SAP offers two solutions for SMBs, both delivered by business partners – mySAP All-in-One and SAP Business One. For mySAP All-in-One, the partner must invest in developing solutions based on mySAP Business Suite or SAP Best Practices. For SAP both mySAP All-in-One and SAP Business One, the partner must establish a sales force and support organization to offer one-stop shopping services from evaluation and sales through to implementation and continuous improvement.
And here’s some of what the partner gets in return:
- fast return on investment for both the partner and its customers
- lead referrals sent directly to the partner
- SAP certification that takes a partner to the head of the line
- marketing and sales services help partners get people talking seriously about SAP in the SMB sphere, communicate benefits to customers, and generate qualified leads on a regular basis.
Marketing campaigns are developed by SAP Global Marketing and executed by SAP country organizations along with their partners.
mySAP All-in-One partner program
SAP encourages companies that can demonstrate vertical industry experience a good sales and marketing track record, financial stability, and a sound business and marketing plan to develop a mySAP All-in-One vertical industry solution. A mySAP All-in-One partner solution is something you create, based on your industry expertise. The pretested, preconfigured processes limit the risks inherent in building a highly customized solution.
A mySAP All-in-One partner can choose to develop a completely new solution, use SAP Best Practices solutions as a starting point, or ask SAP to help it team up with an SAP Business Partner already working in its vertical industry, but in another country. The SAP objective is to help the partner reduce the cost of solution development while increasing the sharing of knowledge.
The partner program offers marketing and sales support for brand awareness and lead generation; sales, product, and management training; support for both the partner and its customers; and development tools to help in creating partner solutions. The Vertical Solution Development Kit, for example – a set of guidelines to help partners develop vertical solutions – includes a developer’s guide, a how-to reference guide, and a localization guide for rolling out the solution in different countries.
Your customers expect you to deliver quick return on investment (ROI). You can demonstrate your understanding with solutions that respond to the pain points of the specific industry, and with the ROI tool, a SAP-developed spreadsheet that helps partners plan and build their business and economic case. Access to industry-specific sales collateral, including a mySAP All-in-One Sales Kit, enables you to accurately state what your solution can do and present your company’s skills.
The greatest potential of a mySAP All-in-One solution is realized in continuous business improvement: Once the core system is in place, additional requirements can be addressed simply by adding prepackaged building blocks that come with their own documentation. A mySAP All-in-One solution leads to lower costs in both the sales and implementation processes and to decreased risk to your business, the project, and your customer.
SAP Business One partner program
The SAP Business One solution targets mainly sales-oriented retail companies and service providers that require a more generalized, less industry-specific IT solution. It also targets subsidiaries and business partners of large corporations.
To build up the SAP Business One channel, SAP provides central lead generation support so that partners can develop their own features, components, and product suites for their customers.
SAP Business One sales tools include sales demo scripts, integration scenarios, a pricing calculator, a customer success video and the Competitive Information Network to find information about such competitors as J.D. Edwards, Siebel, and Microsoft Navision.
Qualified leads are delivered to you with all the information you need to follow up immediately. A Sales Opportunity component in SAP Business One is being established to forward leads to SAP Channel Partners. It will provide a lead database within your own SAP environment, complete with reports and online monitoring of the lead status.
Partner training and certification
Partner training focuses on providing the skills that partners need to support customers throughout all life-cycle phases: Training should not stop once minimum requirements have been met; continuous improvement is a vital part of SAP’s successful account-management program.
SAP offers official certification to experienced consultants. For continued project success, experienced consultants need to ensure that they always have the most up-to-date information and tools. Certification and recertification are based on knowledge of an application area, as well as a thorough understanding of the services and support offers, new SAP products, and SAP’s product strategy.
For SAP Business One certification, SAP evaluates partners according to such criteria as number and qualification of staff; business process software experience; technological skills; and market segment experience.
For mySAP All-in-One certification, partners should demonstrate vertical industry expertise; a solid understanding of SAP Best Practices and vertical solutions; a track record of developing, branding, and qualifying a solution; and the ability to provide tools and documentation to ensure a smooth, low risk, cost effective, and affordable implementation
The mySAP All-in-One Support Services and SAP Business One Support Services areas provides information about the components, contact information, and level of support available from SAP.