Mark Milford, SAPSAP topped its target for new accounts and for revenue for Business ByDesign in North America during the first quarter. That was according to Mark Milford, national VP of the SAP North America Ecosystem Group. Milford says SAP has 45 ByD partners in North America and that appears to be about enough.
Last year, recruiting slowed down with reports that onboarding was a bottleneck. Milford said the company is concentrating on training resellers to be more effective in deploying ByD. "I think we have the right number of sales resources we also have a number of demand generation activities," he said. SAP has opened more opportunities for the channel in enterprise-level sales. "We are using specific partners with specific solutions such as industry-based solutions or line of business solutions to cover the market more effectively in North America," he said. Those could be VARs or systems integrators, but it represents a major shift by the company. "We have traditionally kept the partners out of this space." SAP is also enlisting major OEM partner to sell into markets such as healthcare--in this case to sell business intelligence products. The company has committed to what Milford referred to as a plan to "Retake the business analytics market." After SAP purchased Business Object it turned the enterprise space over to direct sales and let some of that channel wither. "We lost a number of partners that wanted to operate in the large enterprise space," he said. SAP also has opened up the market of companies with greater than $500 million and above that have no coverage by the direct sales force to the channel. Those "large SMBS" are considered "the emerging market", companies that have the chance to grow much larger. Last modified on Sunday, 16 June 2013
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