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.

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"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.