Reseller News

SAP trans-Tasman SME director promoted to regional channel role

Business software provider, SAP, has promoted Tim Cavill to vice-president for SME channels in Asia-Pacific and Japan.

Cavill was previously the director for SMB A/NZ. The vendor is now looking for a replacement in that role.

Three things top of mind for Cavill in his new position are education, partner coverage and execution. He said he has spent some time across the varying markets in the region and found each country had a common set of issues.

"We are keen to ensure that both SAP teams and channel partners are equipped with the right skills to be successful in the market," he said. "In previous years, we ran a boot camp or knowledge workshop to skill up our channel. We will still do that, but we have been working on building our content into easily digestible chunks so that partners can download information from our portal."

Cavill said there was still room to expand SAP's business in certain market areas by recruiting new partners and expanding existing relationships. Western Australia, South Australia and Queensland were markets where the vendor hoped to strengthen its presence, he said. In the next couple of years, the company plans to generate around 45 per cent of SME revenues from the channel.

"We are doing a lot of territory and partner planning to ensure that those gaps are covered," he said. "We're on a growth journey across the board."

SAP has also launched a new global referral program for partners. It is open to any business partner and gives them access to education pieces, collateral and cash incentives, Cavill said.

"This is really about SAP putting some further scale into our model to get broader reach," he said.