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 All-in-One SAP BusinessObjects Portfolio SAP Business ByDesign 7 Minimum Program Entry Requirements: How to Become a Member Minimum Entry Requirements for All Program Members 8 Timelines and Program Membership: A Window of Opportunity Prerequisites for Program Membership Once Your Organization Becomes a Member 10 Program Benefits: Support for Your Business 11 Education and Training: Valuable Resources Overview of Training, Qualification, and Certification 18 Appendix: Logo for Members of the SAP Extended Business Program 3 3

This guide explains how the SAP Extended Business program works. In addition to the terms and conditions of the program collaboration agreement, you will find this guide useful in explaining the specific requirements and benefits available to you as a member of this program. 4

Program Overview: Building Stronger Relationships PROGRAM PURPOSE The SAP Extended Business program supports your role in promoting and implementing SAP solutions in partnership with SAP channel partners that are authorized value-added resellers (VARs). 1 Under the SAP Extended Business program, your organization will be granted the appropriate access to SAP systems, resources, and training to support your business relationship with your VAR. Your employees are entitled to participate in the same training programs SAP provides to its authorized VARs to ensure that your organization is properly enabled to take on SAP business opportunities. YOUR ROLE As a member of the SAP Extended Business program, your organization is part of the wider SAP partner ecosystem. You join forces with a VAR and prepare the groundwork for successful sale and implementation of SAP solutions. Your specific expertise and knowledge of certain industry verticals and specific local markets will bring a tremendous benefit to the SAP indirect channel. In collaboration with your VAR, you will be able to identify opportunities in the market of small and midsize enterprises (SMEs) and promote those opportunities during all phases of the sales and implementation cycles. SAP recommends that you cooperate with one dedicated VAR, but you may engage with several VARs if you choose. Business plans and engagements in the sales and implementation cycles will be discussed and agreed upon between you and your VAR (including but not limited to the compensation to be paid to you by the VAR). The way you and your VAR partner cooperate is fully at your discretion and allows you to shape your business in accordance with your mutual needs. As a member of this program, your organization is not allowed to resell SAP solutions. Rather, your role is to promote and implement the selected SAP and relevant partner solutions, as appropriate, together with your VAR. Although you may be required to take training courses that are selling-related, the courses are for your education and to assist in your alignment with SAP. FOOTNOTE 1. Throughout this document, we use the term VAR for authorized SAP channel partners that have the right to distribute SAP software or offer subscriptions for the SAP Business ByDesign solution. 5

SAP Solutions for the SME Market SAP understands the challenges of small and midsize enterprises and has produced superior solutions to meet their needs. Designed specifically for small businesses and midsize companies, the SAP Business One application, SAP Business All-in-One solutions, SAP BusinessObjects portfolio, and the SAP Business ByDesign solution are just the right products for partners looking to differentiate themselves in the marketplace. Additionally, SAP plans to continue to develop and expand to offer a wide range of innovative solutions that are ideally suited for organizations of all sizes. SAP BUSINESS ONE SAP Business One is a complete business management application that allows small-business owners to streamline end-to-end operations, get instant and complete information, and accelerate profitable growth. SAP Business One is an affordable application that can be deployed in as little as one month. SAP BUSINESS ALL-IN-ONE A qualified SAP Business All-in-One partner solution combines SAP Business Suite software, support for best practices from SAP and our partners, and services performed by an authorized partner. Based on enterprise resource planning software from SAP, these are low-risk and affordable options for midsize companies that need a business management solution tailored to their unique requirements. VARs develop, support, and sell unique vertical applications as qualified SAP Business All-in-One partner solutions to serve specific needs. SAP BusinessObjects PORTFOLIO The SAP BusinessObjects portfolio includes a comprehensive set of business intelligence (BI) and performance management solutions specifically designed to meet the unique needs of small businesses and midsize companies. SAP BusinessObjects Edge BI software offers comprehensive functionality for enterprise reporting, ad hoc analysis, visualization, data integration, and data management to provide the insight needed to make better decisions across your company with minimal IT support. In addition, the SAP BusinessObjects Edge Planning and Consolidation application creates efficiency and visibility across all planning, budgeting, forecasting, and consolidation activities. And the SAP BusinessObjects Edge Strategy Management application enables line-of-business managers and senior executives to drive execution across the entire organization aligning company goals to achieve optimal financial and strategic results. SAP Business ByDesign SAP Business ByDesign is a complete, fully integrated business management solution that enables customers to run their entire business with a single, cloud-based application. It is ideally suited for smaller or fast-growing companies that require the benefits of an enterprise business management application at an affordable price without the cost and complexity of large IT infrastructure. It is also an excellent choice for subsidiaries of larger corporations. SAP Business ByDesign provides fast time to value and the certainty of a solution hosted by SAP experts and the financial stability and experience of the market leader in enterprise application software. 6

