SAP bucks the Mid-Market trend

February 12, 2002 by SAP News 0

signs 67 new customers in 12 months and makes two new appointments to handle demand

LondonSAP’s UK Mid-Market division has grown by 32% over the last year, making it one of the fastest growing sectors in the company.

Despite the economic downturn, SAP has secured 67 new customers in the Mid-Market space last year. Over a third of SAP UK customers are now in this sector.

Launched in April 2001, the division has developed close working relationships with a number of partners, such as Ascent Technology, DCS,
i-fusion, itelligence, Notability and ROC, improving the sales-lead process and increasing marketing support. Small and mid-sized companies are now able to employ world-class SAP solutions at an affordable price using a range of tailored industry packages, including its hosted ASP solution.

Recent customer wins for the Mid-Market division include:
Europ Assistance, a worldwide leader in the provision of assistance and insurance services. It chose SAP’s templated solution, ‘Connect & Go’, to support all its financial processes. The solution, implemented by SAP partner, itelligence, was selected because of its flexibility and ability to integrate with all existing systems. Europ Assistance believes it will facilitate the company’s future growth.

WebPerform, a provider of online and customer perspective performance monitoring, diagnosis, resolution and real-time customer service management. i-fusion, SAP’s hosting partner, has recently signed a deal allowing WebPerform to benefit from better-defined operations, in under two months, using pre-configured processes.

Primeline, a supply chain management business providing customers with
outsourced logistics management services. The company primarily focuses on the retail sector and is using the mySAP.com e-business suite to provide
customers with real-time logistics management information via the Internet, as well as core logistics services. i-fusion deployed the ‘Connect & Go’
pre-configured solution in a 16-week time-frame across three locations.

As part of SAP’s commitment to the Mid-Market, two experts have been appointed to roll out the company’s strategy. Jan Dornbach, former UK head of Mid-Market solutions, has been promoted to ISV and ASP programme manager for the EMEA region. He will build on SAP’s success in the UK by focusing primarily on the SME solution network, ASP offering and the development of a channel partner support concept.

In the UK, Tim Osman has been appointed head of Mid-Market solutions. He has 10 years’ experience in building reseller networks and managing direct and indirect sales across Europe. He previously held positions at IBM, JBA and Delano.

“By expanding our Mid-Market offering, companies of all sizes can benefit from SAP’s e-business solutions,” said Martin Metcalf, managing director at SAP UK and Ireland. “Working with our partners, we’ve signed over 60 customers in the last year, demonstrating that our solutions are a means of competing in a difficult market. Our success is particularly rewarding considering the performance of other mid-tier vendors and the lack of growth in the Mid-Market sector.”

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