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					SAP Partnering Guide
Table of Contents


   1. Introduction
   2. Partner Program Overview
           r   SAP Partner Charter
           r   Partner Program Objectives
           r   Partner Categories
           r   Partner Membership Levels
           r   Partner Program Management

   3. Partner Categories
           r   Content Partners                  r   Services Partners
           r   Education Partners                r   Software Partners
           r   Hosting Partners                  r   Support Partners
           r   SAP xApps Partners                r   Technology Partners
           r   SAP Business Partners
   4. Partner Initiatives
           r   SAP Netweaver Partner Initiative
           r   mySAP Mobile Business Partner Initiative

   5. Program Benefits and Services
           r   Overview
           r   Marketing and Sales Services
                   s   The SAP Service Marketplace: e-Marketing and e-Business Opportunities
                   s   Integration with SAP Field Operations
                   s   Access to SAP Business Maps
                   s   Partner Branding and Communication
                   s   Participation in Events

           r   Education Services
           r   SAP Technical Services for Software Vendors Services
           r   Test and Demo Licenses for Partners

   6. How to partner with SAP
   7. Appendix: SAP Support Requirements



© 2003 SAP AG. All rights reserved. List of Updates Download Option (PDF File)
Partnering Guide Version 3.3, Dec 19, 2003. Last generated: 12/19/2003.
SAP Partnering Guide
Introduction

In today's world, companies everywhere are facing new challenges where the customers are more than ever
at the helm, demanding best-in-class services, lower cost of ownership and shorter time-to-benefit. With its
mySAP Business Suite, SAP is on track to meet these requirements. As SAP has grown, partners have played
a prime role in its corporate strategy; in cooperation with its partners and customers, SAP has developed and
nurtured a strong partner ecosystem with the shared objective of achieving and maintaining customer
satisfaction.
With the SAP Partnering Guide and the related partner Web site (www.sap.com/partners) at their disposal,
partners and other interested parties benefit from a valuable and comprehensive source of information,
which gives them an overview of SAP's partner ecosystem, partner categories, requirements, and benefits.
To complement this global partnering guide, additional information sources such as the SAP Partner Bradning
Guide, as well as information of local relevance can be found in the SAP Services Marketplace
(service.sap.com) or on the partner sections of the SAP subsidiaries' web sites.
If you have any questions not covered in this guide or on our partner Web site, feel free to contact the SAP
Global Partner Management Team via e-mail at partner@sap.com.



Back to Table of Content
Partner Program Overview
SAP Partner Charter

Partners play a key role in SAP's corporate strategy. SAP has worked with partners to develop a strong
partner community and provide customers with solutions and services that add value.
To that end, SAP has established the SAP Partner Charter to confirm its commitment to helping partners
develop, deliver, and support the solutions that make our mutual customers more successful. Key aspects of
the SAP Partner Charter include the following:
    q   World-class partner program -- SAP is committed to providing a world-class partner program that
        builds mutual trust and understanding among SAP, its partners, and out mutual customers. SAP will
        develop and measure partnerships by following clearly defined key performance indicators (KPIs).
        SAP will invest in and continually enhance the program to ensure maximum success for the
        partnerships and joint business.
    q   Partner support -- SAP is committed to providing appropriate levels of support and resources,
        based on partner commitment, to enable partners to drive joint success. SAP will invest in
        partnership management resources in key areas such as business development, solution
        development, and field engagement.
    q   Constant communication -- SAP is committed to promoting a clear understanding of its internal
        business processes. SAP will optimize partner access to its engineering, marketing, and field sales
        resources.
    q   Training and certification -- SAP will provide partners with world-class training and certification
        programs to help them develop solutions that deliver value to customers. SAP will engage with
        partners early in the development process.
    q   Clear engagement guidelines -- SAP is committed to developing and continually enhancing clear
        field engagement guidelines for both SAP and partner sales and consulting. SAP will work with
        partners to identify the solutions and customers we will pursue together, and those we will pursue
        separately.
    q   Increased customer satisfaction -- SAP is committed to ensuring high levels of customer
        satisfaction by providing partners with the information and resources they need to deliver solutions
        and services that add value.
    q   Lead generation -- SAP is committed to investing in lead generation programs to promote the
        success of key strategic partners. SAP will pursue marketing opportunities to establish SAP and its
        partners as trusted advisors and ensure that solutions based on SAP technology are the first choice
        among customers.
    q   Revenue enhancement -- SAP is committed to working with key strategic partners in targeted
        markets to increase mutual revenue, market share, and profitability. SAP will work with partners to
        develop joint business plans and go-to-market strategies that leverage our combined strengths.
SAP's ability to develop and deliver solutions and services that meet customer needs depends on the success
of its partners. The SAP Partner Charter helps to ensure an environment of creativity, collaboration, and
continuous learning that benefits SAP, its partners, and our mutual customers.



Back to Table of Content
Partner Program Overview
Partner Program Objectives

SAP has successfully developed its partner ecosystem by ensuring customer satisfaction and creating
business opportunities for its partners. With the new market challenges, SAP’s objective is to provide
customers with the keys to unlock the full potential of mySAP Business Suite to achieve the highest possible
business value. Together with its world-class business ecosystem, SAP delivers software solutions for rapid
and sustainable customer value. In this context, the main objectives of the SAP Global Partner Management
are to:
    q   Provide customers with a complete solution by fully leveraging partnerships
    q   Deliver innovative solutions with the lowest cost of ownership and the highest contribution to
        business value
    q   Establish a new quality of collaboration with partners by increasing the level of engagement
    q   Accelerate the creation and delivery of mySAP Business Suite through partner offerings
    q   Establish a consistent partner program through a global partnering framework
    q   Realign existing partner programs to form a single SAP Global Partner Management
    q   Involve new partners
    q   Reward partners for outstanding contributions to mySAP Business Suite
Under SAP Global Partner Management, SAP and its partners will develop the e-business market based on a
new level and quality of collaboration between the companies themselves and among companies and
consumers, providing fully comprehensive e-business solutions to customers.
Customers benefit from SAP Global Partner Management in the following ways:
    q   Easy access to high-quality, proven, complete, and customized e-business solutions
    q   Several partner options to ease access and use: starter packs, hosted solutions
    q   Coordinated/bundled services, technology, software, content, or complete solutions from different
        vendors
    q   SAP Service Marketplace for quick and easy location of qualified SAP Partners
The more value a partner can add to fulfill customer requirements, the higher the value of this partner is to
SAP. Partners therefore have to combine excellence with top quality, integrity and timeliness. In return, SAP
is committed to training, promoting, and supporting its partners to achieve maximum customer satisfaction
and to working in collaborative teams with its partners over the entire life cycle of a customer solution.
Partners can benefit from the SAP Global Partner Management in the following ways:
    q   Grow business and increase revenue through new business models
    q   Develop new business opportunities via joint offerings
    q   Access a broad customer base
    q   Establish specific competencies and earn recommendations from SAP
    q   Generate business through a presence in SAP Service Marketplace
    q   Cooperate with SAP in e-marketing campaigns
SAP benefits from the SAP Global Partner Management in the following ways:
    q   Access to new technologies, services, and opinion leaders
    q   Able to quickly build up expertise and additional resources
    q   Able to deliver complete solutions across the entire life cycle
    q   Increase mind share and market share
With SAP Global Partner Management, SAP offers the first explicit partner program for the new, New
Economy, fully synchronized with SAP's field operation processes (tight integration of partners with the field
organization) and opens up SAP’s partner portfolio to new types of partners providing content, support, or
hosting services. SAP provides first-class partner training, technical integration services, efficient partner
management back office, and highly-effective sales and marketing initiatives to fully leverage the potential of
each partnership.


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Partner Program Overview
Partner Categories

SAP supports the following partner categories, each an excellent opportunity for collaboration and
participation:
    q   Content Partners –These partners integrate their data, intellectual property, or information services
        with SAP solutions.
    q   Education Partners – Education partners work with SAP to deliver high-quality, professional
        training in SAP solutions and technology.
    q   Hosting Partners – These companies provide turnkey solutions and services by hosting SAP
        solutions.
    q   SAP xApps Partners – These partners develop innovative applications, and leverage SAP
        technology and solutions, in the rapidly growing market for collaborative solutions.
    q   SAP Business Partner for small and midsize businesses (SMBs) -- SAP delivers its SMB solutions
        through a network of certified providers and partners that provide services such as one-stop
        shopping and turnkey operations.
    q   Services Partners - SAP's services partners are consultants who help SAP customers implement
        and integrate SAP solutions, optimize business processes, and provide strategic business consulting.
    q   Software Partners – These partners provide complete, technically verified turnkey software
        solutions that extend and add value to SAP solutions. In addition, third-party software vendors can
        develop applications based on SAP's standard, release-stable interfaces.
    q   Support Partners – SAP works with partners to ensure that our customers receive the best possible
        support throughout the life cycle of SAP solutions.
    q   Technology Partners – SAP works with leading technology vendors to provide the infrastructure for
        SAP solutions, including hardware platforms, databases, storage systems, networks, and mobile
        devices.


Back to Table of Content
Partner Program Overview
Partner Membership Levels

Since partner participation can vary depending on the partner category, a partner's level of commitment to SAP,
and the services and products a partner offers, SAP provides four membership levels:
     q   SAP Partners -- These are partners who participate at a local or regional level.
     q   SAP Alliance Partners -- These are local partners who are leaders in their fields and who have made
         considerable investments in supplying services or products to SAP customers.
     q   SAP Global Partners -- Global partners offer worldwide coverage for the services or products they offer.
     q   SAP Global Alliance Partners -- These partners are global leaders who work closely with SAP to realize
         joint business goals.
         Alliance partners represent the most comprehensive level of participation in both commitment and
         investment and are offered at the invitation of the SAP Executive Board.
Since some companies can be quite diverse, they can qualify for multiple categories and levels. For example, an
SAP Global Partner may also participate as an SAP Partner or SAP Alliance Partner in a specific category and
country.
These are the partner levels supported for each partner category:
                                                                     Partner Level
Partner Category
                               SAP Global Alliance Partner   SAP Global Partner      SAP Alliance Partner   SAP Partner

Content Partners                                                       x                                          x

Education Partners                                                                              x                 x

Hosting Partners                                                       x                                          x

SAP xApps Partners                                                                                                x

SAP Business Partners                                                                                             x

Services Partners                                                      x                        x                 x

Software Partners1                                                     x                                          x

Support Partners                              x                                                 x

Technology Partners                                                    x


x = Partnership available
——
1 In the Software Partners category, the status listed does not represent the local/national level.




Back to Table of Content
Partner Program Overview
Partner Program Management

Ever since it was founded, SAP has been highly successful in cultivating partnerships to establish and sustain
market leadership in its sphere of activity and the results for both customers and partners alike have been
exceptional. The endorsement of the SAP Partner Value Net at executive board level reflects the degree of
importance and commitment given to mySAP Business Suite. mySAP Business Suite customers and partners
will be able to benefit from SAP’s experience in partner program management which helps enhance the
mySAP Business Suite e-business platform, and thus forming the basis for maintaining SAP's leading position
in the market and sustain profitable growth.
Partner Program Management is responsible for:
    q   Aligning the SAP Global Partner Management with corporate objectives, strategies, and visions
    q   Establishing and maintaining policies, guidelines, and operational procedures for the partner program
    q   Coordinating and aligning all the partner issues in the global SAP Global Partner Management, such
        as rules of commitment, training, and information dissemination
    q   Initial screening of potential global partners (alliance and others)
Under the SAP Global Partner Management, SAP Alliance Managers will be assigned at global and local level
and will be responsible for ensuring that joint business goals are targeted and reached. Bearing in mind the
ever-changing nature of our business, the SAP Partner Value Net will be managed flexibly and openly in
order to quickly adapt to changing customer and market needs while leveraging select partnerships with
established market leaders.


Back to Table of Content
SAP Partnerships
Content Partners

Content partners offer business-related content syndication or services that complement SAP solutions. Web
services are published in a Universal Description, Discovery, and Integration (UDDI) registry, if applicable.
Seamlessly integrating partner content or services with SAP software increases the scope and value of an SAP
solution.
To support content partners, SAP:
     q   Provides well-defined, stable interfaces
     q   Offers technical integration consulting services
     q   Provides marketing and business support
Your company can participate as a content provider in one or more of the following ways:
     q   By achieving interface certification for your content services
     q   By participating in cooperative content development
     q   By participating in a cooperative sales function, such as content distributor



Partnership Levels
Content partnerships are available at these levels:

SAP Partner - Content
These partners offer content with proven interoperability with an SAP solution, or proven compliance with a
technical standard.

SAP Global Partner - Content
Global content partners are market leaders, operate with a market coverage of at least two regions (for
example, Europe and the Americas), and deliver comprehensive services that add significant value to SAP
solutions. Participation is by invitation only.


Partnership Guidelines
To qualify as an SAP Partner - Content a partner must meet the criteria described in the following guidelines:

Partnership Guidelines                   SAP Partner -- Content                     SAP Global Partner -- Content

Approval                                 Global partner management                  SAP executive level
Certified Integration                    Content services must be certified for     Content services must be
or                                       latest SAP component release               certified for latest SAP
                                                                                    component release
Development and/or sales
cooperation

Technical support                        Dedicated organization for SAP in          Dedicated global support
                                         regions where product is sold              capabilities, preferably with ISO
                                                                                    9001 certification
Vendor profile                           Services must be core business             Services must be core business
Scope of services                        Adds value to SAP solutions                Adds value to SAP solutions
Vendor's strategy is in line with        Required                                   Required
SAP's business strategy for target
customers
Among the top companies in              Recommended                                Required
segment
Geographical presence                   Not applicable                             Two regions and three to five
                                                                                   countries
Global distribution capabilities        Not applicable                             Required
SAP key reference customers             Minimum of two                             Minimum of two global



Partner and SAP Commitments
To qualify as a content partner, you must meet the associated criteria listed in the following table.

