SAP expands PartnerEdge for BI resellers

By Freya Purnell

ACA Pacific, an Australian distributor of specialist IT solutions, has become one of the first distributors to join the expanded SAP PartnerEdge program, designed to help resellers accelerate profitability with SAP BusinessObjects business intelligence (BI) solutions specifically designed for small and midsize enterprises (SMEs).

China National Software & Service has also joined the program as a distributor.

While previously, SAP has focused on selling only SAP Crystal solutions through the reseller distributor channel, through the expanded program authorised resellers can now sell SAP BusinessObjects BI software, Edge edition.

The expanded program has first been launched in the Asia-Pacific region, and will be made available to distributors and resellers on a global basis in a phased approach.
ACA Pacific director HB Tan said the company was excited to be among the first to join the expanded program.

“With more than 23 years of channel experience, we are committed to linking quality products with market needs and to adding value in the form of services and support to both the vendors we represent and the customers we serve,” he said.

According to SAP, the PartnerEdge program for authorised resellers will offer new revenue streams to distributor partners through an expanded portfolio, and by offering resellers of BI solutions an entry point into one of SAP’s fastest growing markets. Distributors will serve as single points of contact for reselling partners and be responsible for biling and collecting revenue from authorised resellers.

To join the program, resellers must be sponsored by an SAP-endorsed local distributor partner. They must also meet minimum program entry requirements.

“We have identified a surge in demand of smaller organisations for advanced BI solutions as many small companies are moving from reporting to ad-hoc query quicker than before,” said Kevin Gilroy, senior vice president, global indirect channels, SAP. “This represents a huge opportunity for resellers who are the preferred partner for these small businesses. The reach of distributors in the market is very powerful as they touch even more buying centres than we do. By joining forces with ACA and China National Software & Service Co., Ltd., we are once more underlining our commitment to driving our partners’ and customers’ growth through collaboration and innovation.”


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