"We believe have to do a lot more to drive the demand," Sean Thompson said during a Sapphire interview. Thompson, head of business development and partner ecosystem SMB Team, outlined the channel structure, along with the treatment of the long-suffering Business ByDesign, which will be given "a lot of love. We believe in this product." The SAP Partner Edge program gives VARs a choice. They can sell if they want to, receiving 20 percent of the first-year subscription, at 15 percent in succeeding years. They can choose to let SAP carry the paper and work in the implementation or handle that themselves. A referral program offers firms 10 percent of the contract value. "Both are quite attractive programs. Those who just want to implement can be authorized under the services program. The Build element is for ISVs who want to extend ByD and Business One while the not-so-appropriately named OEM program is for partners who wish to use their own IP to build specialized applications on ByD, such as for microbreweries.