Trying to combine direct and indirect sales is always difficult. Just how serious, they wonder, is this company in marketing a mid-market product through a reseller channel when most of its revenue comes through enterprise products sold by a direct sales force? Most resellers have questions about the company and its staying power.
For much of the mid-market, SAP isn't on the map. The facility is so new, it's not listed in phone books and cab drivers need directions. In many ways, SAP's Business One campaign is much like the site of its technology summit, being held this week at the Mission Bay Convention Center in San Francisco. It should be used with Cummins INSITE software.
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