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SAS Malaysia's channel partner sales grow 70 percent

AvantiKumar | April 24, 2012
SAS builds up support for local IT consulting companies to meet growing local demand for business analytics.

SAS Partner Excellence Awards Event in Malaysia

PHOTO - (from left) Tawha Ahmed, consultant of SPM Consulting; Andy Leo, senior manager of Protechnology; Jonathan Lee, director of channels and alliance, SAS Malaysia; Andrew Tan, managing director of SAS Malaysia; Kevin Kuan, managing director of Analytical Intelligence Solutions; Philip Tan, managing director of Pilot Multimedia; and Meliza Khoo, senior manager, partner readiness, SAS Malaysia.

Business analytics provider SAS Malaysia's channel partners' sales have grown 70 percent and point to a significant demand for business analytics in Malaysia, said the company.

During a partner awards ceremony held in Kuala Lumpur on 6 April 2012, SAS Malaysia alliance and channels director Jonathan Lee said the company noted increased demand for business analytics (BA) solutions in local industry sectors such as financial services, oil & gas, telecommunications, government, retail, commercial and small and medium enterprises (SMEs).

"There has been a significant increase in demand for business analytics in the past year and therefore we are ramping up our support to local partners who have expertise in risk intelligence, customer intelligence and information management in order to deliver analytics solutions to local businesses," said Lee.   

He said that in 2011, key milestones for SAS its local Malaysian channel partners included:

- The country's first analytics solution project win in the local Oil and Gas (O&G) sector, when it worked ProTechnology to successfully penetrate the O&G market to provide one of the largest national O&G organisations with predictive capabilities to prevent machinery failures.

- Venturing into the local insurance sector by teaming up with Analytical Intelligence Solutions to provide a business intelligence insurance framework and data model for insurance service providers to improve overall business performance that involved two insurance companies in Malaysia.

- SAS' largest software deal in the financial services sector by leveraging channel partner Pilot Multimedia's niche domain expertise in front-end Credit Grading System, SAS provided a comprehensive set of credit scoring solution for a local Islamic Bank to boost its organisation-wide risk financing evaluation capabilities.

 Bringing in overseas partners

"We brought in SPM Consulting - a Pakistan system integration IT company with specific domain expertise in operations risk management projects across the Asia Region. With them, SAS has successfully implemented operational risk solution for a local financial institution," said Lee. "SAS Malaysia will bring in more global expertise from Norway, Singapore, Pakistan, India and others to share their best practices in analytics implementations."

"Today, the local channel partners' strategy is consistently contributing 36 percent of SAS Malaysia's new software revenue," he said. "Currently, SAS Malaysia has 36 channel partners. The combined capabilities of SAS and the expertise of local channel partners complement each other and enhances the value offered to our customers in terms of delivering industry specific analytical solutions."


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