Partner Commitment                                   SAP Partner - Content         SAP Global Partner - Content

Executive sponsorship                                If applicable                 Required
Partner management                                   Single point of contact       Single point of contact
Minimum commitment period                            24 months                     24 months
Stated commitment to SAP solutions                   Required                      Required
Specific contacts in sales/marketing,                In country where product is   For global and all supported
development, business development, and               marketed                      regions and/or countries
support
Escalation management and dedicated                  In regions where product is   For global and all supported
support infrastructure                               marketed                      regions and/or countries
Dedicated SAP practice (support, pre-sales,          Required                      Required
and consultants)
SAP access to partner's marketing events             If applicable                 Required
Access to partner's services for testing             Recommended                   Required
purposes
Maintenance of a stable, reliable, and up-to-        Required within nine months Required within nine months
date integration with SAP solutions                  after SAP's recommendation after SAP's recommendation
Commitment to use only SAP-endorsed                  Required                      Required
integration technology for all SAP integration
implementations
Cooperative support agreement                        Optional                      By invitation
Joint business planning and execution                Optional                      Optional
Joint Sales Engagement (JSE) program                 No                            If applicable
Market development fund                              If applicable                 Recommended
Dedicated SAP sales reps                             If applicable                 Recommended


The following table lists SAP commitments for SAP content partners:


SAP Commitment                      SAP Partner - Content                             SAP Global Partner - Content

Sponsorship                         If applicable                                     SAP executive level
Partner management                  softwarepartner@sap.com, SAP Service              Single point of contact
                                    Marketplace, optional point of contact in local
                                    SAP teams
Minimum commitment period           24 months                                         24 months
Duration of partnership              Annual renewal based on mutual agreement          Annual renewal based on
                                                                                       mutual agreement
Listing in partner directory         As SAP Partner - Content                          As SAP Global Partner -
                                                                                       Content
Rights to use SAP partner logos      SAP Partner - Content                             SAP Global Partner - Content
Test and demo license                Test and demo license                             Global test and demo license
Access to SAP Service                Yes                                               Yes
Marketplace
Access to SAP marketing events Yes                                                     Yes
Integration training/consulting      Priced according to partner terms/conditions      Priced according to partner
                                     and fees                                          terms/conditions and fees
Customer training                    Priced according to partner terms/conditions      Priced according to partner
                                     and fees                                          terms/conditions and fees
SAP Solution Academy                 Priced according to partner terms/conditions      Priced according to partner
                                     and fees                                          terms/conditions and fees
Joint marketing                      If applicable                                     If applicable
Joint business planning and          If applicable                                     If applicable
execution
Joint Sales Engagement (JSE)         No                                                If applicable
program
Market development fund              If applicable                                     Optional
Quality assurance of SAP             Yes                                               Yes
interfaces




Targets and Metrics
To ensure that both parties realize optimal returns on their investments, partnerships should be evaluated
regularly against a common set of targets and metrics. The following table list targets and metrics for SAP
content partners.

Targets and Metrics                                                 SAP Partner - Content    SAP Global Partner - Content

Monitoring of content/service usage frequency                       Yes                      Yes
Monitoring of content business fit                                  If applicable            If applicable
Accuracy, suitability and reliability of content/service            Yes                      Yes
Customer satisfaction                                               Yes                      Yes
Review of standard support process and escalation process           If applicable            If applicable


Back to Table of Content
SAP Partnerships
Education Partners

The purpose of education partnerships is to:
     q   Support the development and delivery of customized end-to-end solutions for any customer in any
         country
     q   Meet our commitment to deliver the right education, to the right users, at the right time
     q   Ensure our customers get maximum benefit from their mySAP Business Suite solution


SAP Education engages in local partnerships that:
     q   Support the achievement of local strategy and objectives
     q   Fill a gap in our solution delivery capability
     q   Add value over and above SAP's existing delivery capability
     q   Add depth and breadth and/or flexibility to our solution capability
     q   Bring significant benefit to SAP and the partner
     q   Meet customer's needs


A company can become a local education partner in one of the following areas:
     q   Training Delivery Partner
     q   Specialist Expertise Partner



Training Delivery Partner
Training Delivery Partners support local SAP education objectives by providing geographical, specialist or
alternate delivery capability in their area of SAP expertise. Training Delivery Partners meet SAP's criteria for
competence and quality of SAP training delivery, and have the necessary infrastructure to deliver and support
SAP instructor-led classes.


Specialist Expertise Partner
Specialist Expertise Partners are education-related organizations that strengthen SAP's overall education solution
and competitive advantage by providing specialist services or products in their area of expertise (for example,
user education, e-learning, content development, and human performance improvement). Specialist Expertise
Partners are recognized by the industry as market leaders and thought leaders, and either provide a best-of-
breed product or service or work collaboratively with SAP to develop one. They must have the appropriate
infrastructure and SAP expertise to support this activity.


Partnership Levels
An education partnership is possible at the following levels:


SAP Partner - Education
This level is designed to recognize companies that collaborate with SAP as a specialist product or service
provider. Commitment is demonstrated through joint local market development and service delivery.


SAP Alliance Partner - Education
SAP Alliance Partners - Education are education-related organizations that provide comprehensive best-of-breed
educational solutions and have a proven track record as a local SAP Partner - Education. Commitment is
demonstrated through significant mutual investment of resources, joint market development, and the provision
of maximum business benefit to the customer.
SAP Alliance Partner - Education status is reserved for a select group of partners whose collaboration with SAP is
of a strategic nature (for example, joint venture or joint strategic project) and is by invitation only. The
partnership is subject to the approval of the relevant regional vice president of education services.


Partnership Guidelines
To qualify as an SAP Partner - Education, a company should be able to fulfill the criteria defined for the
partnership level at which they intend to participate. SAP assesses partnering requests on an individual basis in
order to identify the appropriate partnership status. The partnership guidelines are designed to help partners
pinpoint the criteria that are most relevant for them.

Partnership Guidelines                                               SAP Partner - Education

SAP Approval Process                                                 Local training manager, local managing
                                                                     director
Joint venture or joint strategic project established                 N/A

Ability to execute on agreed business plan1                          High

Investment in SAP partnership2                                       Medium

Value to partner's business3                                         High

Value to SAP's business4                                             High

Value to customer5                                                   High

Business plan6                                                       Yes

Service Level Agreement7                                             High

Joint development of new opportunities8                              Optional

Indepth knowledge and expertise in SAP's solutions, tools and        Optional
methodologies9

Proven track record as an SAP Partner10                              Optional

SAP key reference customers                                          Minimum: 311
Development plan for partner's internal employee education           Yes
regarding SAP skills
Additional criteria
Education Delivery Partner

Number of certified instructors12                                    Country-specific

Instructors successful in screening by SAP13                         Yes

Quality of customer evaluation history                               High

Adherence to SAP endorsed quality standards14                        Yes

Specialist Expertise Partner

Number and type of qualified practitioners15                         Country-specific

Adherence to SAP endorsed quality standards16                        Yes

——
1 Includes industry perception and position, delivery capability, support infrastructure, resources, marketing,
market share,
sales and lead generation, and so on.
2 For example, development, marketing, unique complementary offerings, joint solutions as described in
business plan.
3,4 Impact will be measured by combination of revenue contribution, strategic importance, and market share.
5 Impact will be measured by combination of market perception of product or service (best-of-breed), value-
added, and
compliance with existing solution offering and fulfillment of customer's needs.
6 As developed and agreed between the partner and the local training manager.
7 As negotiated and agreed between the partner and the local training manager.
8 Includes the development of new and innovative products and services in order to enter new markets.
9 Both, SAP-specific and education-specific.
10,11 In exceptional circumstances, a proven track record in the specialization forming the basis of the
partnership could
be substituted.
12 This will be determined by the courses being delivered on behalf of SAP. All instructors must be certified in
the relevant
solution area.
13 SAP reserves the right to screen the instructors used by a Training Delivery Partner. Screening criteria are
available from
the local training manager.
14 For example, technical infrastructure.
15 This will be determined by the type of product or service offered and will include SAP qualifications
(certification) as well as
relevant industry qualifications and experience.
16 For example, technical infrastructure.




Partner and SAP Commitment
The following section describes the mutual commitments required for the different partnership levels. To
leverage the full potential of the partnership, both parties must have a clear understanding of the commitments
involved.

Partner Commitment                                                                   SAP Partner - Education

Sponsorship                                                                          SAP executive level
Partner management                                                                   Single point of contact
Minimum commitment period                                                            1 year
Joint vision and strategy for agreed customer segments                               Yes
Joint business planning and execution                                                Yes

Stated commitment to mySAP Business Suite17                                          Yes

Lead generation                                                                      Supportive
Market development fund                                                              Country-specific
Established escalation management                                                    Yes
SAP's right to audit: compliance with conditions of partnership                      Yes
SAP's right to audit: financial status                                               Yes
——
17 Preferred partnership, quotes, and so on.




SAP Commitment                                             SAP Partner - Education

Sponsorship                                                Local training manager
Partner management                                         Local training manager with local partner
                                                           management
Minimum commitment period                                  1 year
Joint vision and strategy for agreed customer segments Yes
Joint business planning and execution                      Yes
Lead generation                                           Supportive
Market development fund                                   Country-specific
Established escalation management                         Yes

SAP system access18                                       Depends on area of cooperation

Usage rights for partner logo19                           SAP Partner - Education

Participation in SAP Service Marketplace20                Yes

——
18 See guidelines in the partnering guide chapter Inhouse SAP Test Systems for SAP Partners.
19 See guidelines in the partnering guide chapter SAP Partner Logo Usage.
20 Same conditions apply to all partner types.




Targets and Metrics
SAP and its partners have an impressive history of achieving outstanding returns on a comprehensive array of
investments. To ensure that all parties continue to enjoy optimal returns, partnerships should be evaluated
regularly against a common set of industry targets and metrics.

Targets and Metrics                                                                    SAP Partner - Education

Goals and objectives detailed withing the business plan                                Yes
Service Level Agreement                                                                Yes

Key Performance Indicators21                                                           Yes

Customer satisfaction                                                                  Yes
Project status and escalations (if development project)                                Yes
Regular status meetings                                                                Yes
Sharing of information and knowledge deemed to be of mutual benefit                    Yes
Compatibility with mutual business objectives                                          Yes
Continously generating value for each other's business                                 Yes
Ongoing training of internal employees - current and planned                           Yes
Satisfaction and feedback of SAP Field Operations in the relevant country              Yes
——
21 For example, revenue, profitability, market share, and course attendance.



Back to Table of Content
SAP Partnerships
Hosting Partners

Hosting partners provide SAP solutions via a hosted services platform with the aim of offering the best Total Cost
of Ownership (TCO). SAP sees cooperation with partners as the key to achieving this goal and developing the
best hosting solution offering for customers. Customers benefit from the turnkey solutions and services that such
a cooperation could provide. They can achieve low-cost operation and implementation with standardized service
packages. The partner benefits from new business opportunities and a best-of-breed hosting platform. Partners
could also leverage the outstanding experience of SAP Hosting for special projects. In the hosting world the
customer owns the license (except in an ASP scenario). Hosting partners offer SAP NetWeaver based mySAP
hosted solutions services for all mySAP Business Suite solutions to ensure full coverage of hosting services (test
drive, compose, implement and host solutions online) via the following service scenarios:
     q   Application Management
     q   Application Hosting
     q   Implementation Hosting
     q   Application Service Provision (ASP)

Application Management

Potential SAP Hosting Partners are companies that provide specialist and trained personnel as well as tools to
support application processing. The partner service is either available at an off-site data center or performed at a
customer site. The customer may own and operate the necessary hardware separately and usually already owns
the necessary software licenses.

Application Hosting

Applications are operated and maintained in a central processing facility. Application hosting services are offered
when a customer needs the configuration tailored beyond the scope of the ASP offering. Application hosting
services are based on either paid-up or per-user-per-month license pricing. The software licenses themselves are
usually owned by the customer. Application hosting provides companies with complete hosting packages based
on SAP NetWeaver of any and all mySAP Business Suite components, including infrastructure, implementation,
operation and ongoing support of selected applications.

Implementation Hosting -> please refer to SAPHosting
Implementation hosting is ideal for organizations that require a configuration tailored beyond the scope of a
typical Application Service Provision (ASP) offering. Implementation hosting provides aSAP NetWeaver based
mySAP Business Suite solution configured specifically to the customer's needs during the project phase. This
might be an implementation project, SAP upgrade project or enhancement of functionality. Typically the
customers own the software licenses. Implementation hosting is provided by SAPHosting.

Application Service Provision (ASP) -> please refer to Channel Partners
Application Service Provider
ASP usually enables one-stop-shopping combining software, implementation, infrastructure, service and support
for rapidly implementable and repeatable solutions, priced per user per month. As a one-to-many model, the
solution can be offered with little custom configuration. The customer does not usually own the license. ASP
provides the fastest, most cost-effective way to use mySAP.com applications with little or no customization, one
comprehensive contract, and ongoing support. It's ideal for small and mid-sized companies. You will find this
model in the area of Channel Partners Application Service Provider.


Partnership Levels
These partnership areas are available at the following two levels:

SAP Partner - Hosting
This level is specifically designed for companies wishing to participate in the SAP Partner ecosystem by offering
hosting solutions focused on local markets.

SAP Global Partner - Hosting
Partners at this level include strong companies that provide comprehensive service offerings and operate with a
market coverage of at least three regions and established SAP Partner Hosting Relationships in at least 6
countries around the globe.


Partnership Guidelines
The partnership guidelines are designed to help partners identify the criteria most relevant to their position.


Note: SAP Partners - Channel can also provide hosting (HP) or application services (ASP). They must,
however, satisfy the SAP hosting criteria (see chapter on Channel Partners)



Partnership Guidelines                        SAP Global Partner - Hosting           SAP Partner - Hosting

SAP Approval Process                          SAP executive level                    Alliance Mgmt. of the country
Among the top 5 companies in their            Yes                                    N/A
segment1
Experience with SAP-specific hosted           Yes                                    Yes
solutions
Marketing/Sales activities via partners       Supportive                             Supportive
marketing/sales force
Geographical presence                         Minimum: the countries in 2            Country-specific
                                              regions2

Organizational structure3                     Global                                 Local

Country-specific know-how4                    Yes                                    Yes

Significant investment in SAP partnership     Optional                               N/A

Joint creation of additional business5        N/A                                    N/A

SAP key reference customers                   Minimum: 3 global                      Minimum: 3 local
Solutions, services and support               Yes                                    No
multilingual6
SAP Competence Centers                        Minimum: 2 regions                     N/A
Ability to host marketplaces                  Global Marketplaces                    Local Marketplaces
Technical support capabilities                Yes, global                            Yes
Offering mainly focused on mySAP              Yes                                    Yes
Business Suite
——
1 Rating of partner's importance (for example, market potential, reference customers, and industry expertise)
and satisfaction (for example, project and information management, quality standards, and escalations).
2 Asia Pacific (Australia & New Zealand, Japan, Singapore), the Americas (Brazil, Canada, US), and Europe
(France, Germany, Spain, Switzerland, UK) (Europe is mandatory).
3 For example, consistent processes.
4 For example, specific laws and market knowledge.
5 To be defined in the business plan (for example, new innovative business opportunities).
6 Owned or via partner ecosystem: service (24 hours) and support (multilingual).



