Partners to Leverage World-Class Channel Program to Serve the Fast-Growing Segment
Singapore — As part of the strategy to expand its applications software business with Small and Midsize Enterprises (SME), SAP Asia Pacific today announced the regional launch of a next-generation channel program for its partner network. The new SAP PartnerEdge™ program is a multilevel program that will provide enhanced infrastructure and business-enabling support to allow success and profitability for resellers, ISVs, VARs and other partners who market, develop, sell and implement SAP solutions for the growing market segment.
The SAP PartnerEdge Program is a significant investment in channel resources and represents SAP’s increasing focus toward building out its partner ecosystem, a core component of its business strategy.
“SAP recognizes the vital role that our partners play in our continued success, and the new program is testament to our commitment to this valued partnership,” said Donna Troy, Senior Vice President, Global SME Indirect Channels, SAP AG. “SAP’s recent research(1) showed that technology is critical to SMEs maintaining their competitive edge and the SAP PartnerEdge program will enable us to support our customers’ growth through high-quality channel partners who are focused on customer satisfaction and customer success. SAP PartnerEdge will make it easier for partners to do business with SAP and provides the foundation to drive volume sales and to reinforce our leadership position in the SME segment.”
Underpinning SAP’s leadership in the SME segment is the depth and breadth that the company offers through its two-tiered, partner-led strategy. In 2005, more than 40 new mySAP All-in-One and SAP Business One partners joined hands with SAP in delivering quality solutions to SMEs in Asia Pacific. These partners will be among more than 180 partners who will benefit from the SAP PartnerEdge program.
Distinct Program Based on Channel Understanding and Expertise
Designed to address market dynamics and offer equal opportunities for partners of all sizes and types, SAP PartnerEdge utilizes a unique system of Value Points to recognize and reward partners for their competency and performance. Unlike other channel programs, SAP PartnerEdge recognizes partners not only for sales transactions but also for capability-building activities such as training and customer satisfaction. Additionally, its distinct focus on rewarding solution development activities recognizes the importance of SAP’s partner ecosystem in building integrated applications and extensions upon SAP’s SME solutions, mySAP™ All-in-One and SAP® Business One. With program elements exceeding those currently seen in the industry, the program will provide a transparent, reliable infrastructure that is scalable and flexible to meet partner needs.
“This three-level program structure creates new opportunities for our partners to be recognized and rewarded for their merits and success, beyond revenue and sales volume achievements”, said Pranay Mital, Director, SME Indirect Channels, SAP Asia Pacific. “With SAP PartnerEdge, we are striving to deliver higher value-add to our partners by simplifying a partner’s engagement with SAP and offering consistency across the different partner types. SAP has made significant investments in our people and in streamlining our systems and processes, so that together we can deliver quality solutions to the SME segment.”
Three Levels of Program Benefits
Under the program, partners will earn Value Points to be promoted up the program’s levels of “Associate,” “Silver” and “Gold.” Business enablement resources and benefits will include a combination of market development funds, pricing differentiation, branding benefits, access to sales and marketing tools and SAP technical resources – apportioned to partners by program level.
“SAP’s new channel program offers three things we need most in a vendor relationship: predictability, profitability and support,” said Sull Jun-Hee, President & CEO, Bridge Solution Group and Best SAP APA Channel Partner, mySAP All-in-One, Korea. “We are delighted that SAP has committed its resources to create a network of trust and dependability among its partners. SAP PartnerEdge simplifies our interaction with SAP, while providing us with valuable market know-how and business enabling systems to extend our reach. With this win-win relationship, partners become valued players in the team that drives SAP into the SME segment.”
Tools to Help Partners Succeed
Providing a fast and efficient go-to-market approach and fostering interaction among partners, SAP PartnerEdge is currently delivering a series of new enablement tools. The Channel Partner Solution Network (CPSN), an online collaboration tool offered under SAP PartnerEdge catalogues industry-specific solutions and add-on functionality from SAP’s network of solution development partners and helps SAP channel partners easily find solutions, share information and make connections to expand market reach and fulfill wide-ranging customer needs. In addition, the program’s new e-learning infrastructure will provide partners with sales and technical training accessible via the Internet.
“SAP’s PartnerEdge program demonstrates SAP’s continued commitment to providing the most powerful tools, programs and expertise to help us capitalize on market opportunities,” said Zhao Jin Wei, Vice General Manager, Tsinghua Unisplendour and Best SAP APA Channel Partner, SAP Business One, China. “The program elements exceed those currently seen in the industry and provide a transparent, reliable infrastructure that is scalable and flexible to meet our growing needs.”
Built on industry-leading technology from SAP, the new Manage My Partnership section of the SAP Channel Partner Portal will offer a streamlined and efficient way for partners to manage critical components of their relationship with SAP, including market development funds and sales opportunities. To make it easier for partners to find information and access resources, the program’s enhanced online portal will offer easy navigation and comprehensive content. Additionally, new partner incentive programs, similar to last year’s “Drive to Win,” and “Get Sales Smart” will reward channel partners for success in selling and building capabilities for mySAP All-in-One and SAP Business One. The new SAP PartnerEdge Education offering includes e-learning for partner learning-on-the-go from any location accessible via the Internet. E-learning is offered in nine languages including Chinese, Japanese and Korean. With it, partners have access to rich content and a streamlined curriculum to enable training for sales qualification and technical certification. Classroom training and pre-recorded expert webinars will also be offered in 2006.
Resources for Finding the Right Solution
To support channel partners with their sales efforts, SAP has also created a powerful customer reference search engine. It will help partners match their prospects with existing SAP customers who are willing to talk to the prospect or even host an on-site demo of the SAP solution being proposed, so that customers are provided with critical information they need to make their selection. Partners can also tap into existing success stories, case studies, reference slides and video testimonials that will be easily accessible on this database to put forth a compelling deal.
Partners in Asia Pacific can also leverage SAP’s recently-launched Marketing Service Bureau to develop and execute their marketing campaigns. This online bureau provides SAP-developed and approved materials and execution support that partners can easily customize for their marketing needs, shortening the material development cycle and lowering their investment costs. Some of the services provided on the website include online ordering of pre-approved marketing collaterals, seminar-in-box materials, advertising templates and campaign execution services.
For more information about the SAP PartnerEdge Program and how to become an SAP
SME channel partner, please visit www.sap.com/channel/join.
(1)This is the finding of a major Economist Intelligence Unit (EIU) research programme, sponsored by SAP, based on a global survey of 3,722 business and public sector executives of midsize companies (with an annual turnover of $20-$500m) across APAC, Europe and the Americas, with 1,383 respondents based in APAC.