Sie sind auf Seite 1von 15

Region

Specific Program
Information
(RSPI)
EMEA /MEE
October 2017

1 / 15
Value Points Business Performance
EMEA / MEE RSPI Engagement Product
Description Value Points Max. Value Points
Model Category*
Value Points
Net recognized revenue to SAP
Business Performance
& Strategic Alignment through royalties for runtime and
Build Sell Service Run embedded license/cloud revenue or
1 point
royalties to SAP from partner deals as €200
Competency per
Build Sell Service Run
remuneration for go to market services,
Value Points Overview
Build for example transactions on SAP App All 600
for all engagement models Center.

Requirements Customer Reference for a Partner 25 points


Minimum Value Points Application per Reference
Build Sell Service Run
* Specific products for corresponding groupings are listed in the product categories and classification section.
Authorization
Build Sell Service Run

Solution GTM Ready


Build Sell Service Run Value Points Strategic Alignment
Support Authorization
Engagement Value Points
Build Sell Service Run Description Max. Value Points
Model Acceleration
Regional Factors & MVP
Build Sell Service Run
Accelerator on value points for Innovation products  1
Requirements Overview
for all engagement models
Build 20% 100

Benefits
Build Sell Service Run
Benefits Overview
for all engagement models

1. For the build engagement model, strategic alignment value points will be awarded for all SAP App Center transactions. Acceleration percentage will determine the amount of
bonus value points the partner will earn on top of the business performance total value points.

Region Specific Program Information EMEA/MEE – Effective October 2017 | All Products
2 / 15
For internal SAP and partner use only • © 2017 SAP SE or an SAP affiliate company. All rights reserved • SAP® PartnerEdge® Program
Value Points Business Performance
Engagement 1 Value Point for Max value points Max. Value
EMEA / MEE RSPI Model
Description
every x Euro Revenue per Sale* Points

Value Points Product Product Measured Net New


Portfolio Category** by and current
Business Performance
& Strategic Alignment A €1200
Build Sell Service Run Indirect
On Premise B Software €600
Competency
License sale
Build Sell Service Run Sell C €400 150 600
Value Points Overview
for all engagement models Net New Renewal
D Indirect €600 €1200
Requirements
subscription
Cloud *** E €300 €600
Minimum Value Points sale (annual
Build Sell Service Run F order value) €350 €2500
Authorization * Sell Max Value Point per Sale setting effective as of December 1, 2017. Previous setting will be valid until this date.
Build Sell Service Run ** Specific products for corresponding groupings are listed in the product categories and classification section.
*** Value Points are granted for all Cloud Choice Profit deals closed on or after August 1st  2016. This will include any upsell deals based on previous sales programs that were
Solution GTM Ready replaced by Cloud Choice Profit booked on or after August 1st 2016. The Value Points are booked manually. The date when the Value Points are granted is the date when the first
Build Sell Service Run payment per annum from the customer is received by SAP, in line with the timing for the payment of the commission.

Support Authorization

Value Points Strategic Alignment


Build Sell Service Run

Regional Factors & MVP


Build Sell Service Run
Engagement Value Points
Requirements Overview Description Max. Value Points
for all engagement models Model Acceleration

Benefits Accelerator on value points for Innovation products  1


Sell 20% 100
Build Sell Service Run
Benefits Overview
for all engagement models

1. Innovation products include the SAP HANA® and cloud solutions available for resale. Acceleration percentage will determine the amount of bonus value points the partner will
earn on top of the business performance total value points.

