Authorized Reseller Program Overview

Empowering Partners to Run Better
Ecosystem and Channels
Authorized Reseller Program
Award-Winning Partner Program
For Award-Winning Partners
Grow faster
© 2012 SAP AG. All rights reserved.
Accelerate
engagements
Earn high
margins
Enhance
collaboration
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Enabling Partner Success Around the World
130 countries
2,800 Resell Authorizations
12,000 active partners
1,800 solution certifications/qualifications
90,000+ partner contacts
€15M MDF managed in 34 currencies
60,000+ certification/qualifications
9,000 deals registered per year
2,000 business plans
€2B+ in indirect revenue
© 2012 SAP AG. All rights reserved.
3
Partner Testimonials
SAP Partner Satisfaction Survey
“
SAP has a great program
and I will be taking more
advantage of it in the next
year.
“
“
“
Greater opportunity
creation with partners is
critical, especially in the
SME market.
SAP Partner Satisfaction Survey
“
I am very excited to see the continued commitment and broadening
engagement of SAP with their ecosystem. With the goal of 40% of
revenue coming from the channel by 2015 it’s really a testimony of their
commitment to see the investment on the show floor as well as evolving
the relationships with new incentives and opportunities for technology
like Cloud and HANA. I see SAP really embracing their partners and
expanding that commitment in the next coming quarters.
“
~ Elizabeth Hedstrom Henlin, TBR, May 2012
© 2012 SAP AG. All rights reserved.
4
Program Benefits
For All SAP PartnerEdge Partners
Everything you need to increase revenue and become profitable
Business Development
© 2012 SAP AG. All rights reserved.
Sales and Technical Support
Marketing
Training
5
SAP PartnerEdge Program Structure
Enabling Partners to Build, Resell, and Service SAP Solutions
RESELL
Master Value
Added
Reseller
Value Added
Reseller
SERVICE
OEM
Distributor
Global Value
Added
Reseller
Services Partners
(SIs)
Extended
Business
Member
Applications
© 2012 SAP AG. All rights reserved.
Analytics
BUILD
Authorized
Reseller
Database &
Technology
ISV Platform Partner
Software Solution &
Technology
Partners (SSTP)
Mobile
Cloud
6
Resell Partner Types
RESELL
Value
Added Reseller
Master Value
Added Reseller
Distributor
Extended Business
Member
Authorized
Reseller
Global Value
Added Reseller
Master Value Added Reseller
(MVAR)
Global Value Added Reseller
(GVAR)
Value Added Reseller (VAR)
•
3-tier program structure with benefits
based on program performance
•
By invitation only
•
By invitation only
•
Value Point Model
•
Highest tier level at entry
•
•
Unified program across products
Associated with Extended Business
Program
Distributor
Authorized Reseller
Extended Business
Partner / Member
•
Procures from SAP
•
Procures through Distribution Channel
•
Resell abilities sponsored by Master VAR
•
Sells to Authorized Resellers
•
Select product list
•
Master VAR association required
•
Manages Commercial Relationship with
partners
© 2012 SAP AG. All rights reserved.
7
Authorized Reseller Partner Program
Why SAP PartnerEdge?
No Program Fee
Capture More
Market Share
Develop and Grow
Partnership with SAP
Distribution Partners
Free Level 1
Education*
More Selling
Opportunities
Resell Up the
Value Chain
Solution Portfolios
and Authorizations
Aligned to SAP’s 5
Market Categories
*Additional fee-based training available
© 2012 SAP AG. All rights reserved.
8
Distributor Partner Program
Why SAP PartnerEdge?
No Program Fee
Build Strategic
Reseller Channel
Expand Your
Relationship with
SAP
Free Level 1
Education*
More Market Share
More Selling
Opportunities
Solution Portfolios
and Authorizations
Aligned to SAP’s 5
Market Categories
Increased Revenue
Expand Beyond
Crystal Server
*Additional fee-based training available
© 2012 SAP AG. All rights reserved.
9
Distribution Model and Portfolio
SAP
Distributor
Analytics
Authorized
Reseller
Database & Technology
Customer
Mobile
SAP BusinessObjects business
intelligence (BI) suite
SAP Sybase Adaptive Server
Enterprise (ASE)
Afaria
SAP BusinessObjects BI
platform
SAP Sybase IQ
Sybase Unwired Platform
(SUP)
Viewing licenses for use with
the SAP BusinessObjects BI
platform
Solution Consultant
SAP BusinessObjects Edge BI
software
SAP Crystal Server software
© 2012 SAP AG. All rights reserved.
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Program Requirements
Minimum Program Entry Requirements
Distributor Program
• Partnership Application
Complete the SAP Partner Application.
• Signed Distribution Agreement
Submit completed Distribution Agreement to SAP Distributor Account
Manager.
