SAP and Deloitte have extended their existing relationship in the enterprise space to the small and medium business, as the consulting firm takes on SAP’s SMB offering, Business One.
Deloitte joins Realtech, Eagle and Enprise to become the fourth local reseller for the suite, which SAP launched in New Zealand last November.
Deloitte will focus on providing the software to SMBs in the South Island from its Dunedin branch, but may cover other centres if needs dictate.
According to Keith McArley, growth solutions partner at Deloitte in Dunedin, the company will use its nationwide coverage when needed, but will only dedicate resources in other centres to meet demand from those areas.
“Our focus will be on servicing the South Island from Dunedin and will only expand that to other areas as demand grows, but we will utilise the wider Deloitte network in the meantime” he says.
McArley says Business One is a perfect fit for Deloitte in the South Island as the region is dominated by smaller organisations and the company already trusts SAP’s software.
He regards Business One as an ideal offering for SMBs, as it is an integrated and affordable business management application, especially designed and developed for this segment.
“I greatly respect SAP’s software, and Business One is a powerful software solution which automates business processes, improves customer management capabilities and scales up in line with organisational growth,” says McArley.
Deloitte will aim the suite at companies across a number of industry sectors with turnovers of between $10 and $20 million.
Alex Morcom, SAP New Zealand’s SMB manager, says Deloitte will be SAP’s strongest Business One partner in the South Island and the Dunedin area in particular.
“Selling to SMBs is all about relationships and Deloitte already has those in place. It has been dealing with SMBs in the region for a long time and has stability and a great reputation.”
In expanding its channel for its SMB suites, which also includes mySAP All in One, SAP does not waver from a very particular approach, says Morcom.
“We look for a smaller number of high-quality partners as we invest highly in training and support of our partners,” he adds.
Morcom aims to add two more resellers who offer either additional geographical coverage or niche vertical expertise for the Business One suite next year and a third mySAP All in One partner to join Realtech and Intelligroup.