 35 years in the industry, Erickson has a wealth of experience. In this interview, he reflects on virtual learning, how learning is evolving, and provides insight into the technology that is going to revolutionalize learning.

Tell us a bit more about yourself. What do you do when you are not leading Channel Digital Enablement at SAP?

Together with my wife, I currently reside in Calgary, Canada, near the Rocky Mountains on the West side of the country. We live close to an area perfect for hiking, back-country camping, and many other outdoor activities, so that keeps us occupied on weekends. Wildlife is abundant there, and we see everything from mountain sheep, goats, and moose, to grizzly and black bears. We can't hike too far from home without a can of bear spray handy!

How did your career start, and when did you join SAP?

My career started back in the late 80’s at a data communications company. The 1988 Winter Olympics were awarded to Calgary, and I was fortunate to join the OCO 88’ team, linking timing systems to results systems for TV feeds. Once the games ended, I worked for several companies such as Apollo Computer, Hewlett-Packard, EMC and a startup, where I held numerous sales, channel management and executive roles. In 2003 SAP recruited me to setup the SAP Business One and SAP All-in-One channel for the region. I’ve held various positions at SAP before moving into my current role as Global Vice-President Channel Digital Enablement within the Global Partner Organization 8 years ago.

Can you explain what Channel Digital Enablement means and what you do in your current role?

Within the area of partner digital learning and enablement, my team’s mission is to provide the right platform, processes, content, and tools for all partner types and roles, for all products and solutions. We want to improve our partner’s skills and knowledge on SAP products and solutions, through a virtual approach whenever possible. The COVID-19 pandemic made virtual learning more relevant than ever.

You lead a team of talented  individuals. What do they focus on to provide a best-in-class enablement experience to our partners?

They really are an amazing team! They concentrate on alignment with numerous content providers across the Lines of Business and communities, leveraging the most up-to-date and relevant materials, which are re-packaged for the partner audience, and published on our and SAP Learning Hub platforms. Within the SAP Learning Hub we provide a FREE SAP PartnerEdge Edition that is accessible for all partner individuals for Learning Journeys and Learning Rooms.

We also focused our attention on helping our content stakeholders with virtual instructor-led or virtual packaging of the materials, taking the traditional classroom model with an in-person instructor and replacing it with a virtual expert, which allows them to expand and scale their teaching.

We aligned with SAP Knowledge and Education’s openSAP platform for partner supported MOOCs (massive open online courses). This has been really effective, driving a huge interest from our ecosystem and the general public. This platform grants greater reach and availability for us to showcase our products, and allows individuals to really come into the ecosystem in a much easier way. Best of all, the content is free!

Considering your broad experience, how is learning different today from what it used to be 10 or 20 years ago?

Looking back, anybody who was trying to learn, had to either read a book, or attend classroom training. There has been a huge shift in technology, which changed the paradigm of how enablement is delivered today.

The move to virtual happened quickly over the last few years and today, people are looking to learn as part of their daily roles. A quick example of how learning today has changed would be the wide-spread use of tools like “Google” or “YouTube”. Enablement has changed dramatically from that perspective. Micro-learning has become the new norm. People want to consume three to five minute learning elements at any time.

Another aspect of this, is testing knowledge or competency levels. The big transition we have seen is instead of having a formal exam, you take micro tests after each element you’ve just consumed.

Within our team we have been simplifying and transitioning materials to virtual platforms. We are building prescriptive learning journeys and providing predefined learning paths with outcome based guidance to help SAP partners easily find, consume, and understand the content.

You mentioned learning journeys and outcome based guidance. Could you describe what they are?

SAP Learning Journeys are structured training maps that contain various learning elements and knowledge tests across various maturity levels, to help take an individual from a “school smart” to a “street smart” level of competency in a specific role for a specific solution. Learning journeys that are non-technical, such as sales, presales, marketing, customer engagement as well as industry materials, are accessed via the free SAP PartnerEdge Edition of SAP Learning Hub. For the consultant or technical implementation roles, subscription-based training editions are offered on a yearly basis. Learning journeys are not static - we continue to evolve and update them. We also offer coaching service elements to help partners get practical experience.

