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© 2011 SAP AG. All rights reserved.
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Run Better. Win Bigger. Together.Doing Business with SAP
Mary Peterson – Senior Director, Channel – SAP CanadaRob Ferreira – Director, Channel Expansion – SAP Canada
© 2011 SAP AG. All rights reserved.
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Technology innovations can not only enable businesses to run like never before…
but also have the potential toimprove the lives of people everywhere.
Imagine a better run world where…
© 2011 SAP AG. All rights reserved.
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A strategic enabler to the global economy for over 40 years, SAP is uniquely positioned to help create a better run world.
At the global level
Helping customers optimize resources and protect the environment
At the business level
Helping companies harness data to stay ahead of change and innovate for growth
At the personal level
Helping people have a greater voice and live better lives by personalizing engagement
Did You Know…
S AP solutions are currently used by more than 1 90 ,0 0 0 businesses , touch more than 6 3% of the world’s fnancial transaction revenue, and positively impact more than 5 00 million people .
© 2011 SAP AG. All rights reserved.
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Our Vision is to help the worldrun better and improve people’s lives.
Our Missionis to help organizations become best-run businesses.
Our Passionsare based on teamwork, integrity, accountability, professionalism,and trust.
By 2015: €20 billion in total revenue, 40% indirect, 35% operating margin
and 1 billion people
© 2011 SAP AG. All rights reserved.
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The SAP journey to 2015.
§ run the business§ manage partners by
categories § mainly direct sales § ERP focused
From
To§ strategic channel Build & Run
the business§ scalable 360-degree partner
management§ Multi-channel go-to-market§ multiple solutions
© 2011 SAP AG. All rights reserved.
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Explore and exploit data, find answers in real-time, and make confident decisions. Harness visually compelling, easy-to-use tools on the devices of your choice
Run your business efficiently with an integrated suite of applications – one that delivers long-term predictability and accelerated, non-disruptive innovation
Unwire your business to deliver secure, real-time, business-critical information – anytime, anywhere, to anyone, on any mobile device
Dramatically simplify your IT infrastructure and drive high value innovation by exploiting across structured and unstructured data sources.
Capture the power of the cloud – while fully integrating with on-premise investments. Empower your employees, engage your customers, and collaborate with partners across business networks.
Applications
Powered by SAP HANA
MobileAnalytics CloudDatabase & Technology
Our innovations are designed tohelp the world run better.
© 2011 SAP AG. All rights reserved.
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Applications
Powered by SAP HANA
MobileAnalytics CloudDatabase & Technology
Break-through innovation with SAP HANA.
SAP HANA is a revolutionary in-memory platform which simplifies and streamlines complex and expensive IT architectures. SAP HANA helps you process massive amounts of data, and deliver information at unprecedented speeds, up to 10,000 times faster than before. The SAP HANA is an open platform: adaptable and extensible, enabling you to create previously unimaginable applications, and to rethink and envision new ways to run your business.
© 2011 SAP AG. All rights reserved.
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SAP
TechnologyCo-Innovation
31 Technology
Partners Specialized Solutions
38 Solution Partners
Sales and Services2,900+
Channel PartnersDeployment
Services1,700
Services Partners
+2 Million SAP Community Members
We co-innovate with our partnersand customers
© 2011 SAP AG. All rights reserved.
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Software Solution & Technology
Partners (SSTP)Harmonized Program Benefits for VAR Partners
Product Authorization Options
SAP Business
All-in-One
SAP BusinessObjects
SAP BusinessByDesign
SAP Business
One
Services Partners
(SI’s)
Language Service Partners
Integration Certification
RESELL SERVICEBUILDGlobal
Value Added Reseller(by Invitation only)
Authorized Reseller
Extended BusinessMember
SAP PartnerEdge Program Structure
© 2011 SAP AG. All rights reserved.
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PROGRAM BENEFITS Bronze Silver Gold
Designated Partner Services Advisor √ √+ √++
Discount √ √+ √++
MDF 2% 3% 4%
Partner Education √ √+ √++
Test and Demo Software √ √+ √++
Marketing and Selling Support √ √+ √++
VAR Program Benefits
© 2011 SAP AG. All rights reserved.
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Requirements for moving up a program level is based solely on Value Points earned across three categories:
§ Revenue Activities
§ Competency
§ Marketing Activities
VAR Program Level Achievement
© 2011 SAP AG. All rights reserved.
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§ Signed NDA and Partner Agreement
§ Annual Business Plan
§ Annual Program Fee
§ One-time Jump Start MDF Contribution
§ At least 1 Product Authorization for Sales, Pre-sales and Technical certifications
§ Achieve Minimum Annual Revenue
VAR Program Requirements
© 2011 SAP AG. All rights reserved.
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The partner onboarding process.
© 2011 SAP AG. All rights reserved.
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Optimizing how we partner with you
ISE
Inside Sales Territory
Coverage
CSM
Business Development
and Deal Mgmt
PAM
Partner Development
and Mgmt
FOCUS OF ROLES
Strategic Focus
BUILD
Opportunity Focus
RUN
© 2011 SAP AG. All rights reserved.
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40 years of innovation, we just got started.
Run Better. Win Bigger. Together
Join us in this world-changing journey
© 2011 SAP AG. All rights reserved.
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THANK YOU!
