SAP eyes PSUs and e-gov projects

DQW Bureau
07 Sep 2011

With the
recent news that business management software giant SAP is eyeing
Indian Public Sector Units and e-governance projects, the company is
trying to achieve its objective with separate channel strategy.

Talking to
The DQ Week, Christopher Knoerr, VP, indirect channels
ecosystem and channel, Asia Pacific and Japan, SAP explained, “We
are just about to launch an initiative for tapping public sector
industries where we would recruit specialized companies or resellers,
who have the expertise in public sectors, and we would go out to the
market with very specific public offering catering towards the need
of public sector companies in India.”

Dr Friedrich
Neumeyer, senior VP, global SAP volume reseller and service partners
said, “In general, the more specific the channel can be the more
successful it will be. So I would tend to believe that if we would go
to the e-governance business then we need to build up channel
ecosystem, which already has a footprint in it and industry
connections as well. I believe that specialization is the key part.”

Besides all
these, SAP has also set a very ambitious position in the market to
become a company of 20 bn by 2015 and retain 1 bn users. In portfolio
expansion, SAP is moving beyond ERP and exposing its resellers to
sell its mobile platforms. It has also conducted boot camps in India
to train partners in mobile platforms. In coverage expansion, SAP
wants to grow in multi—tier cities.

I have
significant expectations with mobility, and coverage expansion holds
one of the important channel strategies,” stated Neumeyer while
explaining about SAP's channel strategy in India for 2011.

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