SAP® ExtEndEd BuSinESS ProgrAmPROGRAM GUIDE – VERsIOn fOR AsIA-PAcIfIc-JAPAn REGIOnJAnUARy 2010

4 SAP Extended Business Program Overview

4 Program Purpose 4 your Role

5 SAP Solutions 5 sAP Business One 5 sAP Business All-in-One 5 sAP BusinessObjects Portfolio

6 Minimum Program Entry Requirements

6 Business Plan

7 Timelines and Program Membership

7 Prerequisites for Program Membership

7 Once your Organization Becomes a Member

8 Program Benefits

9 Education and Training 9 Overview of Training,

Qualification, and certification 9 sAP Business One 10 Qualified sAP Business All-in-One

Partner solutions 11 sAP BusinessObjects Portfolio 11 Additional Information 11 Logo for Members of the sAP

Extended Business Program

ContEnt

Program Purpose

The sAP Extended Business program supports your role in promoting and implementing sAP solutions in partner-ship with sAP channel partners who are authorized value-added resellers (VARs).1 Under the sAP Extended Business program, your organization will be granted the appropriate access to sAP software systems, resources, and training to support your business relationship with your VAR. your em-ployees are entitled to participate in the same training programs sAP provides to its authorized VARs to ensure that your organization is properly enabled to take on sAP business opportunities.

Your Role

As a member of the sAP Extended Business program, your organization is part of the wider sAP partner eco-system. you join forces with a VAR and prepare the ground for the success -ful sale and implementation of sAP solu tions. your specific expertise and knowledge of certain industry verticals or specific local markets will bring a tremendous benefit to the sAP indirect channel.

In collaboration with your VAR, you will be able to identify opportunities in the market of small and midsize enterprises (sMEs) and promote those opportuni-ties during all phases of the sales and implementation cycles. Business plans and engagements in the sales and im-plementation cycles will be discussed and agreed upon between you and your VAR (including but not limited to the compensation to be paid to you by the VAR). The way you and your VAR part-ner cooperate is fully at your discretion and allows you to shape your business in accordance with your mutual needs.

As a member of this program, your organization is not allowed to resell sAP solutions. Rather, your role is to promote and implement the selected sAP and relevant partner solutions, as appropriate, together with your VAR. Although you may be required to take training courses that are selling-related, the courses are for your education and to assist in your alignment with sAP.

SAP® ExtEndEd BuSinESS ProgrAm ovErviEwBUILDInG sTROnGER RELATIOnshIPs

This guide explains how the sAP® Extended Business program works. In addition to the terms and conditions of the program collaboration agreement, you will find this guide useful in explaining the specific requirements and benefits available to you as a member of this program.

1. Throughout this document, we use the term VAR for authorized sAP channel partners that have the right to distribute sAP software.

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SAP SolutionSsOLUTIOns fOR ThE sME MARkET

sAP understands the challenges of the sME market and has produced superior solutions to meet its needs. Designed specifically for small businesses and midsize companies, the sAP Business One application, sAP Business All-in-One solutions, and sAP BusinessObjects™ portfolio are just the right products for partners looking to differentiate them-selves in the marketplace. Additionally, sAP will continue to develop and expand to offer a wide range of innovative solutions that are ideally suited for organizations of all sizes.

SAP Business One

sAP Business One is a complete busi-ness management application that allows small-business owners to streamline end-to-end operations, get instant and complete information, and accelerate profitable growth. sAP Business One is an affordable application that can be deployed in as little as one month.

SAP Business All-in-One

A qualified sAP Business All-in-One partner solution combines sAP Business suite software, support for best prac-tices from sAP and our partners, and services performed by an authorized partner. Based on enterprise resource planning software from sAP, these are low-risk and affordable options for mid-size companies that need a business management solution tailored to their unique requirements. VARs develop, support, and sell unique vertical ap-plications as qualified sAP Business All-in-One partner solutions to serve specific needs.