Region Specific Program Information EMEA/MEE – Effective October 2017 | All Products
3 / 15
For internal SAP and partner use only • © 2017 SAP SE or an SAP affiliate company. All rights reserved • SAP® PartnerEdge® Program
EMEA / MEE RSPI Value Points Business Performance
Engagement Number of Value Max. Value Points1
Value Points Description
Model Points per activity
Business Performance
& Strategic Alignment
Build Sell Service Run Service Net New Projects 20 600
Competency
Build Sell Service Run
Value Points Overview
for all engagement models

Requirements Value Points Strategic Alignment


Minimum Value Points
Engagement Value Points
Build Sell Service Run Description Max. Value Points
Model Acceleration
Authorization
Build Sell Service Run
Accelerator on value points for Innovation products  2
Solution GTM Ready Service 20% 100
Build Sell Service Run

Support Authorization
Build Sell Service Run

Regional Factors & MVP


Build Sell Service Run
Requirements Overview
for all engagement models

Benefits
Build Sell Service Run
Benefits Overview
for all engagement models

1. Service Net New Projects must be an approved CIV (Customer Reference).


2. Innovation products include the SAP HANA® and cloud solutions available for resale. Acceleration percentage will determine the amount of bonus value points the partner will
earn on top of the business performance total value points.

Region Specific Program Information EMEA/MEE – Effective October 2017 | All Products
4 / 15
For internal SAP and partner use only • © 2017 SAP SE or an SAP affiliate company. All rights reserved • SAP® PartnerEdge® Program
Value Points Business Performance
Engagement Product Product 1 Value Point for every Deal Size Max. Value
Description
Model Portfolio Category* x Euro Revenue Max (K€) Points

A&B €3000
EMEA / MEE RSPI Indirect Single Customer 100
C €400
Value Points
Business Performance A&B €2000
& Strategic Alignment
Build Sell Service Run On Multiple Customer
Premise 100
Program
Competency C €400
Build Sell Service Run
Value Points Overview
Run 600
for all engagement models
Pay Per Use A&B €2000
based on Software 25
Requirements
revenue (per qtr) C €400
Minimum Value Points
Build Sell Service Run New Renewal
Authorization D&E €600 €1200
Build Sell Service Run 120
Cloud Indirect annual order value
Solution GTM Ready F €200 €1500
Build Sell Service Run
* Specific products for corresponding groupings are listed in the product categories and classification section.
Support Authorization
Build Sell Service Run

Regional Factors & MVP


Build Sell Service Run Value Points Strategic Alignment
Requirements Overview
for all engagement models
Engagement Value Points
Description Max. Value Points
Model Acceleration
Benefits
Build Sell Service Run Accelerator on value points for Innovation products  1
Run 20% 100
Benefits Overview
for all engagement models

1. Innovation products include the SAP HANA® and cloud solutions available for resale.
Acceleration percentage will determine the amount of bonus value points the partner will earn on top of the business performance total value points.

Region Specific Program Information EMEA/MEE – Effective October 2017 | All Products
5 / 15
For internal SAP and partner use only • © 2017 SAP SE or an SAP affiliate company. All rights reserved • SAP® PartnerEdge® Program
EMEA / MEE RSPI Value Points Competency
Value Points Engagement
Activity Value Points per Activity Max. Value Points
Model
Business Performance
& Strategic Alignment
Build Sell Service Run All Qualified Employees 5
Competency
Build Sell Service Run
Value Points Overview
for all engagement models
All All Certified Employees 10 150
Requirements
Minimum Value Points
Build Sell Service Run SAP Recognized Expertise * 25
Authorization
Build Sell Service Run * Credited for new and renewed SAP Recognized Expertise certificates.

Solution GTM Ready


Build Sell Service Run

Support Authorization
Build Sell Service Run

Regional Factors & MVP


Build Sell Service Run
Requirements Overview
for all engagement models

Benefits
Build Sell Service Run
Benefits Overview
for all engagement models

Region Specific Program Information EMEA/MEE – Effective October 2017 | All Products
6 / 15
For internal SAP and partner use only • © 2017 SAP SE or an SAP affiliate company. All rights reserved • SAP® PartnerEdge® Program
EMEA / MEE RSPI Minimum Value Points
The Value Points can be combined from all product categories that the partner is authorized in any engagement model,
Value Points
Build, Sell, Service or Run.
Business Performance
& Strategic Alignment Engagement
Build Sell Service Run Product Detail Minimum Value Points
Model
Competency
Build Sell Service Run
Value Points Overview Build Any 0
for all engagement models

