SAP to court accounting firms

SAP is set to target mid-tier and smaller firms, as ‘trusted advisers to
business’, in a bid to sell more IT products to the SME marketplace.

Launching a research paper today at a roundtable event in Holborn, Mark Weir,
SAP channel development manager, said that the top 50 accounting firms –
excluding the Big Four – were in a great position to provide more IT consulting
advice to clients and enter into closer relationships with SAP.

‘Around 70% of systems we sell require a “trusted adviser”,’ Weir said.

‘Accountants understand business processes and should help, perhaps even
providing a full service environment to clients,’ he added.

SAP’s research found that 40% of SMEs felt their software failed to deliver
what the business required. A third said that poor or inadequate implementation
approaches had led to disappointment with the software.

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