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SAP seeks master VAR, southern partners

SAP seeks master VAR, southern partners

SAP is in talks with partners about becoming a master value added reseller (VAR), as well as recruiting extended business members (EBMs) for the South Island.

The Master VAR will head the Extended Business Programme, introduced in March, however the vendor hasn’t set a date for the successful company’s appointment.

Under the programme, EBMs work with SAP PartnerEdge programme registered resellers to offer the company’s Business All-In-One management software.

Speaking at the SAP SME Summit in Sydney earlier this month, ANZ growth markets general manager Helen Masters says it wants to grow through existing partners, and bring on smaller niche companies under the EBM programme.

Masters says she doesn’t have a specific number of EBMs in mind.

“I am keen to build the partner network in the South Island, because we are light on coverage there and also target new verticals such as the wine industry.”

She says it wants more EBMs due to the amount of time it takes for partners to be fully trained on SAP’s offerings.

The vendor’s recruitment push is also being driven by positive ANZ revenue performance in the first quarter. Its software sales grew 31 percent in the quarter while indirect revenue from partners grew 180 percent.

SME Asia Pacific and Japan senior vice president Tom Kindermans says its strategy is to sell to SMEs through the channel as much as possible.

“We don’t have the capacity or the capability at the moment, so we are running several enablement programmes which include training and support. We will recruit new partners [in ANZ], but we want to grow through existing partners and get them into new markets.”

SAP also has a new offering, BusinessObjects Business Intelligence OnDemand, which will be sold through SAP and its partners.

According to the vendor, the software offers wide-ranging business intelligence tools and support to customers via the cloud.

The offering includes SAP’s BusinessObjects Explorer software for data exploration, the ability to access on-premise and cloud-based information including Salesforce’s CRM application, and ad hoc reporting.

There are two versions available: An Essential edition at $52 per user, per month, and an Advanced edition featuring hosted data warehousing, a development environment and single sign-on security for $148 per user, per month. A free personal edition is available to users wanting to trial the product. Hamish Barwick

• Hamish Barwick travelled to Sydney as a guest of SAP.


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