MORE OPPORTUNITY. MORE SUPPORT. MORE BUSINESS.

THE POWER OF PARTNERSHIP

Tobias Andersson
Nordic Channel Program Manager
SAP Nordic Region
SAP AND PARTNERS
CAPITALIZING ON THE SME MARKET OPPORTUNITY

„ SAP PartnerEdge: Enhancing and Supporting partnership with SAP

„ Benefits in PartnerEdge

„ Tools in PartnerEdge

„ Successful SME Channel Partners

„ Nordic SME & ISV Partner Road show

„ Summary
SAP DELIVERS VALUE IN THE INDUSTRY
SAP’s NEXT GENERATION
CHANNEL PARTNER PROGRAM

AN RESULTED IN A

EVOLUTION REVOLUTIONARY
IN OUR APPROACH TO PARTNERSHIP BUSINESS FRAMEWORK THAT GIVES YOU THE EDGE

SAP PARTNEREDGE
CHANNEL PARTNER PROGRAM

„ A global business framework to help SAP and our partners succeed

„ Standard, repeatable business processes that make your interaction with SAP easy

„ Clearly defined business requirements

„ Industry-leading partner benefits and resources

„ A new opportunity to grow your relationship with SAP and differentiate yourself in
the market

„ Increased recognition and rewards for partners that expand their commitment,
competency and performance
 SAP Channel Partner Program Structure

SAP PartnerEdge
Channel Partner Program

VAR/Solution Provider ISV

Other Partner
„ Majority of revenue gained „ Majority of revenue gained
from reselling vendor’s from the development and
Types
hardware/software directly sale of their software
to end-users solution that’s built on „ OEM
„ Provide consulting, SAP’s software/and or
Partner „ Distributor
implementation, post sales product SDK
Types support and training „ Agent
„ May also develop and sell „ Sell directly to SME end-
add-on solutions to meet the users and/or leverage
needs of vertical markets
multiple channels including
and/or expand SAP product
the SAP VAR network
functionality

Product
Authorization mySAP All-in-One SAP Business One Future Solutions
Program Associate Level Silver Level Gold Level
Levels
 SAP PartnerEdge - Delivering Business Value

Get Down to Business Grow with SAP

„ Partner with #1 business „ Multi-level program provides increased benefits
applications vendor „ No Annual Program Fee
„ Increase profit and market- „ Value-Points recognizes partners for sales,
share development & more
„ ISVs rewarded when their solution is transacted

Connect with SAP

„ Exclusive Partner Portal
„ Manage your SAP business Build Skills
online „ Comprehensive sales and
„ Exclusive partner briefings technical training
Channel Build
„ Annual partner conference Grow „ Self-paced eLearning
Skills
„ Proactive communications
with SAP Partner „ Instructor-led training
Program „ Technical certifications

Drive
Get Support
Demand Drive Demand
Get Support Expand
Drive „ Earn MDF for sales and solution
„ High touch partner management Your
Demand development
„ Extensive pre and post-sale support Reach „ Leads
„ No-fee technical support „ Co-marketing resources
„ Accelerate development -with SAP solution „ Access SAP’s demand generation
architects infrastructure

Expand Your Reach

„ Online partner collaboration network
„ Gain customers via partner locator
A THREE-LEVEL PROGRAM

OUR PARTNERS WE

SPOKE LISTENED
„ Aninnovative approach to
recognizing and rewarding
partnership

„A program that goes beyond sales

volume and revenue

„ Levels and rewards to aspire to

 HOW IT WILL WORK

SAP PartnerEdge
For Channel Partners

BASIC PROGRAM REQUIREMENTS Existing Partners are

„ Sponsorship „ Business Plan
transitioned into the
„ Business Profile „ Signed program based on prior,
„ Activation Fee Agreement transactions,
GOLD LEVEL trained FTEs etc
500 Points
+Active Transactions when signing new
PARTNER TYPE +Business Plan Goals
+ X% Implementation Success
contracts.
VAR or ISV

SILVER LEVEL
PRODUCT AUTHORIZATION 300-499 Points
+Additional Certified FTEs
Training Requirement +Active Transactions & Business Plan Goals
Sales and Technical FTEs +X% Customer Satisfaction

ENTER PROGRAM ASSOCIATE LEVEL

Authorized to Sell / Develop Minimum Requirements up to 299 Points
Accrue program points for transactions and +Active Transactions & Business Plan Goals
building capabilities to move up to next level
 SAP PARTNEREDGE VALUE POINTS