Minimum Program Entry Requirements: How to Become a Member To become a member of the SAP Extended Business program, your organization must meet the minimum program entry requirements as outlined in this section. MINIMUM ENTRY REQUIREMENTS FOR ALL PROGRAM MEMBERS SAP and VAR sponsorship Local SAP channel management and your VAR must formally recommend the prospective program member based on recognition of value-oriented capabilities and a match to SAP market coverage needs. Signed collaboration agreement Each applicant must sign the SAP Extended Business program collaboration agreement. The terms and conditions of the collaboration agreement govern the relationship between SAP and your organization as a program member. Business cooperation agreement between VAR and program member In addition to the signed collaboration agreement, your organization must provide written confirmation of existing cooperation between your organization and an SAP channel partner acting as a VAR. Program Membership To become a member of the program, your organization must have selected employees complete the required Web-based qualification tests. If your organization does not achieve program membership within the required period (three months), your organization will not be permitted to join the program. SAP reserves the right to terminate the collaboration agreement in accordance with the terms set forth therein. If a qualified employee were to leave your organization, it could affect your meeting the requirements for program membership. It is your responsibility to notify SAP when a qualified employee leaves your organization and to assign another person to complete the coursework and respective test. SAP reserves the right to terminate the collaboration agreement in accordance with its provisions if your organization does not fulfill the program requirements within three months after the departure of the qualified employee. BUSINESS PLAN SAP believes in the advantage of working with your VAR to establish a business plan. A business plan outlines specific goals, including revenue and staffing plans. A joint business plan helps assess the partnership potential and support a successful relationship. For this program, creating a joint business plan with your VAR is recommended.. 7

Timelines and Program Membership: A Window of Opportunity You have three months after signing the collaboration agreement to become a member of the program. Once SAP receives your signed collaboration agreement, the next step is to meet the program membership requirements. Achieving program membership is required so that your organization can receive the benefits of the SAP Extended Business program and be operational. PREREQUISITES FOR PROGRAM MEMBERSHIP To achieve program membership, selected employees from your organization will need to successfully complete the required training and respective qualification tests within three months of the date your organization signs the collaboration agreement. Your organization will be given access to a dedicated SAP Extended Business program portal for the sole purpose of completing the required training (free e-learning) and respective Web-based qualification tests. Note: some training for SAP Business ByDesign,, has associated fees. The training qualifications and assessments for SAP Business One, qualified SAP Business All-in-One partner solutions, SAP BusinessObjects software, and SAP Business ByDesign are organized by different roles to ensure that individual employees receive the relevant education. For members of the SAP Extended Business program, these roles are: Sales professionals (account executives) Employees promoting SAP Business One, qualified SAP Business All-in-One partner solutions, SAP BusinessObjects software, or SAP Business ByDesign Presales and consultants (solution and service advisors) Employees providing presales or implementation support for SAP Business One, qualified SAP Business All-in-One partner solutions, SAP BusinessObjects software, or SAP Business ByDesign ONCE YOUR ORGANIZATION BECOMES A MEMBER Upon completing all minimum program requirements, your organization is entitled to official status as a member of the SAP Extended Business program and use of the program logo according to the terms of the collaboration agreement. You and your employees will have further access to SAP systems and will begin receiving the program benefits. 8

Requirements for Promoting and Implementing SAP Business One Application Level Type Number of Employees SAP-qualified sales professional 1 Requirements for Promoting and Implementing Qualified SAP Business All-in-One Partner Solutions SAP-qualified sales professional SAP-qualified associate consultant Requirements for Promoting and Implementing SAP BusinessObjects Software SAP-qualified sales professional SAP-qualified associate consultant Requirements for Promoting and Implementing SAP Business ByDesign Solution Level Type Level Type Level Type Number of Employees 1 1 Number of Employees 1 1 Number of Employees SAP-qualified account executive SAP-qualified presales associate (solution advisor) SAP-qualified associate consultant (service advisor) or 1 1 1 As a member of the SAP Extended Business program, your organization is part of the wider SAP partner ecosystem. You join forces with a VAR and prepare the groundwork for successful sale and implementation of SAP solutions. 9

