Empowering Partners to Run Better. Ecosystem and Channels Authorized Reseller Program

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1 Empowering Partners to Run Better Ecosystem and Channels Authorized Reseller Program

2 Award-Winning Partner Program For Award-Winning Partners Grow faster Accelerate engagements Earn high margins Enhance collaboration 2012 SAP AG. All rights reserved. 2

3 Enabling Partner Success Around the World 130 countries 12,000 active partners 90,000+ partner contacts 60,000+ certification/qualifications 2,000 business plans 2,800 Resell Authorizations 1,800 solution certifications/qualifications 15M MDF managed in 34 currencies 9,000 deals registered per year 2B+ in indirect revenue 2012 SAP AG. All rights reserved. 3

4 Partner Testimonials Greater opportunity creation with partners is critical, especially in the SME market. SAP Partner Satisfaction Survey SAP has a great program and I will be taking more advantage of it in the next year. SAP Partner Satisfaction Survey I am very excited to see the continued commitment and broadening engagement of SAP with their ecosystem. With the goal of 40% of revenue coming from the channel by 2015 it s really a testimony of their commitment to see the investment on the show floor as well as evolving the relationships with new incentives and opportunities for technology like Cloud and HANA. I see SAP really embracing their partners and expanding that commitment in the next coming quarters. ~ Elizabeth Hedstrom Henlin, TBR, May SAP AG. All rights reserved. 4

5 Program Benefits For All SAP PartnerEdge Partners Everything you need to increase revenue and become profitable Business Development Sales and Technical Support Marketing Training 2012 SAP AG. All rights reserved. 5

6 SAP PartnerEdge Program Structure Enabling Partners to Build, Resell, and Service SAP Solutions RESELL SERVICE BUILD Master Value Added Reseller Distributor OEM Value Added Reseller Global Value Added Reseller Services Partners (SIs) ISV Platform Partner Extended Business Member Authorized Reseller Software Solution & Technology Partners (SSTP) Applications Analytics Database & Technology Mobile Cloud 2012 SAP AG. All rights reserved. 6

7 Resell Partner Types RESELL Value Added Reseller Global Value Added Reseller Master Value Added Reseller Extended Business Member Distributor Authorized Reseller Value Added Reseller (VAR) 3-tier program structure with benefits based on program performance Value Point Model Unified program across products Global Value Added Reseller (GVAR) By invitation only Highest tier level at entry Master Value Added Reseller (MVAR) By invitation only Associated with Extended Business Program Extended Business Partner / Member Resell abilities sponsored by Master VAR Master VAR association required Distributor Procures from SAP Sells to Authorized Resellers Manages Commercial Relationship with partners Authorized Reseller Procures through Distribution Channel Select product list 2012 SAP AG. All rights reserved. 7

8 Authorized Reseller Partner Program Why SAP PartnerEdge? No Program Fee Capture More Market Share Develop and Grow Partnership with SAP Distribution Partners Free Level 1 Education* More Selling Opportunities Resell Up the Value Chain Solution Portfolios and Authorizations Aligned to SAP s 5 Market Categories *Additional fee-based training available 2012 SAP AG. All rights reserved. 8

9 Distributor Partner Program Why SAP PartnerEdge? No Program Fee Build Strategic Reseller Channel Expand Your Relationship with SAP Free Level 1 Education* More Market Share More Selling Opportunities Increased Revenue Solution Portfolios and Authorizations Aligned to SAP s 5 Market Categories Expand Beyond Crystal Server *Additional fee-based training available 2012 SAP AG. All rights reserved. 9

10 Distribution Model and Portfolio SAP Distributor Authorized Reseller Customer Analytics Database & Technology Mobile SAP BusinessObjects business intelligence (BI) suite SAP BusinessObjects BI platform Viewing licenses for use with the SAP BusinessObjects BI platform SAP BusinessObjects Edge BI software SAP Crystal Server software SAP Sybase Adaptive Server Enterprise (ASE) SAP Sybase IQ Afaria Sybase Unwired Platform (SUP) Solution Consultant 2012 SAP AG. All rights reserved. 10

11 Program Requirements

12 Minimum Program Entry Requirements Distributor Program Partnership Application Complete the SAP Partner Application. Signed Distribution Agreement Submit completed Distribution Agreement to SAP Distributor Account Manager. Business Plan Create an initial business plan. Resell Authorization Must achieve at least one resell authorization per solution portfolio to be sold, within 180 days of entering the program. Authorized Reseller Program Distributor Sponsorship and Application Authorized Reseller Agreement Resell Authorization Must be sponsored by the local SAP Distributor Partner and complete the SAP Partner Application. Sign the SAP Authorized Reseller Agreement via the local SAP Distributor Partner. Must achieve at least one resell authorization per solution portfolio to be sold, within 180 days of entering the program SAP AG. All rights reserved. 12

