SAP sees SMB sales boosts

SAP sees SMB sales boosts


Aggressive channel recruiting for its SMB products has seen SAP record a 25 per cent increase in product revenues for Australia and New Zealand (A/NZ) in the first three quarters of this year.

The company's local SMB director, Tim Cavill, said SMB initiatives contributed an additional 10-11 per cent to its A/NZ bottom line.

SAP launched its inaugural SMB product suites, Business One and mySAP All-in-One, in November last year. Cavill said its channel partner base for the products had grown to a total of 42 companies, comprising of 30 Business One partners and 12 All-in-One partners.

The company now has 70 Business One installations across the country.

"To do this we have taken market share from all of our major SMB competitors but there are almost 100 other niche providers," Cavill said.

To continue its push into the market, Cavill said SAP would seek more channel partners orientated around SAP products. However, it was opting for quality rather than quantity.

"We are looking [for resellers] in some of our regional areas and we are also looking at particular niche markets such as financial services and some of the public sector where you have to have good market knowledge," he said.

This included some major cities that SAP still did not have the right sort of coverage in, he said.

"That model gives the channel partners some protection and gives them the ability to build a business and also translates into a better quality of service for the customer," Cavill said. "If the channel partner can make money then they can invest in the necessary skills and resources to grow the business."

As an example of helping to aid reseller margins, Cavill said SAP had developed training resource materials which could then be sold on as value added services to end users.

The vendor would also like to expand its Trusted Advisor program to spread the message to large accounting and IT advisory organisations as well as its independent software vendors (ISV) who build add-on modules to SAP's core product.

Cavill cited Softbrands' Business One integrated manufacturing modules and Radio Beacon's integration of warehouse modules as examples of applications development SAP hoped to pursue.

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