SAP Business One OnDemand for Partners - …SAP Business One OnDemand for Partners Value Proposition and Partner Opportunity February 2013sapidp/... · 2014-3-17

SAP Business One OnDemand for Partners Value Proposition and Partner Opportunity

February 2013

© 2011 SAP AG. All rights reserved. / SAP Business One

2 Confidential

Purpose of this document

This document provides an overview of SAP Business One OnDemand’s

market opportunity and value proposition for partners, including:

1. Market Opportunity

2. B1 onDemand Overview & Positioning

3. B1 onDemand Partnering

4. Partner Edge Detail

5. Engaging with SAP

6. Partner Enablement

7. Partner Add-ons and Innovations

8. Transitioning from SbH to OnDemand Model

This deck is not for external use. It is

intended for prospective SAP OnDemand

partners.


3 Confidential








Agenda


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Market potential for ERP in the cloud SMEs are a high-growth market

SaaS and Cloud ERP Trends in 2011

Only 9% of current ERP deployments use the

SaaS model, compared to 72% on-premise. But

that is changing and SMBs are leading the way.

SMB External IT Spending Worldwide

(2008–2014)

By 2014, the SMB market is projected to grow to

more than $1 trillion, with a five-year compound

annual growth rate (CAGR) of 5.7%.

17%

8%

2%

0%

5%

10%

15%

20%

Small enterprises Midsize enterprises Large enterprises

% ERP deployments in SaaS model

378

298 354

5.2% 5.8%

6.3%

0.0%

2.0%

4.0%

6.0%

8.0%

10.0%

0

100

200

300

400

500

Small businesses

(1-99 employees)

Low-end midsize businesses (100-499

employees)

High-end midsize

businesses (500-999

employees)

IT spendings in 2014 $B

Source: Aberdeen Group “SaaS and Cloud ERP Trends, Observations and Performance

2011”.

Source: Gartner Dataquest “Forecast Analysis: Small-and-Midsize-Business External IT

Spending, Worldwide, 2008-2014, 3Q10 Update”.


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Small

Business

Mid-Sized

Business

Currently use Cloud/SaaS 13.4% 35.9%

Plan to Use in Next 12 Months 13.5% 31.5%

Interested, but No Plans 40.6% 13.9%

Not Interested 15.9% 10.3%

Don’t know/No answer 16.6% 8.4%

U.S. SB vs. MB current and planned use of cloud/

Software as-a-Service 2011

Source: IDC’s SMB Survey 2011


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49%

37%

13%

19%

16%

16%

11% 15%

11% 13%

0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

100%

Today 24 Months

Public Cloud

Private Cloud - Hosted

Outsourced IT

Private Cloud Inhouse

Traditional IT

Q. Please estimate how much of your company's IT budget will be allocated to buying

and managing these different types of IT services

IDC NA Cloud Computing Survey, January 2011 n=603

Public cloud is

transformative and

challenges all our notions

about how IT is bought,

staffed, operated, and

capitalized

Private cloud is

evolutionary for the vast

majority of enterprises,

and the likely on-ramp to

cloud for the next 24

months

Hybrid approaches to IT

delivery are already a

standard, but cross-

platform management is

the next frontier

+12%

Cloud adoption increasing

Source: IDC Cloud Survey (unpublished), December 2010 n=603


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SMEs are looking to benefit from cloud deployments

Provide managed IT

infrastructure with minimal

investment to free up resources

Large upfront capital

expenses become

predictable operational costs

Increase business agility

and scale effortlessly as

business grows

Ability to securely store

and access data

regardless of location

Lower total-cost-of-

ownership by pooling

resources

Streamline

operations and increase

business insight


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2. B1, B1 onDemand Overview & Positioning






Agenda


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SAP Business One:

Proven success with SMEs and subsidiaries worldwide

34,000+ SAP Business One customers

1,500+

LE affiliates running SAP Business One

80+ Countries running SAP Business One

40 country localizations, 27 languages

Dedicated to helping our customers Run Better

-


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Enhance solution enablement for partners

Cover standard business processes end-to-end

Orchestrate integration and collaboration

Run completely in-memory technology

Manage TCO

Extend the solution scope

Full flexibility on deployment

SAP Business One:

