To Expand its Home-Field Advantage in Global SAP Services / United VARs
Filderstadt, Walldorf, 18 April 2013Although All for One Steeb AG, the leader in the German-speaking SAP midmarket segment, operates almost exclusively in Germany, Austria and Switzerland (the so-called DACH region), it also provides services and support for SAP in more than 57 countries throughout the world. But instead of expanding globally itself, this SAP full-service provider turns to and builds on the United VARs network that it established together with Seidor S.A., Barcelona, in 2006. The guiding idea is to have leading local partners serve and support small to mid-sized SAP users on site and across the globe using uniform quality standards, in their local languages, and in conformity with local legal requirements. Together, the alliance has carried out more than 250 international SAP projects. The alliance’s 23 partners currently employ more than 4,500 SAP consultants. These partners also generate more than $1.6 billion in SAP business annually and serve a total of over 4,000 SAP customers. This makes United VARs, which operates similarly to Lufthansa’s Star Alliance model, one of the world’s largest SAP consulting organisations in the midmarket sector.
Boosted by the addition of six new partners – Abyor (Indonesia), Detaysoft (Turkey), Itelis (Slovenia), Mibcon (Czech Republic) Pearl Consulting (Norway) and Hand (China) – the United VARs partners recently met to convene their 8th Annual Conference in Walldorf. »The channel must perform faster than SAP itself«, emphasised Kevin Gilroy in his keynote address about the critical importance of partner business in terms of SAP’s own growth targets. In his capacity as both the SAP Senior Vice President Global Indirect Channels and member of the United VARs Steering Committee, Gilroy actively promotes and fosters the top executive dialogue between SAP and the alliance on numerous levels. Together with Bobby Vetter (Senior Vice President Global Ecosystem and Channels), Dirk Ammermann (Vice President Ecosystem and Channels Portfolio Mobile Database & Technology), Steffen Burger (Global Vice President Solution Centers SAP Partner Solution Management & Enabling), Frank Bunte (Head of OEM Sales MEE), Rainer Zinow (Senior Vice President, OnDemand Strategy), Cathy Daum (Vice President Partner Management EMEA) and Andreas Muther (Managing Director Austria) – all of whom work for SAP – the United VARs Annual Conference provided a unique overall view of within the SAP ecosystem. The focus of the conference was on the expectations of CIOs from across the world, especially regarding ERP on Hana, the SAP Mobile Platform and the SAP Cloud Solutions roadmap. Even larger midmarket companies, such as Bader GmbH & Co. KG, Göppingen/Germany, an automotive supplier that employs some 7,000 people, confirm what Bader CIO Jan Falck-Ytter called on All for One Steeb’s corporate TV channel the »key role that local consultants play in international SAP rollout projects«.
»Our alliance operates with the utmost efficiency«, reported Detlef Mehlmann, Director (Speaker) United VARs and the head of Alliance Management SAP Business ByDesign at All for One Steeb. United VARs LLP, Walldorf, provides a highly competent and effective management and co-ordination element for all the partners at the top of the alliance.