SAP is expanding its mid-market sales channel to target SMEs for its business software, a strategy already adopted by arch-rival Oracle.
New sales of business software to SMEs are starting to outstrip sales to larger firms, and SAP is aiming to hire channel partners to increase its share of the SME market.
SAP defines the mid-market as customers with fewer than 2,500 employees. Oracle defines the mid-market not on the number of employees, but on the size of the IT project implementing its software.
Oracle announced earlier this week that it had already expanded its mid-market sales channel and that it was now looking for more partners to expand sales further.
The SAP PartnerEdge channel partner programme aims to increase the estimated 30% of sales that SAP already generates in the mid-market.
SAP channel partners would be rewarded for customer service as well as straight sales increases, said SAP.