SAP asks HP VARs to push ERP

Software firm eyeing up Sage Line 100 users

Software giant SAP is hoping to push its Business One ERP software through Hewlett-Packard's (HP's) channel and is eyeing up Sage Line 100 users.

SAP held a series of road shows across the UK to persuade HP partners to take on its Business One software, due to be launched next year. It also revealed plans to use HP's channel to increase its reach in the SME space (CRN, 9 September).

To qualify as a Business One reseller, partners will be required to stump up a start-up fee of £3,000, provide a dedicated and certified sales manager and three certified consultants, and formulate an annual business plan with SAP.

In return, SAP will provide incentives such as technical and sales training, qualified leads, demo systems, a UK partner portal and marketing funds.

"We are committed to providing ongoing support and establishing a close relationship with our partners," said Jill Harrison, channel manager for Business One at SAP.

"There seems to be a gap between Sage Line 100 and Sage enterprise-type products and that is the main area we are aiming for, although there is an opportunity to take on some Sage Line 100 customers as well."

Geoff Calway, managing director of Swindon-based VAR Westwoodwest, said he welcomed the opportunity.

"This product will benefit our business. We are always looking at ways to increase our margin and it will give a credible alternative to Line 100. There are lots of Sage users out there and a good potential market," he said.

Phil Gordon, UK channel director at Sage, said the firm was keeping a close eye on the product.

"Sage's knowledge of the SME marketplace means SMEs trust us to provide the right software," he said. "This, together with our 500-strong channel of experienced Sage resellers and commitment to product development, assures us we have a strong foothold in this market."