SAP has expanded the products that are handled by distribution in a move designed to get more products sold via the channel to the small and medium business market.
Up to now the vendor has only put its Crystal Solutions through select distributors but has now made the move, starting in the Asia Pacific region, of allowing its BusinessObjects solution to also go through a two-tier channel.
The change has resulted in an expansion of the vendor's PartnerEdge programme and will arrive in the UK soon as it gets rolled out from Asia Pacific across the world in a phased approach.
"We have identified a surge in demand of smaller organisations for advanced business intelligence solutions as many smaller companies are moving away from reporting to ad-hoc query quicker than before," said Kevin Gilroy, senior vice president, global indirect channels at SAP.
"This represents a huge opportunity for resellers who are the prefered partner for these small businesses. The reach of distribution in the market is very powerful as they touch even more buying centers than we do," he added.
The first distributors to benefit are Australian player ACA Pacfici and China National Software & Service.