UBM launches ACCPAC division

United Business Machines has announced the creation of a new business unit, specifically to sell ACCPAC solutions in Jordan

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By  Mark Sutton Published  December 13, 2001

UBM, the Jordanian IBM distribution partner, has established a new division to handle ACCPAC products. The division, called United Business Applications, will be responsible for the complete ACCPAC range of accountancy, CRM and ERP software.

The initial focus for UBA will be ERP, with ACCPAC’s Advantage suite. As a JD Edwards partner, UBM already has ERP experience, but the deal with ACCPAC will provide it with a solution for the SME sector, where the company is predicting a growth in ERP.

“With JD Edwards we have targeted large accounts, and we have a number of mega-projects that use it,” explained Karsten Schoeneborn, general manager of UBM and UBA. “We see ACCPAC fitting our needs for the small to medium enterprises. We have had quite a few opportunities, tenders and requests, so there is high demand and a need for dedicated solutions for this market.”

The need for mid-range ERP solutions is growing in the region, according to Marc Van der Venn, regional manager of ACCPAC Middle East. “The vendors of the tier one ERP applications, SAP and Oracle have basically covered the market at the top level, but it is a very limited market in the region. The majority of Middle East companies fall into the mid-market category, but their needs are not necessarily simpler, they are just smaller. They still need supply chain management, they still need to care for their customers, and they will go to web-based platforms sooner or later, so in that respect, there is a huge market for mid-range ERP.”

The first major project with Advantage will be UBM itself, who will be rolling out the package over the first quarter. “We have a turnover of $20 million, ninety people working for us and in the past two years we have grown by an average of 35% per year,” Schoenborn continued. “We have a home-grown order system, and a number of other applications that need to be controlled, so absolutely we have a need for an ERP solution.”

UBA will utilise the sales team of UBM to begin with, although it will have a minimum of three ACCPAC certified engineers within three months, a requirement from the vendor. From Advantage the company will then proceed to the rest of the range.

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