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Next on SAP India’s agenda is its BI portfolio. In order to boost the reach of Business Objects and Crystal Reports, the software vendor has firmed up aggressive plans to expand its partner network.
“Currently, we have a limited partner base of 20 focused on our BI solution. Our aim is to at least double this by 2010. With the market for BI maturing, we want to grow our business through partners.” said Sanjay Deshmukh, Country Manager, Business Objects, SAP India.
“In 2010, IDC estimates the Indian market for BI solutions at $70 million. The ratio of services to product sales in this space is 3:1,” said Deshmukh, highlighting the opportunity in BI segment. “It simply means that for every dollar spent on selling a BI product, partners have the opportunity to make $3 from providing implementation and customization services.”
SAP India will shortlist partners based on three criteria—understanding of BI as an application, specialized knowledge of a sector, and breadth and depth of customer relationship. “We are looking at partners who are aware of BI’s value to customers and how it can integrate with their applications. Also partners with deep knowledge of domains like financial services and those with good customer relationships will be our target,’ Deshmukh said.
According to SAP, BI is seeing good adoption in sectors like BFSI—especially insurance, telecom and government.
With regards to Crystal Reports, which is already popular in channels and is distributed by Ingram Micro, Deshmukh said that SAP is in the process of introducing a Premier Partner Program. “The objective behind launching the partner program is to make our engagement with partners stronger and profitable. Our aim is to also add new partners to the fold and create a more meaningful and long term relationship.” |