Adelaide-based software services and consultancy firm, mhm, has strengthened ties with SAP by taking on the vendor’s enterprise resource planning (ERP) offerings and joining its PartnerEdge program.
mhm was a decade-long partner of Business Objects, a business intelligence (BI) company acquired by SAP two years ago. The service provider subsequently became a part of SAP’s partner network but waited for the vendor to ratify its channel strategy before jumping on-board PartnerEdge.
“SAP traditionally had a direct sales model and with the purchase of Business Objects, which had both direct and indirect, the vendor thought it was a logical step to set-up a channel program,” mhm managing director, Grant Mitchell, said. “It took about 12 months for SAP to come to terms with both a direct and indirect sales model.”
Mitchell said the program valued professional credentials over the ability to sell.
“PartnerEdge is more about holistic frameworks to be able to deliver good and proper value to a client base, so it’s about sales but it also concerns the number of certified consultants and trained staff we have, implementations done and so on,” he said.
mhm decided to take on SAP’s ERP solutions for added recognition in the marketplace.
“We had been involved with Business Objects and also the implementation of tier-one ERPs for many years but has not been formally aligned with any tier-one vendors so it made logical sense as a SAP BI partner, that we take on the ERP franchise as well,” Mitchell said. “We believe it will be a little bit of formal recognition of our brand as a player in the medium to large end and adds more credibility to our proposition.”
With mhm’s management consultant business constituting 50 per cent of its total practice revenue, Mitchell expected the SAP initiative to contribute an additional 20 per cent to its services revenue in that space.
mhm is headquartered in Adelaide and has offices in Perth and Hong Kong.