Channel Marker

Dec 5 2008   1:24PM GMT

Business Objects CEO reaffirms commitment to VARs

Bcournoyer Brendan Cournoyer Profile: Bcournoyer

VARs could have a bigger role in the SAP channel, if Business Objects CEO John Schwarz has his way.

SearchSAP.com news editor Courtney Bjorlin this week alerted me to comments Schwarz made during a “fireside chat” at the Credit Suisse Technology Conference in Scottsdale, Ariz. He talked about the differences between SAP and Business Objects — which SAP acquired last year — when it comes to their go-to-market strategies. Business Objects relies more on VARs, while SAP focuses more on systems integrators, he said.

Schwarz also acknowledged it’s been a challenge to reconcile the two approaches, but it doesn’t sound like he’s too eager to change Business Objects’ approach:

“We are learning how to live together,” he said. “Hopefully, the Business Objects view is taking precedence.”

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