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SAP reseller recruitment nears target

Simon Quicke

SAP is aiming to end the year with just shy of 100 resellers across the UK after setting out its ambitions to get its channel numbers back into three figures earlier this year.

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, earlier this year SAP started to build those numbers back up in the summer.

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.

The recruitment process has taken the last few months but the total is now just a couple shy of 100 but there are several resellers going through an incubation process that enables them to become partners after they have signed their first deal.

Furnivall said that it had been looking for partners that offered different market coverage and helped take the vendor into new areas.

As a result the vendor continued to turn away more partners than it considered but continued to search for those resellers that would be able to add value.

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