SAP looks to take reseller numbers back into three figures

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SAP looks to take reseller numbers back into three figures

Simon Quicke

SAP is looking to expand its channel numbers back past 100 after going through a rationalisation process that saw it shed 50 partners at the end of the last quarter.

Having reduced its reseller numbers down to 92 from 145, to weed out those that did not deliver value or show signs of investing in the vendor, SAP is now looking to bring on board partners that meet the VAR profile.

Robert Furnivall, head of channels at SAP UK and Ireland, said that it had some partners that weren't selling a great deal of software and it wanted to work with resellers that could bring it new business and incremental revenue.

"By the end of the year we might be up to around 110," he added that the recruitment process was not quick and those identified as potential prospects had to go through various meetings with the SAP channel team before joining the programme.

"In the last six months we have turned away more than we have signed," he added.

One of the areas SAP, along with a fair few of its competitors, is aiming its fire power is at the mid-market and Furnivall said that it was a significant channel opportunity.


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