SAP's business with SMBs grows steadily

SMB sales now account for around 30 percent of SAP's business

COPENHAGEN, DENMARK -- SAP's sales to small and medium-size business (SMBs) are growing steadily and could grow even faster with the launch of a new channel program planned in the third quarter, according to Donna Troy, senior vice president of global small and medium business.

"We added 1,000 new customers in the previous quarter," Troy said in an interview at the European Sapphire customer event in Copenhagen, which ends Thursday. "We're showing good momentum, and with the new program we aim to catapult this even faster."

The SMB business now has around 12,600 customers and accounts for around 30 percent of SAP's business, Troy said.

The company's All-in-One unit has 6,000 customers, she said. The unit sells a scaled-down version of the mySAP Business Suite together with vertical industry applications to companies with between 200 and 1,000 employees or sales below €1 billion ($1.3 billion ).

SAP's Business One unit targets small companies between 10 and 200 employees with a special product, including a "light" version of SAP's flagship ERP (enterprise resource planning) product. The unit has around 6,600 customers, according to Troy.

Channel partners of SAP can expect some significant changes in the way they do business with the company in the years ahead, the senior SAP executive said.

"We're planning to launch a new program in the third quarter," Troy said "I can't provide any details at this point other than that the program will be global and will help create better value for our partners."

In an interview with Computerwoche at Sapphire, Léo Apotheker, president of global field operations at SAP, said the company will consider buying companies that provide a channel into markets where SAP is not present, such as China.