Requirements
Minimum Value Points Sell Any 100
Build Sell Service Run

Authorization
Build Sell Service Run
Service Any 50
Solution GTM Ready
Build Sell Service Run

Support Authorization
Build Sell Service Run Run Any 50
Regional Factors & MVP
Build Sell Service Run
Requirements Overview
for all engagement models

Benefits
Build Sell Service Run
Benefits Overview
for all engagement models

Region Specific Program Information EMEA/MEE – Effective October 2017 | All Products
7 / 15
For internal SAP and partner use only • © 2017 SAP SE or an SAP affiliate company. All rights reserved • SAP® PartnerEdge® Program
Build Authorization
Product Details* Solution Consultant**
EMEA / MEE RSPI
SAP Apps Integration 0***
Value Points
Business Performance SAP Business One 0
& Strategic Alignment
Build Sell Service Run SAP HANA® 0
Competency
Build Sell Service Run SAP Business ByDesign 0
Value Points Overview
for all engagement models
SAP Ariba 0
Requirements
SAP SuccessFactors 0
Minimum Value Points
Build Sell Service Run
SAP Analytics 0
Authorization
Build Sell Service Run
SAP Database & Technology 0
Solution GTM Ready
Build Sell Service Run
SAP Mobile Solutions 0
Support Authorization
Build Sell Service Run
SAP Hybris 0
Regional Factors & MVP
Build Sell Service Run
SAP Cloud Hybris 0
Requirements Overview
for all engagement models

SAP Cloud S/4HANA 0


Benefits
Build Sell Service Run SAP Cloud Platform 0
Benefits Overview * Specific products for corresponding groupings are listed in the product categories and classification section.
for all engagement models
** The training is applicable to both support and solution consultant.
*** Product categories with (0) setting, training is still highly recommended; and partners who focus on these product categories are still required to request product dimension
to satisfy the PartnerEdge one product dimension requirement

Region Specific Program Information EMEA/MEE – Effective October 2017 | All Products
8 / 15
For internal SAP and partner use only • © 2017 SAP SE or an SAP affiliate company. All rights reserved • SAP® PartnerEdge® Program
Sell Authorization
Customer
Sales Pre-Sales Solution
Product Details* Engagement
Executive Consultant Consultant
Executive
EMEA / MEE RSPI SAP® Business All-in-One Solutions** 1 1 0 0

Value Points SAP Business One*** 1 0 1 0

Business Performance SAP Business One Cloud 1 0 1 0


& Strategic Alignment
Build Sell Service Run
SAP HANA® 1 1 0 0

Competency SAP S/4HANA Cloud, Private Option 1 1 0 0


Build Sell Service Run
Value Points Overview
SAP S/4HANA Public Cloud 1 1 1 0
for all engagement models
SAP Digital Supply Chain Cloud Solutions 1 1 0 0
Requirements SAP Hybris Commerce 3 1 0 0
Minimum Value Points SAP Hybris Marketing 3 1 0 0
Build Sell Service Run

Authorization SAP Hybris Commerce Cloud 3 1 1 0


Build Sell Service Run
SAP Hybris Marketing Cloud 3 1 1 0
Solution GTM Ready
Build Sell Service Run Analytic Solutions from SAP 0 0 0 0
Support Authorization Database and Technology 0 0 0 0
Build Sell Service Run

Regional Factors & MVP Mobile Solutions  0 0 0 0


Build Sell Service Run
SAP Business ByDesign Solution 1 1 1 0
Requirements Overview
for all engagement models
SAP SuccessFactors HCM Suite 2 2 1 1
Benefits SAP Hybris Cloud for Customer 1 1 1 0
Build Sell Service Run SAP Ariba 1 1 0 0
Benefits Overview
for all engagement models Cloud Open Solutions  0 0 0 0

* Specific products for corresponding groupings are listed in the product categories and classification section.
** SAP Business All in One Solutions includes SAP S/4HANA solutions
*** The training is applicable to both support and solution consultant.
Note : An additional Project Manager requirement is required in countries in the CIS Market Unit. For more information, please contact your SAP Partner Business Manager.