13 Steps to Getting Started as an SAP Authorized Reseller Connect with SAP Distributor Complete application and sign the Authorized Reseller Agreement Receive access to Authorized Reseller areas of the SAP Partner Portal Achieve Resell Authorization 2012 SAP AG. All rights reserved. Confidential 13

14 Ongoing Program Requirements for Authorized Resellers Requirements Authorized Reseller Distributor Resell Authorizations* (Authorizations are required for each SAP solution portfolio you plan to sell) 1 each Sales Executive, Pre Sales, Solution Consultant 1 each Sales Executive, Pre Sales, Solution Consultant Management of Authorized Reseller Partners Encourage Sale of SAPdelivered Enterprise Support with Each Order Promote Eligible Product Line(s) To End Customer To End Customer Single point of contact for Authorized Resellers Recruit new partners Verify partners resell authorization status prior to accepting order Partner terminations To Authorized Resellers To Authorized Resellers *To earn Level 1 qualifications, partners must complete the free e-learning and web assessments for each role with a minimum score of 80%. Level 1 training can be found on the Channel Partner Portal at no cost to the partner. Fee-based Level 2 training is available via SAP Education. Certain SAP solutions may require feebased Certification training SAP AG. All rights reserved. 14

15 Maintenance and Support Offerings SAP-delivered Support Enterprise Support (Recommended) You sell and SAP supports Partner sells license sale and implementation Partner holds license contract while SAP delivers and holds the support relationship with customer Partner gets compensation of 2% for Enterprise Support and 1% for Standard Support Subsequent renewals are direct with SAP Industry-leading proactive support Builds on Standard Support services, plus focus on business continuity, business process improvement, protection of investment Reduces total cost of operations by increasing efficiencies and decreasing system downtime OR Standard Support Reactive support model focusing on legal updates, problem resolution, and quality management to keep IT landscapes up-to-date and stable 2012 SAP AG. All rights reserved. 15

16 Engagement Model ORDER ORDER ORDER INVOICE INVOICE INVOICE PAYMENT PAYMENT PAYMENT Delivery (Service Marketplace) Maintenance Renewal + Invoice + Payment 2012 SAP AG. All rights reserved. 16

17 Resell Authorizations Aligned to SAP s Markets to Optimize Your Sales Efforts Analytics Database & Technology Mobile SAP BusinessObjects business intelligence SAP Database & Technology Afaria Sybase Unwired Platform (SUP)/Mobile Apps Resell Authorization Requirements Qualification Sales Executive Pre Sales Solution Consultant Qualification Sales Executive Pre Sales Solution Consultant Some products may be available in multiple resell authorizations. Please contact your SAP Account Manager for details. Partners enabled under a sub-category of an approved resell authorization will be allowed to sell all products under that authorization track. DB&T Authorization will not have required trainings. (Individual authorization is required due to contractual framework. This will allow a standalone DB&T partner to join the program.) Sybase ASE mapped to all authorizations SAP AG. All rights reserved. 17

18 Maintenance Renewal: Ongoing Process Renewal Quote incl. access to click-through EUMA Order Order Booking Accepted, signed quote Accepted, signed quote Invoice & Cash Collection Issue Invoice Invoice License / Invoice Maint. Issue Invoice Maintenance and Support Provide Support Standard Support / Enterprise Support 2012 SAP AG. All rights reserved. 18

19 Program Benefits

20 Program Benefits Program Benefits General Program Benefits Authorized Reseller Distributor No Partner Program Fee Partner Newsletter Account Listing on Crystal Reseller Information Center Partner Conferences Access to Channel Partner Portal Invitation to SAP Events Education Benefits Access to Free Online Training Consulting, Training Certification Technical Support Benefits Web-based Information Resources Product Briefings Test and Demo Licenses 2012 SAP AG. All rights reserved. 20

21 Program Benefits Program Benefits Sales Benefits Authorized Reseller Distributor Partner Manager Distributor managed Performance-based Incentives Distributor managed Marketing Support Benefits Marketing Tools and Collateral SAP Virtual Agency Partner Campaign Creator Access to SAP Channel Marketing University Website Automatic Downloads of SAP Product Information to Partner Websites SAP Partnership Logo and Kit 2012 SAP AG. All rights reserved. 21

22 Get Started at the SAP PartnerEdge Portal Login at SAP AG. All rights reserved. 22

23 Run Faster with the SAP PartnerEdge Partner Program Grow faster Accelerate engagements Earn high margins Enhance collaboration Access to SAP s 5 Market Categories Marketing Support Sales Support Partner Education Technical Support Distributor Discount Distributor Incentives Partner Webcasts Specialized Workshops Executive Summits Business Planning 2012 SAP AG. All rights reserved. 23