• Business Plan
Create an initial business plan.
• Resell Authorization
Must achieve at least one resell authorization per solution portfolio to be
sold, within 180 days of entering the program.
Authorized Reseller Program
• Distributor Sponsorship and Application
Must be sponsored by the local SAP Distributor Partner and complete the
SAP Partner Application.
• Authorized Reseller Agreement
Sign the SAP Authorized Reseller Agreement via the local SAP Distributor
Partner.
• Resell Authorization
Must achieve at least one resell authorization per solution portfolio to be
sold, within 180 days of entering the program.
© 2012 SAP AG. All rights reserved.
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Steps to Getting Started as an
SAP Authorized Reseller
2
1
Connect with SAP
Distributor
Complete application and
sign the Authorized
Reseller Agreement
3
Receive access to Authorized
Reseller areas of the SAP
Partner Portal
Achieve Resell Authorization
© 2012 SAP AG. All rights reserved.
Confidential
13
Ongoing Program Requirements for Authorized Resellers
Requirements
Resell Authorizations*
(Authorizations are required
for each SAP solution
portfolio you plan to sell)
Authorized Reseller
Distributor
1 each Sales Executive, Pre
Sales, Solution Consultant
1 each Sales Executive, Pre
Sales, Solution Consultant
Single point of contact for
Authorized Resellers
Management of
Authorized Reseller
Partners
• Recruit new partners
• Verify partners’ resell
authorization status prior to
accepting order
• Partner terminations
Encourage Sale of SAPdelivered Enterprise
Support with Each Order
To End Customer
To Authorized Resellers
Promote Eligible Product
Line(s)
To End Customer
To Authorized Resellers
*To earn Level 1 qualifications, partners must complete the free e-learning and web assessments for each role
with a minimum score of 80%. Level 1 training can be found on the Channel Partner Portal at no cost to the
partner. Fee-based Level 2 training is available via SAP Education. Certain SAP solutions may require feebased Certification training.
© 2012 SAP AG. All rights reserved.
14
Maintenance and Support Offerings
SAP-delivered Support
Enterprise Support (Recommended)
Industry-leading proactive support
You sell and SAP supports
•
Builds on Standard Support services, plus focus on
business continuity, business process improvement,
protection of investment
•
Reduces total cost of operations by increasing
efficiencies and decreasing system downtime
• Partner sells license sale and implementation
• Partner holds license contract while SAP
delivers and holds the support relationship with
customer
• Partner gets compensation of 2% for Enterprise
Support and 1% for Standard Support
OR
• Subsequent renewals are direct with SAP
Standard Support
•
© 2012 SAP AG. All rights reserved.
Reactive support model focusing on legal updates,
problem resolution, and quality management to
keep IT landscapes up-to-date and stable
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Engagement Model
ORDER
ORDER
ORDER
INVOICE
INVOICE
INVOICE
PAYMENT
PAYMENT
PAYMENT
Delivery (Service Marketplace)
Maintenance Renewal + Invoice + Payment
© 2012 SAP AG. All rights reserved.
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Resell Authorizations
Aligned to SAP’s Markets to Optimize Your Sales Efforts
Analytics
Database & Technology
Mobile
SAP BusinessObjects business
intelligence
SAP Database & Technology
Afaria
Sybase Unwired Platform
(SUP)/Mobile Apps
Resell Authorization Requirements
Qualification
Sales Executive
Qualification
1
Pre Sales
Sales Executive
1
Solution Consultant
Pre Sales
1Solution Consultant
Some products may be available in multiple resell authorizations. Please contact your SAP Account Manager for details.
Partners enabled under a sub-category of an approved resell authorization will be allowed to sell all products under that authorization track.
DB&T Authorization will not have required trainings. (Individual authorization is required due to contractual framework. This will allow a
standalone DB&T partner to join the program.)
Sybase ASE mapped to all authorizations.
© 2012 SAP AG. All rights reserved.
17
Maintenance Renewal: Ongoing Process
Renewal Quote
incl. access to
click-through
EUMA
Order Booking
Order
Accepted, signed quote
Accepted, signed quote
Invoice License / Invoice Maint.
Invoice & Cash
Collection
Issue Invoice
Issue Invoice
Maintenance
and Support
Standard Support / Enterprise Support
Provide Support
© 2012 SAP AG. All rights reserved.
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Program Benefits
Program Benefits
Program Benefits
Authorized Reseller
Distributor
General Program Benefits
• No Partner Program Fee
• Partner Newsletter
• Account Listing on Crystal Reseller Information Center
• Partner Conferences
• Access to Channel Partner Portal
• Invitation to SAP Events
Education Benefits
• Access to Free Online Training
• Consulting, Training Certification
Technical Support Benefits
• Web-based Information Resources
• Product Briefings
• Test and Demo Licenses
© 2012 SAP AG. All rights reserved.
