SAP is the world leader in enterprise applications in terms of software and software-related service revenue. Based on market capitalization, we are the world’s third largest independent software manufacturer.
In our channel universe, we all know that professional relationships are critical to success and survival–and that not all relationships are equal. Often, channel partners must navigate the tricky terrain of successfully managing both vendor and customer relationships. Sometimes, that’s not an easy task.
I’m amazed at how often I hear about partner business plans with vendors that simply die on the vine. More often than not, the revenue numbers the vendor was counting on from its partners perish, as well–not surprisingly, since those two go hand-in-hand.