OpenEcosystem Guide

SAP® PartnerEdge® Program Guide for Members of the Open EcosystemJune 2015

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SAP PartnerEdge Program Guide for Members of the Open Ecosystem

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© 2015 SAP SE or an SAP affiliate company. All rights reserved.

Table of Contents

3 Introduction to the SAP PartnerEdge Program

SAP’s Growth – Powered by the SAP Ecosystem

The First Steps Toward Success

5 Engagement Models and Program Requirements

“Sell” Engagement Model

“Service” Engagement Model

“Build” Engagement Model

10 Education

Curriculum Formats

SAP Learning Hub

11 Communicating Your Relationship with SAP

12 Benefits


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The SAP® PartnerEdge® program supports thousands of companies in their growth and profitability as SAP partners. The program for the open ecosystem is an easy and free way to join and start exploring a partnership with SAP. This guide summarizes the program framework for the SAP open ecosystem, including the initial engagement models, requirements, and benefits.

Introduction to the SAP® PartnerEdge® Program


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SAP’S GROWTH – POWERED BY THE SAP ECOSYSTEMToday, SAP innovations enable more than 291,000 customers worldwide to work together more efficiently and use business insight more effectively – and we have big aspirations for the future. As SAP becomes THE Cloud Company powered by the SAP HANA® platform, we need the right ecosystem to help us get there. SAP relies on our partners to help expand our market reach, co-innovate with SAP offerings to provide the functionality and solutions our users require, and offer our mutual customers the consultation and implementation services they need to succeed.

That’s why we are so pleased to welcome you to the SAP PartnerEdge program. As a member of the SAP open ecosystem, you receive top-notch training and support related to your choice of engagement – enabling you to promote, sell, and implement selected powerful SAP solutions and get started in developing your own applications.

THE FIRST STEPS TOWARD SUCCESSGetting started is easy. With the easy online click-through application, you can join the program as a basic open ecosystem member. The only require-ment for joining the SAP PartnerEdge program as a basic open ecosystem member is to accept the Open Ecosystem Terms & Conditions and sign an open ecosystem agreement.

As soon as SAP receives your application, your organization will receive a welcome e-mail with key information and a special user ID for access-ing SAP solutions and resources. You will have access to the SAP PartnerEdge program Web site, www.sappartneredge.com, where you can explore options for collaborating with SAP, learn about benefits, find online content for training sessions, and much more.

http://www.sappartneredge.com/


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Engagement Models and Program RequirementsThe first step is to explore the engagement models on the partner-dedicated Web site. For the open ecosystem, the SAP PartnerEdge program includes three engagement models that offer different ways of collaborating with SAP. You can choose and establish your commitment based on your business focus. Sell, service, build, or a multiple selection are all options; this flexible framework allows your organization to start with one or more models and expand your scope later as your business evolves.

• Sell: This engagement model is designed for companies that work with distributors to resell SAP solutions.

• Service: This engagement model is intended for companies that provide strategic business consulting to customers through the design, implementation, and integration of SAP solutions.

• Build: This engagement model is designed for companies that design, develop, and build appli-cations, software, and integrated solutions based on selected SAP platform technologies.

Once you have made your selection, you’ll need to complete your online profile in the Manage My Partnership tool, including company information, key contacts, assessment of company skills and capabilities, and other relevant information. You must keep your profile accurate at all times throughout your relationship with SAP.

Depending on your selection, there might be a set of entry and ongoing requirements. Please ensure that your organization maintains these requirements and keeps the partnership in good

standing according to the code of conduct and SAP’s channel operation policy.

“SELL” ENGAGEMENT MODELThe following outlines the requirements for the “sell” engagement model. Please ensure that your orga-nization meets and maintains the minimum program requirements as outlined in the tables below to retain the status of your relationship with SAP.

Members in the open ecosystem with a sell engage-ment model are authorized to sell, service, and market SAP-approved products available through an SAP distributor. Members must be sponsored by a local SAP distributor.

Sell AuthorizationFor the sell engagement model, your company must attain authorization before you can begin selling solutions or applications. For most solutions, sell authorization is automatically awarded. Most products that you purchase through a distributor do not have any requirements for sell authorization. However, you still need to request the product dimension of focus in the Manage My Partnership tool in the partner-dedicated Web site to receive the authorization.

For certain solutions, training and qualification are required, and your organization must maintain a minimum level of trained and qualified or certi-fied employees for each sell authorization. (These are organized by product family or subcategories within a product family.)

https://partneredge.sap.com/en/partnership/about-sap-partneredge.html



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An employee is qualified or certified by satisfactorily completing the required role-based training and passing the corresponding Web-based assessment (for qualification) or in-person exam (for certifica-tion). You can find more information about training and curriculum formats in the “SAP PartnerEdge Education” section in this guide.

Additionally, SAP may add new sell authorizations or product focus areas that have specific training requirements. You can find more information in the partner-dedicated Web site.

