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SAP swings into SMB market

SAP swings into SMB market

SAP leaped into the small business jungle this week, launching its suite of SMB-focussed software products at Sydney’s Taronga Park Zoo.

The software vendor’s push into small business would rely on a “channel-centric” strategy, according to Australia/NZ CEO, Geraldine McBride, who was keen to emphasise that SAP already has a presence in the small business space.

“Thirty per cent of SAP’s existing customers, in Australia/NZ and globally, are already in the SMB space,” said McBride.

SAP is courting both sales and service partners, along with ISVs interested in tailoring customer solutions. The vendor said it already has more than 10 sales and services partners on board, and was actively recruiting more at its Sydney launch last week.

The new products reflected “the changing face of what SMBs can expect from software solutions,” she said.

SAP claims its suite of three SMB-focussed products were designed to accommodate a range of small-to-medium business sizes, along with industry-specific solutions.

SAP Business One targets businesses with 10-250 employees, offering an out-of-the-box business accounting package with integrated CRM, extended workflow and integration with mySAP Business Suite.

The product also includes a software development kit to encourage business partners to build extensions for it, said SAP small-to-medium business director, Tim Cavill.

MySAP All-in-One targets companies over 200 employees, with revenues between $30 million and $200 million. It is a pre-configured, industry-specific offering with built-in content, tools, and metholodologies. There is also a high-end, customisable product, mySAP Business Suite.

SAP would support partners with joint business plans, as well as lead generation and shared marketing costs, said Cavill.

As part of its SMB push, SAP and HP are offering bundles of the entry-level SAP Business One software on HP’s SMB servers. Customers can purchase the bundle or lease through HP’s Financial Services.

HP partner Commander has won the contract for delivery and installation of the server bundles. Commander will also get a slice of the service revenue. The service component will be delivered by HP on referral from Commander.

For more on this story, see next week's ARN.


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