SAP PartnerEdge Program Guide

for Members of the Open Ecosystem

2016 SAP SE or an SAP affiliate company. All rights reserved.

February 2016

SAP PartnerEdge Program Guide for Members of the Open Ecosystem

Table of Contents
3

Introduction to the SAP PartnerEdge Program

SAPs Growth Powered by the

SAP Ecosystem

The First Steps Toward Success

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

2016 SAP SE or an SAP affiliate company. All rights reserved.

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SAP PartnerEdge Program Guide for Members of the Open Ecosystem

Introduction to the SAP PartnerEdge Program

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 open ecosystem, including the initial engagement
models, requirements, and benefits.

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SAP PartnerEdge Program Guide for Members of the Open Ecosystem

SAPS GROWTH POWERED BY THE

SAP ECOSYSTEM
Today, 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 SAP HANA, 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.

Thats why we are so pleased to welcome you to

the SAP PartnerEdge program. As a member of the
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 SUCCESS

Getting started is easy. With the easy online clickthrough application, you can join the program as a
basic open ecosystem member. The only requirement for joining the SAP PartnerEdge program as
a basic open ecosystem member is to accept the
SAP PartnerEdge Open Ecosystem Terms of Use
during your application to the program.

As soon as SAP receives your application, your

organization will receive a welcome e-mail with key
information and a special user ID for accessing
SAP solutions and resources. You will have limited
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. In the next section, Engagement
Models and Program Requirements, you can learn
how to expand your scope as your business evolves.

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SAP PartnerEdge Program Guide for Members of the Open Ecosystem

Engagement Models and Program Requirements

The 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. In each case, your organization must
sign an engagement-model-specific agreement.
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 applications, software, and integrated solutions based
on selected SAP platform technologies.
Once you have made your selection, youll 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
SAPs channel operation policy.
SELL ENGAGEMENT MODEL
The following outlines the requirements for the sell
engagement model. Please ensure that your organization 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 engagement 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 Authorization
For 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 certified employees for each sell authorization. (These
are organized by product family or subcategories
within a product family.)

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SAP PartnerEdge Program Guide for Members of the Open Ecosystem

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 certification). You can find more information about training
and curriculum formats in the 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 organization 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 addon 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 Training
SAPs training program requirements are aligned
with job roles. The Role table summarizes training 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.

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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SAP PartnerEdge Program Guide for Members of the Open Ecosystem

Training Requirements for a Sell Engagement Model

Solutions available

Number of employees

Role

SAP HANA platform

1
1
0

Presales consultant
Sales executive
Solution consultants

Analytics solutions

Recommended for all roles

Database and technology

Recommended for all roles

Mobile solutions

Recommended for all roles

SERVICE ENGAGEMENT MODEL

Members in the open ecosystem with a service
engagement model are authorized to offer strategic business consulting to customers through
the design, development, implementation, and
integration of SAP solutions.

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

Service Authorization
For 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 individual subcategory. Once you meet the requirements,
including your authorization and/or application
development, you will be recognized as an official
SAP partner.

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 requirements. 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.

An employee is qualified or certified by satisfactorily completing the required role-based training You can find more information about training and
and passing the corresponding Web-based assess- curriculum formats in the Education section in
this guide.
ment (for qualification) or in-person exam (for
certification).

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SAP PartnerEdge Program Guide for Members of the Open Ecosystem

Role-Based Training
SAPs training program requirements are aligned
with job roles. The Role table summarizes training 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.

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

Training Requirements for a Service Engagement Model

Solutions available

Number of employees

Role

Cloud solutions

Solution consultant

SAP Business All-in-One

solutions
SAP Business One
application
Analytics solutions
Database and technology
including the SAP HANA
platform
Mobile solutions

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SAP PartnerEdge Program Guide for Members of the Open Ecosystem

BUILD ENGAGEMENT MODEL

With a build engagement model in the open

ecosystem, your company is authorized to explore
select SAP platform technologies for development 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 maintenance but excluding SAP support services. For
more information, visit the Application Development
Partner Center.

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SAP PartnerEdge Program Guide for Members of the Open Ecosystem

Education
The 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 members. As the SAP product portfolio expands, the
education program adds training opportunities
accordingly.

SAP LEARNING HUB

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

CURRICULUM FORMATS
We offer a blended approach of classroom training, 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.

By using a personalized environment, you and

your team can prepare for the next project or
certification exam. Subscribers have unlimited
access to more than 4,500 training titles, including
participation in SAP expertled 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.

Once your employees complete the course work,

they must pass tests to become qualified or certified. The tests consist of Web assessments or proctored exams at a certified testing center for SAP
certification or a combination of both, depending
on the employees 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.

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SAP PartnerEdge Program Guide for Members of the Open Ecosystem

Communicating Your Relationship with SAP

Open ecosystem members with the build engagement 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.

Figure: SAP Partner Open Ecosystem Font Treatment

Members of the open ecosystem with the sell or

service engagement model that can demonstrate goto-market readiness based on objective criteria are For a service engagement model:
entitled to use the SAP Partner Open Ecosystem Signed open ecosystem service agreement
font treatment provided by SAP, as illustrated in
Completed service authorization in the Manage My
the figure.
Partnership tool to engage in an implementation
project
These criteria are as follows.
Proven successful yearly project implementations
For a sell engagement model:
Signed open ecosystem sell agreement
Selected a distributor to work with
Completed sell authorization requirements in
the Manage My Partnership tool
Has generated yearly revenue
Please note: SAP reserves the right to eliminate
inactive partners and withdraw the right to use
the logo in case a partner is inactive.

For detailed information about the required

criteria for go-to-market readiness, see
SAP PartnerEdge Open Ecosystem: Font Treatment
and Communication Guidelines.
Thank you for your interest in SAP, and welcome
to the SAP PartnerEdge program. We look
forward to working with you.

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SAP PartnerEdge Program Guide for Members of the Open Ecosystem

Benefits
The SAP PartnerEdge program offers a number
of benefits for open ecosystem members.
The table 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.
Program Benefits for Open Ecosystem Members
SAP
PartnerEdge
Open Ecosystem:
Sell

SAP
PartnerEdge
Open Ecosystem:
Service

SAP
PartnerEdge
Open Ecosystem:
Build

SAP
PartnerEdge
Open Ecosystem:
Basic

Access to
sappartneredge.com

Partner updates
and news

Access to solution
training through
SAP Learning Hub

Community support

"SAP Partner" font

treatment

Resell rights to
distributors

Development
licenses
Test and demo
licenses for
nonproductive use

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Studio SAP | 38377enUS (16/03)

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sappartneredge.com

2016 SAP SE or an SAP affiliate company. All rights reserved.

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