20
Program Benefits
Program Benefits
Authorized Reseller
Distributor
Sales Benefits
• Partner Manager
Distributor managed
• Performance-based Incentives
Distributor managed
Marketing Support Benefits
• Marketing Tools and Collateral
• SAP Virtual Agency Partner Campaign Creator
• Access to SAP Channel Marketing University Website
• Automatic Downloads of SAP Product Information to Partner Websites
• SAP Partnership Logo and Kit
© 2012 SAP AG. All rights reserved.
21
Get Started at the SAP PartnerEdge Portal
Login at http://sappartneredge.com
© 2012 SAP AG. All rights reserved.
22
Run Faster with the
SAP PartnerEdge Partner Program
Grow faster
Accelerate
engagements
• Access to SAP’s 5 Market
Categories
• Marketing Support
• Sales Support
• Partner Education
• Technical Support
© 2012 SAP AG. All rights reserved.
Earn high
margins
• Distributor Discount
• Distributor Incentives
Enhance
collaboration
•
•
•
•
Partner Webcasts
Specialized Workshops
Executive Summits
Business Planning
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Empowering Partners to Run Better
Thank You!
© 2012 SAP AG. All rights reserved.
No part of this publication may be reproduced or transmitted in any form or for any purpose
without the express permission of SAP AG. The information contained herein may be
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The information in this document is proprietary to SAP. No part of this document may be
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Microsoft, Windows, Excel, Outlook, PowerPoint, Silverlight und Visual Studio sind
eingetragene Marken der Microsoft Corporation.
Bluetooth ist eine eingetragene Marke von Bluetooth SIG Inc.
IBM, DB2, DB2 Universal Database, System i, System i5, System p, System p5, System x,
System z, System z10, z10, z/VM, z/OS, OS/390, zEnterprise, PowerVM, Power
Architecture, Power Systems, POWER7, POWER6+, POWER6, POWER, PowerHA,
pureScale, PowerPC, BladeCenter, System Storage, Storwize, XIV, GPFS, HACMP,
RETAIN, DB2 Connect, RACF, Redbooks, OS/2, AIX, Intelligent Miner, WebSphere, Tivoli,
Informix und Smarter Planet sind Marken oder eingetragene Marken der IBM Corporation.
Linux ist eine eingetragene Marke von Linus Torvalds in den USA und anderen Ländern.
Adobe, das Adobe-Logo, Acrobat, PostScript und Reader sind Marken oder eingetragene
Marken von Adobe Systems Incorporated in den USA und/oder anderen Ländern.
Oracle und Java sind eingetragene Marken von Oracle und/oder ihrer
Tochtergesellschaften.
UNIX, X/Open, OSF/1 und Motif sind eingetragene Marken der Open Group.
Citrix, ICA, Program Neighborhood, MetaFrame, WinFrame, VideoFrame und MultiWin
sind Marken oder eingetragene Marken von Citrix Systems, Inc.
HTML, XML, XHTML und W3C sind Marken oder eingetragene Marken des W3C®,
World Wide Web Consortium, Massachusetts Institute of Technology.
Apple, App Store, iBooks, iPad, iPhone, iPhoto, iPod, iTunes, Multi-Touch, Objective-C,
Retina, Safari, Siri und Xcode sind Marken oder eingetragene Marken der Apple Inc.
IOS ist eine eingetragene Marke von Cisco Systems Inc.
RIM, BlackBerry, BBM, BlackBerry Curve, BlackBerry Bold, BlackBerry Pearl, BlackBerry
Torch, BlackBerry Storm, BlackBerry Storm2, BlackBerry PlayBook und BlackBerry App
World sind Marken oder eingetragene Marken von Research in Motion Limited.
© 2012 SAP AG. All rights reserved.
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Mobile Ads, Google Mobile Updater, Google Mobile, Google Store, Google Sync,
Updater, Google Voice, Google Mail, Gmail, YouTube, Dalvik und Android sind
oder eingetragene Marken von Google Inc.
Wi-Fi ist eine eingetragene Marke der Wi-Fi Alliance.
Motorola ist eine eingetragene Marke von Motorola Trademark Holdings, LLC.
Computop ist eine eingetragene Marke der Computop Wirtschaftsinformatik GmbH.
SAP, R/3, SAP NetWeaver, Duet, PartnerEdge, ByDesign, SAP BusinessObjects Explorer,
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oder eingetragene Marken der Business Objects Software Ltd. Business Objects ist ein
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erwähnte Sybase-Produkte und -Dienstleistungen sowie die entsprechenden Logos sind
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Vervielfältigung dieser Publikation oder von Teilen daraus sind, zu welchem Zweck und
in welcher Form auch immer, nur mit ausdrücklicher schriftlicher Genehmigung durch
SAP AG gestattet.
26