Delivering Innovation, Flexibility and Customer Choice

© 2011 SAP AG. All rights reserved. 11 Confidential

SAP Offers SME Customers Choice

Midsize

Companies

Small

Businesses

Most affordable:

Ideal for growing SE needing an entry-level ERP;

Available on-premise or on-demand (hosted by partners)

Easiest to consume:

Ideal for ME companies

preferring “no IT”;

Available on-demand only

Most scalable:

Ideal for ME companies

with highly industry-specific needs;

Hosting option available

On Premise Cloud/On-Demand


12 Confidential

SAP Business One OnDemand

SAP Business One OnDemand solution is a cloud-based, integrated

business management solution designed specifically for small businesses

or subsidiaries of large enterprises, offered exclusively through partners

Complete SAP Business One is an end-to-end solution offering financials,

customer relationship management, inventory management

functionality and more (all essential business functions come from

SAP or partners)

Simple Easy to set up, use, and customize

Scalable As business needs change, leverage pre-integrated partner

solutions

Affordable Competitively priced, get started with just a few users

Benefits


13 Confidential

Value of running SAP Business One in the cloud

Choice Run SAP Business One on-premise or in the cloud

Ease Let SAP’s partners host and manage the system

Flexibility Our solution adapts and scales with your business

Cloud

SAP offers an affordable business management solution that provides

Choice, Ease, and Flexibility


SAP Business One OnDemand partners New partnerships

SAP Business One OnDemand provides partners the opportunity to give

customers choice of deployment. Partners benefit by strengthening and

expanding their portfolio of offerings while simplifying and expediting

customer delivery, increasing share of wallet and providing new services.

Partners delivering Business One for the first time:

Help customers realize the benefit of consolidating deployment, support and

services/sales touch points

Offer SAP Business One in a hosted environment

Provide ability to scale globally with ease

Extend a full suite of services, thus increasing share of wallet in current and

prospective accounts


Partnership model for SAP Business One OnDemand Business opportunities for new partners

Infrastructure

Partners

Provide hosting

services for customers,

typically a data center

Manage and maintain

customer software

solution at remote site

Can cover several

countries

Value Added

Resellers

One point of

accountability for all

service needs

Ensure smooth go

live and are often

main point of

contact

Strategic

Partners

Offer end-to-end services

(e.g., hosting, cloud

infrastructure and support)

One point of accountability

for all service needs

Examples: Hungarian

Telecom and Seidor


The Business One OnDemand Model

subcontracting

Strategic partners

Infrastructure/

hosting provider

Value Added

Reseller

Business One

OD customer Customer contract

Customer contract

subcontracting

Partner contract

Partner contract

Infrastructure Partner

certification

Business One

OD customer


SAP Business One OnDemand:

VAR Partnership

Value Added Resellers sell the packaged offering with implementation

and support services as a package to their customers.

They work with Infrastructure partners in a cooperative GTM

approach to deliver OnDemand solutions.

VARS can focus on the implementation and pre-sales. Hosting and

software maintenance is fully transparent to them and handled by the

Data Center

VAR partners can be from various countries, focus on specific industries,

provide support to customers locally (and in local language)

Central application management ensures that the whole landscape is up

to date and all updates are managed centrally which lowers the TCO

Ensure add-ons are sufficiently tracked and updated between VARS and

Infrastructure partner to ensure customer continuity



Infrastructure Partnership

Certified Data Center provides hosting infrastructure without any SAP

Business One installation or services.

Provides Data Center Provider and SAP Business One Partner clear

revenue and responsibility delineation

Clear chain of responsibility

Potential VAR partner OnDemand solution branding

Requires SAP Business One partner to build expertise in cloud

provisioning technologies and processes

Data center can enable all SAP Business One OnDemand Business

models, as required

Upside potential with Add-On packages



Strategic Partnership

Strategic Partners deliver SAP Business One and all services

(implementation & support) in one package directly to customers.

