SAP embraces foe as friend

SAP embraces foe as friend

ACCOUNTING and logistics software maker SAP has appointed Enprise, one of its local competitors, as reseller of its cut-down product for mid-size businesses.

Late last year, the German giant released in New Zealand its Business One software — its first product to be sold exclusively through the channel.

The first New Zealand implementation — estimated at $50,000 — was by long-time SAP reseller Realtech at Auckland company Signwriters Suppliers.

Now Enprise is looking to complement its sales of the Exonet brand and its own add-on software with Business One, for which it signed an indefinite reseller agreement last month.

Eagle Technology is SAP’s third New Zealand Business One reseller.

Enprise chief executive Mark Loveys says although SAP is a competitor, both brands use the same Microsoft building blocks.

“We met [SAP] when we lost a sale to them. We thought this doesn’t happen very often, so investigated it further. We realised here’s a product that uses similar technology to us.”

The SAP agency will allow Enprise to write and sell add-on software for Business One and use SAP’s overseas channels to sell its Exonet-related software.

It should also boost cash flow to cover increasing development and staff costs. Enprise has grown from four to 20 staff in less than a year.

Loveys says Enprise has made one Business One sale and has 12 “strong” sales leads.

SAP’s cut-down software stance in New Zealand follows Oracle’s lead, which announced in October that it would sell its special and standard database editions through resellers Asparona and Mi Services.

“The market that we’ve focused on is also being focused on by the big boys,” Loveys says.

SAP New Zealand manager Ian Black could not be contacted to say whether the vendor had put the Business One reseller agreements out to tender or if it was looking to appoint more than three partners for the product.

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