SAP ANZ Establishes SME and Enterprise business units to deliver improved customer outcomes
Sydney, Australia — SYDNEY, Australia. — April 03, 2007 — SAP Australia and New Zealand today announced the heads of its newly formed Enterprise and SME business units. SAP has moved from a regional sales and operations structure to one that is focused on customer segments. The new operating structure, effective immediately, is designed to deliver better outcomes to SAP’s customers and partners and drive customer opportunities in the region.
“The transition to dedicated lines of business is an important step in SAP’s evolution to a value and volume business covering large, small and midsize enterprises,” said Alan Hyde, CEO and managing director, SAP ANZ.
“The line-of-business structure will improve resource deployment, ensure better delivery of products and services to customers and provide a platform for new business opportunities.”
The SAP Enterprise Division for ANZ will be lead by Allan Fairhurst. As general manager, Fairhurst will be responsible for group direction and execution, including sales operations, marketing, channel relationships and go to market strategy. Fairhurst was previously responsible for SAP’s Southern Region. He joined SAP ANZ in 2003 and has previously held senior positions with IBM and EDS.
Michael Reidy becomes general manager for the SME Division. Reidy has been central to the success of SAP within the small and midsize customer segment since the local launch of the SAP PartnerEdge program last year. Reidy will be responsible for accelerating growth in the SME market, fostering channel partner relationships and developing targeted programs for direct and indirect channels. Reidy was previously territory sales manager for SAP Southern Region. He joined SAP in 2003 after sales management roles with Data#3, Viewlocity and QAD.
Worldwide, small and midsize customers represent more than 65 per cent of SAP’s total customer base and 85 per cent in Australia and New Zealand. The SME market segment has been identified as the primary growth opportunity for SAP on a global basis between now and 2010.
The revised organisational structure is designed to help SAP increase sales momentum, improve customer satisfaction ratings and capitalise on the strong growth realised in 2006. It follows the formation of the SME Global Line of Business, a new business unit responsible for overseeing sales, marketing, operations and the alignment of resources dedicated to serving small and midsize customers.