Region Specific Program Information EMEA/MEE – Effective October 2017 | All Products
9 / 15
For internal SAP and partner use only • © 2017 SAP SE or an SAP affiliate company. All rights reserved • SAP® PartnerEdge® Program
Service Authorization
Product Details* Solution Consultant

EMEA / MEE RSPI SAP® Business All-in-One Solutions 2

Value Points SAP Business One 2

Business Performance
& Strategic Alignment SAP HANA® 2
Build Sell Service Run

Competency SAP S/4HANA Solutions 2


Build Sell Service Run
Value Points Overview SAP S/4HANA Public Cloud 2
for all engagement models

Requirements SAP Hybris Commerce 2

Minimum Value Points SAP Hybris Marketing n/a


Build Sell Service Run

Authorization Analytic Solutions from SAP 2


Build Sell Service Run

Solution GTM Ready Database and Technology 2


Build Sell Service Run

Support Authorization Mobile Solutions  2


Build Sell Service Run

Regional Factors & MVP SAP Business ByDesign Solution 2


Build Sell Service Run
Requirements Overview
for all engagement models SAP SuccessFactors HCM Suite 2

Benefits SAP Hybris Cloud for Customer 2


Build Sell Service Run
SAP Ariba 2
Benefits Overview
for all engagement models

Cloud Open Solutions  n/a

* Specific products for corresponding groupings are listed in the product categories and classification section.

Region Specific Program Information EMEA/MEE – Effective October 2017 | All Products
10 / 15
For internal SAP and partner use only • © 2017 SAP SE or an SAP affiliate company. All rights reserved • SAP® PartnerEdge® Program
Run Authorization
EMEA / MEE RSPI SAP Solution Partner Center of
Support Solution
Product Details* Manager Application Expertise Certification
Value Points Consultant *** Consultant ****
Management Solution (PCOE)
Business Performance
& Strategic Alignment SAP® Business All-in-One Solutions** 2 0
Build Sell Service Run Required:
Installed and running
Competency SAP HANA® 2 0
Build Sell Service Run
Required:
Value Points Overview SAP Hybris Commerce 2 0
for all engagement models Successful audit
Recommended:
by SAP
Analytic Solutions from SAP 2 0 Only for partners
Requirements exclusively supporting
Minimum Value Points Database and Technology 0 0 products from this
Build Sell Service Run category
Mobile Solutions  2 0
Authorization
Build Sell Service Run
SAP Business One and
1
Solution GTM Ready SAP Business One Cloud *****
Build Sell Service Run

Support Authorization SAP Business ByDesign Solution 0 2


Build Sell Service Run
SAP SuccessFactors HCM Suite 0 2
Regional Factors & MVP
Build Sell Service Run
SAP Hybris Cloud for Customer 0 2 n/a n/a
Requirements Overview
for all engagement models
SAP Hybris Commerce Cloud 0 2
Benefits
SAP Ariba 0 2
Build Sell Service Run
Benefits Overview
for all engagement models
Cloud Open Solutions 0 0

* Specific products for corresponding groupings are listed in the product categories and classification section.
** SAP Business All in One Solutions includes SAP S/4HANA solutions
*** Please view Run Authorization page for more details.
**** Successful solution consultant training may be displayed in Manage My Partnership under Support Consultant for Cloud dimensions.
***** The training is applicable to both support and solution consultant.

