Field GTM kick-off

SAP Referral Program

Easy on You – Big on Rewards

Referral Programme Team UKI

Program Refresh

Identifying “Referral Relevant” Opportunities

– SAP Business One – presented by Adam Pedersen

– SAP All-in-One – presented by David Rainbow

– SAP Business by Design – presented by Schalk Viljoen

– Business Objects Edge – presented by Patrick Griffiths

Q & A

AGENDA

SAP REFERRAL PROGRAMEASY ON YOU ― BIG ON REWARDS

© SAP 2008 / Page 2

© SAP 2008 / Page 3

The Bottom Line

5% of Initial Net License Fee*

... on won/approved/paid deals means up to €50.000 for your company!

*Or 5% of first year’s subscription to SAP Business ByDesign

For SAP Referral Program Member Internal Communications

And Your Customers Win Big Too!

SAP is the #1 provider of business applications.

© SAP 2008 / Page 4 For SAP Referral Program Member Internal Communications

SAP Referral ProgramExtend Your Profitability TODAY!!!

We earned $88,000 with just two referrals. It’s a very easy program to participate in. There's not a lot you have to do to make yourself eligible for the funds.

Steve Torres. Axon Global.

“

“

SAP Referral ProgramExtend Your Profitability TODAY!

Acceptance Reward (opportunity acceptance): 100€ non-monetary reward per opportunity for either the company or the individual Closing Reward (deal closure): 5% per deal on net license software revenue to SAP or on 1st year contract value for SAP Business ByDesign

Refer your customers and prospects to the

complete portfolio of SAP Solutions

Start talking with CXO’s about business critical processes

Make the first step into a „partnership“ with SAP

Enjoy transparency: follow up on the status of your opportunities online

Free membership

Logo and branding

eLearning and enablement content & tools

Referral Eligible LeadsSME Focus

Decision Maker Identified

SME Space

‘Net New’ Opportunity

Budget Identified

Customer Need Identified

In an Eligible Industry

Refer to SAP Referral Program Guide for complete details

Registration Precedes Sales Engagement


Buying CycleTime Identified

Execute

The SAP SME “Best Fit” PortfolioRipe for Referral

Plan

Understand

Small Businesses

Tailored by local partners to fit your industry, geography and unique processes

Business Planning & Consolidation

Strategy Management

Mid-Size Companies

ENTERPRISE


Business Management ApplicationsRipe for Referral

SAP Business One SAP Business ByDesign SAP Business All-In-One Qualifying Questions

Company Size• Around $75M (upper limit

of ‘Small’ businesses)• 10-99 employees

• Small to mid-sized companies • 100-500 employees• $75-$500M

• 100-2500 employees• $300M-$750M (sweet spot),

but available to $50M - $1.5B

• Does prospective customer have 10 - 2,500 employees?

• Does prospective customer operate in manufacturing, wholesale, retail, or services industries?

• Would prospective customer benefit from one integrated scalable system to run the entire business?

• Has prospective customer outgrown current software in addressing business management needs, customer demands, new industry requirements or market expansion plans?

• Is prospective customer spending too much time dealing with daily fire drills, worsened by the lack of high-quality business management software?

Typical Scenario• Small companies that

have likely outgrown current business systems

• Starting small, typically a company that has not previously purchased an integrated business application

• Probably had another “ERP,” desktop or client server application and can’t scale; existing system is not specific to their industry

Deployment Constraints

• Up to 5 locations for one deployment

• Single or multiple locations (limited to geographies served), divisions, and independent subsidiaries

• Single or multiple locations, divisions, and all types of subsidiaries

IT Staff Support• Limited (i.e., few or no

FTE IT staff); tend to outsource

• Limited (i.e., few or no FTE IT staff); tend to outsource

• Some internal IT resources (at least 1 FTE)

Preferred type of solution

• On-premise solution• Subscription-based

on-demand solution• On-premise solution

Nature of current operations

• Straightforward business processes

• Limited complexity in their business model

• Lower transaction volumes

• Moderately complex business processes

• Moderate transaction volumes

• Increasing business complexity driven by growth, innovation, regulation requirements or complex industry-specific needs

BUSINESS MANAGEMENT APPLICATIONS


SAP Business OneSmall Businesses Solution

Typically fewer than 30 professional users and less than 100 employees

In a service, wholesale, retail, or manufacturing industry

Independent business, autonomous subsidiary, or satellite operation needing to integrate with its parent company using periodic summary reconciliations

Appropriate for businesses looking to streamline their business operations in a single integrated operation

to accelerate growth and profitability.

SAP Business One: Best Fit for Small Businesses That have Outgrown their Accounting-only Applications

Single integration solution that is easy to use and is affordable

Using standard technologies significantly reduces customer and partner learning curve

Adapts to the customer’s changing needs with 550+ partner solutions, many of them industry-specific

Why SAP Business One?

Services

Executive

Operations

Sales

Finance eCommerce

“All of our customers are reference customers.”

