SAP solutions are incredibly powerful, but to get the most out of them you often need a lot more than just the software itself. To put it simply, organisations want the reassurance of knowing they have someone in their corner, guiding them through the implementation process and beyond. That's where an SAP value added reseller (VAR) comes in - these partners take SAP software and add in a whole host of additional services and expertise to make sure you get the outcomes you need.
If you're in the process of reviewing your SAP procurement strategy, or thinking about re-evaluating your partner model, the bottom line is simple: Understand what an SAP VAR does, figure out what value they bring to the table, and choose the right partner to help you achieve long term success.
An SAP value added reseller is basically an SAP authorised partner who:
Sells SAP software and licences - but not just that
Adds in a whole host of extra services and support to help customers achieve their business goals
Helps you implement and get the most out of the software
In a nutshell, an SAP VAR doesn't just sell SAP, they enhance it with a whole range of services that make the whole process easier and more effective.
There's a key difference between an SAP reseller and an SAP VAR.
SAP reseller
Basically just sells SAP licences and subscriptions
SAP value added reseller
Sells SAP solutions - not just the software
Adds in consulting, implementation and support services
The key here is that a reseller is just focused on selling the software, whereas an SAP VAR is focused on selling the full package of software plus services.
SAP VARs often provide a pretty comprehensive range of capabilities - here's a taste of what we do.
So, yeah, selling SAP products and subscriptions
Also advising on the best licensing models to suit your business
Helping you get SAP systems like S/4HANA up and running quickly, using pre-configured templates and all that jazz
Configuring SAP to fit your business needs
Aligning your SAP implementation with your business strategy, which is pretty much exactly what it says on the tin
Helping you define a roadmap that makes sense for your business, and all that sort of thing
Creating bespoke extensions and add-ons to help you get the most out of SAP
Adapting SAP to fit your particular industry, which is often a pretty big advantage
Keeping an eye on system health, sorting out any issues that may arise, and generally helping to look after your customer experience
Performance optimisation - we constantly review and improve your system to keep it running smoothly and efficiently
Helping you adapt SAP to your business needs, often using pre-configured templates
These services mean you get a complete solution, not just the SAP software itself.
Here's an example of how it works in real life:
A company chooses to use SAP as their ERP system
The SAP VAR recommends the best solution for their business needs
We help them purchase licences and get the system implemented
We provide ongoing support and optimisation to make sure the system is running smoothly
This creates a single point of contact, end-to-end delivery and continuous system improvement.
A lot of SAP value added resellers specialise in particular industries. For example:
Retail
Manufacturing
Logistics
Public sector
This helps SAP reach smaller businesses and broaden the adoption of enterprise software.
They can provide tailored solutions
Understand business challenges
Deliver faster and more effective implementations
When you're choosing a provider, look for one with a strong track record in your sector.
With the move to cloud, the role of SAP VARs has expanded.
They now support SAP S/4HANA Cloud implementation
Subscription-based licensing models
Cloud infrastructure and integration
This makes it easier to adopt cloud technologies and gives you more flexible system environments.
When you choose the right SAP VAR, you get:
Access to specialist SAP knowledge
Faster implementation and deployment
Combined licence and services purchasing
Solutions tailored to your business needs
Continuous optimisation and improvement
SAP becomes a lot easier to implement, manage and evolve.
Here are some of the common challenges people encounter when working with SAP VARs:
Misalignment between business needs and the solutions provided
Solutions that don't quite fit the bill
Over dependence on the VAR
Lack of internal knowledge and skills
Cost complexity
Bundled services can be tricky to evaluate
Inconsistent service quality
Different quality of service from different providers
These challenges highlight the importance of carefully selecting the right partner.
You've got a couple of options when it comes to working with SAP.
Buy licences directly from SAP
Manage implementation separately
Buy through a partner
Get a bundle of services and support
The key difference is that direct is a vendor relationship and VAR is a partner-led delivery and support arrangement.
Over time relationships can drift away from what was originally agreed:
Business needs change - and fast
Systems get more complicated
Your customers' service expectations keep evolving
And without a solid management plan in place:
The value the reseller brings starts to dwindle
Your alignment weakens
And the costs just keep on mounting
VAR relationships need constant review and some good old-fashioned governance.
Many SAP value added resellers also provide application management services (AMS). These days, who doesn't need support like this?
This includes things like
System monitoring to catch any issues before they cause problems
Getting on top of any issues that do arise
Performance optimisation so you're getting the best out of your system
User support to keep your team up and running smoothly
AMS is all about:
Keeping your systems stable and humming
Delivering real value, every day
SAP consultancy can give your company the tools it needs to:
Pick the right SAP VAR for the job
Work out exactly who is responsible for what
Align your SAP strategy with your business goals
Avoid all that unnecessary complexity
And that means your VAR relationships will deliver some real, measurable value.
SAP landscapes these days are often a bit of a mixed bag - you've got:
SAP at the core
VARs providing services and solutions
Cloud providers hosting your systems
Managed service providers keeping everything running smoothly
It creates a bit of a multi-partner ecosystem, offers flexible service delivery and scalable operations.
When it's all working well:
The reseller has a real understanding of your business needs
The solutions they recommend are right in line with your strategy
The implementation goes off without a hitch
Support is consistent, reliable and actually works
And value is delivered over time - not just a one-off thing
And what do you get? AN SAP environment that's supported by a partner that adds real value at every stage.
SAP value added reseller
A partner that sells SAP software and a bunch of extra services.
SAP reseller
A partner that just focuses on flogging licences.
SAP partner
An organisation that's part of the SAP ecosystem.
Managed services
System support and optimisation on an ongoing basis.
AMS
Application management services - the kind of thing that keeps your systems running smoothly.
What is an SAP value added reseller?
A partner that sells SAP solutions together with some extra services.
How does a VAR differ from a reseller?
A VAR adds services like implementation and consulting to the mix.
Why on earth would I want to use an SAP VAR?
To access some real expertise and make implementation a whole lot simpler.
Do VARs provide support?
Oh yes - often including managed services and optimisation.
Is it better to go with a VAR or SAP direct?
That really depends on what kind of support and expertise you're looking for.
An SAP value added reseller isn’t just a supplier, they’re a partner. With the right expertise, the right services - and the right outcomes. Get all that right, and SAP becomes something your business can rely on, from the very start of the journey through to long-term success.