SAP appoints new staff for SMB channel push
- 09 March, 2005 07:30
Driven by rapid growth in its SMB business, enterprise software giant, SAP, has appointed two new channel managers.
Former Intentia new business sales manager, Alastair Watts, will take on the role of mySAP All-in-One channel manager while Marisa Wray, formerly of Microsoft Navision and Axapta reseller Tectura, will take on the SAP Business One channel manager role.
Both software suites are designed for the SMB market. Business One is the vendor's mid-market accounting and business system. mySAP All-in-One is a prepackaged offering developed by channel partners for specific industry verticals.
Since launching the two product lines through its A/NZ channel just over a year ago, the company had scored 132 new customers and grown revenue by 148 per cent, SAP A/NZ SMB director, Tim Cavill, said.
"We have recruited a channel of some 35 partners and an internal team to drive that channel," he said. "These appointments are the latest additions to that team and will further grow our two lines of business."
Under Wray and Watts, SAP would work to further increase channel partners' sales, pre-sales and delivery engagement capacity and capability, Cavill said.
"There are a host of professional development programs - advanced sales methodology, certification of skills and accreditation levels - plus lead generation programs which aim to build the sustainable and repeatable generation of opportunities," he said.
The new managers would also be working on a solutions partner program designed to boost ISV partner numbers, Cavill said.
"We are looking for partners who can build add-ons to Business One to extend the product footprint for us," he said. "We will build out their offering using our development environment and they will build ours through niche or vertical application integrations."
With more than 60 per cent of new customers coming from the segment, SMB was now the fastest growing customer sector for SAP in the Asia-Pacific, Cavill said.