SAP honing in on specific geographies

Wednesday, May 18, 2011

Software giant SAP (NYSE: SAP) is working to expand the geographic coverage of its partner base in certain areas of some Latin American countries, the company's ecosystem and channels VP for Latin America and the Caribbean, Pablo Signorelli, told BNamericas.

"In Brazil, we have solid coverage in São Paulo and Rio de Janeiro. We need more partners in the southern and northern regions of the country," he said.

SAP also expects to expand the coverage of its partner base in Mexico, Signorelli added. "We have good coverage in Mexico City but less so in Monterrey and Guadalajara."

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The expansion in geographical coverage could be reached through existing partners or through the recruitment of new ones, he added, and SAP is asking its partners across the region "to have a wider coverage in terms of geographies and to specialize in our business lines."

The executive underlined the company's increasing emphasis on the ecosystem's capacity. "Our expected double-digit growth in terms of license sales could not be achieved if it weren't accompanied by a strong implementation capacity," he said.

"For each dollar we sell in licenses in Latin America, there are four dollars in implementation," Signorelli said. "For SAP it's key that our ecosystem have all the capabilities and SAP consultants to implement the licenses we sell."

SAP currently has 450 partners across Latin America. A total 340 of these are channel partners, while the remainder are services partners.