24 Empowering Partners to Run Better Thank You!

25 2012 SAP AG. All rights reserved. No part of this publication may be reproduced or transmitted in any form or for any purpose without the express permission of SAP AG. The information contained herein may be changed without prior notice. Some software products marketed by SAP AG and its distributors contain proprietary software components of other software vendors. Microsoft, Windows, Excel, Outlook, PowerPoint, Silverlight, and Visual Studio are registered trademarks of Microsoft Corporation. IBM, DB2, DB2 Universal Database, System i, System i5, System p, System p5, System x, System z, System z10, z10, z/vm, z/os, OS/390, zenterprise, PowerVM, Power Architecture, Power Systems, POWER7, POWER6+, POWER6, POWER, PowerHA, purescale, PowerPC, BladeCenter, System Storage, Storwize, XIV, GPFS, HACMP, RETAIN, DB2 Connect, RACF, Redbooks, OS/2, AIX, Intelligent Miner, WebSphere, Tivoli, Informix, and Smarter Planet are trademarks or registered trademarks of IBM Corporation. Linux is the registered trademark of Linus Torvalds in the United States and other countries. Adobe, the Adobe logo, Acrobat, PostScript, and Reader are trademarks or registered trademarks of Adobe Systems Incorporated in the United States and other countries. Oracle and Java are registered trademarks of Oracle and its affiliates. UNIX, X/Open, OSF/1, and Motif are registered trademarks of the Open Group. Citrix, ICA, Program Neighborhood, MetaFrame, WinFrame, VideoFrame, and MultiWin are trademarks or registered trademarks of Citrix Systems Inc. HTML, XML, XHTML, and W3C are trademarks or registered trademarks of W3C, World Wide Web Consortium, Massachusetts Institute of Technology. Apple, App Store, ibooks, ipad, iphone, iphoto, ipod, itunes, Multi-Touch, Objective-C, Retina, Safari, Siri, and Xcode are trademarks or registered trademarks of Apple Inc. IOS is a registered trademark of Cisco Systems Inc. RIM, BlackBerry, BBM, BlackBerry Curve, BlackBerry Bold, BlackBerry Pearl, BlackBerry Torch, BlackBerry Storm, BlackBerry Storm2, BlackBerry PlayBook, and BlackBerry App World are trademarks or registered trademarks of Research in Motion Limited. Google App Engine, Google Apps, Google Checkout, Google Data API, Google Maps, Google Mobile Ads, Google Mobile Updater, Google Mobile, Google Store, Google Sync, Google Updater, Google Voice, Google Mail, Gmail, YouTube, Dalvik and Android are trademarks or registered trademarks of Google Inc. INTERMEC is a registered trademark of Intermec Technologies Corporation. Wi-Fi is a registered trademark of Wi-Fi Alliance. Bluetooth is a registered trademark of Bluetooth SIG Inc. Motorola is a registered trademark of Motorola Trademark Holdings LLC. Computop is a registered trademark of Computop Wirtschaftsinformatik GmbH. SAP, R/3, SAP NetWeaver, Duet, PartnerEdge, ByDesign, SAP BusinessObjects Explorer, StreamWork, SAP HANA, and other SAP products and services mentioned herein as well as their respective logos are trademarks or registered trademarks of SAP AG in Germany and other countries. Business Objects and the Business Objects logo, BusinessObjects, Crystal Reports, Crystal Decisions, Web Intelligence, Xcelsius, and other Business Objects products and services mentioned herein as well as their respective logos are trademarks or registered trademarks of Business Objects Software Ltd. Business Objects is an SAP company. Sybase and Adaptive Server, ianywhere, Sybase 365, SQL Anywhere, and other Sybase products and services mentioned herein as well as their respective logos are trademarks or registered trademarks of Sybase Inc. Sybase is an SAP company. Crossgate, EDDY, B2B 360, and B2B 360 Services are registered trademarks of Crossgate AG in Germany and other countries. Crossgate is an SAP company. All other product and service names mentioned are the trademarks of their respective companies. Data contained in this document serves informational purposes only. National product specifications may vary. The information in this document is proprietary to SAP. No part of this document may be reproduced, copied, or transmitted in any form or for any purpose without the express prior written permission of SAP AG SAP AG. All rights reserved. 25