SAP BusinessObjects Portfolio

The sAP BusinessObjects portfolio includes a comprehensive set of busi-ness intelligence (BI) and performance management solutions specifically designed to meet the unique needs

of small businesses and midsize com-panies. sAP BusinessObjects Edge BI software offers comprehensive function-ality for enterprise reporting, ad hoc anal-ysis, visualization, data integration, and data management to provide the insight needed to make better decisions across your company – with minimal IT support. In addition, the sAP BusinessObjects Edge Planning and consolidation appli-cation creates efficiency and visibility across all planning, budgeting, forecast-ing, and consolidation activities. And the sAP BusinessObjects Edge strategy Management application enables line-of-business managers and senior exec-utives to drive execution across the entire organization – aligning company goals to achieve optimal financial and strategic results.

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To become a member of the sAP Extended Business program, your organization must meet the minimum program entry requirements as outlined in the following table.

Minimum Entry Requirements

Minimum Entry Requirements for All Program Members

SAP and VAR sponsorship

Local sAP channel management and one value-added reseller (VAR) must formally recommend the prospective program member based on recognition of value-oriented capabilities and match to sAP market coverage needs.

Signed collaboration agreement

Each applicant must sign the sAP® Extended Business program collaboration agreement. The terms and conditions of the collaboration agreement govern the relationship between sAP and your organization as a program member.

Business cooperation agreement between VAR and program member

In addition to the signed collaboration agreement, your organization must provide written confirmation of existing cooperation between your organization and an sAP channel partner acting as a VAR.

Program membership

To become a member of the program, your organization must have selected employees complete the required Web-based qualification tests.

If your organization does not achieve program membership within the required period (three months), your organization will not be permitted to join the program. sAP reserves the right to terminate the collaboration agreement in accordance with the terms set forth therein.

If a qualified employee were to leave your organization, please note that this could affect your meeting the requirements for program membership. It is your responsibility to notify sAP when a qualified employee leaves your organization and to assign another person to complete the coursework and respective test. sAP reserves the right to terminate the collaboration agreement in accordance with its provisions if your organization does not fulfill the program requirements within three months after the departure of the qualified employee.

minimum ProgrAm Entry rEquirEmEntShOW TO BEcOME A MEMBER Of ThE PROGRAM

Business Plan

sAP believes in the advantage of your establishing a business plan with your VAR partner. A business plan outlines specific goals, including revenue and staffing plans. This helps assess the partnership potential and support a successful relationship. for this program, creating a joint business plan with your VAR partner is recommended.

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for members of the sAP Extended Business program, these roles are:• Sales professionals – Employees

promoting sAP Business One, quali-fied sAP Business All-in-One partner solutions, or sAP BusinessObjects software

• Consultants – Employees providing presales or implementation support for sAP Business One, qualified sAP Business All-in-One partner solutions, or sAP BusinessObjects software

Once Your Organization Becomes a Member

Upon completing all minimum program requirements, your organization is enti-tled to official status as a member of the sAP Extended Business program and use of the program logo according to the terms of the collaboration agree-ment. you and your employees will have further access to sAP software systems and will begin receiving the program benefits.

timElinES And ProgrAm mEmBErShiPA WInDOW Of OPPORTUnITy

you have three months after signing the collaboration agreement to become a member of the program. Once sAP receives your signed collaboration agreement, the next step is to meet the program membership requirements. Achieving program membership is re-quired so that your organization can re-ceive the benefits of the sAP Extended Business program and be operational.

Prerequisites for Program Membership

To achieve program membership, se-lected employees from your organiza-tion will need to successfully complete the required training and respective qualification tests within three months of the date your organization signs the collaboration agreement.

your organization will be given limited access to the sAP channel Partner Portal site for the sole purpose of completing the required training (free e-learning) and respective Web-based qualification tests.

The training qualifications and assess-ments for sAP Business One, qualified sAP Business All-in-One partner solu-tions, and sAP BusinessObjects soft-ware are organized by different roles to ensure that individual employees receive the relevant education.

