SAP announced that it has launched a worldwide initiative, the SAP Extended Business program, to further ease collaboration among SAP channel partners and other non-partner companies in order to benefit its growing number of small and midsize enterprise (SME) customers.
The program is institutionalizing an already existing cooperation model in the SAP channel. Members of the SAP Extended Business program become part of the company’s wider ecosystem by partnering with valued-added resellers (VARs) under the SAP® PartnerEdge™ program. The role of SAP Extended Business program members is to identify and promote opportunities in the SME space during all phases of sales and implementation as well as promoting, marketing and implementing the selected SAP and partner solutions in collaboration with an authorized VAR. The manner in which SAP Extended Business program members and VAR partners cooperate and provide compensation is at their discretion; the commercial relationship between VAR and customer remains unchanged by the new program.
Under the SAP Extended Business program, members will be granted the appropriate access to SAP systems, resources and training to support their business relationship with their VAR. Employees of members of the SAP Extended Business program are entitled to participate in the same training programs SAP provides to its authorized VARs, to ensure that their organization is properly enabled to take on SAP business opportunities and ensure customer satisfaction.
With the new global program, SAP is further strengthening its ecosystem targeted at SMEs, which currently comprise more than 2,100 partners of various categories, by helping to create a partner network and enable it to scale business quickly. The program also aims to help companies – those working in the broader SAP ecosystem today or those looking to start a new SAP business – stay up-to-date with SAP software and technology, and effectively work with SAP partners to deliver SAP solutions for small businesses and midsize companies.
Involved parties can benefit from the following:
– The authorized SAP channel partner can offer a broader and more flexible range of solutions and services to SMEs, thus delivering best-fit solutions and quicker implementation with expanded geographical coverage and additional implementation and sales resources at lower costs.
– SAP Extended Business program members can align with an established authorized SAP channel partner in order to broaden the outreach and create more awareness of its offering, thus targeting and attracting a larger volume of prospects, increase revenue from additional services and earn commissions from related sales activities. Furthermore, members of the program benefit from designated product information and trainings.
– The customer benefits from the broader solution and services portfolio offered by the SAP channel partner of choice, as well as from the greater flexibility in meeting its specific demands.
Participation in the program is voluntary, free of charge and open to companies working with the SAP Business All-in-One solution as well as the SAP® Business One application. There are currently more than 30 SAP channel partners in the ecosystem maintaining particularly close business relationships with more than 100 third-party companies.
Current program participants include: Seidor, a VAR in Spain; Infracom Consulting, a VAR in Italy; and All-for-One, a VAR in Germany. Prerequisites to become a program member are a qualification by SAP, a signed agreement with an SAP reseller and dedicated resources. The resale of SAP solutions is not permitted and remains the sole business arena of SAP resellers.