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SAP PLEDGES LOYALTY TO CHANNEL

SAP plans to do business through resellers in the long term and its work to build its U.S. channel to push the SaaS-based Business By Design sound a lot like some other vendors who want fewer, larger VARs.  “We are certainly in an expansion of the channel. We are working with our installed base of VARs to build out mega VARs,” says Kevin Gilroy, the executive leading the SAP effort in the SME space.
Gilroy also says his team will fix problems resellers have had in dealing with SAP. “Our channel didn’t view SAP as very predictable. They couldn’t figure out where we are direct or indirect,” he said. “They found us costly and cumbersome to do business with on the back end.” Gilroy, who was an executive in the Hewlett-Packard channel, said he’s not interested in advancing his career at this point so he can stick to his plan. “I didn’t come here to be a maintenance manager, I came here to do changes,” he said. Gilroy said it’s also important to have leads ready for VARs who pick up the product, rather than having them wait for months to get revenue and lose interest.
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