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.”