SAP is known as a company that provides robust, enterprise-grade software to the business world`s heavyweights. When it announced last year that it planned to address the mid-market and SMB space (thereby making an entrance into the channel environment), some partners and customers were wary.

A year later, the company has identified all of its target areas and clearly defined which of those fall into the realm of its two channels. It seems that the confusion surrounding SAP`s decision has settled and the way the company has pieced together its go-to-market strategy makes sense.