SAP Exec To Partners: Huge Incremental Revenue Opportunities Ahead


Some channel partners have worried that SAP is devoting so much attention to its cloud technologies and HANA that it risks losing its edge in its core ERP applications. But Anthony de la Fuente, vice president of sales at Idhasoft, an Irvine, Calif.-based SAP partner, says the products are intertwined.

While SAP remains an ERP application vendor at heart, de la Fuente said, technologies such as cloud and HANA "drastically simplify the IT infrastructure" for companies running SAP products such as its Business Suite and All-in-One applications. Idhasoft, in fact, is working with a customer to implement All-in-One on HANA, de la Fuente said in an interview after Duffaut's speech.

HANA is a technology "that we see becoming more and more important," said Eric Renouard, global SAP technology lead for Accenture, also a major SAP partner. The in-memory database is so ground-breaking that it can lead to major changes in a company's business processes and data models -- something that Accenture is very good at, Renouard said. "It gives us an opportunity to go into a company and really transform their business. It's very exciting for us," he said, also speaking in an interview.

Duffaut also commented on changes within the channel itself, observing that "the lines are blurring" between systems integrators, VARs and ISVs. "There are many roles you can embrace," he urged.

PUBLISHED MAY 14, 2013