Menu
SAP NZ to launch extended partner scheme in 2010

SAP NZ to launch extended partner scheme in 2010

In an effort to drive more sales through its indirect channels, SAP New Zealand is set to recruit partners under an Extended Business Partner programme.

The programme has been introduced in North America and a spokesperson for SAP’s local business told Reseller News it is expected to be brought to New Zealand early next year, although a specific date has not been set.

SAP Canada vice-president of SME, Conrad Mandala, says the company is in the process of transitioning away from a once primarily direct sales model to an indirect and multi-channel one.

“In Q4, 94 percent of our overall sales [in the SME] will go through indirect sales,” Mandala says.

SAP says it created the Extended Business programme to further broaden its channel and to more aggressively target the lower end of the marketplace. Those involved, otherwise known as extended business members or EBMs, work closely with SAP VARs (value-added resellers) to deliver the company’s line of Business All-in-One business management software solutions.

Through this programme, EBMs are paired with VARs who are a part of SAP’s PartnerEdge channel programme, so they can leverage expertise and expand their market reach. The Extended Business programme provides EBMs with access to SAP systems, resources, training programmes and certification tools, Mandala says.

The programme is designed to help extend market reach and find new services and revenue opportunities, he says.

“The cost of entry to become an SAP VAR has traditionally been high because of the level of expertise and staffing requirements that are needed to get involved,” he says. “The Extended Business programme lets us broaden our channel at the low-end [of the market] by extending our business model with VARs and EBMs.”


Follow Us

Join the newsletter!

Or
Error: Please check your email address.

Tags SAP

Featured

Slideshows

Bumper channel crowd kicks off first After Hours of 2018

Bumper channel crowd kicks off first After Hours of 2018

After Hours made a welcome return to the channel social calendar with a bumper crowd of partners, distributors and vendors descending on The Jefferson in Auckland to kick-start 2018. Photos by Gino Demeer.

Bumper channel crowd kicks off first After Hours of 2018
Looking back at the top 15 M&A deals in NZ during 2017

Looking back at the top 15 M&A deals in NZ during 2017

In 2017, merger and acquisitions fever reached new heights in New Zealand, with a host of big name deals dominating the headlines. Reseller News recaps the most important transactions of the Kiwi channel during the past 12 months.

Looking back at the top 15 M&A deals in NZ during 2017
Kiwi channel closes 2017 with After Hours

Kiwi channel closes 2017 with After Hours

The channel in New Zealand came together to celebrate the close of 2017, as the final After Hours played out in front of a bumper Auckland crowd.

Kiwi channel closes 2017 with After Hours
Show Comments