Guide to the

SAP® Extended Business Program

 Table of Contents

5 Program Overview: Building Stronger Relationships

Program Purpose
Your Role

6 SAP Solutions for the SME Market

SAP Business One
SAP Business All-in-One
SAP BusinessObjects Portfolio
SAP Business ByDesign

7 Minimum Program Entry Requirements: How to Become a Member

Minimum Entry Requirements for All Program Members

8 Timelines and Program Membership: A Window of Opportunity

Prerequisites for Program Membership
Once Your Organization Becomes a Member

10 Program Benefits: Support for Your Business

11 Education and Training: Valuable Resources

Overview of Training, Qualification, and Certification

18 Appendix: Logo for Members of the SAP Extended Business Program

3 3
This guide explains how the SAP® Extended
Business program works. In addition to the
terms and conditions of the program collab-
oration agreement, you will find this guide
useful in explaining the specific requirements
and benefits available to you as a member of
this program.

4
 Program Overview:
Building Stronger Relationships

PROGRAM PURPOSE

The SAP Extended Business program supports your role in promoting and implementing SAP
solutions in partnership with SAP channel partners that are authorized value-added resellers
(VARs).1 Under the SAP Extended Business program, your organization will be granted the ap-
propriate access to SAP systems, resources, and training to support your business relationship
with your VAR. Your employees 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 ecosystem. You join forces with a VAR and prepare the groundwork for successful sale
and implementation of SAP solutions. Your specific expertise and knowledge of certain industry
verticals and 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 opportunities during all phases of the sales
and implementation cycles. SAP recommends that you cooperate with one dedicated VAR, but
you may engage with several VARs if you choose.

Business plans and engagements in the sales and implementation 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 partner 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.

FOOTNOTE

1. Throughout this document, we

use the term VAR for authorized
SAP channel partners that have
the right to distribute SAP software
or offer subscriptions for the SAP
Business ByDesign solution.

5
SAP Solutions for the SME Market

SAP understands the challenges of small and midsize enterprises and has produced superior
solutions to meet their needs. Designed specifically for small businesses and midsize compa-
nies, the SAP Business One application, SAP Business All-in-One solutions, SAP BusinessObjects™
portfolio, and the SAP Business ByDesign™ solution are just the right products for partners look-
ing to differentiate themselves in the marketplace. Additionally, SAP plans to continue to devel-
op and expand to offer a wide range of innovative solutions that are ideally suited for organiza-
tions of all sizes.

SAP BUSINESS ONE

SAP Business One is a complete business management application that allows small-business
owners to streamline end-to-end operations, get instant and complete information, and acceler-
ate 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 practices 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 afford-
able options for midsize companies that need a business management solution tailored to their
unique requirements. VARs develop, support, and sell unique vertical applications 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 business intelligence (BI)
and performance management solutions specifically designed to meet the unique needs of
small businesses and midsize companies.

SAP BusinessObjects Edge BI software offers comprehensive functionality for enterprise report-
ing, ad hoc analysis, 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 application creates efficiency and
visibility across all planning, budgeting, forecasting, and consolidation activities. And the SAP
BusinessObjects Edge Strategy Management application enables line-of-business managers
and senior executives to drive execution across the entire organization – aligning company goals
to achieve optimal financial and strategic results.

SAP Business ByDesign

SAP Business ByDesign is a complete, fully integrated business management solution that en-
ables customers to run their entire business with a single, cloud-based application. It is ideally
suited for smaller or fast-growing companies that require the benefits of an enterprise business
management application at an affordable price without the cost and complexity of large IT infra-
structure. It is also an excellent choice for subsidiaries of larger corporations. SAP Business
ByDesign provides fast time to value and the certainty of a solution hosted by SAP experts –
and the financial stability and experience of the market leader in enterprise application software.

6
 Minimum Program Entry Requirements:
How to Become a Member

To become a member of the SAP Extended Business program, your organization must meet the
minimum program entry requirements as outlined in this section.

MINIMUM ENTRY REQUIREMENTS FOR ALL PROGRAM MEMBERS

SAP and VAR sponsorship – Local SAP channel management and your VAR must formally
recommend the prospective program member based on recognition of value-oriented capa­
bilities and a 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 com-
plete 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 accor-
dance with the terms set forth therein.

If a qualified employee were to leave your organization, it could affect your meeting the require-
ments 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 respec-
tive 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.

BUSINESS PLAN

SAP believes in the advan-

tage of working with your VAR
to establish a business plan.
A business plan outlines spe-
cific goals, including revenue
and staffing plans. A joint
business plan helps assess
the partnership potential and
support a successful relation-
ship. For this program, creat-
ing a joint business plan with
your VAR is recommended.

