SAP Expands Capabilities Of All-in-One SMB Applications

The new offerings also incorporate service-oriented architecture and other technology from the latest releases of SAP ERP -- which All-in-One is based on -- and SAP's NetWeaver middleware.

SAP is offering the best-practice capabilities, essentially software implementation blueprints and process methodologies, to help channel partners and customers adapt the All-in-One ERP system for "microvertical" industries in specific countries. The latest set of best practices, many codeveloped with channel partners, includes 23 cross-industry and vertical industry versions of All-in-One applications for 37 countries. The new applications, for example, include human capital management software for chemical, pharmaceutical and consumer goods manufacturers in multiple countries.

All-in-One is a version of SAP's ERP applications pre-configured for midsize customers, defined by SAP as companies with fewer than 2,500 employees and revenue of $1.5 billion or less. Resellers account for about 75% of all All-in-One sales, particularly to smaller companies with sales under $300 million.

One of the new best-practice sets targets the professional services industry, providing new project collaboration and resource management capabilities. That's of particular interest to Et Alia, a Milwaukee-based solution provider that resells All-in-One to the construction and professional services industries. It also worked with SAP to develop and test the new product.

"There's technology in these new best practices that allow us to deliver cutting-edge capabilities to our customers," says Et Alia president Brad Nicolaisen. "It's very compelling. We're now in a consulting role, not just selling software." Et Alia further tailors the apps for its customers such as by adding industry-specific reports.

SAP is dependent on resellers to help implement the best-practice applications at smaller companies. "It's very much a partner-driven model," says Greg McStravick, senior vice president for small and midsize enterprise solutions. "It's the only way we can address the lower midmarket in a high-volume way." Channel partners bring their own regional and vertical industry expertise to the deal, McStravick says.

The new best-practice applications are available now as part of the All-in-One suite. At a sales summit in Washington D.C. last week SAP executives touted the success they have had recruiting channel partners to its two-year-old PartnerEdge program to resell the All-in-One and BusinessOne applications. All-in-One and BusinessOne, the latter for small companies, compete against Microsoft's Dynamics applications and products from Sage, NetSuite and other vendors.