Program Benefits: Support for Your Business The SAP Extended Business program offers a set of benefits rewarding your organization for active participation and success with SAP solutions. The following table summarizes available program benefits. General program benefits Member education Marketing support Technical support Other opportunities Channel Partner Newsflash or Newsletter (global and local) Access to the SAP Extended Business program portal and, for members focusing on SAP Business ByDesign, access to the SAP Business ByDesign Business Center Partner conferences Sales (account executive) training and qualification Presales (solution advisor) and consultant (service advisor) training and qualification or certification Note: some training for SAP Business ByDesign,, has associated fees. Marketing tools and collateral SAP Extended Business program logo usage rights and logo kit Access to SAP Virtual Agency partner campaign creator Access to Web-based information resources Access to the SAP Developer Network site Invitational Webcasts, specialized workshops, training, and executive summits 10

Education and Training: Valuable Resources OVERVIEW OF TRAINING, QUALIFICATION, AND CERTIFICATION You will receive access to the same educational program SAP provides to all SAP channel partners acting as VARs. This enables your employees to earn qualification or certification for promoting and implementing SAP solutions and technology. Training is organized by job role to ensure that individual employees get the right training. With this training, your employees will be better prepared to promote and implement SAP solutions with confidence. Training is offered for two levels. is the foundation training your employees must complete for your business to become a member of the program. Level 2 encompasses important educational content that takes your learning to a higher level. To make it easy for your team to learn, we offer a blended approach of e-learning, (virtual) classroom training, and workshops. Complete details and role-based learning maps are available via the Education section of SAP Channel Partner Portal (channel.sap.com/education). Once your employees complete the coursework, they are required to pass tests to become qualified or certified. The tests consist of Web assessments used for qualification, proctored exams at a certified testing center for SAP certification, or a combination of both. The training qualifications and assessments for SAP Business One, qualified SAP Business All-in-One partner solutions, SAP BusinessObjects software, and SAP Business ByDesign are organized by different roles to ensure that individual employees receive the relevant education. 11

SAP BUSINESS ONE SAP Education offerings make it easy for your sales and consulting team to get started. Curriculum relevant for members of the SAP Extended Business program is designed for the following roles: Sales executives Employees promoting SAP Business One to customers Presales consultants Employees who help define customer needs and recommend the appropriate application Implementation consultants Employees responsible for the introduction or continuous support of business processes for SAP Business One at customer sites Note: Available training for other roles is not relevant for members of the SAP Extended Business program. Important: Completion of sales training for SAP Business One allows your organization to promote SAP Business One. However, it does not allow your organization to implement the software. To do so, you must assign employees to take consultant training and pass the corresponding tests. The following table outlines the training levels and requirements for promoting and implementing the SAP Business One application. Training Levels and Requirements Level 2 Sales Provides basic training for promoting the SAP Business One application; gives sales executives skills to articulate the value proposition is required for program membership. Expands the sales executive s capabilities with in-depth, applied skill practice Level 2 is available for all qualified sales executives via highly interactive workshops. Consultant Role-specific consultant training, providing a varied and experience-rich curriculum with a strong foundation Advanced consultant training available for all certified consultants through e-learning 12

QUALIFIED SAP BUSINESS ALL-IN-ONE PARTNER SOLUTIONS To help your organization meet the unique needs of midsize companies, the curriculum for qualified SAP Business All-in-One partner solutions develops your employees sales and technical expertise. It also provides industry-specific training focused on SAP Best Practices packages to guide your team to success in different industries. Important: Completion of sales and consultant training for qualified SAP Business All-in-One partner solutions allows your organization to promote or develop add-ons. However, it does not allow your organization to implement the software or add-ons. To do so, you must assign employees to take Level 2 consultant training and pass the corresponding tests. The SAP Extended Business program offers a set of benefits rewarding your organization for active participation and success with SAP solutions. SAP Education offerings make it easy for your sales and consulting team to get started. Curriculum relevant for members of the SAP Extended Business program is designed for the following roles: Sales executives Employees promoting qualified SAP Business All-in-One partner solutions to customers Presales consultants Employees who work with the sales team to help define customer needs and recommend the appropriate solution Consultants Employees responsible for the implementation of qualified SAP Business All-in-One partner solutions at customer sites and employees specializing in the development of qualified SAP Business All-in-One partner solutions that package and productize these solutions Development consultants Employees developing add-ons and implementing qualified SAP Business All-in-One partner solutions for a specific industry niche Note: Available training for other roles is not relevant for members of the SAP Extended Business program. 13