26 2012 SAP AG. Alle Rechte vorbehalten. Weitergabe und Vervielfältigung dieser Publikation oder von Teilen daraus sind, zu welchem Zweck und in welcher Form auch immer, ohne die ausdrückliche schriftliche Genehmigung durch SAP AG nicht gestattet. In dieser Publikation enthaltene Informationen können ohne vorherige Ankündigung geändert werden. Die von SAP AG oder deren Vertriebsfirmen angebotenen Softwareprodukte können Softwarekomponenten auch anderer Softwarehersteller enthalten. Microsoft, Windows, Excel, Outlook, PowerPoint, Silverlight und Visual Studio sind eingetragene Marken der Microsoft Corporation. IBM, DB2, DB2 Universal Database, System i, System i5, System p, System p5, System x, System z, System z10, z10, z/vm, z/os, OS/390, zenterprise, PowerVM, Power Architecture, Power Systems, POWER7, POWER6+, POWER6, POWER, PowerHA, purescale, PowerPC, BladeCenter, System Storage, Storwize, XIV, GPFS, HACMP, RETAIN, DB2 Connect, RACF, Redbooks, OS/2, AIX, Intelligent Miner, WebSphere, Tivoli, Informix und Smarter Planet sind Marken oder eingetragene Marken der IBM Corporation. Linux ist eine eingetragene Marke von Linus Torvalds in den USA und anderen Ländern. Adobe, das Adobe-Logo, Acrobat, PostScript und Reader sind Marken oder eingetragene Marken von Adobe Systems Incorporated in den USA und/oder anderen Ländern. Oracle und Java sind eingetragene Marken von Oracle und/oder ihrer Tochtergesellschaften. UNIX, X/Open, OSF/1 und Motif sind eingetragene Marken der Open Group. Citrix, ICA, Program Neighborhood, MetaFrame, WinFrame, VideoFrame und MultiWin sind Marken oder eingetragene Marken von Citrix Systems, Inc. HTML, XML, XHTML und W3C sind Marken oder eingetragene Marken des W3C, World Wide Web Consortium, Massachusetts Institute of Technology. Apple, App Store, ibooks, ipad, iphone, iphoto, ipod, itunes, Multi-Touch, Objective-C, Retina, Safari, Siri und Xcode sind Marken oder eingetragene Marken der Apple Inc. IOS ist eine eingetragene Marke von Cisco Systems Inc. RIM, BlackBerry, BBM, BlackBerry Curve, BlackBerry Bold, BlackBerry Pearl, BlackBerry Torch, BlackBerry Storm, BlackBerry Storm2, BlackBerry PlayBook und BlackBerry App World sind Marken oder eingetragene Marken von Research in Motion Limited. Google App Engine, Google Apps, Google Checkout, Google Data API, Google Maps, Google Mobile Ads, Google Mobile Updater, Google Mobile, Google Store, Google Sync, Google Updater, Google Voice, Google Mail, Gmail, YouTube, Dalvik und Android sind Marken oder eingetragene Marken von Google Inc. INTERMEC ist eine eingetragene Marke der Intermec Technologies Corporation. Wi-Fi ist eine eingetragene Marke der Wi-Fi Alliance. Bluetooth ist eine eingetragene Marke von Bluetooth SIG Inc. Motorola ist eine eingetragene Marke von Motorola Trademark Holdings, LLC. Computop ist eine eingetragene Marke der Computop Wirtschaftsinformatik GmbH. SAP, R/3, SAP NetWeaver, Duet, PartnerEdge, ByDesign, SAP BusinessObjects Explorer, StreamWork, SAP HANA und weitere im Text erwähnte SAP-Produkte und -Dienstleistungen sowie die entsprechenden Logos sind Marken oder eingetragene Marken der SAP AG in Deutschland und anderen Ländern. Business Objects und das Business-Objects-Logo, BusinessObjects, Crystal Reports, Crystal Decisions, Web Intelligence, Xcelsius und andere im Text erwähnte Business- Objects-Produkte und Dienstleistungen sowie die entsprechenden Logos sind Marken oder eingetragene Marken der Business Objects Software Ltd. Business Objects ist ein Unternehmen der SAP AG. Sybase und Adaptive Server, ianywhere, Sybase 365, SQL Anywhere und weitere im Text erwähnte Sybase-Produkte und -Dienstleistungen sowie die entsprechenden Logos sind Marken oder eingetragene Marken der Sybase Inc. Sybase ist ein Unternehmen der SAP AG. Crossgate, EDDY, B2B 360, B2B 360 Services sind eingetragene Marken der Crossgate AG in Deutschland und anderen Ländern. Crossgate ist ein Unternehmen der SAP AG. Alle anderen Namen von Produkten und Dienstleistungen sind Marken der jeweiligen Firmen. Die Angaben im Text sind unverbindlich und dienen lediglich zu Informationszwecken. Produkte können länderspezifische Unterschiede aufweisen. Die in dieser Publikation enthaltene Information ist Eigentum der SAP. Weitergabe und Vervielfältigung dieser Publikation oder von Teilen daraus sind, zu welchem Zweck und in welcher Form auch immer, nur mit ausdrücklicher schriftlicher Genehmigung durch SAP AG gestattet SAP AG. All rights reserved. 26

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