But most elements of the channel programs discussed this week by Kevin Gilroy, SVP of global indirect channels for SAP America and John Wilkinson VP of business analytics for global ecosystem and channels, were at the high end. "We have been hearing from our distribution partners and reselling partners that they are ready and keen to move up market," he said during a presentation. The company also wants to present the opportunity for resellers to grow as their customers move from using Crystal applications through the company's Edge BI line. Wilkinson noted between 2,000 and 3,000 resellers handle Crystal. But Wilkinson's comments centered more on enabling very large channel members to develop rapid deployment applications based on SAP products. The partner owns the intellectual property and can sell the products to end users and also to the channel. Wilkinson said SAP is working in each of its markets to identify markets that can be served by the channel. These includes government risk and compliance area in which SAP feels the channel is more suited to addressing buyers' needs.