Region Specific Program Information EMEA/MEE – Effective October 2017 | All Products
11 / 15
For internal SAP and partner use only • © 2017 SAP SE or an SAP affiliate company. All rights reserved • SAP® PartnerEdge® Program
EMEA / MEE RSPI Solution Go-to-Market Ready
Value Points Topic Requirement

Business Performance Completed solution within 18 months of contract start date 1


& Strategic Alignment
Build Sell Service Run
Partner Development License Agreement (on premise and/or cloud) Signed
Competency
Build Sell Service Run
Value Points Overview
Application Readiness Check Passed
for all engagement models

Valid (signed) Commercialization Option / Go-to-Market Route 1


Requirements
Minimum Value Points
Build Sell Service Run

Authorization
Build Sell Service Run

Solution GTM Ready


Build Sell Service Run

Support Authorization
Build Sell Service Run

Regional Factors & MVP


Build Sell Service Run
Requirements Overview
for all engagement models

Benefits
Build Sell Service Run
Benefits Overview
for all engagement models

Region Specific Program Information EMEA/MEE – Effective October 2017 | All Products
12 / 15
For internal SAP and partner use only • © 2017 SAP SE or an SAP affiliate company. All rights reserved • SAP® PartnerEdge® Program
VAR-Delivered Support
Level 2 Solution SAP Solution Level 1 Support Partner
Certifications Manager Qualifications Center of
Product
Product Details Expertise
EMEA / MEE RSPI Family Anyone at
Partner
Application
Management
Dedicated
Support Certification
organization Solution Consultants (PCOE)
Value Points
Business Performance SAP Business SAP Business All-in-One
& Strategic Alignment All-in-One solutions and Line-of-Business 2 Required:
Build Sell Service Run Solutions Applications Installed
Competency & running
Build Sell Service Run SAP HANA® SAP HANA® 2
Value Points Overview
for all engagement models DB&T inc. SAP Adaptive
Database Server® Enterprise
0
Requirements & Technology
SAP IQ Software
Minimum Value Points
Build Sell Service Run SAP BusinessObjects™
Business Intelligence Solutions
Authorization Required:
Build Sell Service Run
Analytic SAP Solutions for Enterprise 2 Successful
Solution GTM Ready Solutions Information Management, 2 Recommended: audit by SAP
Build Sell Service Run
from SAP SAP Solutions for Enterprise Only for partners
Performance Management, and exclusively
Support Authorization
Build Sell Service Run SAP Solutions for Governance, supporting
Risk, and Compliance products from
Regional Factors & MVP this category
Build Sell Service Run
SAP Mobile Platform
Requirements Overview Mobile
for all engagement models 2
Solutions SAP Afaria® Mobile Device
Management Solution
Benefits
Build Sell Service Run SAP Hybris SAP Hybris Commerce
2
Benefits Overview Commerce Solutions
for all engagement models

Please note :
Support authorization must be achieved for every family identified above in order to be entitled to sell VAR-delivered support. For more information please contact your SAP Partner
Manager. Partners supporting either SAP Business All-in-One and/or SAP HANA® must then have SAP Solution Manager installed and running for all customers they are providing
VAR-delivered support for. Please refer to the SAP PartnerEdge Technical Support Guide for additional information.
partneredge.sap.com/en/library/assets/products/ent_mng/sao/support/tr_support_guide_options_var.html

Region Specific Program Information EMEA/MEE – Effective October 2017 | All Products
13 / 15
For internal SAP and partner use only • © 2017 SAP SE or an SAP affiliate company. All rights reserved • SAP® PartnerEdge® Program
EMEA / MEE RSPI SAP-Delivered Support – Regional Factors
Value Points Market Segment Maintenance Base for SAP-Delivered Support Regional Factor
Business Performance
& Strategic Alignment
Build Sell Service Run Large Enterprise (LE) Software Partner Buy Price x Regional Factor 1.1
Competency
Build Sell Service Run
Upper and Lower Mid-Enterprise
Value Points Overview Software Partner Buy Price x Regional Factor 1.3
for all engagement models (SME = LME & UME)

Requirements Please note :


1. Market Segments are defined in the SAP PartnerEdge SELL Discount Letter.
2. Software Partner Buy Price is defined in the SAP Master Reseller Price List.
Minimum Value Points 3. The annual customer maintenance fee is determined as follows:
Build Sell Service Run Maintenance Base for SAP-Delivered Support x Maintenance Percentage as defined in SAP’s Price Lists.

