SAP Pre-Sales Certification Program

The SAP Pre-Sales Certification Program recognizes members of the SAP PartnerEdge Value Added Reseller (VAR) program that have invested in pre-sales professionals. These professionals demonstrate and maintain a high pedigree of capability in running successful SAP sales cycles. SAP VAR partners will receive the designation of SAP Pre-Sales Certified when they have successfully advanced the correct number of pre-sales professionals through the SAP Pre-Sales Certification Program. In order to obtain this SAP Pre-Sales Certified status, the partner will need to have their pre-sales professionals pass the certification exam, earning the pre-sales professional the designation of SAP Certified Pre-Sales Professional. The number of pre-sales professionals required to become SAP Pre-Sales Certified is determined by the solutions a VAR is authorized to resell, and the number of pre-sales professionals required to effectively deliver pre-sales and demo support for each solution. (See appendix for further details)

Partners who make the investment to become SAP Pre-Sales Certified will be rewarded with access to:

SAP Pre-Sales resources to assist in non-core demo scenarios Supplemental SAP Pre-Sales resources to help in complex core demo scenarios Visibility within the SAP Partner HeatMap the internal solution used by sales to identify the most appropriate partner for a given sales scenario Preference for lead distribution, as determined by the SAP Regional Vice Presidents (RVPs) Additional Level 3 PartnerEdge Program Value Points

SAP Pre-Sales Certified partners are better able to: Deliver presentations with value based messaging Develop and deliver custom demonstrations Understand product positioning across a broad range of sales opportunities

Produce compelling competitive positioning Handle customer objections with ease

SAP is offering VAR partners the opportunity for their pre-sales professionals to earn SAP Certified Pre-Sales Professional designation for the following SAP solutions: SAP Business All-in-One (BAiO): Pre-Sales Professionals will be required to exhibit pre-sales competence and demo proficiency for core business functions covered in the best practice package for SAP ERP. Refer to page 9 (Appendix) for details. SAP BusinessObjects (BOBJ): Pre-Sales Professionals will be required to exhibit pre-sales competence and demo proficiency around core areas in the SAP BOBJ solution. Refer to page 9 (Appendix) for details.

A Step-by-Step Guide for Pre-Sales Professionals

The following highlights each step in the process of the path towards earning SAP Certified Pre-Sales Professional status.
Pre-Sales Certification: Partner pre-sales professional certifies their pre-sales competence by passing Pre-Sales Certification examination and demonstrating mastery of technical and solution acumen, business and presentation skills. Enrollment: Partner University reviews the pre-sales professional application with the SAP Partner Account Manager (PAM) in order to confirm the applicant is a match for the program.

SAP Pre-Sales Certified

Candidate Interview: Partner University interviews the candidate in order to review the process and obtain additional information regarding the pre-sales professional.

Demo Validation: Pre-Sales professional delivers an in-role scenario and must meet standards consistent of SAP Pre-Sales.

Curriculum Development: Partner University prescribes a ramp-up plan to assist the candidate in achieving their goal of becoming a SAP Certified Pre-Sales Professional. Candidates with proven sales and solution experience may be accelerated to the Fast Track Program.

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The SAP Pre-Sales Curriculum The Path to Pre-Sales Certification

The SAP Pre-Sales Curriculum lays out the required courses a pre-sales professional must complete to complete the Pre-Sales Certification Program. The Pre-Sales Curriculum is a combination of convenient e-learning, inperson and online workshops as well as one-on-one coaching that is intended to prepare the pre-sales professional for the certification exam. Each activity forms the building blocks for skills development and knowledge needed for the next enablement activity. As such, each enablement activity of the curriculum (see page 4) should be done in a successive order to achieve the most complete baseline. Pre-sales professionals who are eligible for the Fast Track Program (determined by Partner University) may challenge the Pre-Sales Certification, by following the SAP Certified Pre-Sales Professional Fast Track Curriculum (see page 5).

KEY PROGRAM ELEMENT

EXPLANATION

Solution & Selling E-learning

E-learning serves as the foundational baseline enablement to build sales soft skills and solution skills. E-learning is a pre-requisite and must be completed before attending the in-person Partner Pre-Sales Boot Camp/Solution Demo Workshop.

SAP Partner Pre-Sales Bootcamp

The SAP Partner Pre-Sales Bootcamp is an in-person workshop that imparts soft skills, SAP solution mapping skills, and SAP sales methodologies so that attendees can begin going to market with sales and pre-sales activities.

