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As far as SAP India is concerned, mid-market has indeed emerged as a key focus business in the last two years. Nearly 80 percent of customers in India are SMEs, most of which them being facilitated by SAP India’s partners.
Its expansion plans focus upon the company wanting to achieve a partnership-led go-to-market strategy for its promising SME business. The renewed channel partner strategy is oriented towards partnership profitability and is also designed in order to help for them to grow their business sustainably.
The company is of the view that as SMEs in India aspire to become enterprises, it is essential for the companies such as SAP to start focusing on this segment.
Moved from tier 2 to single layer model
SAP did away with its old distribution model and gets itself into a single tier model. The company indeed graduated all its traditional EBMs to VARs business. VARs will be working directly with SAP channel team. Without actually placing additional on ground resources, the company has empowered more its VARs for its geo-expansion strategy.
Partner Packaging Factory: A new format
SAP has indeed introduced a new business format for its channel named- Partner Packaging Factory which is an industry-first online initiative that does aggregate end-to-end SAP packages developed by partners. These packages are rather built to include SAP software, services, maintenance in addition to hardware.
SAP Partner Packaging Factories do include solutions for- SAP S/4HANA, SAP Cloud, BusinessObjects Business Intelligence and SAP Analytics Cloud. This initiative does create unique opportunities for the partners to reinvent business models, drive volumes and also enhance revenues.
Tapping the MSMEs with collaboration
In order to be successful, the trend now is to ensure that growing businesses are indeed required to manage their increasing data in an effective way. The ability to extract intelligence from information is indeed increasingly being seen as a key differentiator to grow as well as expand.
The SAP is keen on streamlining as well as integrating the key processes such as financial, sales, inventory, and more – with single business software.
SAP market strategy is indeed very highly professionalized and the aim is to impact the market well with its growth and development techniques. Sound market strategies have to form and have to be applied in order to develop business at all levels, be it big, medium or small. After all, all sorts of businessmen compete with each other at different levels even if their investments in business differ.
New methods of marketing have to be formulated and adopted to improve the market scenario for better sales and profits. No doubt, small and medium business set-ups do find it tough to compete with the bigger brands, nevertheless, they have to utilize SAP solutions to improve their business operations. They cannot afford to lag behind in competition and have to face the reality that they have to improve their products and services to deliver well.