Partner serves as one stop location for all customer needs

Strategic Partners are globally present, with ability to easily scale to

meet customer expectations

Data Center has a full control over installed SAP Business One

components

Manages all updates / upgrade of SAP Business One landscape

Can fully utilize and share all HW and SW resources among multiple

customers

Central application management ensures that landscape is up to date

and all updates are managed centrally, thus lowering TCO


Responsibilities Strategic

Partner

Infrastructure

Partner VAR

Marketing

Branding

Selling

Implementation ()

Hosting ()

L1/L2 support ()

L3 support

Invoicing

() = included / not included, depends on Partner

* = See appendix for hosting requirement for B1 Cloud certification

Linked

GTM

Partner profiles









Agenda


Partnership Benefits

How You Benefit

Provide new business models to

existing customers

Enter new markets

Leverage proven and established

Business One on premise success

Up-sell opportunity

Utilize SAP marketing and branding

for your own efforts

Extend your solution portfolio

What SAP Provides

Training

Local product experts to help provide

sales support in all regions

Marketing content, programs and

Tools

Exposure to SAP Customer Base

Access to partner ecosystem to

expand your market reach


Grow Faster

Award winning program that that helps

partners expand market opportunities and

drives customer success

Accelerate Engagement

Sales marketing, program and technical

resources that ensure effective SAP

engagement opportunities and drives

customer success

Enhance Collaboration

Partnership tools to provide transparency and

increase collaboration


Program Benefits

Interactive Collaboration

workspace

• One global partner program

framework

• Manage My Partnership tool

• Differentiation with Validated

Expertise designation (VARs)

• Access to SAP partner

network

Different Partnership options

with increasing benefits

• Engagement scenarios based

on your potential

• Recognition as part of the SAP

network at all levels

• Partnership opportunity that fits

your capabilities and objectives

Continuous education &

portfolio expansion

•Free level 1 e-learning

•Access to expert sessions

•Solution validated expertise

•SAP solution portfolio to

expand your business to

different markets and

industries


VARs have three different partnership levels

with related benefits

Standard Benefits Package

General Program Benefits Business Enablement Benefits Technical Support

Partner Education Marketing and Selling Support Solution Development Support

All the benefits of Bronze

Advisory Boards

Increased MDF

Increased Service Entitlements

Standard Benefits Package

SW Discount

MDF (if available in region)

Service Entitlements

All the benefits of Silver

“Gold” Logo Branding

Highest MDF

Highest Service Entitlements

One program level

for all VARs

regardless of how

many products sold


Region Specific Program Information provides

Requirement, Benefit, and Value Point Details

Get acquainted with your regional requirements - a quick reference.









Agenda


Understanding business objectives to be completed by prospective VAR partnerships

By filling in this template, you help us …

Understand your business profile, your specific way of doing business as a

partner, and your viability as an SAP Business One Solution Reseller

Align our and your expecations around the Solution Reseller model and a

potential partnership with SAP

Ramp up your SAP Business One practice once a partner contract has been

signed

Assess your sales needs and how we can support you

Work more effectively with your organization by ensuring that we assign the

right resources to you to help meet joint business goals


Financial information (partner)

Criteria Value (currencies in k)

Revenue

Financial rating

Revenue/person

Revenue blend

Revenue sources

Financial reserve

Growth

Percentage of revenue created by partnerhships

Profit margin (pre-tax) (profit before taxes/net sales)

Asset turnover (net sales/total assets)

Return on assets (profit before taxes/total assets)

Financial leverage (pre-taxt)(total assets/net worth)

Return on net worth (pre-tax)(profit before taxes/net

worth)

Collection period

Inventory holding period

AP payment period

Cash cycle


Criteria Value (currencies in k) or information

Target or Niche Markets

Client Base & Size

User Base / Reference Sites

Experience In Volume Business

Horizontal Market Experience

Portfolio Competition

Years in Business

Go to market information (partner completed)


Criteria Value (currencies in k)

Management Track Record

Approach to Implement Strategy Fast

Experience With Sub Channel

Management Structure

SaaS / Hosting Track Record / Understanding

Mind-set

Strategic Relevance of Business One

Additional Business

Board of directors or advisory board (# of people,

percentage of outsiders)

Frequency of planning process with feedback loops

including vendors?

CEO/direct report access for SAP

Number of Employees

Business One Marketing Contact

Business One Sales Contact

FTE to be assigned to Business One Pre-Sales

FTE to be assigned to Business One Consulting

FTE to be assigned to Business One Key User Support

Partner organizational structure information


Please use the Excel included or a comparable sheet to fill in this

section

Targets and business planning


Activity planning

2011.HY2 2012 2013 2014

Overall goal for

quarter/year (non-

KPI, e.g. Reference

creation, segment

lead, ...)