SAP Solution Demo Workshop

The SAP Solution Demo Workshop is an in-person workshop, which participants will have the opportunity to work with tenured SAP Pre-Sales resources on hands-on exercises and scenarios in preparation for Field Validation. The workshop will focus on demo content exchange on specific solutions, and solution and demo best practices.

SAP Pre-Sales Certification

SAP Pre-Sales Certification is comprised of two separate activities: 1. Demo Validation ensures the pre-sales professional is absorbing the curriculum by requiring the candidate present a demo in role to demonstrate they have a solid demo baseline. 2. Pre-sales Certification Exam certifies the pre-sales professional has mastered the art of discovery, demoing, and the solution(s) for which they are being examined.

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SAP Pre-Sales Curriculum

Solution & Sales E-Learning

SAP Partner PreSales Bootcamp

SAP Solution Demo Workshop

SAP Pre-Sales Certification

Introduction to SAP Pre-Sales

Discovery Best Practices

Demo Content Exchange

Demo Validation
Scenario Dry Run with Coaching / Feedback

Product Training

Demo Best Practices

Certification Exam Demo Best Practices

Formal test to demonstrate mastery of discovery, demos, and the applicable SAP solutions

Value Selling

Solution Training

Scenario Role Play

Discovery Basics

SAP Sales Forecasting + Methodology

Hands on Activities to Prepare for Certification

Demo Basics

Objection Handling

LOB Messaging

SAP Whiteboard

Engaging/Working with SAP

Customer Scenario Exercise

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Fast Track Program for Candidates Approved for Fast Track

[ Pre-Sales Professionals eligible for Fast Track will be required to complete the steps in the green boxes outlined below ]

Solution & Sales E-Learning

SAP Partner Presales Bootcamp

SAP Solution Demo Workshop

SAP Pre-Sales Certification

Introduction to SAP Pre-Sales

Discovery Best Practices

Demo Content Exchange

Demo Validation
Scenario Dry Run with Coaching / Feedback

Certification Exam Product Training Demo Best Practices Demo Best Practices
Formal test to demonstrate mastery of discovery, demos, and the applicable SAP solution(s)

Value Selling

Solution Training

Scenario Role Play

Discovery Basics

SAP Sales Forecasting + Methodology

Hands on Activities to Prepare for Certification

Demo Basics

Objection Handling

LOB Messaging

SAP Whiteboard

Presales Fundamentals

Engaging/Working with SAP

Customer Scenario Exercise

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SAP Pre-Sales Certification Understanding Demo Validation

As candidates work through the pre-sales curriculum, demonstration and presentation skills should become more refined. In addition, the candidate should be comfortable positioning SAP solutions in demo scenarios. At this stage, candidates are ready to begin the Demo Validation process. Please note: this stage typically requires a significant investment of time to learn the required demonstration scenarios, set up your demo landscape, and ensure a consistent presentation of the respective SAP solution. When ready for Demo Validation, candidate will arrange an hour-long preparation session with their Partner University contact. During this session, the following is reviewed: Validate completion of the pre-requisite activities Explain exactly how the Demo Validation presentation must be delivered Identify what the expectations are of the demonstration Detail what partners will be measured on and what constitutes a successful demonstration Arrange a time for an initial presentation dry run Schedule the Demo Validation demonstration

During the demonstration SAP will use a formal template to measure the candidates performance. Once the demonstration is complete, we will undertake a post-demonstration discussion and provide: Detailed feedback on overall performance Access to the recorded SAP Connect session to review performance Completed assessment forms

If the candidate is successful in passing the Demo Validation, a formal notification will be received including a link to a mandatory web assessment that must be completed to mark the completion of Demo Validation. After this step candidates are eligible to take the Certification Exam. If candidates do not pass the certification exam, SAP will discuss the areas in which improvement is needed and another Demo Validation can be arranged.