7
Timelines and Program Membership:
A 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 required so that your
organization can receive the benefits of the SAP Extended Business program and be
operational.

PREREQUISITES FOR PROGRAM MEMBERSHIP

To achieve program membership, selected employees from your organization will need to suc-
cessfully 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
access to a dedicated SAP Extended Business program portal for the sole purpose of complet-
ing the required training (free e-learning) and respective Web-based qualification tests. Note:
some training for SAP Business ByDesign, Level 1, has associated fees.

The training qualifications and assessments for SAP Business One, qualified SAP Business
All-in-One partner solutions, SAP BusinessObjects software, and SAP Business ByDesign are
organized by different roles to ensure that individual employees receive the relevant education.

For members of the SAP Extended Business program, these roles are:
Sales professionals (account executives) – Employees promoting SAP Business One,
qualified SAP Business All-in-One partner solutions, SAP BusinessObjects software,
or SAP Business ByDesign
Presales and consultants (solution and service advisors) – Employees providing presales
or implementation support for SAP Business One, qualified SAP Business All-in-One partner
solutions, SAP BusinessObjects software, or SAP Business ByDesign

ONCE YOUR ORGANIZATION BECOMES A MEMBER

Upon completing all minimum program requirements, your organization is entitled 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 agreement. You and your employees will have
further access to SAP systems and will begin receiving the program benefits.

8
 Requirements for Promoting and Implementing Level Number of
SAP® Business One Application Type Employees

SAP-qualified sales professional Level 1 1

Requirements for Promoting and Implementing Level Number of

Qualified SAP Business All-in-One Partner Type Employees
Solutions

SAP-qualified sales professional Level 1 1

SAP-qualified associate consultant Level 1 1

Requirements for Promoting and Implementing Level Number of

SAP BusinessObjects™ Software Type Employees

SAP-qualified sales professional Level 1 1

SAP-qualified associate consultant Level 1 1

Requirements for Promoting and Implementing Level Number of

SAP Business ByDesign™ Solution Type Employees

SAP-qualified account executive Level 1 1

SAP-qualified presales associate Level 1 1
(solution advisor) or
SAP-qualified associate consultant Level 1 1
(service advisor)

As a member of the SAP Extended Business

program, your organization is part of the wider
SAP partner ecosystem. You join forces with a
VAR and prepare the groundwork for successful
sale and implementation of SAP solutions.

9
Program Benefits:
Support for Your Business

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) 
•• Access to the SAP Extended Business program portal and,
for members focusing on SAP Business ByDesign, access to
the SAP Business ByDesign Business Center 
•• Partner conferences 

Member education •• Sales (account executive) training and qualification

Level 1 
•• Presales (solution advisor) and consultant (service advisor)
training and qualification or certification 
Note: some training for SAP Business ByDesign, Level 1, has
associated fees.

Marketing support •• Marketing tools and collateral 

•• SAP Extended Business program logo usage rights
and logo kit 
•• Access to SAP Virtual Agency partner campaign creator

Technical support •• Access to Web-based information resources 

•• Access to the SAP Developer Network site 

Other opportunities •• Invitational Webcasts, specialized workshops, training,

and executive summits 

10
 Education and Training:
Valuable Resources

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
promoting and implementing SAP solutions and technology.

Training is organized by job role to ensure 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 for two levels.
•• Level 1 is the foundation training your employees must complete for your business to become
a member of the program.
•• Level 2 encompasses important educational content that takes your learning to a higher level.
To make it easy for your team to learn, we offer a blended approach of e-learning, (virtual)
classroom training, and workshops. Complete details and role-based learning maps are avail-
able 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.

The training qualifications and assessments

for SAP Business One, qualified SAP Business
All-in-One partner solutions, SAP BusinessObjects
software, and SAP Business ByDesign are orga-
nized by different roles to ensure that individual
employees receive the relevant education.

11
SAP BUSINESS ONE

SAP Education offerings make it easy for your sales and consulting team to get started. Curricu-
lum relevant 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 introduction or continuous
support of business processes for SAP Business One at customer 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.

The following table outlines the training levels and requirements for promoting and implement-
ing the SAP Business One application.

Training Levels Sales Consultant

and Requirements

Level 1 Provides basic training for promoting the SAP® Role-specific consultant training, providing a
Business One application; gives sales executives varied and experience-rich curriculum with a
skills to articulate the value proposition strong foundation

Level 1 is required for program membership.

Level 2 Expands the sales executive’s capabilities with Advanced consultant training available for all
in-depth, applied skill practice certified consultants through e-learning

Level 2 is available for all qualified sales executives

via highly interactive workshops.

12
 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 corresponding tests.

