The changing dynamics of the market are driving SAP's channel strategy, according to local ecosystem and channels general manager, Beth Ryan.
Ryan took over SAP Australia's channel this year after being appointed to the leadership role in April.
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"The channel strategy, as it is and as it evolves, is driven by the opportunities for partners," she said.
Ryan admits that there are changes in the dynamics of the Australian market, and in turn, that is changing the requirements of customers and partners.
"Customers are obviously wanting to reduce their IT spend while at the same time advancing their technology, so they are looking for new ways to do this," she said.
A Cloud player
To meet these growing demands of local customers, SAP partners are also looking for new ways to help organisations meet their innovation needs.
"SAP has identified this globally and locally, and we're quick to make some changes in the way we go to market by building a strong channel," she said.
In recent months, SAP has attempted to expand its focus by acquiring companies such as SuccessFactors, Ariba and Hybris.
Ryan said these additions have helped to position SAP as a Cloud company.
"It has also given us the tools we need to provide partners with solutions and skills needed to provide cost reduction yet enhance the technology for the client," she said.
Patrick Budmar covers consumer and enterprise technology breaking news for IDG Communications. Follow Patrick on Twitter at @patrick_budmar.