From ChannelWeb this week:
SAP (NYSE:SAP) expects to generate more than half of its sales through the channel this year as the company implements a series of channel initiatives, building on its decision earlier this year to give resellers near-exclusive rights to sell to small and midsize customers. The initiatives include new online marketing and demand-generation resources, particularly targeting vertical industries. And slated for launch in the U.S. in the third quarter is SAP's online university to provide channel partners with training in software marketing fundamentals.
"It's a sign of the channel program maturation at SAP," said Chris Clinton, vice president of global multichannel programs and marketing at SAP.
SAP also is rolling out an online self-service system called "Virtual Agency" that channel partners can use to build and execute marketing campaigns.
The online university, which Clinton said would be free for channel partners, will offer 10 training modules in such areas as marketing techniques and strategy, and competitive analysis. "We're not just offering automated [marketing] tools, we're providing the coaching and the resources," Clinton said.
