SAP to appoint regional distis

ERP major SAP India is in the process of appointing
regional distributors and resellers for its newly launched SAP Business One.
This is the first time the company is looking at working closely with the
channel, mainly system integrators at tier-two and tier-three level, to promote
Business One among small

enterprises.

“Business One was launched last month in India, mainly to
provide a full-fledged and affordable enterprise solution for the small
companies here. India is known for its vast SME base and Business One would be a
perfect solution for this market. And, channel partners would be the right way
to promote the solution,” said Pranay Mital, Director - Channel Business (APA),
SAP Asia Pte Ltd.

Following Business One launch in India, SAP has appointed
HP as the national distributor for the product. It has also appointed 15
resellers in the market. “Going forward we will create a new layer-regional
distributor, who will be responsible to sell to the resellers. Initially, we
will have seven regional distributors across the country, before taking the
final tally to 12,” he said.

SAP will also increase the number of resellers to 100,
within a year, while the national distributor would be increased up to three
during the same period. “The improved channel presence will help the company
tap more business. SAP is aiming to bring in 100 new customers in the first year
of launch of Business One,” pointed out Pranay. With Business One, SAP is
looking at acquiring more customers, than increasing its revenue base.

SAP is looking at creating special channels for specific
verticals such as retail, automotive, pharma, chemicals, industrial machinery
and components and service providers (telco), among others. It is taking HP's
help to identify partners with solution providing skills. It will offer an
extensive program for the channel covering aspects such as solution training,
technical training, providing solution develop­ment kit, certification and
more.

“We want partners with both domain knowledge and
geographical strengths. Channels are given an opportunity to develop solutions
around SAP platform, while the company would push for collaborative model
(working with an ISV) also in some cases,” he mentioned.

S GOPIKRISHNA