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BYD: 10 YEARS, 18 NORTH AMERICAN VARS Featured

Michael Schmitt, SAPThe midmarket reselling channel does not have fond memories of SAP's cloud-based Business By Design. But can it be 10 years we have been making fun of it? Yet, it did hit the market in 2007. Now, SAP is making another big push for ByD.

However, after a lot recruiting, the company has 18 North American VARs, according to Michael Schmitt, GM for the product. In July 2013, there were 42 ByD resellers in Canada and the United States, so the company has not erased the channel's memory of its experience. In this year's Bob Scott's Top 100 VARs, only two members carry ByD. Schmitt says there are "five or six" new VARs and noted that SAP looks within its own ecosystem—that suggests not so much with those resellers carrying Sage or Dynamics ERP. However, SAP seems to have mounted a more aggressive campaign. "We put specialized resources in our organization to recruit resellers," Schmitt said in an interview at this week's SAP Partner Summit. SAP, he continued, is putting an emphasis on getting partners up and running in six months—sealing their first deal in that time. He also pointed to the formation of San Francisco, Calif.-based reseller BPBD, which formed in March 2016 to handle ByD. It was created by Hans Hansen, who spent almost five years at SAP VAR Vision/33 where he was director of professional services. In a separate interview, Bobby Vetter, SAP's SVP of global partner operations, seemed to indicate SAP prefers VARs that carry multiple ERP products and especially emphasized SuccessFactors, its HR line.

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