SAP® Extended Business Program
PROGRAM GUIDE – Version for Asia-Pacific-Japan Region January 2010
CONTENT
^ 4 SAP Extended Business Program Overview 4 Program Purpose 4 Your Role ^
5 SAP Solutions 5 SAP Business One 5 SAP Business All-in-One 5 SAP BusinessObjects Portfolio
^ 6 Minimum Program Entry Requirements 6 Business Plan ^ 7 Timelines and Program Membership 7 Prerequisites for Program Membership 7 Once Your Organization Becomes a Member ^ 8 Program Benefits ^ 9 Education and Training 9 Overview of Training, Qualification, and Certification 9 SAP Business One 10 Qualified SAP Business All-in-One Partner Solutions 11 SAP BusinessObjects Portfolio 11 Additional Information 11 Logo for Members of the SAP Extended Business Program
SAP® Extended Business Program Overview Building Stronger Relationships
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.
Program Purpose The SAP Extended Business program supports your role in promoting and implementing SAP solutions in partner ship with SAP channel partners who are authorized value-added resellers (VARs).1 Under the SAP Extended Business program, your organization will be granted the appropriate access to SAP software 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 eco system. You join forces with a VAR and prepare the ground for the success ful sale and implementation of SAP solutions. Your specific expertise and knowledge of certain industry verticals or 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. 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.
1. Throughout this document, we use the term VAR for authorized SAP channel partners that have the right to distribute SAP software. 4
SAP Solutions
Solutions for the SME Market
SAP understands the challenges of the SME market and has produced superior solutions to meet its needs. Designed specifically for small businesses and midsize companies, the SAP Business One application, SAP Business All-in-One solutions, and SAP BusinessObjects™ portfolio are just the right products for partners looking to differentiate themselves in the marketplace. Additionally, SAP will 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 ap plications 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 lineof-business managers and senior executives to drive execution across the entire organization – aligning company goals to achieve optimal financial and strategic results.
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Minimum Program Entry Requirements How to Become a Member of the Program
To become a member of the SAP Extended Business program, your organization must meet the minimum program entry requirements as outlined in the following table.
Minimum Entry Requirements Minimum Entry Requirements for All Program Members
SAP and VAR sponsorship
Local SAP channel management and one value-added reseller (VAR) must formally recommend the prospective program member based on recognition of value-oriented capabilities and 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, please note that this 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 your establishing a business plan with your VAR partner. A business plan outlines specific goals, including revenue and staffing plans. This helps assess the partnership potential and support a successful relationship. For this program, creating a joint business plan with your VAR partner is recommended.
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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 limited access to the SAP Channel Partner Portal site for the sole purpose of completing the required training (free e-learning) and respective Web-based qualification tests. The training qualifications and assessments for SAP Business One, qualified SAP Business All-in-One partner solutions, and SAP BusinessObjects software 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 – Employees promoting SAP Business One, qualified SAP Business All-in-One partner solutions, or SAP BusinessObjects software • Consultants – Employees providing presales or implementation support for SAP Business One, qualified SAP Business All-in-One partner solutions, or SAP BusinessObjects software
Once Your Organization Becomes a Member
Requirements for Promoting and Implementing SAP® Business One
Level Type
SAP-qualified sales professional
Level 1
1
Implementation consultant professional for SAP® Business One application
Level 1
1
Requirements for Promoting and Implementing Qualified SAP® Business All-in-One Partner Solutions
Level Type
SAP-qualified sales professional
Level 1
1
SAP-qualified associate consultant
Level 1
1
Requirements for Promoting and Implementing SAP BusinessObjects™ Software
Level Type
SAP-qualified sales professional
Level 1
1
SAP-qualified solution consultant
Level 1
1
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 software systems and will begin receiving the program benefits. Number of Employees
Number of Employees
Number of Employees
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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 Channel partner Newsflash or newsletter (global and local)
ü
Access to the SAP® Channel Partner Portal site
ü
Partner conferences
ü
Member Education Sales and presales training and qualification (e-learning free)
ü
Consultant training and certification
ü
Marketing Support Marketing tools and collateral
ü
SAP Extended Business program logo usage rights and logo kit
ü
Technical Support Access to Web-based information resources
ü
Access to the SAP Developer Network site
ü
Other Opportunities Invitational Webcasts, specialized workshops, training, and executive summits
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ü
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 in two levels. Level 1 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.
SAP Business One The SAP Education offerings make it easier for your sales and consulting team to get started. A 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 customers at the customers’ sites NOTE: Available training for other roles is not relevant for members of the SAP Extended Business program.
Important: Completion of level-1 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 level-1 consultant training and pass the corresponding tests, and implementation of software or add-ons by your organization shall be undertaken in conjunction with the VAR. Even when the VAR is of the opinion that your organization has the requisite capabilities to be the prime contractor for the software implementation, it is nevertheless recommended that you engage the VAR as a project director or in a similar role to enhance customer satisfaction. The following table outlines the training levels and requirements for promoting and implementing the SAP Business One application.
To make it easier for your team to learn, we offer a blended approach of e-learning, 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).
Training Levels and Requirements
Sales
Consultant
Level 1
Provides basic training for promoting the SAP® Business One application; gives sales executives skills to articulate the value proposition
Role-specific consultant training providing a varied and experiencerich curriculum with a strong foundation
Required for program membership
Required for program membership
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.
Level 2
Expands the sales executive’s capabilities with in-depth, applied skill practice
Advanced consultant training available for all certified consultants through e-learning
Available for all qualified sales executives via highly interactive workshops
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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 industryspecific training focused on SAP Best Practices packages to guide your team to success in different industries. Important: Completion of level-1 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 and implementation of software or add-ons by your organization shall be undertaken in conjunction with the VAR. Even when the VAR is of the opinion that your organization has the requisite capabilities to be the prime contractor for the software implementation, it is nevertheless recommended that you engage the VAR as a project director or in a similar role to enhance customer satisfaction.
The SAP Education offerings make it easier 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-inOne 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. 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
Sales
Consultant
Level 1
Provides sales executives with thorough knowledge of selling a qualified SAP® Business All-in-One partner solution
Teaches foundational product knowledge
Required for program membership
Required for program membership
Expands the sales executive’s capabilities with in-depth, applied skill practice
Recommended for members of the SAP Extended Business program
Level 2
Available for all qualified sales executives
Expands the consultant’s capability to implement qualified SAP Business All-in-One partner solutions Available for consultants through e-learning and classroom training
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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. Important: Completion of level-1 sales and consultant training for SAP BusinessObjects 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 implementation of software or add-ons by your organization shall be undertaken in conjunction with the VAR. Even when the VAR is of the opinion that your organization has the requisite capabilities to be the prime contractor for the software implementation, it is nevertheless recommended that you engage the VAR as
a project director or in a similar role to enhance customer satisfaction. The SAP Education offerings make it easier 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 The following table outlines the training levels and requirements for promoting and implementing the SAP BusinessObjects portfolio.
Training Levels and Requirements
Sales
Consultant
Level 1
Provides sales executives with thorough knowledge of selling the SAP® BusinessObjects™ portfolio
Teaches foundational product knowledge
Required for program membership
Required for program membership
Level 2
Additional Information For additional details on role-based training for SAP Business One, qualified SAP Business All-in-One partner solutions, 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.
Logo for Members of the SAP Extended Business Program Upon completing all minimum program requirements, your organization is entitled to take up 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 under is a reproduction of the logo.
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
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