SAP: BusinessObjects Pricing Could Have Been Better, October 29, 2010 (Online)

SAP has said it “could have done better” on pricing clarity for its BusinessObjects customers, after users expressed their frustration. Jose Duarte, EMEA president at SAP told Computerworld UK that the company was improving the situation fast. The comments come as SAP pushes hard to integrate its BusinessObjects and Sybase acquisitions into its core stack, driving applications to new devices and delivery models. Last year, following heightened tensions between the company and its users over new licensing and support terms, user groups secured two major commitments from SAP. First, SAP backtracked on enterprise support across products in January, offering 2009 prices and a choice of packages. Secondly, it agreed to provide user groups with product ‘roadmaps’ and to listen more to the developments users wanted to see. But BusinessObjects users were still frustrated over their own licensing, even if SAP improved terms on its other core software. Duarte admitted that to some degree a “bad taste” remains for some of those users, dating back to the months after SAP’s acquisition. But he said SAP was working hard to “create much more transparency and simplicity.”

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Inside Sales Executive “Large Enterprise” Vancouver, BC

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Primary purpose is to provide proactive and programmatic coverage of the SAP install base &

prospect base to identify up-sell, cross-sell & new customer opportunities. Ensure maximum

coverage of the account space, working in conjunction with Partners and field account

executives where necessary.


The primary responsibility of the Inside Sales Executive is to generate new SW license

opportunities and incremental revenue by systematic up & cross-selling in a set of accounts

and by co-selling with partners, if deal size is below the threshold. The ISE drives opportunity

qualification, hand-over of opportunities to partners /AEs; the ISE will remain engaged in the

sales cycle through to deal closure. The ISE acts as the prime quota own in the territory space

in deals below the threshold. In Target accounts the ISE collaborates with the field AE/ TSE and

will “own” opportunities that have a lower level of complexity



  • Territory and Account Planning
  • Pipeline Generation and Execution
  • Drive Software Sales
  • Proactive Self Development
  • Identify sales opportunities within SAP install base customers
  • Manage up-sell and cross-sell opportunities through fulfillment with SAP install base


  • First-line resource for partner led transaction support
  • Leverage field resources or partners to manage sophisticated or complex transactions



  • Responsible for delivery outcomes of assigned sub projects
  • Work within defined policies and processes under regular supervision
  • Contribute to milestones
  • Build collaborative work relationships with similar functions across SAP and customer

and partner organization



  • Contribute and works on sub projects and activities with moderate level of complexity
  • Work is independent & collaborative in nature.
  • Provide regular updates to manager or project manager on project status



  • Bachelor equivalent: yes


  • Strong competence with various tools, procedures, programming languages used to

accomplish the job

  • Minimum 1 to 2 years experience in complex solutions Sales
  • Knowing or having successful experience in multi channel go to market models
  • Knowledge and understanding of Indirect channel dynamics
  • Knowledge of ERP market






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