Authorization
Build Sell Service

Solution GTM Ready


Run
Minimum Value Points For Partners Requesting To Provide
Build Sell Service Run
VAR-Delivered Support To End Users Currently Receiving
Support Authorization
Build Sell Service Run SAP-Delivered Support
Regional Factors & MVP
Build Sell Service Run
SAP Product Family Minimum Value Point SELL Business Performance-Transfer Threshold
Requirements Overview
for all engagement models

On-Premise Solutions 200


Benefits
Build Sell Service Run
Please note :
Benefits Overview 1. Please see SAP PartnerEdge® Support schedule of the PE SELL Master agreement for the terms and conditions.
for all engagement models 2. Minimum Value Points from the VAR Sell - Business Performance category (on-premise) must be met or exceeded in order for the partner to be eligible to provide VAR-delivered
support to the specific SAP End User who wishes to receive Maintenance Services from the partner going forward. The VAR shall remain eligible to provide VAR-delivered support
irrespective of the minimum annual value point threshold for sales of additional licenses to an end user already receiving VAR-delivered support.

Region Specific Program Information EMEA/MEE – Effective October 2017 | All Products
14 / 15
For internal SAP and partner use only • © 2017 SAP SE or an SAP affiliate company. All rights reserved • SAP® PartnerEdge® Program
Market Development Funds
Engagement Model MDF earnings on revenue Gold 2
Sell
EMEA / MEE RSPI MDF (x % of net indirect software license
or subscription sale)
4%

Run1 2%
Value Points
MDF
Business Performance Eligible
Description Partner Managed SAP Managed BDF
& Strategic Alignment MDF Activities
Build Sell Service Run Activities Activities 3
Competency Advertising Branding / Advertising / Digital Advertising
Build Sell Service Run
Analyst / Public
Value Points Overview Analyst Relations / Public Relations
for all engagement models Relations
Collateral Brochures / Success Story / Case Story
Requirements
Content Development / SEO (Search Engine
Digital Marketing
Minimum Value Points Optimization) / Social Networking / Selling
Build Sell Service Run
Direct Marketing Email / List Purchase / Mailing
Authorization 50% 100%
Build Sell Service Run Proof of Concepts / Demo / Organisation /
Competency Build
Profile Competency
Solution GTM Ready
Build Sell Service Run up to
Online/Virtual Event Online Event / Webcast / Webinar
100%4
Support Authorization
Build Sell Service Run Physical Events Industry Event / SAP Event

Regional Factors & MVP Demand Agent / Digital Sales Productivity /


Digital Sales
Build Sell Service Run Digital Sales Tools
Requirements Overview Market Innovation Business Model / Market Model
for all engagement models
GB Special
GB Special Marketing Activity n/a 100%
Benefits Marketing Activity

Build Sell Service Run SAP MSB Activities SAP MSB Activities n/a 100%
Benefits Overview SAP Solution Training
for all engagement models SAP Solution Training & Productivity n/a 100%
& Productivity
1. Single Customer Deals are excluded from MDF.
2. Market development funds (MDF) are available only to SAP gold partners with a Sell or Run engagement model. View the MDF/BDF Guide for details.
3. Activities listed with detailed definitions, guidelines and rules of reimbursement in the SAP PartnerEdge Benefits Catalog are SAP Managed activities.
4. BDF availability and reimbursement rates are defined as per local campaigns.
Please note :
For activities utilizing MDF / BDF, approval is required as per the MDF / BDF request process.
Region Specific Program Information EMEA/MEE – Effective October 2017 | All Products
15 / 15
For internal SAP and partner use only • © 2017 SAP SE or an SAP affiliate company. All rights reserved • SAP® PartnerEdge® Program