Empowering partners to run better. Global Partner Organization The SAP PartnerEdge Program

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1 Empowering partners to run better Uriel Guzmán Director de Alianzas y Canales Col/Ec Global Partner Organization The SAP PartnerEdge Program

2 PartnerEdge Program Structure Enabling partners to build, resell, and service SAP solutions RESELL SERVICE BUILD Software Solution & Technology Partners (SSTP) Value Added Reseller Global Value Added Reseller Authorized Reseller Extended Business Member Distributor Services Partners (SI s) ISV Platform Partner / OEM Education / Training Applications Analytics Database & Technology Mobile Cloud 2012 SAP AG. All rights reserved. 2

Authorized Reseller Extended Business Member Distributor Services Partners (SI s) ISV Platform Partner /

4 Resell Partner Types Markets RESELL Applications Analytics Database &Technology Value Added Reseller Global Value Added Reseller Extended Business Member Distributor Authorized Reseller Mobility Cloud 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 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. 4

(GVAR) By invitation only Highest tier level at entry Extended Business Partner / Member Resell abilities sponsored by Master VAR Master VAR association required Distributor Procures from

5 Partner Recruitment Management Recruitment Lifecycle Partner Application Process Partner Qualification Process Partner Validation Process Partner agreement Mgmt. Process Partner On boarding Process Application Received Validated Agreement Started Operational Partner types (in scope): EBM (Extended Business Member) VAR (Value Add Reseller) GVAR (Global Value Added Reseller) SI (Service Partner) 2012 SAP AG. All rights reserved. 5

Process Partner On boarding Process Application Received Validated Agreement Started Operational Partner

6 Empowering partners to run better Value Added Reseller Program VAR Program Overview

7 VAR Program Membership Requirements Minimum Program Entry Requirements SAP sponsorship Channel partner agreement Business profile Annual fee Business plan Demand Generation Qualification Product authorization Support authorization Partners must be sponsored by local SAP channel management based on value-oriented capabilities and match to SAP market coverage needs. Each applicant must sign the channel partner agreement including the terms and conditions for the partner relationship. Each partner candidate completes an online business application including company information, key contacts, assessment of company skills and capabilities, and other relevant information. Partners must keep their information accurate at all times. Partners must pay the required annual fee in full. For new partners, this fee will be prorated based on the quarter in which the partner joins. For details, refer to the program fees table in the Region-Specific Program Information guide. Annual business plan Must maintain at least one person qualified in the Marketing Demand Generation training. The training is available at no cost in PartnerEdge portal, in Spanish and Portuguese. Partners need to maintain a product authorization for each product they wish to sell. All partners must decide between SAP-delivered support and VARdelivered support. To provide VAR-delivered support, your organization must be certified as a partner center of expertise 2012 SAP AG. All rights reserved. 7

Each applicant must sign the channel partner agreement including the terms and conditions for the partner relationship.

8 Steps to Achieving Operational Partner Status Obtain sponsorship Sign agreement Submit Annual fee Fill in online business profile Submit business plan Complete product authorizations Complete Marketing Demand Generation Qualification Congratulations! Operational status achieved! Begin earning Value Points on the path 2012 SAP AG. All rights reserved. 8

authorizations Complete Marketing Demand Generation Qualification Congratulations!

9 Ongoing Program Requirements for VARs On-Going Program Requirements : At least 1 Product Authorization (Minimums by Product) Marketing Demand Generation Qualification Annual Business Plan Annual Program Fee must be paid* Minimum Annual Revenue SAP Accounts payable in good standing Ongoing Program Requirements are checked at each Level Maintenance Check (every January and July) If partner is not compliant a warning notification is sent and Partner has 6 months to cure. Partner must become compliant at next Level Maintenance Check or be subject to termination * Additional program fees will not be required when adding products SAP AG. All rights reserved. 9

Level Maintenance Check (every January and July) If partner is not compliant a warning notification is sent and Partner has 6 months to cure.

