The SAP channel hopes to see increased business over the coming year, as the company continues to push its products towards the mid-size market, and encourage existing customers to migrate to its new software architecture.
With plans to alter its licensing, maintenance and support, and begin moving R/3 customers over to the next generation of mySAP, resellers and systems integrators will have a larger role to play, especially at the upper end of the market.
SAP chief executive Henning Kagermann insisted that the vendor will continue to push into the mid-size market, raising awareness of its brand and products such as the low-end Business One software.
"We are acquiring more partners, so the channel is growing," he said. "We are not developing the normal channel. Where we sell direct we have partners doing the consulting. In the SME sector we need resellers."
SAP is also working closely with systems integrators, promoting its three levels of partnership, conducting risk assessments and certifying integrators under its quality programme.
Among the changes being introduced to products and services, SAP is expected to alter its licensing structure for mySAP next year, making it more industry specific.
This has already been done with Business One, and should make licensing and integration less complex.
Duncan Wyeth, sales and marketing director at Business One reseller Serion Logic, suggested that SAP had done a good job introducing the product to the channel, and had built a reputation for listening to, and working closely with, partners.
As the mid market has matured, it has demanded higher-end functionality for lower-end products, explained Wyeth, which has come through in Business One.
"I think SAP is opening the gates wider. Its product range encompasses the small to the large," he said.
"If it is restructuring its larger products, this might filter down the changes to the upper mid-market area."
With maintenance and support, SAP will let companies negotiate a two-year extension to their contract once a product's official support lifecycle ends.
This will cost customers an extra two per cent, but will offer continued full support and patch releases.
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