SAP Synchronizing All-in-One, Business Objects Partner Programs
SAP seems particularly keen to get resellers of its All-in-One application suite for small and midmarket customers to add the Business Objects business intelligence software to their product repertoire.
"We would love it if every All-in-One partner adopted this [Business Objects] product line," said Paul LaRochelle, vice president of SAP's Partner Edge program and Business Objects VAR sales. "We're committed to helping those partners really understand the value of the business proposition."
SAP acquired business intelligence software developer Business Objects for $6.8 billion in January 2008. But SAP has continued to operate Business Object's channel partner program separately from its other partner programs, albeit under the broad Partner Edge umbrella.
While the Business Objects program will continue as a separate entity for the foreseeable future, SAP will be synchronizing aspects of the Business Objects program with the rest of SAP's channel partner offerings during the next several months, according to LaRochelle.
Business Objects' four-tier program (Bronze, Silver, Gold and Platinum), for example, will adopt the structure of SAP's three-tier (Associate, Silver and Gold) program. SAP also will be extending more of its market development funds to Business Objects resellers.
The synchronization will take several months and stretch into 2010 given that some contracts between SAP and resellers require 90-day notification of program changes.
The overall goal is to get more All-in-One resellers to build a business intelligence practice around the Business Objects software. One that's already doing so is Miami-based Answerthink, a division of The Hackett Group Inc., a longtime SAP channel partner that began reselling Business Objects applications after the acquisition.
Because of the recession, more companies are implementing business intelligence software to gain better visibility into their operations and their finances, said Lou Penn, a sales and support manager at Answerthink who manages the company's relationship with SAP. "It's an added incentive when you're selling SAP," she said. "It's also a good way to get your foot in the door of companies that don't have SAP."
Penn didn't anticipate any problems stemming from the planned integration of the SAP and Business Objects programs.
All-in-One resellers can work with SAP sales representatives that have Business Objects expertise to prospect for new customers, LaRochelle said. SAP is even providing incentives for Business Objects resellers to help mentor All-in-One resellers as they develop business intelligence expertise.