The AI Tutor will answer grounded in this lesson's cited source (external: SAP-105) and key concepts — authority Informational. Not yet enabled.
How the SI delivers and earns
The design principle
TrustedAIGov takes the software fee; the SI keeps every services pound. The platform is deliberately not self-operating — someone must scope the AIMS, run the FRIAs, confirm system owners, and onboard evidence. That someone is you. The platform is where your governance design, FRIAs and evidence live after the consultants leave — which makes it your annuity anchor, not a one-off licence resale.
The four-phase engagement
| Phase | What the SI does | What powers it in the platform | Commercial shape |
|---|---|---|---|
| Assess | AI-estate discovery workshop; normalise the customer's SAP + non-SAP exports into the register; classify roles and risk | Governed intake, canonical asset register, EU AI Act role/risk model | Fixed-fee assessment |
| Implement | Governance design, control implementation, FRIAs, evidence onboarding (typically 8–16 weeks) | AIMS records, SoA, control assignments, evidence vault | T&M or fixed |
| Operate | Managed AI-governance service — quarterly reviews, evidence-freshness, FRIA updates, regulatory-change response | Review cycles, evidence-expiry engine, change control | Monthly/quarterly retainer — the annuity |
| Assure | Audit support and auditor liaison | Signed dossiers, assurance packs, hash-chained exports | Per-audit engagement |
Commercial mechanics
- Co-sell, not resell, to start. The customer pays TrustedAIGov for the software (invoiced B2B today, which fits this motion); you charge services directly. Add a referral fee — 10–20% is customary for this kind of programme.
- No SAP Store listing or SAP certification is required to begin. Established governance-software partner programmes prove you can start co-selling without it; defer certification until volume justifies it.
- The software is intentionally thin on services so there is no channel conflict — TrustedAIGov does not sell implementation beyond first-pilot support.
What you bring to each engagement
Your consulting collateral is the multiplier: a discovery-workshop runbook, FRIA templates, and evidence-onboarding checklists. These are cheap to produce and carry high value — they are what turns the platform's workflows into a delivered, certifiable outcome.
Anti-goals (protecting the relationship)
- Do not claim SAP connectivity the product does not have — the customer's technical due diligence will find the boundary, so lead with it as a design choice (see guide 1).
- Do not compete with SAP Agent Hub on inventory — consume its exports; sell both.
- Do not oversell the demo environment as the customer's live system — it is a seeded reference estate (see guide 6).
Net: the platform is the system of record; you are the reason it holds real, current, defensible governance. That is a services practice with an annuity, not a licence flip.