Requirements for Promoting and Implementing SAP® Business One

Level Type

Number of Employees

sAP-qualified sales professional Level 1 1

Implementation consultant professional for sAP® Business One application

Level 1 1

Requirements for Promoting and Implementing Qualified SAP® Business All-in-One Partner Solutions

Level Type

Number of Employees

sAP-qualified sales professional Level 1 1

sAP-qualified associate consultant Level 1 1

Requirements for Promoting and Implementing SAP BusinessObjects™ Software

Level Type

Number of Employees

sAP-qualified sales professional Level 1 1

sAP-qualified solution consultant Level 1 1

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The sAP Extended Business program offers a set of benefits rewarding your organization for active participation and success with sAP solutions. The following table summarizes available program benefits.

General Program Benefits

channel partner newsflash or newsletter (global and local) ü

Access to the sAP® channel Partner Portal site ü

Partner conferences ü

Member Education

sales and presales training and qualification (e-learning free) ü

consultant training and certification ü

Marketing Support

Marketing tools and collateral ü

sAP Extended Business program logo usage rights and logo kit ü

Technical Support

Access to Web-based information resources ü

Access to the sAP Developer network site ü

Other Opportunities

Invitational Webcasts, specialized workshops, training, and executive summits

ü

ProgrAm BEnEfitSsUPPORT fOR yOUR BUsInEss

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Overview of Training, Qualification, and Certification

you will receive access to the same educational program sAP provides to all sAP channel partners acting as VARs. This enables your employees to earn qualification or certification for promot-ing and implementing sAP solutions and technology.

Training is organized by job role to en-sure that individual employees get the right training. With this training, your employees will be better prepared to promote and implement sAP solutions with confidence.

Training is offered in two levels. Level 1 is the foundation training your employ-ees must complete for your business to become a member of the program. Level 2 encompasses important educa-tional content that takes your learning to a higher level.

To make it easier for your team to learn, we offer a blended approach of e-learning, classroom training, and workshops. complete details and role-based learning maps are available via the Education section of sAP channel Partner Portal (channel.sap.com/education).

Once your employees complete the coursework, they are required to pass tests to become qualified or certified. The tests consist of Web assessments used for qualification, proctored exams at a certified testing center for sAP certification, or a combination of both.

SAP Business One

The sAP Education offerings make it easier for your sales and consulting team to get started. A curriculum rele-vant for members of the sAP Extended Business program is designed for the following roles:• Sales executives – Employees

promoting sAP Business One to customers

• Presales consultants – Employees who help define customer needs and recommend the appropriate application

• Implementation consultants – Employees responsible for the intro-duction or continuous support of busi-ness processes for sAP Business One customers at the customers’ sites

NOTE: Available training for other roles is not relevant for members of the sAP Extended Business program.

Important: completion of level-1 sales training for sAP Business One allows your organization to promote sAP Business One. however, it does not allow your organization to implement the software. To do so, you must assign employees to take level-1 consultant training and pass the corresponding tests, and implementation of software or add-ons by your organization shall be undertaken in conjunction with the VAR. Even when the VAR is of the opinion that your organization has the requisite capabilities to be the prime contractor for the software implemen-tation, it is nevertheless recommended that you engage the VAR as a project director or in a similar role to enhance customer satisfaction.

The following table outlines the training levels and requirements for promoting and implementing the sAP Business One application.

EduCAtion And trAiningVALUABLE REsOURcEs

Training Levels and Requirements

Sales Consultant

Level 1 Provides basic training for promoting the sAP® Business One application; gives sales executives skills to articulate the value proposition

Required for program membership

Role-specific consultant training providing a varied and experience-rich curriculum with a strong foundation

Required for program membership

Level 2 Expands the sales executive’s capabilities with in-depth, applied skill practice

Available for all qualified sales executives via highly interactive workshops

Advanced consultant training available for all certified consultants through e-learning

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Qualified SAP Business All-in-One Partner Solutions

To help your organization meet the unique needs of midsize companies, the curriculum for qualified sAP Business All-in-One partner solutions develops your employees’ sales and technical expertise. It also provides industry- specific training focused on sAP Best Practices packages to guide your team to success in different industries.

