Conrad Mandala, vice-president of SME for SAP Canada, said the company is in the process of transitioning away from a once primarily direct sales model to an indirect and multi-channel-driven one.

"In Q4, 94 per cent of our overall sales (in the SME) will go through indirect sales," Mandala said. "We're helping partners get more enabled and prepared so they can be our primary route to market in 2010."

To further broaden its channel and to more aggressively target the lower-end of the market space, SAP created its Extended Business program for partners. This program has members, better known as EBMs. that work closely with SAP VARs (value-added resellers) to deliver the company's line of Business All-in-One business management software solutions.

Through this program, EBMs are paired up with VARs who are a part of SAP's PartnerEdge channel program, so they can leverage expertise and expand their market reach. The Extended Business program provides EBMs with access to SAP systems, resources, training programs and certification tools, Mandala explained.

The program is designed to help extend market reach and find new services and revenue opportunities, Mandala said.