Ian Caswell, Managing Director of Sapphire Systems plc

“ …SAP Business One has allowed us to consolidate all of our financials, all of those different offices, …and in a click of a button, I can take a consolidated view of everything. And that's been very important…to make us more efficient..."

Marc Player, CEO, Gary Player Group

© SAP 2007 / Page 11© SAP 2007 / Page 11© SAP / Slide 11

Trusted by 20,000+ Small Businesses Around the World

20,000th SAP Business One customer

Super Sailmakers – Ft Lauderdale, Florida, USA

Partner: Netsirk Technologies

Sales Cycle: 30 days (2 meetings, 1 demo)

Time to Value: 30 days

SAP Business One: A Comprehensive Solution

Human ResourcesOperationsFinancials

Software Development Kit

CRM

Reporting And Data Navigation Capabilities

General Technologies (Drag & Relate; Alerts; User Defined Fields, etc.)

Accounting General Ledger Journal Entries Journal Vouchers Multi-currency Fixed Assets Financial Reports Cash Flow Data G/L Accounts & Business

Partners Aging Reports Tax Reconcilation

Banking Incoming Payments Credit Card Management Payment Engine Bank Statements Processing Reconciliation

Cost Accounting Profit Centers

Sales Sales Order Delivery Pick & Pack Gross Profit Calculation Structured Marketing Docs Sales Analysis Report

Procurement Purchase Order MRP Purchase Analysis Report

Inventory Management Batch/Serial Numbers Customer/Vendor Catalog

Numbers Stock Management Price Lists

Production Bill of Material Production Orders MRP

Activities Management

Opportunity Management

Opportunities Opportunity Analysis

Reports Opportunities Pipeline

Service Management Service Call Customer Equipment Card Service Contract Solutions Knowledge Base Service Reports

Calendar Calendar Microsoft Outlook

Integration

Payroll provided through partner

solutions

Employee Data Management

Employee Human Resources Reports

© SAP 2008 / Page 12

SAP Business OneLook & Feel

SAP Business All-In-OneMidsize Businesses Solution

More than 11.000 customers in EMEA

From fast, lean deployment (30 days live) to comprehensive ERP infrastructure and international deployments (150 days)

From fix price projects (less than 100.000€ for HW, SW, Implementation)

More than 600 Value Added Resellers pro-actively approaching the market and keen on picking up your leads and closing the opportunity

Ideal for fast-growing midsize companies

looking for an on-premise solution with deep industry-specific capabilities.

Available globally with over +10,000 customers with over 50 country versions

1,046 certified experienced partners with over 660 extensions

Integrated suite leveraging the breadth of SAP ERP

Deep industry functionality with microvertical solutions

Configurable and extensible to meet changing needs

Predictable time to value – typically under 16 weeks, usingprecustomized business scenarios

SAP Business All-in-One: Configurable and Extensible Application with Deep Industry Best Practices

SAP All-in-One: A Stable Foundation for SAP and Partners Through 2010

2007 2008 2009 2010

SAP ERP 6.0

SAP NetWeaver

Enhancement Packages

+ Partners =Qualified SAP

All-in-One Partner Solution

SAP Best Practices

SAP SME

Solution Centers

+ +

SAP All-in-OneOverview

SAP All-In-One Lower TCO for Mid Market Customers & Partners

Marketing Impact and Sales Cycle

Enhanced Sales Tools(e.g. BAIO Configurator)

Seamless integration of sales and implementation

Improved demo offerings (e.g. demo laptop)

Improved Customer Operations

Improved User Experience

Lean Implementation

SAP Best Practices approach Pre-configuration Industry-specific process

knowledge Harmonize content across countries

Demand Generation through ECO-System Development

Reduced Sales CycleSAP All-in-One Configurator

3 entries and an estimate for a solution offering is done! http://www.sap.com/solutions/sme/businessallinone/configurator/index.epx Best Fit Solution Adviser: http://www.sap.com/solutions/sme/overview/solution_adviser/index.epx

Compose & Offer

The AIO Configurator is more than just a Calculator

Enable Web-led business processes to increase efficiency

Accessible for partners & customers

Determine price point via selection of key scenarios / building blocks in the Web

Solution Price: SW, HW & Implementation

Quick & Easy to Use

SAP Business All-In-OneLook & Feel

SAP Business ByDesignComplete, Adaptable, On-Demand

Fast deployment – in as little as 6 weeks, depending on scope

Delivered on-demand, managed by SAP Monthly subscription pricing starts at £97 per

user per month Ideal for less than 100 users

Core business processes and best practices built in

Great fit for professional services, consulting, manufacturing, wholesale distribution, and

more Available in the United States, the United Kingdom, Germany, France, China, and India

A best fit for fast-growing companies that don’t want to build a large, expensive IT backbone . Complete, Adaptable

on-demand business solutionComplete, Adaptable

on-demand business solution

• 360degree Solution

• On demand delivery with built-in services and support

• Breakthrough user experience

•Ideal for 100-500 employee, 25 -100 users

•Predictable, Affordable, Manageable IT

•Easy to adapt without extensive IT involvement

•Focus on Professional Services & Component Manufacturing

•Comprehensive Early Customer Support

The Most Complete On-Demand SolutionAddressing the needs of the entire business

Build your business A solid foundation for Enterprise Management

Optimize operations Project and Supply Chain Management

Develop relationships Customer and Supplier Relationship Management

Achieve full transparency Built-in Business Analytics, Compliance Management

Why Business ByDesign?