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SAP Pre-Sales Certification Understanding the Certification Exam

The process of achieving SAP Certified Pre-Sales Professional status is the successful completion of the Certification Exam that will consist of a combination of the following: a. Business Scenario: A business scenario will be presented, which will contain details such as company background, key players and roles, strategic objectives of the company, known business requirements, competitive landscape, and history of the prospect account. b. Custom Demo Development: Develop a custom demonstration using the business requirements in the scenario above. The Custom Demo Development will include the following activities: Define and implement the required workflow of the scenario to reflect the problem domain driven by the identified business needs Build content using appropriate tools to address business scenario requirements Create a business-focused demo to deliver the value proposition of the chosen SAP solution

c. Demonstration: Deliver a demonstration to the SAP Demo Panel consisting of Partner University, Partner Account Manager, Channel Pre-Sales Director, and other invited guests. During this demonstration, SAP will be using a standardized template to evaluate the candidates performance and determine whether or not certification can be granted.

If the candidate is successful, a formal notification will be sent which will include a link to a mandatory web assessment that must be completed to finalize the Certification Exam. After this step, written notification will be sent notifying the Pre-Sales Professional has been granted SAP Pre-Sales Professional status. Also included will be information on maintaining this certification. If candidate is unsuccessful, the presentation and demonstration may be re-delivered when the candidate feels ready. Note: The certification may only be re-attempted three (3) times in a 12-month period by an individual. In all instances, complete feedback from the SAP Demo Panel will be provided.

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Securing & Maintaining Your Certification

Partners who make the investment to become SAP Pre-Sales Certified will be rewarded through access to SAP Pre-Sales Support, leads, and visibility within the Partner HeatMap in 2013. Beginning April 1, 2013, only SAP Pre-Sales Certified partners will have access to SAP pre-sales consultants for assistance on demo scenarios that are in non-core areas and supplementary support for complex core scenarios. Additionally, partners will be given preference for lead distribution, as determined by the SAP RVPs.

The following outlines important details about maintaining Pre-Sales Certification status: Designated Duration: The certification designation is valid for one year from the date achieved. Partners will be required to maintain compliance with the designation criteria and remain in good standing throughout the one year period in the respective certification obtained at time of application. SAP has the right to revoke a partner's pre-sales certification should the respective certification criteria not be maintained or there be a change in operational good standing status. Maintenance: In order to maintain status in subsequent years, a partner will be required to have each of their Certified Pre-Sales Professionals submit two self-evaluation surveys per calendar year to SAP. The self-evaluations must be based on a demonstration delivered by the certified individual where the opportunity was registered in SAP Customer Relationship Management (CRM). Expiration: Pre-Sales professionals may be required to re-apply for the SAP Certified Pre-Sales Professional designation after the maintenance period has expired without providing evaluations. Upon expiration, the partner will no longer be able to use the certification internally within SAP and will no longer be listed on the SAP Partner HeatMap tool. No further action is required should the partner wish not to reapply for the expired certification. Decertification: The Pre-Sales Certification is an internal SAP designation, and BY NO MEANS MAY BE USED IN EXTERNAL NON-SAP COMMUNICATIONS.

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Appendix SAP Solutions Available for Pre-Sales Certification

SAP Business All-in-One (BAiO): Multiple Certifications Partners are required to exhibit pre-sales competence and demo proficiency for core business functions that are part of the SAP ERP business package. These functions span industry, lines of business, functional disciplines and technology platforms. Partners may have multiple pre-sales professionals become certified in one or more areas to achieve the status of Partner certification. For example: If an organization has a qualified solution in CRM or Human Capital Management (HCM), then they will need Pre-Sales professionals who can present and demonstrate the key functionality in marketing, sales and service for the CRM offering. In the case of HCM, the organization will need certified people in the areas of Hire to Retire, Benefit Processing, Manager Self Service, Employee Self Service and other key functional areas. If an organization has a qualified SAP BAiO solution, they will need Pre-Sales professional that can demo the major lines of business, including: Finance, Logistics, Sales, Service and Manufacturing (if appropriate). Additional functional areas, such as warehouse management for wholesale distribution, trade promotion management and direct-store-delivery in retail, will also be required. These additional requirements will be identified on a partner-by-partner basis dependent on the qualified solution(s) they are authorized to resell.

SAP BusinessObjects (BOBJ): Single Certification

Partners will be expected to exhibit pre-sales competence and demo proficiency around these core areas of the SAP BOBJ solution set: Partners may have multiple pre-sales professionals become certified in one or more areas to achieve the status of Partner certification. Exploration (Explorer, Exploration Views, Visual Intelligence) Mobile (iOS/Android Apps Explorer, BI Mobile) Interactive Analysis (WebIntelligence) Crystal Reports Dashboards (Xcelsius) Platform (Publishing, BI Workspaces, Management Console)

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