SAP Education offerings make it easy for your sales and consulting team to get started. Curricu-
lum relevant for members of the SAP Extended Business program is designed for the following
roles:
•• Sales executives – Employees promoting 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 partner solutions for a specific industry niche

The SAP Extended Note: Available training for other roles is not relevant for members of the SAP Extended
Business program Business program.

offers a set of
benefits rewarding
your organization
for active partici­
pation and success
with SAP solutions.

13
The following table outlines the training levels and requirements for promoting and implement-
ing qualified SAP Business All-in-One partner solutions.

Training Levels Sales Consultant

and Requirements

Level 1 Provides sales executives with thorough Teaches foundational product knowledge
knowledge of selling a qualified SAP® Business
All-in-One partner solution Level 1 is required for program membership.

Level 1 is required for program membership.

Level 2 Expands the sales executive’s Expands the consultant’s capability to imple-
capabilities with in-depth, applied ment qualified SAP Business All-in-One partner
skill practice solutions; recommended for members of the
SAP Extended Business program
Level 2 is available for all qualified sales
executives. Level 2 is available for consultants through
e-learning and classroom training.

SAP BusinessObjects PORTFOLIO

To help your organization meet the unique needs of small and midsize companies, the curricu-
lum for the SAP BusinessObjects portfolio develops your employees’ sales and technical
expertise. The SAP Education offerings make it easy 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 promoting SAP BusinessObjects software to customers
•• Presales consultants – Employees who work with the sales team to help define customer
needs and recommend the appropriate solution
•• Solution consultants – Employees responsible for the implementation of the SAP
BusinessObjects portfolio at customer sites

14
 The following table outlines the training levels and requirements for promoting and implement-
ing the SAP BusinessObjects portfolio.

Training Levels Sales Consultant

and Requirements

Level 1 Provides sales executives with thorough Teaches foundational product knowledge
knowledge of selling the SAP®
BusinessObjects™ portfolio Required for program membership

Required for program membership

Level 2 Recommended for members of the SAP

Extended Business program

Expands the consultant’s capability to imple-

ment the SAP BusinessObjects portfolio

Available for consultants through e-learning and

classroom training

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 promoting
and implementing SAP solutions and technology.

15
SAP Business ByDesign

A robust education program with role-based learning maps ensures that your employees have
the right information and understand our proven process to confidently sell and deploy SAP
Business ByDesign. Each role is expected to qualify against the latest solution release.
•• Account executives (sales) – Sales employees qualifying leads and selling SAP Business
ByDesign to customers
•• Solution advisors (presales) – Employees working with the sales team helping to define
customer needs, recommend the appropriate application, and continue actively in the sales
engagement to assist the customer to become operational
•• Service advisors (consultants) – Employees responsible for the successful delivery of
services and implementation projects for SAP Business ByDesign.

Note: some training for SAP Business ByDesign, Level 1, has associated fees.

Training Levels Account Executive (Sales) Solution Advisor (Presales) Service Advisor
and Requirements (Consultant)

Level 1 Role- and solution-based Role- and solution-based Role- and solution-based
e-learning e-learning e-learning

Introduction and sales Effective demonstrations Business Configuration

readiness Experience (BCX)
Discovering customer
Demo Academy (basic) requirements Key User Tools (KUT)

Demo Academy (advanced) Go-Live Experience (GLX)

Business Configuration
Experience (BCX)

Key User Tools (KUT)

Optional: Go-Live Experience

(GLX)

Level 2 Sales channel camps Solution advisor channel

camps

16
 ADDITIONAL INFORMATION

For additional details on role-based training for SAP Business One, qualified SAP Business
All-in-One partner solutions, SAP Business ByDesign, 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 expand training requirements to authorize members to promote and
implement any future products.

Training Levels Sales Service Advisor

and Requirements (Consultant)

Level 1 Provides sales executives with Teaches foundational

thorough knowledge of selling product knowledge
the SAP® Business ByDesign™
solution
Required for program
Required for program membership
membership

Level 2 Expands the sales executive’s Expands the service advisor’s

capabilities with in-depth,
applied skill practice
Level 2 is available for all quali-
fied sales executives.
capability to implement the
SAP Business ByDesign
solution; recommended for
members of the SAP Extended
Business program

Level 2 is available for

service advisors through class-
room training, virtual class-
room, or self-paced training.

17
Appendix: Logo for Members of the
SAP Extended Business Program

Upon completing all minimum program requirements, your organization is entitled to take on
the official status as a member of the SAP Extended Business program and use the program
logo according to the terms of the collaboration agreement. You can download the program logo
and logo usage guideline from SAP Channel Partner Portal. Here is a reproduction of the logo.

18
19
channel.sap.com

50 090 331 (11/10) ©2011 SAP AG. All rights reserved.

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Business Objects and the Business Objects logo, BusinessObjects,

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These materials are subject to change without notice. These materials

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