Build your business on Best Practice SAP is the leading expert in business process

46,100+ companies run SAP software SAP is a leaders in the small to medium enterprise software market

Nearly 70% of SAP customers are SME businesses Over 31,100 SME customers

Reduce your Risk Fixed Price, Predictable Cost with SaaS

Global focus & support for your implementation ONE System – Sales, Financials, Supply Chain, Analytics, HR etc.

SAP ByDesign Customer Benefits Leverage the SAP ecosystem

Leverage SAP marketing & public relations Be seen as a “Best Run Business” - Increase visibility and

company value

Pentagon ChemicalsCost-effective deployment for midsize companies

Pentagon Chemicals, wholly independent and privately owned group of companies based in Cheshire supplying Fine Chemicals into the

pharmaceutical, agro chemical and oil exploration industries.

Pentagon was looking for one integrated business platform, rather than stand

alone systems, spreadsheets, people doing their own thing. They were also

looking to modernize the business intelligence aspect of the business.SAP Business ByDesign is enabling Pentagon Chemicals to move more quickly and address changing and developing business opportunities

“With SAP, we have full visibility of our financial position to at any point in time, up

to 24 months ahead and beyond.”

“SAP supports Pentagon Chemicals plans for growth, acquisitions, and cost management.”

“SAP is a configurable package, Its menu driven, and you can choose which reports and processes you want. We took 90% of the templates and mapped them onto our

business. It was pretty easy to implement.”

Nicolas Lindop, General Manager and Director, Pentagon Chemicals LtdNicolas Lindop, General Manager and Director, Pentagon Chemicals Ltd

SAP Business By DesignLook & Feel

Business Intelligence Applications

BusinessObjects™ Edge Series


A simple, affordable, and proven suite of business intelligence products for small and mid-size companies delivers solutions that address any BI requirement — from flexible ad hoc query reporting and analysis, to dashboards and visualization, to powerful data quality and integration.

A Single System: No complex integrations

Designed Specifically for Small Businesses: Low Cost of Ownership

Integrated and Complete: Complete view of all information assets

BI for Every Business User: Roles specific access to for every person in the business

Why Companies Need Business Intelligence

Gut Feel Decisions

All of the time

75% of the time

50% of the time

25% of the time

Never

Aware of bad decisions

managers have made due to

insufficient information

“Gut Feel” used by >60% of people, >50% of the time

Information available for important business decisions

Always just the right amount (rare)

Usually too much

41%22%

38%

Usually too little

Base: 675 US and European business executives and managersSource: BusinessWeek Research Services

3%

16%

36%

3%

42%

77%

Business Objects EdgeLook & Feel

Desktop Web Browser

Mobile Microsoft Office

An interface for every business

user

Business Intelligence ApplicationsRipe for Referral

Business Objects Edge SeriesRipe for Referral

Qualifying Questions

Company Size• Small to mid-sized companies ($25M-$750M)• 10-2500 employees

• Would prospective customer’s business professionals benefit from more flexible ad hoc reporting, query and analysis via the Web without relying on IT?

• Does prospective customer currently use Crystal Reports™ –would they like to be able to manage, secure, and deliver these reports over the Web to view with just a Web browser?

• Does prospective customer need “live” access to reporting data within familiar tools like Microsoft Office or SharePoint?

• Does prospective customer waste time and resources reconciling data from multiple application sources and platforms to make it usable – and is the current data reliable?

• Would prospective customer’s executives and managers benefit from live, real-time dashboards that alert them when key metrics fluctuate beyond criteria they specify?

Typical Scenario

• Companies looking for a simplified way to pull disparate data, allowing users to access, format, analyze, navigate, and share information across the organization for reporting, query and analysis, dashboards and scorecards

Deployment Constraints

• Single or multiple locations, divisions, and all types of subsidiaries

IT Staff Support • At least 1 FTE

Preferred type of solution

• Both on-demand and on-premise options available

Nature of current operations

• Diverse business models in multiple industries

BUSINESS INTELLIGENCE


Call to Action

QUESTIONS?

1. Register & Join if you are not a Member yet2. Get Enabled in the Referral Portal3. Spread the Word4. Leverage enabling assets 5. Register leads6. Get paid!


© SAP 2008 / Page 30

Questions ?

[email protected]/uk/referral

Thank You!

Technology

Field GTM kick-off