Important: completion of level-1 sales and consultant training for qualified sAP Business All-in-One partner solutions allows your organization to promote or develop add-ons. however, it does not allow your organization to implement the software or add-ons. To do so, you must assign employees to take level-2 consultant training and pass the corre-sponding tests and implementation of software or add-ons by your organiza-tion shall be undertaken in conjunction with the VAR. Even when the VAR is of the opinion that your organization has the requisite capabilities to be the prime contractor for the software implemen-tation, it is nevertheless recommended that you engage the VAR as a project director or in a similar role to enhance customer satisfaction.

The sAP Education offerings make it easier for your sales and consulting team to get started. curriculum relevant for members of the sAP Extended Business program is designed for the following roles:• Sales executives – Employees pro-

moting qualified sAP Business All-in-One partner solutions to customers

• Presales consultants – Employees who work with the sales team to help define customer needs and recommend the appropriate solution

• Consultants – Employees responsible for the implementation of qualified sAP Business All-in-One partner solutions at customer sites and employees

specializing in the development of qualified sAP Business All-in-One partner solutions that package and productize these solutions

• Development consultants – Employees developing add-ons and implementing qualified sAP Business All-in-One part-ner solutions for a specific industry niche

NOTE: Available training for other roles is not relevant for members of the sAP Extended Business program.

The following table outlines the training levels and requirements for promoting and implementing qualified sAP Business All-in-One partner solutions.

Training Levels and Requirements

Sales Consultant

Level 1 Provides sales executives with thorough knowledge of selling a qualified sAP® Business All-in-One partner solution

Required for program membership

Teaches foundational product knowledge

Required for program membership

Level 2 Expands the sales executive’s capabilities with in-depth, applied skill practice

Available for all qualified sales executives

Recommended for members of the sAP Extended Business program

Expands the consultant’s capability to implement qualified sAP Business All-in-One partner solutions

Available for consultants through e-learning and classroom training

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SAP BusinessObjects Portfolio

To help your organization meet the unique needs of small and midsize companies, the curriculum for the sAP BusinessObjects portfolio develops your employees’ sales and technical expertise.

Important: completion of level-1 sales and consultant training for sAP BusinessObjects solutions allows your organization to promote or develop add-ons. however, it does not allow your organization to implement the software or add-ons. To do so, you must assign employees to take level-2 consultant training, and implementation of software or add-ons by your organi-zation shall be undertaken in conjunc-tion with the VAR. Even when the VAR is of the opinion that your organization has the requisite capabilities to be the prime contractor for the software im-plementation, it is nevertheless recom-mended that you engage the VAR as

a project director or in a similar role to enhance customer satisfaction.

The sAP Education offerings make it easier for your sales and consulting team to get started. curriculum rele-vant for members of the sAP Extended Business program is designed for the following roles:• Sales executives – Employees pro-

moting sAP BusinessObjects soft-ware to customers

• Presales consultants – Employees who work with the sales team to help define customer needs and recom-mend the appropriate solution

• Solution consultants – Employees responsible for the implementation of the sAP BusinessObjects portfolio at customer sites

The following table outlines the training levels and requirements for promoting and implementing the sAP BusinessObjects portfolio.

Additional Information

for additional details on role-based training for sAP Business One, qualified sAP Business All-in-One partner solutions, and the sAP BusinessObjects portfolio, please visit channel.sap.com/education.

As the sAP product portfolio expands, sAP may provide additional training opportunities. Additionally, we may ex-pand training requirements to authorize members to promote and implement any future products.

Logo for Members of the SAP Extended Business Program

Upon completing all minimum program requirements, your organization is en-titled to take up the official status as a member of the sAP Extended Business program and use the program logo ac-cording to the terms of the collaboration agreement. you can download the pro-gram logo and logo usage guideline from sAP channel Partner Portal.

here under is a reproduction of the logo.Training Levels and Requirements

Sales Consultant

Level 1 Provides sales executives with thorough knowledge of selling the sAP® BusinessObjects™ portfolio

Required for program membership

Teaches foundational product knowledge

Required for program membership

Level 2 Recommended for members of the sAP Extended Business program

Expands the consultant’s capability to implement the sAP BusinessObjects portfolio

Available for consultants through e-learning and classroom training

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