After creating a market for his "new world" of the product and a significant partnership with the German company SAP AG (SAP), Sridhar Tayur were able to take a partnership with SAP to a new level by creating a reseller arrangement available to only a dozen or so elite partners SAP, of more than 600 is widely regarded in the industry enterprise software is like a dream for technology entrepreneurs. Suitable for use in MBA, EMBA, and GEMBA programs, this case provides an opportunity to focus decision-making on key marketing and sales issues. If Tayur sign with SAP, thereby transfer considerable control over messaging and positioning SmartOps to global giant? They depend on the SAP, he really want? Will make the signing of the deal was losing control of his company is more likely, and alienate potential customers who were not fans of SAP? That would not do the deal mean for relations with SAP? SAP to go down the route intermediary with a competitor? What exactly was a good deal resellers, and had the opportunity for a company as small as SmartOps, a contract-win? "Hide
by Ronald T Wilcox, Gerry Yemen Source: Darden School of Business 11 pages. Publication Date: March 18, 2011. Prod. #: UV5755-PDF-ENG
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