Sydney-headquartered MicroChannel has been appointed as the first-ever reseller for SAP Concur, the cloud travel and expense management software vendor SAP acquired in 2014 for US$8.3 billion.
The partnership is a 12-month pilot that will see MicroChannel sell SAP Concur products directly to its client base.
Its the first time SAP Concur has established a reseller agreement under this type of program in Australia and New Zealand, and the third such partnership worldwide.
Concur's existing partner program is based on referral: partners pass the lead referral over to the vendor, then can either work jointly with the Concur sales team to close the deal or hand the lead over. MicroChannel is already an SAP Concur diamond partner under this program.
In the new reseller program, the partner buys the products from SAP Concur then sells them directly to the end user under its own contract.
SAP Concur ANZ's general manager of SMB, Fabian Calle, said: “SAP Concur’s Australian business has always been focused on driving a strong partner ecosystem. We have now established our first reseller model with MicroChannel, an SAP Concur diamond partner and SAP’s largest Business One partner.
"This is a next step in the evolution of SAP Concur in Australia and New Zealand. Our goal is to drive revenue as well as market share, so the team has been working to find new channels to help support this objective.”
Ben Cook, national sales director at MicroChannel, said: “This is an exciting new partnership for MicroChannel. As a business consultancy utilising technology and solutions to enable our customers, we are always looking for technology providers that are leaders in their field.
"SAP Concur is the market leader and being able to offer SAP Concur expense and invoice management products directly will help drive even deeper value between us and our customers.
"MicroChannel is unique in that we offer seamless integration of SAP Concur with business systems including SAP Business One, Sage 300 and Microsoft Dynamics. This means we can offer a more well-rounded solution to our customers so they can lower their cost of doing business.”
MicroChannel is a major partner of enterprise software vendors, including SAP, Microsoft, Salesforce and Sage. It has Australian offices in Sydney, Melbourne, Perth and Brisbane, as well as an Asian footprint in Jakarta, Kuala Lumpur, Singapore and Sri Lanka.