Outcome based guidances are pre-defined sets of roadmaps for onboarding to help partner decision makers. We want to help them find enablement content for sales, marketing, and delivery. These pre-defined learning paths make it easier to locate programs and learning journeys and allow partners to effectively identify the enablement needs for their teams’ individual roles, and the required investment into learning.

Certification is a term that we hear a lot at SAP. Could you explain what this means? And how does badging relate to it?

The term certification can be somewhat confusing, because every company seems to use it in a different manner. At SAP, we use the term certification predominantly for technical roles, where we conduct a knowledge test that has a proctored exam. For other role-based training, we usually classify training as a qualification, which may lead to an authorization, based on what the activity might include.

When we deliver certifications for technical roles, we also provide open badges for those certifications. We want to provide the learner with more than just a piece of paper confirming a passed exam. Open badges are validated and sent via a third party directly to the individual, which can then be shared on social media sites like Facebook, LinkedIn, and others.

As our portfolio moved to cloud solutions, we also introduced the concept of «stay current» terminology to retain a certification status, providing frequent enablement training on the latest functionality changes.

People say that digital enablement isn't as effective as in-class learning. What is your view?

Undoubtedly, everybody learns in different ways. Some learn better with hands-on training, or with high-touch interaction. Others prefer to consume content virtually, whenever time allows. However, the benefits of digital learning far outweigh a large portion of the classroom style teaching. The most obvious advantage is of course cost savings. Instead of spending $3,000 for a five-day classroom training, along with the travel expense, you spend a fraction of that by taking the training online. And for many trainings there's no cost at all! With Virtual Instructor Lead Training (VILT) you still get the engagement through breakout rooms, whiteboards, polling, chat, video conferencing, live access for hands-on labs, etc. You can also scale the subject matter experts more effectively to provide coverage to a global audience vs. a small group.

In your opinion, where is enablement headed to in the future?

We are going through a dramatic shift in terms of how learning content is presented to users. At this point in time, we are using learning management solutions (LMS), which are consolidated content repositories that users must search through to find what training they want.

In the near future, companies are looking towards a next level of learning experience. Virtual reality and augmented reality will play a major role in learning. Artifical Intelligence engines will determine exactly what kind of training you have already consumed, and automatically recommend new opportunities for you to consider. There will be improved analytics, and more blended learning with video micro-learnings as I mentioned before.

With all these revolutionary technology elements, digital enablement is going to be very exciting. Perhaps learning from an avatar in the future is going to be no different than sitting in a classroom previously. This might even be a hologram on your desktop as a virtual instructor.

At SAP we are driving learning topics in various forms, and these will integrate together under a new learning experience platform (LXP). It will be an exciting endeavor for SAP, partners, and customers. We will soon be releasing new search functionality for SAP Learning Hub, and we will modify learning journeys to add more personalization a part of a phased approach to continue improving the user experience.

What is your call to action for our partners?

We want partners to take advantage of a variety of great enablement content and assets that are available free of charge. The easiest way to access this material is to register on and personalize their interests to ensure they receive the relevant newsletter information.

By logging onto our one-stop-shop they will be automatically authenticated to access our SAP PartnerEdge Edition of SAP Learning Hub, which contains our solution learning rooms and the role-based learning journeys. Free online workshops and webinars can be found in the events calendars of our learning rooms or through the partner enablement calendar on

On top of that, twice a year, we conduct a fully digital, 24hr virtual SAP Innovation Day for Partners, where SAP executives from across the partner organization outline SAP’s vision, strategy, and partner specific opportunities. A virtual event – not to miss!

Gary Erickson, Global Vice-President Channel Digital Enablement, Global Partner Organization at SAP.

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