In addition to observing the described general partnership guidelines described here, partners
must satisfy different technical requirements depending on the type of service or solution they
offer to the customer. For more information about certification and qualification criteria for both
service and solutions, contact SAPHosting.


Partner and SAP Commitment
To leverage the complete potential of the partnership, both parties must have a clear understanding of the
mutual commitments involved.

Partner Commitment                          SAP Global Partner - Hosting               SAP Partner - Hosting

Sponsorship                                 Board level                                SAP executive level
Partner Management                          Dedicated Global Partner Manager Local Partner Manager
Minimum commitment period                   2-3 years                                  2-3 years
Joint vision and strategy for agreed        N/A                                        Country-specific
customer segments
Joint business planning and execution       If applicable                              Country-specific
Stated commitment to mySAP Business         Yes                                        Yes
Suite7
Lead generation                             Supportive                                 N/A
Market development fund                     Optional                                   N/A
Joint marketing                             If applicable                              If applicable
Adherence to and application of SAP         Yes                                        Yes
standards & requirements

Level of support commitment8                Cooperative Support Agreement              Cooperative Support Agreement

Clear escalation management and             Yes                                        Yes
dedicated support infrastructure
——
7 Preferred partnership, quotes, and so on.
8 Companies need to comply with the conditions of an SAP Cooperative Support Agreement. Please contact
SAP's Support Alliance Management.


SAP Commitment                                               SAP Global Partner - Hosting        SAP Partner - Hosting

Sponsorship                                                  Board level                         SAP executive level
Partner Management                                           Global Partner Managers             Local Partner Managers
Minimum commitment period                                    2-3 years                           2-3 years
Lead generation                                              Supportive                          N/A
Joint business planning and execution                        If applicable                       N/A
Joint vision and strategy for agreed customer segments If applicable                             N/A
Market development fund                                      Optional                            N/A
Usage rights for partner logo                                SAP Global Partner - Hosting SAP Partner - Hosting

Participation in SAP Service Marketplace                     Yes                                 Yes
Solution co-branding                                         N/A                                 N/A



Targets and Metrics
To measure the success of the partnership, regular partnership evaluations have been established which
incorporate the following set of targets and metrics:
Targets and Metrics                                             SAP Global Partner - Hosting   SAP Partner - Hosting

Evaluation of planned goals                                     Yes                            Country-specific
Customer satisfaction                                           Yes                            Country-specific
Available consulting resources - trained and certified          Yes                            Country-specific
Participation in information and know-how transfer              Yes                            Country-specific
Development of partner’s SAP business                           Yes                            Country-specific
Status meetings                                                 Yes                            Country-specific
Evaluation of agreed business goals                             Yes                            Country-specific
Evaluation of agreed service development goals (for startups)   Yes                            Country-specific
Review of standard support process and escalation process       If applicable                  If applicable


Back to Table of Content
SAP Partnerships
SAP xApps Partners

SAP xApps are a new breed of applications that turn strategy into reality by providing unprecedented abilities
to unify the enterprise at the levels of people, information, and processes. SAP xApps facilitate the business
improvement and innovation cycles across functional, organizational, and technical silos. For customers, this
means a greater ability to adapt to changing business realities and improved capability to execute flexible
strategies.
SAP xApps are built on the SAP NetWeaverTM technology, which allows these solutions to run across multiple
existing applications and systems. SAP xApps are designed to leverage and maximize existing IT investment,
and thus accelerate ROI.
The SAP xApps Partner program is the latest addition to the existing SAP Partner categories.
This initiative can be used as a new, stand-alone partnership or as an extension to existing SAP Software,
Services, Technology, or Content Partnership.
This partner program is designed to leverage contributions from a broad range of new and current SAP
Partners with key objectives to:
    1. Provide highly innovative composite applications which solve critical business problems
    2. Create new revenue streams and maximize sales potential in the rapidly growing market for
       collaborative solutions by leveraging resources from both SAP and the partner
    3. Adopt the robust SAP technology and solutions that have been proven in the most demanding
       business environments
To support the development of SAP xApps and to drive the adoption of SAP NetWeaver technology, SAP
launched the SAP Developer Network which represents a developer community dedicated to educate and
facilitate collaborations around SAP NetWeaver-based development. Please visit www.sdn.sap.com for more
information on the SAP Developer Network. Additionally, information on the SAP NetWeaver partner initiative
is available at www.sap.com/partners/netweaver/.
Under this partner program, SAP xApps business development team, sales organization, and partner
marketing group will work closely with partners to facilitate development processes and maximize the
success of partners' offerings in the marketplace.
The xApp solutions that are proposed by partners will undergo a review and approval process to ensure
compliance with the overall SAP xApps strategy, architecture guidelines and a good fit with the overall SAP
product portfolio.


Partnership Guidelines
The selection guidelines to become an SAP xApps partner are defined as follows:

Qualifications                                             SAP xApps Partner Program

Partner articulates a compelling SAP xApps vision and      Required
the value it brings to customers in a targeted industry
Solution delivers significant economic benefit to the      Required
customer
The proposed SAP xApps solution demonstrates a strong Required
business case: a strong customer value proposition,
compelling ROI, and a concrete market opportunity
The proposed SAP xApps solution is synergistic to SAP      Required
applications and to SAP NetWeaverTM platform
Partner possesses deep know-how in targeted industry       Required
segments
Partner has a proven track record: a leadership position    Required
in market addressed by SAP xApps solution
Partner has proven in-house Java development skills         Required
Partner has experience in developing SAP solution           Preferred
Partner is able to identify and win at least 3 lighthouse   Required
customers that have a strong need for the SAP xApps
solution
Partner has the ability to market and sell the SAP xApps Dedicated sales organization in regions where
solution beyond lighthouse customers                     product is marketed
Partner has the ability to support the SAP xApps solution Global Support Capabilities to SAP, preferably
                                                          ISO 9001 certified



Partner and SAP Commitments
The following section describes the mutual commitments required for the SAP xApps Partner.

                               Partner Commitments                            SAP xApps Partner Program

Technical                      Compliance with SAP xApps architecture         Required
                               guidelines
                               Solution is fully built on the SAP NetWeaver   Required
                               platform and leverages all platform
                               components to the largest extent
                               Approved Product Requirement Document          Required
                               A working prototype                            Within 2 months of contract
                                                                              signing
Business                       SAP xApps Partner agreement in place           Required
                               Approved business plan                         Within 3 months
                               Dedicated business practice focused on the     Required
                               components of SAP NetWeaver
                               Pilot customers in which Partner currently has At least 3 customers
                               presence
                               Active development of sales streams beyond Required
                               pilot customers to achieve revenue
                               commitment
                               Implementation of business development         Required
                               initiatives to drive sales and deployment of
                               SAP xApps at customer sites
                               Active development of reference customers      Required
                               Active support in positioning SAP NetWeaver Required
                               as an open technology platform, and the SAP
                               xApps as cross-functional, composite, content-
                               driven, collaborative and closing-the-loop
                               business applications
                               Dedicated customer support organization to     Required
                               take care of relevant commitments
Marketing                      Coordinated go-to-market plan                  Required
Training and Certification SAP xApps Certification                            Required
                               Commitment to train 2 developers and/or        Yes, within 3 months
                               consultants
                             SAP Commitments                           Status

General                      Sponsorship                               Executive Level
                             Partner management                        SAP xApps Business Development
                                                                       Manager
Business                     Participation in SAP Service Marketplace Yes
                             Test and Demo License                     Fee based
                             Reseller status consideration by The      Yes
                             Pricing Board of SAP
Marketing                    Usage rights for SAP xApps Partner        Yes
                             logo
                             Access to SAP marketing events            Yes
                             Coordinated go-to-market plan             Yes
                             Joint collateral                          Yes
                             Joint Press Release to announce           Yes
                             strategic customer wins
Education and Training SAP xApps training curriculum                   Fee based
                             Consulting, development, and              Fee based
                             assistance training
                             Quality assurance of SAP Interfaces       Fee based



Targets and Metrics
To ensure that all parties continue to enjoy optimal returns, partnerships will be evaluated regularly against a
common set of industry targets and metrics.

Targets and Metrics                                                      SAP xApps Partner Category

Evaluation of planned goals based on KPI's                               6-month period
Available resources - trained and certified                              Yes
Training program - current and planned                                   Yes
Training program - current and planned                                   Yes
Development of partner's SAP xApps                                       Yes


Back to Table of Content
SAP Partnerships
SAP Business Partners

SAP Business Partners focus on the operations of small and medium-sized businesses (SMBs). SAP Business offer
dedicated solutions for the SMB market and usually act as one-stop shopping partners. To guarantee high
quality, the partner must invest in the development of solutions that are based on mySAP Business Suite or SAP
Best Practices. The partner must also establish a sales force and support organization that allow it to offer one-
stop shopping services from the evaluation and sales phase right through to the implementation and continuous
improvement phase. An SAP Business Partner can operate in the following areas:


mySAP All-in-One

     q   Value Added Reseller (VAR)
     q   Application Service Provider (ASP)
     q   SMB Sales and Service Partner (SSP)
     q   Independent Software Vendor (ISV)
SAP Business One

     q   SAP Business One Sales & Service Partner (SSP)
     q   SAP Business One Service Center (ASP or Hosting)
     q   SAP Business One Solution Center (VAR or ISV)



mySAP All-in-One Partnerships


Value Added Reseller (VAR)
A value added reseller is an authorized reseller of SAP software whose main focus is to win new customers in the
SMB market segment. The software it can sell is described in SAP's price list for resellers. A VAR has a dedicated
sales force that generates leads and offers specific, one-stop SMB shopping solutions. Its offering focuses on
certain industries and ranges from implementation to ongoing support throughout the entire life cycle. A VAR
sells software in its own name and also signs the maintenance contract with the customer. In Europe, the sales
rights are valid throughout the European Economic Area (EAA).

Application Service Provider (ASP)1
An Application Service Provider offers SAP solutions (mySAP All-in-One or SAP Business One) as a service to the
SMB market - a market that lends itself to the repeatable offerings of an ASP. It can grant SAP usage rights to
third parties on a rental basis, and target new customers for SAP in the SMB area, enabled through the
appropriate agreement with SAP (mySAP Hosted Solutions Provider Master Rental Agreement or SAP Business
One Service Center Agreement). An ASP operating as a SAP Business Partner also focuses on offering dedicated
solutions for the SMB market. The partner does not need to operate its own data center, however it needs to be
able to offer data center services to the customers either independently or via a certified SAP Partner - Hosting.
——
1 Certification criteria for Hosting Partner must be supplied. See Hosting Partners.




SMB Sales and Service Partners (SSP)
Sales and Service Partners also focus on acquiring new customers for SAP in the SMB market. In contrast to a
VAR, an SSP does not need such a strong sales force or support organization. In general, SAP supports the SSP
in offering its specific services and add-ons in the area of SAP's SMB business. Typically, it has less in-depth SAP
expertise and is given the opportunity to expand its know-how through SAP basic training. SSPs operate in the
SMB market in the following ways:
    1. Sales and Service Partner with a strong regional focus
       An SSP can operate in a particular geographical area with existing SMB customers. Generally, the
        company has less extensive SAP knowledge and provides various solutions for different industries and
        customers to support its diversified customer portfolio. As a consequence, the SSP is not usually able to
        focus its offering on one specific industry. SAP's aim is to provide these companies with the best industry
        solution offering for SMB prospects. The SSP often starts by offering project components that are rather
        less industry-specific such as SAP Financials or SAP Human Resources, and the industry solution
        specialist adds the industry-specific solution. The SSP generates revenue from its specific offerings, such
        as hardware services, services for SAP, and sales provision.
    2. Sales and Service Partner as partner for mySAP All-in-One solutions
       Companies that offer mySAP All-in-One solutions often need to operate with low sales costs.
       Nevertheless, a provider of mySAP All-in-One solutions has to be able to operate countrywide, but usually
       without being present everywhere in the country. Therefore, local sales and service partners can help
       providers of mySAP All-in-One solutions to adapt their sales structure to specific market segments, and to
       support local sales as well as smaller projects. With mySAP All-in-One, the SSPs can be rapidly trained to
       deliver compact solutions using one-stop shopping methods.
        Existing SAP Partners are increasingly addressing the needs of the SMB market. They have the
        knowledge to build specific software solutions but often do not possess the strong SMB sales focus of a
        VAR. All the same, solutions for the SMB market are essential to SAP and its customers, which is
        reflected in the partner status awarded to these companies. This allows them to collaborate within SAP's
        channel organization.
    3. Sales and Service Partner as partners for large Application Service Providers (ASP)
       The success of an ASP is largely determined by its capacity to offer sales and services locally. An SSP can
       therefore act as a partner to a large ASP to fulfill local market requirements. Its goal is to implement the
       customer project by training users to work with the mySAP All-in-One solution, and to provide ongoing
       local support for the ASP customer.



Independent Software Vendors (ISV)
Independent Software Vendors become SAP Business Partner when they adopt the mySAP Business Suite or SAP
Business One platform and imbed it in their own proven vertical solutions to offer for rent, under application
hosting arrangements, or for sale to end customers. Using the SAP software as an "engine" ISVs would extend
their solutions vertically, branding them "Powered by SAP" and marketing them under their own name and for
their own account, and provided the appropriate agreements with SAP are in place (mySAP Independent
Software Vendor Master Co-Operation Agreement or SAP Business One Solution Center Agreement).


Partnership Guidelines
The following table lists the criteria a company must meet to qualify as a SAP Business Partner for Hosted
Solutions:

                                                   Sales and Service     Application Service
Partnership Guidelines      Value Added Reseller                                               Independent Software Vendor
                                                   Partner               Provider

SAP Approval Process        SAP executive level    SAP executive level   SAP executive level   SAP executive level

Partnership in other SAP    If applicable          If applicable         If applicable2        If applicable
Partner categories
Partner is SAP reference    Yes                    N/A                   N/A                   N/A
customer
Geographical presence       Local/regional3        Local                 Local                 Local/regional/global4
Significant investment in   Yes                    Optional              Yes                   Yes
SAP partnership5
Building solutions for      Yes                    Optional              Optional              Yes
SMB
Offering solutions for      Yes                    Yes                   Yes                   Yes
SMB
Establishment of strong     Yes                    No                    Yes                   Yes
sales force
Support organization        Mandatory              Optional              Optional              Mandatory
Installed mySAP              Yes                    Yes                    Yes                           Yes
Business Suite
components6
Ability to handle and        Yes                    Yes                    Yes                           Optional
present in demos,
projects and/or
solutions; workplace,
e-commerce, and
business-to-business
scenarios
Technical support            Mandatory              If applicable          Mandatory                     Mandatory
capabilities
——
2 Hosting Partnership (own data center not mandatory).
3 European/regional based on partner agreement with SAP (legal requirement).
4 European/regional based on ISV agreement with SAP.
5 For example, development, marketing, unique complementary offerings, or joint solutions.
6 Optional SAP Enterprise Portal, SAP Enterprise Buyer Professional, SAP Customer Relationship Management
(SAP CRM), and SAP Business Information Warehouse (SAP BW).