New members have six months to receive a minimum of one sell authorization. If your organi-zation does not achieve sell authorization within that period, your agreement with SAP could be terminated.

Note: When selling (direct or indirect sales) a solution that either integrates with or is an add-on to SAP software, your organization needs to inform customers that use of that solution may require additional licensing of SAP software, and recommend contacting SAP for further information.

Role-Based TrainingSAP’s training program requirements are aligned with job roles. The “Role” table summarizes train-ing provided for the different job roles. Roles may vary depending on SAP solutions. For additional information and a detailed training matrix, see the “Education Library” at the partner-dedicated Web site. Testing that requires an in-person, proctored exam will be held at a certified testing center.

Please note: For products that do not require train-ing by role, you still need to request the product dimension of focus in the Manage My Partnership tool in the partner-dedicated Web site to receive the authorization status.

Role Role Function

Sales executive Sell to customers

Presales consultant Work with the sales team to define customer needs and recommend the appropriate application

Solution consultant Implement qualified partner solutions at customer sites and develop and package these solutions for broader marketing


https://partneredge.sap.com/en/search-results.html?type=education




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“SERVICE” ENGAGEMENT MODELMembers in the open ecosystem with a “service” engagement model are authorized to offer strate-gic business consulting to customers through the design, development, implementation, and integration of SAP solutions.

Service AuthorizationFor the service engagement model, your company must attain authorization before offering services for SAP solutions. Service authorization requires training and qualification or certification of your consultants for each SAP product family or individ-ual subcategory. Once you meet the requirements, including your authorization and/or application development, you will be recognized as an official SAP partner.

An employee is qualified or certified by satisfac-torily completing the required role-based training and passing the corresponding Web-based assess-ment (for qualification) or in-person exam (for certification).

Members must maintain a minimum level of qual-ified or certified employees for each service autho-rization. Each applicant must select, request, and receive at least one service authorization through the Manage My Partnership tool in the partner-dedicated Web site.

To stay current in the program, your organization must meet the ongoing program requirements as described in the table below. SAP verifies twice per year that members are meeting the ongoing require-ments. These requirements checks take place in January and July.

New members have six months to complete the authorization. If your organization does not achieve the authorization within that period, your agreement with SAP could be terminated.

You can find more information about training and curriculum formats in the “SAP PartnerEdge Education” section in this guide.

Solutions available Number of employees Role

SAP HANA® platform 110

Presales consultant Sales executiveSolution consultants

Analytics solutions 0 Recommended for all roles

Database and technology 0 Recommended for all roles

Mobile solutions 0 Recommended for all roles

Training Requirements for a “Sell” Engagement Model




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Role-Based TrainingSAP’s training program requirements are aligned with job roles. The “Role” table summarizes train-ing provided for the different job roles. Roles may vary depending on SAP solutions. For additional information and a detailed training matrix, see the Education Library at the partner-dedicated Web site. Testing that requires an in-person, proctored exam will be held at a certified testing center.

Please note: For products that do not require training by role, you still need to request the product dimension of focus in the Manage My Partnership tool in the partner-dedicated Web site to receive the authorization status.

Please note: Training is not required for presales consultants and sales executives, but it is recommended.

Solutions available Number of employees Role

SAP HANA® platform 1 Solution consultant

SAP® Business All-in-One solution

1 Solution consultant

SAP Business One® application

1 Solution consultant

Analytics solutions 1 Solution consultant

Database and technology 1 Solution consultant

Mobile solutions 1 Solution consultant

Training Requirements for a “Service” Engagement Model

Role Role Function

Sales executive Sell to customers

Presales consultant Work with the sales team to define customer needs and recommend the appropriate application

Solution consultant Implement qualified partner solutions at customer sites and develop and package these solutions for broader marketing






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“BUILD” ENGAGEMENT MODEL

With a “build” engagement model in the open ecosystem, your company is authorized to explore select SAP platform technologies for develop-ment of your own solutions using the included SAP software developer licenses.

There are no specific requirements in the build engagement model. Your company selects, and is automatically awarded, an authorization (and the corresponding exploration pack). Exploration packs include developer licenses, access to developer community forums, software updates, and the like, enabling you to begin exploring the technology for development of your own applications.

With a build engagement model, your company receives three named development-user term licenses per product or technology within each exploration pack, including SAP software mainte-nance but excluding SAP Support services. For more information, visit the Application Development Partner Center.

https://www.sapappsdevelopmentpartnercenter.com/en/signup/exploration-member/

https://www.sapappsdevelopmentpartnercenter.com/en/signup/exploration-member/


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EducationThe SAP PartnerEdge Education program enables your employees to earn qualification or certification for SAP products and technology. SAP PartnerEdge Education offers three levels, with progressively more challenging content at each level. Level 1 includes basic training, appropriate for new mem-bers. As the SAP product portfolio expands, the education program adds training opportunities accordingly. CURRICULUM FORMATSWe offer a blended approach of classroom train-ing, workshops, and e-learning resources in the Education library in the partner-dedicated Web site, and a subscription to the SAP Learning Hub site and program.