10 Product Authorizations: Your first step toward selling Access online education content to achieve the product authorizations for each SAP solution you plan to sell. Product authorizations are also aligned to SAP s five market categories to optimize your sales efforts. On Premise On Demand SAP Business All-in-One solutions (BaiO) SAP Business ByDesign Supply Chain, manufacturing, and R&D engineering (SP&M) SAP OnDemand solution Customer relationship management (CRM) Subscription Based Hosting (SBH for BAiO) Financials SAP BusinessObjects BI OnDemand Human capital management (HR) SAP Business One OnDemand Solution Procurement SAP BusinessObjects business intelligence (BI) solutions Enterprise information management (EIM) Enterprise performance management (EPM), business planning and consolidation (BPC), governance, risk, and compliance (GRC) SAP mobile platform Afaria Sybase Adaptive Server Enterprise (SAP Sybase ASE) SAP Business One application Requirements Qualification Sales Executive Pre Sales Solution Consultant On Premise On Demand SAP AG. All rights reserved. 10

On Premise On Demand SAP Business All-in-One solutions (BaiO) SAP Business ByDesign Supply Chain, manufacturing, and R&D engineering (SP&M) SAP OnDemand solution Customer relationship management

11 Support Authorization Options Choose how you want to support your customers Option 1: SAP-delivered support Option 2: VAR-delivered support VAR sell and SAP supports Focus on license sale and implementation New Option for SAP Business All-in-One Partner holds license contract while SAP delivers and holds the support relationship with customer VAR sell and support Partner sells license and maintenance New Option for SAP Business Objects Partner holds license contract and maintenance contract with customer Partner delivers first and second level support VAR delivered support with new, enhanced support certification (PCOE) for partners 2012 SAP AG. All rights reserved. 11

customer VAR sell and support Partner sells license and maintenance New Option for SAP Business Objects Partner holds license contract and maintenance contract with

12 Support Authorization Requirements For SAP-Delivered Support Requirements Qualifications Sales Executive PreSales Solution Consultant On Premise On Demand For VAR-Delivered Support SAP Product Certification Support Consultant Solution Manager PCOE Certification SAP Business All-in-One 2 (installed and running) (successful audit by SAP) SAP BusinessObjects 2 (installed and running) (successful audit by SAP) Mobile 2 (installed and running) (successful audit by SAP) 2012 SAP AG. All rights reserved. 12

Manager PCOE Certification SAP Business All-in-One 2 (installed and running) (successful audit by SAP) SAP BusinessObjects 2

13 Becoming Authorized to Provide VAR-Delivered Support Join SAP PartnerEdge program Get product authorization VAR-delivered support Prepare your organization Pass the Partner COE readiness audit Get recertified every two years Pass the Partner COE validation check 2012 SAP AG. All rights reserved. 13

organization Pass the Partner COE readiness audit Get recertified every

14 Partner COE Infrastructure Requirements SAP Solution Manager SAP Solution Manager MANDATORY DB&T SAP HANA Applications SAP Business All-in- One BI Analytics Mobile DB&T EPM SUP Afaria Database SAP Solution Manager RECOMMENDED 2012 SAP AG. All rights reserved. 14

Business All-in- One BI Analytics Mobile DB&T EPM SUP Afaria

15 Validated Expertise Differentiate your competence with specialized designations based on 3 criteria Delivery Capability Product Competency Business Performance Multiple uses on channel Web site, marketing collateral, business cards, SAP partner locator, and other vehicles Aligned to SAP s five markets with new Validated Expertise designations being continually added 2012 SAP AG. All rights reserved. 15

marketing collateral, business cards, SAP partner locator, and other vehicles Aligned to SAP s five

16 Empowering partners to run better Service Partner Program Program Overview

17 Services Partners - Program Overview SAP services partners help SAP customers design, implement, and integrate SAP solutions; optimize business processes; instill best practices; and provide strategic business consulting that complements our portfolio. As an SAP services partner, you have the opportunity to coinnovate with our software and technology to increase business opportunities, develop new skills and capabilities, access information and knowledge, and engage more effectively with SAP to serve customers better. SAP services partners of all sizes can take advantage of SAP PartnerEdge. By monitoring performance against standardized criteria, the program provides equal opportunities for all services partners, regardless of your size, revenue, and geographical location. SAP PartnerEdge is executed at the local level, so you benefit from the standard, global program framework but receive support and information tailored to your individual needs. You deal with SAP contacts in your own area and can take advantage of resources that will help you target customers in your region SAP AG. All rights reserved. 17

As an SAP services partner, you have the opportunity to coinnovate with our software and technology to increase business opportunities, develop new skills and capabilities, access information and

Applications Cloud Database & Technology

23 Empowering partners to run better with SAP

Guide to the SAP Extended Business Program

Guide to the SAP Extended Business Program Table of Contents 5 Program Overview: Building Stronger Relationships Program Purpose Your Role 6 SAP Solutions for the SME Market SAP Business One SAP Business