SAP is attempting to level the playing field for city and country resellers with the launch of its new PartnerEdge channel program. This will use a combination of metrics including customer feedback, trained staff numbers and revenues to reward partners.
The initiative will also see the creation of gold, silver and bronze tiers and a points-based promotion system. Partners would work to earn 100 points per tier to gain access to increasing levels of discounted pricing, market development funding, training and support.
Re-energising its current partners and their level of commitment would also be central to PartnerEdge, SAP A/NZ SMB director, Tim Cavill, said.
"Instead of the guy selling the most becoming gold and the guy who sells a little becoming bronze, we now take into account things like the skill level of partners, customer reference sites and certifications to create a more holistic program," he said.
Central to the program's approach was how best to equally reward the efforts of its metropolitan and regional-based partners, Cavill said.
"It has been very difficult for the regional partner to reach gold level as they could never sell as much as the partners in a major market," he said. "Now, what a partner loses in market opportunity they can make up in other facets, so there's an equal opportunity."
While the program was currently focused on the company's VAR and ISV partner base, its design would allow for the reward of new partner types, Cavill said.
"As we roll out further products and categories of partners, PartnerEdge will also allow us to scale and cover them too," he said.
With the program in place, SAP would look to significantly boost sales of SME products, Cavill said. In particular, it is targeting 50 per cent growth for mySAP All-in-One sales.