Ziff Davis Internet
News & Resources for the IT Reseller
NewsReviewsTech AnalysisCommentarySecurityLinux/Unix
My Account |  

New Rules and Tools for SAP Partners
By John Hazard

Software maker SAP is expecting much from its channel in the next 18 months.


The ERP (enterprise resource planning) company expects to make the channel its primary route to market as it charges full-force into the small and midsized enterprise space and looks to beat competitors to the 92.3 percent of the market it regards as open to an ERP solution.

Under a redesigned go-to-market strategy with the SME, SAP is relying on its partners to both extend its reach into the segmented marketplace and make its All-in-One and Business One applications relevant to customers in micro-vertical industries, where business process functionality will be the products’ differentiator, SAP executives and partners said.

To enable the strategy, SAP launched a hybrid direct-indirect channel program whereby direct sales resources will be responsible for channel success under a single organization and account executives will be compensated equally regardless of the chosen channel.

The company also announced 14 new or improved channel tools and programs, including the full deployment of its PartnerEdge structure, to reward and manage a growing partner roster.

PointerSAP to offer on-demand CRM. Click here to read more.

The company is also taking steps to ensure that the 94 account executives in its SME unit take advantage of partners—including a multimillion dollar compensation program for channel sales and tools—and programs and leverage channel solutions and resellers when needed, executives said.

“This is a huge shift for SAP,” said Donna Troy, director of global indirect channels at SAP. “The market segment of large versus small and medium-sized enterprises required a coverage model focused on SMEs, with partners as its cornerstone.

“Moving to a hybrid strategy will give us better coverage and opportunity in places we could never reach … [They] are our sales force.”

Under the channel model, ISV communities will build micro-vertical solutions for All-in-One and add-on solutions for Business One to make industry specific business process knowledge the product’s differentiator.

VARs will push the product through the market, aided by SAP’s in-house sales organizations.

Channel Insider Special Report: IT Spending in the Channel

SAP also raised the ceiling on accounts available for partners from businesses with under $200 million in revenue to those under $1.5 billion.

“SAP has opened the door for partners in the SME to a whole new host of opportunities,” said John Haddad, Managing Director of Small and Medium Enterprise at IDS Scheer, a business process management firm and All-in-One ISV.

“They are allowing us to engage in accounts we never would have had access to, with account executives that brings more value to our prospects than just reselling the product.”

Next page: More resources for an exclusive group.

1 | 2   next >



Free Hands-On Training Lab
Find out how key features of SBS 2003 can help you open up a new line of revenue. Register now >>

SBS 2003 Sales Reference Card
This handy reference card contains features at a glance, sales objection handling, pricing guidelines & more. Get it now >>

Microsoft Empower for ISVs rewards your big idea with big benefits and support.
Access key development tools at a low cost to help you develop that idea into an innovative application. Learn more >>

Changing Business for the Better: A Practical Guide to BPM

This paper provides an overview of the benefits of BPM technologies and identifies the characteristics of BPM solutions that lead to successful BPM process-centric integration projects.

Download this free white paper to learn more!

>> brought to you by IBM

Attention Microsoft Solution Providers!

Want to gain a competitive edge? Try Microsoft Watch – FREE!

Each week you receive:
  • Microsoft News and Insider Information
  • Expert Analysis
  • Code Names of Upcoming MS Products
  • Year-Ahead Calendar, updated monthly

    Click Here to sign up now for your FREE 14 Day Trial to Microsoft Watch.
  • Add up to $1,200 of value with the new BONUS PACKS.
  • HP PartnerONE: The key to increasing your margins.
  • HP Compaq nc6129 Business Notebook. $1149 Smart Buy
  • HP xw8200 workstation. Smart Buy price $1549.
  • ProLiant DL360G4p server: HP Smart Buy price $1647
  • Microsoft files new anti-piracy lawsuits. Learn more.
  • New offers with Windows Genuine Advantage.

    •Catalog Publishing
    •Dealer Management
    •Order Configuration
    •Price Management
    •Sales Management

    View All >

    Search the jobs you want & get the info you need – post your resume here today!

    Powered by Dice
    White Boxes
    MS vs. IBM
    Linux in the Channel
    Stay in the Zone
    Put The Channel Insider on your desktop.
    Subscribe to The Channel Insider: Channel News, Reviews, Resources and more.

    Make your selections below:

    Contract Watch

    The Channel Insider Update

    Preferred e-mail format:

    Enter your e-mail:

    view all newsletters >>
    Channel Insider Quick Links
    Ziff Davis Footer Logo