SAP PartnerEdge Program: Opportunities for SAP-Authorized Resellers

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1 For SAP-Authorized Resellers SAP PartnerEdge Program: Opportunities for SAP-Authorized Resellers SAP now offers companies the opportunity to resell SAP solutions to their customers. SAP-authorized resellers may sell and implement select SAP products that are targeted at small businesses and midsize companies. The designation of an SAP-authorized reseller comes with many benefits, which are addressed in these FAQs. What does the SAP PartnerEdge program provide for authorized resellers? The SAP PartnerEdge program provides unique opportunities for SAP-authorized resellers that want to sell and implement a select set of SAP BusinessObjects business intelligence solutions. There are no annual program fees, and resellers benefit from free online training and robust resources. Software licenses are available only through select SAP distributors.

2 Do SAP-authorized resellers use a tiered approach as existing channel partners do? No, as an SAP-authorized reseller, you receive a single set of benefits upon meeting the baseline requirements. The benefits and requirements are outlined further in this document. Who manages my relationship in the SAP PartnerEdge program? As an authorized reseller, your relationship with SAP is managed by an SAP distributor. The distributor will provide you with program information. You can buy SAP software licenses only through a local SAP distributor. How do I locate an SAP distributor? A list of participating distributors is located on the SAP Crystal Reseller Information Center Web site, which you can access via the following link: What are the benefits for authorized resellers? Once your company is awarded the designation of an SAP reseller, it is eligible for the following benefits: access to the SAP Channel Partner Portal site, test and demo software, usage of SAP Reseller logo, free online training, newsletters, invitations to SAP events, and other valuable marketing and sales tools.

3 Program Requirements What are the requirements for a prospective authorized reseller? The minimum program requirements are as shown in the following table: Minimum Requirements for SAP Resellers Distributor sponsorship Completed application Signed authorized reseller agreement Product authorization Resellers must be sponsored by their local distributor. Each candidate completes a business application, which includes company information, key contacts, assessment of company skills and capabilities, and other relevant information. Resellers must keep their profiles accurate at all times in the Manage My Partnership application. Each applicant must sign and return two copies of the SAPauthorized reseller agreement that is available via the local distributor. The agreement includes the terms and conditions of the reseller relationship. Fulfilling the specific requirement for product authorization is mandatory prior to selling. This is achieved by having employees take the required training and successfully complete all Web assessments or certification exams, thereby meeting the minimum amount of required training. This must be accomplished within six months (180 days) of entry into the relationship. Resellers must maintain a minimum level of trained and qualified or certified employees. Your organization must maintain product authorization to remain in good standing.

4 Product Authorization and Enablement What is product authorization? Product authorization is a requirement for authorized resellers. It consists of the mandatory level 1 training and Web assessment that must be taken and completed successfully with a minimum score of 80%. This must be accomplished within six months (180 days) of program entry. Once your company achieves product authorization, it can buy software licenses and implement SAP products. How do I access the available training? Once you receive the SAP portal user ID, you will be able to access the authorized reseller section of the SAP Channel Partner Portal site. This area provides information about what you need to do to get started. Can I access additional training besides the level 1 training? Yes, we strongly recommend that authorized resellers take level 2 training for a deeper and more robust understanding of the products. Level 2 and level 3 training can be found in the section on SAP BusinessObjects solutions within the Education area of SAP Channel Partner Portal. How do I obtain access to the test and demo software? Instructions for obtaining access to the test and demo software are found in the dedicated authorized reseller section of SAP Channel Partner Portal. Products and Pricing What products are available for the authorized reseller? The list of products available for an authorized reseller to sell, once you are product authorized, is on the dedicated authorized reseller section of SAP Channel Partner Portal. Where can I find pricing information? Pricing information is available through your local SAP distributor.

5 Who sets the pricing for the authorized reseller and the customer? SAP is not involved in setting the price for the authorized resellers or the customer. The authorized reseller pricing is set by the distributor and the customer pricing is set by the authorized reseller. Maintenance and Support Where can I find information about SAP-delivered support offerings? Information on SAP Services offerings can be found in the Sales and Marketing tab in the authorized reseller section of the portal. What maintenance and support offerings are available? Both SAP Enterprise Support services and SAP Standard Support services are available to authorized resellers. In the first year, authorized resellers are required to sell SAP-delivered support to the customer. Who can assist my customer that is having difficulty accessing the SAP Service Marketplace extranet? All customers that have ordered SAP-delivered support via an authorized reseller can contact the local customer interaction center (CIC). To locate the regional CIC, the customer should go to the support portal > Help & Support > SAP BusinessObjects Support Centers. Who can assist my customer that needs to request key codes? The customer interaction center is the first point of contact for all customer support requests. Software Ordering How do I obtain tracking information on orders? No physical shipment will occur. The customer will manage the download or request for media via the SAP Service Marketplace extranet. Should a physical shipment be required, a request via SAP Service Marketplace can be made if available within your regional location.

6 How do I know when delivery is complete? You will receive a copy of the customer welcome letter via ; then you can assist the customer with the process to request key codes and download the software. How can I track an order? You can track orders via the License Technology Group site. If an order has not been processed, then you should contact your local SAP distributor for a status update. How does my customer receive SAP software? The customer will receive an from SAP order management containing a user name and password. The customer will then have access to SAP Service Marketplace. Once the customer logs onto the site, the customer can access key codes, downloads, and technical support. Is it possible for my customer to get a physical shipment of the software? A special request can be made to the regional order management team by the distributor for physical shipment. Not all products are available physically. Please confirm the customer s request prior to order placement. Can the be resent if my customer misplaces it? You can instruct the customer to send an to the SAP order management team within the respective region: Asia Pacific Japan EMEA Latin America North America

7 Operational Processes What is the security manager? The security manager is a key contact person in your organization who is set up with the following rights: The ability to provide colleagues with portal user IDs and passwords to access the education portal and the authorized reseller section of SAP Channel Partner Portal The ability to provide test and demo software download rights to colleagues The ability to edit colleagues profiles and reset passwords The authorized reseller assigns a staff member to be the security manager and provides SAP with the staff member s contact details in the authorized reseller application form. To learn who the security manager is within your organization, go to the SAP PartnerEdge program site at Log in to SAP Channel Partner Portal. On the left panel, under My Portal Profile, click Edit My Settings. In My Profile, select Display my superadministrators. Follow the instructions under How to Look Up Your Security Manager. How do I access the SAP Reseller logo? You can access the SAP Reseller logo via the authorized reseller information section in SAP Channel Partner Portal. It is located in the sales and marketing section. What are resources for additional information? SAP-authorized resellers should contact their distributors or refer to the dedicated authorized reseller section in SAP Channel Partner Portal. Distributors should contact their distributor account manager, access the dedicated section on SAP Channel Partner Portal, or access the SAP Crystal Reseller Information Center. The distributor account manager should contact the regional deployment lead or the authorized reseller information page on the corporate portal.

8 channel.sap.com (12/03) 2012 SAP AG. All rights reserved. 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 trade marks 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. These materials are subject to change without notice. These materials are provided by SAP AG and its affiliated companies ( SAP Group ) for informational purposes only, without representation or warranty of any kind, and SAP Group shall not be liable for errors or omissions with respect to the materials. The only warranties for SAP Group products and services are those that are set forth in the express warranty statements accompanying such products and services, if any. Nothing herein should be construed as constituting an additional warranty.

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