Partner and SAP Commitment
For mySAP All-in-One solutions the following tables provide an overview of commitments that the partner and
SAP are required to make during the partnership.

                                                                                   Application Service         Independent Software
Partner and SAP Commitment   Value Added Reseller      Sales and Service Partner
                                                                                   Provider                    Vendor

Sponsorship                  SAP executive             SAP executive level         SAP executive               SAP executive level
                             level                                                 level
Partner management           Very intensive - up Moderately intensive              Very intensive - up Very intensive - up
from partner                 to 1 dedicated      - dedicated                       to 1 dedicated      to 1 dedicated
                             manager per         managers per                      manager per         manager per
                             partner             partner                           partner             partner
Partner management           Local SAP                 Local SAP Business          Local SAP                   Local SAP Business
from SAP                     Business Partner          Partner Manager             Business Partner            Partner Manager
                             Manager                                               Manager
Minimum commitment           According to              According to                According to                According to
period                       contract                  contract                    contract                    contract
Stated commitment to         High                      Yes                         Yes                         Yes
mySAP Business Suite7
Lead generation              Pro-active                Supportive                  Pro-active                  Pro-active
Joint business planning      Yes                       Yes                         Yes                         Yes
and execution
Joint vision and strategy    Yes                       Yes                         Yes                         Yes
for agreed customer
segments
Joint marketing              Yes                       Yes                         Yes                         Yes
Adherence to and             Yes                       Yes                         Yes                         Yes
application of SAP
standards and
requirements
Escalation management        Yes                       Optional                    Yes                         Yes
Clear escalation             Yes                    Yes                       Yes                     Yes
management and
dedicated support
infrastructure
Establishment of support     Yes                    Optional                  Yes                     Yes
organization
Establishment of training    Yes                    Optional                  Optional                Yes
organization
Free live SAP system         Yes                    No/Yes                    No/Yes                  No
Free demo system if          Yes                    Yes                       Yes                     Yes
developing a qualified
SMB Solution
Free training system         Yes                    No                        No                      No
Usage rights for logo SAP    Yes                    Yes                       Yes                     Yes
Business Partner
Participation in SAP         Yes                    Yes                       Yes                     Yes
Service Marketplace
——
7 Preferred partnership, quotes, and so on.




Targets and Metrics
The following targets and metrics can be applied to evaluate the success of the partnership.

                                      Value Added         Sales and Service     Application Service    Independent Software
Targets and Metrics
                                      Reseller            Partner               Provider               Vendor

New customers in SMB                  Yes                 Yes                   Yes                    Yes
New Partners                          Optional            N/A                   Yes                    Yes
Project situation/escalations         Yes                 Yes                   Yes                    Yes
Qualified SMB solutions               Yes                 Yes                   Yes                    Yes
Qualified support organization        Yes                 Yes                   Yes                    Yes
Participation in information and      Yes                 Yes                   Yes                    Yes
know-how transfer
License revenue with SAP              Yes                 Yes                   Yes                    Yes
Status meetings                       Yes                 Yes                   Yes                    Yes
Marketing activities                  Yes                 Yes                   Yes                    Yes
Customer satisfaction survey          Yes                 Yes                   Yes                    Yes
Review of standard support            Yes                 If applicable         If applicable          If applicable
process and escalation process



SAP Business One Partnerships
SAP Business One Sales and Service Partner (SSP)
An SAP Business One SSP must process sales, training, installation, support, development, marketing and
consulting. It's company must be SAP certified as well as his employees in: sales, consulting and support. Either
SAP or SAP Business One Service Center Partners will take care.


SAP Business One Service Center
An SAP Business One Center must process sales, training, installation, marketing, consulting and support. It
should supply resources for the assigned SSPs in the area: sales, pre-sales, consulting. An SAP Business One
Service Center has no direct channel and delivers nationwide service and channel management. The employees
must be certified in: sales, consulting, support and train-the-trainer. Company must be certified.


SAP Business One Solution Center
Primary task of SAP Business One Solution Center is to sell its own software, e. g. PPS, POS and his own vertical
solution etc., combined with/or integrated in SAP Business One Software via an own and SAP SSP net.
The SAP Business One Solution Center delivers: Support, presales, sales, consulting, marketing, channel
management, training and services to the SSPs for SAP Business One plus their own-developed solution and acts
country-wide.
The local Solution Center Status is named as "Qualified Solution Center". For global Partnerships we are looking
for international established Software Vendors. These Partners will get the Status of a "Premium Solution
Center". The requirements for this Partner Type can be requested with the Application Form.
The SAP Business One Solution Center as well as the SSPs have an own contract with SAP. These Partner Types
are SAP Business Partners and their contracts are valid within European Economic Area.
For SAP Solution Center the partner contract applies first to the respective country, in which the partner has its
company headquarters. Further countries can be contractually agreed upon after examination and release by the
SAP.


Partner and SAP Commitment
For SAP Business One solutions the following tables provide an overview of commitments that the partner and
SAP are required to make during the partnership.

Partner and SAP
                         SAP Business One SSP          SAP Business One Service Center   SAP Business One Solution Center
Commitment

Sponsorship              SAP executive level           SAP executive level               SAP executive level
Partner management       One dedicated contact         One dedicated contact             One dedicated contact
from partner
Partner management       Up to 1 dedicated manager     Dedicated managers per 2          Dedicated managers per 2
from SAP                 per 8 partners                centers                           centers
Minimum commitment According to contract               According to contract             According to contract
period
Stated commitment to High                              Yes                               Yes
Business One from
partner
Lead generation          Pro-active/Supportive         Pro-active/Supportive             Pro-active/Supportive
Joint business           Yes                           Yes                               Yes
planning and
execution
Joint vision and         Yes                           Yes                               Yes
strategy for agreed
customer segments
Joint marketing          Yes                           Yes                               Yes
Partners adherence to Yes                              Yes                               Yes
and application of SAP
standards and
requirements
Escalation               Yes                           Yes                               Yes
management
Clear escalation         Yes                           Yes                               Yes
management and
dedicated support
infrastructure
Establishment of           Yes                          Yes                                Yes
support organization
Establishment of           Yes                          Yes                                Yes
training organization
Level of support           Support Agreement            Support Agreement                  Support Agreement
commitment
Free live SAP system       No                           No                                 No
Free demo system           Yes                          Yes                                Yes
Free training system       N/A                          N/A                                N/A
Usage rights for logo      Yes                          Yes                                Yes
SAP Business Partner
Participation in SAP       Yes                          Yes                                Yes
Service Marketplace



Targets and Metrics
The following targets and metrics can be applied to evaluate the success of the partnership.

                                                                      SAP Business One Service   SAP Business One Solution
Targets and Metrics                            SAP Business One SSP
                                                                      Center                     Center

New customers in SMB                           Yes                    Yes                        Yes
New Partners                                   Optional               Optional                   Yes
Project situation/escalations                  Yes                    Yes                        Yes
Qualified SMB solutions                        No                     No                         No
Qualified support organization                 Yes                    Yes                        Yes
Participation in information and know-how      Yes                    Yes                        Yes
transfer
License revenue with SAP                       Yes                    Yes                        Yes
Status meetings                                Yes                    Yes                        Yes
Marketing activities                           Yes                    Yes                        Yes
Customer satisfaction survey                   Yes                    Yes                        Yes
Review of standard support process and         If applicable          If applicable              If applicable
escalation process


Back to Table of Content
SAP Partnerships
Services Partners

Services Partners focus predominantly on e-business solutions and typically operate in the following areas:
     q   Consulting services
     q   System integration
     q   Evaluation, implementation, and continuous improvement projects


 Note: SAP recommends that all Services Partners commit themselves to joint responsibility and to
 collaborating with SAP to support the joint solution.



Partnership Levels
These partnership areas are available at the following two levels:

SAP Partner - Services
This level is generally designed to enable smaller companies focusing on local markets, specific industries and/or
SAP products to collaborate with SAP.

SAP Alliance Partner - Services
Alliance partners are strong consulting companies offering comprehensive services to SAP key accounts in the
corresponding market. Mutual commitment at this level is high and results in joint local market development and
service delivery. To ensure best-of-breed joint services, alliance partners need to have a sufficient number of
certified consultants.
Participation at alliance level is offered by invitation only. At alliance partner level, the SAP Managing Director
makes the final decision.

SAP Global Partner - Services
Global Partners are major companies that deliver comprehensive service offerings and operate with a market
coverage of a minimum of two regions (Europe and Americas).

SAP Global Alliance Partner - Services
The Global Alliance Partner is the highest level of partnership. These partners represent a select group of
companies with dedicated SAP business focus. Commitment is demonstrated through significant investment in
resources and dedicated market funds from both, SAP and the partner.

Partners at this level ensure high quality service by investing in a sufficient number of certified consultants.
Participation at alliance level is offered by invitation only. At Global Alliance Partner level, the final decision is
made by the Executive Board of SAP.


Partnership Guidelines
To qualify as a Services Partner, a company must fulfill the criteria defined for the partnership level at which
they intend to participate. SAP Alliance Management assesses partnering requests on an individual basis in order
to identify the appropriate partnership status. The partnership guidelines are designed to help partners pinpoint
the criteria that is most relevant for them.


 Note: Both global and national/local alliance partnerships are offered by invitation only. Basic prerequisites
 include:
      q   Establishment of a joint venture or joint strategic project that makes this partner very important for
          SAP, for example, in terms of increased business or ability to penetrate the e-market faster
      q   Ranking among top companies in a segment, for example in terms of industry, horizontal or e-business
          expertise, market share, or SAP customer satisfaction
      q   Proven track record as SAP Partner




Partnership Guidelines                         SAP Global Partner - Services            SAP Partner - Services

SAP Approval Process                           SAP executive level                      Alliance Mgmt. per Country
Status as SAP Partner - Services on            Required2                                N/A
country level1
Establishment of joint venture or joint        Optional                                 N/A
strategic project
Among the top companies in their               Qualitative information: Perceive        N/A
segment3                                       market leadership

Geographical presence                          1 region with at least 3 SAP             N/A
                                               subregions (for example, Nordic,
                                               Central and Eastern Europe)

Investment in SAP partnership4                 Medium                                   N/A

Partner revenue from SAP business              > U.S. $100 M5                           N/A

Joint creation of additional business6         Yes                                      Optional

SAP key reference customers                    2 global                                 Minimum: 3
SAP Competence Centers                         1 regional Competence Center             N/A

SAP consultants7                               1000 individuals                         Country-specific

Solution/Product knowledge                     At least 20 % certified consultants in   N/A
                                               the most recent version of SAP's
                                               strategic solutions (for example, EP,
                                               CRM, SCM)
National alliance status within the region     3 countries with national alliance       N/A
                                               status held for at least 1 year
Certified mySAP Business Suite                 70 % of consultants certified to the     Country-specific
consultants8                                   release level of the project

Support an SAP executive SPOC for the          Yes                                      N/A
region
Business and investment planning on            Yes                                      N/A
regional level
Demonstrate capabilities to address            Yes                                      N/A
specific industry market segments
Demonstrate significant capabilities to        Yes                                      N/A
enlarge SAP business
Installed mySAP Business Suite                 Yes9                                     Yes
components

Commitment to joint support strategies10       Recommended                              Recommended

Compliance with SAP's implementation           Yes                                      Yes
methodology11
——
1 Via an addendum to the global contract framework to ensure quality and support on a local level.
2 Required local alliance partnership held for at least 2 years in the key markets of at least 2 regions: Asia Pacific
(Australia, Singapore, Japan); the Americas (USA, Canada, Brazil, Mexico); and Europe (Germany, UK, France,
Switzerland, Netherlands, Italy) [Europe and the Americas are mandatory].
3 Rating of partner's importance to SAP (for example, market potential, reference customers, and industry
expertise) and satisfaction (for example, project and information management, quality standards, and
escalations).
4 For example, development, marketing, unique complementary offerings, or joint solutions as described in the
business plan.
5 More than 40% outside of home region.
6 To be defined in the business plan (for example, new innovative business opportunities).
7 Of which a minimum of 50 % need to be certified.
8 See chapter SAP Solution Academy.
9 Test and demo license required for SAP Enterprise Portals, SAP Enterprise Buyer Professional, SAP Customer
Relationship Management, and SAP Business Information Warehouse.
10 For example, companies must comply with the conditions of an SAP Cooperative Support Agreement covering,
among other things the handling of problem messages and escalations.
11 See Partner Commitment table for SAP's implementation methodology requirements.




Partner and SAP Commitment
The following section describes the mutual commitments required for the different partnership levels. To
leverage the full potential of the partnership, both parties must have a clear understanding of the commitments
involved.

Partner Commitment                                               SAP Global Partner - Services   SAP Partner - Services

Sponsorship                                                      SAP executive level             Field operation executive
Partner Management                                               Global Partner Manager Single point of contact
Minimum commitment period                                        2 years                         1 year
Joint vision and strategy for agreed customer segments           Yes                             Optional
Joint business planning and execution                            Yes                             Optional

Stated commitment to mySAP Business Suite12                      Yes                             Optional

Lead generation                                                  Supportive                      Optional
Market development fund                                          Optional                        Optional
Joint marketing                                                  If applicable                   Optional
Established escalation management                                Yes                             N/A
Compliance with SAP's implementation methodology                 Yes                             Yes
certification process13
For each SAP-related business unit, the partner will certify     Yes                             Yes
50% of all SAP consultants (technology or application) in
SAP's implementation methodology
Integration of SAP review program in applied project             Yes                             Yes
methodology
——
12 Preferred partnership, quotes, and so on.
13 Set up and apply the appropriate methodology and tools for all new projects (unless the customer demands
otherwise).


