No. 24: SAP
Enterprise software maker SAP has been aggressively courting the channel in the last few years in an effort to grow the percentage of sales though the channel from 20 percent to 40 percent. The company dropped the requirements that forced VARs to pay 50 percent of software licensing purchases up front. They also announced that all sales under $500 million now go exclusively through the channel, reorganized their field operations and named Robert Courteau as the president of North America operations.
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