SALES SOLUTION DEVELOPMENT CAPABILITES

PARTNERS MOVE UP
Business Capability Building
PROGRAM LEVELS BY Performance/ Activities
EARNING PARTNEREDGE Transactional
VALUE POINTS Activities

„ Creates equal opportunity for „ New customer SAP „ Trained/certified

partners of varying type and size license transaction personnel
„ Current SAP customer „ Success stories
„ Partners earn Value Points for maintenance renewals/
transactions, solution „ Customer references
add-on sales
development and capability „ Participation in key
building activities „ Certified/qualified
marketing activities
partner- developed
„ Value Points must be earned in solution „ Active in partner
multiple categories to be solution network
„ Transaction of
promoted partner’s solution
„ Extended business
„ Ensures all partners are well
profile
rounded and customer focused
„ Promotes solution development
and sale of add-on solutions
 HOW VARS EARN VALUE POINTS –
TRANSACTIONS

Maximum
Value Points
Value Points
Toward
Transactional Points – VAR per
Transaction
Partnership
Level
Attainment

"Net New" Customer - (License Sales)

B1 Customer License Sale 20

A1 Customer License Sale $1 - 100K (Range will be set in local currency and vary by country) 30
200
A1 Customer License Sale $101 - 300K (Range will be set in local currency and vary by country) 40

A1 Customer License Sale $301K+ (Range will be set in local currency and vary by country) 50

Current Customer - (SW Renewals & License Sales)

B1 Customer License Sale 10

A1 Customer License Sale $1 - 100K (Range will be set in local currency and vary by country) 15
100
A1 Customer License Sale $101 - 300K (Range will be set in local currency and vary by country) 20

A1 Customer License Sale $301K+ (Range will be set in local currency and vary by country) 30

Points and Requirements Vary by Region

HOW VARS EARN VALUE POINTS –
SOLUTION DEVELOPMENT

Maximum
Value Points
Value Points
Toward
Solution Development Points – VAR per
Transaction
Partnership
Level
Attainment

SAP Solution Development Efforts

B1 Certified Solution 10

B1 Certified Solution - Upgrade 5

60
A1 Qualified Solution 30

A1 Qualified Solution - Upgrade 15

Points and Requirements Vary by Region

POINTS MAY BE EARNED WHEN:

„ A new solution is certified/qualified
„ A solution is re-certified or qualified
HOW VARS EARN VALUE POINTS –
CAPABILITY BUILDING

Maximum
Value Points
Value Points Toward
Capability Building Points – VAR Per Activity Partnership
Level
Attainment

Completion of Extended Business Profile Review & maintain company profile & contact info 10 10

Active Participation in Channel Partner Solution Detail solution (s) description provided by Partners and
20 60
Network Regional details for participation in Solution Network

Approved by SAP
Success Stories / Customer References 20 80
SAP Solution Highlighted and Satisfied Customer

Additional Qualified FTE – Level 1

B1 10
30
A1 15

Additional Certified/Qualified FTE – Level 2

B1 15
60
A1 20

Additional Certified FTE – Level 3

B1 20
90
A1 30

Participation in Select Marketing &

Specific activities determined by each 'geography 20 60
Partnering Activities

Points and Requirements Vary by Region

DESIGNED FOR INDUSTRY

Some of the benefits!

13
MOVE UP LEVELS OF PARTNEREDGE AS YOU BUILD
YOUR BUSINESS WITH US
A BROAD SET OF BUSINESS-ENABLING RESOURCES AND BENEFITS FOR
ALL PARTNERS PLUS EXCLUSIVE BENEFITS BASED ON PROGRAM LEVEL

„ Highest Product Discount

„ Highest MDF*
„ “Gold” Logo Branding
Gold Level
„ Exec. Roundtables

„ Additional Product Discount

„ Additional MDF*
Silver Level
„ Lead sharing
„ Advisory Boards

„ Standard Product Discount

„ MDF* On Demand
Associate Level „ e-learning, training, portal,
e-newsletter, CPSN
„ Standard logo branding
„ Standard Tech Support
*MDF = Market Development Funds
PRESS AND ANALYSTS ON SAP PARTNEREDGE

SAP PartnerEdge, while awaiting execution, is structured as

one of the most innovative partner programs in this
market segment."
Gartner Consulting - 2005

SAP PartnerEdge is unique approach to building a loyal channel

base, one that encourages building integrated applications and
extensions on SAP's solutions...

Partners will be recognized and rewarded by SAP for their

overall performance and not for last-minute product pushing to
make a quarterly number. What a novel concept.
Channel Insider- 2005
WHAT PARTNERS ARE SAYING!