SAP Commitment                                              SAP Global Partner - Services         SAP Partner - Services

Sponsorship                                                 SAP executive level                   If applicable
Partner management                                          Global Partner Manager                Local Partner Managers
Minimum commitment period                                 2 years                               1 year
Joint vision and strategy for agreed customer             Yes                                   Optional
segments
Joint business planning and execution                     Yes                                   Optional
Lead generation                                           Supportive                            Optional
Market development fund                                   Optional                              Optional
Joint marketing                                           If applicable                         Optional
Established escalation management                         Yes                                   Yes
Provision of training and certification program           Yes                                   Yes
Usage rights for partner logo                             SAP Global Partner - Services SAP Partner - Services
Participation in SAP Service Marketplace                  Yes                                   Yes



Targets and Metrics
SAP and its partners have an impressive history of achieving outstanding returns on a comprehensive array of
investments. To ensure that all parties continue to enjoy optimal returns, partnerships should be evaluated
regularly against a common set of industry targets and metrics.

Targets and Metrics                                             SAP Global Partner - Services     SAP Partner - Services

Evaluation of planned goals                                     Yes                               Country-specific
Usage of Key Performance Indicators (KPIs)                      Yes                               If applicable
Project status/escalations                                      Yes                               Yes
Available consulting resources – trained and certified          Yes                               Yes
Training program – current and planned                          Yes                               Optional
Participation in information and know-how transfer              Yes                               Yes
Development of partner’s SAP business                           Yes                               Optional
Status meetings                                                 Yes                               Optional

Customer satisfaction survey14                                  Minimum: 7                        N/A

——
14 Ranking from 1-10.




Certification in SAP's Implementation Methodology
SAP has a life-cycle approach to creating and running an enterprise-wide software system — one that recognizes
that "going live" is not the ultimate goal, or even the most important one. Instead, precisely defining the right
solution before implementation and continually improving it after implementation are equally important
considerations. In fact, the primary goal for an enterprise’s implementation of the mySAP Business Suite should
be continuous value generation through the entire life cycle of the solution.
By design, SAP’s approach enables companies to get the most from their enterprise application solution
throughout its entire life cycle. In doing so, SAP moves beyond the traditional focus on product solutions,
recognizing that in this dynamic new, New Economy, interenterprise projects using mySAP Business Suite can no
longer be considered to have a defined start and finish. Instead, an organization must continually review and
adapt its IT capabilities to reflect the changing market, its customers, and vendor environment. In short, the
ability to remain flexible and responsive has become a commercial necessity.
    q   To ensure that value is created throughout the entire life cycle, SAP supports partners in the delivery of
        mySAP Business Suite solutions by providing their consultants the opportunity to undertake methodology
        and tool training, and obtain certification. For details about training and consultant certification, see
        Solution Academy: Education and Certification.
Note: The certification on SAP’s implementation methodology will replace the current ValueSAP certifications,
which will only be valid until the end of fourth-quarter 2001.



Special Expertise Partnerships
Depending on the market situation, SAP offers partners the opportunity to specialize in particular application or
geographical areas. The Services Partner category permits additional partner agreements to be concluded in
such areas (market segments/industries, products, or special services) and applied at local level. The goal is to
recruit and maintain partners focused on well-defined segments and allow the SAP business units to work closely
with these partner companies.
SAP carefully selects companies applying for a special expertise partnership by using assessment criteria such
as:
     q   Definition of selected segment as strategic by partner
     q   Special skills/references in this segment
     q   Number of consultants/certified consultants in specific area
     q   Additional business plan information
     q   Marketing budget for joint marketing events
     q   Installed and maintained demo system for special area


Objectives and Contents
The objective of this partnership is to strengthen the cooperation and communication between SAP and its
partners in specific segments. SAP makes defined communication channels available to the partner, particularly
at operational level (sales, consulting, regional support organizations, and marketing) but also at product
management and development level. SAP also publishes the partner’s expertise internally and externally using
the available media (SAPNet, homepage, and distribution lists). This makes it easier for customer’s and prospect
to find, for example, the right implementation specialist for industry or application-specific projects in the large
pool of local SAP Partners. The partnership in the particular segment does not have to be defined in a separate
contract, since cooperation issues are basically covered by the rights and duties of the existing Partner
Agreement. Special Expertise Partners are not provided with a dedicated partner logo.
To sum up, the following guidelines apply to Special Expertise Partnerships:
     q   Partners with special expertise are recruited from the existing partner network
     q   These focused partnerships can be of fixed duration (Early Partner Programs) or open-ended
     q   Partner criteria are transparent and measurable, but participation in such a program may be open or by
         invitation only (for instance, if SAP considers a special market segment to be limited)
     q   There are no special logos or official partner types for these partnerships, but partners for special areas
         may be listed officially on SAPNet or the Internet or made known to SAP customers and prospects
     q   Additional partner agreements are documented with the corresponding contracts. The contracts are
         attached to the existing partner agreement (as an addendum, for example) and are only valid in
         conjunction with the existing partner agreement


Examples for Special Expertise Partnerships in the Services Area

Market segments/industries: Partner specializing in mySAP Retail
                               Partner specializing in mySAP Healthcare
                               Partner specializing in mySAP Utilities
Products:                      Partner specializing in mySAP Customer Relationship Management - Mobile Sales
                               Partner specializing in Early Partner Program for mySAP Customer Relationship
                               Management - Mobile Sales (if temporary)
                               Partner specializing in mySAP Human Resources for universities
Special services:              Partner specializing in training
                               Partner specializing in support
Regional:                      Partner targeting the Romandy area of Switzerland (Suisse Romande)
Note: Partners interested in a special expertise partnership in the services area should contact their local SAP
Alliance Management team for further information.


Back to Table of Content
SAP Partnerships
Software Partners

The SAP Software Partner Program enables third-party vendors to deliver complete, technically verified turnkey
software solutions that add value to SAP solutions.
To support software partners, SAP:
     q   Provides well-defined, stable interfaces
     q   Offers technical integration consulting services
     q   Provides marketing and business support
Your company can participate as a software partner in one or more of these three ways:
     q   By achieving interface certification for your software
     q   By participating in cooperative software development
     q   By participating in cooperative sales, such as an OEM vendor or software reseller


Partnership Levels
These partnership areas are available at these levels:

SAP Partner - Software
These partners offer superior products with proven interoperability with SAP solutions.

SAP Global Partner - Software
Global software partners operate with a market coverage of at least two regions (for example, Europe and the
Americas) and deliver comprehensive software that adds significant value to SAP solutions.
For more information about participation, see SAP Partner Membership Levels.


Partnership Guidelines
The following table lists guidelines for SAP software partners:

Partnership Guidelines                   SAP Partner - Software                  SAP Global Partner - Software

Approval                                 Software partner management             SAP executive level
Vendor Profile                           Software must be core business          Software must be core business
Certified Integration                                                            Software must be certified for
                                                                                 latest SAP component release
or
                                         Software must be certified for latest
Development and/or sales                 SAP component release                   Dedicated global support
cooperation                                                                      capabilities, preferably with ISO
                                                                                 9001 certification

Technical support                        Dedicated organization for SAP in       Dedicated global support
                                         regions where product is sold           capabilities, preferably with ISO
                                                                                 9001 certification
Scope of product functionality           Adds value to SAP solutions             Adds value to SAP solutions
Vendor's strategy is in line with        Required                                Required
SAP's business strategy for target
customers
Among the top companies in            Recommended                                Required
segment
Geographical presence                 Not applicable                             Two regions and 3-5 countries
Global distribution capabilities      Not applicable                             Required
SAP key reference customers           Minimum of two                             Minimum of two global


Partner and SAP Commitments
To leverage the full potential of the partnership, both parties must have a clear understanding of the
commitments involved. The following table lists partner commitments for SAP software partners:

                                                                                             SAP Global Partner -
Partner Commitments                   SAP Partner - Software
                                                                                             Software

Sponsorship                           If applicable                                          SAP executive level
Partner management                    softwarepartner@sap.com, SAP Service                   Single point of
                                      Marketplace, optional point of contact in local SP     contact
                                      teams
Minimum commitment period             24 months                                              24 months
Duration of partnership               Duration of partnership                                Annual renewal
                                                                                             based on mutual
                                                                                             agreement
Listing in Partner Directory          As SAP Partner - Software                              As SAP Global
                                                                                             Partner - Software
Rights to use SAP partner logos       SAP Partner - Software                                 SAP Global Partner -
                                                                                             Software
Test and demo license                 Test and demo license                                  Global test and
                                                                                             demo license
Access to SAP Service Marketplace     Yes                                                    Yes
Access to SAP marketing events        Yes                                                    Yes
Integration training/consulting       Priced according to Partner Terms & Conditions         Priced according to
                                      and fees                                               Partner Terms &
                                                                                             Conditions and fees
Customer Training                     Priced according to Partner Terms & Conditions         Priced according to
                                      and fees                                               Partner Terms &
                                                                                             Conditions and fees
SAP Solution Academy                  Priced according to Partner Terms & Conditions         Priced according to
                                      and fees                                               Partner Terms &
                                                                                             Conditions and fees
Joint marketing                       If applicable                                          If applicable
Joint business planning and           If applicable                                          If applicable
execution
Joint Sales Engagement (JSE)          No                                                     If applicable
Program
Market development fund               If applicable                                          Optional
Quality assurance of SAP interfaces Yes                                                      Yes



SAP Commitments                            SAP Partner - Software                    SAP Global Partner - Software

Sponsorship                                If applicable                             SAP executive level
Partner Management                       softwarepartner @sap.com, Service         Single Point of Contact
                                         Marketplace, optional point of contact in
                                         local SP teams
Mimimum commitment period                24 months                                  24 months
Partnership duration                     Annual renewal based on mutual             Annual renewal based on
                                         agreement                                  mutual agreement
Listing in Partner Directory             As SAP Partner - Software                  As SAP Global Partner -
                                                                                    Software
Usage rights for SAP Partner Logos       SAP Partner - Software                     SAP Global Partner -
                                                                                    Software
Test and Demo License                    Test and Demo License                      Global Test and Demo
                                                                                    License
Access to SAP Service Marketplace        Yes                                        Yes
Access to SAP marketing events           Yes                                        Yes
Integration Training/Consulting          $                                          $
Customer Training                        $                                          $
SAP Solution Academy                     $                                          $
Joint marketing                          If applicable                              If applicable
Joint business planning and execution    If applicable                              If applicable
Joint Sales Engagement (JSE) Program No                                             If applicable
Market development fund                  If applicable                              Optional
Quality assurance of SAP Interfaces      Yes                                        Yes



Targets and Metrics
To ensure that both parties realize optimal returns on their investments, partnerships should be evaluated
regularly against a comment set of targets and metrics. The following table lists targets and metrics for SAP
software partners:

Targets and Metrics

Regular assesment of key performance indicators and criteria Required
Feedback from SAP field organizations                            Required
Customer satisfaction                                            Required
Review of support and escalation processes                       If applicable
Status meetings                                                  If applicable (usually for development partners)



Back to Table of Content
SAP Partnerships
Support Partners

Providing a joint solution to a customer means that the partner ecosystem shares responsibility. To ensure high-
quality support throughout the entire life cycle of mySAP.com solutions, SAP involves third parties in its support
activities and offers a partnership to committed companies. Partners in this area demonstrate their commitment
to seamless support for the joint solutions.


Note: The SAP Support partnership1 requires a very close relationship with SAP Global Active Support. Only
partnerships on global or regional level can ensure that a broad range of customers can be reached.
——
1 Partnership can be achieved by fulfilling the respective partnership criteria.



Partnership Levels
These partnership areas are available at the following two levels:

SAP Alliance Partner - Support
Cooperating extensively with SAP, partners at this level are powerful service or technology companies offering
service and support consulting to SAP accounts in a particular regional market. Engagement at this level is high
and enables joint local market development and support delivery. SAP empowers the Alliance Partner – Support
to become a solution provider for the SAP Solutions and to deliver all the service and support offering required
to implement and operate SAP solutions. To ensure high-quality support within a region, Alliance Partners need
to have a sufficient number of certified technical consultants with additional support-specific qualifications.

SAP Global Alliance Partner - Support
The Global Alliance Partner is the highest level of partnership. These partners represent a select group of leading-
edge companies with a dedicated SAP business focus. Strong commitment is demonstrated through significant
investments in resources and dedicated market funds from SAP and the partner. SAP and the partner team up to
develop and implement joint support strategies. On a global basis, the partner is empowered to become a
solution provider for the SAP Business Suite and to deliver the service and support offering required to
implement and operate SAP solutions. Partners at this level ensure high-quality support by investing in a
sufficient number of certified technical consultants with additional support-specific qualifications.


Business Models for Alliance Partners - Support
SAP offers two business models specially designed for partners to ensure the delivery of high-quality joint
support services, thereby enabling them to achieve support partnership status. Depending on the partner’s
geographical presence and ability to provide support services in different regional markets, the business models
can be applied at global or regional level. The following table shows the business models in place:

                                                    Business Models

Type                           Cooperation           Joint Business       Service Deliverables
Type 1:                        SAP empowers the       The partner will          Solution Management Optimization
Delivery of Solution           partner to deliver     order the                 (SMO) Services(currently available)
Management                     SMO Services. The      respective service
                                                                                        SAP SQL Statement Optimization
Optimization Services          partner commits to     with SAP on
                                                                                    q


                               use SAP Solution       behalf of the SAP             q   SAP Customer Program
                               Manager for the        customer.                         Optimization
                               service delivery.      The partner                   q   SAP Business Process
                               During delivery of     invoices the                      Performance Optimization
                               theSMO Services,       customer directly             q   SAP Business Process
                               SAP provides back-     and is charged by                 Performance Optimization
                               office support and     SAP according to
                               quality assurance                                    q   SAP Storage Subsystem
                                                      license usage or                  Optimization
                               for the partner.       with a flat license
                                                      fee per service,              q   SAP Remote Performance
                                                      according to the                  Optimization
                                                      agreement with                q   SAP Business Process
                                                      SAP.                              Management
                                                                                    q   SAP Interface Management
                                                                                    q   SAP System Administration
                                                                                    q   SAP Data Management

Type 2:                        The partner is         The partner               Support Services
Support Service                empowered to           delivers the
                                                                                        EarlyWatch Service
Delivery subcontracted         deliver support        services on behalf
                                                                                    q


to Support Partner             services.              of SAP.                       q   GoingLive Services
                                                      SAP reimburses            SMO Services
                                                      the partner per
                                                      service delivered.            q   the same as for Business Model
                                                                                        1



Partnership Guidelines
To qualify as a Support Partner candidate, a company must fulfill the criteria defined below.


 Note:
 Global Alliance or Alliance partnerships in Support are offered by invitation only. Basic prerequisites include:
      q   Establishment of a joint strategic project that makes this partner very important to SAP, for example,
          in terms of increased business or ability to penetrate the market faster
      q   • Ranking among top companies in a segment, for example in terms of industry, horizontal or e-
          business expertise, market share, or SAP customer satisfaction.
      q   Proven track record as an SAP Partner.