• … • … • … • …

Target segments

(industry, geo,

company size, other

characteristics)

Marketing/PR

activities

• … • … • … • …

Employee education • … • … • … • …

Others • … • … • … • …


Marketing and sales activity planning in detail

Advertising

Online

Dialogue

Events

References

Tele

Outbound

Activities 2011/2012

Activity

04 05 06 07 08 09 10 11 12 01 02 03 10


SAP Business One Partner Organizational Structure

CEO Name

Bus. One Lead Name

TSE Lead Name

TSE Name

…

Solution Advisor Lead

Name

Solution Advisor Name

…

Service Advisor Lead

Name

Service Advisor Name

...

Marketing

Name

Please indicate when the resource is going to be on board, in case they have not been hired so far

Minimum staffing requirements: Account Executive – min. one dedicated qualified full-time resource

Solution Advisor – min. one resource qualified

Service Advisors – min. one dedicated, plus one other individual having qualified


Opportunities Qualified

Estimated

date to close

End

customer

Offering Deal

description

Subscription

revenue

Geo Vertical Segment Comments









8. Transitioning from SbH to OnDemand Model

Agenda


Partner Enablement

Calendar

On-Line Training

Social media

Implement-ation tools SDN

Dedicated PSA

Cannel Partner portal

For all partner types

Partner Enablement Resources at your Fingertips


Go Ready Set

Selling SaaS solution

On Demand value

proposition and

business module

Try and buy scenarios

Rules of communication

and engagement

Competitive comparison

Private cloud strategy

and business module

TCE training

Elearning sales

certification

Getting started

document (?)

OnDemand white paper

TCE training

CCC training

Demo2Win

Discovery2Win

LCM in the cloud

FAQ document

Level 1 and 2 presales

certification

On Demand landscape

infrastructure

Product Elearning

TCE training

CCC training

LCM in the cloud

B1 product training

B1 how to guides

Consultants certification

Implementation and

support processes

Implementation

methodology

Implementation tools

Sales

Executive

Presale

Consultant

VAR Enablement


GTM and Engagement

Partnership: VAR, SSP,

customers, 3rd party

Total Cost of Ownership

Tool

Leads Tracing and

Distribution

Total Customer

Experience

Infrastructure (Hosting) Partner Enablement

Maintenance

Control Center

Reporting

Remote Support

Platform

Lifecycle Management

Upgrades

User Management

Customization

Operations, Monitoring

and Support

Infrastructure

B1 Architecture

B1 Sizing/System

Requirements

Landscape Set up

/Administration guide

Demo Systems (Try &

Buy) Setup &

Maintenance

Service Unit Setup and

Provisioning

License Management

Add-on Management









Agenda


SAP Business One Partner Add-ons

Partner add-ons are proven and preconfigured solutions pre-integrated

with SAP Business One to address specialized industry, business

process, mobile, and other challenges.

Transitioning add-ons to the cloud:

Centralized management in Cloud

Control Center

Installation

Upgrades

Provisioning

Reporting for billing purposes

Certification is available to ensure

Compatibility

Reliability

Security

Continuity


Solution

Center

SAP Business One OnDemand

Cloud Control Center for partners

Enhanced Support

and Application

Management via RSP

Enhanced Mobile

Integration

Complete Partner-

Initiated Lifecycle

Management

Trigger

Find the solution

Try (Trial / Demo)

Select / Purchase

Implement / Go Live

Use/Get support

Adapt / Extend

Provisioning Wizard in the Cloud Control

Center for SAP Business One OnDemand


Application

Management

Infrastructure

Management

Shared between Multiple

Service Units

Software

Repository

License

Server

Remote

Support

Platform*

* Optional Components

SAP Business One Users

System

Landscape

Directory

Cloud Control

Center

Integration

Component*

Mailer* Application

Servers

Dedicated to a Single Service Unit

Domain Controller

SAN

Common

Database

Database Instance

Company

Databases

Servers

Infrastructure

Components

Shared

Folders

Web Access Portal

Cloud Operators

Service Unit

Tenant Tenant

Thank you!

Questions?

Documents

SAP Business One OnDemand for Partners - …SAP Business One OnDemand for Partners Value Proposition and Partner Opportunity February 2013sapidp/... · 2014-3-17