Requirements begin at the silver tier and include basic program plus engagement model

specific requirements.

Includes both entry and ongoing requirements

Partners must complete authorized training for product families for which they want
to partner (outside of the open product sets)

Partners need meet no additional requirements to move from silver to gold.

Advancement is based on value points.

They also showcase your companys expertise and commitment to delivering business value to our
customers.
SAP provides partners a variety of valuable Marketing and Sales related enablement services,
supporting the promotion of go-to-market ready applications.
Now lets looks at Value Points Value Points are a way a silver partner can grow to gold level. Value Points are
earned in 3 areas and the specific activity for value points is aligned to the specific engagement model. The 3
categories are Business Performance, Competency and Strategic Alignment. [Review a specific engagement
model to illustrate how they work]

A partner needs 500 or more value points for gold level. Value points also expire (for example after 12 or
24 months) this way we promote continue business performance, competency investments and are able to
adjust the strategic alignment areas. If the partner engages with SAP in 2 or more engagements they earn value
points in a consolidated way. Also to ensure that both a small but successful niche partner has the same
opportunity to grow to gold level as a large partner, value points have a maximum amount.
 Additional Benefits for Gold Partners Only
Build & Develop Skills
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Road Map Reviews and Access to Development
Option for SAP Ramp-Up Participation: Partners get to be part of the early cycles of software
development.
Demo and Executive Briefing Centers4
Assigned Partner Manager: Top program-level partners are assigned a designated partner
manager to provide strategic guidance in sales engagements. Your partner manager focuses on your
overall relationship with SAP, engaging with you on joint business planning and performance tracking
and assisting you with day-to-day business matters and specific sales opportunities.
Executive Councils / Strategy Session: Partners may be selected to participate in an exclusive
partner advisory council (by invitation only).
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Expand Reach & Generate Demand
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Special Event Access5
Prioritized Field Marketing Support2
Prioritized Lead Allocation5: An automated lead-distribution process equitably shares leads
with partners by geographic region, based on program level.
SAP SME Marketing Academy Masters Program5: Gold partnership level partners may have
the opportunity to participate in this exclusive marketing program designed to speed partner time-to-
revenue using a high-touch, collaborative approach to marketing.