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

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Empowering partners to run better

Global Partner Organization

The SAP PartnerEdge Program

Uriel Guzmán

uriel.guzman@sap.com

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© 2012 SAP AG. All rights reserved. 2

ISV Platform Partner / OEM

Services Partners (SI’s) Distributor Extended Business Member Authorized Reseller Global Value Added Reseller Value Added Reseller

RESELL

SERVICE

BUILD

Software Solution & Technology Partners (SSTP)

Education / Training

PartnerEdge Program Structure

Enabling partners to build, resell, and service SAP solutions

Applications Analytics Database & Technology

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Program

For all SAP PartnerEdge Partners

Training

Marketing

Business development

Technical support

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© 2012 SAP AG. All rights reserved. 4

Resell Partner Types

Database &Technology Mobility Analytics Cloud Applications Distributor Authorized Reseller Global Value Added Reseller Value Added Reseller Extended Business Member

Markets

Markets

RESELL

RESELL

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

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Partner Recruitment Management

Recruitment Lifecycle

Partner types (in scope):

Partner types (in scope):

Partner

Application

Process

Partner

Qualification

Process

Partner

Validation

Process

Partner

agreement

Mgmt.

Process

Partner On

boarding

Process

Application Received Validated Agreement Started Operational

• EBM (Extended Business Member)

• VAR (Value Add Reseller)

• GVAR (Global Value Added Reseller)

• SI (Service Partner)

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Empowering partners to run better

Value Added Reseller Program

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SAP sponsorship Partners must be sponsored by local SAP channel management based on

value-oriented capabilities and match to SAP market coverage needs.

Channel partner agreement Each applicant must sign the channel partner agreement including the

terms and conditions for the partner relationship.

Business profile

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.

Annual fee

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 theRegion-Specific Program Information

guide.

Business plan Annual business plan

Demand Generation Qualification

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.

Product authorization Partners need to maintain a product authorization for each product they

wish to sell.

Minimum Program Entry Requirements

VAR Program Membership Requirements

Support authorization

All partners must decide between SAP-delivered support and VAR-delivered support . To provide VAR-VAR-delivered support, your organization must be certified as a partner center of expertise

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© 2012 SAP AG. All rights reserved. 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

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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.

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© 2012 SAP AG. All rights reserved. 10 • 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

On Premise On Demand

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.

Requirements Qualification Sales Executive Pre Sales Solution Consultant

On Premise

1

1

1

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Option 2: VAR-delivered support

Option 2: VAR-delivered support

Option 1: SAP-delivered support

Option 1: SAP-delivered support

Support Authorization Options

Choose how you want to support your customers

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 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 delivered support with

new, enhanced support certification

(PCOE)

for partners

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© 2012 SAP AG. All rights reserved. 12

On Premise

1

1

1

On Demand

1

1

1

Support Authorization Requirements

Requirements Qualifications Sales Executive PreSales Solution Consultant

SAP Business

All-in-One

2

(installed and running) (successful audit by SAP)

SAP

BusinessObjects

2

(installed and running) (successful audit by SAP)

SAP Product Certification Support Consultant Solution Manager PCOE Certification

Mobile

2

(installed and running) (successful audit by SAP)

For VAR-Delivered Support

For SAP-Delivered Support

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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

Pass the Partner

COE validation

check

Get recertified

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© 2012 SAP AG. All rights reserved. 14

Partner COE Infrastructure Requirements

SAP Solution Manager

SAP Solution

Manager

RECOMMENDED

EPM

SUP

Afaria

Database

BI

Analytics

Mobile

DB&T

SAP

HANA

SAP Business

All-in-One

Applications

DB&T

SAP Solution

Manager

MANDATORY

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Validated Expertise

Differentiate your competence with

specialized designations based on 3 criteria

Delivery Capability

Product Competency

Business Performance

1

2

3

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

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Empowering partners to run better

Service Partner Program

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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

co-innovate 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.

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© 2012 SAP AG. All rights reserved. 18

SAP Services by Category

Industry Solution

22 Industries

Product Focus Area

Applications Analytics Database & Technology Mobile Cloud

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© 2012 SAP AG. All rights reserved. 20

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SAP SuccessFactors

SAP Live Access

SAP Jam

SAP LEARNING HUB

A WINNING PLAN

1 Why 2 What 3 Leadership 4 Value-WIIFM 5 Plan 6 Tools & Reinforcement

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© 2012 SAP AG. All rights reserved. 22

http://www.sap.com/latinamerica/partners/overview/find.html

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Empowering partners to run better with SAP

Gracias!

@Guzman01uriel

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