Hans Jakob Reuter, managing director of SAP partner gicom

That’s right. Negotiation data flows straight into the ERP system and is therefore directly accessible for office-based personnel. When you consider that a one percent reduction in costs corresponds to an 18 percent increase in sales, you can appreciate just how important contact and condition management is in the overall purchasing process.

Is this one of the reasons why you were so successful in the SAP Appiade [a contest for SAP partners to develop business apps for specific applications]?

Our app maps a highly specific business scenario and it is aimed at a clearly defined potential group of customers, with some 4,000 buyers in the Germany retail sector alone.  That’s the advantage. Although buyers would jump at the chance to use this tool straight away, implementation is still an issue – for the reasons I mentioned above. Basically, our business app is two years ahead of its time. Nevertheless, we keep on receiving encouragement to “hang in there”, so we’ll just sit tight, weather the lean times, and wait for integrated business apps to make their breakthrough in 2013.

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