SAP seeks additional partners to work in the SMB market

Barbara Wiener, Head of SAP small and mid sized businesses UK discusses the companys route to market.

Q: What is SAPs route to market in the SMB space?

A: SAP distributes its SMB solutions - SAP Business One and mySAP All-in-One in the UK through a local network of certified partners. SAP's partners in the SMB space are experiencing continued success and are recognising SAP as the vendor of choice for effectively meeting customer demands for solutions that are cost-effective, easy to deploy and that target specific industry pain points. SAP is a major player in the SMB space; approximately half of all SAP software installations are for SMBs worldwide and in the UK more than 70 companies are using SAP Business One software. SAP Business One is distributed through a network of 21 certified local resellers and SAP All-in-One is distributed through a network of industry focused partners.

Q: Why do you think partners and customers choose SAP? A: Partners are choosing SAP as we can offer a lifelong trusted technology partnership, marketing, support, proven technology combined with delivering a competitive opportunity to our partners.

More than 420 SAP Business One partners worldwide.

Approximately 300 mySAP All-in-One partners worldwide.

Reviewing our partner list, youll see that partners that joined us when we launched an indirect sales channel in 1995 96 are still with us today. They are: itelligence, BOG, Command, Copa and Plaut.

SAP draws on its expertise serving the worlds leading businesses to offer solutions with industry best practices built in for easy adoption by small and midsize businesses.

Q: How do you support your channel?

A: SAPs SMB partner programme emphasises quality of partners over quantity and SAP can consequently provide partners with the support and close working relationship they need to succeed. Working together with SAP, partners can offer its customers a true lifetime advisor together with individualised solutions for SMBs based on the best of SAPs learning for 30 years experience of helping run the worlds most successful businesses operate more efficiently. SAP is committed to helping our partners succeed by giving them the support they need to engage in long-term customer relationships and maximize revenue opportunities.

Q: What benefits and incentives do you offer to your existing partners/new partners?

A: Depending on the product and target market SAP offers a package of benefits which include discounts, training and sales and marketing support.

Q: At what times of the year do you recruit new partners?

A: Partners are recruited on an ongoing basis.

Q: Do you want new partners now?

A: Yes.