The following table outlines the training levels and requirements for promoting and implementing qualified SAP Business All-in-One partner solutions. Training Levels and Requirements Level 2 Sales Provides sales executives with thorough knowledge of selling a qualified SAP Business All-in-One partner solution is required for program membership. Expands the sales executive s capabilities with in-depth, applied skill practice Level 2 is available for all qualified sales executives. Consultant Teaches foundational product knowledge is required for program membership. Expands the consultant s capability to implement qualified SAP Business All-in-One partner solutions; recommended for members of the SAP Extended Business program Level 2 is available for consultants through e-learning and classroom training. SAP BusinessObjects PORTFOLIO To help your organization meet the unique needs of small and midsize companies, the curriculum for the SAP BusinessObjects portfolio develops your employees sales and technical expertise. The SAP Education offerings make it easy for your sales and consulting team to get started. Curriculum relevant for members of the SAP Extended Business program is designed for the following roles: Sales executives Employees promoting SAP BusinessObjects software to customers Presales consultants Employees who work with the sales team to help define customer needs and recommend the appropriate solution Solution consultants Employees responsible for the implementation of the SAP BusinessObjects portfolio at customer sites 14

The following table outlines the training levels and requirements for promoting and implementing the SAP BusinessObjects portfolio. Training Levels and Requirements Sales Consultant Level 2 Provides sales executives with thorough knowledge of selling the SAP BusinessObjects portfolio Required for program membership Teaches foundational product knowledge Required for program membership Recommended for members of the SAP Extended Business program Expands the consultant s capability to implement the SAP BusinessObjects portfolio Available for consultants through e-learning and classroom training You will receive access to the same educational program SAP provides to all SAP channel partners acting as VARs. This enables your employees to earn qualification or certification for promoting and implementing SAP solutions and technology. 15

SAP Business ByDesign A robust education program with role-based learning maps ensures that your employees have the right information and understand our proven process to confidently sell and deploy SAP Business ByDesign. Each role is expected to qualify against the latest solution release. Account executives (sales) Sales employees qualifying leads and selling SAP Business ByDesign to customers Solution advisors (presales) Employees working with the sales team helping to define customer needs, recommend the appropriate application, and continue actively in the sales engagement to assist the customer to become operational Service advisors (consultants) Employees responsible for the successful delivery of services and implementation projects for SAP Business ByDesign. Note: some training for SAP Business ByDesign,, has associated fees. Training Levels and Requirements Account Executive (Sales) Solution Advisor (Presales) Service Advisor (Consultant) Role- and solution-based e-learning Role- and solution-based e-learning Role- and solution-based e-learning Introduction and sales readiness Demo Academy (basic) Effective demonstrations Discovering customer requirements Business Configuration Experience (BCX) Key User Tools (KUT) Demo Academy (advanced) Go-Live Experience (GLX) Business Configuration Experience (BCX) Key User Tools (KUT) Optional: Go-Live Experience (GLX) Level 2 Sales channel camps Solution advisor channel camps 16

ADDITIONAL INFORMATION For additional details on role-based training for SAP Business One, qualified SAP Business All-in-One partner solutions, SAP Business ByDesign, and the SAP BusinessObjects portfolio, please visit channel.sap.com/education. As the SAP product portfolio expands, SAP may provide additional training opportunities. Additionally, we may expand training requirements to authorize members to promote and implement any future products. Training Levels and Requirements Sales Provides sales executives with thorough knowledge of selling the SAP Business ByDesign solution Required for program membership Service Advisor (Consultant) Teaches foundational product knowledge Required for program membership Level 2 Expands the sales executive s capabilities with in-depth, applied skill practice Level 2 is available for all qualified sales executives. Expands the service advisor s capability to implement the SAP Business ByDesign solution; recommended for members of the SAP Extended Business program Level 2 is available for service advisors through classroom training, virtual classroom, or self-paced training. 17

Appendix: Logo for Members of the SAP Extended Business Program Upon completing all minimum program requirements, your organization is entitled to take on the official status as a member of the SAP Extended Business program and use the program logo according to the terms of the collaboration agreement. You can download the program logo and logo usage guideline from SAP Channel Partner Portal. Here is a reproduction of the logo. 18

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