This company is serious.ĭuring the Winning is Everything conference this month in Las Vegas, I sat down with Sandra Wiley, chief operating officer of Boomer Consulting, following a panel she led on retention strategy. Those phrases all describe Sage, while the issue of multiple product families affect both Sage and Microsoft.Those are the fighting words. We do not see the need for a different product in each country,' he said. 'We do not have 200 different code bases.
And he pitched his company's approach, one code base for both front and back-office functions that is sold worldwide, and compared its primary opponents and their more fragmented approach. Agassi, on the other hand, showed both Microsoft and Sage on his competitive analysis charts. In fact, sometimes all Microsoft talks about is SAP-it does not mention Sage Software in executive speeches. One key to understanding the potential is that Microsoft sees SAP as an important player in the mid-market. The SAP channel has been undergoing changes as some of the early resellers decide they would rather stay with Sage or Microsoft, while others bet that SAP would remain as a serious player. The future conference, he predicted, would need another room to hold the crowd. Shai Agassi, president of the product & technology group and member of the executive board of SAP, told the roughly 250 VARs present that in three years, they will be remembered as part of the first 10 percent of the channel. Just look at Blackbaud, which is dropping its channel in January after a fairly valiant effort to develop the VAR effort over the last few years.īut at the SAP Business One Summit, now underway in San Francisco, the company is delivering a product that talks about a future. Just how serious, they wonder, is this company in marketing a mid-market product through a reseller channel when most of its revenue comes through enterprise products sold by a direct sales force? Trying to combine direct and indirect sales is always difficult. Most resellers have questions about the company and its staying power. For much of the mid-market, SAP isn't on the map. The facility is so new, it's not listed in phone books and cab drivers need directions. In many ways, SAP's Business One campaign is much like the site of its technology summit, being held this week at the Mission Bay Convention Center in San Francisco.
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