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SAP remains on reseller hunt

Simon Quicke


SAP is continuing to look for channel partners as it expands into the SME sector and looks for support from resellers with its cloud offering.

The vendor has been busy this week with its Sapphire event in the US and its World Tour conference in London and is continuing to expand its channel numbers.

John Antunes, head of SME and channels at SAP UK, said that it had seen its small business sales grow by 52% since the decision was made at the start of the year to put all of the activity in that market segment  through partners.

But he added that it still wanted partners to rally to the cause and drive even more activity in that segment.

"We are taking the approach of quality over quantity, we don't see there being hundreds and thousands of partners in this space," he said.

last year SAP reviewed its partner numbers and parted company with a few resellers that it felt had lost focus on the vendor and after that process was completed at the end of last year the go-to-market strategy, giving the channel 100% access to the SME sector, was introduced.

At the same time as looking for resellers to join its ranks selling classic SAP products Antunes said the vendor was also on the look out for resellers with a track record in the cloud as it looked to build a channel around its Business By Design cloud product.

The vendor has been promoting its message heavily this week of using its products to try and gain business advantage rather than the recessionary theme of exploiting business intelligence to cut costs.

Antunes added that customers were changing their priorities and the resellers were reporting back that there was more optimism in the customer base.

"Over the last 9-12 months customers are looking to their IT departments to get competitive advantage and differentiation whereas before it was all about cost cutting," he said.

 


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