SAP NZ rolls out extended partner scheme

SAP NZ rolls out extended partner scheme

After a two month wait, SAP’s local resellers have access to the global Extended Business Partner programme.

Introduced in North America last December, SAP says it created the programme to further broaden its channel and to target the lower end of the marketplace.

Under the programme, EBMs (extended business members), work with SAP value added resellers to offer the company’s business all in one management software offerings.

EBMs are teamed up with resellers who are a part of SAP’s PartnerEdge channel programme, so they can expand market reach.

Channel manager Colleen McArthur says the typical member of this programme is a relatively small company such as a local software house with an installed base to migrate to a state-of-the-art solution.

“The company is willing to invest in building an SAP business or an existing (small) service partner willing to increment its SAP business by promoting Business All-in-One solutions or SAP Business One to SME customers. Lowered entry barriers will also allow easier engagement with non-SAP partners.”

The Extended Business Programme provides EBMs with access to SAP systems, resources, training programmes and certification tools. It is designed to help extend market reach and find new services and revenue opportunities.

“It is a way in which our existing VARs can increase the size of their addressable market. It is also an effective program to get on-board new partners,” she says.

“SAP isn’t looking for a large number of partners but a certain number from different sectors. It is SAP’s intent to protect the VAR’s investment in solution development and in capability building. The Expanded Business Partner Programme is complementary to their existing business, enabling them to create and expand their own network.”

She adds that the company wants to expand market coverage with existing VARs and not against existing VARs.

According to McArthur, the programme has been in operation in New Zealand for some time, but in a far more informal manner.

“The formalisation of the programme means that the extended business partner will have access to the vast amount of resources within SAP, and to a more formalised enablement programme.”

She adds that SAP expects to broaden its reach with this programme to address specific vertical markets, or different geographies.

“Whilst we live in a global economy, there is always value in a company being located in the same geography, or as a specialist in a vertical market.”

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