I'm happy to be a member of the SAP partner community. SAP

has been diligent about finding resellers who are competent and
have integrity, and that improves the reputation of the entire
channel. That's not true of anywhere else I've looked. For
Microsoft, I'm just another reseller. At SAP, I'm a true partner.
Forest Koch, CEO of Omega Business Solutions

If you’re really serious about succeeding, you’re going to

make SAP a big part of your business, this program really
rewards you.
Dan Carr, President of Computer Decisions International
DESIGNED FOR INDUSTRY

Some of the tools!

17
WORLD-CLASS INFRASTRUCTURE

SAP PartnerEdge

SAP PartnerEdge
Partner Channel Partner Portal SAP
The next level of collaboration excellence

Strengthen Partner Relationship

Program Administration
System Benefits

„ Helps partners manage their relationship with SAP

„ Provides points calculation/program administration
„ Automated management and tracking of market development funds
„ Review your history of joint marketing & sales activities
„ Access to online partner training/certification
„ Online access to channel partner solution network
„ Easy reporting and improved communications
NEW SAP CHANNEL PARTNER PORTAL

OUR PARTNERS WE

SPOKE LISTENED
A REVOLUTIONARY NEW
ONLINE RESOURCE

„ Easy to Use

„ One Click Access to what you need

z mySAP All-in-One
z SAP Business One
z Partner Networking
z Education
z New/Events
z Support Services
z Using the Portal
z New Partner Checklist
z Multi-Language Asset Posting
z Local News and Events (by country)
NEW E-LEARNING CURRICULUM

INCREASE KNOWLEDGE AND PRODUCTIVITY

COMPREHENSIVE ONLINE TRAINING AVAILABLE
ANYWHERE … ANYTIME

„ Reduce the time and expense associated with travel

„ Ideal for sales and technical employees

„ Available 24X7 in manageable modules

„ Web-assessment at the end of each

course

„ Learning Maps (elearning curriculum) for

z mySAP All-in-One sales and technical
z SAP Business One sales and technical

„ Earn points in the PartnerEdge program

SAMPLE E-LEARNING MAP
E-LEARNING – WHAT PARTNERS ARE SAYING

“SAP’s e-learning offer is the most effective means to gain knowledge on many topics. I
can access the learning material at any time and run the exercises at my speed. If I feel
like going back to review the material I can do it easily.”
César Coriat - Director Software Sales & Marketing, CompuNet S.A. - Colombia

“I found the content of great value and extremely intuitive - reinforcing basic skills and
knowledge in addition to offering new business insight. I highly recommend this training
to all new and existing associates.”
Ernie Perno - Sales Executive, AnswerThink, USA

“Anyone selling SAP should take this course, and I am asking all of our own sales
representatives to do it. Thanks for a an excellent program.”
Yang Xu - Sales manager, Thunis Gx , China

"SAP e-learning initiative is the answer to our time constraint and scalability issues.
Now we can expand the amount of people trained in our company, without loosing
billable hours.“
Marcelo Simões - C&C Solution Technology, Brazil
CHANNEL PARTNER SOLUTION NETWORK (CPSN)

AN ONLINE, TRUSTED, SECURE,

PARTNER COLLABORATION NETWORK

Extend Geographic Reach

Build Capabilities
Increase Speed to Market
Grow Capacity

„ Promote, share and market

intellectual property
„ Find SAP partner solutions
„ Address customer needs
„ Collaborate with peers
“The Network will be a significant
„ Locate resources
competitive differentiator for both
SAP and SAP Partners in the SME „ Share best practices
marketplace“.

IDC Report
 CPSN PARTNER ADVISORY COUNCIL

A NETWORK FOR PARTNERS BY PARTNERS

North America EMEA

Latin America Asia/Pacific

UNDERSTANDING THE CPSN NETWORK

Industry and/or
Geographic-based
Communities
I1

S1 P1
Pn

SINGLE SIGN-ON I2

NETWORK
SERVICES

P2 P4

Specialty P3
S2
Communities Partner Micro sites/
Communities I3

CHANNEL PARTNER SOLUTION NETWORK (CPSN)

Channel Enablement

Providing our partners with the tools to independently move

through the life cycle of providing and maintaining solutions
for their customers:
 Evolution to Industry Packaged Solutions

ERP Baseline Industry Packaged

mySAP ERP Best Practices Package Solutions

SME SOLUTION CENTER

From Business Suite to Best Practices
to Packaged Solutions for Industries
Learn from other
successful SME partners
 What have others done to become successful?