                                                    SAP Global Alliance Partner -
Partnership Guidelines                                                                  SAP Alliance Partner - Support
                                                    Support

SAP Approval Process                                SAP Board Level                     SAP Support Management Team
Geographical presence                               3 regions2                          N/a

Among top 5 companies in their segment3             Yes                                 Yes

Establishment of joint venture or joint             Yes                                 Yes
strategic project

Significant investment in SAP Partnership4          Yes                                 Yes

Creation of additional business for SAP5            Yes                                 Yes

SAP Competence Centers                              3 regions                           Yes

SAP certified consultants6                          >300 globally                       >10-15 per region
——
2 Asia Pacific, the Americas, and Europe.
3 Rating of partner importance (for example, market potential, reference customers, and industry expertise) and
satisfaction (for example, project and information management, quality standards, and escalations).
4 For example, development, marketing, unique complementary offerings, or joint solutions.
5 To be defined in the business plan.
6 SAP-certified technical consultants (qualification available).


Partner and SAP Commitments
The following section describes the mutual commitments at the different partnership levels. To leverage the full
potential of the partnership, both parties must have a clear understanding of the mutual commitments involved.

                                                   SAP Global Alliance Partner -
Partner Commitment                                                                       SAP Alliance Partner - Support
                                                   Support

Sponsorship                                        Board level                           Executive level
Partner management                                 Dedicated Global Partner              Dedicated (Global) Partner
                                                   Manager                               Manager

Minimum commitment period7                         2 years                               2 years

Joint Business Planning and Execution              Yes                                   Yes
Joint Vision and strategy for agreed customer      Yes                                   N/A
segments

Stated commitment to SAPBusiness Suite8            High                                  High

Joint marketing                                    If applicable                         If applicable

On-site delivery of SMO Services9                  Yes                                   Yes

Complementary service offering for joint           Yes                                   If applicable
solutions10
Delivery of SAP support services and support       Optional                              Optional
consulting according to business model 1 or
business model 2.
Usage of SAP service infrastructure for SAP        Mandatory                             Mandatory
service delivery
Commitment to SAP certification (see               Yes                                   Yes
Partnership Guidelines)

Integration of partner tools11                     Yes                                   If applicable

Definition of best-practice configurations for     Yes                                   If applicable
SAP solutions
Integration of partner resources in SAP            Yes                                   Yes
Support
Cooperation with SAP escalation management         Yes                                   Yes
established
——
7 Initial partner commitment is 2 years. After positive partnership evaluation, it is extended for 1 year (if contract
is not terminated).
8 For example, preferred partnership, quotes, and so on.
9 SAP provides back-office services.
10 Service adapted to SAP specifications (for example, regarding high availability).
11 For example, monitoring tools and data collectors.

The following table lists SAP commitments for SAP support partners:


SAP Commitment                                   SAP Global Alliance Partner - Support   SAP Alliance Partner - Support
Sponsorship                                     SAP Board level                            SAP Executive level
Partner Management                              Dedicated Global Partner                   Dedicated (Global) Partner
                                                Manager                                    Manager
Minimum commitment period                       2 years                                    2 years
Joint Business Planning and Execution           Yes                                        Yes
Joint Vision and strategy for agreed            Yes                                        Yes
customer segments
Joint marketing                                 If applicable                              If applicable
Cooperation with partner and SAP Escalation Yes                                            Yes
management
Knowledge transfer to partners for support      Yes                                        Yes
of SAP Business Suite
SAP reimburses the partner per service,         If applicable                              If applicable
delivered12
Cooperation to adapt partner services to        Yes                                        Yes
SAP methodologies
Provide service infrastructure for support      Yes                                        Yes
delivery to SAP customer base
Access to SMO Services                          Yes                                        Yes
Provision of training and certification         Yes                                        Yes
program13
Quality assurance provided by back-office       Yes                                        Yes
Back-office support by SAP Center of            Yes                                        Yes
Expertise Technology
Usage rights for SAP partner logo               SAP Global Alliance Partner -              SAP Alliance Partner - Support
                                                Support
Participation in SAP Service Marketplace        Yes                                        Yes
——
12 Applicable for service delivery subcontracted to partner.
13 by SAP Solution Academy and SAP Support Academy.




Targets and Metrics
The following targets and metrics are used to evaluate the success of the partnership.

Targets and Metrics                                SAP Global Alliance Partner - Support         SAP Alliance Partner - Support

Evaluation of planned goals                        Yes                                           Yes
Project status/escalations                         Yes                                           Yes
Available resources – trained and certified        Yes                                           Yes
Training program - current and planned             Yes                                           Yes
Development of partner’s SAP business              Yes                                           Yes
Status meetings                                    Yes                                           Yes
Customer satisfaction survey                       Yes                                           Yes


Back to Table of Content
SAP Partnerships
Technology Partners

Technology Partners provide SAP and its customers with a wide range of products to support mySAP Business
Suite. The category is not limited to, but typically, includes companies operating in the following areas:
    q   Hardware
    q   Databases
    q   Operating systems
    q   Networks
    q   Storage technology


Partnership Levels
A technology partnership can be formed at the following level:

SAP Global Partner - Technology
Global Technology Partners are major technology companies operating as leading-edge vendors with a
significant market share within their segments and provide solutions to SAP and its customers with worldwide
coverage. They demonstrate their commitment to the partnership through dedicated resources and investments,
allowing customers to establish and sustain the highest level of technical expertise. Furthermore, they are
expected to provide maximum business value to the customer.


Partnership Guidelines
To qualify as a Technology Partner, a company must fulfill the criteria defined below. SAP Alliance Management
assesses partnering requests on an individual basis.

Partnership Guidelines                                                                SAP Global Partner - Technology

SAP Approval Process                                                                  SAP Board Level
SAP Partnership status                                                                Global Partnership

Among the top 5 companies in their segment1                                           Yes

Geographical presence                                                                 Minimum: 2 regions2

Significant investment in SAP partnership3                                            Yes

Joint creation of additional business4                                                Yes

SAP key reference customers                                                           Minimum: 2 global
International Competence Center in Walldorf including porting and engineering         If applicable
resources5
SAP Solution/Support Centers                                                          Minimum: 2 regions6
Global technical support capabilities                                                 Yes
Joint technology development with SAP                                                 Optional

Installed mySAP Business Suite components for demo purposes7                          Yes

——
1 Rating of partner's importance (for example, market potential, reference customers, and industry expertise)
and satisfaction (for example, project and information management, quality standards, and escalations).
2 Asia Pacific, the Americas, and Europe (Europe is mandatory).
3 For example, development, marketing, unique complementary offerings, or joint solutions.
4 To be defined in the business plan (for example, new innovative business opportunities).
5 For example, in the Partner Port in Walldorf.
6 Asia Pacific, the Americas, and Europe (Europe is mandatory).
7 Mandatory SAP Workplace (SAP WP), SAP Business-to-Business Procurement (SAP BBP), SAP Customer
Relationship Management (SAP CRM), and SAP Business Information Warehouse (SAP BW).


Partner and SAP Commitment
To leverage the full potential of the partnership, both SAP and the partner must have a clear understanding of
the commitments involved. The following tables describe the mutual commitments involved in the partnership.

Partner Commitment                                                            SAP Global Partner - Technology

Sponsorship                                                                   SAP executive level
Partner management                                                            Global Partner Manager
Minimum commitment period                                                     2 years
Joint vision and strategy for agreed customer segments                        If applicable
Joint business planning and execution                                         Optional

Stated commitment to mySAP Business Suite8                                    Yes

Joint Sales Engagement (JSE) program                                          If applicable
Market development fund                                                       Recommended
Joint branding                                                                Optional
Adherence to and application of SAP standards & requirements                  Yes
Commitment to technical certification                                         Yes
Dedicated pre-sales support and business development for mySAP Business Yes
Suite

Availability of performance data9                                             If applicable

Level of Support commitment                                                   Cooperative Support Agreement10
Clear escalation management and dedicated support infrastructure              Yes
——
8 Preferred partnership, quotes, and so on.
9 For example, installation figures.
10 Companies must comply with the conditions of an SAP Cooperative Support Agreement. Please contact SAP's
Support Alliance Management.

The following table describes SAP’s engagement within a technology partnership.

SAP Commitment                                                         SAP Global Partner - Technology

Sponsorship                                                            SAP executive level
Partner management                                                     Global Partner Managers
Minimum commitment period                                              2 years
Joint business planning and execution                                  Optional
Joint Sales Engagement (JSE) program                                   If applicable
Joint vision and strategy for agreed customer segments                 If applicable
Market development fund                                                Optional
Joint marketing                                                        If applicable
Escalation Management                                                  Yes
Availability of performance data11                                    If applicable

Involvement of SAP Corporate Marketing                                If applicable

Usage rights for partner logo12                                       SAP Global Partner - Technology

Participation in SAP Service Marketplace                              Yes
——
11 For example, installation figures.
12 For partner logo information, please contact the SAP Alliance Management.




Targets and Metrics
The success of a technology partnership can be measured against clear performance metrics and assessed in
regular executive performance reviews.

Targets and Metrics                                                                   SAP Global Partner - Technology

Distinguished achievement in mySAP CRM - Sales, Marketing, Development,               Yes
Innovation
Distinguished achievement in mySAP SCM - Sales, Marketing, Development,               Yes
Innovation
Distinguished achievement in mySAP PLM - Sales, Marketing, Development,               Yes
Innovation
Distinguished achievement in mySAP Exchanges - Sales, Marketing, Development,         Yes
Innovation
Distinguished achievement in mySAP Enterprise Portals - Sales, Marketing,             Yes
Development, Innovation
Customer satisfaction                                                                 If applicable
Market share by customer segments, products, industry, and country                    If applicable
Joint Sales Engagement (JSE) Reviews                                                  If applicable
Usage of Key Performance Indicators (KPI)                                             If applicable
Review of standard support process and escalation process                             Yes


Back to Table of Content
Partner Initiatives
SAP NetWeaver Partner Initiative


Overview
SAP NetWeaver is the comprehensive integration and application platform that forms the foundation of the
mySAP Business Suite family of solutions. It is also the technical enabler that provides an evolutionary, step-
by-step way to Enterprise Services Architecture, which delivers a blueprint for services-based, enterprise-
scale business solutions.
The SAP NetWeaver Partner Initiative is an extension of SAP's partner program and a critical ingredient for
successful delivery of Enterprise Services Architecture. Participation in the initiative offers significant
opportunities to SAP partners and is a fundamental component of SAP's strategic partner relationships.
The initiative promotes development of a value-added partner ecosystem around SAP NetWeaver to:
    q   Ensure the openness and interoperability of the platform
    q   Enable partners to contribute a range of products and services that allow SAP NetWeaver to meet the
        business requirements of our mutual customers
    q   Facilitate preconfigured integration of SAP NetWeaver with market-leading non-SAP products
    q   Nurture innovative, value-added applications that provide unique functionality and business benefits
        in concert with SAP NetWeaver
    q   Leverage contributions from non-partner vendors
The initiative is open to software, services, and technology partners. Software vendors may participate with
products that comply with one of the following designations:
    q   Certified for SAP NetWeaver -- This designation is for products that feature back-end integration
        with an SAP NetWeaver component and enhance SAP NetWeaver functionality.
    q   Powered by SAP NetWeaver -- This designation is for products that enable convenient
        deployment of Java or ABAP applications on SAP Web Application Server or integration of iViews with
        SAP Enterprise Portal.


Member Benefits
Partners that participate in the SAP NetWeaver Partner Initiative enjoy benefits in the following areas:
    q   Increased market leverage through use of distinctive SAP branding
    q   Expanded market presence through association with SAP marketing and promotional activities and
        inclusion in SAP NetWeaver partner Web sites
    q   Improved opportunities for collaboration, resource leverage and go-to-market activities with SAP
        organizations focused on SAP NetWeaver
    q   Access to information and services through SAP Development Network



Member Guidelines
The following tables list member guidelines for these partner categories:

Software Partners
Member Guidelines                        SAP Partner -- Software

SAP partner in good standing             Required
                                         2 staff members must complete training in one SAP NetWeaver
Training
                                         component
                                           All SAP NetWeaver components for which member product is
Demonstration capability
                                           certified must be available
Product integration certification          Required
Stated commitment to SAP NetWeaver Required

Member Guidelines                          SAP Global Partner -- Software

SAP partner in good standing               Required
                                           5 staff members must complete training in one SAP NetWeaver
Training
                                           component
                                           All SAP NetWeaver components for which member product is
Demonstration capability
                                           certified must be available
Product integration certification          Required
Stated commitment to SAP NetWeaver Required

Services Partners
Member Guidelines              SAP Partner -- Services and SAP Global Partner -- Services

SAP partner in good
                               Required
standing
                               5% of the Partner's total consultant staff must complete training in one SAP
                               NetWeaver component in each of three (3) years from the beginning of the
Training
                               Partner's participation as a member, e.g. 5% in Year 1, 5% in Year 2, 5% in
                               Year 3."
Demonstration capability       All SAP NetWeaver components must be installed at member site
Product integration
                               Optional
certification
Stated commitment to SAP
                               Required
NetWeaver

Technology Partners
Member Guidelines              SAP Global Partner -- Technology

SAP partner in good
                               Required
standing
                               5% of the partner's total SAP consultant staff must complete training in one
                               SAP NetWeaver component in each of three years from the beginning of the
Training
                               partner's participation as a member, for example, 5% in year 1, 5% in year 2,
                               5% in year 3
Demonstration capability       All SAP NetWeaver components must be installed at member site
Product integration
                               Optional
certification
Stated commitment to SAP
                               Required
NetWeaver



Member & SAP Commitments
To leverage the full potential of membership, both parties must have a clear understanding of the
commitments involved. The following table lists member commitments for the SAP NetWeaver Partner
Initiative:

 Member Commitments
 Product integration with an SAP NetWeaver              Required for software partners and members that want
 component                                              to market a product as Certified for SAP NetWeaver

 Product support for deployment of Java or ABAP
                                                        Required for software partners and members that want
 applications on SAP Web Application Server or
                                                        to market a product as Powered by SAP NetWeaver
 integration of iViews with SAP Enterprise Portal

 Single point of contact                                Required

 Inclusion of SAP NetWeaver go-to-market
                                                        Recommended
 component in next revision of business plan

 Business development to drive sales and
                                                        Recommended
 deployment of SAP NetWeaver at customer sites


The following table lists SAP commitments for the SAP NetWeaver Partner Initiative:

 SAP Commitments

 Usage rights for SAP NetWeaver Partner Initiative branding                         Yes

 Inclusion in listings of SAP NetWeaver Partner Initiative members and certified
                                                                                    Yes
 products

