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SAP reorganizes SME channel, expands partner system

SAP has reorganized its SME channel to improve partner recruitment, enablement and marketing.

Patricia Hume, senior vice president of SAP’s global indirect channel unit, stopped by world headquarters today to tell us about the reorganization. She explained that the basic org structure before consisted of a sales team and a marketing team. Now, there are more subsets designed to meet specific goals.

For example, partner recruitment will take a more “holistic” approach, Hume said. SAP will target the channel community en masse, as opposed to specific campaigns for VARs or integrators. The reorg will also put more focus on “enablement,” as Hume called it — more resources and training for both partners and SAP’s internal channel teams.

Another subset will put more emphasis on marketing to and communicating with partners, and SAP’s strategic alliances team — which deals mostly with OEM partners — is also being pulled in. In addition, Hume hinted at a new program, to be announced soon, that will focus on global channel management.

The other bit of news that Hume discussed during her visit was the SAP Extended Business program. The program will provide marketing materials, training and other resources to companies that partner with members of SAP PartnerEdge but aren’t members themselves.

Hume said SAP Extended Business will take advantage of these partner-to-partner relationships that already exist in many cases, legitimize the companies that collaborate with SAP partners and ultimately drive more sales. There are already 40 PartnerEdge members and 135 Extended Business partners participating worldwide, and the company’s goal is to have 500 Extended Business partners by the end of the year, Hume added.

Extended Business follows in the footsteps of a program that SAP launched this spring, which pays advisors and consultants who recommend SAP ERP products to paying customers. Both programs are designed to expand SAP’s partner system.

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Are you implementing mobile apps that could replace traditional employee functions?
Currently, our apps are designed to encourage interaction between co-workers, and focus on collaboration. Our tools would foster more people working together more effectively, not phasing out people by virtue of the tools.
Sure. Currently I'm testing a product that will enable people to search and order certain government services online and on the go, instead of visiting an office and waiting in the line.
And this is good. If you just need to pay for license stickers or update records of your living address, you shouldn't have to plan to lose a day for it.
On one hand the self check out counter is efficient and effective in getting customers to egress the stores,but this is making employees history not to say dinasaurs, for me balance as my professor will advice, is one of the solutions.
... we are, but very slowly
No, but i have clients who do.
Almost every store I've been inside - and certainly every chain store, with the exception of a few grocers - has been understaffed, internet or no internet.
The wise organisation will ensure that the employee (its most valuable asset) and the customer are working co-operatively to satisfy the customer's requirements, which will result (usually) in repeat business.
IF there is really no need for an intermediary (the employee) then the customer should deal directly with the system.
Reducing employee numbers only to save costs can be a false economy.
David Walker - Sydney Australia
Yes, you can buy online and fuel your car all by yourself. But note that you also need to do extra work by yourself. Sometimes it's tiny, like packaging your roll of toilet paper (as in the example in the article), sometimes it takes certain effort and skill.
Economists call this Shadow Work: