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BBD TELCO RESELLING LIKELY THIS YEAR
SAP will probably having test programs for telephone companies to resell its cloud-based Business By Design software operating this year, according to Kevin Gilroy, VP of channels and ecosystems. "I think telcos have a great reach into the market place. They have a great experience with monthly billing. They have large sales forces particularly in the SME space," Gilroy said. The VP did not provide any names but said SAP has discussions going on with telcos, which he continued would not be a threat to VARs but which would work with "the local VAR in the implementation and consulting component. I think it is a big plus."
The VAR recruit program for BBD, he added, is off to a strong start. The goal was to have "1,000 feet on the street" this year and through the resellers already on board there are more than 250 and the program is ahead of plan. The result has been that recruiting has gotten easier because "people are clamoring 'How do I get in?" Among the characteristics Gilroy seeks in potential deals are a strong balance sheet, strong demand generation capabilities" and the "ability to delight customers." Notable VARs that have joined the program include Arxis Technologies, Skyytek and Sikich. Gilroy said that the BBD effort is also bringing back dealers who had fallen away from SAP.
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