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Changing market presents opportunities for partners: SAP

Changing market presents opportunities for partners: SAP

Enterprise software vendor uses recent acquisitions to branch out into the Cloud

The changing dynamics of the market are driving SAP’s channel strategy, according to local ecosystem and channels general manager, Beth Ryan.

Ryan took over SAP Australia’s channel this year after being appointed to the leadership role in April.

“The channel strategy, as it is and as it evolves, is driven by the opportunities for partners,” she said.

Ryan admits that there are changes in the dynamics of the Australian market, and in turn, that is changing the requirements of customers and partners.

“Customers are obviously wanting to reduce their IT spend while at the same time advancing their technology, so they are looking for new ways to do this,” she said.

A Cloud player

To meet these growing demands of local customers, SAP partners are also looking for new ways to help organisations meet their innovation needs.

“SAP has identified this globally and locally, and we’re quick to make some changes in the way we go to market by building a strong channel,” she said.

In recent months, SAP has attempted to expand its focus by acquiring companies such as SuccessFactors, Ariba and Hybris.

Ryan said these additions have helped to position SAP as a Cloud company.

“It has also given us the tools we need to provide partners with solutions and skills needed to provide cost reduction yet enhance the technology for the client,” she said.

Patrick Budmar covers consumer and enterprise technology breaking news for IDG Communications. Follow Patrick on Twitter at @patrick_budmar.


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Sizing up the NZ security spectrum - Where's the channel sweet spot?

Sizing up the NZ security spectrum - Where's the channel sweet spot?

From new extortion schemes, outside threats and rising cyber attacks, the art of securing the enterprise has seldom been so complex or challenging. With distance no longer a viable defence, Kiwi businesses are fighting to stay ahead of the security curve. In total, 28 per cent of local businesses faced a cyber attack last year, with the number in New Zealand set to rise in 2017. Yet amidst the sensationalism, media headlines and ongoing high profile breaches, confusion floods the channel, as partners seek strategic methods to combat rising sophistication from attackers. In sizing up the security spectrum, this Reseller News roundtable - in association with F5 Networks, Kaspersky Lab, Tech Data, Sophos and SonicWall - assessed where the channel sweet spot is within the New Zealand channel. Photos by Maria Stefina.

Sizing up the NZ security spectrum - Where's the channel sweet spot?
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