„ Done a clear Go-to-Market plan together with SAP for a specific market!

„ Learned how to decrease the scope!

- This has shortened sales cycles as well as implementations
- The next phases will come later with more revenue!

„ Shortened demonstrations
- Kept it simple, focused on quality instead of quantity.
- Business focused!

„ Used e-Learning to educate more of their staff

- Certified sales persons – improved value propositions!
- Certified consultants – understand and present scope of
implementation better!

„ Called in references! It’s like hiring!

- Do you have references?
A successful new SME Channel Partner

mySAP All-in-One partner for automotive in Czech Republic

„ They have more than 9 years experience in the automotive industry serving over
100 customers

„ They trained 5 FTE in sales and 3 FTE consultants

„ They developed All-in-One solution SAPPY.CAR on top of the Baseline Package

„ They became SAP VAR partner in September 2005

„ Within two months they sold their first SAPPY.CAR customer

„ They reached over 50% implementation cost saving compared with standard
mySAP Business Suite project

„ They have developed strong A1 pipeline among their current customer base

„ They strongly believe that small projects are better than long ones
A successful SME Channel Partner

mySAP All-in-One partner CorePeople in South Africa

„ Jointly created a go to market plan with SAP for the Process vertical

„ They trained 2 FTE in sales and 8 FTE consultants as well as a dedicated presales

„ They have done 1 joint campaign with SAP and jointly built up a strong pipeline

„ They have sold to 6 new customers in this vertical the last 8 months!

„ They have delivered 3 successful implementations

„ They have now seen more opportunities in the ecosystem and are developing
microvertical solutions: Chemicals, Pharmaceuticals, Non-Ferrous Metals

„ They also committed to own lead generation resource early in the SAP partnership
A successful SME Channel Partner

SAP Business One partner BlueKey in South Africa

„ Jointly created a go to market plan with SAP for the Small business market

„ They trained 4 FTE in sales and 6 FTE consultants as well as a dedicated presales

„ They have done 2 joint campaigns with SAP and jointly built up a strong pipeline

„ They have sold to 8 new customers in the last 8 months!

„ They have delivered 6 successful implementations

„ They have made a good marketing plan, Opened a new branch in another coastal
region after being profitable in 6 months, all clients are references!
A successful SME Channel Partner

mySAP All-in-One Ciber (UK) in the United Kingdom.

„ Jointly created a go to market plan with SAP UK for Sophisticated Engineering,

(including Aerospace and Defense and Hi-Tech)

„ They have 4 FTE in sales and 40 FTE consultants as well as 3 dedicated presales

„ In 2005 they led 6 marketing campaigns with SAP and built up a strong pipeline

„ They sold to 6 new customers in this vertical in 2005

„ In 2006 they are moving into a new micro-vertical and recruiting sales, presales
and marketing people specifically for the new vertical

„ Continued on next slide

A successful SME Channel Partner

mySAP All-in-One Ciber (UK) in the United Kingdom.

What makes them successful?

„ Strong industry focus and knowledge

„ Understands the competition

„ Understands how to differentiate from competition

„ Qualifies hard all opportunities – approach and solution fit

„ Great references

„ Strong project management

„ Excellent presales

„ Understands how to leverage the SAP relationship

SCALED FOR BUSINESS

Nordic Partner Road show

– coming to a city near you!

37
Nordic Partner Road show

„ Helsinki - February 13
„ Oslo - February 15
„ Copenhagen - March 6
„ Stockholm - March 8

„ Target group are sales and pre-sales persons as well

as other customer facing employees at our partners.
„ Speakers from SAP are Country Management as well
as Tobias Andersson, Nordic Channel Program
Manager, Aina Olsen, Nordic Channel Enablement and
also Christian Hjorth, ISV Program Manager EMEA.
„ Key messages will be our 2006 go-to-market and
partnership strategy for SME and ISVs, our industry
go-to-market strategy for each country and how we will
work to enable our partners!
Summary
SAP + PARTNERS
A WINNING PROPOSITION FOR THE SME MARKET

„ SAP has the market reach, brand

recognition, expertise, and solutions to
succeed with Small and Midsize
Enterprises.
„ Partners are a a key extension of
SAP. They help SAP meet customer
needs, expanding market coverage
and generate additional solution
innovation.
„ Partners will play an increased role
as SAP expands its reach into the
midsize enterprise market.
„ SAP PartnerEdge provides a rich set
of business enabling resources with
equal opportunity for partners
recognized and rewarded for their
commitment and success.
„ We are embracing partners, making it
easier to do business with SAP
Thank You!
Thank You!