Once your employees complete the course work, they must pass tests to become qualified or certi-fied. The tests consist of Web assessments or proc-tored exams at a certified testing center for SAP certification or a combination of both, depending on the employee’s role and the type of education or training.

Your employees must complete all Web assessments that are linked in a series to be counted toward sell or service authorization. Web assessments are available in different languages; each employee should complete all linked Web assessments in the same language.

SAP LEARNING HUBSAP Learning Hub is the centralized location for all training. SAP Learning Hub, a cloud-based so-lution, provides instant online access to the vast knowledge base from the SAP Education organi-zation with no need to schedule or travel to train-ing sessions. You have fast, easy admittance to all the latest SAP learning materials for training as and when needed.

By using a personalized environment, you and your team can prepare for the next project or cer-tification exam. Subscribers have unlimited ac-cess to more than 4,500 training titles, including participation in SAP expert–led social learning rooms to interact with SAP instructors and speed up your learning progress. An annual 12-month subscription fee gives you unlimited access to the generic materials, and as a subscriber to SAP Learning Hub, you can also purchase individual access to live SAP training systems.




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Communicating Your Relationship with SAPOpen ecosystem members with the “build” engage-ment model and those with basic membership are entitled to use the following messaging line in their official communication: “We are an official member of the SAP® PartnerEdge® open ecosystem.”

Members of the open ecosystem with the sell or service engagement model that can demonstrate go-to-market readiness based on objective criteria are entitled to use the “SAP partner” font treatment provided by SAP, as illustrated in Figure 2.

These criteria are as follows:

For a sell engagement model: • Signed open ecosystem sell agreement • Selected a distributor to work with • Completed sell authorization requirements in the partner relationship management (PRM) platform

• Has generated revenue after one year of partnership

For a service engagement model: • Signed open ecosystem service agreement • Completed service authorization in PRM to engage on implementation project

• Proven successful customer project completion after one year of partnership

Thank you for your interest in SAP, and welcome to the SAP PartnerEdge program. We look forward to working with you.

Figure 2: “SAP Partner” Font Treatment


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Benefits The SAP PartnerEdge program offers a number of benefits for open ecosystem members. Figure 1 illustrates the benefits available to you. To learn more about the specific benefits, please see the partner-dedicated Web site. Please note that benefits may vary by country and engagement model.

StudioSAP|38377enUS(15/07) © 2015 SAP SE or an SAP affiliate company. All rights reserved.

Figure 1: Program Benefits for Open Ecosystem Members

Resell rights through

distributors

“SAP Partner” font treatment

Development licenses

Test and demo licenses for

nonproductive use

Access to sappartneredge.com

Partner updates and

news

Access to solution training through SAP® Learning Hub

Community support

Availability

For all open ecosystem membersOnly for members with an engagement modelOnly for “sell” and “service” engagement modelsOnly for sell engagement modelOnly for “build” engagement model

http://partneredge.sap.com/en/partnership/about-sap-partneredge/benefits.html

© 2015 SAP SE or an SAP affi liate company. All rights reserved.

No part of this publication may be reproduced or transmitted in any form or for any purpose without the express permission of SAP SE or an SAP affi liate company.

SAP and other SAP products and services mentioned herein as well as their respective logos are trademarks or registered trademarks of SAP SE (or an SAP affi liate company) in Germany and other countries. Please see http://www.sap.com/corporate-en/legal/copyright/index.epx#trademark for additional trademark information and notices. Some software products marketed by SAP SE and its distributors contain proprietary software components of other software vendors.

National product specifi cations may vary.

These materials are provided by SAP SE or an SAP affi liate company for informational purposes only, without representation or warranty of any kind, and SAP SE or its affi liated companies shall not be liable for errors or omissions with respect to the materials. The only warranties for SAP SE or SAP affi liate company products and services are those that are set forth in the express warranty statements accompanying such products and services, if any. Nothing herein should be construed as constituting an additional warranty.

In particular, SAP SE or its affi liated companies have no obligation to pursue any course of business outlined in this document or any related presentation, or to develop or release any functionality mentioned therein. This document, or any related presentation, and SAP SE’s or its affi liated companies’ strategy and possible future developments, products, and/or platform directions and functionality are all subject to change and may be changed by SAP SE or its affi liated companies at any time for any reason without notice. The information in this document is not a commitment, promise, or legal obligation to deliver any material, code, or functionality. All forward-looking statements are subject to various risks and uncertainties that could cause actual results to diff er materially from expectations. Readers are cautioned not to place undue reliance on these forward-looking statements, which speak only as of their dates, and they should not be relied upon in making purchasing decisions.

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OpenEcosystem Guide