 Access to SAP Global Field Initiative                                              Yes

 Collaboration and participation in initiative forums                               Yes

 Coordinated go-to-market activities                                                On invitation

 Joint collateral                                                                   If applicable

 Press releases on joint customer successes                                         If applicable

 Demo placement in SAP sales centers                                                On invitation

 Access to SAP Developer Network                                                    Yes

 Opportunity for specialized collaboration and content areas in SAP Developer
                                                                                    For a fee
 Network

 Access to early versions of SAP integration platform technology                    Per SAP Ramp-Up process

 Access to training, technical services for certification of interfaces, and test
                                                                                    Per partner program
 and demo licenses for SAP NetWeaver components



Targets & Metrics
To ensure that both parties realize optimal return on their investments, memberships should be evaluated
regularly against a common set of targets and metrics. The following table lists targets and metrics for the
SAP NetWeaver Partner Initiative:

 Targets and Metrics

 Results of joint marketing/go-to-market activities                                        If applicable

 Completion of training and maintenance of demonstration capability                        Per addendum

 Status as SAP partner                                                                     As required


Back to Table of Content
Partner Initiatives
mySAP Mobile Business Partner Initiative


Overview
The mySAP Mobile Business Partner Initiative is an extension of SAP's existing Partner Program which
addresses the Mobile Business specific necessities while reveals significant potential to SAP Partners in this
rapid technology changes characterized market.
The goal of the initiative is to establish the SAP partner community as a leading provider of mobile solutions.
It provides a framework for facilitating partnerships and development around mobile business to:
     q   Build a community of development partners that enhance SAP mobile applications and create new
         applications using SAP Mobile Infrastructure
     q   Create a community of partners that manufacture compatible mobile devices
     q   Institute and promote the use of standards in development tools and infrastructure in the emerging
         mobile space
     q   Facilitate complete solutions through partnerships with services, technology, and telecommunications
         companies


Member benefits
Partners that participate in the mySAP Mobile Business Partner Initiative enjoy benefits in the following
areas:
     q   Opportunities to generate incremental revenue streams
     q   Increased market leverage through use of SAP branding
     q   Expanded market presence through inclusion in SAP partner Web sites
     q   Opportunities for resource, go-to-market, and sales leverage with SAP organizations focused on
         selling mySAP Mobile Business applications
     q   Competitive advantage through compatibility with mySAP Mobile Business
     q   Extended product portfolio through mobile applications built on SAP Mobile Infrastructure


Member Guidelines
The mySAP Mobile Business Partner Initiative is open to software and technology partners. The following
table lists member guidelines:
Member Guidelines                                                                               SAP Partner

Compliance with relevant SAP partner category guidelines, commitments, and metrics              Required
Execution of required partner contract and initiative contract addendum                         Required



Member & SAP Commitments
To leverage the full potential of membership, both parties must have a clear understanding of the
commitments involved. The following table lists member commitments for the mySAP Mobile Business
Partner Initiative:

 Member Commitments

 Training on SAP Mobile Infrastructure
 technology and mySAP Mobile Business        3 trained consultants/developers
 applications
 Development or enhancement of
 application on top of SAP Mobile             Required for members that wish to market a software interface
 Infrastructure, followed by interface        as Certified for SAP NetWeaver
 certification

 Performance and benchmarking data            Required for technology partners

 Adherence to SAP standards and
                                              Required
 requirements

 Level of support                             Must comply with required level of support for partner category

 Provision of early devices for
                                              Required for technology partners based on contract addendum
 development or joint development

 Provision of technical support and
                                              Required for each SAP demo center based on contract
 software or devices for SAP demo
                                              addendum
 centers

 Partner demo center                          Required in each region of joint activity

 Go-to-market plan and initiatives to drive
                                              Optional, based on partner category and agreement by both
 sales of mySAP Mobile Business at
                                              parties
 customer sites


The following table lists SAP commitments for the mySAP Mobile Business Initiative:

 SAP Commitments

 Usage rights for mySAP Mobile Business Partner
                                                            Yes
 Initiative branding

 Inclusion in listings of mySAP Mobile Business Partner
                                                            If applicable
 Initiative members and certified products

 Opportunity to work with global mySAP Mobile               If applicable, based on partner category and
 Business campaign                                          agreement by both parties

 Priority consideration for participation in SAP Ramp-Up
                                                            Yes
 program

                                                            Standard training available through SAP Partner
 mySAP Mobile Business training
                                                            Academy

                                                            As granted by partner category and appropriate
 Demo licenses for mySAP Mobile Business
                                                            agreements

                                                            Optional, depending on availability of SAP
 Access to SAP solution or demo centers
                                                            centers

 Sales and technical training                               Invitation to mySAP Mobile Business workshops

 Go-to-market plan and initiatives to drive sales of        Optional, based on partner category and
 mySAP Mobile Business at customer sites                    agreement by both parties



Targets & Metrics
To ensure that both parties realize optimal return on their investments, memberships should be evaluated
regularly against a common set of targets and metrics. The following table lists targets and metrics for the
mySAP Mobile Business Partner Initiative:

 Targets and Metrics
 Status as SAP Partner                                                  As required by partner category

 Distinguished achievement in mySAP Mobile Business sales, marketing,
                                                                        Yes
 development, and innovation

 Market share by jointly targeted customer segments, products,
                                                                        Based on partner category
 industries, and countries in the mobile space

 Results of joint marketing/go-to-market activities                     Yes


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Program Benefits and Services
Overview

Becoming an SAP Partner generates a vast number of individual benefits while bolstering the overall creation
of value through expanded business and increased revenues. The partnership also creates a variety of new
business opportunities due to joint offerings, and enables access to a broad and growing customer base.
To reap the full benefits of the partnership, SAP offers the partner a wealth of marketing opportunities,
training options, and technical services. In this context, the SAP Service Marketplace plays a pivotal role by
providing an indirect sales channel for partners to promote and sell their solutions to the ever-growing SAP
customer base. Additionally, partners can benefit from a custom-tailored communication platform on which
SAP provides knowledge transfer, guidebooks, software downloads, event registration and information
exchange. The following chapters give more detailed information about marketing, sales, and training and
technical services for partners.


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Program Benefits and Services
Marketing and Sales Services


The SAP Service Marketplace: E-Marketing and E-Business Opportunities
The SAP Service Marketplace is designed to deliver professional solutions and services from the extensive
partner network to SAP customers, positioning SAP partners in a unique environment for promoting their
solutions, transferring knowledge, exchanging information, and selling their products directly on the
Marketplace.
E-marketing services begin with entry in the SAP Partner Directory: This directory is effectively the Yellow
Pages for the SAP Partner community, providing prospects and customers with the means to locate the
partners that best fit their requirements. An advanced search engine includes criteria such as specialization
(industry, mySAP Business Suite component). Partners can use their Partner Directory entry as a marketing
and sales tool to display corporate information, contacts, products, and related links. Additionally, catalogs
can be assembled to showcase products and services, sorted by type and location. The catalog can either be
implemented as a link to an existing partner catalog on the partner’s Web site or SAP can host the catalog
content.
Last but not least, the SAP Service Marketplace offers an exclusive forum, for providing partners with current
information about mySAP Business Suite solutions, new training opportunities, and qualification and
certification programs, as well as access to special areas.


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Program Benefits and Services
Marketing and Sales Services


Integration with SAP Field Operations
To foster market development in the different countries, SAP supports partners by establishing a link to
SAP’s field organizations and by keeping SAP sales and consulting teams informed about partner services and
products. An experienced and extensive SAP alliance organization in each country identifies the most suitable
partnership opportunities for a partner, and collaborates with partners on business planning, lead generation,
networking, and joint projects.


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Program Benefits and Services
Marketing and Sales Services


SAP Business Maps
To provide customers with the most comprehensive SAP and partner solutions, partner products and services
are included and described in SAP Business Maps.
SAP Business Maps help customers focus on the core processes and functions that can increase their
compnay's ability to compete, strengthen their relationships with their own partners, and help their company
become closely oriented to the markets and customers they serve.
SAP Business Maps include:
    q   Solution Maps that model the business processes within an organization
    q   Collaborative Business Maps (C-Business Maps) that provide detailed views of end-to-end processes
    q   Industry-specific Business Maps
    q   Cross-industry Business Maps
    q   Infrastructure and Services Maps

These maps are valuable sources of information and planning for the SAP Community and they provide
partners with significant customer exposure. To help you design and visualize the right business solution,
SAP offers the Solution Composer. It's a free, easy-to-use PC-based tool that lets you plan an
implementation project, including defining, documenting, and communicating your business solution
requirements.


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Program Benefits and Services
Marketing and Sales Services


Partner Branding and Communication
The consistent expression of the SAP brand is a responsibility shared by SAP and its partners. We all must
ensure that SAP presents a consistent, professional global image, serving to strengthen and protect the SAP
brand.

There are currently 5 principle sets of guidelines / policies (available at SAP Partner Portal)


     q   The SAP Partner Branding Guide contains branding guidelines for all SAP partners and has been
         developed to ensure that SAP Partner logos and SAP trademarks are used correctly in all situations.
         Download SAP Partner Branding Guide (PDF, 770KB)
     q   The SAP Partner Branding Guide for SAP Solutions for Small and Midsize Businesses
         complements the 'SAP Partner Co-Marketing Guide' and the 'SAP Partner Branding Guide' and
         contains additional guidelines specific to SAP Business Partners.
         Download SAP Partner Branding Guide for SAP Solutions for Small and Midsize Businesses (PDF,
         980KB)
     q   The SAP Partner Branding Guide for SAP xApps complements the 'SAP Partner Co-Marketing
         Guide' and the 'SAP Partner Branding Guide' and contains additional guidelines specific to SAP xApps
         partners.
         Download SAP Partner Branding Guide for SAP xApps (PDF, 300KB)
     q   The SAP Partner Co-Marketing Guide outlines the general options you have, when creating a co-
         branded marketing pieces, the overall processes and the basic dos and don'ts. This guide is relevant
         for all colleagues, which are creating co-branded marketing material and it's also of interest to all SAP
         partners.
         Download SAP Partner Co-Marketing Guide (PDF, 650KB)
     q   The SAP PR Policies for Partners are for all SAP partners and are intended to serve as a valuable
         resource on how best to effectively prepare for and engage SAP on public relations opportunities.
         Download SAP PR Policies for Partners (PDF, 80KB)



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Program Benefits and Services
Marketing and Sales Services


Participation in Events
SAP partnership status is one of the most important tickets to SAP events. SAP offers attractive event
marketing opportunities for the partner community. Guidelines for participation, exhibition, sponsorship,
advertising and networking for partners vary according to the event and depend in most cases on event-
specific topic areas. SAP participates in and hosts a variety of events across the globe. Information about
SAP events can be found at www.sap.com/events.

Participation at SAPPHIRE: First-hand information on SAP and partner
solutions
SAPPHIRE is one of SAP’s principal forums for allowing customers and partners to experience first-hand the
new generation of SAP software solutions offered through mySAP Business Suite. SAP offers partners the
chance to exhibit at and attend SAPPHIRE events. Partner booth space is limited and is allocated according
to topic area and randomly on a first-come, first-served basis. Partners exhibiting at SAPPHIRE can also
choose to take advantage of joint event marketing opportunities.

Participation at TechEd: Technical know-how transfer to partners
TechEd is SAP’s regular technical education event, which provides an exhibition arena for partners. It
presents an ideal opportunity for partners to showcase their products and services to a highly specialized
audience of technical experts and development professionals from SAP customers and prospective customers
worldwide.

Participation at Special Expertise Days: Focused SAP know-how
Within vertical market segments, SAP sponsors and participates in key industry events. The same is true for
events that focus on key product areas and initiatives. Depending on the topic area, partners can exhibit at
these events or attend as visitors.

Participation at Partner Days: Information about SAP’s direction and strategy
SAP hosts events that let partners get their hands on the very latest information about SAP strategies and
products, as seen with the skills 2000 events.


For upcoming events, please check the SAP Event Calendar.


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Program Benefits and Services
Education Services


Education & Training - Stand out from the crowd
In a competitive market like SAP consulting, especially in today's harsh climate, standing out from the crowd
is the key to success. To do this, you need to maximize your most valuable asset - the skills of your
employees. Consultants who are able to harness the full power of SAP software are the consultants whose
abilities are in most demand. To gain those skills, your employees need training by experts. That's why we
have designed a wide variety of training courses that deliver the inside track on SAP solutions. Because
nobody understands SAP software better than SAP.


SAP Consultant Education delivers benefits:
Each one of SAP four Education offerings provides for your company, your employees and your customers :
    q   High-quality training programs developed by consultants, for consultants.
    q   Early education for new or enhanced SAP solutions.
    q   Sharp focus on business processes and solutions.
    q   Modular, flexible courses - giving your consultants just the training they need, when they need it.
    q   Increased competitive edge through differentiation - certified consultants with the right skills are in
        high demand.
    q   A fresher, broader, deeper knowledge of SAP technology and its potential applications.
    q   Increased customer satisfaction due to professional, expert implementations.
    q   A tangible return on your training investment.
To check out the four Educational offerings, visit the SAP Service Marketplace and select Education. For the
Education Area a User-ID is not required.


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Program Benefits and Services
SAP Technical Services for Software Vendors Services

Integration with third-party software products plays a key role in SAP’s strategy to establish the mySAP Business
Suite as the most comprehensive solution for SAP customers. This integration is possible based on mySAP
Technology, which is the most open architecture in the software industry.
The SAP Integration and Certification Centers offer technical services worldwide to support interested third-
party vendors worldwide – both non-partners and partners – in developing their integration with
mySAP Business Suite solutions.
These services can be divided into:
    q   Certification testing of interface software
    q   Integration consulting
    q   System access for testing
    q   Training and workshops
In order to accommodate third-party vendors in the different geographical regions, SAP has established
Integration and Certification Centers (ICCs) at the SAP headquarters in Walldorf as well as at SAP Labs in
Palo Alto and Bangalore. Dedicated ICC integration consultants assist SAP Software Partners, software vendors
wanting to become partners, and any other software vendor during their integration development projects.


