IT Pro is supported by its audience. When you purchase through links on our site, we may earn an affiliate commission. Learn more

SAP looks to boost SMB focus

SAP's new UK director Stephen Read tells IT PRO about his plans to grow the software giant’s midsized business with a multichannel, volume-led model.

SAP's newly appointed director for the small-to-midsized business (SMB) segment in UK and Ireland is hoping to grow market share with a multichannel and volume-led market strategy.

Following the announcement of his appointment last week, Stephen Read told IT PRO that SAP had been a victim of its own success in the large enterprise space.

"We have been doing well in the SMB sector, although we're not necessarily known for this," he said. "But we have 60 business partners and 1,000 SMB customers, plus those from our Business Objects acquisition. And now we have the opportunity to take this to the next level."

Read added that, although the market may grow more slowly during this recession, SAP was well positioned to grow its share of the market.

"We are now one SAP team, focused on bringing the value of our three, core product offerings Business ByDesign, Business One and Business All-in-One and those of Business Objects, together with our partners to UK SMBs," he said.

After making clear his intention to move forward with plans to further build a multichannel, volume business model at his appointment, Read explained: "SMBs often have just as much complexity in their businesses as any large enterprise, but they want the value of their IT systems delivered in a very digestible and affordable way."

He said SAP would concentrate on selling packaged solutions, sold on a fixed-price basis, with the potential for financing and hosting facilities included.

"We're also investing in state-of-the-art remote support and field engineering capabilities to support our partners and service some customers in a hybrid way, if that's what is best for those customers. This will also allow us to sell in volume to thousands of customers" he said.

Read added that SAP's SMB products would help this business segment weather the current economic storm by offering quick-to-implement business systems that reflected industry specific best practices for a quick return on investment (ROI).

The software vendor's stated global SMB ambition is to take the number one spot in every market it competes in, where SMBs currently make up 85 per cent of SAP's customer base.

Prior to taking on this role, Read was vice president of SAP business development in the Europe, Middle East and Africa (EMEA) region. He joined SAP in April 2006 as senior director of midsize enterprise partners in EMEA, having previously worked for Sony Ericsson, Elateral and the Lotus/IBM Software Partner organisation.

Featured Resources

The state of Salesforce: Future of business

Three articles that look forward into the changing state of Salesforce and the future of business

Free Download

The mighty struggle to migrate SAP to the cloud may be over

A simplified and unified approach to delivering Enterprise Transformation in the cloud

Free Download

The business value of the transformative mainframe

Modernising on the mainframe

Free Download

The Total Economic Impact™ Of IBM FlashSystem

Cost savings and business benefits enabled by FlashSystem

Free Download

Recommended

IBM offers enhanced SAP cloud migration service
cloud management

IBM offers enhanced SAP cloud migration service

10 Feb 2022
Integration tools and strategies for SAP S/4HANA
Whitepaper

Integration tools and strategies for SAP S/4HANA

7 Feb 2022
AWS wins Adidas contract to host its SAP workloads
Amazon Web Services (AWS)

AWS wins Adidas contract to host its SAP workloads

22 Nov 2021
SAP and Qualtrics debut Concur Experience Optimizer for hybrid workplaces
big data

SAP and Qualtrics debut Concur Experience Optimizer for hybrid workplaces

28 Oct 2021

Most Popular

How to boot Windows 11 in Safe Mode
Microsoft Windows

How to boot Windows 11 in Safe Mode

29 Jul 2022
Samsung proposes 11 Texas semiconductor plants worth $191 billion
Hardware

Samsung proposes 11 Texas semiconductor plants worth $191 billion

21 Jul 2022
Should you take your password manager off the internet?
Sponsored

Should you take your password manager off the internet?

28 Jul 2022