SAP Helps Resellers Grow Faster With New Partner Program Focused on Business Intelligence for Small and Midsize Companies

July 27, 2012 by admin 0

BEIJING — SAP today announced the expansion of the SAP PartnerEdge program to help resellers accelerate profitability with select SAP BusinessObjects business intelligence (BI) solutions, specifically designed for small and midsize enterprises (SMEs). ACA Pacific, a leading Australian distributor of specialist IT solutions, and China National Software & Service Co., Ltd, a Chinese global IT service company with end-to-end service capability, are the first distributors to join the SAP PartnerEdge program for authorized resellers. The announcement was made at China SAPPHIRE, being held July 26-27 in Beijing.

Working with select distribution partners will give SAP access to an even larger base of reselling organizations that can capture the rapid growth in the analytics market. Previously, SAP has focused on selling only SAP Crystal solutions via the distribution channel. As of today, authorized resellers that are sponsored by an SAP-endorsed local distributor can sell SAP BusinessObjects BI software, Edge edition, as well. The authorized reseller program was launched in the Asia-Pacific region today and will be made available to distributors and resellers on a global basis in a phased approach.

First Distributors to Join Authorized Reseller Program
“As a successful specialist distributor with a reputation for offering best of breed solutions, we are excited to be among the first distributors to join the newly launched SAP PartnerEdge program for authorized resellers,” said HB Tan, director, ACA Pacific. “With more than 23 years of channel experience, we are committed to linking quality products with market needs and to adding value in the form of services and support to both the vendors we represent and the customers we serve.”

“We are proud to be the first distributor to join the SAP PartnerEdge program for authorized resellers in China,” said Xujie, vice president, China National Software & Service Co., Ltd. “This program is in line with our corporate values to create, share and grow our own company as well as the companies with which we work.”

Benefits for Distributors and Authorized Resellers
The SAP PartnerEdge program for authorized resellers will offer new revenue streams to distributor partners through an expanded portfolio. Additionally, they will be able to both offer resellers of BI solutions an entry point into one of SAP’s fastest growing markets as well as be able to expand and further specialize their partner base. Distributors will serve as single points of contact for reselling partners and will be responsible for billing and collecting revenue from authorized resellers.

To join the authorized reseller program, resellers must be sponsored by an SAP-endorsed local distributor partner. They must also meet minimum program entry requirements, which include signing a partnering agreement and fulfilling the product authorization requirements. Resellers that join the program benefit from:

  • Reduced entry barriers by gaining membership with no initial or recurring program fees
  • Full access to authorized reseller product education at no cost
  • Attracting more business and increased profitability with BI solutions priced for SMEs
  • Generating revenue with consulting and professional services, receiving certified training on implementing SAP solutions and access to resources to help boost add-on sales and upgrades
  • Receiving expert assistance through SAP-endorsed distributor partners
  • Gaining access to the SAP Channel Partner Portal site and online automated tools, including partner-specific resources, marketing tools and collateral to help increase brand awareness and demand generation

“We have identified a surge in demand of smaller organizations for advanced BI solutions as many small companies are moving from reporting to ad-hoc query quicker than before,” said Kevin Gilroy, senior vice president, Global Indirect Channels, SAP. “This represents a huge opportunity for resellers who are the preferred partner for these small businesses. The reach of distributors in the market is very powerful as they touch even more buying centers than we do. By joining forces with ACA and China National Software & Service Co., Ltd., we are once more underlining our commitment to driving our partners’ and customers’ growth through collaboration and innovation.”

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For more information, press only:
Tanja Charrier, +49 62277 48522, tanja.charrier@sap.com, CET
SAP Press Office, +49 (6227) 7-46315, CET; +1 (610) 661-3200, EDT; press@sap.com
Torrey Fazen, Burson-Marsteller, +1 617-912-5401, torrey.fazen@bm.com, EDT

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