How to contact your regional SAP Integration and Certification Center:
Walldorf, Germany: icc@sap.com
Palo Alto, USA: icc-americas@sap.com
Bangalore, India: icc-apa@sap.com


ICC Technical Services for Non-Partners and Partners

Category              Service            Description

Certification         Information
                                                  General information about the SAP Global Partner Management,
Program
                                              q

                                                  mySAP Technology and underlying architecture, integration
                                                  technologies, and interface scenarios
                                              q   Information is available to the public at
                                                  www.sap.com/partners/software/integration-opportunities

                      Interface
                                                  Certification of a third-party interface to one of SAP's predefined
                      Certification -
                                              q

                                                  standard integration scenarios which are available for various
                      SAP pre-defined
                                                  technology and application areas within the mySAP Business
                      integration
                                                  Suite
                      scenario
                                              q   One-day integration consulting
                                              q   One-day formal certification test at one of the SAP Integration
                                                  and Certification Centers (ICCs)
                                              q   Upon successful certification, vendor will receive certificate and
                                                  tagline "certified integration", the product will be listed in the
                                                  SAP online product directory of certified integrations, etc.
             Interface
                                   Certification of a third-party integration to the mySAP Business
             Certification -
                               q

                                   Suite based on customer or third-party defined scenarios and
             Third-party
                                   requirements.
             defined
             scenario          q   Evaluation based on 3 customer references or Integration
                                   Assessment
                               q   Review of the technical profile
                               q   One-day integration testing at one of the SAP Integration and
                                   Certification Centers
                               q   Upon successful certification, vendor will receive certificate and
                                   tagline "certified integration", the product will be listed in the
                                   SAP online product directory of certified integrations, etc.

Consulting   Integration
                                   Research on how best to achieve envisioned and desired
             Assessment
                               q

                                   integration of a third-party product with the mySAP Business
                                   Suite e-business solutions based on SAP-endorsed integration
                                   technologies
                               q   Detailed written report that contains recommendations on how
                                   to implement an integration that complies with the technical
                                   requirements for interface certification of a third-party defined
                                   scenario if applicable
                               q   Interface software designed according to the recommendations
                                   of an integration assessment can qualify for certification testing.

             Integration
                                   Consulting by the Integration and Certification Center on
             Consulting
                               q

                                   integration of a third-party software product with the mySAP
                                   Business Suite
                               q   Topics such as SAP system architecture, customizing, interface
                                   scenarios, and certification requirements
                               q   Consulting on SAP integration technologies: XML communication
                                   using SAP Business Connector, BAPIs, RFC, ALE, DCOM
                                   Connector, and SAP Java Connector

             Pilot
                                   Assistance with a first-time implementation of a third-party
             Integration
                               q

                                   product's standard integration at a customer site
             Package
                               q   Definition of the integration scenario and software partner
                                   product interface specification with mySAP Business Suite e-
                                   business solutions (usually by means of an integration
                                   assessment, see above)
                               q   Assistance with the implementation of the defined integration
                                   scenario
                               q   Pilot integration deployment at customer site

             ICC Partner
                                   Periodical workshops on SAP integration technologies specifically
             Workshops
                               q

                                   designed for integration of third-party products to mySAP
                                   Business Suite
                               q   Topics include XML integration, SAP Java Connector, Archive
                                   Link, and much more
System Access     Developer
                                        Remote access to various IDES-configured SAP systems for
                  Package
                                    q

                                        testing of third-party integrations
                  (Remote
                  Access)           q   Access to SAP Business Connector/XML test system and SAP Java
                                        Connector
                                    q   SAP GUI Presentation CD including the Software Development Kit
                                        (SDK) - a collection of libraries for mySAP Technology and SAP
                                        Gateway
                                    q   SAP documentation CD including SAP Library
                                    q   Double-byte character system available from ICC Tokyo

                  Integration Lab
                                        SAP system environment for the development or testing of a
                  Rental
                                    q

                                        partner's integration with mySAP Business Suite solutions
                                    q   Dedicated ICC consultant available for system setup and general
                                        integration assistance during the entire timeframe
                                    q   For integrations that cannot be tested through remote access to
                                        an SAP system
                                    q   For preview access to new releases

Training          Training
                                    q   Courses are available for mySAP Technology and mySAP
                                        Business Suite e-business solutions
                                    q   There are specially designed courses focusing on integration
                                        technologies and business interfaces
                                    q   Contact SAP Educational Services at www.sap.com/education



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Program Benefits and Services
Test and Demo Licenses for Partners

Category        Service              Description

System Access Demo
                                              In an SAP partnership, companies can order an inhouse
              License
                                          q

                                              demo license by signing the relevant licensing agreement.

                ABAP Workbench
                                              Full development license, which allows custom product
                license
                                          q

                                              development using R/3 ABAP code
                                          q   SAP has first rights of refusal for any product developed using
                                              ABAP code.
                                          q   Read/write access to customer message function in the SAP
                                              Service Marketplace

                Internet
                                              Includes data for core business processes.
                Demonstration
                                          q


                and Evaluation            q   Designed for testing, demonstration, and training.
                System (IDES) data        q   Can be enhanced by partner-specific demonstration examples.
                                          q   Prerequisite: Valid Demo License.



Local Demo License for National Partners
For more information about pricing and ordering of the mySAP Business Suite demo license, contact your local
SAP Alliance Management team.


Global Demo License for Global Partners
For more information about pricing and ordering of the mySAP Business Suite demo license, contact the SAP
Global Partner Management team (partner@sap.com).


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How to partner with SAP

                                            Submit an Application
Are you interested in becoming an SAP partner or are you interested in SAP certification for your software?
                                          Submit an online application.

The SAP partner program provides excellent partnership opportunities in eight strategic categories. Each
partner category has its own guidelines, participation levels, commitments, and targets and metrics for
evaluating success.
When you partner with SAP, you enter into a mutually beneficial agreement to actively cultivate the market
for SAP solutions and to work closely with SAP to develop and deliver the SAP business platform.
Consequently, SAP looks for companies that are leaders in their fields. Most importantly, our customers must
be able to put their trust in SAP partners for every phase of their SAP project.
Are you interested in becoming an SAP partner? If so, you should:
     q   Read about the partner categories and partner membership levels to determine how your company
         can best participate and to understand the guidelines and commitments associated with each
         category and partner level
     q   Find out how SAP supports partners through the partner benefits and services we provide
     q   Understand the opportunities that SAP's interface certification program offers to third-party software
         vendors
     q   Get the latest information on SAP Partner Initiatives and how they can help you leverage your
         investment in SAP
     q   When you're ready, submit an online application for your company

SAP NetWeaver Partner Initiative
As part of the SAP partner program, SAP also offers existing SAP partners the opportunity to become
certified members of the SAP NetWeaver Partner Initiative. Current SAP services, software, and technology
partners who qualify for this program play an integral role in the delivery of Enterprise Services Architecture --
and reap significant business benefits.
In addition, third-party vendors whose products run on top of the SAP NetWeaver platform can gain
endorsement for their SAP NetWeaver integration through certification by the SAP Integration and
Certification Center.
For more information on this program's specific requirements and guidelines, visit the SAP NetWeaver
Partner Initiative member guidelines.
To learn more about how to apply for membership in the SAP NetWeaver Partner Initiative, contact your SAP
partner manager or, if you do not have a specific partner manager, send an e-mail to the appropriate partner
network:
Services partner network: partner@sap.com
Software partner network: softwarepartner@sap.com
Technology partner network: partner@sap.com
Integration and Certification Center: icc@sap.com


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Appendix
SAP Support Requirements

Joint solutions require a standard support and escalation process. The Cooperative Support Agreement is the
contract SAP enters into the partners in the mySAP Business Suite multi-vendor system environment to
guarantee the end-users a common and standardized processing of their problem messages. Beyond this scope,
SAP invites strategic partners to join the SAP Support Alliance.


                                          Qualification & Certification                        Management and Review
Partner Type       Evaluation Criteria                                    Contracts
                                          Requirements                                         Responsibility

SAP Global         By invitation          Reactive                        Global Alliance      Global Alliance
Alliance Partner -                        support:Qualified SAP           Support              Support
Support                                   background                      Agreement            Management
                                                                          - Reactive support
                                                                          - Pro-active
                                                                          support
                                          Pro-active                      Regional Support     Regional Alliance
                                          support:Technical               Delivery             Support
                                          Certification                   Agreement            Management
                                                                          - Pro-active
                                                                          support
SAP Alliance       By invitation          Pro-active support:             Alliance Support     Global Alliance
Partner -                                 Technical Certification         Agreement            Support
Support                                                                   - Reactive support   Management
                                                                          - Pro-active
                                                                          support
                                                                          Local Support        Global Alliance
                                                                          Delivery             Support
                                                                          Agreement            Management
                                                                          - Pro-active
                                                                          support
SAP Global         Mandatory for all      Reactive support:               Cooperative          Global Alliance
Partner -                                 SAP R/3 Basis (mySAP            Support              Support
Technology                                Technology) curriculum          Agreement            Management
                                                                          - Reactive support
SAP Partner -      Mandatory in case of                                   Cooperative          Global Alliance
Software           - Resold products                                      Support              Support
                   - OEM products                                         Agreement            Management
                   - Joint strategic                                      - Reactive support
                   initiatives                                            or alternatively:

                                                                          Support-specific     Regional Alliance
                                                                          addendum             Support
                                                                          "Support Services    Management
                                                                          - addendum to
                                                                          reseller/OEM
                                                                          Agreement
                                                                          - Reactive support
                For certified          Reactive support:           Included in the    Regional Alliance
                Software Partners      qualified SAP background    Software Partner   Support
                                       and commitment to           Program            Management
                                       support partner interface   Certification
                                       software                    Agreement

SAP Partner -   Mandatory              Reactive support:        Cooperative           Global Alliance
Hosting                                Qualified SAP background Support               Support
                                                                Agreement             Management
                                                                - Reactive support
SAP Partner -   Mandatory              Reactive support:                              Regional/local
Channel                                Qualified SAP background                       Alliance Support
                                                                                      Management
SAP Partner -   Optional in case of:   Reactive support:        Cooperative           Global Alliance
Content         - Resold products      Qualified SAP background Support               Support
                - Subcontracted                                 Agreement             Management
                products                                        - Reactive support


Back to Table of Content
SAP Partnering Guide
Copyright

This guide is intended for informational purposes only. This guide does not constitute a contract with SAP
and is not intended to form the basis for a contract between SAP and any party of any kind or nature
whatsoever. Nothing in this guide should be construed as an offer or promise of any kind. To the extent that
recipients of this guide have entered into or will enter into a written agreement with SAP, such written
agreement states the entire contractual relationship with SAP, and supercedes and controls over any
statement in this guide. This guide is not intended to benefit third parties, including licensees of SAP
software products.


The use of SAP products or services (e.g. mySAP.com Test and Demo License) described in this guide is
based on individual contracts with corresponding terms and conditions currently used by SAP. Those terms
and conditions can be changed by SAP. Receipt of this guide does not entitle the recipient to receive SAP
Software.



Copyrights and Copyright Agent
SAP respects the intellectual property of others, and we ask our users to do the same. SAP may, in
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intellectual property rights of others. If you believe that your work has been copied in a way that constitutes
copyright infringement or any other violation of your rights, please provide SAP's Copyright Agent the
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    1. an electronic or physical signature of the person authorized to act on behalf of the owner of the
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    6. a statement by you, made under penalty of perjury, that the above information in your Notice is
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SAP's Copyright Agent for Notice of claims of copyright infringement on its site can be reached as follows:

       By mail:
       SAP AG
       Sven Duesterhaus
       Senior Counsel
       Neurottstraße 16
       69190 Walldorf, Germany
       By phone:
       +49/6227/7-49107
       By email:
       s.duesterhaus@sap.com




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EarlyWatch, SAP ArchiveLink, BAPI, SAPPHIRE, Management Cockpit, SEM, are trademarks or registered
trademarks of SAP AG in Germany and in several other countries all over the world. All other products
mentioned are trademarks or registered trademarks of their respective companies.


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SAP Partnering Guide
Updates

Date       Change                         Chapter Title                                      Effective Version

02.11.2000 Added Chapter Education        SAP Partnerships/Education Partners                1
           Partner
23.11.2000 Version 2 released                                                                2
           Revised ValueSAP               SAP Partnerships/Service Partners                  2
           requirements for SAP Global
           Partner - Services
           Adapted to Software Partner    SAP Partnerships/Software Partners                 2
           Handbook
           Added Marketplace Hosting      SAP Partnerships/Hosting Partners                  2
           Revised Business Model         SAP Partnerships/Support Partners                  2
           wording
           Revised Value Net e-Biz Pack   Program Benefits and Services/Marketing and        2
                                          Sales Services/The SAP Service Marketplace: E-
                                          Marketing and E-Business Opportunities
           Revised participation in SAP   Chapter of each partner category                   2
           Service Marketplace
           Revised chapter SAP Partner    Education Services/SAP Partner Academy:            2
           Academy                        Education and Certification
           Revised support requirements   Chapter of each partner category and new           2
                                          Appendix: SAP Support Requirements
           Revised SAP Logo and Product Appendix: SAP Logo and Product Naming                2
           Naming Guidelines            Guidelines
           Revised chapter Integration    Program Benefits and Services/Technical Services   2
           and Certification Services
29.03.2001 Revised SAP Logo and Product Appendix: SAP Logo and Product Naming                2
           Naming Guidelines            Guidelines
           Revised partner naming         Various chapters                                   2
19.09.2001 Version 3 released                                                                3
           Revised Partnerships           SAP Partnerships: Services Partners, Software      3
                                          Partners, Education Partners, Channel Partners,
                                          Hosting Partners, Content Partners

           Revised Chapter                Program Benefits and Services/Education Services   3
           SAP Solution Academy
           Revised Chapter Technical      Program Benefits and Services                      3
           Services
           Revised Chapter Partner        Partner Program Overview                           3
           Categories
           Revised Support                Appendix: SAP Support Requirements/Software        3
           Requirements                   Partners
            Revised SAP Logo and Product Appendix: SAP Logo and Product Naming                  3
            Naming Guidelines            Guidelines
05.09.2002 Revised SAP Partnerships         Channel Partner/Hosting Partner                     3.1
            Revised Benefits and Services   Education Services                                  3.1
01.09.2003 SAP xApps Partners added         SAP Partnerships                                    3.2
            SAP Netweaver Partner           NEW: Partner Initiatives                            3.2
            Initiative added
            New Layout according to SAP     All Chapters                                        3.2
            standards
16.10.2003 mySAP Mobile Business            Partner Initiatives                                 3.2
           Partner Initiative added
28.11.2003 Revised Chapters                 Content Partners, SAP NetWeaver Partner              3.2
                                            Initiative, mySAP Mobile Business Partner Initiative
19.12.2003 Revised Chapters                 Partner categories, partnership levels, software    3.3
                                            partners, How to partner with SAP
            Added                           Partner charter                                     3.3
            Restructuring                   Chapter "Vision and Objectives" integrated in       3.3
                                            chapter "Partner Program Overview"


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