SAP rolls out Master VAR program

Bnamericas Published: Thursday, June 11, 2009
The Latin American division of SAP (NYSE: SAP) has rolled out a program designed to increase sales to SMEs, online news source CanalAR quoted the company's senior director for Latin America indirect sales, Olavo Guerra, as saying. The initiative, known as the Master VAR program, entails selecting SAP's best partner from each Latin American country and then allowing that company to direct local channel sales. "We will contribute, but the idea is that they handle the administration," Guerra said. He said the program is designed to increase sales to Latin American SMEs. "We are creating solutions to increase our penetration of the SME segment," he said. "Smaller firms are greater in number, and consequently we need a larger network to reach them." SAP Latin America senior VP for SMEs, Marcelo Giampietro, previously told BNamericas that the company won 180 new customers in the SME space during the first quarter of 2009. Latin America was the fastest growing region for SAP in the quarter, with revenues increasing 9% compared to the year-ago period, the company said in a previous statement.

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