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SAP talks up Hana but small companies slow to sign on

Fred O'Connor | Nov. 21, 2014
Small and medium-sized businesses looking to grow need to leverage big data, cloud computing and mobility, and SAP says that its Hana platform can help them on those fronts.

SAP is trying to increase Hana sales and in October announced programs, services and policies to help boost sales by making the Hana adoption process easier.

For SMBs, a market that represents 80 percent of SAP customers, the vendor's channel partners now sell Hana in separate pieces, which makes implementing the platform more manageable, said Kevin Gilroy, senior vice president and general manager, Global Channels, SAP Global Channel Operations, in a separate talk.

"Now you don't have to buy an expensive server. The use cases for Hana are in the thousands now," he said. SMBs understand how Hana can help large companies and by using resellers specific to their vertical industries, SMBs are also understanding better how the platform can work for them, he added.

SAP knows that selling any of its products to SMBs involves a different strategy than the one it uses for large companies, Gilroy said.

"[SMB] isn't a homogenous group of customers. It's fragmented," he said.

SAP is adopting methods to ease its procurement process for SMBs, including decreasing the number of pages in its procurement documents and offering flexible buying options, he said.


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